In this solo episode of Referrals Done Right, Scott delivers a direct and powerful reminder about the one resource that matters more than anything else. Time. He challenges listeners to think differently about how they spend their days, pointing out that while money can be earned back, time is constantly being traded away with no way to recover it. Whether you are intentional or not, you are building your life minute by minute, and those choices ultimately shape your legacy

Scott pushes the conversation beyond business and into something deeper. Who are you becoming with the time you have? Instead of chasing status, material things, or distractions, he emphasizes the importance of investing in yourself, your relationships, and your personal growth. This episode is a call to stop waiting for the right moment and start showing up with purpose today. Because in the end, the only real competition is the person you were yesterday.

We Dive Into:
• Why time is your most valuable asset and cannot be replaced
• The difference between spending time and investing it intentionally
• Why your daily actions are shaping your long term legacy
• How focusing on self improvement creates meaningful progress
• A simple way to evaluate if you are showing up better each day


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Scott Grates' Links:
Referrals Done Right - https://www.referralsdoneright.org
Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332
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
Scott's - https://www.instagram.com/scottgrates
TikTok - https://www.tiktok.com/@scott.grates

In this episode of Referrals Done Right, Scott sits down with sales leadership expert Steve Suggs to unpack one of the most overlooked but critical drivers of business success. Hiring the right people. With more than four decades of experience in recruiting and coaching, Steve breaks down why most hiring processes fail and how relying on resumes, gut instinct, or surface level interviews leads to costly mistakes. Instead, he introduces a more disciplined approach rooted in data, behavioral science, and structured systems that help identify who can actually perform in a specific sales role

The conversation goes beyond theory and into real world application. Scott shares his own experiences of making bad hires and how implementing a structured hiring process completely changed the trajectory of his business. Together, they walk through the importance of assessing personality, character, and intelligence, along with the role of proper interview techniques and proactive recruiting. This episode is a must listen for anyone serious about building a high performing team and creating long term, sustainable growth.

In This Episode:
• Why most hiring decisions fail when based on resumes and interviews alone
• The difference between personality, character, and intelligence in predicting success
• How structured interview questions uncover the truth behind a candidate’s answers
• Why making the hiring process harder actually attracts stronger candidates
• Where to find high quality sales talent beyond traditional job boards

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Episode Markers:
(0:00) - Show Start & Introduction




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Steve Sugg's Links:
FB - https://www.facebook.com/Suggzy
YouTube - https://www.youtube.com/user/SteveSuggs
Website - https://salesmanage.com

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Scott Grates' Links:
Referrals Done Right - https://www.referralsdoneright.org
Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332
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
Scott's - https://www.instagram.com/scottgrates
TikTok - https://www.tiktok.com/@scott.grates

In this solo episode of Referrals Done Right, Scott introduces a powerful mindset shift through the lens of the Stockdale Principle. Drawing from the experiences of Admiral James Stockdale and Viktor Frankl, he challenges the way we think about adversity, time, and hope. The key idea is simple but uncomfortable. You must hold two truths at once. An unshakable belief that you will succeed in the end, while also facing the brutal reality of where you are today. This balance is what separates those who endure from those who break under pressure

Scott brings this concept into the business world, where many people fall into the trap of tying hope to arbitrary timelines. When expectations are not met, motivation drops and frustration builds. Instead, he encourages a shift toward focusing on the present, winning each day, and building resilience over time. This episode is a reminder that success is not about blind optimism or negativity. It is about discipline, honesty, and the willingness to keep showing up no matter how long it takes.

We Dive Into:
• What the Stockdale Principle is and how it applies to business and life
• Why tying hope to timelines can lead to frustration and burnout
• The importance of confronting your current reality with honesty
• How focusing on winning each day builds long term success
• Why resilience matters more than short term results


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Scott Grates' Links:
Referrals Done Right - https://www.referralsdoneright.org
Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332
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
Scott's - https://www.instagram.com/scottgrates
TikTok - https://www.tiktok.com/@scott.grates

In this episode of Referrals Done Right, Scott sits down with Keith Brown to break down what it really looks like to bring the Infinite Referral Advantage to life in the real world. Keith shares his experience stepping into a brand new role, learning how to build relationships, structure his days and create momentum from scratch. What started as uncertainty quickly turned into a system rooted in consistency, genuine connection, and showing up with a servant’s heart. This is a behind the scenes look at how referral based growth actually happens day to day

Throughout the conversation, Scott and Keith highlight the shift from transactional thinking to relationship driven business. They dive into practical habits like journaling, asking better questions, staying top of mind, and leading with value before expecting anything in return. They also share real examples, including the Quotes for a Cause initiative, that show how aligning business with community impact creates stronger connections and better results. This episode is packed with real world insight for anyone looking to build a network that actually works.

We Dive Into:
• How to build a relationship driven system
• Why consistency and daily connection matter more than perfection
• The importance of journaling and tracking conversations for better follow up
• How leading with value and service creates stronger, more natural referrals
• A real example of how community initiatives can drive both impact and business growth

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Episode Markers:
(0:00) - Show Start & Introduction
(1:45) - Bringing the System to Life
(3:40) - One Blind Spot
(5:30) - Day in the Life
(7:45) - Top of Mind & Servant's Heart
(9:00) - Breaking Old Beliefs & Approach
(11:00) - Journaling & Logging
(13:00) - Wins
(15:10) - People Wait Years to Start
(17:10) - Research & Social Recon
(24:15) - Where's Jake Wednesday
(26:55) - Quotes For a Cause



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Keith Brown's Links:
Personal FB - https://www.facebook.com/dobson.brown.7
Community Lens FB - https://www.facebook.com/profile.php?id=61571775838582
Personal IG - https://www.instagram.com/keithbrownn_
Instagram - https://www.instagram.com/communitylensmedia

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Scott Grates' Links:
Referrals Done Right - https://www.referralsdoneright.org
Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332
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
Scott's - https://www.instagram.com/scottgrates
TikTok - https://www.tiktok.com/@scott.grates

In this solo episode of Referrals Done Right, Scott takes a different approach and revisits one of the most impactful sections from his book. He challenges listeners to think about time in a way most people avoid. Time is always moving forward, whether you are ready or not. You cannot slow it down, pause it, or get it back. The only thing you can control is how you choose to show up while the clock is running. That realization becomes the foundation for a bigger question. Are you actively playing the game or just watching from the sidelines

Scott breaks down three types of people in both life and business. Spectators, casual players, and professionals. Each category represents a different level of commitment, intention, and ownership. The message is clear. If you want to win in a referral driven business, you have to decide to play at a higher level. Whether you choose to implement systems yourself, find accountability, or bring in help, the key is taking action. This episode is a direct challenge to stop waiting and start committing to the long game.

In this episode, you will learn:
• Why time is the one variable you cannot control and why that matters for your growth
• The difference between spectators, casual players, and professionals in business
• How to identify which category you are currently operating in
• Three practical ways to implement a referral system in your business
• Why relationships are the key to standing out in a crowded, digital world


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Scott Grates' Links:
Referrals Done Right - https://www.referralsdoneright.org
Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332
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
Scott's - https://www.instagram.com/scottgrates
TikTok - https://www.tiktok.com/@scott.grates

In this episode of Referrals Done Right, Scott sits down with Krista Hawkins for a powerful conversation on growth, identity, leadership, and legacy. Krista shares her journey from a shy and insecure young girl to a Division I athlete, coach, business leader, and woman grounded in faith and service. Her story is filled with honest reflections on self-doubt, imposter syndrome, and the internal work required to step into your calling. What stands out most is her ability to connect deeply with others and help them see their own value, even when they struggle to believe it themselves .

Throughout the conversation, Krista breaks down what it really means to lead, not from a place of control, but from clarity, consistency, and care. She shares practical insights on accountability, personal development, and the importance of taking care of yourself mentally and physically in order to show up at a high level. This episode is a reminder that your story matters, your growth is ongoing, and the way you lead yourself will ultimately determine how you lead others.

You Will Learn:
• Why believing in yourself is a skill that must be developed over time
• How great leadership starts with clarity, consistency, and genuine care for people
• Why accountability is a positive tool that helps individuals and teams grow
• The importance of taking care of your physical and mental health as a leader
• How sharing your story can create connection, healing, and impact

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Episode Markers:
(0:00) - Show Start & Introduction
(2:00) - Krista's Legacy
(3:30) - Talking to Your Younger Self
(4:45) - Imposter Syndrome & Positive Empathy
(7:00) - Competitive Swimming & Lessons From Coaches
(10:45) - What People Get Wrong About Leadership
(17:00) - Love Leadership
(18:15) - Accountability
(24:15) - Winning is Easy
(26:30) - Wholistic Approach & Taking Care of Yourself
(31:30) - Nighttime Routine
(33:00) - Defining Legacy
(37:45) - Where Do I Start?
(41:00) - Family Tree Exercise
(42:50) - Rapid Fire Questions


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Krista Hawkins' Links:
Linkedin - https://www.linkedin.com/company/future-legacy-partners
Personal FB - https://www.facebook.com/krista.hawkins.9
Business FB - https://www.facebook.com/FUTURELEGACYPARTNERS
Instagram - https://www.instagram.com/_kristahawkins_

In this episode of Referrals Done Right, Scott highlights a powerful initiative called Quotes for a Cause and how it creates meaningful impact for businesses, nonprofits, and the community all at once. The concept is simple but effective. Every time someone requests a quote, a donation is made to a local cause. What starts as a business conversation quickly becomes something bigger, bringing awareness, support, and real dollars to organizations that need it most .

Scott and Keith break down how this approach transforms everyday outreach into something people genuinely want to be part of. Instead of leading with a transaction, you lead with purpose. That shift opens doors, strengthens relationships, and creates conversations that feel natural and authentic. This episode is a practical look at how aligning your business with a meaningful cause can amplify your reach, deepen connections, and turn simple interactions into lasting impact.

Episode Highlights:
• How Quotes for a Cause creates a win for your business, your community, and local nonprofits
• Why leading with purpose makes conversations more natural and engaging
• How supporting a local cause can open doors and strengthen relationships
• The role of social media in amplifying community driven initiatives
• A simple framework you can implement to create impact while growing your business


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Scott Grates' Links:
Referrals Done Right - https://www.referralsdoneright.org
Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332
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
Scott's - https://www.instagram.com/scottgrates
TikTok - https://www.tiktok.com/@scott.grates

In this episode of Referrals Done Right, Scott sits down with Deb Stanley, founder of Transition Bridges, to explore the power of meaningful connection in both life and business. Deb shares how her journey from special education teacher to coach and author has been guided by a simple but profound belief. Real impact comes from understanding your strengths, sharing your story, and building authentic relationships. Inspired by the practice of “taking tea,” Deb emphasizes the importance of slowing down and creating intentional space for connection in a world that constantly pushes us to move faster.

The conversation dives into purpose, transition, and what it really means to serve others. Deb challenges the idea that purpose has to be something big or public, reminding listeners that some of the most meaningful work happens in quiet seasons. Whether it is helping a family navigate a difficult transition or simply showing up for someone over a cup of coffee, the message is clear. When you focus on connection first, everything else begins to fall into place. This episode is a reminder that referrals are not built through transactions, but through genuine relationships.

We Discuss:
• Why meaningful connection is the foundation for both life impact and referral growth
• How the practice of “taking tea” creates space for deeper relationships
• Why purpose does not have to be big to be meaningful
• How understanding your strengths helps you serve others more effectively
• A simple way to create intentional connection in your daily routine

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Episode Markers:
(0:00) - Show Start & Introduction

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Deb Stanley's Links:
Linkedin - https://www.linkedin.com/in/deb-stanley-21548840
Facebook - https://www.facebook.com/deb.stanley.33