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

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

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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



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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

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

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 area’s most trusted startup advisors, Ryan shares stories of failure, resilience, and the creative path that led him to empowering the next generation of founders.

You’ll hear why relationships are more valuable than resumes, how proximity and engineered serendipity can change your life, and what Ryan believes is the real opportunity for cities like Utica to become launchpads for dreamers and doers. This is more than a conversation about referrals — it’s about people, purpose, and how making one coffee connection a week could change everything.

Episode Highlights:
• Why identifying a problem worth solving is step one for any new idea
• The myth of startup grants — and what new entrepreneurs really need to know
• How Ryan uses “referrals” to build a personal brand, community trust, and momentum
• The power of reframing "networking" as simply connecting humans to other humans
• How the Mohawk Valley can become one of the best places in the country to start a small business

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Episode Markers:
(0:00) - Show Intro
(0:55) - Introducing Ryan
(2:00) - Life Long Mohawk Valley Resident
(2:45) - Backpacking Europe & Ithaca College
(4:35) - Bands, Kitchens & Startups
(5:45) - Starting at Thinc
(7:45) - Common Questions
(9:50) - Thincubator Overview & SBDC
(12:00) - Professional Vibe & Networking
(13:45) - Relationships > Resumes
(17:00) - Coffee & Connections
(19:00) - Founders Seeking Flexibility
(21:00) - Starting a Company
(23:15) - Rust Belt Startup Podcast
(26:20) - Common Denominator Success Habits
(28:45) - Building Your Brand Online
(29:45) - Quality Throughout Customer Journey
(30:50) - Smaller Market & Identifying White Space
(33:15) - What Does Success Look Like Here?
(34:00) - Opportunities in CNY & Cultural Significance
(35:45) - Building From the Bottom
(37:30) - Best First Step
(40:15) - Engineered Serendipity
(44:20) - Rapid Fire Questions


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Ryan Miller's Links:
RBS Website - https://rustbeltstartup.com
Thinc Website - https://thincubator.co
Facebook - https://www.facebook.com/thincubator
Podcast - https://podcasts.apple.com/us/podcast/rust-belt-startup/id1375151705
Linkedin - https://www.linkedin.com/in/ryancmiller315
Instagram - https://www.instagram.com/rustbeltstartup

---
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 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 themselves short and start delivering standout experiences.

Whether you're talking to a new lead or a longtime referral partner, this episode drives home the point that value is what gets remembered—and referred. It’s not about price. It’s about how you make people feel. This one is fast, fun, and packed with truth for anyone trying to build a business rooted in relationships.

✈️ What you’ll learn:

• Why price only matters in the absence of value
• How to use the “first class flight” analogy to frame your client experience
• Why referring someone is a risk—and how to protect that trust
• How to flip the script when someone asks, “What do I get for a referral?”
• The real reason you should never want to be “the cheapest option”

---
Episode Markers:

---
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

Keith Brown's Links:
FB - https://www.facebook.com/dobson.brown.7
IG - https://www.instagram.com/keithbrownn_

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 are the new brands, especially in a world where trust, connection, and authenticity matter more than ever.

Vanessa also walks through her strategic process for helping solopreneurs move from brand confusion to brand clarity — from defining vision, values, and ideal clients to building visual identities that actually feel right. The conversation dives into personal branding, imposter syndrome, content overwhelm, and the importance of building a brand that supports both your business goals and your well-being. Whether you’re early in your entrepreneurial journey or ready to move beyond DIY branding, this episode offers practical insight and reassurance that clarity is possible.

You’ll Hear About:
• Why branding is really about reputation, trust, and emotional connection
• The difference between personal branding and business branding — and why both matter
• How brand confusion holds entrepreneurs back from showing up confidently
• Vanessa’s strategy-first approach to building brands that feel aligned and sustainable
• What it takes to stop chasing trends and start building a brand that truly fits

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Episode Markers:
(0:00) - Show Intro
(1:20) - What is Branding?
(2:40) - The Process: From Brand Confusion to Clarity
(5:30) - Helping Entrepreneurs Translate the “Heart” of Their Work
(8:25) - Personal Branding vs. Business Branding—Why Both Matter
(11:30) - Why People Buy From People (Not Just Businesses)
(13:00) - Helping Clients Overcome Imposter Syndrome and Overthinking
(15:00) - Packages Offered
(16:50) - Who Vanessa’s Ideal Clients Are (And Why They’re Over DIY)
(19:30) - Why a Website Is Still Essential in 2025
(20:15) - Growing Beyond CNY: Working With Clients Everywhere
(21:30) - Running a One-Woman Branding Studio (and Sleeping Well!)
(23:30) - Empowering Clients to Own Their Brand Without Retainers
(25:00) - Vanessa’s Leap From Corporate to Entrepreneurship
(27:30) - Why Branding is a Non-Negotiable for Business Growth
(29:30) - What’s Next for Life Well Branded
(31:00) - Rapid Fire: Favorite Season, Pizza Picks & Branding Pet Peeves
(34:00) - Creative Process: What She Does When Stuck
(35:20) - Brands That Get it Right
(376:00) - Fitness Lessons That Apply to Business
(38:15) - Life Balance Outside Work
(39:45) - Book For Entrepreneurs
(40:30) - Something That Surprises People About Vanessa
(41:00) - Closing Thoughts


---
Vanessa Colangelo's Links:
Website - https://www.lifewellbranded.com
FB - https://www.facebook.com/lifewellbranded
IG - https://www.instagram.com/lifewellbranded.co
Linkedin - https://www.linkedin.com/in/vanessacolangelo

---
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 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 as a service.

Using a simple family tree exercise and a few well-timed truth bombs, Scott reminds us that the fear of rejection, sounding dumb, or messing up only has power when we let our ego drive the conversation. The takeaway? Stop making it about you—because the people who need your help aren’t thinking about your fear. They're waiting for your offer to serve.

🔑 What You’ll Learn:
• Why most people don’t ask for referrals—and what ego has to do with it
• How to reframe introductions as a service, not a sales tactic
• The “100-year rule” that puts your fears into perspective
• Why rejection feels personal—but rarely is
• How to shift from ego-based hesitation to purposeful action

---
Episode Markers:

---
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 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 always beat 1-800 numbers.

The episode dives into what it means to build trust in a small town, how to recruit with purpose, and why values like honesty, balance, and community aren’t just buzzwords—they’re a business model. From hosting pumpkin giveaways to playing drums at weddings, Bob shows up fully as himself and inspires his team to do the same.

🎯 What you’ll learn:

• How Bob grew a high-volume agency by hiring for character and coaching for impact
• Why being “unapologetically human” in a digital world is a competitive advantage
• How storytelling, analogies, and brutal honesty improve client conversations
• What it means to lead like a drummer—quietly setting the beat for your entire team
• Why doing the right thing, even when it costs you, always wins in the long game

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Episode Markers:
(0:00) - Show Intro
(0:50) - Opening an Agency
(2:40) - Architect of Future Success
(3:30) - Pausing & Reflecting
(5:20) - Team & Culture
(7:30) - Daily Quick Chats
(9:55) - Standing Out in the Industry
(13:00) - Early Community
(15:45) - Integrity & Commitment
(18:25) - Charitable Organizations
(20:00) - Drumming
(22:15) - Small Business Supporters
(23:30) - Hard Lessons
(25:00) - Family & Integration
(27:05) - Misconceptions
(30:30) - Risk Management

---
Bob Bartlett's Links:
FB - https://www.facebook.com/rockcityinsurance
Linkedin - https://www.linkedin.com/in/bobby-bartlett

---
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 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 everything.

Whether you’re trying to grow your business, improve your health, or finally execute on a goal you’ve been dancing around, this episode will challenge you to stop settling for “good enough.” Scott opens up about his own physical and mental battles in a recent workout and draws clear parallels between fitness, business, and follow-through.

What You’ll Learn:
• Why “good” is often the biggest barrier to becoming great
• What David Goggins’ 40% rule can teach you about your own limits
• The power of verbalizing your goals to someone who will hold you accountable
• Why most people stop at progress instead of pushing to real transformation
• How to find (and become) the kind of accountability partner that actually drives results

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Episode Markers:

---
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 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.

The conversation dives into work-life integration, raising a family while running a business, and the responsibility of serving your community with empathy and accountability. Whether it’s helping families through risk management or raising over $100K through Men Wear Pink, Erik proves that being genuine, generous, and grounded still wins—especially in an industry that too often feels transactional.

We Discuss:
• How Erik grew his agency from scratch through deep local relationships and word-of-mouth
• Why hiring from the restaurant and nonprofit worlds built a standout service culture
• The role community involvement plays in long-term trust and brand building
• Why legacy, empathy, and education are more important than ever in insurance
• How to compete with 1-800 numbers by being unforgettable—not just affordable

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Episode Markers:
(0:00) - Show Intro
(0:50) - Origin of Erik's Agency
(2:00) - Evolution & Life Changes
(4:35) - Legacy & Connecting
(6:20) - Being Unique & Hiring Good People
(7:30) - Two Agencies
(9:15) - Early Community & Bartending Relationships
(13:00) - Erik's Agency Team
(16:45) - Men Wear Pink Involvement
(18:30) - Capital Region Life
(22:00) - Misconceptions with Insurance


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Erik LaChance's Links:
FB - https://www.facebook.com/lachanceagency1
Linkedin - https://www.linkedin.com/in/eriklachance1

---
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