Referrals Done Right

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...

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 wo...

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...

In this episode of Referrals Done Right, Scott and Kelly Grates sit down with Ryan Miller — the driving force behind the thINCubator, founder of Rust Belt Startup, and a true connector in the Mohawk Valley. What unfolds is a masterclass in community building, modern entrepreneurship, and the power of showing up and serving others. From humble beginnings in New York Mills to becoming one of the are...

In this Thursday riff, Scott Grates is joined by surprise guest Keith Brown for a spontaneous but powerful conversation on value—what it really means, how to communicate it, and why price should never be your leading pitch. Through the analogy of flying coach vs. first class, Scott breaks down the “value equation” in a way that’s impossible to forget, challenging listeners to stop selling themselv...

In this episode, Scott sits down with Vanessa Colangelo, founder of LifeWellBranded, to unpack one of the most misunderstood concepts in business: branding. Together, they explore why branding is not just a logo or color palette, but the emotional translation of who you are, what you stand for, and how people experience you when you’re not in the room. Vanessa shares her philosophy on why people a...

In this solo Thursday episode, Scott zeroes in on one of the most misunderstood forces in sales and leadership: ego. Not the loud, arrogant kind—but the quiet voice that keeps us from asking for referrals, speaking up, or taking the next bold step in our business. Through personal stories and a truth-packed perspective shift, Scott challenges listeners to reframe introductions not as a risk, but a...

In this episode, Scott sits down with Bob Bartlett—insurance agency owner, community leader, and part-time rock band drummer—to talk about leadership, culture, service, and the art of being different in a crowded, commoditized industry. Bob shares how getting laid off pushed him into entrepreneurship, how he grew a thriving agency in Barre, Vermont during COVID, and why real conversations will alw...

In this short but powerful solo riff, Scott Grates kicks off the new Referrals Done Right format with a gut-check on commitment, goals, and the uncomfortable gap between “good” and “great.” Inspired by lessons from Jim Collins’ Good to Great and David Goggins’ no-excuses mindset, Scott shares a brutally honest look at what happens when we sell ourselves short—and how accountability can change ever...

In this episode, Scott sits down with Erik LaChance, a seasoned insurance agency owner and community builder, who opens up about his journey from the corporate world to launching two successful offices in New York’s Capital Region. From bartop business deals to nonprofit partnerships, Erik shares how his roots, relationships, and relentless authenticity have shaped both his business and his legacy...

In this powerful and practical episode, Scott sits down with Kristy Mandour—nationally recognized communication coach, emotional intelligence expert, and host of the Sow to Speak podcast—to unpack the conversations that most leaders avoid… and why that’s a problem. If you’ve ever hesitated to speak up, avoided holding someone accountable, or struggled to navigate tough conversations at work or at...

In this high-energy episode, Scott welcomes back Michael and Courtney Weaver—insurance agency veterans, coaches, and the creators of AgencyCoachAI.com Together, they dive into how artificial intelligence is transforming the insurance space—not by replacing the human element, but by enhancing it. Whether you're an early adopter or still feeling overwhelmed by AI, this conversation will leave y...

In this powerful episode, Scott sits down with Todd Moore, a former law enforcement officer turned successful insurance agency owner, to discuss resilience, mental health, and finding purpose in life and business. After two decades on the front lines as a firefighter, first responder, and sheriff’s lieutenant, Todd opens up about the trauma he experienced, his near breaking point, and how he learn...

In this energizing and wisdom-packed episode, Scott sits down with Michael Silverman, a 40-year insurance industry veteran and the President & CEO of Silver Linings Insurance. Michael shares not just the tools and tactics that have kept him relevant for four decades, but the mindset and values that have made him unforgettable. From client onboarding to claims service to developing a winning te...

In this episode, Scott sits down with Danielle Adams—a powerhouse productivity strategist and executive operations expert—on a mission to help overworked entrepreneurs reclaim their time without sacrificing income or impact. If you’ve been feeling stuck, scattered, or burnt out, this conversation offers clarity, structure, and real hope. - ✨ What you’ll learn: Why hustle fatigue is real—and how t...

In this episode, Scott sits down with Danielle Adams—a powerhouse productivity strategist and executive operations expert—on a mission to help overworked entrepreneurs reclaim their time without sacrificing income or impact. If you’ve been feeling stuck, scattered, or burnt out, this conversation offers clarity, structure, and real hope. ✨ What you’ll learn: Why hustle fatigue is real—and how to...

David Peterson—better known as Coach P—joins Scott to unpack how a Zoom call born out of pandemic necessity exploded into a powerful coaching movement that's reshaped the way agents grow, lead, and connect. In this candid conversation, David reflects on the growth of Coach P, the power of community, and why culture—not commissions—is what drives real results. 🔥 What you’ll learn: How a makes...

In this episode, Scott welcomes property investor, author, and financial coach Nicole Bremner. From Wall Street to real estate riches (and losses), Nicole’s story is packed with honest insights, hard-won wisdom, and a powerful mission to make financial advice accessible for everyone. Whether you're just starting out or scaling your business, this episode offers both strategy and soul. 💡 What...

In this emotional and inspiring episode, Scott sits down with Tennyson Jacobson—author, business owner, and survivor—to unpack her deeply personal memoir, The Mother of All Days . Tennyson shares the harrowing story of a violent home invasion that changed her life forever, and the healing journey that followed. This is about more than trauma—it’s about reclaiming identity, building strength, and f...

In this solo episode, Scott answers a listener request (shoutout to Ashley Himes!) and dives deep into one of the most underrated growth levers in your business: team meetings . If your meetings feel like a waste of time, this episode will flip that on its head—and give you a blueprint for energizing, efficient, and culture-building gatherings that actually move the needle. 🧠 What you’ll learn: H...

Kari Hargrave is the definition of grit, creativity, and community. From launching a scratch insurance agency in a town with no stoplights to bagging groceries for free just to meet people, Kari’s story is a masterclass in hustle, heart, and doing things differently. In this conversation, Scott and Kari unpack what it really takes to build a business, a brand, and a life you’re proud of—without lo...

In this electrifying episode, host Scott Grates sits down with Coach DJ Carroll—entrepreneur, speaker, and sales psychology expert—to dive deep into the future of small business, sales, and the explosive power of AI. If you're ready to adapt, grow, and lead in the new world, this episode is your playbook. 🚀 What you’ll learn: Why artificial intelligence isn’t coming—it’s already here, and ho...

In this episode, Scott sits down with Joe Mindak, founder of Nolodex, to challenge everything you think you know about referrals, networking, and monetizing your connections. Joe shares his no-BS approach to building a scalable, win-win referral economy—and how you can cash in on your network too. 🔥 What you’ll learn: How to build a new income stream by doing what you're already doing: conne...

In this powerful and heartfelt episode, Scott sits down with Justin Cook—insurance pro, coach, real estate investor, devoted dad, and now author of Freedom Beyond Wealth . Justin shares the emotional story that lit his fire for life insurance, the mindset shift that changed his life, and why his definition of wealth goes far beyond money. 🔑 Here’s what you’ll take away: The emotional story that f...

In this episode, Scott chats with Wyoming-based agent Austin O’Bryhim — a leader who's shaking things up in all the right ways. From mastering remote team culture to building a brand rooted in community impact, Austin shares his playbook for scaling with integrity. He talks about what it truly means to “help people” in the insurance world, why leadership is about communication (not micromanag...