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Referrals Done Right

Referrals Done Right

Hosted by Scott Grates

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Episodes

158

Latest episode

Aug 2026

Language

EN-US

About the show

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

Listen to episodes

60 recent
August 13, 2026Episode 15912 min

#159 - Show Up in Unexpected Ways

In this solo episode of Referrals Done Right, Scott Grates explores why the most memorable relationship building moments often happen when people least expect them. Traditional gestures like holiday cards and birthday gifts are appreciated, but they can easily blend into the noise. Scott makes the case for showing up at unexpected times in thoughtful ways that prove you were paying attention.From handwritten notes to meaningful introductions, Scott shares simple ways to make people feel remembered without spending much money. He explains why great relationship marketing requires an attention budget more than a gifting budget. The goal is not to manufacture referrals or keep score. It is to create genuine connections that build trust and naturally lead to opportunities over time.In This Episode:• Why unexpected gestures are often more memorable than traditional gifts.• How an attention budget can be more powerful than a gifting budget.• Simple ways to show clients and referral partners that you genuinely listen.• Why the best relationship builders make deposits without expecting immediate returns.• How creating meaningful moments can help you become the person others naturally recommend.---Scott Grates' Links:The Magnetic Niche - https://mailchi.mp/wonderlabstrategy/findyournicheReferrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

August 10, 2026Episode 15836 min

#158 - Just Keep Showing Up • Nicole Demma

In this episode of Referrals Done Right, Scott Grates sits down with longtime colleague Nicole Demma to talk about the habits behind consistent success. Nicole has spent more than a decade as a top performer and leader in their agency. She shares how curiosity, persistence, and a willingness to ask for help have shaped her approach to both work and life.The conversation explores everything from handling failure to staying disciplined when motivation disappears. Nicole also breaks down her approach to referrals and why asking becomes easier when you have earned a customer's trust. Scott and Nicole discuss health, leadership, delegation, and the value of simply showing up every day. It is a practical conversation about building success through small actions repeated consistently.In This Episode:• Why asking for help can make you a stronger teammate and leader.• How Nicole turned failure from a stopping point into valuable feedback.• The role health and fitness play in maintaining energy throughout the workday.• Why great referral conversations start with trust and genuine curiosity.• How consistency and small daily goals can create meaningful results over time.---Nicole Demma's Links:---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

August 6, 2026Episode 1578 min

#157 - The Answers You're Looking For

In this solo episode of Referrals Done Right, Scott Grates explores a simple question that carries surprising weight. When was the last time you sat in complete silence? In a world filled with constant notifications, endless content, and nonstop demands, Scott shares why the answers we are searching for often cannot be found in another book, podcast, or conversation. Instead, they are discovered when we create enough space to finally hear ourselves think.Scott reflects on one of the biggest professional decisions of his life and explains how mentors, books, and trusted advisors provided perspective, but not the answer. That answer only became clear when the noise faded. He also introduces The Space Between, a retreat designed to help business owners, leaders, and professionals step away from the daily grind, reconnect with themselves, and gain the clarity needed to move forward with confidence.In This Episode:• Why silence and stillness are often the missing ingredients for clarity.• How outside advice can shape your thinking without replacing your own intuition.• The role environment plays in making better personal and professional decisions.• A look inside The Space Between retreat and the experience it is designed to create.• A simple challenge to unplug, slow down, and create space for the answers that may already be within you.---Scott Grates' Links:The Magnetic Niche - https://mailchi.mp/wonderlabstrategy/findyournicheReferrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

August 3, 2026Episode 15640 min

#156 - Why Profitable Businesses Go Broke • David Safeer

Cash flow is one of the most misunderstood parts of running a business, and this week's episode of Referrals Done Right breaks down why. Scott Grates sits down with global cash flow authority David Safeer to explore the surprising reality that many profitable businesses still fail because they run out of cash. Together they unpack the difference between profit and cash flow, why timing matters more than most business owners realize, and how looking only at financial statements can create a false sense of security.David shares practical strategies for forecasting cash flow, making better financial decisions, and uncovering the root causes behind cash shortages. The conversation also explores the emotional side of business ownership, the importance of making decisions with both data and perspective, and why human relationships will continue to matter in an AI driven world. Whether you're a business owner, sales leader, or entrepreneur, this episode offers actionable insights that can help you build a healthier and more resilient business.In This Episode:• Why a profitable business can still run out of cash and fail.• The critical difference between profit, cash flow, and what your financial statements actually tell you.• How weekly cash flow forecasting helps business owners avoid costly surprises.• Why successful business decisions require both data and emotional awareness.• How advisors, technology, and strong relationships can work together to create long term business growth.---David Safeer's Links:Website -Facebook -Instagram ----Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

July 30, 2026Episode 15512 min

#155 - Stop Interrupting

In this solo episode of Referrals Done Right, Scott Grates challenges one of the most accepted practices in sales. He argues that interruption marketing has become increasingly ineffective in a world filled with spam filters, caller ID, and endless distractions. Instead of chasing strangers through cold calls and purchased leads, Scott makes the case for becoming the person prospects actively seek out.Scott shares a practical framework built around two powerful ideas: personal branding and relationship marketing. He explains how creating valuable content, strengthening your digital presence, and intentionally investing in meaningful relationships can build trust long before a sales conversation begins. Rather than asking for referrals, he encourages listeners to earn them by consistently serving others and becoming someone people naturally want to recommend.In This Episode:• Why interruption marketing is becoming more expensive and less effective.• How personal branding helps prospects trust you before they ever meet you.• Simple ways to create content that answers your customers' biggest questions.• Why a small circle of intentional relationships creates more opportunity than a large list of cold contacts.• Three practical actions you can take this week to become easier to find, easier to trust, and easier to refer.---Scott Grates' Links:The Magnetic Niche - https://mailchi.mp/wonderlabstrategy/findyournicheReferrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

July 27, 2026Episode 15439 min

#154 - Leading a 120-Year Legacy • Gina Thorsen

In this episode of Referrals Done Right, Scott sits down with Gina Thorsen, CEO of Jacquart Fabric Products and the Stormy Kromer brand, to talk about leadership, legacy and the power of building relationships that stand the test of time. As the first woman to lead the company in its 120 year history, Gina shares how she is honoring a beloved American brand while finding new ways to grow through partnerships, innovation and a commitment to American manufacturing.Throughout the conversation, Gina explains why relationships have always been the foundation of the company's success. From decades long supplier partnerships to exceptional customer service, she shares how trust and consistency have created opportunities that no marketing campaign could replace. This episode is filled with practical lessons on leadership, brand building and why staying true to your values can become your greatest competitive advantage.You Will Learn:• How strong relationships create long term business success and lasting customer loyalty• Why protecting your values can become a powerful competitive advantage• How strategic partnerships help brands reach new audiences without losing their identity• What it takes to lead a family business while honoring its legacy and embracing change• Why doing the basics well still sets great companies apart in today's marketplace---Gina Thorsen's Links:Website - https://www.jacquarts.comStormy Kromer - https://www.stormykromer.comInstagram - https://www.instagram.com/kromergal---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

July 23, 2026Episode 1538 min

#153 - Golden Opportunities

In this solo episode of Referrals Done Right, Scott explores a challenge that many business owners never expect to face. It is not a lack of opportunities. It is having too many good ones. As businesses grow and relationships expand, the hardest decisions often become choosing between several promising paths instead of choosing between right and wrong. Scott shares how this shift has changed his own perspective on leadership, success and intentional decision making.Throughout the episode, Scott explains why every opportunity comes with a hidden cost in time, energy and focus. He challenges listeners to stop chasing every open door and instead evaluate each opportunity against the person they want to become. This episode is a reminder that clarity is often found through subtraction and that saying no to good opportunities can create space for the ones that matter most.You Will Learn:• Why having too many opportunities can create more stress than having too few• How every commitment carries a hidden cost beyond money• Why the best leadership decisions are often between two good options• A simple question to help evaluate your current commitments and priorities• How saying no creates the focus needed to build a more intentional business and life---Scott Grates' Links:The Magnetic Niche - https://mailchi.mp/wonderlabstrategy/findyournicheReferrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

July 20, 2026Episode 15239 min

#152 - Time Well Spent • Anna Dearmon Kornick

In this episode of Referrals Done Right, Scott sits down with time management coach, keynote speaker, and It's About Time host Anna Dearmon Kornick for a conversation that goes far beyond productivity hacks. Anna shares why overwhelm has become so common and explains that the solution is not doing more. It starts with creating awareness, getting clear on what matters most and making intentional decisions about how you spend your time. Together, they explore why many people chase new tools before identifying the real source of their stress.Throughout the conversation, Anna introduces practical strategies for creating space, protecting boundaries, and eliminating time leaks that quietly steal focus throughout the day. She also shares the personal experiences that shaped her perspective on time, including her work as a congressional scheduler and growing up in a funeral home family. This episode is filled with actionable ideas that will help you stop reacting to your calendar and start building a life with fewer regrets and greater purpose.You Will Learn:• Why awareness is the first step to overcoming overwhelm• How clear priorities make it easier to protect your time and your boundaries• Why transition moments often become your biggest source of lost time• The value of creating a personal board of directors that includes mentors and coaches• How making intentional decisions with your time leads to greater fulfillment and fewer regrets---Anna Dearmon Kornick's Links:Website - https://annadkornick.comBook - https://annadkornick.com/bookLinkedin - https://www.linkedin.com/in/annadearmonkornickInstagram - https://www.instagram.com/annadkornickYouTube - https://www.youtube.com/channel/UCaN48hIUyxrV5hHMlq2aCow---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

July 16, 2026Episode 1517 min

#151 - Stay Curious Longer

In this solo episode of Referrals Done Right, Scott shares one simple idea that has the potential to transform the way we build relationships. Stay curious longer. Inspired by a conversation with relationship strategist Stacy Harris, Scott challenges the tendency to judge people too quickly based on a job title or first impression. Instead, he encourages listeners to slow down, ask better questions and discover the opportunities that only reveal themselves through genuine conversation.Throughout the episode, Scott explains why the best referral partners often come from unexpected places and why meaningful relationships cannot be rushed. He shares stories of professionals who first saw each other as competitors but later became valuable referral partners through curiosity and trust. This episode is a reminder that great relationships are not built by collecting contacts. They are built by taking the time to truly know the person sitting across from you.You Will Learn:• Why staying curious creates stronger relationships and better referrals• How first impressions can prevent valuable opportunities from developing• Why the best referral partners are often the ones you least expect• The difference between collecting contacts and becoming a true connector• How asking one more question can lead to lasting relationships and unexpected opportunities---Scott Grates' Links:The Magnetic Niche - https://mailchi.mp/wonderlabstrategy/findyournicheReferrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

July 13, 2026Episode 15038 min

#150 - Your Best Leads Already Know You • Stacy Harris

In this episode of Referrals Done Right, Scott sits down with Stacy Harris, strategic relationship advisor and founder of Stacy Harris Consulting, for a conversation about building stronger relationships that lead to consistent business growth. Stacy explains why networking has earned a bad reputation and why most people approach it without a clear strategy. Together, they discuss why relationships are becoming even more valuable in a world shaped by AI, digital communication and constant distractions. They also explore how trust, consistency, and genuine human connection create opportunities that traditional marketing often cannot.Throughout the conversation, Stacy shares practical systems that help professionals stay connected with the people already in their network. She explains why follow up should be intentional, why referral partners deserve as much attention as clients and why networking is really about serving others before asking for anything in return. This episode is filled with practical advice for anyone who wants to replace random networking with meaningful relationships that produce long term results.You Will Learn:• Why strategic relationships create more opportunities than random networking• How consistent follow up strengthens trust and keeps you top of mind• Why your existing network may be your greatest source of future business• Practical habits that make networking feel natural instead of uncomfortable• How serving others first leads to stronger referrals and lasting business growth---Stacy Harris' Links:Website - https://stacyharrisconsulting.comLinkedin - https://www.linkedin.com/in/stacy-harris-b94b209Instagram - https://www.instagram.com/stacyharrisconsultingFacebook - https://www.facebook.com/StacyHarrisConsulting---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

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