#81 - The Climber's Mindset with Ashley Himes

In this episode of Referrals Done Right, host Scott Grates sits down with powerhouse agency owner Ashley Himes to discuss what it takes to build a thriving business, an unstoppable team, and a referral-based growth engine. Ashley shares her incredible journey—from despising the insurance industry to becoming a leader in it—along with the game-changing strategies that have propelled her agency to the top.

What You’ll Learn in This Episode:

• The Climber vs. Camper Mentality: Why Ashley only hires people who want more out of life and how that mindset fuels a winning culture.
• The Secret to Recruiting Top Talent: How she attracts high-performing employees by aligning compensation with their personal dreams and goals.
• Mastering Community-Based Marketing: The innovative ways Ashley’s agency builds brand loyalty, generates organic referrals, and makes the phone ring without buying leads.
• The Power of Giving Back: How her agency’s 12 Months of Giving initiative not only impacts the community but also fuels exponential business growth.
• Breaking Down Big Goals into Daily Actions: The exact system Ashley uses to track numbers, improve close rates, and scale her agency’s success.

This episode is a masterclass in leadership, culture, and client-focused growth. If you want to learn how to build a business that runs on referrals—and a team that’s as motivated as you are—this is a must-listen! 🚀

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Episode Markers:
(0:00) - Scott's Intro
(0:40) - Show Start
(1:25) - Ashley's Unexpected Path to Insurance
(5:10) - The Power of Personal Experience in Sales
(8:05) - It Starts with You Mindset
(11:00) - Shift to 4 Day Work Week
(15:15) - Leadership Through Mindset & Wellness
(16:30) - Wellness Wednesdays & Point Systems
(19:30) - Retaining Employees
(22:30) - Addition by Subtraction
(23:15) - Climber's Mentality
(27:00) - Starts with Recruiting Process
(30:15) - Goals & Accountability
(33:50) - Ashley's Referral Strategy
(34:30) - 12 Months of Giving
(37:15) - Top of Mind Awareness
(39:20) - Google Reviews
(41:30) - One Last Takeaway & Chunking Goals Down
(46:00) - Closing Thoughts & How to Connect with Ashley

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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

Ashley's Links:
Facebook - https://www.facebook.com/AshleyHimesSF
Instagram - https://www.instagram.com/ashleyhimessf
Linkedin - https://www.linkedin.com/in/ashley-himes-182202117