Inside BS Show

Exiting your business isn’t as simple as calling a broker and cashing out. In this episode of The Inside BS Show, hosts break down three practical strategies that give small business owners control, leverage, and the ability to walk away on their terms.

Key Topics Discussed

• Option 1: The Business Broker
  When speed matters, a broker can get the deal done quickly—especially if they specialize in your industry. But speed comes with tradeoffs, and you may leave money on the table.
• Option 2: Creating Your Own Market
  Build internal and strategic buyers before you ever think about selling. Whether it’s grooming partners inside your firm or forming alliances with suppliers and customers, this strategy gives you pricing power and multiple exit doors.
• Option 3: Selling to a Competitor
  Competitors will often pay a premium to remove you from the playing field and scoop up market share. Cultivate those relationships early, even while you’re competing head-to-head.
• Bonus Topic: Don’t Leave It to Chance
  If you don’t plan, your “exit” may come in the form of illness or death. That’s why buy-sell agreements and key person insurance are non-negotiable.

Call to Action

Buy The 60 Second Sale Book: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763

Are you a business owner who thinks estate planning is only about writing a will? Think again. On today’s Inside BS Show, Dave Lorenzo sits down with Leslie Marenco, an estate planning attorney who specializes in helping entrepreneurs protect their families, their businesses, and their legacies.

Leslie built her firm over the last decade, and in this conversation, she pulls back the curtain on what really matters when it comes to estate planning for business owners. From avoiding family disputes to shielding assets and saving millions in taxes, this episode is packed with insights every entrepreneur needs to hear.

Key Topics Discussed:

• Healthcare planning: The essential documents every family should have in place before an emergency.
• Asset protection: Why entrepreneurs and professionals are high-risk—and how to structure ownership to shield your wealth.
• Tax planning: The strategies that prevent the IRS from taking 40% of your estate.
• Probate pitfalls: Why having only a will is a huge mistake, and how to avoid costly, public battles.
• Scaling a law firm: Leslie’s journey from engineer to attorney to running a thriving 30-person practice.
• Marketing persistence: How newsletters, webinars, and even “failed” events turned into long-term client pipelines.

Leslie also shares candid stories from her career, including why giving up after seven months of webinars was almost a costly mistake—and how patience in marketing (and business) always pays off.

Links and Resources:

• Connect with Leslie Marenco: Trust Counsel Website

• Email Leslie: [email protected]

• Sign up for Leslie’s newsletter at the bottom of her website
• 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:
Buy the 60 Second Sale Book: Amazon Link

Most business owners view insurance as a painful expense. Ciara Gravier, Founder and CEO of The Bunker, sees it differently. She treats insurance as a strategic tool to protect assets, unlock opportunities, and fuel business growth.

In this episode of The Inside BS Show, Ciara joins to share how she built her firm, why she requires clients to commit for two years, and how business owners should reframe their thinking around risk management.

What You’ll Discover Today

• Why price-shopping insurance every year is a trap that costs you more in the long run.
• How to turn insurance into a business growth asset, not just a line-item expense.
• The critical difference between transactional agents and trusted advisors.
• Why personal brand and trust are now central to professional services.
• The essential policies every business owner must understand to avoid catastrophic mistakes.

Key Topics Discussed

• Insurance fatigue and how to overcome it.
• Building relationships that outlast premiums.
• The new generation’s buying behavior and the role of trust.
• The spectrum of coverage: general liability, workers comp, EPLI, professional liability, D&O.
• How to ask the right questions before your next renewal.

Call to Action

If you want to transform the way you sell, build trust, and increase revenue, start with my book:
 Buy The 60 Second Sale
.

Being introverted doesn’t mean you can’t succeed in sales. In fact, it may be your greatest strength. In this episode of The Inside BS Show, Dave Lorenzo shares six powerful strategies that help introverts not only compete—but outsell—extroverts in B2B sales.

What You’ll Discover Today

• Why video builds trust at scale and how YouTube can help introverts develop deep relationships without cold calling.
• How podcast interviews create instant authority while generating real sales opportunities.
• The power of building your own community to attract clients in a natural, low-pressure way.
• Simple ways to offer value on LinkedIn that convert without pushy selling.
• Why strategic alliances are an introvert’s dream tool for reaching the right audience.
• The ultimate secret to thriving in sales as an introvert: leverage your strengths, and outsource or buffer areas of discomfort.

Dave also shares personal examples of how he’s used these methods to create scalable relationships, generate leads, and grow businesses without draining his energy.

Key Topics Discussed

• Using YouTube for one-to-many education and relationship-building
• Conducting podcast interviews as a sales gateway
• Creating proprietary communities on LinkedIn and Facebook
• Leveraging free offers to start conversations
• Building strategic alliances to multiply opportunities
• Managing discomfort by leaning on strengths and support systems

Call to Action

Want to learn the complete system for building profitable client relationships that don’t rely on pushy tactics?

👉 Buy the 60 Second Sale

Recruiting high-performing sales reps isn’t about job postings or luck—it’s about strategy. In this episode of The Inside BS Show, I reveal the five secrets great sales managers use to attract and build winning sales teams. Whether you’re running a growing business or leading a division, these steps will help you multiply your opportunities and bring in top talent.

What You’ll Discover Today

• Secret #1: Educate First – Why teaching salespeople how to sell is your most powerful recruiting tool.
• Secret #2: Connect Through Referrals – How referring business helps you identify and recruit sharp performers.
• Secret #3: Share Best Practices – How collaborating with peers in complementary industries makes recruiting easier.
• Secret #4: Develop Relationships – Why showing up at industry events opens doors to the best talent.
• Secret #5: Gather Intelligence – How industry awards and recognition events help you spot the true stars.

The Secret Strategy

Beyond the five secrets, I share a game-changing recruiting method: build your own community. By creating a group where salespeople and industry peers exchange ideas and best practices, you position yourself as the leader reps want to work for.

Resources

👉 Download my free sales system here: RevenueRoadmapGuide.com

Call to Action

Want more strategies for building a high-performing sales team? Subscribe to The Inside BS Show and never miss an episode.

Getting a meeting with a senior executive is one of the toughest challenges in business-to-business sales. In this episode of the Inside BS Show, Dave Lorenzo reveals the exact five-step process he’s used for over 30 years to get appointments with anyone he’s ever wanted to meet.

You’ll hear real-world examples, including how Dave cracked into the C-suite of one of the largest pharmaceutical companies in the world. This episode gives you the framework you need to cut through gatekeepers, earn trust, and book high-value meetings.

Key Topics Discussed

• Step 1: Direct Mail That Gets Opened – Why sending a FedEx or hand-delivered letter works and how to write it.
• Step 2: Smart Email Follow-Up – How to reinforce your letter and get on the assistant’s radar.
• Step 3: The Right Kind of Phone Call – What to say when you finally connect with the gatekeeper.
• Step 4: Influence the Influencers – Building credibility with people around your target executive.
• Step 5: Persistent, Professional Follow-Up – Why steady contact builds trust over time and leads to a breakthrough.

This isn’t theory. It’s a proven system that consistently gets meetings with decision-makers.

Call to Action

Buy the 60 Second Sale Book: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763

Can a Zoom networking event be just as effective as one held in person? Absolutely. In this episode of The Inside BS Show, we break down the five strategies you need to master in order to turn virtual networking into real business opportunities.

What You’ll Discover Today

• Why you must bring more energy than you think to every Zoom meeting.
• How to identify 2–3 key networking targets before the event so you don’t waste time.
• The secret to setting up follow-up meetings in real time without coming across as pushy.
• Why being fully present on camera is non-negotiable if you want to be remembered.
• How your personal brand shows up through your camera, background, and presence—and why it matters more than you think.

Key Topics Discussed

• The pitfalls of showing up unprepared to virtual networking events.
• Why online networking can actually expand your reach far beyond local events.
• How to use the chat feature to build connections the right way (without pitching).
• The importance of appearance, background, and consistency in reinforcing your brand.
• Why “selling through people, not to people” is the foundation of networking success.

Links and Resources

• Subscribe via Email: GetInsideBS.com
• Call Us: (305) 692-5531

Call to Action

Buy the 60 Second Sale Book: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763

Do you want to make your clients an offer they simply can’t refuse? In this episode of The Inside BS Show, hosts break down the exact strategies that turn a “maybe” into a confident “yes.”

Together, they share five proven approaches to structuring offers that benefit your clients, remove friction, and deepen relationships. This isn’t about manipulation—it’s about influence that works for both sides.

What You’ll Discover Today:

• Why “yes or no” proposals fail and how offering clear, thoughtful options leads to better decisions.
• How to remove barriers upfront by anticipating objections and tackling them head-on.
• The power of community in making clients feel like they’re part of something bigger than the transaction.
• Ways to make clients feel special, whether you run a boutique firm or a large enterprise.
• Why giving clients permission to say “no” can actually increase trust and close rates.

Key Topics Discussed:

• Practical examples from law firms, CEO peer groups, and global brands like Four Seasons and Ritz-Carlton.
• How to frame your proposals to position yourself as different from every competitor in the market.
• Real-life stories of entrepreneurs and business owners who elevate value by going beyond what clients initially ask for.
• The subtle shift that makes your offers irresistible without adding pressure.

Links and Resources:

• Subscribe via Email: GetInsideBS.com
• Call Us: (305) 692-5531

Call to Action:

Buy the 60 Second Sale book: The 60 Second Sale on Amazon

Family businesses are powerful engines of growth, legacy, and wealth—but they’re also complex, emotional, and sometimes volatile. In this episode of The Inside BS Show, we sit down with global family business consultant and CEO, Oscar Paez, to explore the unique challenges and opportunities that come with running and advising family-owned enterprises.

Oscar shares stories from his own experience as a second-generation CEO in Colombia, his work with family businesses around the world, and how disciplines like conflict resolution, governance, and even scuba diving influence his approach to leadership and transition planning.

This is a must-listen for business owners, advisors, and anyone navigating the blurred lines between family and business.

What You’ll Discover Today

• How Oscar’s early experience in his family’s agricultural and feed manufacturing business shaped his career in family enterprise consulting.
• The dynamics of family versus business roles—why being “the son” or “the daughter” complicates hiring, pay, and expectations.
• The three critical systems every family business must balance: family, business, and ownership.
• Why conflict resolution looks very different in family businesses than in corporate environments.
• The importance of clear governance—family governance and business governance are not the same thing.
• How real estate often becomes the hidden wealth engine in multi-generational family businesses.
• Why transition planning (not just succession) is essential for founders whose identities are deeply tied to the business.
• How advisors (lawyers, CPAs, wealth managers) often miss the mark with family businesses—and how they can serve these clients better.
• Oscar’s surprising connection between scuba diving, leadership, and managing risk.

Key Topics Discussed

• Identity and Legacy: Why founders often resist stepping back and how to honor their role while preparing for the future.
• Culture and Fairness: How treating family employees differently impacts organizational culture.
• Advisors’ Blind Spots: Common mistakes professionals make when advising family-owned enterprises.
• Conflict Resolution Frameworks: Tools for solving disputes when “you can fire someone from the business, but you can’t fire them from the family.”
• Education & Networks: The best organizations, networks, and resources for family businesses and their advisors.
• Personal Perspective: How scuba diving, aviation, and global consulting inform Oscar’s unique approach to family business strategy.

Links and 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

Buy the 60 Second Sale Book: The 60 Second Sale on Amazon

On this episode of The Inside BS Show, Dave Lorenzo reveals the five behaviors that separate the professionals clients love from the ones they leave behind. If you want more referrals, repeat business, and long-term loyalty, you need to make it easy for clients to work with you.

Dave breaks down five simple but powerful rules that make all the difference:

1. Listen More Than You Talk – Spend 70% of your time listening and only 30% talking. Show clients you care about their challenges before offering solutions.
2. Solve Problems Beyond Your Expertise – Build trust by connecting clients to resources and solutions even when it’s outside your direct service area.
3. Drop Passive-Aggressive Behavior – Be upfront and professional about issues instead of letting them fester. Honesty strengthens relationships.
4. Abandon the Need to Be Right – Correcting clients destroys trust. Protect the relationship by focusing on outcomes, not ego.
5. Remember All Business Is Personal – Every decision and action impacts the personal connection. Put relationships first, always.

Dave shares stories from his own career that illustrate how these rules can either strengthen or damage client bonds. Whether you’re a lawyer, CPA, financial advisor, or consultant, mastering these principles will help you earn trust, loyalty, and referrals.

Call to Action:
Buy the 60 Second Sale: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763