In this solo episode, Scott shares a powerful takeaway from a recent event that reinforces one of the core principles of growth in both life and business. You are only one conversation away. Reflecting on the connections, introductions, and conversations that happened throughout the week, he breaks down how proximity to the right people can open doors, create opportunities, and ultimately lead to transformation. The message is clear. If you want to level up, you have to be intentional about the rooms you put yourself in and the people you surround yourself with 

Scott challenges listeners not just to seek out connectors, but to become one. Instead of waiting for opportunities, create them for others by making introductions, adding value, and leading with a servant mindset. He emphasizes that growth does not happen by staying in the same circles and having the same conversations. It comes from stepping outside your comfort zone, prioritizing meaningful connections, and taking consistent action. This episode is a reminder that your next breakthrough is likely tied to the next relationship you choose to build.

In this episode, you will learn:
• Why you are only one conversation away from your next opportunity
 • How the rooms and environments you choose directly impact your growth
 • The value of becoming a connector instead of just seeking connections
 • Why intentional introductions can create exponential opportunities
 • A simple challenge to take action and build one meaningful connection this week

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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 episode of Referrals Done Right, Scott sits down with Kristen McGarr, founder of Adroit Insights, to break down why so many small businesses struggle with sales systems, CRM adoption, and sustainable growth. Kristen shares her experience as a fractional Chief Revenue Officer and explains how aligning marketing, sales, operations, and finance is the key to driving consistent revenue. She challenges the common belief that simply adding tools or hiring more people will solve growth problems, emphasizing instead the importance of clarity, process, and intentional structure.

Throughout the conversation, Kristen highlights how many businesses are unknowingly working against themselves due to disconnected systems and inconsistent sales processes. She walks through how to simplify technology, create repeatable workflows, and build accountability without micromanaging. The episode also dives into follow up strategies, relationship building in a digital world, and how to turn existing customers into a reliable source of referrals. This is a practical and eye opening conversation for anyone looking to clean up their systems and create predictable growth.

You Will Learn:
• Why most CRM systems fail without a clear and consistent sales process
• The difference between growth and scaling and why it matters for your business
• How to simplify your tech stack so it actually supports your team
• Why consistent follow up is the key to closing more deals and standing out
• How to leverage relationships and existing customers to generate more referrals

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Episode Markers:
(0:00) - Show Start & Introduction
(1:20) - What is a Fraction CRO?
(3:55) - Who is Adroit Built For?
(5:45) - Sales Growth Misconceptions
(7:50) - Simplifying Technology
(9:25) - Refining Sales Processes
(11:30) - 30 Day Roadmap
(16:00) - Helping People Hire
(17:30) - Accountability
(20:05) - Never Trust Your Memory
(21:00) - Fortune in the Follow Up
(23:15) - Communication Methods
(27:00) - Personalizing Messages
(30:25) - Show Your Warts
(31:30) - Optimizing Referrals
(35:40) - Process or People?

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Kristen McGarr's Links:
Website - https://adroitinsights.com
YouTube - youtube.com/@adroitinsights
Linkedin - linkedin.com/in/kristendivineymcgarr
Facebook - facebook.com/adroitinsights

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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 episode of Referrals Done Right, Scott dives into a part of the process that most people either overlook or completely skip—new customer onboarding. We spend so much time focused on marketing, prospecting, and closing the deal, but what happens immediately after someone says yes might be the biggest missed opportunity in business. This episode breaks down why those first few minutes with a new client can set the tone for everything that follows. 

Scott walks through what a simple, repeatable onboarding process should look like and why it needs to be non-negotiable. From confirming details and setting expectations to gathering key personal insights, it’s all about creating a better experience and positioning yourself as a true professional. But it doesn’t stop there. He explains why this is also the perfect moment to ask for feedback and, more importantly, ask for introductions while trust is at its highest.

If you’re doing the work to earn new business but not maximizing what happens next, this episode is a game changer. It’s practical, actionable, and a reminder that the little things—done consistently—can completely transform your results.

In this episode, we talk about:
• Why new customer onboarding is one of the most overlooked opportunities in business
• What a simple 5–10 minute onboarding process should include
• How to gather meaningful feedback while the experience is still fresh
• When and how to ask for introductions the right way
• Turning every new customer into multiple new opportunities

This one is short, sharp, and something you can implement immediately to level up your process.


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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 episode of Referrals Done Right, Scott sits down with Ryan Lang, CEO of Empire Partners, for a deep dive into what actually drives predictable growth in sales and business. Ryan challenges the common obsession with tactics and instead emphasizes the importance of building a strong foundation first. From understanding the true stages of business to mastering relationships and conversations, this episode breaks down why so many people stay stuck chasing shortcuts and what it really takes to scale in a sustainable way

The conversation also delivers a practical framework for sales that prioritizes connection over control. Ryan walks through his process from pre call intention setting to discovery, positioning, and closing with certainty. Along the way, he and Scott explore the future of sales in an AI driven world, the importance of identity shifts as you grow, and why the best salespeople are not focused on talking but on listening and serving. This episode is a masterclass for anyone looking to elevate their approach to sales, leadership, and long term growth.

We Discuss:
• Why building your business around tactics leads to inconsistency and burnout
• The importance of strong relationships and real conversations in driving sales
• A simple but powerful sales framework from pre call to close
• How identity shifts are required to scale from operator to true leader
• Why human connection will become even more valuable in an AI driven world

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Episode Markers:
(0:00) - Show Start & Introduction
(2:25) - Problem with Chasing Tactics
(5:35) - What Does a Strong Sales Foundation Look Like?
(8:30) - Positioning Yourself in an AI Driven World
(11:30) - Five Sales Pillars
(18:30) - They Need to Know You're Certain
(21:00) - Telling is Not Selling
(22:25) - Predictable Scalable Revenue
(26:00) - Ego is the Enemy
(28:00) - Who Do I Have to Become? Identity Shifts
(34:55) - Habits of Transformative Leaders
(38:45) - Sourcing Top Sales People
(43:00) - Rapid Fire Questions

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Ryan Lang's Links:
IG - https://www.instagram.com/realryanlang
Linkedin - https://www.linkedin.com/in/ryan-lang-b46a545b
Website - https://empirepartners.net

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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 delivers a direct and powerful reminder about the one resource that matters more than anything else. Time. He challenges listeners to think differently about how they spend their days, pointing out that while money can be earned back, time is constantly being traded away with no way to recover it. Whether you are intentional or not, you are building your life minute by minute, and those choices ultimately shape your legacy

Scott pushes the conversation beyond business and into something deeper. Who are you becoming with the time you have? Instead of chasing status, material things, or distractions, he emphasizes the importance of investing in yourself, your relationships, and your personal growth. This episode is a call to stop waiting for the right moment and start showing up with purpose today. Because in the end, the only real competition is the person you were yesterday.

We Dive Into:
• Why time is your most valuable asset and cannot be replaced
• The difference between spending time and investing it intentionally
• Why your daily actions are shaping your long term legacy
• How focusing on self improvement creates meaningful progress
• A simple way to evaluate if you are showing up better each day


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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 episode of Referrals Done Right, Scott sits down with sales leadership expert Steve Suggs to unpack one of the most overlooked but critical drivers of business success. Hiring the right people. With more than four decades of experience in recruiting and coaching, Steve breaks down why most hiring processes fail and how relying on resumes, gut instinct, or surface level interviews leads to costly mistakes. Instead, he introduces a more disciplined approach rooted in data, behavioral science, and structured systems that help identify who can actually perform in a specific sales role

The conversation goes beyond theory and into real world application. Scott shares his own experiences of making bad hires and how implementing a structured hiring process completely changed the trajectory of his business. Together, they walk through the importance of assessing personality, character, and intelligence, along with the role of proper interview techniques and proactive recruiting. This episode is a must listen for anyone serious about building a high performing team and creating long term, sustainable growth.

In This Episode:
• Why most hiring decisions fail when based on resumes and interviews alone
• The difference between personality, character, and intelligence in predicting success
• How structured interview questions uncover the truth behind a candidate’s answers
• Why making the hiring process harder actually attracts stronger candidates
• Where to find high quality sales talent beyond traditional job boards

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Episode Markers:
(0:00) - Show Start & Introduction




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Steve Sugg's Links:
FB - https://www.facebook.com/Suggzy
YouTube - https://www.youtube.com/user/SteveSuggs
Website - https://salesmanage.com

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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 introduces a powerful mindset shift through the lens of the Stockdale Principle. Drawing from the experiences of Admiral James Stockdale and Viktor Frankl, he challenges the way we think about adversity, time, and hope. The key idea is simple but uncomfortable. You must hold two truths at once. An unshakable belief that you will succeed in the end, while also facing the brutal reality of where you are today. This balance is what separates those who endure from those who break under pressure

Scott brings this concept into the business world, where many people fall into the trap of tying hope to arbitrary timelines. When expectations are not met, motivation drops and frustration builds. Instead, he encourages a shift toward focusing on the present, winning each day, and building resilience over time. This episode is a reminder that success is not about blind optimism or negativity. It is about discipline, honesty, and the willingness to keep showing up no matter how long it takes.

We Dive Into:
• What the Stockdale Principle is and how it applies to business and life
• Why tying hope to timelines can lead to frustration and burnout
• The importance of confronting your current reality with honesty
• How focusing on winning each day builds long term success
• Why resilience matters more than short term results


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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 episode of Referrals Done Right, Scott sits down with Keith Brown to break down what it really looks like to bring the Infinite Referral Advantage to life in the real world. Keith shares his experience stepping into a brand new role, learning how to build relationships, structure his days and create momentum from scratch. What started as uncertainty quickly turned into a system rooted in consistency, genuine connection, and showing up with a servant’s heart. This is a behind the scenes look at how referral based growth actually happens day to day

Throughout the conversation, Scott and Keith highlight the shift from transactional thinking to relationship driven business. They dive into practical habits like journaling, asking better questions, staying top of mind, and leading with value before expecting anything in return. They also share real examples, including the Quotes for a Cause initiative, that show how aligning business with community impact creates stronger connections and better results. This episode is packed with real world insight for anyone looking to build a network that actually works.

We Dive Into:
• How to build a relationship driven system
• Why consistency and daily connection matter more than perfection
• The importance of journaling and tracking conversations for better follow up
• How leading with value and service creates stronger, more natural referrals
• A real example of how community initiatives can drive both impact and business growth

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Episode Markers:
(0:00) - Show Start & Introduction
(1:45) - Bringing the System to Life
(3:40) - One Blind Spot
(5:30) - Day in the Life
(7:45) - Top of Mind & Servant's Heart
(9:00) - Breaking Old Beliefs & Approach
(11:00) - Journaling & Logging
(13:00) - Wins
(15:10) - People Wait Years to Start
(17:10) - Research & Social Recon
(24:15) - Where's Jake Wednesday
(26:55) - Quotes For a Cause



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Keith Brown's Links:
Personal FB - https://www.facebook.com/dobson.brown.7
Community Lens FB - https://www.facebook.com/profile.php?id=61571775838582
Personal IG - https://www.instagram.com/keithbrownn_
Instagram - https://www.instagram.com/communitylensmedia

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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 takes a different approach and revisits one of the most impactful sections from his book. He challenges listeners to think about time in a way most people avoid. Time is always moving forward, whether you are ready or not. You cannot slow it down, pause it, or get it back. The only thing you can control is how you choose to show up while the clock is running. That realization becomes the foundation for a bigger question. Are you actively playing the game or just watching from the sidelines

Scott breaks down three types of people in both life and business. Spectators, casual players, and professionals. Each category represents a different level of commitment, intention, and ownership. The message is clear. If you want to win in a referral driven business, you have to decide to play at a higher level. Whether you choose to implement systems yourself, find accountability, or bring in help, the key is taking action. This episode is a direct challenge to stop waiting and start committing to the long game.

In this episode, you will learn:
• Why time is the one variable you cannot control and why that matters for your growth
• The difference between spectators, casual players, and professionals in business
• How to identify which category you are currently operating in
• Three practical ways to implement a referral system in your business
• Why relationships are the key to standing out in a crowded, digital world


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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 episode of Referrals Done Right, Scott sits down with Krista Hawkins for a powerful conversation on growth, identity, leadership, and legacy. Krista shares her journey from a shy and insecure young girl to a Division I athlete, coach, business leader, and woman grounded in faith and service. Her story is filled with honest reflections on self-doubt, imposter syndrome, and the internal work required to step into your calling. What stands out most is her ability to connect deeply with others and help them see their own value, even when they struggle to believe it themselves .

Throughout the conversation, Krista breaks down what it really means to lead, not from a place of control, but from clarity, consistency, and care. She shares practical insights on accountability, personal development, and the importance of taking care of yourself mentally and physically in order to show up at a high level. This episode is a reminder that your story matters, your growth is ongoing, and the way you lead yourself will ultimately determine how you lead others.

You Will Learn:
• Why believing in yourself is a skill that must be developed over time
• How great leadership starts with clarity, consistency, and genuine care for people
• Why accountability is a positive tool that helps individuals and teams grow
• The importance of taking care of your physical and mental health as a leader
• How sharing your story can create connection, healing, and impact

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Episode Markers:
(0:00) - Show Start & Introduction
(2:00) - Krista's Legacy
(3:30) - Talking to Your Younger Self
(4:45) - Imposter Syndrome & Positive Empathy
(7:00) - Competitive Swimming & Lessons From Coaches
(10:45) - What People Get Wrong About Leadership
(17:00) - Love Leadership
(18:15) - Accountability
(24:15) - Winning is Easy
(26:30) - Wholistic Approach & Taking Care of Yourself
(31:30) - Nighttime Routine
(33:00) - Defining Legacy
(37:45) - Where Do I Start?
(41:00) - Family Tree Exercise
(42:50) - Rapid Fire Questions


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Krista Hawkins' Links:
Linkedin - https://www.linkedin.com/company/future-legacy-partners
Personal FB - https://www.facebook.com/krista.hawkins.9
Business FB - https://www.facebook.com/FUTURELEGACYPARTNERS
Instagram - https://www.instagram.com/_kristahawkins_