Inside BS Show

Have you ever told a story that just fell flat? Have you tried to persuade someone, and they acted like they didn’t even hear you? Have you tried to have a difficult conversation only to bumble and stumble your way into making the situation worse? If you answered “yes” to any of these questions, you need to check out this episode of the Inside BS Show. On today’s show, Dave Lorenzo grills Lynne Franklin about her best strategy for handling these situations and many others.

Chapters
00:00 Introduction How to Have Tough Conversations
03:25 The Story Where Lynne Has a Machete Trust at Her Throat
05:10 The Neuropsychology Behind How Lynne Defused a Difficult Situation
08:00 The Gap and How it Impacts Your Ability to Persuade
10:00 The Mistakes Most of Us Make with Persuasion
14:30 How Lynne Fixed a Communication Gap with Two Senior Executives
17:10 Lookers, Listeners, and Touchers and Why You Need to Know Who They Are
18:38 What Lynne Advises Professional Speakers to Do When They Struggle
21:00 Lynne Gives Us Her Best Tip for Zoom Speaking Engagements
22:50 Which Came First for Lynne: Speaking or Consulting?
24:00 How a Tarot Card Reader Predicted Lynne’s Future
25:30 Lynne Fixes Dave’s Issue with Remembering People’s Names
27:00 The Seven Second Rule
28:56 How to Tell a Great Story
31:00 How Much Detail is Enough and How Much is Too Much?
32:00 How to Connect with Lynne Franklin

Lynne Franklin - Contact Information
(847) 729-5716
[email protected]
http://www.lynnefranklin.com

About Lynne Franklin
After a boy threatened to kill her with a machete, Lynne Franklin started learning all she could about persuasion. She’s a neuroscience nerd: translating how the brain works into practical, easy-to-use communication tools. Lynne is a leadership communication coach, trainer and speaker. Leaders and teams work with her to reach their goals by building more rapport, creating more trust, and breaking down communication silos in their organizations.

Her TEDx Talk, “How to Be a Mind Reader,” went viral with 4.5+ million views (http://tinyurl.com/LynneTEDx). She is an international speaker and past president of the National Speakers Association Illinois Chapter.
Lynne wrote the book Getting Others To Do What You Want. (https://tinyurl.com/LynnesBook) She’s working on her next one—Leaders on Rapport: Secrets to Creating Successful Connections. 
For fun, Lynne writes and sings song parodies about the pandemic and posts them on her YouTube channel. (www.youttube.com/LynneFranklin) Her personal favorites include “Home and Deranged” (to “Home on the Range”) and “At-Home Schooling” (to “Oklahoma”).

If you don’t have a wildly successful law firm, you must join us for this episode of The Inside BS Show. On this show, Dave Lorenzo interviews business growth expert Nermin Jasani. In this wide-ranging session, these business development gurus share their business practices for law firm marketing and business development. This is a clinic on how to get clients as a lawyer.  Don’t miss today’s show.

Nermin Jasani’s Contact Information
(770) 235-1988
[email protected]
https://www.wearews.com

Chapters
00:00 Intro How Lawyers Get Clients
00:53 Why Did Nermin Name Her Website “We Are Wildly Successful?”
02:20 How Does Nermin Define Being “Wildly Successful?”
03:45 Why Your Life is Not an Either/or Proposition (This is Key to Balance)
05:05 How Do I Handle the Judgement of My Peers?
07:30 How Did Nermin Get to a Place Where She Feels Great About Work and Life?
11:45 What Nermin Learned from Starting a Mattress Factory
12:50 Why Rejection is a Great Teacher and Trainer for Future Sales Success
16:00 How the Financial Aspects of a Law Firm Have Been Misunderstood by Lawyers
19:33 Clients Never Bring You the Actual Problem. How Does Nermin Diagnose the Real Issue?
21:40 Does a Successful Business Need Employees?
30:38 How Do We Help Clients Choose the Correct Business Model?
33:50 Best Advice Ever: Don’t Ever Source Work for Yourself
36:20 How Do You Convince Someone That Business Development is the Most Important Thing They Can Learn?
40:00 How to Structure Your Onboarding Process
42:00 Nermin Also Works with Dentists. Why? How?
43:10 The Magic of Reciprocal Referrals (How Nermin Attracts Dental Practices)
45:50 How Do You Activate Evangelists and Convince Them to Refer You
46:00 How Does Nermin Teach People to Refer Business?

Nermin Jasani is a New York State licensed attorney.
Nermin practiced law on Wall Street as in-house counsel.  After that, Nermin started her own law practice working with hedge funds and other regulated entities.
In 2017, Nermin started consulting lawyers on having a successful law practice. She realizes that as lawyers, we never learned in law school the business of running a law practice. She helps lawyers focus on the fundamentals of being a business owner: pricing, financial projections, budgets, marketing, hiring, efficiency, leveraging technology, etc.

Would you like to be able to read people like a book? Can your career benefit from a negotiation advantage? What would your life be like if you knew what people were thinking just by the look on their face? All these skills are “human behavior hacks” and if you mastered them, you’d be known as a human behavior hacker. But you don’t have a lifetime to study under the best psychologists, hostage negotiators and behaviorists. Luckily, Dave Lorenzo has brought you someone who has done all those things and much more. On this episode of The Inside BS Show, Dave interviews Susan Ibitz, The Human Behavior Hacker and she shares her insights from a lifetime of studying how people think, look and behave.
 
Susan Ibitz’s Contact Information
(312) 752-7227
[email protected]
https://humanbehaviorlab.com/

Chapters
00:00 Introduction to Human Behavior Hacking
01:10 What is a Human Behavior Hacker?
03:00 What Should We Look at When We First Meet Someone?
04:30 Susan Ibitz Profiles Dave Lorenzo
06:14 What Information Does Susan Need in Advance and What Can She Do COLD?
07:40 Susan Shares BMW Case Study
09:15 Listen for Things People Don’t Say
10:20 What Does a Missing Pronoun Mean?
13:00 How Can You Tell Who is the REAL Decision-Maker?
15:00 How to Use Control Questions
20:45 What are the First Things We Should Do in a Negotiation?
25:30 Exploring the Power of Vulnerability
31:30 How a Zoom Background Can Lead to a Better Business Deal
33:00 Who Susan Can Help Immediately

Susan Ibitz Bio

Susan Ibitz mission is to reach, teach, and train others to unlock the science behind human behavior.  Being a “Human Behavior Hacker”, and drawing from multiple decades of expertise, Susan Ibitz is an internationally known human behavior expect; both speaking and training with a wealth of real-world knowledge and theory in the U.S., South America, Mexico, Europe, and the Caribbean. 
 
Understanding the nonverbal human behavior-face reading, body language, and micro aggressions-gives greater depth and knowledge to how to decode individuals and groups. Trained by the experts in her field;  CIA, FBI, U.S. Military, International Military as well as Level III Hostage Negotiator; no job is too small or large for Susan to get results straight away.  
Decade long relationships getting companies, governments, and individuals to a deeper understanding of both self and company make Susan Ibitz tick. Utilizing these skills to increase sales, team productivity,  employee engagement, team building, strategy, effective communication, marketing, and growth.  

Trained by the CIA, FBI, U.S Military, International Military, as well as a Level III Hostage Negotiator;  Susan is dedicated to assisting governments, companies, and individuals not only to understand, but recognize individual's hidden emotions, intentions, and potential behaviors.  
By decoding nonverbal human behavior, Susan’s Ibitz interrogation consulting work has added to numerous police departments resolve past and on-going criminal cases, train teams, as well as assist in legal. Susan also serves as a frequent guest lecture, speaker, keynote presenter, and across academic and government field's. 
 
Fluent in Spanish, Portuguese, English, and most importantly, body language, micro-expressions,  linguistic forensic analysis, and face reading with a mask or without, Susan Ibitz can tailor knowledge,  networks, and background to suit one’s needs. 
Previous clients include State, local, and national governments, and Hospitality Groups. For obvious reasons, not all can be listed as confidentially is another specialty.

On this episode of The Inside BS Show Dave Lorenzo interviews Lester Cook. Lester is an expert in the field of Cost Segregation. If you work in real estate, accounting, or investment management, you cannot miss this show. Lester shares with Dave the ways he helps property owners legally take advantage of the tax code to calculate depreciation in their favor.

If you like making more money from assets you (or your clients already own) this is a great show for you to watch right now. 

Lester Cook's Contact Information
Phone: 312-248-7347
Email: [email protected]
http://www.kbkg.com
LinkedIn http://linkedin.com/in/lesterdcook

Chapters
00:00 Introduction to Cost Segregation
00:41 How Did Lester Cook Get Involved in Cost Segregation?
01:41 How Lester Reverse Engineers Buildings to Find Cost Savings
02:20 Cost Segregation Case Study
04:17 When do People Get Lester Involved?
06:45 What Makes Lester and His Firm Different?
10:24 Who is Lester’s Ideal Client?
12:54 How Lester and Const Segregation Experts Work with the Client’s CPA
14:50 Presentation Opportunities for Lester
17:00 What Decoupling from Bonus Depreciation Means
18:00 What does Lester Cook Look For in a Cost Segregation Opportunity?
19:25 How Does Lester Make Money on a Cost Segregation Engagement?
20:45 Why Don’t More People Know About This Way to Save Money on Taxes?
21:50 Who is NOT a Good Candidate for Cost Segregation?
24:00 How Lester Came to be a Cost Segregation Expert
25:45 How is the Chicago Market for Business These Days?
27:00 How Lester Attracts New Business
29:10 What Does Lester Need in Order to Start an Engagement?

About Lester Cook:

Lester has over 20 years of experience in the tax specialty service industry. He is a Principal of KBKG’s Fixed Asset Review Practice and leader of the Midwest Region. He is a certified member of the American Society of Cost Segregation professionals, a group that he has been a part of since 2008. Throughout his career, Lester has completed cost segregation analyses on thousands of properties ranging from office space leasehold improvements to multi-billion dollar industrial complexes and hotel and resort projects. He has worked with many Fortune 500 companies successfully representing his claims to both IRS and Financial Auditors.

Prior to KBKG, Lester led the PwC Central Region Cost Segregation Center of Excellence; providing engineering-based Cost Segregation project management, oversight, and expertise to all other fixed assets teams throughout the U.S. and Canada. 

Only big companies are vulnerable to cyber attacks and ransomware, right? WRONG! Your company or professional firm is just as likely to be a victim of a cyber crime as a FORTUNE 500 company. In fact, smaller businesses and professional firms are even more vulnerable than large firms because they don't often take this threat seriously.

What should you do to prevent an attack? What can you do after an incident has taken place? You preparation and your initial response may just save your company. It is that serious.

On today's Inside BS Show, Dave Lorenzo interviews Dan Cotter. Dan is an attorney who handles cyber issues and the response to cyber incidents. Use this show as a best practice session for your business and call Dan if you have any questions.
 
Dan Cotter’s Contact Info:
(312) 456-3674
[email protected]
http://www.howardandhoward.com

The information contained on this Inside BS Show (a) has been offered for informational purposes only, (b) does not constitute legal advice, and (c) is not guaranteed to be complete, up-to-date, or accurate in all respects.

Chapters
00:00 Why is Cyber Security Important?
00:50 Introduction to Dan Cotter
01:30 What Scares a Lawyer About Hackers?
03:00 Dave Tells a Scary Phishing Story
05:47 The Elements of Online Fraud
08:24 Who are Hackers and Spammers After?
10:00 The Reason You Should Never Save Credit Card Information
16:19 How to Protect Your Business from Cyber Attack Liability
18:00 Why You Must Do Cyber Audits and How to Do Them
22:00 How Cyber Insurance Works
23:45 When Should Management or a Board of Directors Member Hire a Personal Attorney?
26:15 What Homework Should You Do If Considering an Appointment to a Board?
28:29 How Dan Got Started as a Business Attorney
30:15 Dan’s Best Advice to Young Attorneys
32:28 How Does Dan Attract Clients?
33:30 Who is Dan’s Ideal Client?
34:45 How to Reach Dan

Dan Cotter’s Bio

Dan Cotter is an experienced attorney who has served in a variety of legal roles in his career, including as general counsel of a large life insurance company, as well as extensive experience in private practice. Dan's mix of clients includes insurance companies and other financial institutions, IT and consulting companies, and nonprofits. He has been working on privacy and cybersecurity issues since 1996, including development of terms and conditions and disclaimers on Fortune 500 websites in the late 1990s. He has been the chief privacy officer of several companies and law firms, and has extensive experience as in-house counsel. Dan is experienced in dealing with complex insurance regulatory issues and transactions, and substantial reorganizations of holding company systems. Throughout his career, he has negotiated thousands of contracts from simple to complex, including outsourcing. He also has substantial experience with internal investigations and employment-related issues.

Have you ever wondered how some people become expert witnesses? Are you an attorney looking for someone to help you explain that complex engineering issue to a judge or jury? What criteria should we use when selecting an expert?

On this edition of The Inside BS Show, Dave Lorenzo interviews Mark McFarland, a professional engineer and expert witness. Mark shares his secrets to getting work in this field and he also shares the criteria for selecting an expert to help you resolve that difficult case.

Mark McFarland’s Contact Information
https://www.discoveryengineering.net/
(720) 593-1640
[email protected]

Chapters
00:00 Dave Lorenzo Interviews Mark McFarland
01:00 Mark’s Background
02:00 Can 5G Technology Cause an Airplane to Crash?
04:40 How an Electrical Engineer Helped Solve a Sex Trafficking Case
05:56 Your Phone is Tracking You
08:08 How Mark Became an Expert Witness
09:58 How Mark Solved an Electrocution Case
12:34 Mark Tracks Down Someone Making Defamatory Remarks
15:00 What Type of Case is The Most Fun?
15:40 How Do You Make Something Complex Seem Simple?
19:00 How does Bluetooth Work?
20:00 What is RFID?
22:25 What Technology Excites Mark?
25:00 How Does an Expert Witness Attract Clients?
26:15 What Qualities Does a Good Expert Witness Possess?
27:45 How Do You Prepare for Cross Examination?
31:15 How Does an Expert Witness Know If They Are Communicating Clearly?
33:00 Does the COVID Vaccine Track People?
33:45 The Crisis in Research Today
36:00 What is the Peer Review Process?
40:30 Who is the Perfect Client for Mark McFarland?
41:11 How Technology Makes a Difference in Securities Trading
42:30 How Bitcoin will Lead to Litigation

Mark McFarland’s Bio

Mark helps attorneys resolve litigation involving technical matters such as electronics, electrocution, cellular evidence, wireless, telecom, networks, securities fraud, system failures, contract & licensing disputes, and other technological & electrical phenomena.  He works for plaintiff & defense counsel on civil & criminal cases nationwide.

What makes you different? There are five areas you must focus on to differentiate yourself from everyone else who does what you do. These five areas will make you the professional they want to hire. Join us for today's inside BS Show and Dave Lorenzo will help you differentiate your firm from everyone else.

Chapters:
00:00 5 Ways to Be Different
00:22 Why You?
02:34 Why Now?
04:07 Why This Problem?
04:58 Possibility and Probability
06:30 Action is the Only Way

You Are Making Five Mistakes that Are Killing Your Relationships with Your Clients

Today's Inside BS Show is all about making clients love you. Dave shares five ways you can work to deepen your relationship with your clients and make them love you. It all starts with being easy to work with. Join us for today's show and discover the five areas that you can improve right now.

Chapters:
00:00 How to Make Clients Love You
00:27 Listen 70% of the Time
01:20 Solve Problems
05:00 Eliminate Passive/Aggressive Behavior
06:10 Abandon the Need to be Right
07:40 All Business is Personal

Stop thinking about becoming a thought leader and start thinking about becoming an expert. What's the difference? An expert creates content that solves problems. An expert sources ideas for his/her content from clients. Solving problems should be the focus of your content.

On this episode of the Inside BS Show, Dave Lorenzo, The Godfather of Growth, helps you with your content marketing strategy.

Chapters:
00:00 This Content Marketing Strategy Makes You an Expert
01:02 Demonstrate Expertise by Creating Content That Solves Problems
01:53 Speaking Engagements are a Great Way to Demonstrate Your Expertise
03:50 Publishing Makes You An Expert if You Write about Client Issues
05:14 Being Featured in the Media is an Excellent Way to Be Viewed as an Expert
07:00 Connect Your Clients to Each Other and You'll Be Viewed as an Expert

Looking for a lead generation strategy in professional services? There is one strategy that makes all the difference in professional business development. That is the Honeypot Strategy. Watch today's Inside BS Show with Dave Lorenzo for this fantastic way to grow your leads and get more clients for your professional practice.

Chapters:
00:00 The One Strategy That Changes Everything
01:00 The Honeypot Strategy is Your Answer
02:08 Offer Your Audience a Free Report or White Paper
04:17 Offer a "How to" Video Course to Your Audience
04:52 Offer Your Audience a Free Consultation
06:50 Offer an Event Invitation
07:30 Give Your Audience a Free Book