Inside BS 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 up

Call 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 okay
• The fastest way for CPAs to generate referrals without selling
• How to build a valuable, referral-generating email list from scratch
• The one-sentence sales close that changes everything
• What sets high-value professionals apart (hint: it’s not technical skill)
• How to use trust, credibility, and believability to eliminate price resistance
• Why you should become the “Mercedes” of accounting services—not the Camry

Key Topics Discussed:

• Sales mindset reframe for professionals
• Email outreach as a consistent referral engine
• How to offer value before asking for business
• Building thought leadership through public speaking and publishing
• The role of letters of recommendation in closing deals
• Navigating the pricing conversation with confidence
• Podcasting as a platform for visibility and credibility

Call 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 Today

1. Why “selling is helping” changes everything
2. How self-esteem drives pricing—and how to raise both
3. Building a shock-and-awe referral kit that lands premium projects
4. Using videos and webinars to attract ideal clients
5. When and how to discount without devaluing your work

Key Topics Discussed

• Mindset shift from fear of selling to confident service
• Setting fees at least ten percent higher than comfort level
• Selecting and nurturing top-tier referral sources
• Structuring Zoom intro calls and follow-up packets
• Education marketing for designers
• Hiring a business manager to negotiate on your behalf
• Strategic 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 Today

• Why shifting from “closing” to “helping” erases the fear of rejection
• The four qualifiers every prospect must meet: problem, budget, authority, urgency
• How small “tastes” of value warm up high-fee prospects
• Why your income ceiling is limited only by your imagination and the number of people you help

Key Topics Discussed

• The 60 Second Sale concept and the famous pen example
• Reframing rejection and shame in sales
• Building an external orientation and true empathy
• Offering alternatives to move “not now” prospects forward
• Using the four-part qualification test to protect your time
• Attitude, purpose, and the mindset that drives long-term success
• Dave’s 60-day, five-million-dollar consulting win and its lesson for every salesperson
• Maximizing lifetime client value by solving new problems as they arise

Call Us
(305) 692-5531

Call 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 Today

• Why treating your business like an investment forces smarter decisions and bigger distributions
• How rock solid succession and contingency plans slash risk and boost buyer confidence
• The simple shift to recurring revenue that can double valuation in eighteen months

Key Topics Discussed

• Internal vs external exit options: management buyouts, ESOPs, employee ownership trusts, strategic and financial sales
• Building succession into every performance review: one third teaching the next person, one third self development, one third today’s KPIs
• Removing key person risk with job descriptions and SOPs generated quickly with AI
• Cleaning financials and moving to accrual accounting to make diligence painless
• Recurring revenue models that transform quality of earnings and lift EBITDA multiples
• Real 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 priorities

Call 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 back
• The difference between style and structure in the sales process
• How promoting top salespeople to managers often backfires
• Creating two separate career tracks—one for managers, one for producers
• Why onboarding is the most profitable moment in the sales cycle
• A real-world story of a car salesman who generated nine sales by following up and staying connected
• How asking “Why is this important to you personally?” creates trust and deepens relationships
• A 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:

1. Why branding is actually about serving—not showcasing—yourself
2. The #1 reason most lead generation campaigns fail
3. How to use LinkedIn to reverse-engineer your network and dominate B2B marketing
4. The difference between content that converts and content that gets likes
5. Why Kait built a “done-with-you” model to help busy founders get visible

Key Topics Discussed:

• Kait’s origin story and lessons from high-pressure M&A environments
• How personal branding impacts corporate brand equity
• Why 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 content
• The biggest fears professionals have about putting themselves online
• The exact onboarding process Kait uses to map client avatars
• When to accept LinkedIn connections—and when not to
• Platform selection for B2B vs. B2C (LinkedIn vs. Facebook/Instagram)
• When retargeting with Facebook/Instagram ads makes sense
• The importance of niche focus and intentionality across platforms

Three Takeaways from Kait LeDonne:

1. 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.
2. Consistency beats gimmicks. Don’t waste time searching for the magic post. A predictable, audience-specific message delivered regularly builds authority and leads.
3. 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 entrepreneurship
• What to do when burnout hijacks your career
• How to uncover what you don’t want—and use that to find your next move
• The surprising power of rest and self-forgiveness
• How writing Midlife Wisdom became her platform
• Turning your story into a business
• Behind the scenes: Her art featured on Orange Is the New Black
• Business advice for creative professionals and Etsy sellers
• The importance of learning marketing, SEO, and business development as a creator

Links and Resources:

• Susan Sharp’s Website: asharpdifference.com
• Phone: 309-868-2253
• 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) 692-5531

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:

1. Leadership versus management – management is tactical, leadership is strategic and people-centric.
2. Emotional intelligence, self-awareness, and communication skills consistently separate successful leaders from technical geniuses who flame out.
3. Smart firms like Marriott and Disney systematize leadership development through clear culture, metrics, and ongoing coaching.
4. Generational divides and remote work add new complexity; leaders must bridge gaps with deliberate onboarding, hybrid touchpoints, and inclusive language.
5. Celebrations and team bonding still matter, but leaders must model boundaries that keep everyone safe and respected.
6. 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.