Inside BS Show

In this session of the Inside BS Show, Dave Lorenzo and John Alfonsi sit down with Glenn Wasserman, CFO of Driftwood Capital, to examine how high-net-worth investors actually evaluate trust, competence, and alignment when deploying capital.Drawing on Driftwood’s experience managing billions in hospitality real estate assets, Glenn takes participants inside real investor conversations, not performance marketing. He explains why sophisticated investors focus less on headline returns and more on how numbers are constructed, how fees and incentives align, and where interests can diverge when performance falls short.The discussion moves through the behavioral hierarchy that separates advisors who attract institutional-level capital from those who remain transactional. Glenn details how high-net-worth clients challenge assumptions inside reports, request sensitivity analyses on key variables like cap rates, development costs, and hold periods, and test whether operators are proactive or reactive in volatile markets.Through real-world examples from COVID-era capital decisions, maturing debt, and market-specific risk exposure, Glenn outlines what accountability looks like when performance underwhelms. He also explores the role of courage, both on the investor side, when family offices must make unpopular allocation decisions, and on the operator side, when firms must disclose bad news early and transparently.The session closes with a broader look at empathy and alignment in long-term capital relationships, including how Driftwood has handled investor liquidity needs during personal crises and market dislocations, even when it came at a direct cost to the firm.This episode offers a practical, research-backed view into how high-net-worth investors think, what they listen for in advisory relationships, and why behavior, not credentials, ultimately determines who is trusted with significant capital

Most professionals think high-net-worth clients choose advisors based on credentials, performance, or technical brilliance.They are wrong.In this episode, Dave Lorenzo sits down with two of the most trusted dealmakers in the family-enterprise and advisory world, Harry Cendrowski and John Alfonsi of Cendrowski Corporate Advisors, to expose what actually drives trust, loyalty, and long-term relationships with wealthy families.This is not a fluffy conversation about “relationship building.”It is a behind-the-scenes look at how elite advisors operate when real money, real families, and real legacy are on the line.You will hear why high-net-worth relationships fail when professionals approach wealthy clients as “targets” instead of human beings with emotional, generational, and identity-level stakes involved. John explains why even a perfectly executed financial plan can collapse if you ignore the emotional side of exits, litigation, or succession. Harry reveals how trust is built not through salesmanship, but through consistency, generosity, and genuine curiosity about a client’s life, not just their balance sheet.They also break down the invisible mechanics of elite advisory relationships, including why asking better questions beats delivering smarter answers, how to communicate complex ideas without losing credibility, and why wealthy families judge you as a reflection of themselves.The conversation moves into generational shifts, showing how millennial and next-generation wealth holders think differently about risk, exits, and advice, and why advisors who fail to adjust will quietly be replaced by those who do.If you work with business owners, wealthy families, or aspirational high-net-worth clients, this episode will challenge many of your assumptions about what “expertise” really means and why most advisors never get invited into the inner circle.This is a masterclass in how real trust is built at the highest levels of the market.

Most professionals say they want high-net-worth clients.Then they spend their time arguing with strangers on LinkedIn and building businesses that make them poor.In this episode, Dave Lorenzo breaks down a real-world case study sparked by a financial advisor who bristled when told that Dave works with advisors serving clients with $5 million or more in investable assets .That simple statement triggered a public social media argument that revealed two brutal truths most professionals refuse to face:First, fighting online kills trust.Prospective clients are watching how you behave long before they ever reach out. When you argue in public, you broadcast insecurity, not authority.Second, targeting small clients is a business model that caps your income.A financial advisor managing $100,000 makes $1,000 a year.That same advisor managing $5 million makes $50,000 for roughly the same amount of work .Same trust.Same acquisition effort.Wildly different return.Dave explains why working with affluent and high-net-worth clients is not greedy. It is rational.If you want to volunteer, do it after hours.If you want to run a business, maximize return on your time and expertise .In this episode you will learn:• Why arguing on social media silently destroys your credibility• How affluent clients think about risk differently than mass-market clients• Why high-net-worth prospects are often easier to acquire than smaller ones• How fee-based advisors make more money by serving fewer, better clients• The hidden cost of being “noble” in your business modelIf you are a financial advisor, attorney, CPA, or insurance professional who wants to work fewer hours, earn more, and be taken seriously by people with real money, this episode will challenge the way you think about both marketing and growth.Stop fighting online.Start building a business that actually pays.Listen now.

In this episode of Inside BS, Dave Lorenzo delivers a blunt, practical framework for one simple but uncomfortable question every professional should ask themselves:“Am I someone worthy of a referral to a client’s best relationship?”Broadcast from Chicago, Dave explains that credibility is not built through branding, clever positioning, or self-promotion. It is built through observable behavior. Across client meetings, prospect conversations, and referral partner interactions, serious professionals distinguish themselves by how they show up, how they speak, and how they follow up.The episode closes with a clear system for follow-up that separates serious professionals from everyone else and reinforces a central theme of the show: if you want to be taken seriously, you must behave seriously

In this episode of Inside BS, Dave Lorenzo interviews Brian Tannebaum, a Miami-based criminal defense and legal ethics attorney whose practice is built entirely on relationships.Brian represents lawyers, judges, doctors, and high-net-worth individuals facing serious legal and licensing issues. He does no advertising. Every client comes from referrals. His fees are often charged as flat, upfront amounts that can reach into the tens or hundreds of thousands of dollars.The conversation explores what real networking looks like in high-trust, high-stakes professional services. Brian explains why networking is not about handing out business cards, why selling yourself too early damages credibility, and why patience is the most important skill in relationship-based business development.This episode is a practical discussion for attorneys, financial advisors, and other professionals who want to attract high-net-worth clients through reputation, trust, and long-term relationships rather than transactional tactics.Key Topics and TakeawaysWhy 100 percent of Brian’s business comes from referrals instead of advertisingThe difference between networking and sales and why confusing the two destroys trustWhy the goal of networking should be one meaningful conversation, not volumeHow speaking engagements quietly become powerful networking toolsWhy top professionals often refuse referral fees to protect their reputationThe idea of “accept nothing” when adding value to othersWhy connecting people to each other is the highest form of networkingHow structured networking groups create leverage beyond the roomWhy patience is the most underrated networking skillThe biggest mistake people make: trying to sell themselves too earlyWhy defocusing your networking often produces better opportunitiesHow long-term reputation compounds into effortless client acquisition

Most professionals say they want better clients. Very few have a system for getting them.In this episode of the Inside BS Show, Dave Lorenzo breaks down the exact framework he uses with consulting and coaching clients to drive focused, repeatable business development results. It’s called TPAC.TPAC stands for Target, Process, Accountability, and Confidence and it is the operating system behind Dave’s work with financial advisors, attorneys, consultants, and other professionals who want to attract high-net-worth clients without guessing, chasing, or hoping referrals show up.You’ll learn why vague goals kill momentum, how to define a precise target, how to build a simple process to reach that target, and how accountability creates confidence rather than pressure. Dave walks through concrete examples including advisors targeting high-net-worth clients, business owners, and affluent professionals and shows how TPAC applies far beyond business development.This episode is a practical blueprint for anyone who wants clarity, traction, and confidence in their growth strategy.If you work with high-net-worth clients or want to start, this is a foundational episode you’ll come back to again.

On this episode of The Inside BS Show, Dave Lorenzo breaks down how professionals can stand out in the age of artificial intelligence without losing credibility, voice, or trust.AI is rapidly becoming table stakes for content creation. Anyone can generate articles, posts, and even books with a prompt. What AI cannot do is original research. It cannot conduct interviews, design methodologies, or extract insight from real people doing real work.Dave explains how the research behind The High Net Worth Advisor was built through hundreds of interviews and a large-scale quantitative survey. That research revealed clear behavioral differences between professionals who attract affluent clients and those who do not.The core message is simple and uncomfortable: authority in the AI era does not come from better prompts. It comes from doing the work AI cannot replicate.If you want your content, your book, or your message to matter, you must produce unique insight grounded in real research. That is how you create defensible thought leadership and long-term revenue in a world flooded with AI-generated noise. how to stand out in the age of …Episode HighlightsWhy AI is a force multiplier, not a differentiation strategyThe danger of publishing content without original insightHow unique research creates authority that cannot be copiedWhy interviews outperform internet-sourced ideasThe role of quantitative surveys in validating expertiseThe seven behaviors shared by professionals who attract high-net-worth clientsHow research becomes a roadmap for repeatable, lifetime revenueWhy every professional is capable of doing meaningful original research

This episode pulls back the curtain on something most professionals get completely wrong: why books are written, how they really get published, and what actually creates authority with high-net-worth clients.On this Friday edition of the Inside BS Show, Dave walks listeners behind the scenes of his fourth book, The High Net Worth Advisor, and explains why this project is fundamentally different from anything he has done before.He breaks down the real economics of publishing, including why most authors never make money on their books and why that can still be the smartest strategic decision a professional can make. He contrasts self-publishing, niche publishers, and major commercial publishers, and explains when credibility matters more than royalties.You’ll hear the unfiltered truth about what publishers actually care about, why a “platform” matters more than great writing, and how a book becomes a leverage asset for speaking, influence, and access rather than a product you hope sells on Amazon.Most importantly, Dave explains the research engine behind The High Net Worth Advisor. This is not opinion or recycled advice. He outlines a large-scale quantitative study comparing advisors who consistently work with high-net-worth clients against those who do not, and the seven behaviors that clearly separate the two groups. The goal is simple: prove, with data, what actually drives trust, selection, and long-term relationships at the highest levels.If you are a professional who wants to:Attract high-net-worth clients instead of chasing volumeBuild authority that compounds over timeUnderstand how research, publishing, and credibility intersectOr see how strategic positioning is built deliberately, not accidentallyThis episode is required listening.It is short, direct, and foundational. And it sets the tone for a full year of behind-the-scenes insight into building authority, publishing with intention, and earning trust at the top of the market.

Nobody Gives a Sh*t About You. And That’s Exactly Why You’re Stuck.If your content sounds like a diary entry, this episode is your wake-up call.In the first Inside BS Show episode of 2026, Dave Lorenzo comes back swinging with a blunt, uncomfortable truth most professionals refuse to accept: clients do not care about you. They care about results. They care about outcomes. They care about what you can do for them.This episode is not motivational fluff. It is not branding theory. It is a hard reset for serious professionals who want to attract high-net-worth clients and real business owners, not likes, comments, or sympathy.Dave breaks down why most LinkedIn content actively repels high-net-worth clients, why “thought leadership” is mostly noise pollution, and what actually works if you want wealthy clients to trust you with their money, businesses, and relationships. You’ll hear a simple, repeatable framework for creating content that positions you as a credible authority instead of a well-dressed amateur.If you are a financial advisor, attorney, CPA, consultant, or professional service provider targeting high net worth clients, this episode draws a clear line in the sand. Either you demonstrate value in public, or you stay invisible to the people who matter most.This is the start of a new chapter for the Inside BS Show and a clear signal of what’s coming in 2026: less ego, more substance, and zero tolerance for clown behavior.If you are serious about upgrading your clients, your content, and your future, press play.If you are not, this probably isn’t the show for you.

In this episode, Dave returns after a month-long hiatus and explains the strategic pivot he has made. Over the last 30 to 45 days, he has shifted his business to focus on helping advisors, attorneys, accountants, consultants, and other professionals attract and work with high net worth individuals, family offices, and affluent business owners.Dave describes why this client segment is resilient during economic downturns and why professionals who want to deliver maximum value should aim to serve at the top of the market. To build a clear, repeatable model for attracting and developing these relationships, Dave has conducted more than 100 conversations and over 25 deep-dive interviews with professionals already working in that space.Going forward, the Inside BS Show will feature short, frequent updates documenting the build-out of this new business. Dave will share what is working, what is not working, and the thinking behind each move. Listeners can follow the journey in real time across multiple platforms.This episode is the starting point.Key Takeaways:The firm has pivoted to focus on helping professionals attract high net worth clients.High net worth clients remain active in all market conditions.Dave is developing and testing a new advisory model built from interviews and practical experience.The show will now deliver concise progress reports and lessons from the field.You can follow the journey on multiple platforms depending on the type of content you want.Links Mentioned (include all in your show notes text and description):Watch behind-the-scenes video updates on Instagram:https://www.instagram.com/thedavelorenzoConnect with Dave and subscribe to the LinkedIn Newsletter "The Relationship Economy":https://www.linkedin.com/in/thedavelorenzo(Click View Newsletter and Subscribe)Subscribe to the podcast updates and get alerts when new episodes drop:https://GetInsideBS.comEmail your questions about working with high net worth clients:[email protected] to Action for Listeners:If you want to learn how to build relationships with affluent families, business owners, and family offices, start by subscribing to Dave’s LinkedIn newsletter and replying with your questions. The show going forward will be shaped by what you ask.

On this episode of The Inside BS Show, Dave Lorenzo, The Godfather of Growth, sits down with Sylvia Mullen, a top business broker with Sunbelt Business Brokers in South Florida. Sylvia breaks down exactly what goes into selling a business — from valuation to vetting buyers — and explains why honesty, preparation, and process are everything.Key Topics Discussed:What a business broker really does (and what they don’t)How to prepare your business for sale — the right wayWhy most owners wait too long to start the processWhat makes a business unsellable (and how to fix it)The difference between SDE, EBITDA, and profitHow to vet serious buyers and avoid tire kickersWhy relationships and empathy matter in deal-makingThe unique perspective women bring to business brokerageHow social media and networking drive deal flow todayLinks and Resources: Connect with Sylvia: Sylvia Mullen on LinkedIn Call Us: (305) 692-5531Call to Action: If you’re thinking about selling your business, start preparing now. Clean up your books, systematize your operations, and make sure your business can run without you. Want to know what your company is worth or how to make it more valuable? Reach out to Dave Lorenzo today.Buy the 60 Second Sale Book: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763

In this episode of The Inside BS Show, hosts pull back the curtain on the broken employer healthcare system with guest Donovan Ryckis, founder and CEO of Ethos Benefits. Donovan reveals how misaligned incentives, opaque pricing, and lazy brokers have cost American businesses billions—and how smart CEOs can fight back.Key Topics Discussed:How the healthcare system is rigged against employers—and what you can do about it.The difference between a broker and a fiduciary—and why it matters more than you think.Why most companies are overpaying by 30–40% for employee health plans.How cash-pay and international mail-order pharmacy programs can slash drug costs.What every CEO should know about PBMs (pharmacy benefit managers) and stop-loss insurance.Why “self-funded” plans can outperform traditional coverage when managed properly.Three compliance steps every business owner must know under the Consolidated Appropriations Act.The coming wave of lawsuits against companies that fail to manage healthcare fiduciary responsibilities.Links and Resources:Watch Donovan’s documentary: It’s Not Personal, It’s Just Healthcare – EthosBenefits.comConnect with Donovan on LinkedIn: Donovan RyckisBuy The 60 Second Sale book: Amazon LinkSubscribe via Email: GetInsideBS.comListen on Spotify: Inside BS Show on SpotifyListen on Apple Podcasts: Inside BS Show on Apple PodcastsCall Us: (305) 692-5531Call to Action: If you’re a business owner, CEO, or advisor who’s tired of paying more for less when it comes to healthcare, this episode is your wake-up call. Learn how to take control of your benefits strategy, cut costs, and protect your team the right way.

In this special solo episode, Dave Lorenzo announces a planned 30-day break from The Inside BS Show and social media. From October 4 through November 3, he’ll be going “offline” to focus on a major new project, rethink the direction of the show, and manage an intense travel schedule. Dave explains why this reset is deliberate and strategic — not a disappearance — and what listeners can expect when he returns.What You’ll Discover Today:Why Dave is taking a 30-day break from podcasting and LinkedInThe three major reasons for the pause:A new, time-intensive project demanding focusStrategic re-positioning of The Inside BS Show’s format and directionA travel schedule that covers more than half the monthThe difference between this “designed break” and prior hiatusesWhat listeners can expect during the reset, including two interview episodes releasing mid-monthWhen and how the show will relaunch on November 3 at 6 a.m.Key Takeaways:Strategic pauses are sometimes necessary for creative growth and business focus.Consistent creation takes time — reclaiming that time for reflection and planning can lead to stronger output.Taking a deliberate break (rather than disappearing) preserves the relationship with your audience.The Inside BS Show will return refreshed, re-energized, and with a new sense of purpose.Call to Action: Circle November 3 on your calendar — Dave returns with new energy, new ideas, and a new direction for The Inside BS Show. In the meantime, stay subscribed to catch the two upcoming interview episodes.

How to protect your business from the most common—and costly—employment law mistakes. In this episode, employment attorney Susan Lorenc joins Dave Lorenzo to deliver a master class on how business owners can stay out of legal trouble, build productive workplaces, and avoid unnecessary lawsuits.Key Topics Discussed:Why employment law is about more than just compliance—it’s about protecting your business.The biggest mistakes business owners make when hiring, firing, and managing employees.The truth about employee handbooks—and when they do more harm than good.How to keep workplace culture fun without crossing legal lines.The difference between quid pro quo and hostile work environment harassment.Why “I didn’t know” is not a defense when problems happen on your watch.What to know before hiring independent contractors and virtual assistants.How to handle background checks and avoid discrimination claims.Why business owners must manage remote workers differently.How to build policies that actually protect your company instead of exposing it.Links and Resources:Buy the 60 Second Sale Book: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763Call Us: (305) 692-5531Call to Action: If you own a business, don’t wait until you’re sued to learn employment law. Contact an attorney like Susan Lorenc today and get proactive about protecting your company.

In this episode of The Inside BS Show, Dave Lorenzo sits down with Britt Summerill, Partner at Now CFO, to uncover the truth about when and why business owners need a Chief Financial Officer and what happens when they wait too long to bring one in.Britt explains the critical difference between a Controller and a CFO, the telltale signs your company has outgrown its basic accounting setup, and how a fractional or outsourced CFO can transform your business from reactive to strategic.You will hear how companies, even those earning tens of millions, often operate without the right financial systems in place, the costly mistakes owners make when they rely on outdated reporting, and how to spot warning signs like missing visibility, unreliable cash flow forecasting, or weak internal controls.Britt also shares real-world examples from his experience leading Now CFO’s expansion into multiple markets and helping companies nationwide recover from accounting chaos, uncover fraud, and prepare for funding or acquisition.What You Will Discover Today:When to hire a CFO and when a controller is enoughThe most common accounting blind spots that sink growing businessesWhy "clean books" are not enough for scaling or fundingThe role of a fractional CFO during rapid growth or crisisHow Now CFO helps companies restore order, improve visibility, and drive valueThe surprising financial messes Britt has uncovered, even inside billion-dollar companiesKey Takeaway: If you are a CEO who does not fully understand your financials, you are not alone, but you are exposed. The right CFO can give you the insight and control you need to protect your business, prepare for growth, and make smarter strategic decisions.Connect with Britt Summerill: Website: www.NowCFO.com Email: [email protected] and Resources:Buy The 60 Second Sale: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763Subscribe for updates: GetInsideBS.comCall Us: (305) 692-5531Call to Action: If you have been relying on "good enough" accounting, it is time to rethink your finance function. Reach out to Now CFO to find out what is really happening behind your numbers and start leading your business with clarity.

In this episode, sit down with Adam Sendischew of Jones Lowry to explore how high net worth and ultra high net worth individuals use advanced insurance strategies to protect, preserve, and grow wealth across generations.Adam breaks down private placement life insurance (PPLI), a tool that combines asset protection, tax efficiency, and wealth transfer planning, and explains how advisors can leverage it to better serve affluent clients.Key Topics DiscussedPrivate Placement Life Insurance (PPLI): How it works, who qualifies, and why it is a cornerstone of ultra affluent wealth planning.From Income Replacement to Wealth Transfer: The difference between traditional insurance for protection and advanced planning for tax optimization.Advisor Driven Success: Why Adam built a practice centered on collaboration with attorneys, CPAs, and family office advisors, and how that approach shortens the sales cycle and builds credibility.The Legacy Shield Framework: Adam’s four step process, Discovery, Design, Deployment, and Defense, that ensures long term success for multi generational wealth plans.Buy Sell Agreements and Disability Coverage: Common blind spots in business continuity and how insurance planning protects partners, investors, and families when key players cannot work.Real World Case Studies:How one client saved millions in taxes after selling a business for 100 million dollars.How a venture capital firm insured a key executive for 90 million dollars to safeguard their investment.How reviewing 17 family policies led to a 400 basis point improvement in returns.Athletes and Entertainers: Why so many go broke within five years of retirement and how strategic planning and independent advice can prevent it.Call to ActionBuy The 60 Second Sale: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763Subscribe via Email: GetInsideBS.com

Ever found yourself dreading a tough conversation—with an employee, a client, or even someone you love? In this episode of The Inside BS Show, Dave Lorenzo sits down with communication expert Lynne Franklin to unpack the science and psychology behind how to handle difficult conversations effectively.Lynne shares her shocking early-career story involving a runaway teen and a machete—an experience that forever changed her approach to connecting with people. From that day on, she dedicated her career to understanding how we can reach the “unreachable” and create meaningful dialogue even in the most tense situations.Key Topics Discussed:How one terrifying encounter shaped Lynne’s lifelong mission to help people connect.Why every tough conversation starts with a gap in expectations—and how to bridge it.The neuroscience behind communication: what your brain does when tension rises.The “7-Second Rule” for remembering names (and why most of us fail at it).How to spot and speak to “lookers,” “listeners,” and “touchers.”Why understanding the other person’s story is the key to persuasion.The single most powerful breathing exercise to reset your mind before a tough talk.The difference between talking the walk and walking the talk—and why leaders get it wrong.How executives and teams can build cultures of communication that eliminate misunderstanding.About Lynne Franklin: Lynne Franklin is an author, executive communication coach, and former president of the National Speakers Association’s Illinois Chapter. Known as a “neuroscience nerd,” she transforms complex brain research into practical tools that help leaders connect, persuade, and influence. Her clients include C-suite executives, sales teams, and organizations that want to communicate with empathy and impact.Connect with Lynne Franklin: Website: www.LynneFranklin.com Email: [email protected] Phone: (847) 729-5716Connect with Dave Lorenzo: Website: GetInsideBS.com Call: (305) 692-5531Buy the 60 Second Sale Book: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763Call to Action: Before you start your next tough conversation, take a breath—literally. Then listen to this episode and learn how to transform conflict into connection using the science of communication.

In this episode, Dave Lorenzo sits down with Susan Ibitz, known as The Human Behavior Hacker, to explore the science and psychology behind reading people. Susan shares her expertise as the world’s only civilian hostage negotiator and explains how face reading, language analysis, and micro-expressions can reveal what others are thinking before they speak.Key Topics Discussed:How to cold read anyone in 90 secondsWhy words reveal more truth than body languageHow face reading exposes hidden personality traitsWhat lawyers, negotiators, and salespeople can learn from behavioral profilingHow to build instant trust through vulnerabilityThe subtle power of pronouns — and what it means when someone avoids “I”Why paying attention to backgrounds in Zoom meetings gives you an edgeHow vulnerability and authenticity win more negotiations than aggressionHow to use behavioral cues to tailor your communication and close dealsAbout Susan Ibitz: Susan Ibitz is a human behavior expert, profiler, and the world’s only civilian hostage negotiator. She’s the founder of the Human Behavior Lab, where she trains professionals to read others and communicate with precision. Susan’s work combines psychology, linguistics, and behavioral science to help lawyers, executives, and sales professionals gain a competitive edge. Visit: humanbehaviorlab.comResources Mentioned:Human Behavior Lab — humanbehaviorlab.comCendrowski Corporate Advisors — Business Valuation, Litigation Support, and Family Office Advisory. Call 866-717-1607.Get your free business development plan: RevenueRoadmapGuide.comCall to Action: Buy The 60 Second Sale Book: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763

In this episode of The Inside BS Show, Dave Lorenzo interviews Lester Cook, a cost segregation expert and partner at KBKG, to uncover one of the most powerful — and underutilized — tax strategies available to real estate investors and property owners.Cost segregation isn’t a loophole. It’s a legitimate, IRS-approved way to accelerate depreciation and save millions in taxes. Lester explains how his firm helps clients identify and reclassify building components for faster write-offs, turning a single property purchase into a massive tax-saving opportunity.What You’ll Discover Today:What cost segregation really is and how it worksWhy property owners can write off up to 25% of a building’s value in the first yearHow to know if your property qualifies for a cost segregation studyThe difference between a good candidate (buy-and-hold investor) and a bad one (flippers)Why most CPAs partner with cost segregation experts instead of doing it themselvesHow KBKG helps both large corporations and small investors unlock tax savingsHow states like Illinois and California handle bonus depreciation differentlyHow CPAs can collaborate with Lester’s firm to deliver more value to their clientsKey Takeaway: Cost segregation is one of the smartest legal strategies for reducing tax liability and improving cash flow for anyone who owns or invests in real estate. If you’ve bought commercial or rental property in the past decade and haven’t done a cost segregation study, you may be leaving serious money on the table.Connect with Lester Cook: Website: www.KBKG.com Email: [email protected] Phone: (312) 248-7347Buy the 60 Second Sale Book: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763About The Inside BS Show: Hosted by Dave Lorenzo, The Inside BS Show gives you the inside business secrets behind how successful professionals grow profits, build relationships, and increase enterprise value.

If you think cybercriminals only target large corporations, you’re dead wrong. In this episode of The Inside BS Show, cybersecurity and insurance attorney Daniel Cotter joins Dave Lorenzo to expose the truth about cyber attacks — and why small and mid-sized businesses are often the easiest targets.You’ll hear how sophisticated hackers exploit human error, how phishing scams trick even savvy professionals, and how failing to plan for a cyber event can cost you everything.Dan shares practical legal advice that every business owner needs to hear, including:Why small businesses are now the prime targets for cyber attacksThe one mistake that leaves most companies exposed to hackersThe truth about cyber insurance — and why the market is getting tougherHow to protect your business legally if your systems are breachedThe right way to structure your internal and client agreements to reduce liabilityWhy hiring your lawyer before hiring an investigator can save your businessThis episode delivers a wake-up call for every CEO, business owner, and professional advisor. It’s not a matter of if you’ll be attacked — it’s when.Call to Action: Buy The 60 Second Sale: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763

Exiting your business isn’t as simple as calling a broker and cashing out. In this episode of The Inside BS Show, hosts break down three practical strategies that give small business owners control, leverage, and the ability to walk away on their terms.Key Topics DiscussedOption 1: The Business Broker When speed matters, a broker can get the deal done quickly—especially if they specialize in your industry. But speed comes with tradeoffs, and you may leave money on the table.Option 2: Creating Your Own Market Build internal and strategic buyers before you ever think about selling. Whether it’s grooming partners inside your firm or forming alliances with suppliers and customers, this strategy gives you pricing power and multiple exit doors.Option 3: Selling to a Competitor Competitors will often pay a premium to remove you from the playing field and scoop up market share. Cultivate those relationships early, even while you’re competing head-to-head.Bonus Topic: Don’t Leave It to Chance If you don’t plan, your “exit” may come in the form of illness or death. That’s why buy-sell agreements and key person insurance are non-negotiable.Call to ActionBuy The 60 Second Sale Book: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763

Are you a business owner who thinks estate planning is only about writing a will? Think again. On today’s Inside BS Show, Dave Lorenzo sits down with Leslie Marenco, an estate planning attorney who specializes in helping entrepreneurs protect their families, their businesses, and their legacies.Leslie built her firm over the last decade, and in this conversation, she pulls back the curtain on what really matters when it comes to estate planning for business owners. From avoiding family disputes to shielding assets and saving millions in taxes, this episode is packed with insights every entrepreneur needs to hear.Key Topics Discussed:Healthcare planning: The essential documents every family should have in place before an emergency.Asset protection: Why entrepreneurs and professionals are high-risk—and how to structure ownership to shield your wealth.Tax planning: The strategies that prevent the IRS from taking 40% of your estate.Probate pitfalls: Why having only a will is a huge mistake, and how to avoid costly, public battles.Scaling a law firm: Leslie’s journey from engineer to attorney to running a thriving 30-person practice.Marketing persistence: How newsletters, webinars, and even “failed” events turned into long-term client pipelines.Leslie also shares candid stories from her career, including why giving up after seven months of webinars was almost a costly mistake—and how patience in marketing (and business) always pays off.Links and Resources:Connect with Leslie Marenco: Trust Counsel WebsiteEmail Leslie: [email protected] up for Leslie’s newsletter at the bottom of her websiteSubscribe via Email: GetInsideBS.comListen on Spotify: Inside BS Show on SpotifyListen on Apple Podcasts: Inside BS Show on Apple PodcastsCall Us: (305) 692-5531Call to Action: Buy the 60 Second Sale Book: Amazon Link

Most business owners view insurance as a painful expense. Ciara Gravier, Founder and CEO of The Bunker, sees it differently. She treats insurance as a strategic tool to protect assets, unlock opportunities, and fuel business growth.In this episode of The Inside BS Show, Ciara joins to share how she built her firm, why she requires clients to commit for two years, and how business owners should reframe their thinking around risk management.What You’ll Discover TodayWhy price-shopping insurance every year is a trap that costs you more in the long run.How to turn insurance into a business growth asset, not just a line-item expense.The critical difference between transactional agents and trusted advisors.Why personal brand and trust are now central to professional services.The essential policies every business owner must understand to avoid catastrophic mistakes.Key Topics DiscussedInsurance fatigue and how to overcome it.Building relationships that outlast premiums.The new generation’s buying behavior and the role of trust.The spectrum of coverage: general liability, workers comp, EPLI, professional liability, D&O.How to ask the right questions before your next renewal.Call to ActionIf you want to transform the way you sell, build trust, and increase revenue, start with my book: Buy The 60 Second Sale.

Being introverted doesn’t mean you can’t succeed in sales. In fact, it may be your greatest strength. In this episode of The Inside BS Show, Dave Lorenzo shares six powerful strategies that help introverts not only compete—but outsell—extroverts in B2B sales.What You’ll Discover TodayWhy video builds trust at scale and how YouTube can help introverts develop deep relationships without cold calling.How podcast interviews create instant authority while generating real sales opportunities.The power of building your own community to attract clients in a natural, low-pressure way.Simple ways to offer value on LinkedIn that convert without pushy selling.Why strategic alliances are an introvert’s dream tool for reaching the right audience.The ultimate secret to thriving in sales as an introvert: leverage your strengths, and outsource or buffer areas of discomfort.Dave also shares personal examples of how he’s used these methods to create scalable relationships, generate leads, and grow businesses without draining his energy.Key Topics DiscussedUsing YouTube for one-to-many education and relationship-buildingConducting podcast interviews as a sales gatewayCreating proprietary communities on LinkedIn and FacebookLeveraging free offers to start conversationsBuilding strategic alliances to multiply opportunitiesManaging discomfort by leaning on strengths and support systemsCall to ActionWant to learn the complete system for building profitable client relationships that don’t rely on pushy tactics?👉 Buy the 60 Second Sale

Recruiting high-performing sales reps isn’t about job postings or luck—it’s about strategy. In this episode of The Inside BS Show, I reveal the five secrets great sales managers use to attract and build winning sales teams. Whether you’re running a growing business or leading a division, these steps will help you multiply your opportunities and bring in top talent.What You’ll Discover TodaySecret #1: Educate First – Why teaching salespeople how to sell is your most powerful recruiting tool.Secret #2: Connect Through Referrals – How referring business helps you identify and recruit sharp performers.Secret #3: Share Best Practices – How collaborating with peers in complementary industries makes recruiting easier.Secret #4: Develop Relationships – Why showing up at industry events opens doors to the best talent.Secret #5: Gather Intelligence – How industry awards and recognition events help you spot the true stars.The Secret StrategyBeyond the five secrets, I share a game-changing recruiting method: build your own community. By creating a group where salespeople and industry peers exchange ideas and best practices, you position yourself as the leader reps want to work for.Resources👉 Download my free sales system here: RevenueRoadmapGuide.comCall to ActionWant more strategies for building a high-performing sales team? Subscribe to The Inside BS Show and never miss an episode.

Getting a meeting with a senior executive is one of the toughest challenges in business-to-business sales. In this episode of the Inside BS Show, Dave Lorenzo reveals the exact five-step process he’s used for over 30 years to get appointments with anyone he’s ever wanted to meet.You’ll hear real-world examples, including how Dave cracked into the C-suite of one of the largest pharmaceutical companies in the world. This episode gives you the framework you need to cut through gatekeepers, earn trust, and book high-value meetings.Key Topics DiscussedStep 1: Direct Mail That Gets Opened – Why sending a FedEx or hand-delivered letter works and how to write it.Step 2: Smart Email Follow-Up – How to reinforce your letter and get on the assistant’s radar.Step 3: The Right Kind of Phone Call – What to say when you finally connect with the gatekeeper.Step 4: Influence the Influencers – Building credibility with people around your target executive.Step 5: Persistent, Professional Follow-Up – Why steady contact builds trust over time and leads to a breakthrough.This isn’t theory. It’s a proven system that consistently gets meetings with decision-makers.Call to ActionBuy the 60 Second Sale Book: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763

Can a Zoom networking event be just as effective as one held in person? Absolutely. In this episode of The Inside BS Show, we break down the five strategies you need to master in order to turn virtual networking into real business opportunities.What You’ll Discover TodayWhy you must bring more energy than you think to every Zoom meeting.How to identify 2–3 key networking targets before the event so you don’t waste time.The secret to setting up follow-up meetings in real time without coming across as pushy.Why being fully present on camera is non-negotiable if you want to be remembered.How your personal brand shows up through your camera, background, and presence—and why it matters more than you think.Key Topics DiscussedThe pitfalls of showing up unprepared to virtual networking events.Why online networking can actually expand your reach far beyond local events.How to use the chat feature to build connections the right way (without pitching).The importance of appearance, background, and consistency in reinforcing your brand.Why “selling through people, not to people” is the foundation of networking success.Links and ResourcesSubscribe via Email: GetInsideBS.comCall Us: (305) 692-5531Call to ActionBuy the 60 Second Sale Book: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763

Do you want to make your clients an offer they simply can’t refuse? In this episode of The Inside BS Show, hosts break down the exact strategies that turn a “maybe” into a confident “yes.”Together, they share five proven approaches to structuring offers that benefit your clients, remove friction, and deepen relationships. This isn’t about manipulation—it’s about influence that works for both sides.What You’ll Discover Today:Why “yes or no” proposals fail and how offering clear, thoughtful options leads to better decisions.How to remove barriers upfront by anticipating objections and tackling them head-on.The power of community in making clients feel like they’re part of something bigger than the transaction.Ways to make clients feel special, whether you run a boutique firm or a large enterprise.Why giving clients permission to say “no” can actually increase trust and close rates.Key Topics Discussed:Practical examples from law firms, CEO peer groups, and global brands like Four Seasons and Ritz-Carlton.How to frame your proposals to position yourself as different from every competitor in the market.Real-life stories of entrepreneurs and business owners who elevate value by going beyond what clients initially ask for.The subtle shift that makes your offers irresistible without adding pressure.Links and Resources:Subscribe via Email: GetInsideBS.comCall Us: (305) 692-5531Call to Action:Buy the 60 Second Sale book: The 60 Second Sale on Amazon

Family businesses are powerful engines of growth, legacy, and wealth—but they’re also complex, emotional, and sometimes volatile. In this episode of The Inside BS Show, we sit down with global family business consultant and CEO, Oscar Paez, to explore the unique challenges and opportunities that come with running and advising family-owned enterprises.Oscar shares stories from his own experience as a second-generation CEO in Colombia, his work with family businesses around the world, and how disciplines like conflict resolution, governance, and even scuba diving influence his approach to leadership and transition planning.This is a must-listen for business owners, advisors, and anyone navigating the blurred lines between family and business.What You’ll Discover TodayHow Oscar’s early experience in his family’s agricultural and feed manufacturing business shaped his career in family enterprise consulting.The dynamics of family versus business roles—why being “the son” or “the daughter” complicates hiring, pay, and expectations.The three critical systems every family business must balance: family, business, and ownership.Why conflict resolution looks very different in family businesses than in corporate environments.The importance of clear governance—family governance and business governance are not the same thing.How real estate often becomes the hidden wealth engine in multi-generational family businesses.Why transition planning (not just succession) is essential for founders whose identities are deeply tied to the business.How advisors (lawyers, CPAs, wealth managers) often miss the mark with family businesses—and how they can serve these clients better.Oscar’s surprising connection between scuba diving, leadership, and managing risk.Key Topics DiscussedIdentity and Legacy: Why founders often resist stepping back and how to honor their role while preparing for the future.Culture and Fairness: How treating family employees differently impacts organizational culture.Advisors’ Blind Spots: Common mistakes professionals make when advising family-owned enterprises.Conflict Resolution Frameworks: Tools for solving disputes when “you can fire someone from the business, but you can’t fire them from the family.”Education & Networks: The best organizations, networks, and resources for family businesses and their advisors.Personal Perspective: How scuba diving, aviation, and global consulting inform Oscar’s unique approach to family business strategy.Links and ResourcesSubscribe via Email: GetInsideBS.comListen on Spotify: Inside BS Show on SpotifyListen on Apple Podcasts: Inside BS Show on Apple PodcastsCall Us: (305) 692-5531Call to ActionBuy the 60 Second Sale Book: The 60 Second Sale on Amazon

On this episode of The Inside BS Show, Dave Lorenzo reveals the five behaviors that separate the professionals clients love from the ones they leave behind. If you want more referrals, repeat business, and long-term loyalty, you need to make it easy for clients to work with you.Dave breaks down five simple but powerful rules that make all the difference:Listen More Than You Talk – Spend 70% of your time listening and only 30% talking. Show clients you care about their challenges before offering solutions.Solve Problems Beyond Your Expertise – Build trust by connecting clients to resources and solutions even when it’s outside your direct service area.Drop Passive-Aggressive Behavior – Be upfront and professional about issues instead of letting them fester. Honesty strengthens relationships.Abandon the Need to Be Right – Correcting clients destroys trust. Protect the relationship by focusing on outcomes, not ego.Remember All Business Is Personal – Every decision and action impacts the personal connection. Put relationships first, always.Dave shares stories from his own career that illustrate how these rules can either strengthen or damage client bonds. Whether you’re a lawyer, CPA, financial advisor, or consultant, mastering these principles will help you earn trust, loyalty, and referrals.Call to Action: Buy the 60 Second Sale: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763

On this episode of The Inside BS Show, Dave Lorenzo, the Godfather of Growth and co-founder of Exit Success Lab, explains why leverage is the key to scaling your business. If you want to transform your company into an investment that produces predictable revenue, profit, and long-term value, you’ll want to hear this.Key Topics DiscussedWhy hitting $1 million in annual revenue is a critical milestone for growth.The connection between predictable revenue, predictable profit, and business value.How identifying and focusing on your ideal clients accelerates growth.The dangers of shiny object syndrome and how it distracts from profitable growth.A real-world case study of a business owner who wasted time on non-leveraged outreach—and how to fix it.Step-by-step guidance on building leverage into your growth process using targeted outreach, follow-up, and scalable sales systems.How to create predictable, reliable systems that buyers look for when valuing a business.Call to ActionIf you’re ready to put leverage into your business growth process and create predictable profit that drives business value, call Dave Lorenzo today at 305-692-5531.

What happens if your business suffers a data breach? The fallout can be devastating—lawsuits, financial loss, reputational damage, and loss of trust. On this episode of The Inside BS Show, hosts speak with Cathy Miron, CEO of eSilo, also known as “CyberCathy,” about how businesses can protect their most valuable asset—data.Cathy shares her journey from corporate leadership at GE to acquiring and scaling eSilo, a cybersecurity and backup solutions company. She explains why small and mid-sized businesses are prime targets for cyberattacks, why Dropbox is not a backup solution, and the critical steps every business must take to safeguard data.You’ll discover:The legal and financial risks of a data breach (including class actions and multimillion-dollar settlements)Why consumer tools like Dropbox or OneDrive don’t qualify as true backupsHow eSilo provides proactive monitoring and ransomware-proof recoveryThe role of people, process, and tools in cybersecurity—not just technologyPractical steps like MFA, VPNs, and password vaults that every business owner should adoptWhether you run a law firm, accounting practice, or healthcare office—or simply want peace of mind knowing your data is safe—this episode is packed with strategies to keep your business resilient.Resources:Connect with Cathy Miron on YouTube for more cybersecurity tipsLearn more about eSilo: https://www.esilo.comCall to Action: If a breach happened tomorrow, would your business survive? Don’t wait until it’s too late—take the steps now to secure your data.

Most entrepreneurs make negotiation harder than it needs to be. In this episode of The Inside BS Show, strip away the fluff and deliver a no-nonsense negotiation framework you can use in any situation, from buying a car to closing a major business deal.What You’ll Discover Today:How to uncover what the other side really wants before you even sit downWhy leverage matters and how to find it when it’s not obviousThe critical role of clarity of purpose (and why you always need a backup plan)The power of quick wins: why agreeing on the easy stuff first builds momentumHow to bring the right decision-makers into the room to close deals fasterDave and Nicki share practical stories and examples that make these lessons stick. If you want to cut through the noise and negotiate with confidence, this episode is your shortcut.Key Topics Discussed:Research and due diligence for every negotiationLeveraging timing, incentives, and alternativesSetting red lines and contingency plansBuilding goodwill through early agreementsClosing principal-to-principal with authority and credibilityLinks and Resources:Subscribe via Email: GetInsideBS.comCall Us: (305) 692-5531Buy the Book: The 60 Second SaleCall to Action: What’s one negotiation strategy that has worked best for you? Share it with us—we’d love to hear your approach.

What’s the easiest way to grow your business? Work with clients who already know, like, and trust you. In this episode of The Inside BS Show, they reveal the practical steps you can take to turn one-time engagements into long-term client relationships.What You’ll Discover Today:Why asking early (and often) is the simplest way to secure repeat business.How to identify hidden problems your client may not even realize they have.The role of integrity and competence in building lasting trust.Why giving business to your clients is one of the fastest ways to get business back.The secret to cross-selling without ever sounding like you’re selling.If you’ve ever wondered how top professionals turn short projects into lifelong client partnerships, this episode is your roadmap.Listen on the go: Search for The Inside BS Show wherever you get your podcasts and never miss an episode.

What You’ll Discover TodayA simple way to open any business conversation using common ground.How to prep fast when you have zero research time.The “wingman” move that gets decision-makers to lean in.How to get event organizers to make warm introductions for you.The right way to approach a speaker so they remember you.Key Topics DiscussedLead with commonalityDo your homework. Pick one real point you share.Use it to open, then pivot to value fast.Case study: a three-hour first-class chat sparked by a parenting angle. On-the-fly openersListen in the room for a detail you can mirror.Or use a shared event moment to start.Example: a name-tag mix-up turned into a smart opener, then a business talk. How to use a wingmanHave a partner brag about you, then hand you the mic.Limit to two or three times per event to avoid looking scripted. Leverage the OrganzierAsk the host or check-in staff for a personal intro to your target contact.It is part of their job and they know the room. Approach speakers the right wayLead with a specific compliment and one takeaway.Be kind, brief, and clear about why you’re following up.

Hiring the wrong lawyer in a business dispute can cost you time, money, and leverage. In this episode, we break down the five essential questions every business owner must ask before retaining legal counsel.Key Topics DiscussedExperience Matters – Why you must confirm that your lawyer has handled similar cases, not just “law in general.”Litigator vs. Transactional Lawyer – Understanding the critical difference and why it can make or break your case.How Much and How Long? – Why lawyers hesitate to answer these questions and how to press for realistic estimates.Options Beyond Litigation – Mediation, arbitration, settlement, and when they may serve you better.Time Commitment – What your lawyer will need from you and your team to build the strongest case.Business Understanding – Why the best attorneys act like business partners, not just legal technicians.Deal Breakers – The one thing will instantly make you walk away from representing a client.Links and ResourcesSubscribe via Email: GetInsideBS.comListen on Spotify: Inside BS Show on SpotifyListen on Apple Podcasts: Inside BS Show on Apple PodcastsCall Us: (305) 692-5531Buy the Book: The 60 Second SaleCall to ActionWhat’s the first question you’d ask a lawyer before hiring them for your business? Share your thoughts with us after the show.

Some clients aren’t worth keeping. In this episode, we break down the three red-flag situations where firing a client isn’t just an option, it’s a necessity.What You’ll Discover Today:Not Following Your AdviceWhy clients who ignore or second-guess your guidance undermine results.Real-world examples of advice being challenged by unqualified outsiders.How refusing to tolerate this behavior protects your credibility.Complaining About CostsWhy ongoing price pushback poisons professional relationships.The mindset shift professionals need about charging for value, not hours.How client resistance signals deeper misalignment.Passive Aggressive BehaviorSubtle digs, missed commitments, and undermining remarks—why they fester.How to confront this behavior directly and set boundaries in advance.Why cutting ties early saves you stress and safeguards your business.Key Topics Discussed:The small percentage of clients who create 90% of the problems.Why great clients want direction, not debate.How to communicate your value so price isn’t an issue.The role of professionalism in maintaining healthy client relationships.Links and Resources:Subscribe via Email: GetInsideBS.comCall Us: (305) 692-5531Buy The 60 Second Sale Book: Amazon LinkCall to Action:Have you ever had to fire a client? How did you know it was time? Share your story—we want to hear from you.

Traveling for business doesn’t have to be exhausting or inefficient. In this episode of The Inside BS Show, share proven tips that will make your business trips smoother, more productive, and even enjoyable.Key Topics DiscussedAirline Club Memberships: Why they’re worth it and how they save you time and frustration.Packing Like a Pro: The essential items that every frequent traveler should carry.Hotel Hacks: How to maximize comfort, minimize costs, and make check-in seamless.Ground Transportation: Smarter ways to get around without wasting time.Productivity on the Road: Maintaining your work rhythm when you’re constantly moving.Health and Wellness: Staying energized and focused while traveling frequently.Links and ResourcesSubscribe Via Email: GetInsideBS.comCall Us: (305) 692-5531Buy the Book: The 60 Second SaleCall to ActionWhat’s your number one travel tip that makes business trips easier for you? Share it in the comments or message us directly—we’d love to feature your advice in a future episode.

What You’ll Discover Today • What a smartphone zombie is and why it kills relationships • Simple rules for dinners, meetings, and events that make you magnetic • How to reset client expectations without losing control of your time • A no-excuses framework for being fully present and winning more referrals Key Topics Discussed • Presence beats notifications. Why attention is the real status signal in business • The dinner rule. Put the phone in the car or power it off in your pocket • Handling true exceptions the right way. Set context upfront if you must be reachable • Event etiquette. When to step away, and why “checking in the bathroom” still costs you trust • Expectation reset. Stop training clients to demand instant replies • Habit building. Mechanical tricks to break the scroll reflex and stay human with people who matter Notable Moments • “You’re not an ER doctor. For two hours, nothing needs your phone.” • “Make the other person feel like the most important person in the room.” • “If the call is that critical, you shouldn’t be at dinner.” Try This NowBefore any meeting, choose: car, pocket powered off, or bag. Commit to one.Open every sit-down with one line: “Heads up, I’m fully here. If something urgent comes in, I’ll let you know.”After the meeting, send a two-line recap within 24 hours. Presence plus follow-through beats live phone checks every time. Listener PerkWe answer listener questions on the audio podcast only. Follow the show on your favorite app and send yours in. Links and Resources • Subscribe Via Email: GetInsideBS.coms • Call Us: (305) 692-5531 • Buy the 60 Second Sale Book: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763Call to Action Put the phone away at your next meeting. Then tell us what changed. Reply with your best tactic for staying present and we may feature it in a future episode.

On this episode of The Inside BS Show, they share practical strategies entrepreneurs can use to get more done without burning out. Productivity isn’t about cramming more into your day—it’s about making smart choices that reduce friction and increase focus.Key Topics Discussed:Make Mundane Tasks Friction-FreeSimplify repetitive activities like travel prep and daily routines.Use checklists and systems to eliminate decision fatigue.Do the Hardest Things FirstKnock out the tough tasks at the start of the day.Learn how this reduces mental drag and keeps momentum high.Treat Project Work as Sacred AppointmentsSchedule your most important projects on the calendar.Why respecting those appointments like court hearings or client meetings changes your results.The Power of Keystone HabitsHow simple recurring habits (like exercise or even haircuts) ripple across your entire life.Insights from Charles Duhigg’s The Power of Habit.Say No to Protect Your TimeWhy declining certain requests is critical for business growth.How to reframe guilt and prioritize your energy.Links and Resources:Subscribe Via Email: GetInsideBS.comCall Us: (305) 692-5531Buy the 60 Second Sale Book: Amazon LinkCall to Action: Which of these four productivity tips will you put into action first? Try it this week and let us know how it transforms your workflow.

On this episode of The Inside BS Show, they reveal their top four secrets to self-motivation. These aren’t fluffy affirmations, they’re practical, battle-tested strategies that push entrepreneurs through rejection, exhaustion, and the grind.Key Topics DiscussedDo What Others Won’t Dave explains how working harder – and earlier – than everyone else creates an edge. Motivation comes from doing the tough, often avoided tasks.Priorities Over Excuses Nicki G shares how making non-negotiable time for yourself and your goals is the real secret to “finding time.”Operate with a Chip on Your Shoulder Dave breaks down how competition fuels him to study the best, find gaps, and outwork them.Microtasking to Beat Overwhelm Nicki G outlines her approach to breaking down daunting weeks into manageable daily actions.Links and ResourcesSubscribe via Email: GetInsideBS.comCall Us: (305) 692-5531Call to ActionBuy the 60 Second Sale Book: Amazon Link

A founder with two adult children faces the classic question: pass the company to the next generation or sell and distribute the proceeds. Dave and Harry unpack how to evaluate successors, build a real leadership bench, separate roles from rights, and design governance that protects both relationships and enterprise value. What You’ll Discover TodayA simple framework to decide between succession and sale without torching family dynamics. How to test readiness of next-gen leaders with real responsibilities, rotations, and outside work. The management hires that change the math on value and optionality. Why distributions, incentives, and governance must separate shareholder rights from employee roles. Practical ways to shore up finance and HR before any transition. Key Topics DiscussedCommunication before decisions: Align parents and adult children on goals, roles, and timing. Don’t spring a sale or a promotion. Capability checks: Rotate next-gen through key functions, set measurable targets, and insist one child works elsewhere first. Scale drives structure: At 20 to 30 million in revenue you need a real exec team. That creates options like a management buyout. Outside mentors without undercutting: Bring seasoned executives who coach next-gen and still respect the founder’s role. Governance that prevents fights: Board or advisory board with a savvy banker, clear distribution policy, and incentive plans tied to performance. Professionalize the back office: Fractional CFO for three months to normalize financials, then PEO or HR consultant to clean up HR, payroll, and compliance. Growth as a teacher: Use small acquisitions as a proving ground and value accelerator, with structured participation for the next generation. Founder financial planning first: Health, lifestyle, and risk coverage before succession steps. Set expectations with real numbers. Quick Checklist You Can UseDefine your objectives for wealth, risk, and legacy in writing.Map a 18 to 36 month readiness plan for successors with rotations and KPIs.Hire at least one senior operator and a fractional CFO now.Stand up an advisory board and formalize a distribution and incentive policy.Decide your default path with a trigger: inside succession if targets are hit, market sale or MBO if not. Links and ResourcesCall Us: (305) 692-5531Buy the 60 Second Sale Book: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763Call To ActionIf you are wrestling with the founder’s dilemma, get objective eyes on the plan. Book a call, tighten your governance and finance, and create two good options instead of one risky bet.

On this episode of The Inside BS Show, Dave Lorenzo explores what it really means to make a life-changing decision. While most of us think of big moments like marriage, buying a home, or selling a business as turning points, Dave shares how small, seemingly insignificant choices can alter the entire course of your life.Drawing on personal stories, like accidentally turning into a Marriott parking lot instead of Hilton, deciding to grab drinks with friends, or inviting someone to lunch, Dave illustrates how everyday decisions can lead to career breakthroughs, lifelong partnerships, and business opportunities that last decades.This episode is a reminder that we hold the power to change our lives every single day through the actions we take, the people we meet, and the opportunities we pursue.What You’ll Discover TodayWhy major life decisions aren’t the only ones that shape your futureHow a small “wrong turn” led Dave into a 13-year career with MarriottThe chance meeting that turned into a 20+ year marriageHow a casual lunch created lifelong business clientsThe mindset shift that helps you recognize and act on life-changing momentsKey Topics DiscussedBig vs. small decisions and their impact on life trajectorySerendipity in business, relationships, and career opportunitiesWhy being present, open, and willing to act is the key to unlocking new possibilitiesPractical ways to start changing your life todayLinks and ResourcesSubscribe via Email: GetInsideBS.comCall Us: (305) 692-5531Call to ActionBuy the 60 Second Sale Book: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763

On this episode of The Inside BS Show, Dave Lorenzo sits down with South Florida estate planning attorney and law firm owner Leslie Marenco. Leslie brings a decade of experience helping families and business owners protect what they’ve built while preparing for the future.You’ll discover:Why estate planning isn’t just for the wealthy. Leslie explains the foundational documents every family needs to avoid government intervention and reduce unnecessary stress during a crisis.How business owners should prepare differently. From transferring ownership to avoiding probate, she shares the steps entrepreneurs must take to safeguard their companies.The truth about asset protection. Learn why structuring your assets correctly can make it difficult—or impossible—for creditors to reach them.Florida’s unique homestead protections. Discover why O.J. Simpson’s move to Florida was more than just a change of scenery.The hidden tax trap. Leslie breaks down how the estate tax can quietly drain 40% of your wealth and what you can do to prevent it.The real-world challenges of running a law firm. Leslie shares her personal journey from engineer to attorney to entrepreneur, including the hard lessons of scaling, hiring, and surviving the early years.Why consistency in marketing matters. From newsletters to webinars, Leslie and Dave talk about why most people give up too soon and how persistence pays off.This episode is packed with practical advice, war stories from the trenches, and insights every business owner can apply today.Links and ResourcesContact Leslie: [email protected] Trust Counsel: TrustCounsel.comBuy the book: The 60 Second Sale

“Predictability equals more value when you go to sell your business.”What You’ll Discover TodayThe three types of contracts that increase business valueHow contracts create predictability that buyers pay a premium forPractical ways to strengthen client, supplier, and employee agreementsKey Topics DiscussedClient ContractsLong-term agreements (3–5 years) provide stable, predictable revenue.Exclusive contracts dramatically increase value by guaranteeing business.Supplier ContractsExclusive supply agreements give you a competitive edge.Example: locking down building access in New York created market dominance.Employment ContractsAgreements that retain key employees reduce risk for buyers.Non-compete or exclusivity clauses make your team more secure through a sale.Transferability MattersAll contracts must be transferable to a new owner.Predictable profit is the single biggest driver of business value.Links and ResourcesSubscribe via Email: GetInsideBS.comListen on Spotify: Inside BS Show on SpotifyListen on Apple Podcasts: Inside BS Show on Apple PodcastsCall Us: (305) 692-5531Call to ActionWhich of these three contracts is the weakest in your business right now, and what’s your next step to strengthen it?Buy the 60 Second Sale Book: Amazon Link

What You’ll Discover Today In this episode of The Inside BS Show, we break down the difference between real business consultants and fake gurus. If you’ve ever wondered how to separate true expertise from flashy marketing, this conversation will give you the clarity you need.Key Topics DiscussedWhy fake gurus lead with Lamborghinis, jets, and flash instead of resultsHow emotionally manipulative language is used to pressure prospectsThe importance of asking for real references—both current and former clientsWhy selling the dream without a clear process is a major red flagThe “Pepsi Challenge” approach Dave used to prove his value against another trainerWhy real consultants openly share both their wins and their failuresPractical questions to ask before hiring any coach or consultantLinks and ResourcesCall Us: (305) 692-5531Buy the 60 Second Sale Book: The 60 Second Sale on AmazonCall to Action Have you ever been pitched by a so-called guru who tried to sell you the dream without a roadmap? How did you spot the red flags? Share your story in the comments and let’s compare notes.

“Follow-up is where all the money is after networking.” – Dave LorenzoWhat You’ll Discover TodayOn this episode of The Inside BS Show, share five proven strategies for building authentic, long-lasting relationships through networking—without coming across as pushy or transactional.Key Topics DiscussedDeliver Value FirstOpen relationships by helping others before asking for anything.Introduce them to useful contacts or resources that make their business easier.Leverage LinkedIn the Right WayDon’t pitch in cold DMs.Engage with people’s content to build familiarity and credibility before reaching out.Ask Empathetic QuestionsGo beyond “What do you do?” by asking how they got into their work or what they enjoy about it.Connect on kids, pets, or hobbies to establish genuine rapport.Bring a Wing PersonHaving a networking partner makes openings smoother, provides warm introductions, and gives you an exit strategy from awkward conversations.Suspend JudgmentDon’t dismiss people based on appearance, clothing, or first impressions.Some of your best connections may come from those you least expect.Follow-Up with ValueStay top of mind by sharing introductions, articles, newsletters, or event invites.The strongest relationships are built through thoughtful, consistent follow-up over months and even years.Links and ResourcesSubscribe Via Email: GetInsideBS.comListen on Spotify: Inside BS Show on SpotifyListen on Apple Podcasts: Inside BS Show on Apple PodcastsCall Us: (305) 692-5531Buy the 60 Second Sale Book: AmazonCall to ActionWhich of these strategies will you test at your next networking event? Share your go-to approach for building connections in the comments.

If your business depends entirely on you, it’s not really a business you can sell. In this episode of the Inside BS Show, Dave Lorenzo explains why key person risk destroys value and what you can do to eliminate it.Key Topics Discussed:The Problem of Key Person Dependence Why businesses that revolve around the owner are unsellable, and how this traps owners in a job instead of creating real wealth.Step 1: Build a Real Leadership Team The difference between hiring managers and cultivating leaders who can develop people, solve problems, and drive growth.Step 2: Create Systems and Processes Why every task in your company—from changing printer toner to delivering client work—needs documented standard operating procedures.Step 3: Redundancy and Contingency Planning How cross-training and succession planning keep your business running smoothly when key players are unavailable.The Ultimate Test of Sellability If your business can run without you for a month—or indefinitely—you’ve created a sellable, highly valuable company.Links and Resources:Subscribe Via Email: GetInsideBS.comListen on Spotify: Inside BS Show on SpotifyListen on Apple Podcasts: Inside BS Show on Apple PodcastsCall Us: (305) 692-5531Call to Action: If you want maximum value when you sell your business, the first step is removing key person risk. Which of these three areas—leadership, systems, or contingency—needs your attention today?Buy the Book: The 60 Second Sale

Most business owners sell themselves short when it comes time to exit. They settle for a financial buyer who only cares about return on investment, and they miss out on the real money—strategic buyers willing to pay a premium. In this episode of The Inside BS Show, Dave Lorenzo pulls back the curtain on how to position your business so competitors, suppliers, and even customers line up to fight for the chance to acquire you.What You’ll Discover TodayThe critical difference between financial buyers and strategic buyers—and why strategic buyers always pay more.Three steps to make your business irresistible:Identify who benefits most from acquiring you (competitors, suppliers, or customers).Highlight the unique assets that can’t be replicated—market share, distribution, customer relationships, or intellectual property.Show buyers how your company accelerates their growth, reduces risk, and increases recurring revenue.Real-world stories:A logistics firm that sold for a 50% premium because it completed a supplier’s supply chain.A regional food business that commanded double the typical multiple by shortcutting a national competitor’s entry into the market.A software company that proved it could double the acquirer’s recurring revenue in 12 months.Why positioning your company as a commodity kills value—and how to flip the model so buyers compete to pay you more.Key Topics DiscussedStrategic vs. financial buyersMarket positioning for maximum multiplesThe role of unique assets in acquisition premiumsCreating an “auction environment” for your companyHow Exit Success Lab doubles profits in 18 months while preparing businesses for saleLinks and ResourcesSubscribe via Email: GetInsideBS.comCall Us: (305) 692-5531Buy the book: The 60 Second SaleCall to Action Don’t sell your family business until you talk with us. We’ll help you position your company as a strategic acquisition, create an auction environment, and double your profits in the process.

Want to know the single number that determines how much your business is worth? It’s EBITDA—earnings before interest, taxes, depreciation, and amortization. Buyers care about this number because it shows the true earning power of your business. In this episode, Dave Lorenzo breaks down three practical ways you can increase your EBITDA and, in turn, the value of your business.What You’ll Discover Today:Why running personal expenses through your business hurts your long-term valuation.How removing personal expenses can instantly add millions to your sale price.The impact of stronger gross margins on buyer confidence and market positioning.Real examples of how small margin improvements translate into big jumps in valuation.Why one-time, non-recurring expenses drag down your EBITDA—and how to account for them properly.How a clean, transparent EBITDA gives you more leverage in negotiations and attracts more buyers.If you want to sell your business for maximum value, this is the episode you cannot afford to miss. Cleaning up your EBITDA today is the fastest way to increase profit, reduce risk, and secure a higher multiple when it’s time to exit.Links and Resources:Call Us: (305) 692-5531Buy the 60 Second Sale Book: The 60 Second Sale on AmazonCall to Action: Don’t sell your business until we talk. Reach out today and learn how to increase EBITDA the right way and maximize your business’s value.