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!

---
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


---
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


---
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.

---
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

---
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.

---
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?


---
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/

---
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 shares insights from his experience working with LinkedIn expert Janice Porter. Scott explores how LinkedIn endorsements can significantly strengthen your professional brand and boost your visibility in the referral network. He provides practical tips for asking for endorsements, maximizing LinkedIn’s algorithm, and building a strong, credible profile.

Key Takeaways:

• Why LinkedIn Endorsements Matter: Discover the importance of endorsements as a form of social proof that can elevate your credibility and attract referral opportunities.
• How to Ask for Endorsements: Scott provides tips for asking colleagues, clients, and partners for endorsements in a non-pushy way and emphasizes the importance of reciprocity.
• Boosting Visibility with LinkedIn’s Algorithm: Learn how LinkedIn endorsements can help improve your profile’s search ranking, making you more discoverable to potential clients and referral partners.
• Using Specific Skills to Your Advantage: Scott explains the value of being specific with requested endorsements to align with your business goals and personal brand.
• Building a Strong Referral Network on LinkedIn: Understand how LinkedIn endorsements can turn connections into powerful referral sources, enhancing both your profile and professional network.

---
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

---
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 breaks down the "Value Equation" and shares strategies for increasing customer satisfaction by adding value rather than simply focusing on cost. Drawing comparisons from personal experiences, Scott explains how focusing on what customers receive can transform their perception of value.

Key Takeaways:

• The Value Equation Explained: Learn how value is determined by what the customer receives (numerator) compared to the cost (denominator), and why focusing on the numerator can make all the difference.
• Price vs. Value: Scott emphasizes that customers are often willing to pay more if they perceive greater value, just as in the example of first-class travel vs. economy.
• Examples of Value-Driven Brands: Discover how brands like Apple, Starbucks, and Disney successfully charge a premium by offering unique, value-added experiences.
• Customer Satisfaction Through Service: Learn practical ways to enhance the customer experience by delivering top-tier service and benefits, even in competitive, price-sensitive markets.
• Adding Value Beyond Price: Scott offers actionable tips for creating a high-value experience that keeps customers returning, regardless of cost differences.

Tune in to uncover how adding value, rather than focusing solely on price, can set your business apart and drive long-term success.

---
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

---
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 discusses the "give to get" principle and how leading with generosity can drive unexpected returns in business. He shares personal stories of how offering value without expectation has led to powerful opportunities and connections.

Key Takeaways:

• Lead with a Servant’s Heart: Scott emphasizes the importance of giving freely and genuinely, highlighting how a selfless approach can create long-term benefits.
• ROI Beyond the Dollar: By offering free training sessions, Scott found that many signed up for paid programs, illustrating that ROI can often come indirectly when you lead with value.
• The Connection Economy: Scott shares how a simple gesture of introducing podcast guests led to valuable connections, reinforcing the idea that giving first strengthens your network and brand.

Tune in to learn how giving without expectation can help build a reputation that attracts more opportunities and referrals.

---
For more information on our on demand content visit www.agencyoptimization.com

---
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

---
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 speaks with Julia Arpag, founder of Aligned Recruitment, about the journey of starting her own business, building strong relationships, and staying mission-driven in a competitive industry. Julia shares invaluable insights on recruitment, business growth, and fostering a strong company culture.

Key Takeaways:

• Taking the Leap: Julia reflects on her decision to start Aligned Recruitment and the key strategies that helped her business succeed from the start.
• The Power of Relationships: Discover why genuine relationship building, asking the right questions, and a servant’s heart are central to Julia’s recruitment success.
• Mission-Driven Recruitment: Julia emphasizes the importance of aligning with clients who share her values and maintaining integrity throughout the recruitment process.
• Cultivating a Strong Personal Brand: Learn Julia’s approach to building a memorable brand on LinkedIn and the importance of consistency in staying top-of-mind.
• Attracting Top Talent: Julia discusses practical ways to create an attractive workplace culture and the benefits of embracing flexibility to appeal to the modern workforce.

Tune in to gain actionable advice on recruitment, relationship-building, and establishing a mission-driven business.

---
Episode Markers:
(0:00) - Intro & Overview
(1:00) - Show Start
(1:30) - Making the Leap & Starting the Business
(4:30) - Hiring an Executive Coach
(6:00) - Being Hilariously Frugal
(8:10) - Cultivating Relationships
(9:30) - Asking a Lot of Questions
(11:00) - Increase the Quality of Your Questions
(12:30) - Strategy Around Connecting & Linkedin
(14:15) - Mission Driven Focus
(18:30) - Auditing Companies For Recruitment
(21:00) - Public Speaking Focus
(22:00) - Everyone Wants the Quick and Easy Fix
(23:10) - One Piece of Advice
(24:15) - Hiring For Potential
(25:30) - Personal Brand
(26:30) - Blocking Time For Social Media
(27:25) - One Skill Every Recruiter Needs



---
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

Julia's Links:
Website - https://www.alignedrecruitment.com
Personal Linkedin - https://www.linkedin.com/in/julia-arpag
Company Linkedin - https://www.linkedin.com/company/aligned-recruitment-co/

---
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 dives into the four types of referrals and how to leverage each for business success. Drawing from a recent three-day personal branding workshop, Scott explains the key elements of building a referral-based business.

Key Takeaways:

• The Four Types of Referrals: Learn about referrals by asking, referrals without asking, referrals by accident, and referrals by design—and how to effectively implement each in your business strategy.
• The Value Equation: Discover why focusing on adding value (the numerator) over cost (the denominator) is critical for creating strong, lasting customer relationships that lead to referrals.
• Consistency is Key: Scott emphasizes the importance of building a trusted personal brand and remaining consistent in your efforts to see long-term success in generating referrals.

Tune in for actionable insights on how to build and optimize your referral strategy.

For more information on our on demand content visit www.agencyoptimization.com


---
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


---
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.