Inside BS Show

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

On this episode of The Inside BS Show, Dave Lorenzo shares the most straightforward and effective prospecting strategy you’ve ever heard — the Five-by-Five Sales Process. If you manage a sales team or you're responsible for generating revenue, this episode will change the way you think about daily activity and accountability.

Dave breaks down how setting five meetings and running five meetings each day leads to consistent growth, even if you're just average at sales. He walks you through how to reverse-engineer your sales goals, build prospecting habits, and use a multi-touch outreach strategy that includes cold emails, follow-up calls, and direct mail.

This episode isn't theory. It's a tactical, real-world system that Dave uses with his team and clients to build pipeline and close deals.

What You’ll Learn:

• Why activity-based sales management is the key to consistency
• How to build a daily prospecting habit using the 5x5 model
• The math behind booking 100 sales calls a month
• How to structure your day for maximum productivity and results

Call to Action:
If you're serious about sales growth, this episode is a blueprint. Listen now, apply the process, and simplify your entire sales approach.

On this episode of the Inside BS Show, Dave Lorenzo breaks down the tactical side of succession planning for family businesses. Too many CEOs ignore what would happen if they or a key team member couldn’t come to work tomorrow. Dave walks through a hands-on, step-by-step approach that any business can use to build a succession plan—without guesswork or complexity.

You’ll discover how to:

• Capture daily tasks through calendar logging and voice notes
• Use AI or assistants to turn those logs into actionable checklists
• Train successors gradually, starting with one task at a time
• Systematically build SOPs, job descriptions, and succession plans all from the same process

This episode isn’t about theory. It’s a practical playbook for continuity, promotion planning, and long-term business value. Whether you want to step into a Chairman role or prepare for a future exit, you’ll walk away with tools you can implement this week.

📞 Need help building your succession plan? Visit ExitSuccessLab.com to learn how we do it for you.

#SuccessionPlanning #FamilyBusiness #LeadershipDevelopment #BusinessContinuity #ExitStrategy #InsideBS

Join Dave Lorenzo on the Inside BS Show as he speaks with returning champion Dave Oates, an expert in crisis communications. Dave Oates defines a communications crisis as anything that disrupts operations, from macroeconomic issues like tariffs to negative social media reviews. He delves into his unconventional journey into crisis PR, starting as a Navy public affairs officer and transitioning to tech PR before focusing solely on crisis management.

This episode offers invaluable insights into managing your brand's reputation in the age of social media, emphasizing that the same platforms used to discredit you can be leveraged to set the narrative straight – but only with empathy and action. Dave explains how transparency can help businesses communicate price increases and supply chain issues. He also discusses the critical need for leaders to communicate quickly and avoid speculation, using real-world examples like the BP oil spill and the United Airlines incident

You can connect with Dave Oates on LinkedIn: https://www.linkedin.com/in/davidoates/

In this episode, Dave Lorenzo shares three key reasons why your business is not a family, then explores the difference between leadership and management, and finally offers advice on developing your podcasting style.

Episode Highlights:

• Three Reasons Your Business Is Not a Family
  • Businesses exist to produce results and outcomes, not unconditional support.
  • The primary goal of a business is to make money for shareholders.
  • You can walk away from your business at the end of the day; your family stays with you.
• Leadership vs. Management
  • Leadership is about guiding, motivating, and connecting with people.
  • Management is about systems, processes, and execution.
  • Leadership is emotional and interpersonal; management is structured and analytical.
  • Style and personality matter more in leadership than in management.
• How to Develop Your Podcasting Style
  • Your style evolves through repetition and frequent episodes.
  • Podcasting builds relationships with your audience.
  • Solo shows help you connect; interviews showcase your ability to engage others.
  • Starting with high frequency improves your style and technical skills.
  • Podcasting also enhances your public speaking and communication abilities.

Call to Action:

If you enjoyed this episode, share it with someone who needs a wake-up call about how business really works. Subscribe to the Inside BS Show for more insights on leadership, business strategy, and communication.

“You’re not doing your job if you’re not learning from your customers every day.” - Dave Lorenzo

What You’ll Discover Today:

In this episode of The Inside BS Show, Dave Lorenzo shares the three daily habits that set successful family business CEOs apart. If you want to build a stronger, more valuable business, this episode is for you.

Key Topics Discussed:

Segment 1: The Three Habits of Family Business CEOs

1. Learn something new about your customers daily
   • Have at least one direct conversation with a customer every day.
   • Adopt the Marriott method: connect with both customers and employees to fuel growth.
2. Teach your team something daily
   • Use daily morning huddles or brief meetings to share a focus point and client insight.
   • Even if only one message sticks each week, the long-term impact is transformative.
3. Express gratitude every day
   • Thank one customer, one employee, and one vendor each day.
   • Handwritten notes, verbal recognition, and emails are powerful tools.

Segment 2: Succession Planning = Leadership Development

• Stop thinking of succession planning as a one-time event—do it every day.
• Teach one leadership task to someone on your team daily and document the process.
• Over time, this creates a powerful internal training and backup system.

Segment 3: How to Choose the Right Business Coach

1. Know your needs:
   • Do you need mindset help, strategic direction, or tactical execution?
2. Pick someone who’s done what you want to do:
   • Look for a proven track record, not hype or franchised credentials.
3. Work with someone you like:
   • A business coach should be someone you trust, respect, and enjoy working with.

Links and Resources:

• Subscribe via Email: GetInsideBS.com
• Listen on Spotify: Inside BS Show on Spotify
• Listen on Apple Podcasts: Inside BS Show on Apple Podcasts
• Call Us: (305) 692-5531

Call to Action:

If you're a family business CEO and you’re ready to build a company that grows without grinding you down, start by adopting these three habits. Then take it to the next level.

Call Dave Lorenzo for a business assessment to discover how to turn your company into a cash-producing, transferable asset.

If you’re serious about growth, leadership, and long-term success, Dave and his team at Exit Success Lab can help you map out the next steps and even partner with you on the journey.

Thinking about starting your own business? Dom Einhorn has done it, again and again. In this episode, I sat down with the serial entrepreneur behind UNIQORN, the largest rural startup incubator in the world, to uncover what it really takes to launch and grow a successful venture from the ground up.

Dom shares unfiltered truths about what most founders get wrong in their first 18 months. We talk about funding, failure, and the brutal decisions every entrepreneur must face. He does not sugarcoat anything, and that is exactly what makes this conversation essential listening for anyone serious about building a business.

Whether you're launching your first startup or looking to reinvigorate your current company, this episode is packed with straight talk and smart strategy from someone who has built and exited multiple businesses. If you want real answers, not theory, hit play.

"Succession planning is growth planning for your business." - Dave Lorenzo

What You’ll Discover Today:

If you’ve ever wondered how to build a business that runs without you, today’s episode breaks down the exact steps. Dave Lorenzo explains how succession planning creates a self-sustaining organization, increases business value, and sets the stage for long-term growth—even when the owner steps away.

Key Topics Discussed:

-- The true definition of succession planning
-- Why replacing yourself is the first step toward building a real business
-- A practical, three-part model for how succession planning works
-- Why every employee should train their replacement—and prepare for their next role
-- How succession planning increases business value and long-term ROI
-- Action steps for solo practitioners to begin succession planning now

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) 692-5531

Call to Action:
If you’re serious about scaling your business, start by planning your own exit. Listen to this episode and explore more on succession planning by searching “succession” on The Inside BS Show wherever you get your podcasts.

In this episode of The Inside BS Show, Dave Lorenzo reveals two powerful and low-tech tools that can dramatically increase your connection rate with prospects: a monthly newsletter and handwritten note cards. He explains how these simple mail-based methods create familiarity, build trust, and ultimately make your outreach more effective.

If you're in sales or you lead a team of professionals who need to build relationships, this episode delivers tactical value you can implement today.

Key Topics Discussed:

• Why cold calling fails and how direct mail creates context
• The anatomy of a successful monthly newsletter
• How to make your message stick with repetition and physical presence
• Why handwritten note cards are a secret weapon for client loyalty and referrals
• A proven system: Send a newsletter monthly, a handwritten note quarterly, and call monthly

Real-World Examples:

• Ben Williams, a lawyer from Rosenberg & Estis, uses a monthly legal newsletter with success stories, deadlines, and educational content to stay top of mind with clients and prospects.
• Dave demonstrates the power of a handwritten thank-you note and shares five reasons this old-school tactic drives results.

Call to Action:

Use mail to stand out. Here’s your action plan:

1. Create and send a printed newsletter every month.
2. Write four handwritten notes a year to each key client or referral source.
3. Call once a month.

If you do this for a year, your prospecting results will improve dramatically.

Links and Resources:

• 📬 Subscribe via Email: GetInsideBS.com
• 🎧 Listen on Spotify: Inside BS Show on Spotify
• 🎧 Listen on Apple Podcasts: Inside BS Show on Apple Podcasts
• 📞 Call Us: (305) 692-5531

Want to grow your business with relationship-driven outreach? Share this episode with a teammate or fellow entrepreneur.

“Succession planning is about people. Exit planning is about money. If you confuse the two, you'll fail at both.” - Dave Lorenzo

What You’ll Discover Today:

In today’s episode of the Inside BS Show, Dave Lorenzo pulls back the curtain on one of the most misunderstood concepts in business transitions: the difference between succession planning and exit planning. If you’re a business owner, advisor, or consultant, this is the episode that clarifies where your focus should be and when.

Too many people blend these two ideas and end up preparing for neither. Dave explains why that confusion leads to lost value, internal chaos, and missed opportunities.

Key Topics Discussed:

• The definition and purpose of succession planning: developing internal leaders and ensuring continuity.
• The focus of exit planning: maximizing enterprise value and preparing for a transfer of ownership.
• Why most advisors mistakenly treat them as the same process—and the risk that creates.
• Real-world examples of businesses that succeeded by separating the two—and those that failed when they didn’t.
• Dave’s three-question test to determine if you’re doing succession or exit planning.
• The hidden cost of failing to build a bench of leadership.
• How to time your planning process to create maximum ROI on both the financial and human sides of your business.

Links and Resources

• Subscribe via Email: GetInsideBS.com
• Listen on Spotify: Inside BS Show on Spotify
• Listen on Apple Podcasts: Inside BS Show on Apple
• Call Us: (305) 692-5531

📞 Call to Action

Most people confuse succession planning and exit planning until it’s too late.

Don’t be one of them.

Listen to the episode now and then call Dave at (305) 692-5531 to talk about what your business really needs before you're forced into a transition you’re not ready for.