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.

In this episode of Referrals Done Right, Scott Grates welcomes relationship marketing strategist Janice Porter for an insightful conversation on building meaningful business relationships. They explore the importance of focusing on connections, leveraging LinkedIn, and the power of nurturing relationships through thoughtful outreach.

Key Takeaways:

• Relationship Marketing Fundamentals: Janice emphasizes the importance of focusing on the "relationship" aspect of marketing, suggesting that 80% of the time should be spent building genuine connections.
• Leveraging LinkedIn for Business Growth: Learn how to optimize your LinkedIn profile, build strategic connections, and engage with content to expand your network and influence.
• Curiosity is Key: Janice shares practical tips on how to start conversations by being genuinely curious about others, using small details from their profiles to build rapport.
• The Power of Follow-Up: Nurturing relationships through personalized, thoughtful touches—such as handwritten cards or gifts—can keep you top of mind and deepen professional connections.

Tune in to discover actionable strategies for growing your network and business through authentic relationship marketing.


---
Episode Markers:
(0:00) - Introduction & Overview
(1:30) - What Does Relationship Marketing Mean to You?
(2:40) - Where to Start?
(4:00) - Get People Talking
(5:00) - Power of Linkedin
(6:40) - Janice's Strategies
(11:10) - Free vs. Paid
(13:15) - Groups
(14:00) - Audience Size & Connections
(16:30) - Practical Ways to Start on Linkedin
(19:30) - Commenting on Bigger Posts
(22:00) - Consistency & Cultivating
(24:00) - Cocktail Party Concept
(25:10) - Top of Mind Awareness
(26:10) - Sending Real Cards
(32:20) - Power of Personalization
(33:30) - Element of Surprise


---
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

Janice's Links:
Website - https://www.janiceporter.com/
Linkedin - https://www.linkedin.com/in/janiceporter/
IG - https://www.instagram.com/socjanice/
FB - https://www.facebook.com/janiceporter1/
Relationships Rule Podcast - https://podcasts.apple.com/us/podcast/relationships-rule/id1467446457

---
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 reflects on the universal power of relationships in business success. Scott shares insights from speaking with entrepreneurs across various industries and highlights the impact of trust and personal connections.

Key Takeaways:

• Relationships, not algorithms, are the foundation of lasting business success.
• Referred customers tend to be less price-sensitive and have higher retention rates due to the trust transfer from their referrers.
• Technology is a powerful tool, but the real power lies in building human-to-human connections that cannot be automated.

For more insights or to explore how Scott can assist you during this planning season, visit his website at www.scottgrates.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 is joined by certified life coach and podcast host Shanenn Bryant. Together, they dive deep into how limiting beliefs and lack of self-confidence can hinder personal and professional growth, and how to reprogram your mindset for success.

Key Takeaways:

• Self-confidence & Sales: Shanenn shares how low self-confidence can impact sales performance and why addressing deep-rooted insecurities is key to achieving success.
• Subconscious vs. Conscious Mind: Learn how 95% of your actions stem from your subconscious mind and how reprogramming limiting beliefs can unlock your potential.
• Overcoming Rejection & Jealousy: Explore how to handle rejection and use jealousy as a tool for personal growth, turning these emotions into opportunities to rewrite your narrative.

Tune in to learn actionable steps to increase your confidence, reprogram your mindset, and achieve your goals!


---
Episode Markers:
(0:00) - Introduction & Overview
(1:15) - Show Start & Shanenn's Background
(3:15) - Impact of Lack of Self Confidence on Performance
(4:40) - Self Awareness
(5:30) - Subconscious vs. Conscious Mind
(7:15) - Addressing Subconscious Thoughts
(9:55) - Rewriting Subconscious Programming
(10:30) - Taking Immediate Action
(11:20) - BTEA
(12:20) - What is the Worst Case Scenario?
(14:00) - Silence That Voice (TEDx Talk)
(14:45) - Methods in Reprogramming
(17:00) - Visualizations
(18:30) - Fear of Rejection
(19:45) - Dealing with Rejection
(23:30) - Comparison
(25:30) - Jealousy vs. Envy
(29:20) - Solution Not the Problem
(31:15) - Confidence
(32:00) - Learning New Things & Brain Plasticity


---
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

Shanenn's Links:
Top Self Website - https://www.topself.com/
IG - https://www.instagram.com/topselfcoach/


---
The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates.

In this highlight reel of the Referrals Done Right podcast, we bring together insights from several recent episodes on how to maximize your referral network and grow your business.

Listen in as Katie Myers, Dave Ellis, Stephen Turnbull, James Bild, and Tyler Jensen share actionable advice on relationship building, networking, and community involvement. Whether you’re new to networking or looking for advanced strategies, this episode is packed with tips to help you take your referral game to the next level.

Key Takeaways:

• Ask for Referrals at Peak Moments: Tyler Jensen emphasizes the importance of asking for referrals when clients are most excited to increase your chances of success.
• Networking for Introverts: Dave Ellis & Katie Myers offers advice on overcoming discomfort in networking situations, suggesting structured groups like BNI to ease into the process.
• Leveraging Community Involvement: Stephen Turnbull explains how being involved in local organizations like Rotary Clubs can amplify your impact and build a strong local presence.
• Be Intentional with Your Brand: James Bild stresses the importance of building a genuine brand by staying consistent with your values and ensuring that your marketing, sales, and service reflect who you truly are, as people can easily detect inauthenticity.

Chapters:


---
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.