Inside BS Show

On this episode of The Inside BS Show, hosts reveal the five most common — and most damaging — networking mistakes that professionals make. They share real-life examples, practical strategies, and follow-up systems that can transform your networking from awkward exchanges into lasting, valuable relationships.

Key Topics Discussed

1. Mistake #1 – Making it about you: Why self-focused introductions turn people off and how to shift attention to the other person.
2. Mistake #2 – Failing to deliver value first: How to create anticipation by helping before you ask for anything in return.
3. Mistake #3 – Pitching too soon: Why immediate sales messages ruin connections, especially on LinkedIn, and what to do instead.
4. Mistake #4 – Not being human: How vulnerability, humor, and finding common ground break down barriers.
5. Mistake #5 – Neglecting follow-up: Building a system of multiple, thoughtful follow-ups to turn initial meetings into real 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) 692-5531

Call to Action

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

In this episode of The Inside BS Show, Dave Lorenzo breaks down the three distinct mindsets that shape how you run and grow your business and why shifting your thinking can be the difference between owning a job, building a business, or creating an investment.

Key Topics Discussed:

1. Independent Professional Thinking
   • Focus on finding work, doing work, and repeating the cycle.
   • Potential to reach $1M in revenue but limited scalability.
   • No real leverage, and when the work stops, the business ends.
2. Entrepreneurial Thinking
   • Building something bigger than yourself.
   • Using leverage through people or products.
   • Potential to create an asset that can be sold, but still limited compared to a CEO mindset.
3. CEO Thinking
   • Viewing the business as an investment from day one.
   • Leveraging people, customer acquisition strategies, and money.
   • Creating scalable systems, multiple revenue streams, and a sellable enterprise.
4. The Reality of Growth
   • Business growth is not a straight line; it’s a flat line while you figure things out, then a hockey-stick trajectory when you’ve nailed your market fit.
5. Your Next Step
   • How to move from independent professional to entrepreneur, and from entrepreneur to CEO.
   • The importance of employing leverage to secure your financial future.

Call to Action:
If you’re ready to elevate your thinking and grow your business beyond its current limits, email Dave or DM him on LinkedIn with the word “coaching” to learn more about his exclusive program for entrepreneurs and professionals who want to become CEOs.

[email protected]

Links and Resources:

• Subscribe via Email: GetInsideBS.com
• Buy the 60 Second Sale Book: Amazon Link
• Call Us: (305) 692-5531
• Email [email protected]

On this episode of The Inside BS Show, Dave Lorenzo explains why you must stop talking about “fees” and start talking about “investment.” He breaks down the four elements that drive client decisions and shows how changing your language can transform your relationships, influence prospects, and close more deals.

Key Topics Discussed:

• Why “investment” is more powerful than “fee” in sales conversations
• The four pillars that convert prospects into clients: outcome/ROI, product, service, and engagement experience
• How emotional return on investment drives consumer decisions
• Case studies, testimonials, and references as tools for credibility
• Product as the vehicle to deliver the desired result
• How service quality shapes client trust and loyalty
• Designing an engagement experience that creates lifelong advocates

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

Call to Action:

Stop framing your value in terms of cost. Start talking about the investment your clients are making in outcomes, relationships, and peace of mind. Adopt this mindset shift today to build trust, deepen client loyalty, and grow your business.

On this episode of The Inside BS Show, Dave Lorenzo reveals the CEO mindset every leader must develop to make smart, high-stakes decisions.

Key Topics Discussed
• The three decision lenses: Strategy, Operations, and Risk
• How to avoid bias from your own career background
• A real-world example of evaluating a $100K marketing spend
• Why you must weigh long-term growth against short-term constraints
• The simple framework Dave uses with CEOs to make balanced decisions

Links and Resources
Call Us: (305) 692-5531

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

In this episode, Dave shares a bold decision that will reshape his business: working exclusively with the top 10% of performers. He explains how a client’s extraordinary results—and her observation that he’s worth ten times his current fees—sparked a moment of clarity. The key insight: the highest achievers are those who implement 90% or more of his recommendations, and they reap overwhelmingly better outcomes.

Dave lays out the five qualifying questions he’ll now use to select clients, each designed to reveal skill mastery, resilience, measurable achievements, forward-looking vision, and willingness to sacrifice for success. He’s drawing a firm line—no slackers, no half-hearted efforts, only those ready to execute and get results.

What You’ll Discover Today:

• Why Dave is shifting to work only with top 10% performers
• How client implementation drives astronomical success
• The three reasons he’s making this decision public
• Five qualification questions to identify high-performance clients
• The red flags that will instantly disqualify someone
• The link between results, implementation, and investment

Key Topics Discussed:

1. The Top 10% Rule – Why performance and execution matter more than anything else
2. Proof from the Data – Findings from years of client results
3. Drawing the Line – Eliminating low-effort clients
4. The Five-Question Test – The criteria for working with Dave
5. Commitment and Sacrifice – What it really takes to succeed at the highest level

Call to Action:
 If you’re ready to join the ranks of the top 10% in your field, be prepared to answer Dave’s five questions with clarity, specifics, and commitment, and then act. The rewards for those who do the work are extraordinary.

Buy the 60 Second Sale Book: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763
Subscribe Via Email: GetInsideBS.com
 
Call Us: (305) 692-5531

What You’ll Discover Today

• The simple rule that keeps your risk in check: no single client should drive more than 20 percent of revenue. 
• Why concentration risk is not just about clients. Geography and industry exposure can hurt you too.
• How real events like regional disasters or industry downturns can stall growth for months.
• Practical ways to diversify without blowing up what already works.
• How de-risking revenue makes your company easier to run and more valuable at exit.

Key Topics Discussed

• The 20 Percent Line in the Sand
  • Why crossing it puts your company at the mercy of one buyer or one relationship.
• Three Faces of Concentration Risk
  • Client concentration (whales).
  • Geographic concentration (one metro or state).
  • Industry concentration (one sector’s cycle).
• Field Examples
  • Regional shocks and industry slumps that ripple through your pipeline and cash flow.
• The Diversification Playbook
  • If one client is over 20 percent, immediately target that client’s competitors to spread account risk while staying in your lane.
  • Build two to five industry-focused campaigns with tailored proof and messaging.
  • Expand far outside your current footprint when possible. If you are remote capable, pick a second market that does not share the same regional risk profile.
• Why This Increases Enterprise Value
  • Lower revenue volatility.
  • Stronger buyer confidence and improved multiple at exit.
  • Fewer headaches for the owner and leadership team.

Call Us: (305) 692-5531

Call to Action

• Run a quick concentration audit this week: list your top 15 customers with trailing 12 months revenue and percentage of total. Highlight anything above 20 percent.
• Pick 3 competitors of your biggest client and start outreach within 7 days. Use case studies that mirror how you help the incumbent.
• Choose 2 new industries to pursue and draft a one-page offer, one proof point, and one outreach sequence for each.
• Choose 1 new geographic market that does not share your current regional risk. Outline the first three steps to establish presence there.
• Buy the 60 Second Sale Book: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763

On this episode of the Inside BS Show, hosts break down the top three reasons to start a business—and one really bad reason you should avoid. Drawing inspiration from the “Spite Store” episode of Curb Your Enthusiasm, they explore how emotional decisions can lead to poor outcomes in both business and litigation. The conversation provides entrepreneurs with clear, practical insight on when launching a business makes strategic sense, and when it doesn't.

What You’ll Discover Today:

• Why spite is a terrible reason to start a business
• The three good reasons to launch a new company
• How to identify a real, unmet market need
• What makes your solution “a better mousetrap”
• How higher purpose can drive business success
• Why being “good at something” isn’t enough to go solo
• A cautionary tale about lawsuits motivated by emotion
• When litigation does make business sense

Key Topics Discussed:

• Market gaps and strategic positioning
• Differentiation through innovation and experience
• Aligning your business with personal mission or social good
• The importance of rational decision-making in business and law
• The dangers of emotional reactivity in entrepreneurship
• How to evaluate whether a lawsuit serves your long-term goals

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

On this episode of The Inside BS Show, dive into the #1 reason lawyers and other service professionals struggle with consistent revenue: the feast-or-famine cycle. They introduce the concept of the four types of revenue every professional service firm needs—ad hoc, repeat, recurring, and passive—and explain how to shift focus away from chasing the next big case toward building long-term, sustainable income. This episode is packed with real-world examples, powerful mindset shifts, and strategic advice for any service provider planning to go solo or grow their firm.

What You’ll Discover Today:
– Why most lawyers and professionals are trapped in the revenue rollercoaster
– The four types of revenue every business needs
– How to identify and reduce acquisition intensity
– A simple way to build recurring and passive revenue streams
– The biggest mistake professionals make before going solo
– How to build your business around market needs, not your ego

Key Topics Discussed:
– Ad Hoc Revenue: The big case that pays well, then disappears
– Repeat Revenue: Same client, new matter
– Recurring Revenue: Same client, same type of matter
– Passive Revenue: Mostly referrals
– Strategic alliances to unlock more recurring and passive income
– How to identify high-opportunity relationships before going out on your own
– The fourth sale concept: Set up your business to make the fourth sale, not just the first
– Why professionals should learn to source work for others
– How to build a referral-based business that grows itself

Call to Action:

Buy the 60 Second Sale Book: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763
 
Call Us: (305) 692-5531

Dave explains why a fat paycheck is worthless if your life is empty. He tells the story of quitting a seven-figure corporate role, scraping by during his first year on his own, and then getting wiped out by COVID. Rebuilding from zero taught him that a strong team always beats solo effort, that a company should pay owners first and appreciate in value, and that the business must fit the life you want. He shares how these three lessons became the foundation of Exit Success Lab. Listeners learn a roadmap to make a great living while living a great life.

What You’ll Discover Today

• Why a high salary can still be the riskiest position in the room
• The fallacy of grinding 18 hours a day in your startup
• Three rules that let owners profit now and build long-term wealth
• How paying shareholders first drives focus and discipline
• A quick exercise to see if your company truly serves your life

Key Topics Discussed

• Dave’s journey from Gallup partner to broke and back
• Owner-centric risk versus the power of an aligned team
• Treating your company like an appreciating, dividend-paying asset
• Shifting the CEO’s time to strategy instead of daily grind
• Exit Success Lab’s framework for active investment businesses

Call to Action
 
Call us at (305) 692-5531 with your biggest growth challenge.

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

Recurring revenue is the secret to increasing the value of your business. In this episode, Dave Lorenzo explains how even transactional businesses like roofing can create monthly income streams by white labeling other services. He shares a step-by-step case study of a roofer who added pool, lawn, and window cleaning as recurring services. Dave also outlines four key strategies to grow your monthly revenue: customer check-ins, regular upsell meetings, fast issue resolution, and celebrating recurring wins with your team. The message is clear—treat your business like a relationship and the revenue will follow.

What You’ll Discover Today:

• Why recurring revenue increases the multiple for your business
• How to add recurring revenue even in a transactional business
• A real-life case study of a roofer who expanded his business
• Four ways to grow and sustain monthly recurring income

Key Topics Discussed:

• Relationship-based sales vs. one-off transactions
• How to white label and bundle services for homeowners
• Monthly customer touchpoints and upsell strategies
• Creating a culture around recurring revenue inside your business

Call to Action:
Buy the 60 Second Sale Book: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763
Call Us: (305) 692-5531