In this episode of Referrals Done Right, Scott Grates sits down with entrepreneur and sales expert Corey Chapman to discuss the mindset shifts and strategies that lead to sustainable business growth. Corey shares his philosophy on efficiency, profitability, and how scaling isn’t just about getting bigger—it’s about getting better.

What You’ll Learn in This Episode:

• Why Scaling Isn’t About Spending More: How to grow your business without increasing expenses or adding unnecessary complexity.
• The Power of the Buyback Ladder: How to delegate and prioritize tasks to maximize efficiency and reclaim your time.
• Overcoming the Ego Trap in Business: Why comparison kills success and how to focus on your own growth path.
• Work-Life Integration vs. Balance: How to structure your business to create more freedom without sacrificing profitability.
• Building a Strong Foundation for Long-Term Success: Why growing better, not just faster, leads to a more resilient and profitable business.

Tune in for an insightful and practical conversation on redefining success, making smarter decisions, and creating a business that truly works for you.

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Episode Markers:
(0:00) - Introduction and Guest Overview
(0:40) - The Power of Relationships in Business
(2:09) - Efficiency and Profitability Without Scaling
(3:29) - Quality, Consistency, and Intensity
(7:09) - The Ego Challenge in Business
(12:10) - Hiring to Buy Back Your Time
(17:03) Building a Strong Business Foundation
(20:54) - Delegation and Energy Management
(22:25) - Protecting Your Energy and Time
(22:48) - Life-Changing Summer of 2017
(25:17) - Lessons in Leadership and Ego
(26:49) - Work-Life Integration: A Holistic Approach
(30:36) - The Importance of Family Integration
(33:38) - Teaching Through Actions, Not Words
(37:01) - The Power of Freedom and Why
(41:08) - Rapid Fire Questions and Closing 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

Corey's Links:
Website - https://mymapletonagent.com
Facebook - https://www.facebook.com/MyMapletonAgent
Linkedin - https://www.linkedin.com/in/corey-chapman-224a9458

In this episode of Referrals Done Right, Scott Grates sits down with Melissa Dillon, also known as The Insurance Exam Queen. Melissa has helped thousands of aspiring insurance professionals pass their licensing exams with ease. From simplifying complex concepts to eliminating test anxiety, she’s built a thriving business that turns struggling test-takers into confident, licensed agents.

What You’ll Learn in This Episode:

• Why Most People Struggle with the Insurance Exam: The common mistakes test-takers make and how to avoid them.
• The Secret to Passing on the First Try: How Melissa’s proven system cuts study time in half while boosting pass rates.
• The Role of Mindset in Success: Why confidence and strategy matter just as much as studying the material.
• The Power of Simplification: How Melissa breaks down industry jargon and legalese into easy-to-understand concepts.
• Affordable, High-Impact Test Prep: Why her $97 course outperforms expensive pre-licensing programs used by major insurance companies.

Whether you’re looking to pass your insurance exam, improve your team’s licensing success rate, or simply learn from a master educator turned entrepreneur, this episode is packed with valuable insights! Tune in now and start setting yourself up for success.

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Episode Markers:
(0:00) - Scott's Intro
(1:15) - Becoming the Insurance Exam Queen
(3:35) - Starting YouTube Channel
(4:30)- Affordable Program
(10:25) - Keeping It Simple & Positive Mindset
(14:40) - State by State Variations
(17:00) - Background in Education
(19:45) - Working on State Approval
(20:35) - Community & Support
(23:30) - When Should People Start?
(27:40) - Different Types of Licenses
(30:05) - Connecting with Melissa



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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

Melissa's Links:
Website - https://www.insuranceexamqueen.com
Instagram - https://www.instagram.com/insuranceexamqueen
YouTube - https://www.youtube.com/@insuranceexamqueen
Linkedin - https://www.linkedin.com/in/melissa-dillon-95a830149

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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, host Scott Grates dives into the shift from corporate branding to personal influence. Consumers today crave authenticity, connection, and trust—and that’s exactly what small business owners and professionals must deliver. Learn why your personal brand is now more important than ever and how to leverage it for long-term success.

What You’ll Learn in This Episode:

• Why Personal Connection Wins: Discover why people trust individuals over corporations and how to position yourself as the go-to expert in your industry.
• The Role of Trust in Modern Business: Learn why trust is the new currency and how authenticity can strengthen relationships and referrals.
• Storytelling vs. Selling: How sharing real experiences and personal stories creates deeper connections and makes your brand more memorable.
• Using Social Media for Trust, Not Just Awareness: Strategies to engage your audience, build relationships, and create value beyond just promoting products.
• Practical Steps to Strengthen Your Personal Brand: From public speaking to community involvement, get actionable tips to elevate your brand and stand out in your market.

Tune in to discover how you can turn your personal presence into a powerful competitive advantage in today’s relationship-driven economy.

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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.

The content of this episode was taken from a message to an AgencyOptimization.com audience. In honor of Martin Luther King Jr. Day, this episode of Referrals Done Right delves into seven powerful lessons from Dr. King’s life that can inspire personal growth, professional success, and community impact. Host Scott Grates reflects on how these timeless principles can be applied in business and beyond.

What You’ll Learn in This Episode:

• The Power of Vision: How articulating a clear, passionate vision can rally people around a shared purpose and turn your business into a movement.
• Perseverance in the Face of Adversity: Why resilience and persistence are key to overcoming challenges and achieving meaningful success.
• The Importance of Collaboration: How building partnerships and fostering unity, even with differing viewpoints, leads to shared success.
• Servant Leadership in Action: The impact of prioritizing others' needs to cultivate trust, loyalty, and long-term relationships.
• Building a Legacy: How focusing on meaningful, lasting change can shape your community, business, and personal impact for generations to come.

Tune in for an inspiring discussion that will leave you motivated to lead with purpose, courage, and a commitment to creating a better world. Celebrate the lessons of Dr. King and apply them to your own journey.

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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.

In this episode of Referrals Done Right, host Scott Grates shares timeless advice on managing self-doubt, navigating the highs and lows of business, and staying mentally strong. Drawing on personal experiences and wisdom from mentors, Scott offers practical strategies to help you keep moving forward, even when the journey feels tough.

What You’ll Learn in This Episode:

• Managing Peaks and Valleys: Why staying mentally balanced during the highs and lows of business is key to long-term success.
• The Power of Self-Talk: How treating yourself like your best friend can change your mindset and keep you motivated.
• One Step at a Time: A practical approach to tackling setbacks and focusing on the next opportunity instead of dwelling on the past.
• Building Resilience: How to overcome negative self-talk and maintain confidence in your skills and abilities.
• Clearing the Slate: Why every new day is a chance to start fresh and continue building momentum.

Tune in to get inspired and learn actionable tips to keep your mindset strong and your business moving forward. This episode will leave you ready to tackle February and beyond with renewed confidence and focus!

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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.

In this year-end recap episode of Referrals Done Right, host Scott Grates reflects on the milestones, challenges, and growth experienced throughout 2024. Scott shares personal insights and encourages listeners to prepare for the year ahead by focusing on planting and cultivating the seeds of success.

What You’ll Learn in This Episode:

• The Power of Imperfect Action: Why taking steps forward, even before you feel ready, is key to achieving your goals.
• The Value of Investing in Yourself: How committing to personal development and entering challenging environments leads to transformative growth.
• Plant, Cultivate, Harvest: Insights into the importance of showing up daily to nurture your vision, even when results aren’t immediate.
• Lessons from Building a Personal Brand: How aligning your business with your mission can open unexpected doors and create lasting impact.
• Setting Intentions for 2025: A motivational question to guide your focus and inspire action in the new year.

Tune in for an inspiring look back at 2024 and actionable advice to help you make 2025 your best year yet. Scott’s heartfelt gratitude for the Referrals Done Right community shines through in this special episode.

(00:00) - Introduction and Podcast Impact
(01:22) - Pivoting Podcast Format
(02:10) - Personal Journey and Brand Building
(05:28) - Reflections on 2024
(06:23) -  Looking Ahead to 2025
(07:23) - Gratitude and Closing Remarks
(07:55) - Insurance Agency Optimization


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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.

This episode of the RDR Podcast, is a throwback to a previous episode originally released in June during the lead up to Scott's latest book release. Host Scott Grates shares an exclusive excerpt from Referrals Done Right, highlighting chapter 11. Scott discusses how time, mindset, and commitment separate professionals from spectators and casual players. Packed with insights, this episode is a must-listen for anyone serious about leveling up in business.

What You’ll Learn in This Episode:

• The Power of Time Management: Why time is your most precious resource and how to make the most of it before it runs out.
• Spectators, Casual Players, and Professionals: Discover which category you fall into and what it takes to transition to the professional level.
• Life as a Game: How to define your personal metrics for success and play to win in both life and business.
• The Importance of Consistency: Why professionals prioritize their craft, show up every day, and embrace discipline to stay ahead.
• How to Gain an Infinite Referral Advantage: A sneak peek at the strategies outlined in Scott’s book to help you build a thriving referral-based business.

Tune in to get inspired, gain actionable insights, and learn how to commit to the long game in business and life. Don’t forget to check out Referrals Done Right at referralsdonerightbook.com 

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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.

In this episode of Referrals Done Right, Scott Grates welcomes marketing expert Mary Czarnecki to share her 25 years of insights from working with Fortune 500 brands to small business owners. Mary offers practical strategies for creating authentic connections with your audience, standing out in crowded markets, and building trust through effective storytelling and branding.

What You’ll Learn in This Episode:

• Crafting a Unique Value Proposition: How to identify what sets you apart and communicate it effectively to your ideal audience.
• The Importance of Storytelling in Marketing: Why focusing on your audience’s transformation is the key to building trust and connection.
• Defining Your Ideal Customer Avatar: How to narrow your focus to serve your ideal clients better and maximize your impact.
• Maximizing the Power of Testimonials: Practical tips for collecting and leveraging customer testimonials to build credibility and attract new clients.
• Balancing Branding and Marketing: Insights into creating a cohesive brand identity while using marketing tactics to drive measurable results.

Join Scott and Mary for an engaging conversation packed with actionable advice to elevate your marketing, connect with your audience, and grow your business with purpose.

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Episode Markers:
(0:00) - Show Intro
(1:00) - Background & 25 Years in Marketing
(2:40) - Value Proposition
(4:55) - Customer Avatar
(5:45) - Audience Contextual Content
(7:20) - Saying No
(9:10) - Essential Marketing Drivers
(10:55) - New Driver Example
(13:40) - The Emotional Link
(14:15) - Common Mistakes in Marketing
(15:20) - Top of Mind Awareness & Creating Characters
(18:05) - Customer Testimonials
(19:40) - Skipping to the Reviews
(20:50) - Branding vs. Marketing
(23:50) - Branding Yourself Under Parent Brand
(25:25) - Power of Story
(30:00) - Quantifying ROI
(30:45) - Measure What's Measurable
(34:50) - Connecting with Mary
(35:20) - Sticky Note Marketing Podcast
(35:55) - One Piece of Advice


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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

Mary's Links:
Linkedin - https://www.linkedin.com/in/mczarnecki
Website - https://www.maryczarneckispeaks.com
Instagram - https://www.instagram.com/maryczarnecki_
Podcast - https://podcasts.apple.com/us/podcast/sticky-note-marketing-with-mary-czarnecki/id1484391371
YouTube - https://www.youtube.com/channel/UCIeb1rOgVywozl6Xu15aCMA

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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 Grates explores the transformative power of the "what's in it for them" mindset. Drawing on lessons from leadership, sales, and relationship marketing, Scott reveals how focusing on mutual benefit and empathy creates stronger connections and better results for everyone involved.

What You’ll Learn in This Episode:

• Why "What’s In It for Them" Matters: How understanding and addressing others’ motivations strengthens relationships and drives action.
• The Trust Factor in Referrals: Why treating referrals as gifts—and delivering exceptional value—builds loyalty and credibility.
• Leadership with Empathy: How great leaders inspire action by aligning tasks with team members’ goals and aspirations.
• Rewarding Referrals Beyond Money: Creative ways to express gratitude that elevate referrers and reinforce trust.
• Actionable Tips to Shift Your Mindset: Practical strategies to listen better, align your requests with others’ goals, and express appreciation authentically.

Tune in to learn how adopting this mindset can help you build stronger relationships, foster collaboration, and achieve sustainable success in both your personal and professional life.

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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. Scott is the co-founder of Insurance Agency Optimization & owner of multiple insurance agencies.

In this episode of Referrals Done Right, host Scott Grates reflects on a powerful exercise that helped his team dig deep into their true motivations and push past perceived limitations. Using real-life examples, Scott illustrates the transformative impact of connecting goals to a meaningful "why" and how it can drive extraordinary achievements.

What You’ll Learn in This Episode:

• The Seven-Layers-Deep Exercise: Discover how asking “why” repeatedly can uncover the core motivations behind your actions and goals.
• Why Surface Answers Hold Us Back: Learn why digging deeper into your true motivations can clarify your purpose and strengthen your drive.
• The Power of a Big, Scary Goal: How setting ambitious goals, tied to your why, can inspire you to achieve what once felt impossible.
• When the Why Outweighs the How: Why understanding your purpose makes the obstacles and challenges in your path seem secondary.
• Practical Tips to Raise the Stakes: How to reframe your goals and connect them to your personal values to unlock untapped potential.

Tune in to hear how Scott's team transformed their thinking by identifying their deeper motivations, and how you can apply this technique to elevate your personal and professional life in 2025.

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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. Scott is the co-founder of Insurance Agency Optimization & owner of multiple insurance agencies.