Referrals Done Right

Scott Grates
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The Secret to Creating Infinite Opportunities to Grow Your Small Business. Hosted by Scott Grates.

  1. #114 - Building a Business That Actually Pays You with Jennifer Kok

    1D AGO

    #114 - Building a Business That Actually Pays You with Jennifer Kok

    In this episode of Referrals Done Right, Scott sits down with Jennifer Kok, entrepreneur, former bakery owner, franchise builder, and now business coach for creative entrepreneurs. Jennifer shares her raw and real journey from corporate life to opening a brick and mortar bakery, delivering her second daughter just days after opening the doors, and navigating the chaos of early entrepreneurship. What followed was 20 years of lessons in leadership, delegation, profit, and perseverance that ultimately led to a successful exit. Now through her Earn More Stress Less philosophy and Nine Pillar Blueprint, Jennifer helps business owners who have hit that three year plateau build strong foundations that support both revenue and life. This conversation goes deep into profit margins, delegation, hiring, money mindset, and the hidden leaks that quietly drain time and growth. If you are building a referral based business and want it to last, this episode is packed with clarity and practical wisdom  In this episode, you will learn: • Why revenue is a vanity number and profit is what truly matters • How to delegate without losing control of your culture • The hidden cost of avoidance in your sales and follow up process • Why strong foundations matter more than flashy growth • How to earn more without burning out in the process If you are three to five years into your business and wondering what is next, this conversation will help you stop reacting and start building with intention. --- Episode Markers: (0:00) - Show Start & Introduction --- Jennifer Kok's Links: Website - https://nextwavebusinesscoaching.com FB - https://www.facebook.com/nextwavewithjen Instagram - https://www.instagram.com/nextwavewithjen Linkedin - https://www.linkedin.com/in/jenniferowenskok

    38 min
  2. #113 - The Language That Limits You

    5D AGO

    #113 - The Language That Limits You

    In this solo Thursday riff of Referrals Done Right, Scott gets personal about something he has struggled with for years: self-deprecating humor and the identity statements we casually speak over ourselves. What started as a simple joke about needing to get back to the gym turned into a powerful realization about how our brains do not process sarcasm the way we think they do. When we repeatedly say things like “I’m bad with money,” “I’m disorganized,” or “I’m not good at networking,” we are not being funny. We are reinforcing identity. Scott breaks down a small but transformational shift. Replace “I am” statements with “I have a tendency” or “I am working on it… yet.” It is a subtle change in language that can dramatically impact how you show up in sales, leadership, and relationship building. If you are constantly selling yourself limiting beliefs, how can you confidently ask for referrals? This episode is a mindset reset and a challenge to clean up the language you use with yourself. In this episode, you’ll learn: • Why your brain doesn’t distinguish between humor and identity statements • How “I am” language can quietly sabotage your confidence and growth • The power of adding one simple word: “yet” • Why the way you talk to yourself affects how you show up in referrals • A practical language shift you can implement immediately this week RDR Nation, this one’s simple, but not easy. Pay attention to the story you’re telling yourself. Then rewrite it. --- Scott Grates' Links: Referrals Done Right - https://www.referralsdoneright.org Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332 Scott Grates Website - https://www.scottgrates.com Love Living Local  - https://www.instagram.com/lovelivinglocal315 Scott's FB - https://www.facebook.com/scott.grates.1 Scott's - https://www.instagram.com/scottgrates TikTok - https://www.tiktok.com/@scott.grates

    7 min
  3. #112 - Integrity is the Ultimate Referral Strategy with Andrew Cambria

    FEB 23

    #112 - Integrity is the Ultimate Referral Strategy with Andrew Cambria

    In this episode of Referrals Done Right, Scott sits down with Andrew Cambria, agency owner, father of three and deeply rooted community leader serving Cicero and Camillus. Andrew shares the unlikely path that led him into insurance, including a failed deli venture on Long Island and how that early failure shaped his approach to planning, leadership and long-term thinking. What emerges is a powerful conversation about integrity, culture and why trust is the real product in a commoditized industry  Andrew’s role as a father and his support of local autism causes deeply shape the integrity and empathy behind his agency. He talks about bringing fun and authenticity into uncomfortable conversations, educating families before claims ever happen and the importance of telling the truth, even when it’s not what clients want to hear. This is an episode about legacy, service and building a referral-based business rooted in real relationships. We Cover: • How early business failure shaped Andrew’s disciplined, goal-driven approach • Why storytelling builds more trust than “selling” ever will • How to balance serious financial conversations with a human, approachable culture • The role community involvement plays in long-term referral growth • Why honesty and ownership are non-negotiables in a trust-based business If referrals are built on reputation, Andrew Cambria is a reminder that the best marketing strategy is simple: be real, serve well, and leave people better than you found them. --- Episode Markers: (0:00) - Show Start & Introduction (1:00) - What Inspired Andrew? (2:00) - Surprises & Learning From Failure (4:00) - Standing Out in the Industry (5:15) - Educating & Building Trust (7:30) - Uncomfortable Conversations (9:00) - Family & Business (11:15) - Problem with 15 Minutes or Less (13:00) - Accountability & Community (14:30) - Early Supporters (16:45) - Welcoming New Businesses (20:30) - Charitable Work & Local Autism Organizations (25:00) - Legacy (26:55) - Insurance Misconceptions --- Andrew Cambria's Links: Website - https://andrewcambria.com FB - https://www.facebook.com/TheCambriaAgency Instagram - https://www.instagram.com/andrewcambria

    30 min
  4. #111 - The Scar Experiment

    FEB 19

    #111 - The Scar Experiment

    In this powerful solo episode of Referrals Done Right, Scott unpacks a fascinating psychology experiment from Dartmouth College that reveals just how much our beliefs shape our reality. Participants who thought they had a visible facial scar believed they were being judged, avoided, and treated differently — even though the scar had been secretly removed before their interactions began. The only place the “flaw” existed was in their own minds  Scott connects this insight directly to business, referrals, and leadership. How often do we walk into conversations believing we’re not polished enough, not experienced enough, or not worthy of the room? When we carry that invisible “scar,” we interpret neutral reactions as rejection and shrink ourselves before anyone else does. This episode challenges RDR Nation to examine the stories they’re telling themselves — and to step into rooms with confidence rooted in internal control, not imagined judgment. You’ll learn: • How a simple psychology experiment exposes the power of self-perception • Why expecting rejection creates the very tension you’re trying to avoid • The difference between living with an external vs. internal locus of control • How invisible “scars” show up in referral conversations and business growth • A practical mindset shift to change your posture, energy, and results immediately If you’ve ever felt like you didn’t belong in the room, this episode is your reminder that maybe there was never a scar at all. --- Scott Grates' Links: Referrals Done Right - https://www.referralsdoneright.org Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332 Scott Grates Website - https://www.scottgrates.com Love Living Local  - https://www.instagram.com/lovelivinglocal315 Scott's FB - https://www.facebook.com/scott.grates.1 Scott's - https://www.instagram.com/scottgrates TikTok - https://www.tiktok.com/@scott.grates

    8 min
  5. #110 - Stop Doing Business Alone with Success Circle

    FEB 16

    #110 - Stop Doing Business Alone with Success Circle

    In this energizing episode of Referrals Done Right, Scott and Kelly Grates sit down with Christine Spiak and Tricia Sticca, co-founders of Success Circle — a membership community for women solopreneurs in the Mohawk Valley. What started as two coaches sharing office space has grown into a powerful movement built on collaboration over competition, vulnerability over ego, and action over perfection. At its core, Success Circle exists to help women stop doing business alone and start building with intention, clarity, and confidence. Christine and Tricia share how creating safe, supportive spaces — from Coffee Connections to their Accelerator Membership — is helping women step out of isolation, combat burnout, and take meaningful action in their businesses. This conversation isn’t just about networking; it’s about integration, identity, and building a ripple effect that strengthens families, businesses, and the entire Mohawk Valley community  We Cover: • Why collaboration over competition is the heartbeat of Success Circle’s mission • How small “weekly ones” and intentional baby steps create real momentum • What makes a safe space powerful for vulnerable conversations and growth • Why community-based coaching hits differently than national, one-size-fits-all programs • The long-term vision to impact one million women — starting right here in the Mohawk Valley --- Episode Markers: (0:00) - Show Start & Introduction (1:00) - What Is Success Circle? (2:10) - How Two Coaches Joined Forces to Build a Movement (3:35) - Creating a Culture of Support & Safety for Women (6:35) - Who Can Join? Membership Tiers & What They Include (8:35) - Being the Catalyst for New Ideas & First-Time Founders (9:30) - Coffee Connections: What to Expect (10:55) - Why Women-Only Spaces Matter in Business Networking (13:30) - How the Talking Stick Changes the Game (14:00) - Blending Leadership Coaching with Financial Clarity (15:30) - What Members Get from the Accelerator Program (17:05) - The Summer Connection Series – Real-Time Problem Solving (19:20) - Action Over Perfection: Baby Steps & Momentum (21:40) - Weekly Wins & The Power of Small Victories (23:30) - Long-Term Vision: Franchise, Foundation & Global Impact (25:00) - July 17th Workshop at SUNY Poly – Collaboration in Action (26:30) - Advice for Women Feeling Burnt Out or Stuck (27:30) - Seasons of Life & Redefining Success (28:05) - Why One-Size-Fits-All Coaching Doesn’t Work (31:15) - Rapid Fire: Biz Besties, Mantras & Local Favorites (34:50) - One Thing Every Woman Entrepreneur Should Know (36:30) - Final Thoughts – Be Present, Be Real, Be in the Circle --- Success Circle's Links: Website - https://www.successcircle.biz FB - https://www.facebook.com/SuccessCircleCommunityNY Linkedin - https://www.linkedin.com/company/success-circle-community Instagram - https://www.instagram.com/success_circle_community

    39 min
  6. #109 - Power of Visualization

    FEB 12

    #109 - Power of Visualization

    In this solo riff, Scott Grates brings the heat with a timely reminder that championship moments - whether in sports or in business, don’t happen by accident. Drawing inspiration from a visualization exercise led by Seahawks head coach Mike Macdonald years before a Super Bowl victory, Scott challenges listeners to do the same for their own business: to stop winging it, and start seeing it. Because if you haven’t clearly visualized what winning looks like, how can you possibly build it? This episode isn’t about hype or motivational fluff - it’s about getting honest, focused, and intentional with your goals. Scott breaks down how identity drives performance, why consistency beats flash, and how referrals and relationships are earned in the dark before they’re celebrated in the light. It’s a mindset reset for RDR Nation. 🎯 What you’ll learn: • Why great businesses (like championships) are won long before the “game” starts • How to run your own “confetti visualization” and turn vague goals into a vivid vision • What it means to align your identity with your desired outcomes • Daily actions that turn dream clients and referrals into a predictable reality • The real reason most people fail (and how to stop being one of them) --- Scott Grates' Links: Referrals Done Right - https://www.referralsdoneright.org Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332 Scott Grates Website - https://www.scottgrates.com Love Living Local  - https://www.instagram.com/lovelivinglocal315 Scott's FB - https://www.facebook.com/scott.grates.1 Scott's - https://www.instagram.com/scottgrates TikTok - https://www.tiktok.com/@scott.grates

    10 min
  7. #108 - Faith, Service & Showing Up with Dan Collison

    FEB 9

    #108 - Faith, Service & Showing Up with Dan Collison

    In this heartfelt and wisdom-packed episode, Scott sits down with Dan Collison, a former pastor turned agency owner, community builder, and passionate educator. With a unique background in ministry, tech, and small business ownership including a tech startup and an escape room, Dan shares how his life’s calling has always centered around serving others. Now, he brings that same mission into the world of insurance in Carlisle, Pennsylvania - where he’s redefining what it means to be a trusted advisor. From building trust in a brand-new town to mentoring high school students and serving on the board of a transitional housing nonprofit, Dan’s story is a masterclass in purpose-driven leadership. He shares practical insight into creating a referral-worthy customer experience, why minimum coverage isn’t truly protective, and the legacy he hopes to leave behind: someone who tells the truth, walks beside people, and always leads with heart. 🎯 What you’ll learn: • How Dan went from pastor to agency owner—and why insurance was the right next chapter • Why “Insurance SOS” is more than a tagline—it’s a relational approach to risk • How showing up (literally) became Dan’s competitive advantage in a new town • Why investing in the next generation through education lights Dan up • The myth of minimum coverage—and how he uses “Page 8” to debunk it --- Episode Markers: (0:00) - Show & Dan Introduction (0:55) - Carlisle Pennsylvania (3:00) - Dan's Unique Background (6:15) - Getting Into Insurance (9:05) - Surprises Starting Out (10:45) - Early Community Help (12:15) - Creating Unique Experiences (14:30) - Insurance SOS (16:15) - Price vs. Value (17:45) - Community Involvement (20:05) - Educating Future Generations (23:30) - Future Oriented Strategist (25:20) - Debunking Insurance Myths (28:00) - Legacy --- Dan Collison's Links: FB - https://www.facebook.com/CarlisleInsuranceGuy Linkedin - https://www.linkedin.com/in/dancollison Instagram - https://www.instagram.com/carlisleinsuranceguy --- Scott Grates' Links: Referrals Done Right - https://www.referralsdoneright.org Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332 Scott Grates Website - https://www.scottgrates.com Love Living Local  - https://www.instagram.com/lovelivinglocal315 Scott's FB - https://www.facebook.com/scott.grates.1 Scott's - https://www.instagram.com/scottgrates TikTok - https://www.tiktok.com/@scott.grates

    29 min
  8. #107 - What Are You Really Fishing For?

    FEB 5

    #107 - What Are You Really Fishing For?

    In this thought-provoking solo episode, Scott Grates draws inspiration from the classic “Mexican Fisherman” parable to ask one powerful question: how much is enough? Using storytelling, self-reflection, and a fishing metaphor that hits home, Scott unpacks the dangers of chasing “more” without defining what truly matters. It’s a reminder that in business - and in life - depth often beats width, and purpose matters more than performance metrics. For anyone building a referral-based business or community, this is a mindset reset. Scott shares how RDR Nation isn’t about vanity numbers or transactional tactics—it’s about showing up consistently for the right people, leading with service, and building a life you don’t need to escape from. Tune in to reflect, recalibrate, and rethink what you’re really fishing for. 🎣 What you’ll learn: • What the “Mexican Fisherman” parable teaches us about success and satisfaction • Why deeper relationships outperform wider audiences every time • How to find your “four tuna”—the right people who truly move the needle • Why shiny object syndrome (SOS) is holding your business back • How the law of reciprocity plays out when you lead with a servant’s heart --- Scott Grates' Links: Referrals Done Right - https://www.referralsdoneright.org Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332 Scott Grates Website - https://www.scottgrates.com Love Living Local  - https://www.instagram.com/lovelivinglocal315 Scott's FB - https://www.facebook.com/scott.grates.1 Scott's - https://www.instagram.com/scottgrates TikTok - https://www.tiktok.com/@scott.grates

    7 min
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5
out of 5
12 Ratings

About

The Secret to Creating Infinite Opportunities to Grow Your Small Business. Hosted by Scott Grates.

Information

  • Creator
    Scott Grates
  • Years Active
    2024 - 2026
  • Episodes
    114
  • Rating
    Clean
  • Copyright
    © 2026 Referrals Done Right
  • Show Website
    Referrals Done Right

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