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 home, this one is for you.

Kristy shares the science and strategy behind her “Lead Out Loud” method and “C.A.R.E.” framework, which empowers leaders to communicate with clarity, curiosity, and compassion—without burning out or bottling things up. This conversation will challenge how you think about accountability, reframe the stories you tell yourself, and help you lead with integrity, confidence, and connection.

What you’ll learn:
• Why avoiding hard conversations is often a sign that you care—and why that’s not enough
• How to turn “accountability” into a form of support instead of punishment
• The C.A.R.E. framework and how it helps you prep, regulate, and lead powerfully
• Tips to shift from fear-based micromanaging to values-driven leadership
• How these same communication tools apply to parenting, marriage, and life outside the office

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Episode Markers:
(0:00) - Meet Kristy Mandour
(1:25) - The Origins of "Lead Out Loud"
(3:35) - Having Meaningful Conversations with Your Team
(6:05) - Micromanaging vs. Managing with Curiosity and Care
(7:00) - Accountability & Difficult Conversations
(11:30) - Being Curious
(13:00) - To Be Unclear is Unkind
(14:45) - Preparation as a Leader
(17:45) - Significance of Setting & Intentions
(23:20) - Communicating Positivity
(24:50) - Regulating with Movement
(26:35) - The Connection Between Leadership and Parenting
(28:20) - Immediate Action Steps
(30:00) - C.A.R.E. Framework Example
(38:00) - Same Side Visualization Technique
(39:00) - Sow to Speak - Connect with Kristy


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Kristy Mandour's Links:
IG - https://www.instagram.com/kristymandour
Linkedin - https://www.linkedin.com/in/kristy-mandour
Website - https://sowtospeak.com
YouTube - https://www.youtube.com/user/pensink57

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Scott Grates' Links:
Referrals Done Right Book Pre Sales - https://www.referralsdonerightbook.com
Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332
Insurance Agency Optimization - https://www.agencyoptimization.com
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
Instagram - https://www.instagram.com/scottgrates
TikTok - https://www.tiktok.com/@scott.grates

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 you inspired, informed, and ready to take action.

From roleplay bots and live-call transcription to eliminating bias in training and reclaiming your time, the Weavers break down how their platform is helping agency owners scale with confidence. This episode is packed with real-world examples, leadership insight, and a glimpse into the future of smart agency growth.

🚀 What you’ll learn:
• How AI can help insurance teams train, coach, and roleplay—on demand and without bias
• Why fear of replacement is valid—but avoidable if you evolve with the times
• How customizable coaching bots are helping teams practice real-life sales scenarios
• What most carriers are doing right now to allow call tracking and feedback at scale
• Why the rise of AI is actually increasing the demand for authentic human connection

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Episode Markers:
(0:00) - Scott's Intro
(1:30) - Welcome Back: Michael & Courtney Weaver Return
(2:30) - Why AI Is the Next Revolution for Insurance Agencies
(5:30) - Change Has Always Been Scary
(8:20) - The Inspiration Behind AgencyCoachAI
(9:20) - Roleplay Bots, Call Transcription, and Real-Time Feedback
(12:20) - Customization Options
(15:00) - Preset Role Play Scenarios
(17:25) - We Act Different When You Know You're Being Recorded
(17:55) - Carriers and Compliance: What’s Possible Right Now
(19:30) - Why AI Won’t Replace You — But Someone Using It Might
(22:00) - Team Accountability & AI Doesn't Forget
(25:00) - Culture, Communication, and Human Touch Still Win
(26:45) - Research on Human Relationships & Making Life Easier
(29:00) - Skate to Where the Puck is Going
(30:00) - Interviewing & Hiring
(33:45) - Time Better Spent
(35:00) - Final Thoughts + How to Get Started with AgencyCoachAI

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Scott Grates' Links:
Referrals Done Right Book Pre Sales - https://www.referralsdonerightbook.com
Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332
Insurance Agency Optimization - https://www.agencyoptimization.com
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
Instagram - https://www.instagram.com/scottgrates
TikTok - https://www.tiktok.com/@scott.grates

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Michael & Courtney Weaver's Links:
Michael's IG - https://www.instagram.com/_michaelweaver_
Courtney's IG - https://www.instagram.com/courtneyvie
Michael's Linkedin - https://www.linkedin.com/in/michaelweaverwsa
Website - https://www.agencycoachai.com
YouTube - https://www.youtube.com/@michaelweavertraining

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 learned to transform pain into perspective.

Todd shares how he’s now on a mission to help others create happiness through intentional mindset shifts, gratitude practices, and authentic connections. This heartfelt conversation is a must-listen for high achievers, business owners, and anyone navigating stress, burnout, or the weight of expectations.

💡 What you’ll learn:

• How Todd turned 20 years of trauma into gratitude and purpose
• Why happiness isn’t something you find—it’s something you create
• Simple daily practices to rewire your mindset and stay present
• Why surrounding yourself with positive people changes everything
• How to recognize when it’s time to ask for help—and why that’s a strength, not a weakness

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Episode Markers:
(0:00) - Intro: Meet Todd Moore – From Law Enforcement to Insurance
(1:00) - The Dalai Lama Quote That Hit Hard
(3:00) - 20 Years of Trauma and Perspective Shifts
(6:00) - Turning Adversity into Gratitude and Positivity
(10:00) - Breaking the Stigma Around Mental Health in Law Enforcement
(14:00) - The Day Everything Changed for Todd
(18:00) - Finding Help: Therapy, Mindset Shifts, and Resilience
(22:00) - From Trauma to Entrepreneurship
(26:00) - Happiness Is a Fallacy: Why You Must Create It
(30:00) - Positive Practices for Business Owners
(34:00) - The Power of Compliments and Dopamine Boosts
(38:00) - Creating a Culture of Gratitude in the Office
(41:00) - Advice for Anyone Struggling With Mental Health
(43:00) - Closing Thoughts: You’re Not Alone

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Scott Grates' Links:
Referrals Done Right Book Pre Sales - https://www.referralsdonerightbook.com
Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332
Insurance Agency Optimization - https://www.agencyoptimization.com
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
Instagram - https://www.instagram.com/scottgrates
TikTok - https://www.tiktok.com/@scott.grates

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Todd's Links:
IG - https://www.instagram.com/sfmyagenttodd
Linkedin - https://www.linkedin.com/in/todd-moore-5468b61a2

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 team culture, Michael’s insights are all about doing business the right way—and making it personal.

Whether you're new to the industry or looking to stay sharp after decades in it, this conversation delivers high-level strategy with real-world practicality. It’s about listening more, complicating less, and leading with humanity.

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🎯 What you’ll learn:

• How to shift client conversations from cost to coverage—without selling fear
• Why storytelling is the most powerful sales tool insurance agents have
• What “with your permission” can unlock in every customer relationship
• How to build a winning culture through laughter, flexibility, and family values
• Why long-term success in this business comes down to reputation, not transactions

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Episode Markers:
(0:00) - Scott's Intro

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Scott Grates' Links:
Referrals Done Right Book Pre Sales - https://www.referralsdonerightbook.com
Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332
Insurance Agency Optimization - https://www.agencyoptimization.com
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
Instagram - https://www.instagram.com/scottgrates
TikTok - https://www.tiktok.com/@scott.grates

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Michael's Links:
Website - https://www.slia.agency/
FB - https://www.facebook.com/SilverLiningInsurance
Linkedin - https://www.linkedin.com/company/silverliningins

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.
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✨ What you’ll learn:

• Why hustle fatigue is real—and how to reconnect with your deeper “why” to find fulfillment again
• The difference between rest and escape, and why knowing yourself is the key to recharging
• How to stop being the bottleneck in your business by building systems that run without you
• Why being productive isn’t about doing more—it’s about doing what matters most
• What Danielle means by “schedule the life you want,” and how to start doing it today

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If you’re ready to finally scale your business and protect your peace, Danielle has the blueprint.

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Episode Markers:
(0:00) - Scott's Intro
(1:05) - Becoming Lela
(3:30) - Starting in Coaching & Deep Listening
(4:50) - The Story Your Telling Yourself
(7:15) - Conscious vs. Sub Conscious
(9:30) - Difference Between Therapy & Coaching
(12:15) - Pausing and Doing the Deep Work
(15:10) - Internal + External Audits: The Starting Point of Deep Work
(17:00) - Leaky Energy and the Myth of 'More Is Better'
(19:10) - When Ego, Fear, and Success Get Tangled
(20:30) - The Power of Saying No and Making Space
(22:40) - Can Anyone Become That Always-Positive Person?
(24:00) - Creating a Baseline of Calm and Ease
(26:20) - How to Truly Take Time Off (and Not Fake It)
(31:00) - Scarcity, Time, and Why We Expand to Fill It
(32:45) - Two Powerful Client Transformations
(36:25) - Where to Find Lela + Final Thoughts

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Scott Grates' Links:
Referrals Done Right Book Pre Sales - https://www.referralsdonerightbook.com
Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332
Insurance Agency Optimization - https://www.agencyoptimization.com
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
Instagram - https://www.instagram.com/scottgrates
TikTok - https://www.tiktok.com/@scott.grates

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Lela's Links:
Website - https://lelagrace.co
IG - https://www.instagram.com/lela_grace
Linkedin - https://www.linkedin.com/in/lela-tuhtan-ma-5599573

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 reconnect with your deeper “why” to find fulfillment again
• The difference between rest and escape, and why knowing yourself is the key to recharging
• How to stop being the bottleneck in your business by building systems that run without you
• Why being productive isn’t about doing more—it’s about doing what matters most
• What Danielle means by “schedule the life you want,” and how to start doing it today

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If you’re ready to finally scale your business and protect your peace, Danielle has the blueprint.

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Episode Markers:
(0:00) -

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Scott Grates' Links:
Referrals Done Right Book Pre Sales - https://www.referralsdonerightbook.com
Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332
Insurance Agency Optimization - https://www.agencyoptimization.com
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
Instagram - https://www.instagram.com/scottgrates
TikTok - https://www.tiktok.com/@scott.grates

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Danielle's Links:
IG - https://www.instagram.com/thedanielleadams
Website - www.divineinsp.com

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 makeshift virtual meeting during COVID became one of the most impactful coaching platforms in the industry
• Why creating a culture of love, trust, and recognition is David’s #1 job as a leader
• How Coach P is using AI, video libraries, and real-time roleplay to build better teams
• Why some agents thrive—and others burn out—even when given the same tools
• How David uses hugs, trips, and leaderboard motivation to build deep, lasting relationships with his people

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Whether you're leading a team, building an agency, or just trying to level up, this episode is a masterclass in leadership with heart.

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Episode Markers:
(0:00) - Scott's Intro
(0:55) - How Coach P Started: From COVID Calls to Coaching Movement
(2:35) - Evolution: Building Structure, Incorporating Team Voices, and Using AI
(4:30) - Community, Connection & the Power of the Leaderboard
(7:25) - The Most Fulfilling Moments of the Journey
(8:20) - The Frustration of Wanting Success More Than Others Do
(10:30) - Best Practices for New Members of Coach P
(12:10) - Why Reminders Matter Just as Much as New Ideas
(14:10) - The Real Role of an Agency Owner: Building Culture
(17:00) - Incentives, Life-Changing Trips & Unexpected Gifts
(18:35) - Leadership Through Human Connection and Physical Presence
(22:20) - What Keeps Coach P Motivated to Keep Growing
(24:00) - Why the Work is Never Done in Insurance
(25:20) - Leveling Up: Seeking New Circles That Push You

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Scott Grates' Links:
Referrals Done Right Book Pre Sales - https://www.referralsdonerightbook.com
Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332
Insurance Agency Optimization - https://www.agencyoptimization.com
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
Instagram - https://www.instagram.com/scottgrates
TikTok - https://www.tiktok.com/@scott.grates

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David Peterson's Links:
Website - https://www.coachpconsulting.com
Business IG - https://www.instagram.com/coach_p_consulting
Personal IG - https://www.instagram.com/savingwithdavid
Facebook https://www.facebook.com/CoachPConsulting

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 you’ll learn:

• Why Nicole walked away from Wall Street—and how she built a £120M property portfolio from scratch
• How the Brexit vote, tax shifts, and market downturns nearly wiped her out—and what she learned from it
• The problem with “all-in” investing, and how her Prosperity Group is helping underserved individuals find financial stability
• Practical tips for building wealth without sacrificing your values or mental health
• Why she believes in spending her wealth while she’s alive, and the delicate balance of parenting with means

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From money to mindset, this is a conversation about building wealth, staying grounded, and redefining what success really means.

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Episode Markers:
(0:00) - Meet Nicole Bremner

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Scott Grates' Links:
Referrals Done Right Book Pre Sales - https://www.referralsdonerightbook.com
Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332
Insurance Agency Optimization - https://www.agencyoptimization.com
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
Instagram - https://www.instagram.com/scottgrates
TikTok - https://www.tiktok.com/@scott.grates

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Nicole Bremner's Links:
IG - https://www.instagram.com/nsbremner
Linkedin - https://www.linkedin.com/in/nicolebremner
Website - https://www.nicolebremner.com

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 finding purpose.

🧠 What you’ll learn:

• The shocking true story behind the title of her memoir—and why it’s not the whole story
• Why healing from trauma requires addressing not just the “big T” moments but the small ones too
• How nervous system regulation, therapy, and daily grounding habits transformed her life
• Her evolution from survivor to business owner—and how intuition guides her leadership today
• Why being present, building relationships, and following your inner voice are more powerful than any business tactic

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This conversation is raw, powerful, and beautifully human. Tennyson’s story will move you—and just might help you reconnect with your own purpose too.

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Episode Markers:
(0:00) - Meet Tennyson Jacobson
(0:40) - Why Self-Promotion Feels So Unnatural—and Why She’s Doing It Anyway
(5:15) - The Day That Changed Everything: A Mother’s Day Home Invasion
(11:00) - A Bad Feeling After First Break In
(13:00) - Later That Night
(20:30) - What Happened Next: Trauma, Charges, and the Legal Aftershock
(23:30) - Why She Wrote The Mother of All Days
(26:00) - Healing from PTSD and Reconnecting with Intuition
(30:00) - From CrossFit to Insurance: A New Chapter in Business
(34:00) - Intuition in Action: Hiring, Referrals, and Building Relationships
(37:00) - What's Next?
(38:00) - Permission to Just Be: Staying Present Amid Life's Chaos
(41:00) - How to Support Your Nervous System (Without Medication)
(44:00) - Final Thoughts on Gratitude, Purpose, and What’s Next

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Scott Grates' Links:
Referrals Done Right Book Pre Sales - https://www.referralsdonerightbook.com
Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332
Insurance Agency Optimization - https://www.agencyoptimization.com
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
Instagram - https://www.instagram.com/scottgrates
TikTok - https://www.tiktok.com/@scott.grates

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Tennyson Jacobson's Links:
Book - https://www.amazon.com/Mother-All-Days-Break-Unexpected/dp/0997692375
IG - https://www.instagram.com/tennysonjacobson
Website - https://heyitstenny.com

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:

• How to break the boring meeting mold and design a format your team actually looks forward to
• The “Win the Day” system Scott uses to drive daily accountability and performance without pressure
• Creative ideas like commission swaps, reverse meetings, and compliment carousels to build connection and momentum
• Why peer-led roleplay, gratitude rituals, and emotional intelligence are performance multipliers
• Simple, scalable ways to turn meetings into your agency’s most important culture builder

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Whether your team meets every day or once a week, this episode will help you lead with purpose, consistency, and energy.

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Scott Grates Links:
Referrals Done Right Book - https://www.referralsdonerightbook.com
Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332
Insurance Agency Optimization - https://www.agencyoptimization.com
Scott Grates Website - https://www.scottgrates.com
Love Living Local 315  - https://www.instagram.com/lovelivinglocal315
Scott's FB - https://www.facebook.com/scott.grates.1
Instagram - https://www.instagram.com/scottgrates

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The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates. Scott is the co-founder of Insurance Agency Optimization & owner of multiple insurance agencies.