In this episode we rewind to a conversation that originally aired in May 2025.

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 losing your humanity along the way.

What You’ll Learn:
• Why being told “you’ll never make it” was the fuel Kari needed to prove them all wrong
• Creative, grassroots strategies Kari used to grow her agency from zero to one of the most respected in the country
• The marketing rituals and handwritten habits that still matter in a digital world
• Why she started a true crime podcast—and how it led to winning a Webby Award
• How she’s helping other agents win with her new venture, Ringleaders

This episode is full of laughs, lessons and real talk from one of the most inspiring agents in the game. Don’t miss it!

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Kari Hargrave's Links:
FB - https://www.facebook.com/KariHargraveAgency
True Texas Crime Pod - https://open.spotify.com/show/0ct7Pu7GIgyWj3IF7y2b6L

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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

In this solo episode of Referrals Done Right, Scott Grates reflects on the lessons he brought home from The Space Between Retreat. After three days of slowing down and creating space, one idea stood above the rest. The questions we are willing to sit with may be more important than the answers we constantly chase.

Scott explores what he learned about joy, simplicity, and being present. He also shares a personal realization that mastery is not where the journey begins. You do not need every answer before taking the first step. Sometimes growth begins when you create enough space to listen and trust that you are already worthy of what comes next.

In This Episode:
• Why better questions can be more valuable than immediate answers.
• What three days away from everyday distractions revealed about joy and simplicity.
• How nature and stillness can create space for deeper reflection.
• Why mastery is not a requirement for taking the first step.
• The difference between growing from a place of inadequacy and growing from curiosity.

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Scott Grates' Links:
The Magnetic Niche - https://mailchi.mp/wonderlabstrategy/findyourniche
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

In this solo episode of Referrals Done Right, Scott Grates explores one simple idea with a much deeper meaning. Serving needs to become an identity instead of an activity. Acts of service can be great for building relationships. The real test is whether you would still serve if you knew nothing was coming back in return.

Scott explains how genuine service builds the trust and reputation behind a referral based business. He also challenges the idea that serving means always saying yes. Boundaries still matter because they protect your ability to help the people who matter most. When service becomes part of who you are, people begin to recognize it without needing to be told.

In This Episode:
• The difference between serving as a strategy and making it part of your identity
• Why serving without expecting something in return builds stronger relationships.
• How consistent behavior creates the trust and reputation behind referrals.
• Why having a servant's heart does not mean saying yes to everything.
• A simple challenge to stop keeping score and start looking for opportunities to help.

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Scott Grates' Links:
The Magnetic Niche - https://mailchi.mp/wonderlabstrategy/findyourniche
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

In this episode of Referrals Done Right, Scott Grates sits down with marketing strategist Samantha Calderón to talk about simplifying marketing for solopreneurs. Samantha shares why trying to be everywhere can quickly become overwhelming. Instead, she encourages entrepreneurs to understand their ideal audience and focus on the marketing activities that actually work.

Scott and Samantha also explore content creation, relationship building, and the changing role of AI in marketing. Samantha shares her approach to content days and explains why collaboration can make entrepreneurship feel less isolating. They also discuss the growing value of authenticity in an AI driven world. As technology continues to evolve, genuine human connection may become more valuable than ever.

In This Episode:
• Why solopreneurs should stop trying to market everywhere at once.
• How content days can simplify marketing and make content creation more manageable.
• Why investing deeply in a few relationships can be more valuable than knowing everyone.
• How Samantha uses AI as a tool without sacrificing her voice or authenticity.
• Why real human connection will continue to matter as marketing becomes more automated.

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Samantha Calderón's Links:
Website - https://www.samanthacalderon.com
Linkedin - https://www.linkedin.com/in/samantha-calderon-gutierrez
Substack - https://substack.com/@launchwsamantha

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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

In this solo episode of Referrals Done Right, Scott explores the difference between your personal brand and your reputation. Your brand is what you tell the world about yourself. Your reputation is what people say about you when you are not in the room. When it comes to earning referrals, that distinction matters.

Scott explains why a referral is more than a lead. It is a transfer of trust from one person to another. He shares how small actions like keeping promises and making introductions can shape the way people remember you. Instead of spending all your energy managing perception, Scott challenges you to become the person you want others to describe.

You Will Learn:
• Why your reputation can be more powerful than your personal brand.
• What really happens when someone puts their reputation behind a referral.
• How small everyday actions build trust one interaction at a time.
• Why becoming more referable matters just as much as becoming more visible.
• A simple exercise to evaluate the reputation you are building each week.

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Scott Grates' Links:
The Magnetic Niche - https://mailchi.mp/wonderlabstrategy/findyourniche
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

In this episode of Referrals Done Right, Scott Grates sits down with revenue growth strategist Sue Clement to rethink how entrepreneurs approach referrals and sales. Sue shares lessons from more than 26 years of coaching and building businesses. She explains why networking should focus on relationships instead of chasing an immediate sale.

Scott and Sue also explore how workshops can create trust in a world increasingly filled with AI generated content. Sue explains why giving an audience more information is not always the answer. Instead, great workshops create awareness and help people understand the problems standing in their way. The conversation offers a practical look at simplifying growth while staying focused on real human connection.

In this episode:
• Why great networking is about finding referral partners instead of prospects.
• How to teach your referral partners to recognize opportunities for you.
• Why workshops can help experts build trust and turn audiences into clients.
• The difference between providing useful insight and overwhelming people with information.
• Why working the relationships you already have can be more effective than constantly chasing new leads.

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Sue Clement's Links:
Facebook - https://www.facebook.com/sue.clement.92
Linkedin - https://www.linkedin.com/in/sueclementcoach

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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

In this solo episode of Referrals Done Right, Scott challenges the traditional way we think about winning in business. Instead of asking how to get more customers or referrals, he offers a different question. How many other people can you help win? Through stories from his own relationships and insurance agency, Scott explores how servant leadership can create a deeper sense of purpose. It can also build the type of relationships people remember.

Scott shares examples of what it looks like to truly listen and follow up when nothing is expected in return. He explains why making someone feel valued can leave an impact long after the original conversation ends. The episode also explores the importance of boundaries and knowing where to invest your energy. At its core, this is a reminder that referrals are earned through how we show up for people when there is nothing in it for us.

You Will Learn:
• Why servant leadership starts with giving people your full attention
• How remembering and following up can make people feel truly valued
• Why helping someone without expecting a return can strengthen relationships
• How to serve generously without giving your energy to everyone
• Why the strongest referrals are often earned long before someone needs your services

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Scott Grates' Links:
The Magnetic Niche - https://mailchi.mp/wonderlabstrategy/findyourniche
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

In this episode of Referrals Done Right, Scott Grates sits down with Alex Canavan, founder of the CNY Women's Network and host of Cultivate. Alex shares the unconventional path that took her from bridal makeup to building a growing professional community. Along the way she learned the value of showing up before you feel ready and letting people see the journey as it unfolds.

Scott and Alex dive into personal branding, authentic networking, and what it takes to build a true community. Alex explains why genuine curiosity has been one of her greatest relationship building tools. She also shares how becoming the connector can open doors without making every interaction feel transactional. The conversation is a reminder that meaningful relationships begin when you focus less on what you can get and more on making others feel seen.

In This Episode:
• Why Alex believes readiness is a myth and action builds confidence.
• How showing your progression can strengthen your personal brand.
• The difference between building a real community and traditional networking.
• Why becoming the connector can transform the way you build relationships.
• How curiosity and better questions help people feel genuinely seen.

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Alex Canavan's Links:
Website - https://www.cnywomensnetwork.com
Linkedin - https://www.linkedin.com/in/alexcanavan
Instagram - https://www.instagram.com/alexcanavan.co/
TikTok - https://www.tiktok.com/@alexcanavan.co
Substack - https://alexcanavanco.substack.com/
YouTube - https://www.youtube.com/@CultivateWithAlexCanavan
Spotify - https://open.spotify.com/show/23RixpKg8eXPROY42uFLvT?si=120a0a1f03024e10&nd=1&dlsi=0c2480fe73724589

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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

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.

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Scott Grates' Links:
The Magnetic Niche - https://mailchi.mp/wonderlabstrategy/findyourniche
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

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.

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Nicole Demma's Links:

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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