Inside BS Show

“Succession planning is the key to unlocking freedom and value in your family business.”What You’ll Discover Today: If you own a family business and want to protect its legacy and value, you need a rock-solid succession plan. In today’s episode, Dave Lorenzo walks you step-by-step through the exact process he uses with his clients to build a succession planning program that works.Key Topics Discussed: -- Why every position in your company must have a written job description -- How to track and document real-world tasks to align with role expectations -- The three task buckets: Admin, Management, Leadership -- How to build training programs around these roles and tasks -- When to start training someone for their next position -- Why 80 percent mastery is the magic number for promotion -- How this system builds business value and leadership continuityLinks 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: Succession planning isn’t just for retirement. It’s how you build a business that can run without you. Tune in to this episode and take the first step toward building a sustainable and scalable company.

We’re taking a break from your regularly scheduled show notes. No tidy bullet points. No calm summaries. No hand-holding MBA nonsense. Today, we’re cracking open the skull of succession planning and scooping out the raw brain matter. Gonzo-style. If you’re looking for a spreadsheet, go back to accounting. This ride is for the mad ones.It started, as these things often do, with a wiseass comment under a video:“Am I supposed to just find somebody tomorrow to take over for me?”That’s when Dave—our ever-composed consigliere of capitalism—snapped back with the kind of clarity you only get after wrestling a business to the mat and making it tap out.No, you’re not finding a savior tomorrow. You start contingency planning tomorrow, which is corporate-speak for what happens when you get hit by a bus and can’t check Slack for a week.First 24 hours: Who runs the asylum? One week: Who’s got the keys to payroll? One month: Who’s making sure the ship doesn’t sink from operational rot?If nobody can step in and keep your circus running without the ringleader, you’re not a leader. You’re a hostage.And that’s just the warm-up act.Succession planning, real succession planning, goes beyond handing off tasks like you’re dealing cards in a smoky backroom. It’s a three-stage metamorphosis:-- First, dump the administrative hellscape on your would-be heir. Let them swim in the mind-numbing sludge of emails, calendar invites, and vendor contracts. -- Then, saddle them with the managerial grind. The daily headaches. The meetings that go nowhere. The babysitting. -- Finally, if they’re still breathing, slowly drip-feed the real poison—the leadership. That’s where most crash and burn.Leadership isn’t about title. It’s what happens when your teammate screws up and the vultures circle. It’s the volleyball game where one girl makes the critical mistake and your kid has the chance to act like a leader, but misses it. It’s knowing when to stop the world and say, “That moment? That was your shot to show who you are.”And this is where Dave turns from business guide to father-philosopher. He pulls back the curtain, tells a story about his daughter, and reveals the secret sauce of succession:You don’t just teach leadership. You point it out when it happens. You pause the world, hold it up like a snow globe, and say, ‘See this? This matters.’Succession isn’t a checklist. It’s cultural warfare.You build a culture of continuous leadership development or you die buried under your own brilliance.This episode isn’t about tasks. It’s a war cry for business owners who think their brilliance is their value.It’s not. It’s your bottleneck.So go ahead—ditch the quarterly reviews. Burn the org chart.Start asking yourself: Who takes over when I vanish? If you don’t have an answer, congratulations, you’re the risk. You want to see the chaos in motion? Watch the full episode.👉 GetInsideBS.com The revolution meets at 6 a.m.

On this episode, Dave Lorenzo explains what succession planning really means inside a family business—and why most people are doing it wrong. He breaks down how to prepare every role in your business for both short-term backup and long-term succession, from frontline workers to leadership positions.Key Topics Discussed:The real definition of succession planning in a family businessWhy it matters whether you're selling the business or handing it offHow to build a contingency plan for every position, even the janitorThe difference between a backup and a successorWhat "80% readiness" means for future role holdersLeadership development and succession planning in management rolesHow to conduct performance reviews that promote growth and successionWhy Exit Success Lab’s method creates a lasting competitive advantageLinks 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: Subscribe at GetInsideBS.com to receive Dave's daily email and get your exclusive invitation to the monthly private meeting for family business owners and the professionals who serve them.

In this insightful episode, we delve into the pivotal reasons why engaging a professional business broker is crucial when selling your business. We explore the complexities of the sales process, the value a broker brings in navigating negotiations, and how their expertise can lead to a more profitable and efficient sale.Key Topics Covered:Understanding the Sales Process: An overview of the steps involved in selling a business and where common pitfalls occur.Valuation Challenges: How business brokers assist in accurately valuing your business to attract serious buyers.Marketing Your Business: Strategies brokers use to market your business confidentially and effectively.Negotiation and Deal Structuring: The role of brokers in negotiating terms and structuring deals that align with your goals.Due Diligence and Closing: Assistance provided by brokers during the due diligence phase and ensuring a smooth closing process.Call to Action:If you're considering selling your business and want to ensure a successful outcome, consult with a professional business broker to guide you through the process.

How Exit Success Lab Helps Family Businesses Grow, Transition, and ThriveOn this episode of the Inside BS Show, Dave Lorenzo breaks down the three core ways Exit Success Lab supports family-owned businesses. Whether you're trying to unlock growth, preparing to transition to the next generation, or planning a sale, Dave shares how his team guides you every step of the way. You'll also hear how Exit Success Lab coaches professionals who want to work with family businesses—and how business brokers and M&A advisors collaborate with the firm to prepare companies for market.What You’ll Discover Today:Why family businesses require a unique approach to coaching and consultingThe three specific types of support Exit Success Lab offers family business ownersHow professionals can get certified to work with family businesses through Exit Success LabWhy brokers and M&A professionals send clients to Exit Success Lab for preparationKey Topics Discussed:Growth consulting for family businessesGenerational succession planningPreparing for a strategic or financial transitionCertified coaching program for professionals serving family-owned companiesPartnerships with M&A professionals and business brokersLinks 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: If you're a family business owner, a professional looking to serve that market, or a broker with a client who needs help getting ready for a sale, call Dave Lorenzo at (305) 692-5531 to start the conversation.

Thinking about selling your business? Not so fast. In this episode of The Inside BS Show, Dave Lorenzo walks you through a comprehensive readiness assessment for business owners—especially those running family-owned companies. With decades of experience advising entrepreneurs, Dave shares the 13 critical signs that you might be ready to sell, plus the 7 warning signs that say you're not there yet.What You’ll Discover Today:Four emotional readiness questions every owner must answer before listing their businessThe importance of having a clear “what’s next” plan after exitHow to know if your business has truly outgrown youThe key operational and financial markers that increase buyer interestWhat recurring revenue, clean books, and SOPs say about your valueThe danger of customer and supplier concentrationWhy you must diversify your wealth before sellingKey Takeaways:Selling a business isn't just about the money. Emotional readiness plays a huge role.If you can leave your company for 90 days and it runs without you, you likely have a sellable asset.Buyers want predictability. Recurring revenue, systems, and tight financials are essential.Skeletons in the closet—legal, compliance, or HR—must be addressed before going to market.Whether you're selling or handing the business to the next generation, these checks still apply.Links & Resources:Watch our episode on SOPs and scaling your companyConnect with Dave: GetInsideBS.comSubscribe and Share: If you're a family business owner, advisor, or entrepreneur, hit subscribe and share this episode with someone who's on the fence about exiting.

In this powerful episode of The Inside BS Show, Dave Lorenzo and Harry Cendrowski break down the mysterious world of family offices. Whether you're a professional hoping to work with one or a business owner who's just had a liquidity event, this episode provides clarity, direction, and actionable insights.📌 Key Topics Discussed:The four types of family offices (embedded, single, multi, and virtual)Why every liquidity event over $50M should trigger a conversation about forming a family officeHow family offices provide investment discipline and lifestyle guidance post-exitThe role of the family office as a filter to manage constant investment pitchesWhat professionals need to know before approaching a family officeWhy trust is the cornerstone of every family office relationshipHow top talent is recruited and retained in high-performing family officesThe importance of being a true specialist (and not pretending to do everything)The best ways to get invited into the world of family offices without “selling”The most common advisory roles family offices hire for (tax, M&A, legal, estate planning, aviation, and more)How Cendrowski Corporate Advisors conducts operational reviews of existing family offices🔗 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📣 Call to Action:Are you working with a family business that just experienced a major liquidity event? Or are you trying to break into the world of ultra-high-net-worth advisory? This episode is your crash course in what it takes to earn trust, add value, and make a lasting impact. Reach out to Harry at Cendrowski Corporate Advisors for guidance on setting up or reviewing a family office.

5 Reasons Every Family Business Needs SOPs to Grow, Stay Safe, and Sell for MoreAre you running a family business without written Standard Operating Procedures (SOPs)? That’s a costly mistake.In this episode of The Inside BS Show, Dave Lorenzo breaks down the five powerful reasons why SOPs are critical for any family-owned company. From ensuring consistency and safety to training new team members and preparing your business for sale, SOPs aren't just paperwork—they're the blueprint for growth, freedom, and lasting value.If you’ve ever said, “Everyone already knows what to do,” this episode will change how you think about operations. You’ll learn:How SOPs improve day-to-day efficiency and protect your brandWhy SOPs are the foundation of effective training and leadership transitionsHow documented processes increase the value of your business for a future sale or successionWhether you're building a legacy or preparing to step back from daily operations, this episode is a must-watch for every family business owner.👉 Want to turn your family business into a self-sustaining investment? Connect with Dave: (305) 692-5531🎯 Subscribe for daily strategies on scaling your business and protecting your legacy. https://GetInsideBS.com

"You're not just building income — you're building impact that outlasts you."What You’ll Discover Today In this episode, Dave Lorenzo shares three essential strategies for family business owners who want to create generational wealth and leave a lasting legacy. These practical steps help ensure your business continues to thrive long after you're gone, whether it's passed to the next generation or sold for maximum value.Key Topics DiscussedWhy Legacy Matters A family business isn't just about today's income — it's about building something that lasts for generations.Step 1: Build a Leadership Bench The business must run on systems, not personalities. From frontline employees to executives, everyone needs to understand the mission and culture.Step 2: Treat the Business Like an Investment Replace yourself. Your business should generate passive income, not depend on your daily involvement.Step 3: Professionalize Governance Formal boards, family councils, and decision-making processes turn informal operations into scalable, transferable enterprises.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 Action If this episode gave you value, share it with another family business owner. Forward the link, send a text, or email the episode. Help someone else secure their legacy.

What You’ll Discover Today: In this special throwback episode from 2022, Dave Lorenzo sits down with Steven Glick, the most trusted real estate expert in the Chicagoland area. From his roots in apartment rentals to his experience as a developer and investor, Steven shares the insider strategies and hard-won lessons that have earned him a reputation as a go-to advisor in residential and commercial real estate. Whether you're buying your first home, selling a multifamily property, or looking for career advice in real estate, this episode is packed with valuable takeaways.Key Topics Discussed:Steven’s journey from apartment leasing to becoming a full-service real estate expertInsider tips for winning bidding wars, including the power of escalator clausesWhat to do when sellers demand unrealistic listing pricesWhy commercial real estate deals are driven by logic, not emotionA behind-the-scenes look at a multimillion-dollar referral that turned into a lasting relationshipHow to recover from losing a big deal—and turn disappointment into motivationSteven’s personal routine and why discipline, humor, and heart are essential in businessQuote of the Day: “Tenacity is a necessity.”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 in the Chicago area and need a real estate expert who brings deep knowledge, calm professionalism, and a consultative approach to every deal, call Steven Glick at (773) 727-7879. And don’t forget to subscribe at GetInsideBS.com for exclusive insights that help you grow your business and increase your freedom.

"If you're giving millions, treat it like an investment—because your legacy is on the line."What You’ll Discover Today:In this episode of The Inside BS Show, Dave Lorenzo sits down with Michael Cleavenger, a seasoned fundraising strategist and advisor to affluent donors, to pull back the curtain on how nonprofit organizations really work. They explore how high-net-worth individuals can contribute meaningfully and responsibly, and how to avoid common pitfalls when making large donations.Key Topics Discussed:How Michael Cleavenger raised over $260 million for the Illinois Institute of Technology and what he learned in the processThe biggest myth about nonprofit donations—and why tax benefits aren’t the main motivatorThe truth about nonprofit operations: P&L statements, executive compensation, and board oversightWhy long-term donors value relationships more than transactionsWhat major donors should demand before giving: contracts, audits, and real oversightThe pyramid strategy of fundraising—from large gifts to grassroots donationsRed flags to look for in a nonprofit’s Form 990The difference between mission-driven programs and revenue-chasing “mission creep”How naming rights work—and why they’re rarely permanentWhy some donors choose to sunset their foundations and how that affects future givingLinks 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 thinking about making a significant contribution to a nonprofit organization—or advising someone who is—listen to this episode first. Then, connect with Michael Cleavenger to ensure your legacy is protected and your impact is real.

"Referrals are free money. Why wouldn’t you build habits that bring them to you every day?"What You’ll Discover Today In this episode, Dave Lorenzo shares five timeless habits—straight from your mother’s playbook—that will help you get more referrals in B2B sales. These principles aren’t complicated, but they are powerful and often overlooked. Apply them consistently and watch your referral pipeline grow.Key Topics DiscussedWhy referrals are the easiest form of business growthDan Sullivan’s three referability habits:Show up on timeSay please and thank youDo what you say you’re going to doHow avoiding gossip builds trustWhy seeking to understand others increases credibility and likeabilityThe importance of giving referrals before asking for themTreating people with respect regardless of where they are in their career journeyLinks and ResourcesSubscribe Via Email: GetInsideBS.comListen on Spotify: Inside BS Show on SpotifyListen on Apple Podcasts: Inside BS Show on Apple PodcastsCall Us: (305) 692-5531

“Tax planning is not about saving a few dollars. It’s about protecting your investment, your relationships, and your future returns.”What You’ll Discover Today: If you're acquiring a business, tax planning might not be your first concern—but it should be. In today’s episode of The Inside BS Show, Dave Lorenzo sits down with tax expert Harry Cendrowski to explore why the buyer in a business acquisition needs to be just as focused on the seller’s tax treatment as the seller is. You’ll hear insider advice on asset vs. stock sales, depreciation strategies, IRS pitfalls, and how to avoid acquiring more than just a business—like someone else’s tax mess.Key Topics Discussed:Why buyers should care about the seller’s tax situationThe difference between asset sales and stock sales from a tax standpointDepreciation recapture and how it can affect deal structureState tax exposure and overlooked liabilities during acquisitionsBackground checks and personal tax issues that bleed into business performanceEntity structure and how it affects future acquisitionsHow bonus depreciation and tax strategy can drive ROICross-border tax considerations and the need for country-specific advisorsWhen and how to engage your tax team to avoid costly mistakesLinks 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: Before your next business acquisition, sit down with your tax advisor. The best deals are built with smart planning, not just good intentions. If you want expert guidance before—or after—you buy, give Harry a call. And if you want to make better decisions that grow your business and protect your wealth, keep tuning into The Inside BS Show.

"Nobody dreams of working for your family business. You have to show them why they should." — Dave LorenzoWhat You’ll Discover Today:Attracting top talent is one of the biggest challenges family business CEOs face. In this episode, Dave Lorenzo explains how small and midsize family-owned companies can compete with big brands and elite firms for the best people. He shares the real reasons people join startups and family businesses and the two things every CEO must offer to win great talent.Key Topics Discussed:Why most top performers overlook family businessesThe two reasons people join a family-owned companyHow to offer experiences employees can't get anywhere elseThe value of equity and ESOPs in long-term retentionWhy your vision is your biggest recruiting toolHow Exit Success Lab helps family businesses create a magnetic employment brandLinks 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:Are you a family business leader struggling to attract top talent? Call Dave at Exit Success Lab. Get a fresh perspective on how to position your business so the best people want to join and stay. Dial 305 692 5531 today.

“Do you need a coach, or do you need a consultant? Your answer could determine whether your family business grows or just survives.” - Dave LorenzoWhat You’ll Discover Today: In today’s episode of The Inside BS Show, Dave Lorenzo explains the critical difference between a family business coach and a consultant—and how selecting the wrong one could stall your company’s growth. This episode gives you a roadmap for choosing the right advisor to help scale your family business from $5 million to $100 million and beyond. Key Topics Discussed:The real difference between a coach and a consultantWhy consultants bring systems, processes, and implementation teamsHow to evaluate whether you need motivation or measurable resultsThe red flags to look for when interviewing coaches and consultantsWhy you should talk to former clients—especially the ones where things didn’t work outThe power of putting skin in the game and why real consultants offer upside participationLinks 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: Thinking about hiring a coach or consultant for your family business? Don’t leave it to chance. Make an informed choice that sets up your business—and your legacy—for the next generation. Contact Dave Lorenzo today to find out what working with a true consulting team can do for you.

"The family dynamic can either destroy your business or make it a joy to run. Governance is what tips the scale." - Dave LorenzoRunning a business with family members can be fulfilling—or a complete disaster. In this episode, Dave Lorenzo outlines the three foundational pillars of governance every family business needs to survive and thrive.Key Topics Discussed:Decision-Making StructureWhy you need a family business charterHow to assign decision-making authority based on dollar thresholdsVoting rights vs. voice in board discussionsUsing the U.S. Constitution as a metaphor for governanceDefined Roles and AccountabilityCreating job descriptions for every role—including family membersAvoiding entitlement and protecting your top non-family talentMinimum expectations and performance standardsSuccession and Continuity PlanningBuilding succession into every performance reviewThe difference between permanent succession and temporary continuityMaking sure someone is always ready to step inLinks and Resources:Subscribe for Daily Business Growth Tips: GetInsideBS.comWatch on YouTube: Inside BS Show on YouTubeListen on Spotify: Inside BS Show on SpotifyListen on Apple Podcasts: Inside BS Show on AppleCall Us: (305) 692-5531Call to Action:Running a family business doesn’t have to mean drama and dysfunction. Implement these three rules of governance and build a company that lasts for generations. Subscribe now and join Dave tomorrow at 6 a.m. for another episode of The Inside BS Show.

Would You Sell Your Family Business If You Could Avoid Capital Gains Tax?” - Dave LorenzoWhat You’ll Discover Today: Would you sell your family business if you could pay no capital gains tax, reward your employees, and preserve your legacy? In this episode of the Inside BS Show, Dave Lorenzo explores how an ESOP (Employee Stock Ownership Plan) might make that possible. It’s a compelling option for business owners with $10M+ in annual revenue and 50+ employees—and it might be the best exit you’ve never considered.Key Topics Discussed:What an ESOP is and how it worksHow family business owners can exit with zero capital gains tax under Section 1042Why ESOPs help preserve legacy and boost employee engagementWhen an ESOP makes the most sense (and when it doesn’t)The costs and complexities of setting up and managing an ESOPHow ESOPs offer flexibility for long-term transition planningA real-world story of a business owner rethinking their exit after learning about ESOPsWhy ESOPs are especially valuable when there's no clear successor in the familyThe importance of stability, cash flow, and operational independence in ESOP suitabilityDave’s call to action for family business owners to explore this underutilized exit strategyLinks 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) 692-5531Recommended Expert: Andrew Nicolai – ESOP Specialist Interview Call to Action: If your family business is doing more than $10 million in annual revenue and you’re curious about exiting without giving a big chunk to the IRS, this episode is for you. Don’t wait for a buyer to knock on your door—build your own. Reach out to Dave Lorenzo or check out the interview with ESOP expert Andrew Nicolai to take the next step.

"You don’t choose a king to run your business. You choose someone who earned the throne." – Dave LorenzoWhat You’ll Discover Today:If you're a family business CEO, this episode is essential listening. Dave Lorenzo breaks down the five critical things every family business leader must understand before creating a succession plan. From tax consequences to cultural leadership, this is not just about retirement—it’s about protecting your legacy.Key Topics Discussed:The Real Definition of Succession Planning It’s not retirement planning—it’s contingency planning. Dave explains how to build depth in every leadership role to prepare for short-term absences or permanent transitions.Why Family Ties Complicate Leadership Transitions Being family isn’t enough. The next CEO must earn the position through merit, experience, and credibility. Dave outlines what that means in a real-world family business.Culture Is a Leadership Legacy Transferring leadership also means transferring responsibility for culture. The next leader must connect deeply with the team and lead from the front.The Tax Angle You Cannot Ignore Dave emphasizes the need to engage a tax expert and estate planning attorney early. Succession has significant tax implications for you, your company, and your successor.Why Transparency Builds a Strong Bench Communication with your team is the glue that holds succession planning together. From performance reviews to role readiness, your leadership team must always know who’s next.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:Subscribe to get new episodes delivered daily.Visit GetInsideBS.com for your daily dose of business strategy and leadership insight.

“Empathy is the most important job as a business owner. Put yourself in that person's shoes and give them what they need.” – Sara NaheedyWhat You’ll Discover Today: How does a real estate lawyer become the most loved advisor in her region? Today on The Inside BS Show, hosts sit down with California real estate attorney and broker Sara Naheedy. From her early days handling massive litigation cases to her current focus on mediation and transaction work, Sara shares how empathy, personal branding, and relationship-based networking fueled her rapid growth. This conversation is packed with insights for attorneys, business owners, and real estate investors alike.Key Topics Discussed:The worst smells in professional life (and what they reveal about your past jobs)Sara’s journey from litigation to mediation—and why she left trial work behindThe power of empathy in legal practice and business developmentBuilding a law firm on values and relationships instead of traditional marketingWhy Sara got her real estate broker license—and how it gives her a competitive edgeThe pros and cons of putting investment properties in LLCsHow to approach 1031 exchanges and real estate in business exit planningAirbnb nightmares and the critical importance of permitsUsing networking (especially ProVisors) to build a national referral engineWhy reviews and visibility matter—and how one review led to co-authoring a bookBehind the scenes of her book "Stack the Legal Odds in Your Favor"What the future holds for the Nahidi Law FirmLinks and Resources:Subscribe Via Email: GetInsideBS.comListen on Spotify: Inside BS Show on SpotifyListen on Apple Podcasts: Inside BS Show on Apple PodcastsFollow Sara on LinkedIn: https://www.linkedin.com/in/saranaheedy/Sara’s Website: https://saranaheedylaw.comFollow Sara on Instagram: @saranaheedyCall to Action: If you're an attorney, a real estate investor, or a business owner who wants to build trust, credibility, and long-term client relationships, Sara's story is a blueprint worth studying. Share this episode with a friend or colleague who needs to hear how empathy and strategy can transform a law firm. And don't forget to subscribe at GetInsideBS.com for more practical business wisdom every single day.

"I was probably the only salesperson to ever get physically thrown out of a meeting by security — and it was completely my fault." - Dave LorenzoWhat You’ll Discover Today: Today on The Inside BS Show, Dave Lorenzo shares an unforgettable story about getting thrown out of a sales meeting — and how it taught him the three most important aspects of consultative sales. Learn the powerful lessons behind Message, Audience, and Delivery (MAD) so you never make the same mistake in your own sales approach.Key Topics Discussed:How Dave's over-reliance on a formal presentation cost him a major dealWhy understanding client urgency is critical in every sales meetingThe three critical aspects of consultative sales: Message, Audience, and DeliveryHow to align your sales conversation with the client's pain and timingWhy storytelling is the secret weapon for consultative selling successThe "MAD" acronym that will transform the way you approach every client conversationLinks 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 to master consultative selling and never get thrown out of a meeting like Dave did, start by understanding your client's Message, Audience, and Delivery needs. And be sure to watch the next video on Identifying Your Ideal Client — it will make applying today's lessons even easier.

“Choosing the right structure is about where you want to go, not just where you are today.” - Harry Cendrowski1. S-Corp: Overhyped and Often MisunderstoodMany business owners default to an S-Corp to save on FICA (payroll) taxes.This choice can be short-sighted, especially if the owner has not considered long-term growth, financing, or investment plans.Major downside: No tax basis for debt at the shareholder level, limiting deductions if the business borrows money.2. LLC Taxed as a Partnership: More FlexibilityPreferred by private equity investors and professional investors because:They can’t invest in S-Corps (due to shareholder restrictions).LLCs allow multiple financing rounds (Series A, B, C, D) and different classes of ownership, unlike S-Corps which can only have one class of stock.Offers options like carried interest and profit interests, which are not available in S-Corps.Easier to plan for growth, investor entry, and partial ownership sales.3. C-Corp: Strategic for Certain Growth PlansOften used when:A company may qualify for Qualified Small Business Stock (QSBS) exemptions.The business has high working capital needs and benefits from the 21% corporate tax rate (better for reinvesting profits).Sometimes elected by LLCs for C-Corp tax treatment when appropriate.When Should You Change Entity Types?Plan based on your 2 to 5-year horizon:Are you raising capital?Do you plan to sell?Are you acquiring other businesses?If you're already an S-Corp but want flexibility, set up a new LLC and transfer the assets via an F-reorganization.Act before the event happens, not when you're in the middle of a transaction.Additional Critical PointsReasonable Salary Requirement for S-Corps:S-Corp owners must pay themselves a reasonable salary before taking distributions to avoid IRS penalties.Undervaluing your salary can lead to tax issues and lower your business valuation at exit (buyers will normalize your compensation in their calculations).State Tax Risks (SALT - State and Local Taxes):Many business owners underestimate exposure to state taxes.States are aggressive about taxing services and products sold into their jurisdiction, even remotely.The Big Picture: Don’t Let Your Structure Limit Your GrowthThe wrong entity choice can:Block investors.Restrict financing flexibility.Increase tax exposure.Lower your business valuation.Choosing the right structure is about where you want to go, not just where you are today.If you'd like, I can help turn this into a LinkedIn post, email summary, or presentation. Would you like me to do that? If so, which format?

"We don’t find time—we make time. Productivity begins when you align your actions with your values."What You’ll Discover Today:Are time management and productivity the same thing? Or are they two separate disciplines that overlap? In this episode of The Inside BS Show, Dave Lorenzo interviews executive coach and leadership expert Paul Casey, who breaks down the real secret behind time management success—and it’s not what you think.Paul shares why managing your time starts with managing your values, and how to align your daily activities with what truly matters most to you. This conversation offers a fresh approach to productivity that goes beyond checklists and to-do lists.Key Topics Discussed:Time Management vs. Productivity: Why these concepts are not interchangeable—and how one leads to the other.The Power of Knowing Your Core Values: How identifying your values helps you feel productive and fulfilled.Vision-Driven Time Management: The importance of defining what success looks like for you one year from now.Make Time, Don’t Find It: Why “finding time” is a myth and how intentional goal-setting creates real progress.The Daily Preview Technique: How planning your top three priorities the night before supercharges your focus and creativity.Brainstorm While You Sleep: How your subconscious mind works on tomorrow’s tasks while you rest.Mindset Matters: Why your "why" must be bigger than your excuses if you want time management strategies to stick.Links and Resources:Subscribe Via Email: GetInsideBS.comCall Us: (305) 692-5531Call to Action:Do you feel like you’re working hard but not making progress on what matters most? It’s time to stop “finding time” and start making time. Tune into this episode and discover how to align your actions with your values—and unlock true productivity.

"You are your number one programmer. And your self-talk is the most powerful tool you have to rewire your brain for success." – Dr. Shad HelmstetterWhat You’ll Discover Today:Why success is not determined by age, but by the messages we repeat to ourselves.How neuroplasticity empowers us to reprogram our minds at any stage of life.The real difference between people who succeed and people who struggle.A step-by-step process for using self-talk to transform your mindset and results.Key Topics Discussed:The Science of NeuroplasticityYour brain has the ability to rewire itself throughout your life.Change is possible at any age through consistent repetition of positive messages.Programming from the Outside InFrom infancy, we are programmed by the words and environments around us.Messages from family, media, and life experiences shape our internal beliefs.The Power of Self-TalkSelf-talk is more than words—it’s the internal programming that drives our behaviors.Approximately 77% of the early messages we receive are negative or counterproductive.Breaking the Success ThermostatMany people unconsciously set limits on their success (their “thermostat”).Raising your success level begins with shifting these internal limits through intentional self-talk.The Five-Step Process to Reprogram Your Mind:Awareness: Recognize that you have the power to change your programming.Monitor: Spend 30 days listening carefully to your spoken and internal self-talk.Edit: Replace negative statements with positive, empowering alternatives.Listen: Use recorded self-talk sessions to reinforce new, positive programming.Practice: Consistently reinforce new patterns until they become your default thinking.The Role of Repetition and PruningNeural pathways strengthen with repetition, while unused negative pathways get pruned away.Over time, your mind defaults to the new, positive programming.Learning the Language of SuccessThinking in the language of success changes who you are, not just what you do.Success becomes a way of being, not an isolated achievement.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: Want to level up your success thermostat? Start by changing the way you talk to yourself. Monitor your self-talk for the next 30 days. What are you telling yourself—and is it setting you up to succeed?If you'd like help reprogramming your mind for success and building the life you deserve, reach out to us today.

"People don’t care about your process—they care about the outcome. Show them the baby, not the labor pains."What You’ll Discover Today:In this episode, we dive into the fundamentals of crafting copy that converts with expert copywriter Holly Fisher. Whether you're writing for your website, emails, or social media, the right words can be the difference between silence and sales. Holly shares how to focus your messaging on what truly matters to your audience—the solution and the success they desire.Key Topics Discussed:The Silent Killer of Sales: Why vague calls to action like “Learn More” or “Contact Us” aren’t enough—and what to do instead.Clarity Over Complexity: How to use a simple three-step process to make taking action feel easy and manageable for your audience.Sell the Outcome, Not the Process: Why getting into the weeds of “how” you deliver results can hurt conversions—and how to keep the focus on benefits.Balancing Truth and Motivation: When (and how) to tell clients there’s work involved without scaring them away.Building Credibility: The role of testimonials, case studies, statistics, and client success stories in making your offer believable.Creating Emotional Commitment: How to help prospects believe not just in you, but also in themselves—that they can achieve the success you’re promising.Finding the Right Voice: How to match your copy’s tone with your brand while speaking the language of your ideal client.Trial and Error in Copywriting: Why copywriting is both art and science, and the importance of testing and refining your message.Real-World Example: How Holly helped a software company triple their demo bookings by shifting their message from features to customer success.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:Are you still telling your audience how you work instead of why it works for them? Focus your message on the success your clients will experience. Want help getting your copy to do the heavy lifting? Reach out and let’s talk about how to make your message convert.

“The business you earn through strong relationships closes faster, commands higher margins, and sticks with you longer.”What You’ll Discover TodayIn this episode, Dave Lorenzo and Patrick Murphy discuss why relationship-based selling is not only more effective but also easier and more enjoyable than transactional sales. Patrick shares his personal experience as an account executive and manager at Heartland, explaining how strategic partnerships with trusted advisors like bankers and accountants lead to faster sales, stronger client retention, and higher deal margins.Key Topics DiscussedWhy Relationship Sales is Easier Than Transactional SalesReferrals open doors without the grind of cold calling.Trusted introductions lead to quicker closes and less price negotiation.Retention rates are significantly higher with referred clients.The Power of Trusted RecommendationsBusiness owners are more likely to follow the advice of their financial partners.The credibility of a banker or accountant removes friction from the sales process.Sustainable Growth Through Partnership NetworksBuilding relationships with key referral partners like web developers, insurance brokers, and bankers pays long-term dividends.Networking groups can consistently generate high-quality referrals when structured well.Reducing Wear and Tear on Sales RepsRelationship selling focuses on fewer, higher-impact meetings rather than high-volume cold calls.Maintaining a smaller, high-value portfolio of partners is more manageable and effective.Why Some Salespeople Resist Relationship-Based SellingImpatience and the lure of immediate gratification through cold calling.Relationship development takes time but produces longer-term, more stable results.The Durability of Relationships Over TimeReferrals and client relationships built years ago continue to generate business today.The long-term value of investing in trust and rapport cannot be overstated.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 ActionIf you're still grinding it out cold calling and door knocking, consider shifting your approach. Build relationships today that your future self will thank you for tomorrow. Start connecting with professionals who share your ideal clients—and watch how your sales cycle shortens, your margins increase, and your client retention improves.

“Make the content the star — the relationships will follow.” -Dave LorenzoWhat You’ll Discover Today:In this episode, Tim Fitzpatrick shares the secret to turning your networking and content strategy into a powerful engine for business growth. You’ll learn why the best networking isn’t about lunch meetings or rubber chicken dinners — it’s about sharing valuable conversations at scale. Whether you’re a CPA, attorney, consultant, or coach, this approach can help you deepen relationships and attract the right clients — without feeling like you’re selling.Key Topics Discussed:The Foundation of Effective Content Creation: Why your content needs to align with the medium you enjoy most — whether that’s writing, video, or audio.The Easiest Way to Find Content Ideas: How to mine your inbox, client questions, and online communities for the topics your audience actually cares about.Leveraging Networking Time for Maximum ROI: Why focusing on referral partners and strategic alliances beats random networking events — and how to identify the best partners.The Power of Content-Based Networking: How podcast interviews and video conversations can replace traditional networking while deepening your connections.Podcasting as a Prospecting Tool (Without the Hard Sell): Why inviting prospective clients onto your show is one of the smartest ways to start a relationship — and how to follow up without pitching.Repurposing Made Simple: How to get more mileage from your content — even if you don’t have a big team. Tips on turning one video into blog posts, quote cards, shorts, and social media clips.Learning and Business Growth Through Interviewing: Why guest interviews aren’t just great content — they’re also a source of new ideas, insights, and long-term business opportunities.Links and Resources:Rialto Marketing Website: https://www.rialtomarketing.comSubscribe 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:Stop wasting time on random networking that drains your energy and your calendar. Start making your conversations count. Whether it’s a podcast, video series, or written Q&A, put your content to work for you — and watch the relationships (and business) follow.

On this episode of the Inside BS Show, Dave Lorenzo welcomes Harry Cendrowski of Cendrowski Corporate Advisors for a candid conversation about the unique dynamics of family-owned businesses. Whether you’re advising one or running one, you’ll walk away with actionable insights on succession planning, governance, tax strategies, and how to protect both the business and the family legacy.Key Topics Discussed:What defines a family business and why the dynamics are so differentThe pros and cons of keeping the business “in the family”Why generational transitions often fail—and how to prevent itThe psychological barriers to succession planning (and how to overcome them)How to deal with internal conflicts and favoritism among family membersWhen and how to bring in outside leadershipThe secret to preparing the next generation for successHow family dynamics affect business valuation and sale readinessStructuring a deal when not everyone in the family agreesCommon tax and estate planning mistakes—and how to avoid themHow Cendrowski Corporate Advisors helps family businesses plan for long-term successLinks and Resources: Subscribe Via Email: http://GetInsideBS.com Listen on Spotify: https://open.spotify.com/show/4TBA Listen on Apple Podcasts: https://podcasts.apple.com/us/podcast/the-inside-bs-show-with-dave-lorenzo/id1538611447 Call Us: (305) 692-5531Call to Action: If you’re working in or advising a family-owned business, now is the time to prepare for the future. Get in touch with Harry Cendrowski and his team at Cendrowski Corporate Advisors at 866-717-1607 to discuss tax strategies, succession planning, or business valuation. They’ve helped hundreds of businesses across North America—yours could be next.

“Don’t do anything you can’t measure. Everything must be measurable.” - Dave LorenzoWhat You’ll Discover Today:The 6 essential stages of consultative sellingA free gift that simplifies and personalizes your sales strategyThe one big mistake to avoid in your sales processKey Topics Discussed:Have a System Use the Revenue Roadmap as your framework for consultative selling.Identify Your Ideal Client Learn who they are, where they go, and why they choose to work with you.Find Clients in Groups Discover how to locate prospects through associations, media, and community.Target Those Groups Use direct outreach, speaking engagements, and social media to reach them repeatedly.Nurture and Follow Up Build trust with consistent value: weekly emails and monthly printed letters.Create a Gateway Offering Offer a low-risk entry point to let clients sample your brilliance.BONUS: The One Thing Never to Do Never run any marketing or sales tactic that isn’t trackable or measurable.Links and Resources:Free Gift from Dave: GetInsideBS.com Download the Revenue Roadmap – your complete guide to consultative sellingSubscribe 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:✅ Download the Revenue Roadmap and follow along.✅ Customize it for your business by answering the questions inside.✅ And never forget: Measure everything.

“Why Is Accountability Important for Successful Leadership?” Accountability is the foundation for all personal and professional success. Don Markland argues that accountability is not just about being called out when things go wrong — it’s about owning all your decisions, both good and bad, and using that ownership to drive growth.Framework Introduced: The Four C’s of AccountabilityThis is the core framework of the talk, built on two preliminary rules.Two Ground Rules:Accountability always starts with me. You can’t hold others accountable unless you first hold yourself accountable.There is no ego in accountability. Anyone can hold you accountable. Don compares this to baseball — a strike is a strike, no matter who calls it.The Four C’s:Critique SuccessDon’t get complacent.Always ask: “How can I improve?”Prevents stagnation and builds a mindset of continuous growth.Correct FailureFailure is a signal, not a verdict.Diagnose poor decisions and fix the process.Encourages healthy risk-taking and experimentation.Celebrate GrowthGrowth, not success, is the real achievement.Hard choices and resilience deserve celebration.Avoid rewarding mere competence, which breeds entitlement.Crush MediocrityTreat mediocrity like a Florida cockroach — destroy it.Don’t tolerate small compromises; they multiply.This is about decisiveness, discipline, and standards.Application in Real Life:Personal Transformation:Don describes his own transformation: overweight, workaholic, and disconnected from family → successful, healthier, more present.Triggered by a moment of personal frustration and realizing he lacked clarity and accountability.Business and Leadership:His leadership improved.His team became more productive.His business grew when he embraced accountability.The Role of an Accountability Partner:Definition: A person who pushes you to stay on track when emotions and frustration cloud judgment.Traits:Should not be your clone.Must challenge you, make you uncomfortable.Helps you move from complaint to solution.Don’s example: his wife during a low point and now his coach, Greg (a gruff ex-military man, his opposite in every way).Notable Quotes:“Accountability is the glue that ties commitment to results.”“If you can’t do what you say you’re going to do, then why in the heck are you trying anything else?”“Only call me when you’re going to talk about the solution — otherwise, you are the problem.”Key Takeaways for Leaders:Accountability is always positive. It's not punishment; it’s empowerment.Growth comes from discomfort. Seek accountability from those who will push you outside your comfort zone.Create deliberate systems. Use the Four C’s to guide your leadership, hiring, coaching, and performance management.

“Stop focusing on single transactions. Start focusing on the relationship.” - Dave LorenzoIn this episode of The Inside BS Show, Dave Lorenzo shares a powerful mindset shift that transformed his business: Stop chasing short-term wins. Start building long-term client value.Dave shares a real story about how a single engagement turned into a million-dollar relationship—all because he focused on Client Lifetime Value (CLV) instead of transactional revenue.This episode is a step-by-step guide for professionals who want to grow deep, lasting client relationships that lead to repeat business, strong referrals, and consistent income.What You’ll Learn Today: – Why transactional thinking holds you back – How to spot long-term value in your client base – A real-world example of turning a “no” into a million-dollar client – How to build client loyalty through constant value – The 5 steps to shift your thinking and boost your revenueKey Topics Discussed:What Client Lifetime Value really means in B2BThe story of the Business Development Academy challengeHow Dave’s method outperformed “off-the-shelf” solutionsExamples for Financial Advisors, HR Consultants, and Estate Planning AttorneysWhat you can do today to shift from transactions to relationshipsCall to Action: Make a list of your five best clients. Ask yourself: “How can I help them grow next?” Then pick up the phone. That’s how value starts.Links and Resources: 🔗 Subscribe via email: GetInsideBS.com 🎧 Listen on Spotify: Inside BS Show 🎧 Listen on Apple Podcasts: Inside BS Show 📞 Call us: (305) 692-5531If this episode made a light bulb go off for you, drop a "hey now" in the comments or share it with someone who needs to hear it.

What You’ll Discover Today: This episode of the Inside BS Show is your front-row seat to the world of securities law and going public. If you're thinking of raising capital, selling equity in your company, or even dreaming of an IPO, this conversation with attorney and former CEO Jim Dodrill is a must-listen. Jim shares war stories, legal landmines, and the straight truth about what it takes to raise capital the right way.Key Topics Discussed:What actually counts as a “security”—it’s way more than stockWhy you need to involve a securities attorney before raising any money (even from family)The shocking true story of a company that issued more stock than it was legally authorized to sellThe difference between a private placement and an IPO—and which is right for youWhat happens during SEC review (and how long it really takes)Why business owners get in trouble with “finders fees” and unlicensed brokersWhat role an ESOP can play in an IPO or exitWhen raising money privately can go very wrong—and how to avoid fines, rescission rights, or even criminal chargesWhat it really takes to go public—including time, money, and emotional staminaWhy thinking about your exit strategy on Day One is the best insurance policy you can haveQuote of the Episode: “Time kills deals. And if you don’t get your legal foundation in place early, you might not just lose the deal—you could lose everything.”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 Jim Dodrill: [email protected] | www.jimdodrill.comCall to Action: Thinking of raising capital, selling your company, or launching a private offering? Don’t guess—get guidance. Reach out to Jim Dodrill before you make a move. And if you found this episode helpful, share it with a fellow business owner who might need it!

“I discovered that If my body could create the panic, it could also stop it.” -Dave LorenzoThis episode is deeply personal. Back in 2021, for the first time publicly, Dave Lorenzo shared his own experience with anxiety and panic attacks — what triggered them, how they affected him, and what he’s done to take back control.If you’ve ever felt overwhelmed, frozen, or unable to breathe because of anxiety or panic, this episode is for you. Dave opens up about what it was like to experience these feelings in the aftermath of personal and professional trauma — and how a therapist helped him learn to manage and even overcome them without medication.He’s joined by Karol Ward, a licensed therapist and performance coach, who provides practical, proven strategies to reduce anxiety, ground yourself, and build lasting self-esteem.Key Topics Discussed:Dave’s personal story: anxiety, shame, and trauma after a failed marriage and 9/11The surprising power of trying to induce a panic attack to gain control over itHow your nervous system can become overloaded — and how to calm itGrounding techniques that work instantly (even in high-stress environments)The role of breathing, muscle relaxation, and awareness in managing panicWhy remembering past success helps you perform better under pressureHow to train your self-esteem to match your goals — and boost your earning potentialThe difference between confidence-building and confidence-boosting actionsWhy who you surround yourself with determines how far you can goLinks 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 this conversation resonates with you — or you know someone who’s struggling — share it. You might help someone discover that they’re not broken. And there’s a way through it.

"You're out of your freaking mind if you try to do this yourself." – Dave LorenzoWhat You’ll Discover Today:Why raising capital without legal help could land you in serious troubleThe myth of the “finder’s fee” and how it could kill your deal—or worseHow regulatory violations can come back to haunt you, even years laterWhat smart lawyers look for when reviewing your capital raiseThe legal and financial risks of unlicensed capital-raising activitiesKey Topics Discussed:The extreme risks involved in handling capital raises without experienced legal counselWhy “finder’s fees” are illegal unless paid to a licensed broker-dealerHow improper fundraising methods can trigger criminal and civil penaltiesReal-world examples of deals unraveling during M&A due diligenceThe permanent nature of securities violations—and how they can resurface years laterHow unlicensed intermediaries can endanger the company, the officers, and themselvesThe role of attorneys in spotting and reporting securities violationsThe time-costly process of correcting capital-raising mistakes—and how it can kill your exitLinks 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 Action:Thinking about raising capital for your business? Don’t make the mistake that could ruin your exit. Before you talk to investors, talk to your lawyer—and listen to this episode first.

"If you don’t stay on top of your cash flow, you're not going to be in business very long." — Harry CendrowskiWhat You’ll Discover Today:Why cash flow—not profit—is the lifeblood of your businessThe most common cash flow mistakes and how to avoid themStrategies for improving cash flow, even during economic downturnsKey Topics Discussed:What Cash Flow Really Means: It’s not just about your profit—it’s about what comes in and what goes out on a daily basis.The Danger of Not Enforcing Contracts: Letting clients pay late can cause a cascade of issues that erode profitability and trust.Creative Cash Flow Solutions: From upfront deposits to progress payments, learn how to make your revenue stream more predictable.Surviving Economic Uncertainty: Use tools like a 13-week rolling cash flow forecast to stay agile and ready.Access to Capital: Set up credit lines before you need them—don’t wait for a downturn to start planning.Service vs. Product-Based Businesses: Cash flow dynamics differ, and your strategy should too.Handling Seasonality: Smart cash planning and inventory management can mean the difference between feast or famine.Critical Metrics to Watch: Track your receivables, job count, and industry-specific KPIs to assess cash health.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 business owner facing cash flow challenges—or just want to tighten up your financial discipline—reach out to Harry Cendrowski at (866) 717-1607. Don’t wait until the storm hits to build your financial shelter.

“Don’t measure success—measure rejection. The more you’re willing to be told no, the closer you are to a yes.” - Angel RiboWhat You’ll Discover Today:In this episode, Angel Ribo shares the mindset and practical tactics that have helped him consistently land meetings with high-level executives. If you've ever struggled to get in front of a decision-maker, this conversation will reset your approach and give you a human-first strategy that works.Key Topics Discussed:Why authenticity beats slick scripts when approaching CEOsThe power of being in the moment with gatekeepersHow Friday afternoons can be a secret weapon in cold outreachWhy CEOs respond better to connection than to pitchingThe one metric you should use to measure your outreach success (hint: it’s not success)How self-awareness, mindset, and even spirituality play into business relationshipsWhy referral-based trust is only the first step—CEOs still do their own due diligenceWhy now is the best time to reconnect and offer an outside perspectiveLinks 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:Try this: Reach out to one CEO this week. Be yourself. Reference something specific and timely. Then, no matter the result, measure how many calls it takes to get rejected. Reframe your success—and you’ll start seeing better results.

“You’re either growing or you’re dying.” — Dave LorenzoWhat You’ll Discover Today:In this Q&A episode, Dave Lorenzo answers five insightful questions from Inside BS subscribers. From why his company is called Exit Success Lab to how he works with family offices, Dave delivers strategic advice, real-world examples, and a clear roadmap for business growth and profitability.Key Topics Discussed:Why “Exit Success Lab” focuses on growthThe name is about defining a destination—every business needs one.Growth is essential whether you sell or pass your business to the next generation.Revenue vs. Profit: Which matters more?Buyers don’t pay for revenue—they pay for profit.Dave breaks down a real-world example to show how doubling profit can double exit value.Three ways Exit Success Lab works with clientsMasters Program – For $5M+ revenue businesses to build value and accountability.Exit Consulting – Preparing owners for a profitable business sale.Advisor Certification – For professionals who want to serve high-value clients.Why Dave focuses on family businessesMost small businesses are family-run.Even partnerships under $5M in revenue benefit from Exit Success Lab’s monthly seminars.How and why Dave works with family officesThey are the future of private equity.Family offices buy businesses and need expert support to manage post-exit wealth.Links and Resources:Subscribe via Email: GetInsideBS.comSpotify: Inside BS Show on SpotifyApple Podcasts: Inside BS Show on Apple PodcastsCall Us: (305) 692-5531Call to Action:Want Dave to answer your question on the show? Join the daily email at GetInsideBS.com and reply with your question. You just might hear it on a future episode.

"If you pass half-hearted referrals, you’ll get half-hearted referrals in return." - Dave LorenzoWhat You’ll Discover Today:Why great work isn’t enough to earn referralsHow to condition your clients to expect referral requestsThe secret scripts that make asking for referrals easyWhy follow-up is the magic multiplier for referralsHow to build a referral ecosystem that grows itselfKey Topics Discussed:The 5 Reasons You’re Not Getting ReferralsPeople don’t know you want themThey don’t know who or how to referThey don’t know why they shouldAnd most importantly—they forgetScripts That WorkThe “Thank You” script for all email footers“Can I ask you for a favor?”—the soft open that trains clients to referThe Gratitude Script: “You’re welcome. I know you’d do the same for me.” (And then… silence)When to AskAt engagementAt midpoint (especially when sharing good news)At close of the relationshipDuring consistent follow-upReferral ResearchBuild an avatar of your best clientKnow where they go, who they know, and what they readUse memory joggers to uncover referral opportunities hidden in small talkGive to GetRefer first. Show people how you make introductions.Always ask both parties before making a connectionTeach others how to refer you by modeling thorough, thoughtful introductionsThe Follow-Up FormulaThank them—every timeGive a gift (not a bribe—a reinforcement)Add them to your ongoing communicationsQuarterly FaceTime with your top 10–20%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) 692-5531Call to Action:Start conditioning your clients to refer you today. Pick one client, use the "Can I ask you a favor?" script, and test it. Then build your memory jogger and start listening closely—referrals are hiding in every conversation.

“You don’t want boardroom conflict becoming kitchen table drama.” – Dave LorenzoWhat You’ll Discover Today:In today’s episode of The Inside BS Show, Dave Lorenzo breaks down the five biggest challenges facing family businesses. These insights come directly from his work with family business owners, family offices, and top Vistage Chairs across the country.Key Topics Discussed:Succession Planning: Why every function needs a clear line of succession—and how to build one without family friction.Family Conflicts and Governance: How to separate emotional family dynamics from boardroom decisions.Professionalizing the Business: The role of systems, SOPs, and consultants in making your business easier to run and more valuable.Wealth Transition and Estate Planning: Why successful families should consider a family office to manage, protect, and transition wealth.Balancing Legacy with Innovation: How to preserve your family’s name while bringing in outside talent and staying competitive.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:Want an invite to our next Family Business Zoom Session or our upcoming live conference? Sign up now at GetInsideBS.com to get on the list. That’s where the real breakthroughs happen.

"It's not the punch in the gut that knocks you out. It's the belief that you can't recover from it." – Dave LorenzoWhat You’ll Discover Today:Why resilience is the #1 entrepreneurial skillHow a tough baseball moment turned into a life lessonWhat to do when criticism feels personalThe truth about rejection in businessHow to recognize the beginning of a comebackKey Topics Discussed:A personal story about Dave’s son, baseball, and the sting of unfair criticismThe role of perspective in handling adversityWhy rejection isn’t always about you—and how to not take it personallyThe mindset shift from “this is the end” to “this is my comeback”How to deal with financial failure and the people who abandon youWhy the people who stick with you in tough times are your greatest assetCold calling confidence: reframing rejection into offering helpA powerful reminder: There’s always another game tomorrowLinks and ResourcesSubscribe Via Email: GetInsideBS.com (Daily updates + exclusive monthly invites to live events)Listen on Spotify: Inside BS Show on SpotifyListen on Apple Podcasts: Inside BS Show on Apple PodcastsCall Us: (305) 692-5531Call to ActionIf you're in a tough spot right now, know this: You're not alone. Dave’s been there—twice. Listen to this episode and remember that every entrepreneur gets knocked down. The real question is: Will you get back up? There’s another game tomorrow.

“AI is only as powerful as the critical thinking you apply to it. Combine it with real-world context, and you become unstoppable.” – Hema DeyWhat You’ll Discover Today:How AI influences the entire business development process—from SEO to salesThe role of content in surfacing your business through AI-powered searchWhy understanding macroeconomic context matters when crafting contentThe best types of content converting today: Long videos and blogsHow to break down content into snackable insights that lead to conversionsThe importance of human capital and specialized skills when using AI in marketingWhy sales and marketing need to work as one team—no more finger-pointingKey metrics to monitor in ad spend: CPC and ROASKey Topics Discussed:AI as a guide for idea generation and problem discoveryStrategic content creation for industries like law and manufacturingThe impact of current events on trust-building with prospectsUsing AI to stay agile with messaging and adapt in real-timeEliminating wasteful marketing habits and misaligned rolesOptimizing advertising efforts to avoid budget drainsSales-driven content creation informed by frontline experienceLinks 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 align your marketing and sales with AI-powered insights, tune in to this episode and learn how to streamline lead generation and conversion—today.

“Even if you hate people, these will work for you.” – Dave LorenzoWhat You’ll Discover Today:If networking feels draining or intimidating, this episode of The Inside BS Show is your secret weapon. Dave Lorenzo shares three foolproof techniques any introvert can use to start a conversation at a networking event—and build relationships that deliver business and personal growth.Key Topics Discussed:🧍‍♂️ The Buddy System: Bring a confident friend and use a strategic introduction to break the ice.🏷️ Name Tag Intel: Use the check-in table to discover who’s most interesting in the room—and why.💬 The Vulnerability Opener: Approach someone standing alone and share your discomfort to spark genuine connection.Dave also shares a personal story about flying to a 300-person networking event in Chicago where he knew no one—and how these same tactics helped him forge lifelong relationships.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) 692-5531Call to Action:If you’re an introvert prepping for your next networking event, these strategies are a must-try. Try just one, and you might find yourself making your next best friend—or your next best deal.

“People are dying to be told where to go, what to do, and how they can be more helpful, more effective, and live a better life. People just want guidance.” - Dave LorenzoWhat You’ll Discover TodayIn this episode, Dave Lorenzo shares the three essential qualities that every effective and inspiring business leader must master—especially during uncertain times. Broadcasting from Las Vegas, Dave explains how clarity, calm confidence, and joy can shape your leadership and magnetically attract others to follow your vision.Key Topics DiscussedClarity: Why it starts with knowing your personal goals and aligning daily actions with them.Calm Confidence: How being a steady, reassuring presence makes you a natural leader—no solutions needed, just support.Joy: Why bringing happiness and lightness into people's lives makes you irresistible as a leader—and how it boosts connection and followership.Daily Execution: Dave’s three-step focus routine to maintain alignment with long-term objectives.Broader Responsibility: How leaders influence clients, teams, strategic partners—and even the community.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 ActionWant to join Dave for live events and get early access to exclusive content? Go to GetInsideBS.com and opt-in to receive daily emails with insider invitations and valuable insights.

“You don’t need a new website. You need a strategy.” What You’ll Discover Today:If you’re tired of being dependent on Google to bring in new business, this episode will change how you think about marketing and client acquisition. Hema shares her “SEO to Sales” framework, explains why buyer intent is now more important than keyword stuffing, and reveals how empathy, AI, and strategy come together to help business owners attract their ideal clients without chasing vanity metrics.Key Topics Discussed:Why traditional SEO doesn't work anymoreHow AI and buyer intent are changing digital marketingWhy marketers should start with profit centers and target audience analysisThe power of empathy and strategic thinking in client acquisitionGenerational shifts in buyer behavior and what that means for marketing todayThe importance of answering phone calls and handling leads effectivelyLinks 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) 692-5531Tune in now and learn how to shift from SEO tactics to client-magnet strategies.

“What’s good for a sale is good for the day-to-day operation of a business overall.” - Dave LorenzoWhat You’ll Discover Today:On this episode of The Inside BS Show, Dave Lorenzo breaks down the three distinct mindsets that shape the trajectory of every business owner. Whether you're grinding solo, running a team, or building an empire, your mindset determines your growth ceiling — and your exit potential. This episode is a roadmap to help you shift from doing everything yourself to thinking like an investor.Key Topics Discussed:The Job Mindset: Why solopreneurs and founder-driven businesses rarely break $1 million in revenue — and how to start shifting out of this trap.The Ownership Mindset: The phase where you’ve hired key players, but you're still the hub. Learn how to structure for scale and prepare for a potential sale.The Investor Mindset: The ultimate evolution of a business owner — building a company that runs without you and is positioned to sell at a premium. Discover how to hire aspirational talent that pushes your business well beyond its current capabilities.Why Selling Should Always Be an Option: Even if you never plan to sell, building with a sale in mind increases value, efficiency, and freedom.The Talent Multiplier: Why you should hire people who are bigger than your business — and how that investment pays off exponentially.Links and Resources:Subscribe via Email for Daily Updates & Exclusive Events: 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, it’s time to think like an investor. Subscribe at GetInsideBS.com and never miss a live show, event invite, or episode drop. Want help shifting your mindset or building a team that can take your company to the next level? Reach out. Let’s make your business work for you — not because of you.

“Your follow-up system is your competitive advantage—it tells people you’re thorough, thoughtful, and trustworthy.” - Dave Lorenzo Today, Dave Lorenzo shares a powerful five-step follow-up process that turns casual conversations into concrete business relationships. If you're wondering what to do after a business development meeting to stand out and win more deals, this is your blueprint. These steps show your attention to detail, differentiate you from the competition, and help you build long-term value through thoughtful relationship management.Missed yesterday’s episode on qualifying prospects? https://share.transistor.fm/s/26330ca0What You’ll Discover Today:Why recording your meetings (with permission!) gives you an edge.How to leverage AI tools to streamline follow-up.The importance of handwritten notes in a digital world.Why connecting your prospect with a referral source makes you unforgettable.How great follow-up leads to win-win-win outcomes for everyone involved.Key Topics Discussed:[01:00] Step 1: Record your meeting (and how to ask for permission)[03:15] Step 2: Use AI to transcribe, summarize, and craft an action-item email[05:00] Step 3: Send a handwritten note—why it matters[06:45] Step 4: Connect them with someone who can do business with them[08:10] Step 5: Follow up with both parties to close the loop[10:00] A real-world story of how this follow-up process helped two businesses connect and thrive[13:00] Why doing this—even when it leads to nothing—still pays off long-term🔗 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📣 Call to Action:If you’re serious about improving your follow-up game and want to close more deals while standing out from your competitors, start using this five-step process today. 👉 Don’t forget to subscribe and share this episode with someone who needs a better follow-up system!Let me know if you’d like this adapted into a LinkedIn post or formatted for your podcast website too.

"The worst clients you’ll ever have are the ones who should never have been clients in the first place." — Dave LorenzoWhat You’ll Discover Today:If you’ve ever felt like you're wasting your time with prospects who just don’t get it—or worse, end up becoming frustrating clients—this episode is for you. Dave walks you through the exact system to qualify clients before they take up your time, your energy, and your sanity.Key Topics Discussed:The Two Disastrous Consequences of Speaking to the Wrong PeopleTime wasted on unqualified prospectsEmotional drain from the wrong clients who do sign onThe 3-Step Qualification ProcessDo they have a problem you can solve?If not, refer them and move on quickly.Are they the decision maker?Ask three times, in three different ways, to uncover the full picture.Do they have money to afford your services?Ask about budget. Don’t dance around the topic.The Bonus 4th Element: UrgencyWhy now? What happens if they don’t solve this?Urgency is a key indicator of whether they’ll take action or stall.Follow-Up and TimingWhen urgency is missing but fit is good, follow-up becomes critical.Tune in to tomorrow’s episode for strategies on staying top-of-mind.Links and Resources:Subscribe via Email for Daily Updates & Livestream Access: GetInsideBS.comListen on Spotify: Inside BS Show on SpotifyListen on Apple Podcasts: Inside BS Show on Apple PodcastsCall Us: (305) 692-5531Call to Action:Go to GetInsideBS.com right now and sign up for the daily email. That’s where we’ll announce livestreams and give you the inside scoop on everything Dave’s dropping next.

“You have to innovate faster than people can copy you.” – Dave LorenzoWhat You’ll Discover Today:In this historic episode of The Inside BS Show, Dave Lorenzo goes live on LinkedIn for the first time — and appropriately, the topic is innovation.After 764 episodes of polished, pre-recorded content, Dave pulls back the curtain and demonstrates the value of experimentation in real time.This episode is both a conversation and a case study in taking risks, trying something new, and showing your audience that you're willing to grow alongside them.Key Topics Discussed:Why innovation is essential in every aspect of businessHow to embrace discomfort as a driver of growthThe power of experimentation in marketing and brandingWhy Dave chose LinkedIn Live as the next evolution of The Inside BS ShowA few laughs (and April Fool's nods) along the wayLinks and Resources:Subscribe Via Email: GetInsideBS.com Listen on Spotify: Inside BS Show on Spotify Listen on Apple Podcasts: Inside BS Show on Apple PodcastsCall Us: (305) 692-5531Call to Action:What’s one thing you’ve been thinking about doing that feels a little risky?

“If I get to 3 o’clock and I haven’t talked to a client, a prospect, or a center of influence… I find someone to call. That’s how I stay connected.” - Mike GalvezWhat You’ll Discover Today:In this episode of the Inside BS Show, we sit down with a seasoned Business Development Manager who shares a practical, experience-based approach to making networking part of your daily routine. From leveraging ProVisors to balancing professional commitments with authentic relationships, this conversation offers a behind-the-scenes look at how powerful connections are built and maintained.Key Topics Discussed:How to treat networking as a scheduled priority, not an afterthoughtWhy daily interactions with clients, prospects, and centers of influence are essentialThe dual role of ProVisors as a referral source and social circleHow casual events like lunches and baseball games can drive meaningful businessThe role of vulnerability and authenticity in building trustWhy a little “fear of missing out” can actually help you build stronger relationshipsWhether you're a business development pro or just beginning to build your network, this episode is packed with ideas you can use right away.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

“If an evangelist gives you one referral, they can give you ten. Referrals are like roaches—there’s never just one.” - Dave LorenzoWhat You’ll Discover Today:In this powerful session, Dave Lorenzo shares his step-by-step process for leveraging relationships with evangelists to drive a steady stream of referrals. Whether you're a lawyer, CPA, or professional service provider, you'll learn how to activate your referral network and build a business development engine.Key Topics Discussed:Evangelists vs. Clients: Understand the difference and why evangelists (those who refer without having used your services) are critical to your growth.The Six Pillars of the Referral Maximizer:Identifying and Engaging EvangelistsInside Referrals (Industry Peers)Maximizing Group MembershipsBuilding a Referral TeamLeveraging Vendors as Referral SourcesReinforcing Referral BehaviorHow to Spot a Potential Evangelist: Learn what to listen for in conversations to identify someone who may become a strong referral source.Training Your Evangelists: Discover how to give them the tools they need, like “listen-fors,” ideal client profiles, and mini case studies.Creating Industry Referrals: Specialization, teaching, leadership roles, and legitimate certifications make you referable within your profession.Avoiding Ego Traps: Not all awards and “recognitions” are created equal. Dave explains how to distinguish real status from vanity.Referral Team Basics: From CPAs to community bankers, build a team of allies whose success is linked to yours.Using Vendors as Secret Weapons: How to train and engage your vendors to bring you business—and why paying them on time is part of the strategy.Referral Reinforcement: Show appreciation the right way. From handwritten notes to “of the month” gifts, Dave shares smart, scalable ways to say thanks.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:Are you maximizing your referrals? Start by identifying one evangelist and giving them the tools to refer you effectively. Then, follow Dave’s playbook to scale your efforts and watch your referral pipeline explode.

"You're here to do your best work—and high-end clients let you do that." - Dave LorenzoWhat You’ll Discover Today:In this episode, Dave Lorenzo—the Godfather of Growth—breaks down a powerful strategy that can transform your business and your life: focusing on high-end clients. If you're tired of chasing small deals and ready to make a bigger impact, this episode is your blueprint.Dave reveals five compelling reasons why serving high-end clients elevates your income, reputation, daily work, and peace of mind—complete with real-world examples that show exactly how this shift plays out.Key Topics Discussed:Higher Revenue per Engagement: Work less, earn more, and add deep value.Greater Appreciation for Your Value: No more fee battles—just trust and respect.Stronger Referrals and Better Networks: One high-end client opens elite-level doors.More Strategic Work, Less Tactics: Step into the role of trusted advisor and architect of growth.Fewer Headaches, More Professionalism: Get your time and sanity back.Whether you’re a consultant, attorney, fractional executive, or coach—this episode will help you reframe your client strategy for higher income and deeper impact.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 ready to attract higher-paying clients, reclaim your time, and elevate your business strategy.