Inside BS Show

The episode insists that cold-calling is dead and that the only way to earn a prospect’s attention is to lead with genuine, tangible help: publish thought-leadership content that educates and scales your credibility, introduce prospects to people who can put money in their pocket, become a recruiter who eases their talent crunch, tap your network to fix urgent headaches even when your product isn’t the answer, and—most overlooked, offer the rare gift of attentive listening; stack these five value-first plays and prospects will see you as an indispensable growth partner, making the eventual sale a mere formality. What You’ll Discover TodayWhy thought leadership instantly positions you as the go-to expert.How a well-timed introduction can put money in a prospect’s pocket and fast-track trust.Smart ways to solve a hiring headache so you become indispensable.Why stepping outside your product sandbox to fix an urgent problem cements loyalty.The overlooked power of simply listening to your prospect’s real challenges.Key Topics DiscussedThought Leadership Content – Speeches, videos and articles scale your reach from dozens to hundreds while building credibility. Revenue-Generating Introductions – Bring a prospect a new client first, then ask for their business.Talent Recruitment Support – Supplying qualified candidates demonstrates genuine commitment to their success.Problem-Solving via Your Network – Use your connections to eliminate a critical pain point even when it has nothing to do with your offering.Active Listening – Being a sounding board for another business owner fosters a relationship money can’t buy.Call Us: (305) 692-5531

In this episode, we break down the only seven things you need to focus on to build a high-performing sales team. Forget what you’ve been taught. This is a no-fluff, results-driven roadmap from someone who’s led teams in the trenches. If you're ready to go beyond tired KPIs and outdated scripts, listen in.What You’ll Discover Today:Why setting clear, specific expectations is the foundation of sales team successHow to focus on outcomes instead of micromanaging activityThe few KPIs that actually matter—and how to use them as coaching tools, not weaponsThe role of communication frequency in building trust and driving performanceHow removing internal barriers (like meetings, reports, and commute time) unleashes selling timeThe difference between meaningful recognition and hollow praiseWhy relationship-first leadership creates loyalty, motivation, and long-term performanceKey Topics Discussed:Set expectations that define good and great—then let performers performManage outcomes, not activitiesIdentify KPIs by reverse-engineering top performersCommunicate frequently, especially with struggling repsEliminate meetings, reports, and anything else that drains sales timeCelebrate wins publicly and consistentlyTreat your salespeople like family—because relationships drive resultsLinks 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: Want your sales team to crush their goals and stay loyal long-term? Start by fixing your leadership style. Follow this 7-step blueprint—and share this episode with anyone you know who manages a sales team.Let me know if you'd like a short promo blurb or LinkedIn post to go with this.

In this episode, Dave breaks down a no-nonsense digital marketing strategy that every B2B professional can use to grow visibility, build credibility, and differentiate in a crowded market. Whether you're a solopreneur or part of a large sales team, this episode gives you a simple, scalable roadmap for using written content, podcasts, and video to attract ideal clients and close more business. From posting weekly articles to launching your own podcast and producing daily educational videos, Dave lays out the playbook for turning content into cash.WHAT YOU’LL DISCOVER TODAY:Why digital content is the single most important tool in B2B marketingThe 3-part strategy to build visibility, credibility, and differentiationHow to start producing high-value content with just a phoneA real-world example of how a YouTube video turned a doctor into a trusted expertWhy quality and quantity both matter in B2B content strategyHow even highly specialized professionals (like lawyers and doctors) can win business with smart contentThe minimum content cadence for serious growthWhat separates B2B winners from invisible players in the marketKEY TOPICS DISCUSSED:Content strategy for B2B professionalsUsing articles, podcasts, and video togetherBuilding trust through repeated exposureLeveraging interviews with clients and prospectsWhy B2B sales professionals should act like media companiesCreating evergreen video assetsScaling from basic content to professional-grade assetsCALL TO ACTION: Ready to stop hiding and start building authority in your market? Start today. Write one article, record one video, or reach out to a client and book a podcast interview. Want help with your digital strategy? Call Dave at (305) 692-5531 and schedule a strategy audit.

Most business opportunities die because of weak follow-up. In this episode, Dave Lorenzo breaks down a five-step follow-up system that actually drives revenue. Whether you're networking on Zoom, in-person, or through a referral group like ProVisors, this process keeps you top of mind and builds real business relationships that convert.What You’ll Discover Today:Why follow-up is where all the money isHow to follow up immediately after a meetingWhy handwritten notes stand out in the digital ageHow to create meaningful introductions that build trustThe role of newsletters (email and print) in long-term nurturingKey Topics Discussed:Instant Email Follow-Up: Send your contact info before the Zoom window even closes.Handwritten Note: A lost art that makes a huge impression.Make an Introduction Within 2 Weeks: Stay top of mind by being useful.Weekly Email Newsletter: Be valuable and visible—every single week.Monthly Print Newsletter: Cement your status with old-school consistency.Links and Resources:Watch the related video on newsletter strategy: [Insert link here]Subscribe for email updates: [GetInsideBS.com]Listen on Spotify: [Inside BS Show on Spotify]Listen on Apple Podcasts: [Inside BS Show on Apple Podcasts]Call Us: (305) 692-5531Call to Action: If you’re tired of great conversations going nowhere, start using this five-step follow-up method today. It’s not just about staying in touch—it’s about staying relevant, helpful, and remembered.

Many professionals fumble referrals and wonder why they don’t get any back. In this episode, Dave Lorenzo shares a battle-tested, five-step system for passing referrals that actually drives results. If you want to be the king or queen of referrals, this is your playbook.Key Topics Discussed:Pre-Qualify Every Referral Never blindly introduce people. Always check with both parties first to confirm interest and relevance.Send a Thoughtful Intro Email Include bios, the reason for the intro, and a few suggested meeting times. Make it personal, professional, and useful.Get the Meeting Scheduled Quickly For virtual meetings: within 24 hours. For in-person: within 72 hours. Get it on the calendar or lose momentum.Attend the Meeting Your presence validates the referral and shows it's a priority. Even if you leave after introductions, show up.Follow Up with Both Parties Just like after a blind date. Get feedback, praise good fits, and learn from misfires.Why This Matters: Referral behavior is reciprocal. Sloppy referrals send the wrong message and erode trust. A tight, deliberate system builds a referral machine that feeds your business for years.Links and Resources:Subscribe via Email: GetInsideBS.comListen on Spotify: Inside BS Show on SpotifyListen on Apple Podcasts: Inside BS Show on AppleCall Us: (305) 692-5531Call to Action: Use this referral system once this week. Try it exactly as outlined. Then watch what happens. The return will speak for itself.

In this Q&A episode of The Inside BS Show, Dave Lorenzo answers four of the best questions he received from listeners and LinkedIn followers in June 2025. He tackles what drives business value fastest when you're six months out from an exit, how to manage customer concentration to avoid valuation discounts, which daily habits lead to booked client meetings, and how simple five-minute favors—like handwritten notes and LinkedIn recommendations—can compound into massive long-term returns. It’s practical, unfiltered advice for professionals serious about building enterprise value and nurturing relationships.What You’ll Discover Today:Why recurring revenue is the #1 accelerator of valuation in a short time frameHow to think about customer concentration thresholds when prepping for saleThe outreach activity that best predicts booked meetings (and Dave's exact process)How the Five-Minute Favor strategy builds relationship capital that pays offWhy doing 100 favors is often the cost of earning one great opportunityKey Topics Discussed:Enterprise Value Drivers – What moves the needle fastest six months from an exit?Customer Concentration Rules – How to avoid discount triggers when selling your business.Daily Habit Sheet Results – Which action leads to booked meetings (with conversion data).Five-Minute Favors – Real-world examples and ROI from handwritten notes and LinkedIn recs.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) 692-5531

What happens to your company when you step aside? Succession search pro Warren Rutherford shares clear steps that let you hire a leader who can grow the business while you move toward an exit. Learn why the best candidates avoid job boards. Hear one quick screening trick that keeps your brand safe. See how a simple growth plan makes the new CEO hit the ground running. Walk away ready to start your own hand-off today.

In this no-holds-barred episode, Dave Lorenzo exposes the tactics used by fake gurus to manipulate, deceive, and cash in on unsuspecting professionals. From staged jets to inflated promises, Dave lays out the seven red flags that every smart buyer should recognize before investing time or money in a so-called “expert.”What You’ll Discover Today:Why the flashiest gurus are often the most emptyHow fake gurus emotionally manipulate their audienceThe truth behind the “overnight success” mythWhy legitimate professionals offer references and skin in the gameThe key difference between real experience and recycled theoryRed Flags Covered:Focus on aspirational trappings instead of substanceEmotionally manipulative storytelling with no actionable takeawayPromises that sound too good to be true—and areNo verifiable references or testimonialsZero experience building real businessesNo body of work to speak ofRefusal to put skin in the gameReal Gurus Dave Recommends:Joe PolishAlan WeissJim PalmerCall to Action: If you’ve ever been tempted by a flashy sales pitch or shiny Instagram persona, this episode is your wake-up call. Watch, take notes, and protect yourself—and your business—from the BS. Then check out the next video linked below for real business development strategies that work.Links and Resources:Subscribe via Email: GetInsideBS.comWatch on YouTube: Inside BS Show YouTubeConnect with Dave: LinkedIn ProfileCall Us: (305) 692-5531

In this episode, Dave Lorenzo shares the power of stacking tiny habits to drive major business growth. As the first half of 2025 wraps up, he reflects on how simple daily disciplines have compounded to generate real results.Dave breaks down three core habits that have transformed his business:Writing a Daily LinkedIn Post – For 12+ weeks straight, Dave has posted once per day. The outcome? Over 1,200 new followers, 500 new connections, and rising visibility that reinforces every client interaction.Sending Three Handwritten Notes Every Day – This habit has rekindled old relationships, sparked new meetings, and directly resulted in real opportunities, including podcast interviews, business lunches, and new service connections.Recording a Daily Podcast – The anchor of his productivity. It sets the tone for each day, shares value, and keeps momentum rolling.Each habit takes under 30 minutes. Collectively, they form the backbone of a system that’s generated high-value conversations and positioned Dave as a trusted advisor.The message is clear: You don’t need radical changes to see massive results. Start with one small daily action—just one handwritten note, one short post, or one new connection. The compound effect will take care of the rest.Key Takeaway: Three tiny habits. Ninety minutes a day. High-value client relationships that last a lifetime.Call to Action: Pick one habit. Start today. Then do it again tomorrow. Tiny hinges swing big doors.

Dave hits the six-month mark of consecutive daily episodes and shares the unvarnished lessons learned. The habit of recording every day has re-wired his workflow and proven that consistency beats inspiration. When time is scarce he repurposes high-value interviews rather than miss a day, protecting trust with listeners. The next phase will feature weekly segments with financial expert Harry Cendrowski along with two new guest interviews each week. The episode closes with a challenge for listeners to build their own tiny habits and a preview of tomorrow’s deep dive into habit stacking. Key Topics DiscussedWhy committing publicly locks in performanceHow tiny habits theory powers daily content creationThe productive role of curated “rerun” materialPlans for adding fresh expert voices each weekTranslating podcast discipline into health and productivity gains Call Us (305) 692-5531Call to Action Subscribe so you never miss the new interview format rolling out next week. If this episode pushed you to start a daily habit, share your commitment with Dave on LinkedIn and tag the Inside B.S. Show.

Want to know how to build trust fast and win high-value clients without chasing leads all day? In this episode of the Inside BS Show, Dave Lorenzo breaks down the powerful 7-11-4 strategy made popular by Daniel Priestley. This method helps you create real relationships with clients and referral partners by focusing on three key elements: time, frequency, and media diversity.Dave gives you a real-world, repeatable system using direct mail, phone calls, video messages, email, and live events. You’ll discover how to turn strangers into advocates in just a few months—without ever feeling pushy or salesy.Whether you’re in professional services, consulting, or business development, this is the episode that shows you how to stay top of mind and win business the right way.What You’ll Discover Today:* What the 7-11-4 strategy actually means—and why it works* A specific monthly contact plan to build trust across four types of media* Why consistency matters more than creativity* How to combine low-cost marketing tactics with high-impact results* Why most professionals never follow through—and how you can win by simply showing upCall Us: (305) 692-5531

In this high-energy episode of Grow My Accounting Practice (GMAP), hosts Mike Michalowicz and Ron Saharian welcome sales expert Dave Lorenzo for a tactical and transformative conversation about business development for accountants, bookkeepers, and consultants. Dave breaks down his 60-second sales strategy and shares how CPAs can build trust, credibility, and long-term client relationships without ever cold-calling. From the psychology of referrals to the art of email outreach and the power of offering value, Dave simplifies the sales process and reframes it as helping—rather than selling. He also shares how he turned his podcast into a business growth engine, delivering insights with humor, clarity, and real-world examples.What You’ll Discover Today:Why “business development” is just a polite term for sales—and why that's okayThe fastest way for CPAs to generate referrals without sellingHow to build a valuable, referral-generating email list from scratchThe one-sentence sales close that changes everythingWhat sets high-value professionals apart (hint: it’s not technical skill)How to use trust, credibility, and believability to eliminate price resistanceWhy you should become the “Mercedes” of accounting services—not the CamryKey Topics Discussed:Sales mindset reframe for professionalsEmail outreach as a consistent referral engineHow to offer value before asking for businessBuilding thought leadership through public speaking and publishingThe role of letters of recommendation in closing dealsNavigating the pricing conversation with confidencePodcasting as a platform for visibility and credibilityCall Us: (305) 692-5531

Many designers earn under $100,000 because they undervalue their expertise. Dave Lorenzo shows how reframing sales as service frees you to charge what your results deserve. He outlines a referral strategy that targets only high-end partners and supplies them with proof that you deliver white-glove outcomes. Education marketing—quick how-to videos and monthly webinars—positions you as the obvious choice when budgets are serious. Negotiation discipline and selective discounting keep profit healthy while protecting your brand. What You’ll Discover TodayWhy “selling is helping” changes everythingHow self-esteem drives pricing—and how to raise bothBuilding a shock-and-awe referral kit that lands premium projectsUsing videos and webinars to attract ideal clientsWhen and how to discount without devaluing your workKey Topics DiscussedMindset shift from fear of selling to confident serviceSetting fees at least ten percent higher than comfort levelSelecting and nurturing top-tier referral sourcesStructuring Zoom intro calls and follow-up packetsEducation marketing for designersHiring a business manager to negotiate on your behalfStrategic discounting tied to long-term upside Call Us: (305) 692-5531

On this episode Dave Lorenzo breaks down his simple, service-first approach to sales. You will hear why thinking of selling as “helping for a fee” removes the fear of rejection. Dave walks through the four qualifiers every prospect must meet before you invest your time. He shares real-world stories, including a 60-day, five-million-dollar consulting win, to prove the method works. By the end you will know how to raise your income ceiling by solving more problems for more people.What You’ll Discover TodayWhy shifting from “closing” to “helping” erases the fear of rejectionThe four qualifiers every prospect must meet: problem, budget, authority, urgencyHow small “tastes” of value warm up high-fee prospectsWhy your income ceiling is limited only by your imagination and the number of people you helpKey Topics DiscussedThe 60 Second Sale concept and the famous pen exampleReframing rejection and shame in salesBuilding an external orientation and true empathyOffering alternatives to move “not now” prospects forwardUsing the four-part qualification test to protect your timeAttitude, purpose, and the mindset that drives long-term successDave’s 60-day, five-million-dollar consulting win and its lesson for every salespersonMaximizing lifetime client value by solving new problems as they ariseCall Us (305) 692-5531Call to Action Ready to multiply your revenue? Listen to the Inside BS Show and put the 60 Second Sale into practice today. put the 60 Second Sale into practice today.

This is a live presentation Dave Lorenzo delivered to a group of CEOs on Zoom in June 2025.This episode dives into the three biggest levers that lift any company’s valuation: exit planning, succession strategy, and recurring revenue. You’ll hear why thinking about the sale of your business years before you sell forces disciplined decisions that boost profits today. We explain how a clear succession framework lowers buyer risk and keeps your company humming even if key leaders leave. Then we break down simple ways to bolt on subscription income that can double your EBITDA multiple in under two years. Real-world case studies show each concept in action so you can apply the lessons right away.What You’ll Discover TodayWhy treating your business like an investment forces smarter decisions and bigger distributionsHow rock solid succession and contingency plans slash risk and boost buyer confidenceThe simple shift to recurring revenue that can double valuation in eighteen monthsKey Topics DiscussedInternal vs external exit options: management buyouts, ESOPs, employee ownership trusts, strategic and financial salesBuilding succession into every performance review: one third teaching the next person, one third self development, one third today’s KPIsRemoving key person risk with job descriptions and SOPs generated quickly with AICleaning financials and moving to accrual accounting to make diligence painlessRecurring revenue models that transform quality of earnings and lift EBITDA multiplesReal world examples: a plumbing firm ready for private equity, an owner who doubled value by adding two subscription businesses, and the speaker’s own near exit moment that reshaped his prioritiesCall to Action Ready to turn your company into an investment that grows and pays you every month? Schedule a quick call at (305) 692-5531 and let’s map your exit, succession, and recurring revenue game plan today.

In this energetic and wisdom-packed interview, Dave Lorenzo joins John Golden of SalesPop to reveal the real secret to increasing your income without sacrificing your personal life: systems. Whether you're a solopreneur or managing a team, Dave makes the case that everything—yes, even replacing your printer toner—needs a system. By embracing systems and processes, you eliminate chaos, free up time, and ultimately create a business that works for you, not the other way around.Dave draws parallels to airline pilots using checklists and Mariano Rivera closing games with the support of a team—highlighting how structure doesn’t limit performance, it enables greatness. The conversation digs deep into why great salespeople often fail when promoted to management roles, and how organizations should develop separate career tracks to keep top performers doing what they do best. Dave also breaks down the overlooked art of onboarding clients, turning a single sale into a lifetime of business by asking the right personal questions and staying engaged long after the dotted line is signed.Key Topics Discussed:Why systems make you more money and give you your life backThe difference between style and structure in the sales processHow promoting top salespeople to managers often backfiresCreating two separate career tracks—one for managers, one for producersWhy onboarding is the most profitable moment in the sales cycleA real-world story of a car salesman who generated nine sales by following up and staying connectedHow asking “Why is this important to you personally?” creates trust and deepens relationshipsA B2B sales story of turning a mid-level HR contact into a massive deal—and helping her get promoted

On this episode of The Inside BS Show, Dave Lorenzo sits down with Kait LeDonne, founder of Brandwise Media and one of the most sought-after experts in B2B branding and LinkedIn-based lead generation. Kait unpacks how she helps business owners, authors, and thought leaders develop a compelling personal brand that drives real results. She and Dave challenge the traditional definitions of branding, argue for a client-centered approach, and reveal how clarity and consistency can exponentially increase lead flow on LinkedIn.Kait shares the inside scoop on her own entrepreneurial journey, beginning with a high-stakes branding role during the post-2008 recession, and explains how those experiences gave her unique insight into both corporate and personal branding. From developing lead gen strategies for class-action attorneys to helping overwhelmed CEOs reclaim their time, Kait explains why a "done-with-you" model is the key to success in modern professional branding.If you want to stop wasting time on vanity metrics and start building a brand that attracts your ideal clients, this episode is a masterclass in what actually works in today's fragmented digital marketplace.What You’ll Discover Today:Why branding is actually about serving—not showcasing—yourselfThe #1 reason most lead generation campaigns failHow to use LinkedIn to reverse-engineer your network and dominate B2B marketingThe difference between content that converts and content that gets likesWhy Kait built a “done-with-you” model to help busy founders get visibleKey Topics Discussed:Kait’s origin story and lessons from high-pressure M&A environmentsHow personal branding impacts corporate brand equityWhy engagement metrics on LinkedIn can be misleading (and what matters instead)Building a pipeline from scratch with only a list of 2,000 and zero contentThe biggest fears professionals have about putting themselves onlineThe exact onboarding process Kait uses to map client avatarsWhen to accept LinkedIn connections—and when not toPlatform selection for B2B vs. B2C (LinkedIn vs. Facebook/Instagram)When retargeting with Facebook/Instagram ads makes senseThe importance of niche focus and intentionality across platformsThree Takeaways from Kait LeDonne:Branding starts with empathy. If you want your content to connect, stop focusing on your business and start focusing on your buyer’s daily struggles. Kait recommends writing a diary entry from the buyer’s perspective.Consistency beats gimmicks. Don’t waste time searching for the magic post. A predictable, audience-specific message delivered regularly builds authority and leads.Go deep, not wide. Choose the platform where your audience is already spending time. Don't dilute your message trying to be everywhere. Master one channel with intent.Resources and Links:Connect with Kait LeDonne: brandwisemedia.com

After two decades as a professor, Susan Sharp was burnt out, exhausted, and unsure of what came next. But instead of giving up, she turned her personal crash into a public platform. In this episode, Susan shares how she reinvented herself as an author, speaker, and creative entrepreneur. You'll learn how she found her voice, built a personal brand from scratch, and turned her story into a business that inspires others to do the same. What You’ll Discover Today: How Susan Sharp went from burned-out professor to thriving author, speaker, and creative entrepreneur—and built a personal brand along the way.Key Topics Discussed:Susan’s pivot from academia to entrepreneurshipWhat to do when burnout hijacks your careerHow to uncover what you don’t want—and use that to find your next moveThe surprising power of rest and self-forgivenessHow writing Midlife Wisdom became her platformTurning your story into a businessBehind the scenes: Her art featured on Orange Is the New BlackBusiness advice for creative professionals and Etsy sellersThe importance of learning marketing, SEO, and business development as a creatorLinks and Resources:Susan Sharp’s Website: asharpdifference.comPhone: 309-868-2253Subscribe Via Email: GetInsideBS.comListen on Spotify: Inside BS Show on SpotifyListen on Apple Podcasts: Inside BS Show on Apple PodcastsCall Us: (305) 692-5531

Francine Lasky traces a journey that runs from advertising to running her family’s medical-device company, then to finding Vistage as a lifeline when she suddenly inherited the CEO seat. The peer-advisory experience transformed her so completely that she decided to become a Vistage Chair herself, launching her first CEO group in Chicagoland and taking over her own mentor’s group just before the pandemic hit.Much of the conversation centers on why a confidential peer group matters to owners who feel isolated at the top. Francine explains how diverse perspectives saved her costly legal fees, challenged her blind spots, and forced the self-awareness needed to fix people and process bottlenecks. She stresses that CEOs control only two levers—people and resources—and that scalable systems appear only after leaders admit what they do not know and hire accordingly .The show’s most compelling section covers her “startup during COVID” story. With lockdowns looming, she learned Zoom overnight, convened members online, and turned the crisis into a mastermind that swapped PPP bank contacts, safety policies, and moral support. That crucible built her second group entirely on video and cemented her belief that intentional leadership plus a strong peer safety net lowers risk in any future crisis.

Today's Inside BS Show features leadership coach Renee Scudder and host Dave Lorenzo in a candid, no-fluff conversation about why so many managers struggle when they step into leadership roles. Scudder explains that companies routinely promote top performers for technical skill rather than leadership aptitude, then fail to give them evidence-based training or a coach to guide their first 90 days. The result is costly turnover, stalled growth, and stressed-out teams. Key insights they unpack include:Leadership versus management – management is tactical, leadership is strategic and people-centric.Emotional intelligence, self-awareness, and communication skills consistently separate successful leaders from technical geniuses who flame out.Smart firms like Marriott and Disney systematize leadership development through clear culture, metrics, and ongoing coaching.Generational divides and remote work add new complexity; leaders must bridge gaps with deliberate onboarding, hybrid touchpoints, and inclusive language.Celebrations and team bonding still matter, but leaders must model boundaries that keep everyone safe and respected.Not every high performer deserves leadership investment; assess motivation, empathy, and willingness to learn before you write the check. Scudder closes with three takeaways: leadership is a learned skill, staying informed is non-negotiable in a fast-shifting world, and every leader’s daily behavior shapes profits, retention, and lives. Nail those three and you will make a great living and live a great life.

Can one piece of direct mail change your life? Dave Lorenzo says yes — because it changed his.On this episode of The Inside BS Show, Dave shares the story of how a single letter from The Gallup Organization sparked a consulting career that generated hundreds of millions in revenue. He unpacks why direct mail is making a powerful comeback in a world drowning in email, and lays out a proven step-by-step system you can use to land high-value clients. If you’ve dismissed direct mail as outdated or expensive, think again. This episode is a wake-up call for professionals who want to stand out, scale smart, and build relationships that convert.

On this episode of The Inside BS Show, Dave Lorenzo sits down with Bruce Werner, third-generation business owner, entrepreneur, private equity partner, and founder of Kona Advisors, for a deep dive into the realities of family-owned and privately held businesses. Drawing on his personal journey from family manufacturing to advising middle-market companies, Bruce shares hard-won lessons about governance, succession planning, and the emotional complexity of leading a family business.This candid conversation covers:The hidden dynamics that sabotage family business successionWhy outside advisors can be the difference between chaos and clarityHow to balance the roles of owner, leader, and family member without losing your mindThe good, bad, and ugly of private equity from both sides of the deal tableWhy a structured “ownership strategy” matters more than ever for long-term valueIf you work with family businesses or own one, this episode is a blueprint for thinking differently and leading more effectively.

This is a Father's Day Special from 2020. Nicholas Lorenzo interviews Dave Lorenzo about his career and his life. One of the most interesting questions was: "How did you start your consulting practice in a recession?" Join us for this fun and heartwarming interview that will help you grow your practice and inspire you.Spend a few minutes with the Lorenzo's this Father's Day. You'll be glad you did.

In this episode of The Inside BS Show, hosts dive deep into management buyouts (MBOs) as a powerful and often overlooked exit strategy for business owners. They break down what an MBO is—essentially, when a company’s leadership team pools resources to buy out the owner—and why this method offers continuity, cultural stability, and a smooth transition. The episode highlights the value of planning an MBO years in advance, allowing business owners to groom successors internally while keeping the option flexible if third-party offers arise.The hosts outline a thorough framework for assessing and structuring a successful MBO. This includes evaluating the readiness of the management team, the financial health of the company, the operational impact of the transition, financing options, and long-term strategic alignment. They walk through a seven-step structuring process and explain multiple funding strategies, including leveraged buyouts, seller financing, earn-outs, equity investments, and hybrid approaches. The episode emphasizes the need for clarity in valuation, legal diligence, and a tightly managed transition plan to avoid misalignment or operational disruption.They also weigh the advantages, such as faster deals, internal alignment, reduced due diligence, and confidentiality, against challenges like securing financing, conflicts of interest, valuation disputes, and regulatory hurdles. The conversation closes by urging business owners and their advisors to use the detailed checklists and tools in the Exit Success Lab’s learning platform to assess MBO viability and execute the strategy effectively. It’s a masterclass for anyone advising a closely held company or planning an exit in the next 3 to 5 years.

Mark Taylor leads peer advisory groups in New York City. He trains Vistage chairs (group leaders) and he is the top facilitator of group coaching in the entire Vistage organization world-wide.On this episode of The Inside BS Show, Dave Lorenzo grills Mark about his journey as a Trusted Advisor to CEOs.00:00 Introduction: How to Become a Trusted Advisor to CEOs02:19 Mark's Story07:00 How Did Mark Become a Coach to CEOs?10:00 What Was the Transition Like - Going From Participant to Facilitator?11:55 How Does Mark Keep a Discussion on Track in a Vistage Meeting?14:40 Why is a Peer Group More Valuable Than Having a One-on-one Coach?21:15 How Does Mark Select People to Be a Member of a Vistage Group?25:00 Mark Describes the First Year He Was a Vistage Chair. It Wasn't Fun.33:00 How Much Time Does Mark Spend on Business Development?38:30 Mark's Definition of Sales as Influence39:44 How Mark Uses Speaking a Business Development Tool42:50 How Should We Select a Coach? What Questions Should We Ask?45:30 How Does Mark Hold His Clients Accountable?Mark TaylorMaster Chair, Business Coach, Professional SpeakerVistage NYC(646) 427-3849

In this episode of the Inside BS Show, Dave Lorenzo answers a question from client Paula Romo about how to build a consistent flow of leads through LinkedIn. Dave breaks down his proven system, a strategy that has helped fill the Family Business Forum entirely with connections made via LinkedIn in just six weeks. He shares the mindset, commitment, and tactical adjustments that power his daily content and networking routine.You’ll learn how to pick a narrow niche, build pillar content around the core problems your audience faces, and completely overhaul your profile to resonate with decision-makers in that niche. Dave outlines how to structure your posts, how often to publish, and exactly what types of engagement move the needle. This is not theory, it is what he is using right now to attract serious prospects who own or advise family businesses.Whether you are a consultant, advisor, or entrepreneur, this episode is a blueprint for dominating your market on LinkedIn with intentional content and strategic outreach. Download the transcript, follow the playbook, and start turning posts into profitable relationships today.

On this episode of The Inside BS Show, Karla Cobreiro shares her journey from aspiring doctor to powerhouse publicist, revealing how she went from handling SEC press releases and crisis communications at Miami International Airport to helping entrepreneurs and thought leaders land major media placements. Karla explains why writing is still the cornerstone of effective PR, how to tailor your message for different audiences, and the key to turning media exposure into business growth. She also dives into her decision to leave a VP role and launch her own firm, embracing the challenge of building something on her own terms. This episode is packed with behind-the-scenes PR insights, practical strategy, and a few hilarious twin moments you won’t want to miss. What You’ll Discover Today How a shy introvert became one of Miami’s most dynamic communicators, what it takes to land meaningful media coverage, and why most people get PR totally wrong.Key Topics DiscussedKarla’s leap from pre-med to public relations and how she found her voice in a high-stakes professionThe evolution of her career: from tropical travel campaigns to unraveling Ponzi schemes and financial fraudWhy being a great writer is still the most essential PR skillThe real work of media training: from rewiring soundbites to preparing for five-minute interviewsHow to match message, audience, and platform for maximum impactBehind the scenes at Miami International Airport during Hurricane IrmaThe reality of launching a solo PR firm: freedom, fear, and the immigrant hustleHer passion for helping solopreneurs and small firms land national media coverageA hilarious twin story that proves even the host can be fooledConnect with Karla Cobreiro on LinkedIn: https://www.linkedin.com/in/karla-cobreiro/https://www.cobreirocomms.com/(786) 708-2388Links and Resources Subscribe Via Email: GetInsideBS.com Call Us: (305) 692-5531

What You’ll Discover TodayWhy keeping lead generation systems simple is the fastest path to resultsHow message, audience and delivery work together to create a winning campaignRick’s three-to-five-step framework for turning strangers into qualified prospectsPractical ways to use video landing pages, surveys and AI agents to filter leadsThe right moment to move a helpful conversation into a paid engagementHow long-term thinking and clear boundaries protect your energy and profitKey Topics DiscussedEnergy management, positivity and the cost of negativityBuilding a follow-up system that actually converts inquiriesBudgeting for ads: what $100 a month can and cannot doTraining prospects to value your expertise, not free adviceSetting one-year (or longer) commitments to master new growth channelsMatching your “medicine” to clients who appreciate itLinks and ResourcesCall Us: (305) 692-5531Connect with Rick on LinkedIn: https://www.linkedin.com/in/rickhayhurst/ Learn more at Blitzbee Marketing: https://www.blitzbe-marketing.com/ Enjoyed Rick’s insights? Forward this episode to a business owner who needs a simpler, more joyful way to generate leads, then subscribe for daily Inside BS Show updates at GetInsideBS.com.

What You’ll Discover Today:Why most productivity systems overcomplicate your lifeThe simple mindset shift that helps you reclaim your timeHow eliminating clutter creates clarity and speedWhy saying “no” is your most powerful time management toolKey Topics Discussed:The illusion of multitasking and how it sabotages focusHow to simplify decision-making for faster resultsSystems vs. checklists: which one really works?The real cost of context switchingWhy minimalism isn't just for your closet—it’s essential for your calendarLinks and Resources:Subscribe Via Email: GetInsideBS.comCall Us: (305) 692-5531Call to Action: Simplify to multiply. Start with one thing you can remove from your day today—and watch what happens next.

Dave Lorenzo discusses the Shark Tank Experience with John Tabis.

Dave Lorenzo and Katie Phang Discuss Diversity and the Practice of Law.

On this episode of The Inside BS Show, Dave Lorenzo shares the most straightforward and effective prospecting strategy you’ve ever heard — the Five-by-Five Sales Process. If you manage a sales team or you're responsible for generating revenue, this episode will change the way you think about daily activity and accountability.Dave breaks down how setting five meetings and running five meetings each day leads to consistent growth, even if you're just average at sales. He walks you through how to reverse-engineer your sales goals, build prospecting habits, and use a multi-touch outreach strategy that includes cold emails, follow-up calls, and direct mail.This episode isn't theory. It's a tactical, real-world system that Dave uses with his team and clients to build pipeline and close deals.What You’ll Learn:Why activity-based sales management is the key to consistencyHow to build a daily prospecting habit using the 5x5 modelThe math behind booking 100 sales calls a monthHow to structure your day for maximum productivity and resultsCall to Action: If you're serious about sales growth, this episode is a blueprint. Listen now, apply the process, and simplify your entire sales approach.

On this episode of the Inside BS Show, Dave Lorenzo breaks down the tactical side of succession planning for family businesses. Too many CEOs ignore what would happen if they or a key team member couldn’t come to work tomorrow. Dave walks through a hands-on, step-by-step approach that any business can use to build a succession plan—without guesswork or complexity.You’ll discover how to:Capture daily tasks through calendar logging and voice notesUse AI or assistants to turn those logs into actionable checklistsTrain successors gradually, starting with one task at a timeSystematically build SOPs, job descriptions, and succession plans all from the same processThis episode isn’t about theory. It’s a practical playbook for continuity, promotion planning, and long-term business value. Whether you want to step into a Chairman role or prepare for a future exit, you’ll walk away with tools you can implement this week.📞 Need help building your succession plan? Visit ExitSuccessLab.com to learn how we do it for you.#SuccessionPlanning #FamilyBusiness #LeadershipDevelopment #BusinessContinuity #ExitStrategy #InsideBS

Join Dave Lorenzo on the Inside BS Show as he speaks with returning champion Dave Oates, an expert in crisis communications. Dave Oates defines a communications crisis as anything that disrupts operations, from macroeconomic issues like tariffs to negative social media reviews. He delves into his unconventional journey into crisis PR, starting as a Navy public affairs officer and transitioning to tech PR before focusing solely on crisis management.This episode offers invaluable insights into managing your brand's reputation in the age of social media, emphasizing that the same platforms used to discredit you can be leveraged to set the narrative straight – but only with empathy and action. Dave explains how transparency can help businesses communicate price increases and supply chain issues. He also discusses the critical need for leaders to communicate quickly and avoid speculation, using real-world examples like the BP oil spill and the United Airlines incidentYou can connect with Dave Oates on LinkedIn: https://www.linkedin.com/in/davidoates/

In this episode, Dave Lorenzo shares three key reasons why your business is not a family, then explores the difference between leadership and management, and finally offers advice on developing your podcasting style.Episode Highlights:Three Reasons Your Business Is Not a FamilyBusinesses exist to produce results and outcomes, not unconditional support.The primary goal of a business is to make money for shareholders.You can walk away from your business at the end of the day; your family stays with you.Leadership vs. ManagementLeadership is about guiding, motivating, and connecting with people.Management is about systems, processes, and execution.Leadership is emotional and interpersonal; management is structured and analytical.Style and personality matter more in leadership than in management.How to Develop Your Podcasting StyleYour style evolves through repetition and frequent episodes.Podcasting builds relationships with your audience.Solo shows help you connect; interviews showcase your ability to engage others.Starting with high frequency improves your style and technical skills.Podcasting also enhances your public speaking and communication abilities.Call to Action:If you enjoyed this episode, share it with someone who needs a wake-up call about how business really works. Subscribe to the Inside BS Show for more insights on leadership, business strategy, and communication.

“You’re not doing your job if you’re not learning from your customers every day.” - Dave LorenzoWhat You’ll Discover Today:In this episode of The Inside BS Show, Dave Lorenzo shares the three daily habits that set successful family business CEOs apart. If you want to build a stronger, more valuable business, this episode is for you.Key Topics Discussed:Segment 1: The Three Habits of Family Business CEOsLearn something new about your customers dailyHave at least one direct conversation with a customer every day.Adopt the Marriott method: connect with both customers and employees to fuel growth.Teach your team something dailyUse daily morning huddles or brief meetings to share a focus point and client insight.Even if only one message sticks each week, the long-term impact is transformative.Express gratitude every dayThank one customer, one employee, and one vendor each day.Handwritten notes, verbal recognition, and emails are powerful tools.Segment 2: Succession Planning = Leadership DevelopmentStop thinking of succession planning as a one-time event—do it every day.Teach one leadership task to someone on your team daily and document the process.Over time, this creates a powerful internal training and backup system.Segment 3: How to Choose the Right Business CoachKnow your needs:Do you need mindset help, strategic direction, or tactical execution?Pick someone who’s done what you want to do:Look for a proven track record, not hype or franchised credentials.Work with someone you like:A business coach should be someone you trust, respect, and enjoy working with.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're a family business CEO and you’re ready to build a company that grows without grinding you down, start by adopting these three habits. Then take it to the next level.Call Dave Lorenzo for a business assessment to discover how to turn your company into a cash-producing, transferable asset.If you’re serious about growth, leadership, and long-term success, Dave and his team at Exit Success Lab can help you map out the next steps and even partner with you on the journey.

Thinking about starting your own business? Dom Einhorn has done it, again and again. In this episode, I sat down with the serial entrepreneur behind UNIQORN, the largest rural startup incubator in the world, to uncover what it really takes to launch and grow a successful venture from the ground up.Dom shares unfiltered truths about what most founders get wrong in their first 18 months. We talk about funding, failure, and the brutal decisions every entrepreneur must face. He does not sugarcoat anything, and that is exactly what makes this conversation essential listening for anyone serious about building a business.Whether you're launching your first startup or looking to reinvigorate your current company, this episode is packed with straight talk and smart strategy from someone who has built and exited multiple businesses. If you want real answers, not theory, hit play.

"Succession planning is growth planning for your business." - Dave LorenzoWhat You’ll Discover Today:If you’ve ever wondered how to build a business that runs without you, today’s episode breaks down the exact steps. Dave Lorenzo explains how succession planning creates a self-sustaining organization, increases business value, and sets the stage for long-term growth—even when the owner steps away.Key Topics Discussed:-- The true definition of succession planning-- Why replacing yourself is the first step toward building a real business-- A practical, three-part model for how succession planning works-- Why every employee should train their replacement—and prepare for their next role-- How succession planning increases business value and long-term ROI-- Action steps for solo practitioners to begin succession planning nowLinks 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’re serious about scaling your business, start by planning your own exit. Listen to this episode and explore more on succession planning by searching “succession” on The Inside BS Show wherever you get your podcasts.

In this episode of The Inside BS Show, Dave Lorenzo reveals two powerful and low-tech tools that can dramatically increase your connection rate with prospects: a monthly newsletter and handwritten note cards. He explains how these simple mail-based methods create familiarity, build trust, and ultimately make your outreach more effective.If you're in sales or you lead a team of professionals who need to build relationships, this episode delivers tactical value you can implement today.Key Topics Discussed:Why cold calling fails and how direct mail creates contextThe anatomy of a successful monthly newsletterHow to make your message stick with repetition and physical presenceWhy handwritten note cards are a secret weapon for client loyalty and referralsA proven system: Send a newsletter monthly, a handwritten note quarterly, and call monthlyReal-World Examples:Ben Williams, a lawyer from Rosenberg & Estis, uses a monthly legal newsletter with success stories, deadlines, and educational content to stay top of mind with clients and prospects.Dave demonstrates the power of a handwritten thank-you note and shares five reasons this old-school tactic drives results.Call to Action:Use mail to stand out. Here’s your action plan:Create and send a printed newsletter every month.Write four handwritten notes a year to each key client or referral source.Call once a month.If you do this for a year, your prospecting results will improve dramatically.Links and Resources:📬 Subscribe via Email: GetInsideBS.com🎧 Listen on Spotify: Inside BS Show on Spotify🎧 Listen on Apple Podcasts: Inside BS Show on Apple Podcasts📞 Call Us: (305) 692-5531Want to grow your business with relationship-driven outreach? Share this episode with a teammate or fellow entrepreneur.

“Succession planning is about people. Exit planning is about money. If you confuse the two, you'll fail at both.” - Dave LorenzoWhat You’ll Discover Today:In today’s episode of the Inside BS Show, Dave Lorenzo pulls back the curtain on one of the most misunderstood concepts in business transitions: the difference between succession planning and exit planning. If you’re a business owner, advisor, or consultant, this is the episode that clarifies where your focus should be and when.Too many people blend these two ideas and end up preparing for neither. Dave explains why that confusion leads to lost value, internal chaos, and missed opportunities.Key Topics Discussed:The definition and purpose of succession planning: developing internal leaders and ensuring continuity.The focus of exit planning: maximizing enterprise value and preparing for a transfer of ownership.Why most advisors mistakenly treat them as the same process—and the risk that creates.Real-world examples of businesses that succeeded by separating the two—and those that failed when they didn’t.Dave’s three-question test to determine if you’re doing succession or exit planning.The hidden cost of failing to build a bench of leadership.How to time your planning process to create maximum ROI on both the financial and human sides of your business.Links and ResourcesSubscribe via Email: GetInsideBS.comListen on Spotify: Inside BS Show on SpotifyListen on Apple Podcasts: Inside BS Show on AppleCall Us: (305) 692-5531📞 Call to ActionMost people confuse succession planning and exit planning until it’s too late.Don’t be one of them.Listen to the episode now and then call Dave at (305) 692-5531 to talk about what your business really needs before you're forced into a transition you’re not ready for.

“You can’t build an exceptional company without exceptional people.” – Kathy DawsonWhat You’ll Discover Today:How do you hire top talent in today’s ultra-competitive market, especially for a family business? In this episode, Dave Lorenzo sits down with Kathy Dawson, founder of Dawson & Dawson, to unpack the mindset, strategies, and systems that drive world-class recruiting results. Kathy also reveals her secrets to networking, building relationships that matter, and how she used focus and grit to grow her firm during the Great Recession.Key Topics Discussed:The Dawson & Dawson Origin Story: How Kathy transitioned from corporate leadership to starting her recruiting firm in the depths of 2008—and why that timing was a blessing in disguise.Double-Sided Selling: Why recruiting is the ultimate sales challenge and how Kathy wins by selling to both the client and the candidate.Why Most Companies Fail to Attract Top Talent: Insights into outdated hiring practices and how flexibility and trust are game-changers.The Dawson Difference: The process, people, and principles that set her firm apart.Secrets to Building a Killer Network: Kathy’s best strategies for authentic relationship-building in local communities and national organizations like ProVisors.Hiring in a Family Business: The critical importance of fit, transparency, and culture alignment.Remote Work Reality: Why some companies still don’t get it—and how that costs them the best people.The New New World of Work: A conversation about Kathy’s new book and how job seekers and employers can thrive in a new era.Links and Resources:📘 Get the Book: The New New World of Work by Kathy Dawson & Patty DeDominic – Available on Amazon🌐 Learn More: Dawson & Dawson Inc.📧 Email Kathy: [email protected]📞 Call Kathy: (949) 306-2909Call to Action:Need help finding the right talent for your growing business? Call Dave Lorenzo 305.692.5531

"If your business can't grow without you, you don't have a business. You have a job." - Dave LorenzoWhat You’ll Discover Today:Why most family business owners seek out a business coachThe three biggest benefits a coach can bring to a family-owned businessHow coaching prepares your company for life beyond the founderKey Topics Discussed:Automated Growth: A business coach helps remove the owner's dependency from the day-to-day sales and marketing engine. You’ll learn how to:Identify your ideal clientBuild a marketing system that consistently attracts qualified leadsDevelop a sales process that converts those leads without needing your personal involvementLeadership and Succession Planning: From janitor to CEO, every role should have a clear path for development. Dave explains how to:Implement a 3-part performance appraisal process focused on growthBuild a culture of continuous improvementCreate a future leadership pipeline throughout the businessExit Planning and Transition Readiness: Even if you never plan to sell, preparing your business for transition adds value. You’ll hear how to:Structure your business for a transfer to the next generation, employees, or a management teamPrepare for private equity or strategic sale opportunitiesProtect your business from the impact of death, divorce, or disabilityLinks 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're ready to put your business growth on autopilot, streamline your leadership team, or prepare for a future transition, this episode will get you thinking in the right direction.

“You don’t need a coach who knows everything. You need one who knows what questions to ask.” - Dave LorenzoWhat You’ll Discover Today:If you’re a CEO running a family business, this episode is for you. Today, Dave Lorenzo breaks down why family business coaching is completely different from one-on-one coaching and why working with the right firm can be a game-changer.Key Topics Discussed:The Personal Dynamic Inside a Family BusinessHow family roles (dad, mom, sibling) create a unique leadership challengeWhy emotional crossover between home and business must be managedThe importance of trained professionals like psychologists and mediators on your coaching teamProfessionalizing the Family BusinessHow to shift from survival mode to wealth-building modeThe critical difference between reinvesting everything in the business and taking distributionsWhy family businesses must learn to treat themselves like shareholder-owned corporationsExit Planning with OptionsWhy preparing for a potential sale—even if you never plan to sell—boosts valueOptions for internal succession, ESOPs, and outside buyersUsing valuation and exit planning to drive clarity, competitiveness, and controlLinks 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're running a family business and you want to grow it, professionalize it, or prepare it for a successful transition, give us a call. You don’t have to go it alone.

In this powerful keynote, Dave Lorenzo shares personal stories and insights that reveal the essence of building a high-impact legal practice. He walks through lessons learned from speaking to rooms of 10 to 200, and how a moment of crisis transformed one of his worst introductions into a breakthrough experience. The message: lawyers who master confidence, capability, and clarity of purpose unlock real growth — in revenue and in life.Key Topics Discussed:The San Diego and Overland Park stories that shaped Dave’s philosophyWhy nimbleness of message matters more than a perfect scriptThe 10,500 conversations with attorneys that formed a foundation of practical experienceTwo types of ideal clients Dave helps: growing solo attorneys and voluntary bar associationsHow a middle-schooler selling chocolate taught the ultimate lesson in purpose-driven communicationLinks 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:Confidence, capability, and clarity are not just buzzwords — they’re tools for transformation. If you're a lawyer ready to scale, or if you run a professional group looking for a meaningful speaker, let’s talk. Reach out to Dave Lorenzo and start the next chapter in your growth story.

On this episode of The Inside BS Show, Dave Lorenzo breaks down the ten biggest advantages of having a succession plan, especially for family-owned businesses. Whether you’re grooming the next generation or preparing for a strategic sale, succession planning is critical to long-term success and increased business value.Key Topics Discussed:Business Continuity: How to ensure your company runs smoothly, even if key leaders are awayIncreased Business Value: Why a successor-ready company is more attractive to buyers and investorsLeadership Development: A succession planning structure that trains leaders and builds future talentRisk Management: How to reduce operational risk with proper leadership backupsPreservation of Institutional Knowledge: Keeping the values and wisdom of your business aliveCultural Consistency: Maintaining the unique family-business culture over timeImproved Employee Retention: Why succession planning keeps your team motivated and engagedStrategic Clarity: Giving everyone in the company a clear path forwardFamily Harmony: Avoiding sibling conflicts by clarifying leadership rolesOperational Readiness: How succession planning prepares your business for the unexpectedLinks 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: Know a family business owner? Share this episode with them. Most haven’t thought deeply about succession planning — and it might be the key to their continued success. Want help putting a succession plan in place? Call Dave directly. Your business deserves to be built to last.

In this special encore episode of The Inside BS Show, Dave Lorenzo shares his very first podcast interview ever—an insightful and inspiring conversation with consulting legend Dr. Alan Weiss.Alan Weiss is the author of over 60 books, including the bestseller Million Dollar Consulting, and a Hall of Fame keynote speaker who has helped thousands of professionals, executives, and entrepreneurs transform their businesses through value-based thinking and fearless leadership.Originally recorded as the launch of Dave's first show Do This, Sell More, this conversation remains timeless. Alan’s advice is especially valuable for anyone in the family business community, professional services, or consulting world.What You’ll Discover Today:Why being an “object of interest” is your most powerful business development toolHow to build trust fast with clients without talking about your workThe power of value-based pricing and how it revolutionized Alan’s careerWhy publishing and speaking in the right places builds authorityHow to nurture evangelists who sell for you through word-of-mouthThe real reason most professionals struggle (hint: it’s not money—it's self-esteem)Alan's mantra: “No guilt. No fear. No peer.” and what it means for your growthKey Topics Discussed:Relationship selling vs. cold callingThe death of hourly billingCreating intellectual property and thought leadershipLeveraging peer influence and client evangelismHow to maintain confidence through rejection and criticismBuilding a lasting personal brand in the consulting spaceLinks and Resources:📘 Alan Weiss’s Website📕 Million Dollar Consulting by Alan Weiss🎧 Subscribe to our email list for exclusive episodes: GetInsideBS.comCall to Action:If you enjoyed this episode, leave a comment or review—and if you're one of the first 10 to do so, Dave will send you a free copy of Million Dollar Maverick, Alan Weiss’s personal favorite. This is a rare chance to grab a foundational resource for consultants, coaches, and high-level professionals.

In this episode, Dave Lorenzo tackles a common question he’s been hearing for weeks: Why focus so much on succession planning for family businesses? He breaks down the difference between succession planning and exit planning and explains why every business needs a clear, actionable path for leadership continuity—especially family-run organizations.Key Topics Discussed:-- The distinction between operational succession and CEO succession -- Why succession planning is a critical component of exit planning -- How Exit Success Lab uses the podcast to drive leads and brand awareness -- Behind-the-scenes of producing a daily podcast: planning, recording, and publishing -- Tips for staying consistent with content creation -- Why 10-minute podcast episodes work best for daily shows -- Personal update: Dahlia’s graduation and how life moments blend with businessLinks and Resources:-- Subscribe via Email: GetInsideBS.com -- Listen on Spotify: Inside BS Show on Spotify -- Listen on Apple Podcasts: Inside BS Show on Apple Podcasts -- Call Us: (305) 692-5531Call to Action:If you run a family business, don’t wait to plan your succession. It’s not just about who takes over—it’s about ensuring your company survives and thrives long after you’re gone. Share this episode with another family business leader who needs to hear it, and join Dave tomorrow at 6 a.m. for more on business growth and leadership.

"If you're doing your KPIs based on cash accounting, you're not seeing the real picture of your business." – Harry CendrowskiWhat You’ll Discover Today:Most business owners don’t realize they’re using the wrong accounting method—and it’s costing them. In this episode, Dave Lorenzo and Harry Cendrowski break down the crucial differences between cash accounting and accrual accounting, and why every growing business should understand both.Key Topics Discussed:What cash accounting really means (and why it’s misleading)The role of accrual accounting in accurate financial forecastingWhy banks and buyers insist on accrual-based financialsWhen and how to transition from cash to accrual accountingHow accrual accounting impacts budgeting, tax planning, and business valuationReal-world scenarios where accrual accounting reveals the truth behind the numbersWhat it takes to convert your financials (and how long it actually takes)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) 692-5531Contact Harry Cendrowski: (866) 717-1607Call to Action:🎧 If you’re still using cash accounting, this episode is your wake-up call. Watch the video below to see why accrual accounting is essential to serious business growth.

“One-third of your time as a leader should be spent training your replacement.” — Dave LorenzoWhat You’ll Discover Today:Succession planning is often buried in corporate-speak and theory. But if you want to increase your business value and protect your legacy, you need a practical, repeatable approach that actually works. In this episode, Dave Lorenzo gives you a blueprint based on real-world experience as a hotel executive and growth consultant to family businesses.Key Topics Discussed:Why theoretical succession plans failHow to outline a job role for effective trainingUsing a daily checklist to boost accountabilityThe simple time-tracking method that builds better systemsHow to turn calendar data into a training curriculumWhy every manager should spend one-third of their time training othersThe direct link between succession planning and business valuationHow Exit Success Lab builds leadership pipelines with every clientLinks 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:Spend one-third of your time preparing your successor. It’s the single most valuable investment you can make in your business. Subscribe to the show, leave a review, and forward this episode to another family business owner today.

“If you've done succession planning right, your business could be worth 50 percent more than if you haven't.”What You’ll Discover Today:How to build a succession plan that actually works—starting with you, the CEO—and why doing it right makes your business far more valuable.Key Topics Discussed:Why every position is critical for succession planningHow to build a continuity plan for the CEO roleThe importance of separating the CEO and President roles in your businessWhy succession planning should be baked into your company culture and performance reviewsHow to prepare for a family transition vs. preparing a business for saleThe financial impact of effective succession planning on business valuationWhat private equity buyers look for in a leadership continuity planLinks 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're serious about increasing your business value and making a future transition seamless, start by creating a succession plan today. If you're not sure how, we can help. Schedule a call at (305) 692-5531 or visit GetInsideBS.com for more resources.