In this episode of Referrals Done Right, Scott sits down with top 1% real estate agent and referral expert DeAnn Dillard. DeAnn shares her inspiring journey from starting in a new city with no contacts to becoming a self-made leader in real estate through innovation, relationship-building, and pivoting in the face of challenges. Get ready for actionable insights and motivational advice on growing your referral-based business.

What You’ll Learn in This Episode:

• How to Build a Business Through Referrals: DeAnn explains why referrals are the highest-converting pillar of any business and how to create relationships that sustain your career.
• Networking with a Purpose: Discover how to approach networking events and partnerships with a value-driven mindset that sets you apart from competitors.
• Standing Out in a Crowded Market: Learn how DeAnn’s mantra, “Different is better than better,” helped her dominate her industry by doing what others wouldn’t.
• Creating a Wealth Team: Find out how to partner with service providers, lenders, and other professionals to build a network that grows everyone’s business.
• The Power of Pivoting: Hear DeAnn’s inspiring advice on adapting to challenges, staying resilient, and continuously evolving your approach to achieve success.

Don’t miss this episode packed with inspiration and strategies for leveraging relationships to create long-term business success!

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Episode Markers:
(0:00) - Scott's Intro
(2:00) - Show Start
(4:00) - Why are Referrals so Important?
(4:45) - Starting in a New Town
(7:50) - Collaboration Happens at the Top
(8:15) - Common Mistake in Referrals
(10:45) - How Does DeAnn Stand Out?
(12:15) - Nationwide Referral Network
(16:40) - Top of Mind Awareness
(17:20) - Types of Relationships & Asset Partners
(20:40) - Strategies & Consistency
(23:15) - Pillars of Business
(24:45) - Advice to Someone Who is Struggling
(25:30) - Understanding Your Why & Getting Help
(26:55) - Getting to the Core & Legacy
(28:35) - Connecting with DeAnn
(30:00) - Self Made to Top 1%
(31:15) - Pivot


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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

DeAnn's Links:
Website - https://dianndillard.exprealty.com
Linkedin - https://www.linkedin.com/in/deann-dillard-a48052b0
Instagram - https://www.instagram.com/deanndillard.realestate
Facebook - https://www.facebook.com/deann.dillard


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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 heartfelt and reflective episode of Referrals Done Right, host Scott Grates shares powerful insights inspired by personal experiences of loss and legacy. This episode encourages listeners to embrace bravery, nurture relationships, and take meaningful action in both their personal and professional lives.

What You'll Learn in This Episode:

• The Cost of Inaction: Why the regrets we carry are often tied to the opportunities we didn’t seize or the connections we didn’t foster.
• Fear vs. Connection: How fear of rejection holds us back and why overcoming it can lead to stronger relationships.
• Building a Meaningful Legacy: Insights on how small, intentional actions can create lasting impacts on the people around us.
• Practical Steps to Connect: Simple ways to reach out to clients, colleagues, and loved ones authentically and effectively.
• Embracing Courage in Business and Life: How taking chances and being vulnerable leads to growth, both personally and professionally.

Take the Challenge:
After listening, Scott challenges you to take one bold step—make a call, send a message, or visit someone on your mind—and experience the power of meaningful connection firsthand.

Don’t miss this episode filled with wisdom, encouragement, and actionable takeaways to help you grow your relationships and your impact.

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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, Scott Grates is joined by Jason Zygadlo, founder of Build Your Own Brand, to discuss the transformative power of personal branding. Jason shares his unique approach to helping professionals and job seekers stand out in competitive fields through creativity, confidence, and meaningful relationships.

Key Takeaways:

• Personal Branding Essentials: Jason emphasizes the importance of building a unique personal brand that makes you memorable and valuable in your industry.
• Differentiating Through Video: Learn how personalized video messages can set you apart from the competition and create a lasting impression on potential clients or employers.
• Overcoming Imposter Syndrome: Jason provides practical tips for breaking free from self-doubt, helping listeners approach new opportunities with confidence and clarity.
• Using LinkedIn Strategically: Jason explains how to use LinkedIn to connect with the right people, build professional relationships, and leverage your network to reach career goals.
• Creating a Legacy Binder: For students and professionals alike, Jason introduces the idea of a “legacy binder” to document achievements, recommendations, and experiences that validate your unique value.

Tune in to gain actionable insights on building an authentic personal brand and using innovative techniques to stand out in any industry.

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Episode Markers:
(0:00) - Intro & Overview
(0:50) - Show Start
(2:35) - Diagnosis & Shifting Perspective
(7:05) - Becoming Unique & Memorable
(9:20) - Personalized Videos
(12:05) - Power of Video
(20:50) - Influence on Publisher Decision
(22:50) - Starting Client Process
(23:35) - Leveraging Linkedin
(26:05) - Small Business Owner Example
(31:20) - Creative Tactics
(33:50) - Jason's Company
(37:20) - What Did You Do That You Didn't Have to Do?


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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

Jason's Links:
Website - https://www.careercoachbyob.com
Personal Linkedin - https://www.linkedin.com/in/jason-a-zygadlo-9051311
Company Linkedin - https://www.linkedin.com/company/careercoachbyob
Instagram - https://www.instagram.com/careercoachbyob
Facebook - https://www.facebook.com/people/Build-Your-Own-Brand-Career-Coach/61552421195690/

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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.