This episode of RDR is the second half of a conversation between Scott and Michael Weaver, Founder of Weaver Sales Academy. Michael is a speaker, author, sales trainer and the co host of the Insurance Buzz Podcast. We dive into centers of influence, referral partners, social media strategy & more.

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Episode Markers:
(0:00) - Episode Intro
(1:55) - Show Start
(2:30) - Centers of Influence & Referral Partners
(3:15) - Why Refer to You? Integrity is Everything
(7:30) - Different Tools For Engaging
(8:00) - Jab Jab Jab Uppercut
(9:05) - Social Media
(10:30) - Approach to Building & Strengthening Relationships on Social
(12:50) - Different Avenues of Your Brand
(14:00) - Speaking Directly to Customer Pain Points
(15:00) - Peeling Back the Layers & Asking Better Questions
(18:00) - Strategies
(20:50) - Personal Level on Social
(22:15) - Becoming Your Own Media
(27:00) - Michael's Book

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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

Michael Weaver's Links:
Website - https://www.weaversa.com
Book - https://www.quote3book.com
The Insurance Buzz Podcast - https://podcasts.apple.com/us/podcast/the-insurance-buzz/id1606064185
Linkedin - https://www.linkedin.com/in/michaelweaverwsa
Facebook - https://www.facebook.com/themichaelweaver


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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.

On this episode of RDR, Scott is joined by Michael Weaver, Founder of Weaver Sales Academy. Michael is a speaker, author, sales trainer and the co host of the Insurance Buzz Podcast

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Episode Markers:
(0:00) - Episode Intro
(1:45) - Show Start
(3:30) - Costa Rica Story
(7:00) - New Customers
(10:20) - Warm Handoffs & Building Rapport
(12:30) - Retention
(13:20) - Face to Face



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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

Michael Weaver's Links:
Website - https://www.weaversa.com
The Insurance Buzz Podcast - https://podcasts.apple.com/us/podcast/the-insurance-buzz/id1606064185
Linkedin - https://www.linkedin.com/in/michaelweaverwsa
Facebook - https://www.facebook.com/themichaelweaver


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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.

On this episode of Referrals Done Right, Scott shares his thoughts around creating memorable customer experiences.


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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  - 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.

We're back with the final part of Scott's conversation in studio with Dave Ellis. Dave is an insurance agency owner from South Jordan, Utah. In this episode, we do a deep dive on how to best leverage BNI, whether you're in the club or looking in from the outside.

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Episode Markers:
(0:00) - Episode Intro
(0:35) - Show Start
(1:15) - You're Already In
(7:20) - From the Outside
(8:00) - Visiting & Substituting
(11:30) - Multiple Spots & Employees
(13:30) - What Not to Do
(15:40) - Elevator Pitch
(17:25) - Putting in the Work



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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

Dave Ellis Links:
Linkedin - https://www.linkedin.com/in/dave-ellis-21476543/
Facebook - https://www.facebook.com/DaveEllisStateFarm/
Instagram - https://www.instagram.com/callagentdave/


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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.

We're back with part two of Scott's conversation in studio with Dave Ellis. Dave is an insurance agency owner from South Jordan, Utah.

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Episode Markers:
(0:00) - Show Intro
(1:15) - What If I'm New to an Area? Introvert?
(3:55) - What If I'm Nervous About Being Approached?
(5:50) - People in Same Industry
(7:15) - Focusing on Your Niche
(8:40) - Connection Behind the Connection
(10:50) - Being Helpful to Schools
(13:10) - Sponsoring Your Interests


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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

Dave Ellis Links:
Linkedin - https://www.linkedin.com/in/dave-ellis-21476543/
Facebook - https://www.facebook.com/DaveEllisStateFarm/
Instagram - https://www.instagram.com/callagentdave/


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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.

On this episode of Referrals Done Right, Scott is joined in studio by Dave Ellis. Dave is an insurance agency owner from South Jordan, Utah.


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Episode Markers:
(0:00) - Show Intro
(0:40) - Dave's Background
(2:45) - Rotary International
(5:00) - Dave's Role with Rotary
(6:55) - Speaking at Meetings
(9:15) - Focus on Being Helpful
(11:05) - What is Their Need?



 
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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

Dave Ellis Links:
Linkedin - https://www.linkedin.com/in/dave-ellis-21476543/
Facebook - https://www.facebook.com/DaveEllisStateFarm/
Instagram - https://www.instagram.com/callagentdave/


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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.

This episode of Referrals Done Right is the second half of a two part conversation between Scott and Jeff Brinson, owner of JHB Coaching.

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Episode Markers:
(0:00) - Show Intro
(2:20) - Technique #1 - Customer Service Cell Phone
(9:45) - Technique #2 - Everywhere You Go
(11:35) - Technique #3 - Social Media Sniper
(13:35) - Technique #4 - Ecosystem Approach
(14:05) - Technique #5 - Who Else Do We Know?
(16:25) - Technique #6 - Listen to Obtain

 
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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

Jeff Brinson Links:
Website - https://www.jhb-coaching.com
Linkedin - https://www.linkedin.com/in/jeffbrinson/

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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.

This episode of Referrals Done Right is the first of a two part conversation between Scott and Jeff Brinson, owner of JHB Coaching.

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Episode Markers:
(0:00) - Show 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

Jeff Brinson Links:
Website - https://www.jhb-coaching.com
Linkedin - https://www.linkedin.com/in/jeffbrinson/

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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.

In this episode of Referrals Done Right, Scott shares some actionable insights on how to overcome self-doubt and move past that ever present fear of rejection.




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Scott Grates Links:
TED Talk - 
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/



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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.

This episode of Referrals Done Right is the second half of a two part conversation between Scott and James Bild.

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Episode Markers:
(0:00) - Show Intro
(1:30) - Cloning Our Best Customers
(2:50) - Are You Worthy of a Referral?
(5:30) - Get Specific
(6:35) - Building Your Perfect Customer Avatar
(7:45) - Creating a Wow Experience & Gaining Trust
(10:15) - Incentivizing Referrals For Team
(11:30) - Social Media Approach
(13:45) - Importance of Continuity in Everything You Do
(14:30) - Hire to Your Weaknesses
(16:30) - Be Who You Are
(17:00) - We Are the Media & Sharing Community News
(18:50) - Frequency & Strategy
(20:55) - Memorable Success Story
(22:15) - Social in Recruiting Top Talent


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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/

James Bild Links:
FB - https://www.facebook.com/jamesbildstatefarm


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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.