Inside BS with Dave Lorenzo: Recent Episodes
Dave Lorenzo
Are you the kind of person who needs the inside scoop about everything? Have you sometimes wondered how certain things work? Do you want the insider business secrets? Join business consultant Dave Lorenzo for frequent shows on marketing, sales, business strategy, and all the big secrets THEY don't want you to know. This show will entertain you with great interviews, help you make more money, and give you the inside scoop on all the best secrets most people never share.
Sales and Marketing Systems and Support
On this episode of The Inside BS Show with The Godfather and Nicki G, Dave and Nicola discuss how Dave evaluates the sales and marketing function in a business. They also talk about how you can enhance the value of your business if you improve the sales and marketing systems.
Chapters
00:00 Sales and Marketing Systems and Support
01:00 Dave Reveals the Entire System
05:45 Drive Suspects to Your Business
08:00 Converting Suspects Into Clients
10:30 Converting Prospects Into Customers
11:04 Deepening Customer Relationships
15:25 Support
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
Brand Reputation
In this episode of the Inside BS Show, Dave Lorenzo, the Godfather of Growth, and his partner, Nicola Gelormino (aka Nicki G) discuss the vital role brand reputation plays in influencing a business's valuation, especially during an exit. The duo breaks down five actionable ways businesses can improve and maintain their brand reputation.
Overall, businesses aiming to increase their valuation should pay attention to their brand's reputation. From the moment a negative review comes into the everyday interactions with customers, every touchpoint matters and plays a role in the business's overall value.
Watch the full episode for more insights and actionable tips!
Chapters
00:00 Brand Reputation
01:20 Managing Online Reviews
06:25 Collect Testimonials and Letters of Recommendation
10:50 Use Quantitative Brand Measurement Tools
14:36 Public Relations Strategy
17:35 Achieve Industry Recognition
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
In this episode of "The Sunday Special" on The Inside BS Show, hosts Dave Lorenzo, and Nicola Gelormino, discuss their latest entrepreneurial venture and share updates on their ongoing projects.
- The episode opens with Dave joyfully greeting Nicola and commenting on how they've spent two hours together prior, which although wasn't productive, was fun.
- Dave excitedly announces the launch of their website, exitsuccesslab.com. The website serves as a platform for professionals, such as lawyers, financial advisors, consultants, CEOs, and business owners. It provides resources including articles and an application process to join their community.
- Dave mentions an article he wrote on various strategies for exiting a business, boasting 3000 words.
- A highlight of the episode is Dave revealing that he's been working on a glossary of definitions related to business strategy and exit planning. This sparks a playful guessing game between Dave and Nicola about the number of definitions in the glossary.
- A significant portion of the podcast is dedicated to discussing "The Exit Value Roadmap," a report they're jointly producing, which leverages the expertise of various subject matter experts. The roadmap touches upon the 10 key value drivers of businesses and is expected to be ready in the next month or two.
- They also share their future plans, such as identifying CEOs to join them and expanding their group of experts.
- Towards the end, Nicola emphasizes the passion behind their venture and encourages listeners to continue following their journey. The two also tease an exciting interview in their next episode.
- Dave wraps up by urging listeners to share the show and express their appreciation for it.
(Summary Provided by Chat GPT)
Key Drivers Of Business Value Part 2 of 10 | Attract and Retain a Top Management Team
In this episode of the Inside BSS Show, Dave Lorenzo and Nicola Gelormino discuss the second key driver to increase value in any business: the management team. Dive into their insights on three core elements to ensure the management team maximizes business value:
- Recruiting top-tier talent for each position and the importance of specialists in pivotal roles.
- Retention strategies, including competitive compensation, benefits, resources, and ensuring employees feel valued.
- Focusing on the future by aligning the company's growth with the professional development and aspirations of the management team.
Don't miss this episode if you're keen on scaling and maximizing your business value!
Chapters:
00:00 Attract and Retain a Top Management Team
01:00 3 Elements of a Great Management Team
01:51 Recruiting Top Talent
07:40 Retention of the Management Team
10:30 Focus on the Future
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
Key Drivers Of Business Value Part 1 of 10 | Revenue Streams | Show 173
Today, entrepreneurs Nicola Gelormino and Dave Lorenzo discuss one of the most crucial aspects of business: understanding different revenue types and how they impact your exit planning and strategy. Discover the 10 key drivers of business value, and dive deep into the world of revenue with examples and real-world applications.
In this episode, you'll learn:
-- The difference between ad hoc, repeat, recurring, and passive revenue.
-- How each revenue type can influence the value of your business.
-- The importance of diversifying revenue streams for stability and growth.
-- Why relationship revenue (repeat, recurring, and passive) is a game-changer in your exit strategy.
Stay tuned till the end to discover how to increase the value of your business and get insights on the next key value driver. If you're serious about understanding exit strategy and planning effectively for the future, this episode is a must-watch!
Remember to subscribe to our channel for more insights on exit planning, exit strategy, and key value drivers. Join us tomorrow for more Inside BS!
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
Exit Planning vs. Exit Strategy What's the Difference?
In this enlightening episode of The Inside BS Show, Nicola Gelormino and Dave Lorenzo, dive deep into the nuances of 'Exit Strategy' and 'Exit Plan'.
What do they really mean and how do they differ?
Does the business world often misinterpret these terms?
Join us as we debunk the myths, challenge the gurus, and offer practical advice for business owners on maximizing value, strategic thinking, and why every business move should be a calculated step toward the future. Whether you're planning to stay or leave, we've got the real inside BS (business strategy) for you. Don't miss out on this valuable discussion - subscribe for more insights!
Chapters
00:00 Exit Planning vs. Exit Strategy What's the Difference?
01:00 Exit Planning
02:02 Exit Strategy
02:40 The Semantic Game Gurus play
04:45 How We Should Think About The Exit Process
08:45 The Real Definition of Strategy, Plan, Tactics and Action Items
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
3 Small Business Exit Strategies
Every small business owner dreams of a triumphant ending to their entrepreneurial journey. But, do you have a PLAN for it? 🔍 Dive into this riveting episode of 'The Inside BS Show' with dynamic duo, The Godfather of Growth, Dave Lorenzo, and the ever-energetic Nicki G. (Nicola Gelormino)! From leveraging business brokers for a swift exit to harnessing partnerships for maximum gain, they unravel game-changing strategies every business maven should have up their sleeve. 📈🤝
But wait, that’s not all! Beyond the main three, they even dive into a BONUS strategy that's overlooked but equally crucial! And when it comes to a competitor's takeover, why might that be the golden ticket for some? All will be revealed! 🎫🔥
So, if you've ever caught yourself pondering your business's endgame or just looking for insights to refine your long-term strategy, this episode is a treasure trove waiting to be discovered. 📦✨
Your business deserves the best exit. Start planning NOW!🏁
👇 Drop your thoughts in the comments, and don't forget to catch up on more nuggets of wisdom from 'The Inside BS Show.' 💭✍️
P.S. Can't watch? No worries! 🎧 Tune into the audio podcast version of the show, available daily wherever you devour your podcasts! 🎶🎤👂
SmallBusiness #ExitStrategies #InsideBSShow #EntrepreneurLife
Chapters:
00:00 3 Small Business Exit Strategies
00:42 Should You Hire a Business Broker?
03:10 Creating a Market for Your Business
05:44 Strategic Alliance Strategy
10:20 Sell Your Business to a Competitor
13:00 Death as a Business Exit Strategy
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
How To Network Effectively At Online Events
If you've ever attended a networking event on Zoom, you've probably thought:
How am I going to stand out among the crowd of people on this screen?
Will anyone even remember who I am and what I do?
Why should I invest my time on this online platform when I could meet someone in person and develop a REAL relationship?
Those are all excellent questions, but there is HUGE value to be realized from online networking. If you are wondering what it is and how you've been missing it all this time, you must join Nicola Gelormino and Dave Lorenzo for this episode of The Inside BS Show.
Chapters
00:00 How To Network Effectively At Online Events
01:53 Bring Great Energy
05:01 Pick Your Networking Targets in Advance
06:40 Setup Your Follow Up In Advance
08:37 Be Present
10:42 Bring a Powerful Personal Brand
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
Today, Dave Lorenzo and Nicola Gelormino dive deep into the complex world of exit planning for business owners. They shared candid insights from their recent meetings with various professionals, revealing that while many claim to prioritize business owners' best interests, their true motivations might differ.
Enter, The Exit Success Lab. An initiative by Dave and Nicola designed to truly empower entrepreneurs. Unlike the one-size-fits-all service providers, The Exit Success Lab offers holistic access to every expert you'd need to genuinely build your business value. So when it's time to sell, you have a plethora of options and a strategy tailored just for you.
Stay tuned for more game-changing insights only on The Inside BS Show! 💼🎙️ #BusinessExit #Entrepreneurship #InsideBSShow
A Solo Law Practice is a Job Not a Business
In this riveting episode of The Inside BS Show, join Dave Lorenzo and Nicola Gelormino (Nicki G) as they engage in a heated debate over whether a sole practitioner in the legal field truly has a business or just a job. The sparks fly when Dave presents his viewpoint that solo practitioners are essentially buying themselves a job, while Nicki G passionately argues for the flexibility and freedom solo practice brings. Just as the debate heats up, they introduce their mediator and arbitrator friend, Amy Mariani, to potentially settle the matter. But will she side with one or provide a neutral perspective? Dive into the discussion to find out and learn more about the roles of mediators and arbitrators from Amy. Don't miss out!
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
How to Make a Proposal That Clients Can't Say No To | A Resource for Entrepreneurs
Join Dave and Nicola as they delve deep into the world of client relationships! In this episode, they uncover:
🔹 Anticipating Client Concerns: The power of proactive thinking in business.
🔹 Value from the Start: Why showcasing expertise upfront can be a game-changer.
🔹 Personal Touches Matter: How simple gestures can make your clients feel cherished.
🔹 More than Just a Service: Creating a community around what you offer.
🔹 The Freedom to Decline: Dave's impactful strategy of giving clients permission to say no.
Discover why mutual respect and a pressure-free environment are key. Dive in to learn how to craft offers your clients can't resist! 👥🤝📈 #ClientRelations #InsideBSShow #businesstips
Key Points:
Anticipate Barriers and Address Them: Businesses should be proactive in foreseeing potential issues clients might face and addressing them head-on. For instance, CEOs often want transparency, so providing them with a list of group members upfront can alleviate concerns.
Provide Value Upfront: This can come in many forms, including whitepapers or other content that showcases the business's expertise, demonstrating credibility and building trust from the outset.
Make Clients Feel Special: Regardless of the size of the business, personal touches matter. A personal meeting or even a simple note can make clients feel appreciated and valued.
Build a Community Around Your Offer: This isn't just about providing a service or product but about giving clients a sense of belonging. Staying at a prestigious hotel, for example, isn't just about accommodation; it's also about the status and community associated with it.
Permission to Say No: Dave emphasizes the significance of allowing potential clients the freedom to decline. By setting a clear stage for discussions and removing the "maybe" option, businesses can foster an environment of trust. When clients are given explicit permission to say no, they often feel less pressured, more engaged, and are more likely to make a definitive decision.
Throughout the discussion, both speakers stress the importance of mutual respect, value delivery, and the creation of a pressure-free environment in business interactions. The overarching message is that by focusing on these elements, businesses can create offers that are nearly irresistible to potential clients.
Chapters:
00:00 How to Make a Proposal That Clients Can't Say No To
01:00 The Difference Between Influence and Manipulation
01:57 Offer Options
07:30 Remove Barriers
11:41 Form A Community of Clients
15:26 Make Clients Feel Special
17:09 Give Permission to Say No
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
How To Negotiate An Agreement | A Gude for Entrepreneurs
Join Dave Lorenzo "The Godfather" and Nicola Gelormino "Nicki G" as they dive deep into the world of business negotiations on this episode of The Inside BS Show. Unlock key strategies for successful business discussions:
1️⃣ Mastering Preparation: Discover why understanding all positions is paramount for constructive talks.
2️⃣ Staying Cool: Learn how a calm and patient approach can be your strongest asset.
3️⃣ Initiating with Simple Agreements: Setting a positive tone can be a game-changer. Hear a riveting union negotiation story from Lorenzo himself!
4️⃣ Closing Strong with Decision Makers: Seal the deal with commitment and intent by involving the key players.
Whether you're an entrepreneur, an aspiring negotiator, or just looking to gain insight into the world of business dealings, this episode is packed with valuable inside BS (Business Strategy 😉)!
Don't forget to subscribe for more episodes and insights from Dave Lorenzo "The Godfather" and Nicola Gelormino "Nicki G"! Here's to making great business moves and living an incredible life.🥂📈🔥
Chapters:
00:00 How To Negotiate An Agreement
01:17 Identify the Motive of the Other Party
04:14 Identify Points of Leverage
05:56 Clarity of Purpose
08:55 Agree on the Easy Stuff
12:14 Bring Decision-Makers Into the Room
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
How to Get Repeat Business from Existing Clients
Dive into the world of fostering client relationships with Dave Lorenzo, the Godfather of Growth, and Nicola Gelormino, (Nicki G.,). Together, they unravel the strategies to ensure repeat business from your existing clientele.
Key Points:
--- The Power of Asking: Early engagement with clients helps in understanding their needs better. By consistently asking and identifying issues, you open doors to more opportunities.
--- Quality and Integrity: These are non-negotiables. Delivering top-tier work and operating with transparency ensures clients come back to you.
--- Do Business with Your Clients: Investing in your client's success by referring business to them or being their customer cements your relationship.
--- From securing those initial deals to establishing long-term partnerships, Dave and Nicki G. discuss the essence of going beyond the transactional nature of business. Remember, delivering value is the key to nurturing lasting client relationships.
Chapters:
00:00 How to Get Repeat Business from Existing Clients
00:53 Ask Early and Ask Often
07:09 Integrity and Competence are Essential
10:21 Give Business to Your Clients
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
How to Start a Business Conversation
Ever stumbled on your words when trying to strike up a business conversation? In this episode, Dave Lorenzo, the godfather of growth, and his partner Nicola Gelormino, also known as Nicki G., dive deep into the nuances of initiating business conversations, especially if you're an introvert!
Key Points:
- Why even extroverts like Dave can find starting conversations challenging.
- The power of establishing points of commonality as conversation starters.
- Nicola's pro tip on how to navigate situations when you haven’t had a chance to research the person in advance.
- The "Wingman Approach": Why having someone to introduce you might be the game-changer you need.
- A little-known technique: Using event organizers to make introductions.
- The importance of a kind word and a warm smile to break the ice.
Remember, a successful business conversation could be a gateway to incredible opportunities.
Chapters
00:00 How to Start a Business Conversation
02:00 Good-Looking People Have An Advantage
05:05 Find Points of Commonality
12:08 Wingman Approach
14:37 Work With The Event Organizer
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
In this Sunday special episode of The Inside BS Show, the "Godfather of Growth," Dave Lorenzo, is joined by Nicola Gelormino, also known as Nicki G. Unlike recent episodes where Dave hosted solo, Nicki G. provides a refreshing counterpoint, offering additional insights into their business venture.
The crux of the conversation revolves around a unique business community they've been developing named The Success Lab. This initiative aims to assist mid-market CEOs, specifically those leading companies with annual revenue between $5 million and $300-$400 million. The main challenge these CEOs face is dividing their time between working on their business (strategic planning, growth, etc.) and working in their business (daily operations, firefighting, etc.).
Dave explains the philosophy behind The Success Lab. At its core, it's about preparing CEOs for their eventual exit from their business. Whether this means selling the company, merging with a strategic partner, or aiming for other types of acquisition, the idea is to provide these CEOs with a roadmap for the future. By asking CEOs about their exit strategies, Dave discovered a considerable knowledge gap. Many CEOs, while experts in their domains haven't thought enough about how to position their businesses for an eventual sale or handover.
The Success Lab also aims to be a one-stop resource for CEOs. In addition to goal-setting and accountability, it provides access to subject matter experts from various fields. For instance, CEOs can learn how to make their business more appealing to family offices, understand the intricacies of transitioning businesses to the next generation, or even get advice on litigation matters without immediately hiring an attorney.
A significant part of their strategy is to bring professionals on board as beta testers. These professionals, drawn from high net worth spaces, are treated as if they were CEOs. Their double role is to help refine The Success Lab's offerings and get acquainted with its teachings. The objective is to have a balance – approximately a five-to-one ratio of CEOs to subject matter experts.
Nicola shares her observations from their initial pitch to professionals, noting the palpable excitement and interest in The Success Lab. She then steers the conversation towards understanding the origins of this initiative, prompting Dave to share an illustrative story about a telescope manufacturer in Michigan. This CEO, brilliant at crafting telescopes, had never considered how his business would fit into a bigger picture or who might be interested in acquiring it.
In essence, the episode underscores the importance of strategic planning for mid-market CEOs, the value The Success Lab brings to these business leaders, and the journey Dave and Nicola have embarked upon to bring this vision to life. Regular episodes of The Inside BS Show air Monday through Friday.
Today's Saturday Side Hustle is a special presentation. This is a live presentation I did in front of an audience of professionals in Hallandale Beach, Florida on August 17, 2023. The title of the presentation is: Selling with Stories. During this talk, I share my seven-step process for convincing people to adopt your ideas using a story.
Questions To Ask A Lawyer Before You Hire Them
In this episode of Inside BSS Show, Dave Lorenzo sits down with expert litigator, Nicola Gelormino (known affectionately as Nicki G) to discuss the essential questions business leaders should ask when facing litigation and looking to hire the right attorney.
Key Takeaways:
Understanding the difference between transactional lawyers and litigators.
The importance of hiring an attorney with specific experience related to your business issue.
The role of leverage in business disputes and its impact on the negotiation process.
If you're a business leader and ever find yourself amidst a legal issue, this episode is a must-watch. Ensure you're making informed decisions when it comes to protecting your business. Don't forget to like, share, and subscribe for more expert insights!
Chapters:
00:00 Questions To Ask A Lawyer Before You Hire Them
01:36 What is the First Question I Should Ask a Lawyer Before I Hire Them?
03:10 The Difference Between a Transactional Attorney and a Litigator
06:57 What Should a Business Owner Listen for When a Lawyer Talks About Their Experience?
12:21 How Much and How Long?
19:29 What Are My Options?
23:18 What Do you Need From Me?
26:05 What Can I Tell You About My Business?
BusinessLitigation #HiringALawyer #insidebsshow
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
When to Fire a Problem Client
In this episode of The Inside BS Show, Dave and Nicola have a discussion about when to fire a client. 99% of clients are amazing and a joy to work with but there are three specific times with you need to address inappropriate behavior. The team reviews each of the scenarios and provides step-by-step guidance on how to address them.
Chapters:
00:00 When to Fire a Problem Client
01:07 Not Following Advice
07:12 Complaining About Costs
10:54 Passive Aggressive Behavior
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
How to Deal with Stress as an Entrepreneur
Join us on the Inside BS Show, where hosts Nicki G and Dave Lorenzo dive deep into the world of stress that entrepreneurs often face. 🌊💼
Highlights:
🎯 Dave Lorenzo's two-pronged approach to handling stress: Mentally and Physically.
🎯 Nicola Gelormino's story on preparing for a high-pressure situation: Desensitizing yourself from stressors.
🎯 The art of harnessing the adrenaline and using it as a tool to boost performance.
🎯 The power of preparation, repetition, and viewing situations from different perspectives.
🎯 The secrets of effective public speaking and connecting with your audience.
Chapters:
00:00 How to Deal with Stress as an Entrepreneur
00:53 Nicola's Mental and Physical Preparation for Stress
02:31 Desensitize to Stressors
Are you an entrepreneur or someone who faces stress on a regular basis? Looking for ways to not just cope but THRIVE? 🚀 This video is for you. Don't forget to subscribe, hit the bell icon, and drop your comments below! 👇
Entrepreneurship #StressManagement #InsideBSS #DaveLorenzo #NikkiG
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
A Day in the Life of an Entrepreneurial Professional
🎥 Maximizing Productivity in Everyday Life: Inside BSS Show with Dave and Nicola
How do you make every minute of your day count? Dive deep into daily routines and productivity hacks with Dave Lorenzo and Nicola Gelormino on this enlightening episode of the Inside BSS Show.
✨ Episode Highlights:
- Dave and Nicola discuss their personal strategies for tackling the day.
- Nicola shares her unique blend of being a litigator, entrepreneur, fitness enthusiast, wife, and friend.
- Discover how she structures her day to keep the momentum going.
- Understand the importance of workout routines and why it's more than just physical.
- How does one deal with unexpected events during a packed day?
- Get insights into the Pomodoro method and how working in chunks might benefit your concentration.
- Dave talks about how he decides when to wrap up his day to maintain the quality of his work.
🔔 Subscribe for more productivity tips and tricks! And don't forget to leave your questions for Dave and Nicola in the comments. They might just answer them in the next episode! 🎧
Chapters
00:00 A Day in the Life of an Entrepreneurial Professional
00:59 How Does Nicola Start Her Day?
02:17 How Much Intensity Does Nicola Bring to Her Fitness Routine?
03:20 How To Organize Your Day for Maximum Productivity
06:20 Multitasking vs. Focus
09:52 How Does Nicola Get Intense Work Done When She's Tired?
14:20 How Does Nicola Know When to End Her Day?
productivity #DailyRoutine
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
Competitive Drive: The Secret to a Winning Attitude
Join Dave Lorenzo, the "Godfather of Growth", and his exceptional partner Nicola Gelormino, affectionately known as "Nicki G", as they dive deep into the world of competitiveness. What makes them tick? How far does their competitive spirit drive them in personal and professional arenas? How do they handle relationships that might get affected because of their drive to always be the best?
In this episode:
- Discover the origins of Dave and Nikki's competitive nature.
- Explore the role of competitiveness in personal and work relationships.
- Understand the balance between ambition and relationship-building, especially in settings like law school.
- Hear about Dave's journey through different professional settings and his relentless pursuit of always being at the top.
- Learn why Nicola is the secret weapon behind their Provisor group's success.
- Get a glimpse into the challenges and rewards of being extremely competitive.
- Plus, a bonus: Discover the exclusive offerings of the Inside BS Show audio podcast!
If you've ever been accused of being "too competitive" or if you admire those with an unstoppable drive to win, this episode is tailor-made for you!
Like, share, and don't forget to subscribe for more insights from the dynamic duo. Also, check out our audio podcast for exclusive content and the chance to ask Dave and Nikki G your burning questions.
Chapters
00:00 Competitive Drive: The Secret to a Winning Attitude
01:13 When did Dave and Nicola Both Realize They Were Competitive People?
03:40 Managing Your Competitive Natura in a Social Setting
04:33 How Working at Gallup Helped Dave Harness His Competitive Drive to Win at Work
07:40 Law School is Competitive and it Prepares You for the Real World
09:10 Dave Says Don't Hold Back on Being Competitive
09:59 Why Dave Loves The Haters
12:16 Nicola is as Competitive as Dave But Wants to be Underestimated
13:51 The Story That Motivated Dave to Grow The Largest Networking Group in ProVisors
insidebsshow #competitiveness #businessgrowth #relationshipbuilding
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
The Sunday Special is an audio-only show where Dave Lorenzo and Nicola Gelormino document the process of building the Inside BS Media business. Each week they cover what worked and what didn't work. The goal is to take you behind the scenes and capture the growth of a business from inception to enterprise.
In this episode, Dave discusses the current Inside BS video podcast production process and he announces the launch of a new business/revenue stream. This is the beta test of The Success Lab - a program to help business leaders get their most important projects done.
http://SuccessLabSecrets.com
Today's Saturday Side Hustle is all about breaking through the barrier of complacency. Many entrepreneurs achieve their goals and they simply stop pushing hard and they stop growing. On this show, Dave Lorenzo shares his five-step process for breaking through that mental barrier.
How to Dress for Business
On this episode of the Inside BS Show, join hosts Dave Lorenzo and Nicola Gelormino (Nicki G) as they dive deep into the importance of professional appearance and hygiene. Listen to insightful anecdotes and get tips on how to always present yourself in the best light!
Episode Highlights:
- The crucial mistake a banker made during summer.
- Why dressing above your client’s level always pays off.
- The role of pandemic in changing our dressing norms.
- Professional grooming and hygiene tips you can't ignore.
- Why your appearance is not just about you, but also a sign of respect for others.
Dave also shares a funny yet relevant story from his hospitality industry days and reminds everyone of the importance of deodorant. Do you want to know how to dress and act the part in a professional setting? Click play!
Exclusive! - Listen to our audio podcast for more content and a chance to ask us questions!
Apple: https://podcasts.apple.com/us/podcast...
Spotify: https://open.spotify.com/show/4YEMMWH...
Make sure you subscribe, share, and comment below about your thoughts on today's topic. Until next time, take care, and always prioritize making a great impression! #InsideBSShow #ProfessionalAppearance #HygieneMatters
Chapters:
00:00 How to Dress for Busienss
01:24 Dave's Philosophy on Dressing to Impress
02:18 The Flexibility of Dressing Well
03:39 Nicola's Thoughts on Professional Attire
06:53 Dave's Strong Opinions on Grooming and Hairstyles
07:41 Importance of Hygiene in the Workplace
08:26 Addressing the Issue of Body Odor
09:32 Nicola Emphasizes Respect in Dressing Well
10:00 Closing Thoughts and the Importance of Hygiene
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
Must Know Business Travel Tips and Tricks
Ever found yourself struggling with business travel? In this episode, Dave and Nicki G, both seasoned travelers, share their insider tips to ensure you're always prepared on the road. With Dave's experience of being on the road for at least 120 nights a year and giving 70+ talks annually, and Nicki G's vast traveling insights, they've got some invaluable advice up their sleeves.
🎙Highlights include:
-- The importance of an airline club membership and why it's a game-changer.
-- Making connections in the hospitality industry to upgrade your experiences.
-- The secret of fully refundable backup flights and why they're essential for crucial business trips.
-- Seat stalking: How to get the best seat.
-- Dave's favorite travel gadget.
Join us and elevate your business travel game! 🌐🛄
Make sure to like, share, and subscribe for more expert tips and insights. Safe travels! ✈️🧳
BusinessTravel #TravelTips #InsideBSShow
Chapters
00:00 Must Know Business Travel Tips and Tricks
00:50 Get an Airline Club Membership
06:12 Book a Fully Refundable Back-up Flight
11:04 Book a Back-up Rental Car
12:58 Seat Stalking Gets You the Best Seat on a Plane
17:49 Hotel Upgrade Tips
25:24 Travel Tripod is a Lifesaver
27:52 Travel Light
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
Networking for Business Don't Be a Cell Phone Zombie
In this episode, Dave Lorenzo and Nicola Gelormino (aka Nicki G) dive deep into the phenomenon of the "smartphone zombie" - individuals so engrossed in their phones that they are oblivious to the world around them. They discuss the negative impact of constantly being on your phone, especially during social gatherings and meetings, and how it can hinder the growth of genuine relationships. Dave emphasizes the importance of giving undivided attention during interactions and shares personal anecdotes to drive home the point. Plus, get an inside look at their playful banter and learn how you can access the audio version of their show! Tune in for insightful commentary, practical advice, and some good laughs. Don't forget to like, share, and subscribe! 📱💬🚫 #SmartphoneZombie #RelationshipBuilding #digitaldetox
Chapters
00:00 Networking for Business Don't Be a Cell Phone Zombie
01:11 What is a Smartphone Zombie?
02:45 How to Handle an Important Call While Networking
03:21 Dave's Perspective: Leave the Phone in the Car
07:34 Nicola Talks About Excusing Herself to Check Her Phone
08:52 Dave Goes On a Rant About Cell Phones
12:30 Dave's Cell Phone Zombie Story
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
Get the Podcast on Apple: https://podcasts.apple.com/us/podcast...
Get The Podcast on Spotify: https://open.spotify.com/show/4YEMMWH...
How to Be More Productive as an Entrepreneur
Entrepreneurs constantly struggle with getting things done. You are pulled in 15 different directions at once. How do you focus? How do you make the time to work on the projects that will more your business forward? We've got the answers for you on today's show.
Chapters
00:00 How to Be More Productive as an Entrepreneur
00:39 Make Mundane Tasks Friction-Free
03:25 Do The Hardest Things First
04:20 Make Appointments for Your Projects
10:18 Say No
Here is a link to the book mentioned in the show: The Power of a Habit by Charles Duhig
https://www.amazon.com/The-Power-of-H...
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
The Entrepreneur's Secrets to Self-Motivation
Today's Inside BS Show is a powerful demonstration of self-motivation. If you need a boost to help you get things done, this show will absolutely help you get there.
Chapters
00:00 The Entrepreneur's Secrets to Self-Motivation
01:44 Doing Things That Other People Won't Do
05:32 Set Priorities That Match Your Goals
07:22 Operate With a Chip On Your Shoulder
10:14 Microtasking
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
Each Sunday we take a step back and examine what Dave Lorenzo and Nicola Gelormino are doing to grow their business. Today's show is the first episode of a weekly journal Dave is keeping to highlight what he is doing to build this business from scratch.
On this show, Dave highlights how he is only going to PAY ATTENTION to things that advance his business in three ways:
1). Attract new clients
2). Deepen the lifetime value of the relationships he has with his current clients
3). Increase Enterprise Value (the value of the business itself)
This is not a separate show from The Inside BS Show it is a bonus inside look at how someone builds a business from the very beginning.
This is a special segment featuring Dave Lorenzo, The Godfather of Growth. On today's show, Dave discusses the criteria he uses to determine if he should take someone seriously.
This is only available here on the audio podcast. It is exclusive content.
Get the Podcast on Apple: https://podcasts.apple.com/us/podcast...
Get The Podcast on Spotify: https://open.spotify.com/show/4YEMMWH...
Business Advice for Small Business Owners
On today's Inside BS Show with The Godfather and Nicki G, Dave, and Nicola share the top four pieces of advice they give to business owners. Let us know how your top 4 pieces of advice match up with theirs.
Chapters
00:00 Business Advice for Small Business Owners
00:55 Get Paid in Advance
05:40 Hire a Good Accountant
07:08 Know Your Client
09:45 Create Standard Operating Procedures
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
Fake Guru vs. Real Business Consultant | How to Spot a Fake Guru
In this episode of the Inside BS Show, hosts Nicola Gelormino and Dave Lorenzo discuss how to spot a fake guru in the coaching & consulting industry. They address the prevalence of coaches & consultants selling unrealistic dreams and explore ways to identify legitimate professionals.
Dave Lorenzo emphasizes the importance of working with coaches and consultants who prioritize the client's needs and focus on delivering value rather than showcasing material possessions like Lamborghinis or private jets. Genuine coaches and consultants concentrate on helping clients achieve their desired results through expertise and customized guidance.
One of the major red flags is emotionally manipulative language. Fake gurus use high-pressure tactics, trying to instill fear and desperation in potential clients to make a quick sale. On the other hand, legitimate coaches and consultants offer transparency and provide a clear roadmap for success, allowing clients to make informed decisions.
Dave Lorenzo shares a personal experience where he demonstrated his confidence by competing against another provider in a sales challenge. Legitimate consultants should be open about their track record and welcome opportunities for potential clients to connect with past or current clients for references.
The video stresses that hesitation or vagueness from a coach or consultant when asked about their background or success story, is a significant warning sign. A genuine coach will readily share their achievements and provide concrete evidence of their expertise and the value they offer.
Overall, the key takeaway from the video is to be vigilant and discerning when selecting a coach or consultant. Legitimate coaches and consultants focus on the client's needs, offer transparency, and are willing to provide references to demonstrate their capabilities. By avoiding emotionally manipulative tactics and flashy displays, individuals can protect themselves from fake gurus and make more informed decisions in choosing a reputable and helpful coach or consultant.
Chapters:
00:00 How to Spot a Fake Guru
01:41 Coaches Are Accelerants
02:10 Red Flag: Focus on Lifestyle of the Coach
03:56 Red Flag: Emotionally Manipulative Language
08:34 Red Flag: Selling the Dream
16:54 Red Flag: Vagueness
19:28 Red Flag: Never Admitting Failures
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
Non-Sleazy Networking Strategies for Business Leaders
In this video, Nicola Gelormino and Dave Lorenzo discuss non-sleazy networking strategies.
The first strategy is to deliver value first by making meaningful connections and offering help without expecting anything in return.
The second strategy involves using LinkedIn effectively, engaging with content, and establishing warm connections before reaching out.
The third strategy is to ask important, empathetic questions to foster deeper conversations and build relationships.
The fourth strategy suggests bringing a wing person to networking events to make introductions and ease conversations.
The fifth strategy emphasizes the importance of follow-up by delivering ongoing value through newsletters, introductions, and educational content.
Dave and Nicola stress the significance of suspending judgment based on appearances and staying open to unexpected connections. By following these strategies, you can enhance your networking skills and build fruitful professional relationships.
Chapters:
00:00 Non Sleazy Networking Strategies for Business Leaders
00:38 Deliver Value First
02:43 Use LinkedIn to Develop Relationships
04:10 Ask Empathetic Questions
08:18 Bring a Wingperson with You
10:54 Suspend Judgement
16:05 Add More Value with Your Follow Up
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
Ted Lasso Leadership Lessons
Ted Lasso is a show on Apple TV and it features an American Football coach who is brought over to the United Kingdom to coach soccer. The main character displays many good leadership traits. On today's show, Dave Lorenzo and Nicola Gelormino discuss a few of those great qualities.
Chapters
00:00 Ted Lasso Leadership Lessons
02:30 Emotional Intelligence
03:49 People React Based Upon What is Happening in Their Lives
05:21 Vulnerability
07:34 How Can We Anticipate the Reaction of Others?
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
How to Build a Community of Like-Minded Professionals
On today's Inside BS Show, Dave Lorenzo and Nicola Gelormino share the mindset required to build a powerful group of peers. Dave and Nicola focused on these elements while building the largest group of networking professionals in the history of ProVisors.
These mindset strategies are also valuable for Vistage Chairs as they build their coaching groups. Dave has worked with several Vistage Chairs to help them build successful practices.
Chapters
00:00 How to Build a Community of Like-Minded Professionals
01:30 Mindset Elements Necessary for Building a Peer Group
02:07 Clarity of Purpose
06:12 Commitment
10:36 Confidence
13:23 Culture
16:22 Capability
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
Inside BS Interview with Erika Buenaventura | Show 149
Erika Buenaventura is the Regional Director for ProVisors in South Florida. Her region, which includes Miami-Dade, Broward and Palm Beach Counties is one of the fastest-growing regions in the United States.
On today’s show, Dave Lorenzo and Nicola Gelormino interview Erika and discuss her career journey, being a busy working mom and leading a group of big-ego professionals.
Chapters:
00:00 How to Lead a Fast-Growing Team of Professionals
00:50 Dave Asks Nicola About Her Past and What Quality from Growing Up She Carries with her Today
01:40 Dave Discusses Loyalty and Why it is One of the Qualities He Values Most in a Friend
04:00 Why Dave is Grateful to Erika
05:42 What does a ProVisors Regional Director Do?
08:05 How did Erika Find ProVisors?
12:00 Erika Shares How ProVisors in South Florida is Organized
20:00 How Erika Introduced Dave and Nicola
23:45 Why did Erika Decide to Work at ProVisors?
25:45 What Makes Erika So Successful as a Regional Director?
27:00 What is One Piece of Advice Erika Would Give a New Regional Director?
27:45 What is the Most Exciting Thing About Being a ProVisors Regional Director?
29:00 How Does Erika Balance Being a Mom and Working in a High-Pressure Job?
32:10 Erika has a Remote Relationship with Her Boss. How Does that Work for Her?
34:16 What is a Challenge that Erika Has Faced as a Regional Director?
35:23 How Does Erika Manage the Different Personalities in ProVisors?
36:16 How Hard is it to Manage and Motivate Volunteers?
40:50 How Has Erika’s Personal Story Influenced Her and Help Her Become Successful?
44:05 Who Was One of Erika’s Early Mentors?
45:42 What Does Erika Look for in a ProVisors Group Leader?
46:50 How Does Erika Help These Group Leaders to Be Successful?
49:45 How Has Being a Competitive Person Helped Erika Succeed?
51:50 How Does Erika Balance Being Competitive with Being Good Natured?
55:00 What Will ProVisors Look Like Five Years from Now?
57:00 What is Next for Erika Buenaventura?
58:00 Erika Shares Three of Her Core Values with Us
59:18 Erika Asks Dave Why He Joined ProVisors.
1:04:00 What Advice would Nicola Give to a New ProVisors Member?
1:05:27 What Motivates Dave to Put Other People First?
1:08:59 What Motivates Nicola to Do a Great Job as a Leader in ProVisors?
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
How to Motivate Employees
Dave Lorenzo and Nicola Gelormino discuss how to get employees fired up about the mission and purpose of your company.
If you think your employees are only joining your company for a paycheck, you MUST watch this video.
Chapters:
00:00 How Do You Motivate Employees?
01:00 What is the Role of Empathy in Employee Motivation?
02:38 People Join a Company Because They Believe in What They Are Doing
04:00 People Want to Know They Are Making a Difference
04:50 Ask Employees: What Do You Want from This Relationship?
07:09 Dave Asks Nicola about Litigators Who are Handling a Matter They Believe In
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
How to Handle Unsolicited Advice
Unsolicited advice stinks. It is only valuable to the sender. On today's show, Dave Lorenzo and Nicola Gelormino discuss ways to handle the regular unsolicited advice they receive. This show will make you feel better about yourself if you are getting bombarded with "guidance from friends."
Chapters
00:00 How to Handle Unsolicited Advice
00:30 Dave Tells an Embarrassing Story
02:34 Who is Unsolicited Advice Good For?
03:27 Nicola Never Gives Unsolicited Advice
04:12 There is No Good Response to Unsolicited Advice
05:29 The Two Things That Dave Does When He Receives Unsolicited Advice
08:00 People With High Self-Esteem Don't GIve Unsolicited Advice
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
Chapters:
00:00 Is Work From Home Dead? Martha Stewart Thinks So
01:02 Is Work From Home Bad for Productivity
02:17 Martha Stewart Doesn't Understand Gen Z
04:09 Nicola Loves Work from Home
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
Networking Best Practices: Avoid These Killer Networking Mistakes
There are five killer mistakes many professionals make when networking. Dave Lorenzo and Nicola Gelormino share networking best practices to help you avoid them. Join us on today's Inside BS Show as we help you maximize your opportunities to build relationships while networking.
Chapters
00:00 Networking Best Practices: Avoid These Killer Networking Mistakes
00:36 It's Not About You
03:38 Not Delivering Value First
07:33 Do Not Pitch Yourself
10:31 Not Being Human
15:21 Networking Best Practice: Three Great Topis for Making Small Talk
16:06 Not Following Up
18:00 Best Practice: The Magic Follow Up System
23:50 Best Practice: Steve Klitzner's Newsletter Strategy
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
Learn Transcendental Meditation Increase Productivity At Work
Everyone always asks Dave how he has so much energy and how he gets so much done. Well, he does have a secret. He learned it when he was doing stand-up comedy - but it's not what you think.
Join us as Dave shares how he uses Transcendental Meditation to help him relax and focus. You can make it your competitive advantage.
Chapters
00:00 Learn Transcendental Meditation Increase Productivity At Work
01:27 Clear Out the Head Trash
02:09 Being In the Room
03:57 The Way to Clear Your Mind Before a Performance is Meditation
05:16 Dave Describes the Transcendental Meditation Process
16:23 What if You Don't Have Time?
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
What Entrepreneurs Can Learn from Taylor Swift
On today's show, Taylor Swift fan-boy Dave Lorenzo shares his five things entrepreneurs can learn from the pop start. Even as Dave gushes about his love for T-Swizzle, Nicola makes sure we stay focused on the valuable lessons that come from observing one of today's top artists.
Be sure and watch to the end to see if Nicola keeps Dave from busting out one of his favorite songs (if you know Dave at all, you know he lives to embarrass his kids with his awful voice and horrible dance moves).
Chapters
00:00 What Entrepreneurs Can Learn from Taylor Swift
00:52 What Can We Learn About Business from Taylor Swift?
01:31 Provide Your Clients with a Great Experience
04:17 Make Your Clients Part of the Experience
05:00 Understand Where You Make Your Money
06:00 Always Be Promoting & Control the Message Delivery
06:59 Protect Your Brand
08:43 Fan/Client Apprecaition is Job 1
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
Best Reasons to Start a Business
On today's show, Dave Lorenzo and Nicola Gelormino discuss the three best reasons to start a business, and Nicola shares the WORST reason to file a lawsuit.
The show starts out with a discussion about one of our favorite shows: Curb Your Enthusiasm.
Chapters
00:00 Best Reasons to Start a Business
00:38 The Spite Store
02:22 The Three Best Reasons to Start a Business
04:44 Filling a Need in the Market
05:55 Better Product, Service, Experience
07:17 Purpose-Driven Business
09:25 Spite and Lawsuits
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
Warning: This story is terrible on many levels. It's terrible because of the horrible behavior but it is also terrible that the behavior only surfaced after two rainmakers left and their former firm mysteriously "found" the emails that unearthed the behavior.
Dave Lorenzo and Nicola Gelormino discuss this ridiculous sequence of events.
Summary:
The named partners at a U.S. law firm called Barber Ranen have quit their jobs. Their old law firm, Lewis Brisbois Bisgaard & Smith, found many emails where these lawyers used racist, homophobic, and antisemitic language.
John Barber and Jeffrey Ranen were forced to resign. Barber, who was a top partner at Barber Ranen, and Ranen, who was in charge of the firm's finances, issues an apology.
"The last three days have been the toughest in our lives. We've had to face those emails," they said. "They don't show our real feelings or our true values."
Barber and Ranen started the new firm with over 100 lawyers from Lewis Brisbois. Ranen worked in Los Angeles and Barber worked in Newport Beach, California.
Lewis Brisbois stated that they didn't know about the emails and started looking into them after an anonymous complaint about the lawyers. Many of their emails, some from as long ago as 2008, were first reported by the New York Post.
Chapters
00:00 Emails Reveal Shocking Behavior by Lawyers
00:30 The Story
01:13 The "Toughest Day???!!"
01:29 The Implications of This Scandal
02:20 Anonymous Complaint Lead to Email Discovery
04:30 Dave Reveals the Firm that Tolerated This Behavior for Years
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
Attention New ProVisors Members: Do These 5 Things To Get Off To A Fast Start
This video is a must for all ProVisors members but it is particularly valuable for people who are brand new to our community. This is the advice Dave and Nicola share with each of their members when they onboard them. We devoted an entire show to it because it is that important.
Chapters:
00:00 Attention New ProVisors Members: Do These 5 Things To Get Off To A Fast Start
01:00 What is ProVisors?
02:25 Complete Your Bio on the ProVisors Hub
06:29 The Value of a Good Headshot on the Hub
08:16 Create a Personal Brand
10:40 Visit Other Groups Often
14:54 Deliver Value
20:00 Refer a New Member to Your Group
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
Dave & Nicola Reveal Their Biggest Fears
An article in the news prompts Dave to ask Nicola about her biggest fears. When the question is turned back around on him, Dave reveals how Cognitive Behavioral therapy "cured" him of one of his phobias.
Chapters
00:00 Dave & Nicola Reveal Their Biggest Fears
01:06 What is Nicola's Biggest Fear?
02:27 Dave Reveals His Biggest Fear
02:40 Dave Goes to Therapy
05:25 Does Nicola Have a Fear of Speaking In Front of an Audience?
06:34 What is it Like Going to Court on Zoom?
08:56 Can You "Vamp" in Court?
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
An Entrepreneur's Business Strategy Most Lawyers and Professionals Ignore
Most entrepreneurs think about their exit strategy when they start their businesses. This means they focus on replicable revenue. CEOs who ascend to the role and professional service providers never consider different revenue streams. There are four types of revenue in any business.
In this video, Dave describes each type of revenue, and he and Nicola discuss them and their value. Entrepreneurs live and breathe this information, but other business leaders miss it.
00:00 Entrepreneur's Business Strategy Most Lawyers and Professionals Ignore
00:51 Revenue Rollercoaster
04:25 Think About This Before Starting a Business or Professional Firm
05:24 Ad Hoc Revenue
05:48 Repeat Revenue
06:44 Recurring Revenue
07:27 Passive Revenue
09:28 Acquisition Intensity
13:28 What Type of Revenue Do Most People Chase?
15:56 Most Important Thing an Entrepreneur Can Do Before Starting a Business
20:08 The Big Takeaway from Today's Session
20:50 How Often Do Professionals Think Like Entrepreneurs?
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
Knucklehead Lawyer Risks Career By Relying On Chat GPT
A lawyer from New York is in trouble for using a computer program called ChatGPT to help with his work on a lawsuit against an airline from Colombia.
The lawyer's name is Steven Schwartz and he works for a law firm called Levidow, Levidow & Oberman. He was hired by a man named Robert Mata to help him get money for an injury he says happened during a flight with Avianca Airlines in 2019.
According to a report from CNN Business on May 28, Mata says he got hurt by a serving cart during his flight.
But, a judge noticed some mistakes and things that didn't make sense in the papers for the lawsuit. After this, Schwartz confessed he had been using ChatGPT to do his research for the case.
Dave and Nicola weigh in on this situation on today's show.
Chapters:
00:00 Knucklehead Lawyer Risks Career By Relying On Chat GPT
01:11 Nicola's Opinion On This Situation
03:16 What The Lawyer Should Have Done
04:03 Dave Explains The Value of a Red Team
05:44 The Proper Use of Chat GPT
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
Giannis' Comments After Series Loss Cause a BIG Disagreement Between Us
Nicola and Dave almost never disagree. They see the world the same way. They have the same values and beliefs. And they are both extremely competitive. That's why Dave was shocked at Nicola's reaction to the comments NBA star Giannis Antetokounmpo made after a series-ending loss to the Miami Heat.
Here's the quote:
“It’s an old question. There’s no failure in sports. You know, there’s good days, bad days. Some days some days you are able to be successful, some days you’re not. Some days it’s your turn, some days it’s not your turn. And that’s what sports about. You don’t always win, some other other team’s gonna win. And this year somebody else is gonna win. Simple as that. We’re gonna come back next year, try to be better try to build good habits, try to play better, not have a 10 days stretch with [we] play bad basketball, you know, and hopefully we can win a championship. So 50 years from 1971 to 2021 that we didn’t win a championship, it was 50 years of failures? No, it was not. It was steps to it, you know, and we were able to win one.”
Watch today's show for Dave and Niicola's reaction and then tell us, in the comments, who you think is right.
Chapters:
00:00 Giannis' Comments After Series Loss Cause a BIG Disagreement Between Us
00:30 The Question
01:25 Giannis' Answer
02:05 Nicola's Opinion of Giannis' Answer
03:54 Dave's Opinion and the Reason He Disagrees with Nicola
08:09 Lesson: Never Respond In a Personal Way
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
About Inside BS Show with The Godfather and Nicki G
This is probably the best discussion of sales in professional services that you're ever going to find. Sales is about helping people see what is good for them. If you believe - really believe - you have the best solution for your client (or prospective client) you MUST push until they give you an answer. It is malpractice if you don't.
Chapters
00:00 The Secret to Being Comfortable With Sales
00:44 Why Does Sales Come Naturally To Some People?
01:10 Nothing Happens Until Somebody Sells Something
01:58 Leadership Influence Is What CEOs Do But It Is Also Selling
02:28 Mindset Shift You Need To Embrace
03:46 How To Become Comfortable With Sales
04:51 Purity of Intent
05:53 The First Thing To Think About
06:25 Dave Pitches ProVisors To Demonstrate His Purity of Intent
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
The Time Nicki G was the Easter Bunny
On Fridays on The Inside BS Show, we like to have a little fun. This is one of the first shows Dave and Nicola did together. It was filmed during the NBA finals and, in completely unscripted fashion, Nicola asks Dave a question about his wardrobe. She wasn't expecting him to turn the question around to her and she reveals the time she dressed as the Easter Bunny and had to retreat to the safety of the kitchen before things got ugly.
Chapters
00:00 The Time Nicki G was the Easter Bunny
00:32 Nicola Spots Oversized Shoes at NBA Game
00:55 What is the Most Ridiculous Thing Dave Has Worn?
03:12 What is the Most Ridiculous Thing Nicola Has Worn?
04:55 The Problem Dave Had with a Santa Suit
05:45 The Irrational Fear Lorenzos Have of Clowns
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
Master The Art of Referrals
Nicola (Nicki G) received a really bad referral from another lawyer. This referral turned out to be an annoying pest who not only wastes her time but continually reminds her of the carelessness of the referral attorney. Clearly, the referring attorney didn't care about Nicola wasting her time with the pest.
Dave shares with us the PROPER way to pass a referral and a story of how a great referral resulted in a 17-year client friendship.
If you want to be viewed as an ideal referral partner, this is the most important 13:44 you will invest in your career.
Chapters:
00:00 How To Master The Art of Referrals
00:30 Nicola Tells the Story of an Annoying Pest Who Was Referred to Her
02:16 Dave Tells a Story About a Competitor Who Annoyed Him - But It Has a Plot Twist
03:35 Dave Teaches Lawyers and ProVisors Members to Refer Business
04:11 The Way You Give Referrals is How You Will Get Referrals Back
06:00 How Dave Really Feels About Blind Email Referrals
06:32 The Three PROPER Ways to Pass a Referral
09:23 STOP Wasiting People's Time and Do This First
10:25 Why Qualifying the Referral First is Important
11:45 Dave Delivers the SHOCKING End to the Story He Started the Show With
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
How to Create an Ideal Partnership
On June 28, 2023, Dave Lorenzo and Nicola Gelormino met for the first time. This was the beginning of a partnership that lead to the development of a phenomenal professional networking group. While this may seem like an insignificant achievement - bringing 55 professionals together for a common purpose - it is just the beginning of what these two will accomplish.
They've chosen the second episode of their joint podcast to briefly explain why their partnership is so special and why you should try and have something like it in your world if you want to do big things.
Chapters:
00:00 How To Create the Ideal Partnership
00:58 Why Are People So Obsessed with How Long Dave and Nicola Know Each Other?
02:40 Core Value Alignment and Complementary Strengths Mean Everything in a Partnership
04:42 Big Ideas & Details Are What Make Our Relationship Work
05:38 Your Take-Away from Dave and Nicola's Relationship
06:44 Nicola Says Something Nice to Dave
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
All About Nicki G
Since this is their first show together. Dave thought it would be a good idea to interview Nicola (Nicki G) as a way to introduce her to all of you. The interview gives us some insight into Nicola Gelormino's background and it also shares some valuable life lessons.
Chapters
00:00 All About Nicki G
01:35 Nicola's summer plans
02:19 How can you put a business relationship on a fast track?
09:39 What was Nicola's favorite sport growing up in Western Pennsylvania?
11:31 What was Nicola’s first job?
12:43 Interesting fact about Nicola's love for numbers
13:34 How Nicola's early jobs impacted her career
14:41 What was Nicola’s favorite job?
15:50 Nicola's Real Estate career
16:09 Why did Nicola decide to attend law school?
18:31 Why did Nicola start her own law firm?
20:10 What advice would Nicola give to her 21-year-old self?
21:14 What is Nicola most proud of in her career?
22:04 What is Nicola's process when she takes a risk?
23:02 How did Nicola's 30-60-90-day plan compare to what actually happened in real life?
23:35 What was the most frustrating and rewarding part of Nicola's planning process?
27:13 Three personal things about Nicola
30:17 Nicola's love for travel motivates her
32:19 What is Nicola's best advice to other professionals?
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
How to Become a Bicoastal Realtor
About Rhonda Kohn
Real Estate Broker
(800) 825-0102
rhondakohn@kw.com
Specializing in Residential Real Estate in Los Angeles and Miami. My practice is global and I am bicoastal. Representing both Buyers and Sellers with all aspects of their Real Estate needs. I have direct experience with property sales in Receiverships, Assignment for the Benefit of Creditors, and Bankruptcies, and work with SoCal receivers from Simi Valley down to LA Quinta. I work closely with Fiduciaries, Business Managers, CPAs, Family Law, and Trust/Probate Attorneys. Additionally, I also have extensive knowledge in the Condo And Townhouse Market.
00:00 How to Become a Bicoastal Realtor
01:09 How did Rhonda start into real estate?
02:02 What is the difference between the real estate that Rhonda works in from LA to Miami?
03:00 How does Rhonda handle listing in two markets?
06:43 What effect has the current economic situation had on real estate in each place?
08:40 How does Rhonda handle buyer expectations on property in various locations with high prices?
11:47 What do the majority of buyers seek for in a home?
14:11 What are the additional costs that buyers may face in a jurisdiction other than South Florida?
18:59 How does Rhonda handle purchasers from Miami or Los Angeles?
20:51 What deal is Rhonda the most proud of?
25:21 A good story of Rhonda's dealings with defects property listing?
31:20 Another Rhonda Real Estate story
37:42 Rhonda teaches clients how to create a seller video.
41:17 Can Rhoda arrange for the buyer and seller to meet in person?
46:18 How does Rhonda manage her lifestyle when she has a deal from LA or South Florida?
About Inside BS Show with The Godfather and Nicki G
The Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.
Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding.
Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries.
A new episode is released at 8 AM each business day.
How Medical Professionals Plan for Retirement
About Drew Powers
Drew Powers is the Founder of Powers Financial Group LLC, a Registered Investment Advisor, specializing in advanced investment and insurance strategies for Medical and Dental Professionals, Business and Practice Owners, and Successful Professionals.
Drew started his career in 2001 as a Market Maker on the Chicago Board Options Exchange, where he managed trading portfolios comprising of hundreds of equity- and equity-index option listings. In 2008, he transitioned to the role of Financial Advisor and Investment Advisor Representative, where he helped clients develop individual financial strategies.
At Powers Financial Group, Drew leverages his stock and options trading expertise with his financial advising experience to help clients increase and protect their wealth. He holds FINRA Series 7 & 66 registrations, as well as Life and Health Insurance licenses.
As a member of Ed Slott's Elite IRA Advisor Group, Drew receives in-depth technical training on advanced retirement account planning strategies and estate planning techniques, new tax laws, and proactive preparation for pending legislation. Drew has also trained under former IRS trainer Sandy Botkin, and he has been named a Five Star Wealth Manager for 2019 and 2020.
Drew lives in Naperville with his wife and their two children. He is an avid downhill skier, active in youth sports, a proud "Rooster" within the Naperville Jaycees, and is passionate about CrossFit and the Paleo/Primal Lifestyle.
Chapters
00:00 How Medical Professionals Plan for Retirement
00:57 How did Drew get started helping folks in the medical industry on retirement planning?
01:44 Why are medical residents important to Drew as clients and what do they do?
03:29 How does Drew counsel someone who is deeply in debt?
05:12 What is the first thing Drew focuses on with his clients?
06:59 What kind of disability insurance do residents who aren't making a lot of money get?
08:53 It is more difficult to ensure one type of medical practitioner than another?
10:18 How does a retirement plan work for medical professionals?
12:56 How does a minimum-wage earner in the medical industry obtain a retirement plan?
15:31 What ERISA stands for and what are the things that they allow people to achieve that make them so vital to Drew's business with his clients?
17:19 How to buy the assets for less money while avoiding taxes?
18:53 Why do many believe that wealthy individuals do not require insurance?
23:50 How much of Drew's business comes from referrals?
25:08 What should people pay attention to when referring Drew?
26:17 Which one would Drew prefer to work with: someone who has already started working with a financial advisor or a new one?
28:11 What information must a client provide for Drew to assist them?
29:52 What will an estate planning attorney hear that will make them want to visit Drew?
32:54 How does Drew help families who have list a loved one?
The Inside BS of Fraud Investigation
About Tracy Coenen
Tracy Coenen has over two decades of experience in accounting and investigations, and has personally investigated more than 500 frauds in a wide variety of industries. Because she is so hands-on in each investigation, Tracy can testify in depositions or trials with confidence.
00:00 The Inside BS of Fraud Investigation
01:34 How did Tracy become a Forensic Accountant?
02:42 How did Tracy become a Fraud Investigator?
03:29 How exciting it is to discover business executives who stole or found money that a spouse thought he or she was incredibly clever and hid.
04:16 Who is better at hiding money from others: the CEO of the company or the shady spouse?
04:45 A case study: How Tracy discovered hidden property from a client's husband
05:58 How does Tracy approach her job in corporate and divorce cases?
07:08 What are some of the most common corporate methods for individuals to commit fraud and steal from huge corporations?
08:33 How can a client hire Tracy from an attorney?
10:33 How does Tracy guide her clients through every aspect of the divorce process?
11:30 How often does Tracy need an attorney to appear in court and get a subpoena to obtain evidence?
12:18 How much is the divorce penalty for not closing an account?
13:00 When does Tracy give testimony in court as a fraud investigator?
14:45 How does a lawyer resolve a matter before presenting a report?
16:32 What financial guidance Tracy offers to her pals who are preparing to get married
18:12 Is it best for a couple to have a joint account but keep their own money?
20:13 The value of financial transparency in a married partnership
20:51 What has Tracy witnessed that surprises her in regard to a divorcing couple's finances?
21:43 How vital is it for a married couple to have an in-case of emergency list that is internet secured and stored in a safe deposit box?
24:38 What is a divorce money guide, and what inspired Tracy to write one?
25:53 What is the first step in collecting financial documents?
27:07 How often does a forensic accountant, such as Tracy, find hidden money from a husband of a client who's facing a divorce settlement
29:29 How does Tracy handle and protect a pension that someone might be getting, if someone is going through a divorce?
31:01 Where does Tracy fit into the divorce process?
32:12 In what stage of the divorce process does an attorney consult with a forensic accountant like Tracy?
34:05 Who is Money Guide for, and where can they find it?
34:50 What is the best way to reach Tracy?
Talking Patent Law with Satellite Girl
About Arlyn Alonzo
Arlyn Alonzo is an intellectual property attorney (patents, trademarks, copyright). She has a special concentration on the preparation and prosecution of patent applications as well as support for technically complex patent infringement litigation cases. Arlyn has worked with clients in a variety of high-tech industries, including wireless communication systems and networks, optoelectronics, digital storage media, medical devices, and other electrical and mechanical inventions. Arlyn has also been influential in helping many litigation attorneys find their “super” expert witnesses to win their cases.
Arlyn Alonzo
Intellectual Property Attorney
(310) 853-3827
00:00 Talking Patent Law with Satellite Girl
01:33 How did Arlyn get the nickname of "Satellite Girl"?
02:54 How did Arlyn transition from engineering to Intellectual Property Law?
04:28 What types of Patents does Arlyn work on as a result of her engineering background?
07:35 What are the types of intellectual property and what does Arlyn works on?
08:51 How essential are referrals from other Intellectual Property Attorneys?
10:35 What is the difference between a Utility Patent, a Design Patent, and a Plant Patent?
13:12 Could someone apply for both a utility and a design patent if their idea is unique?
14:24 What is a patent attorney's step-by-step approach in their client?
18:04 What exactly is an Office Action?
22:00 How often does Arlyn come across the same folks for the same type of invention?
24:13 Who is Arlyn's ideal client?
25:47 What should the client have in order to contact Arlyn?
26:56 Why you need a Patent Litigation expert involved in a LPatent Litigation Case?
30:33 How did Arlyn become fluent in four languages?
Inside the World of Succession Planning
About Warren Rutherford
Warren Rutherford is the Owner of Rutherford Advisors, Inc. DBA The Executive Suite, located in Hyannis, MA USA since 2004. He provides succession-based executive search and C-level search services to closely held and family owned businesses. A graduate of UMass Amherst with a degree in Political Science and Northeastern University with a masters degree in Public Administration, Warren has certifications as a One Page Business Plan consultant, an Innermetrix consultant, and is a master coach. He has developed a talent assessment system for use in his executive search services to create a "person-future fit" for each executive search assignment. Personal - he is married to Carol, 2 grown children, Kevin and Keri, and a growing golden retriever, Layla.
Warren Rutherford
Succession-Based
Executive Search Expert
(508) 778-7700
wjr@theexecutivesuite.com
00:00 Inside the World of Succession Planning
01:13 How did Warren become a Succession-Based Executive Search Expert?
03:30 What exactly is a Succession-Based Executive Search?
05:28 What percentage of Warren's deals does that CEO get when purchasing a company?
06:46 How does Warren assist his clients in realizing their business goals?
09:43 What size firm would be ideal for Warren's business?
11:31 How does Warren make certain that he is hiring the right person for the CEO position?
13:25 What is Warren's approach to winning clients' trust in finding the right professionals for the position?
15:48 What is Warren's opinion on what people should and should not post online?
21:53 How does Warren handle sensitive topics during the interview?
24:00 What is Warren's recommendation to an applicant with a poor credit history?
26:58 How does Warren manage to work in multiple states?
28:21 How can clients find Warren Rutherford?
29:56 What aspect of Warren's appeal most surprised him?
30:59 What industries aren't a good fit for Warren's business?
An Introduction to Asset Protection
Clients call Rodney Hatley when:
(1) They are concerned about minimizing or eliminating estate, generation-skipping transfer, and gift taxes;
(2) They are taking their company public (we can move their stock ownership into special trusts so that the value of the company is out of their estates for estate, generation-skipping transfer, and gift tax purposes);
(3) They are selling their company and are concerned about claims of fraud and nondisclosure when buyer's remorse sets in (we can put the proceeds into asset protection trusts so that the money is protected from later litigation over the sale of the company); or
(4) They have been sued (we can help them understand their rights and responsibilities so that they can make informed decisions regarding next steps).
Rodney Hatley
Estate Planning &
Asset Protection Attorney
Hatley Law Group, A P.C
(858) 465-8001
rod@hatleylawgroup.com
http://www.hatleylawgroup.com
Chapters
00:00 An Introduction to asset protection
01:29 How did Rodney become an Asset Protection Attorney?
04:35 How important is asset protection for business owners?
08:27 What distinguishes an operational business from a holding company
10:59 Why it's important to use a special purpose entity
13:33 What are the basic requirements for an estate plan?
19:19 What are the most common mistakes people make with their estate plans?
22:03 How does Rod protect his clients' private information when they buy a property?
24:26 What exactly is an Asset Protection Plan?
How to Plan for Retirement
About Patrick Cote:
AssetGrade is a fee-only Registered Investment Advisor firm that provides financial planning and investment management services for HENRYs (High Earners, Not Rich Yet) and businesses.
Prior to launching AssetGrade in 2013, Pat held a number of executive roles at Fidelity Investments, including running operations for communications and investment reviews for more than 13,000 clients with retirement plan assets totaling more than $600 billion. Pat also ran strategy and acquisitions for OneShield, a KKR-backed insurance software and services provider. He is a former strategy consultant from Bain & Company in London and Boston. Pat is a Chartered Financial Analyst® and earned his MBA from the Wharton School of the University of Pennsylvania and his undergraduate degree from McGill University.
Patrick R. Côté,
Founding Partner
AssetGrade
(617) 933 7257
patrick.cote@assetgrade.com
www.assetgrade.com
Chapters
00:00 How to Plan for Retirement
00:51 How did Patrick become a financial advisor?
01:50 Patrick's advice for people who are unable to retire due to financial obligations
07:03 Patrick's advice for people that start their businesses late
09:35 What are the strategic differences between being an entrepreneur and a wage earner?
12:08 How does Patrick prepare his clients for what their future lifestyle would be like?
13:46 What are Patrick's clients' retirement misconceptions?
15:33 How damaging are credit cards?
20:59 How did Patrick's firm become one of the best in the country?
22:21 Who is Patrick's ideal client?
23:52 What are Patrick's strategies for dealing with clients?
25:38 What is the difference between a fee-only financial advisor and someone who earns a commission by selling a product or service?
28:52 Who is the type of person Patrick wants to work?
31:35 Why investing in only one company is a bad idea?
32:46 What is the advice Patrick has given as a result of COVID?
34:11 How does Patrick handle clients who want to invest in S&P 500 Index Funds?
36:30 People should consider their stock portfolio in the same way they consider the investment in their home
Inside the World of a Personal Injury Attorney
Michael Cushing is a Chicago personal injury lawyer specializing in car accidents, truck accidents, motorcycle accidents, workers’ compensation, medical malpractice, and wrongful death cases across Illinois.
Michael Cushing has dedicated his career to helping people who have been injured by the negligence or misconduct of others. Michael is an aggressive advocate for his clients and has made a difference in the lives of thousands of injured adults, children, and newborns since beginning his practice in 2003.
He has a broad range of hands-on trial experience and is a skilled and poised litigator who focuses on wrongful death, professional malpractice, and personal injury cases. Michael always places his clients first, giving them the individualized attention, they deserve.
Michael believes that results matter and that is why it is his goal to ensure that each of his clients recovers the full value of their injuries. To reach this end he dedicates a tremendous amount of time, energy, and focus to each case. His hard work, dedication, and commitment has resulted in millions of dollars in verdicts and settlements for his clients.
Michael Cushing
mcushing@cushinglaw.com
312 726 2323
https://cushinglaw.com
Chapters
00:00 Inside the World of a Personal Injury Attorney
01:32 How did Mike become a Personal Injury Attorney?
02:59 Mike's approach to assisting his clients
06:04 What are Mike's criteria for accepting a case?
08:12 What is Mike's process for working up a case?
11:45 How important it is to know a good personal injury attorney?
14:08 How to tell if there is a case in a situation
18:14 How does Mike persuade someone, such as a police officer, to cooperate in a case?
19:47 Understanding the insurance company
21:18 What is Mike's leverage as a personal injury attorney to get the insurance company to perform what they are contractually obligated to do?
23:41 What percentage of cases go to trial, and what factors force certain cases to proceed to trial while others settle?
26:56 What is the best question to ask a personal injury attorney before hiring them?
30:36 How does a client know he has hired the best personal injury lawyer?
34:36 How long does a case take?
36:33 What is the statute of limitations?
38:28 What is a "runner" in a personal injury matter?
40:34 Dave’s story: How did Dave get a call from an attorney shortly after the accident without asking for one?
42:26 Where do good cases come from?
43:41 How does Mike's Law Firm do business?
45:46 What is tort reform all about?
How to Tell Better Stories
About Karl (from Karl's point of view)
I’m the owner of Squash and Stretch Productions, and help people who want to have a big impact on their communities attract more of their best clients and employees with engaging empathetic stories. I beat two brain tumors when I was 15, thanks to the help of my friends, family, community, and medical team. It’s why I’m so driven to help others build the sort of strong, empathetic connections that got me through the worst year of my life.
If I could cast a spell that made everybody on Earth as empathetic as humanly possible - but casting the spell would kill me - I’d do it.
It would solve big problems we’re facing like political and social divides, war, and inequality. And, it’d make challenges like Climate Change, Cancer, and Alzheimer's much easier to overcome.
I enjoy working with professionals in the tech, biotech, healthcare, and professional services industries and believe that everybody has a story worth sharing.
Karl Pontau
(925) 386-2274
karl@squashandstretch.net
https://squashandstretch.net/
Chapters
00:00 How to Tell Better Stories
00:57 How did Karl get to be the guy who helps people tell better stories?
03:51 What is the outcome of Karl's brain tumor diagnosis?
07:02 How did Karl come up with the name Squash and Stretch, and who are their ideal clients?
08:57 How does Karl assist his client?
11:47 What are the components of a good story?
15:17 How Story Can Help Business
19:05 How stories can be a major differentiator in any business?
The Inside BS About Mortgages
Craig Achtzehn
Residential Loan Officer
Draper & Kramer Mortgage Corp
(312) 961-7763
craig@dkmortgage.com
About Craig Achtzehn
For over 21 years, mortgage loan officer Craig Achtzehn has been a trusted home financing resource for consumers and professionals across Chicagoland and beyond. Craig has distinguished himself as a top producer throughout his career, and Mortgage Executive Magazine has also consistently ranked him on their annual Top 1% Mortgage Originators in America list.
Much of Craig’s success can be attributed to his passion for organization, effectiveness and communication. A former Army officer with a degree in Engineering Management from West Point and an MBA from Notre Dame, his attention to detail and personal involvement in each loan helps ensure a smooth and positive loan experience for his clients. Craig’s expertise includes a wide range of loan, property and client types, and he specializes in helping military borrowers obtain VA home loans.
Craig’s favorite parts of his job are meeting new people, helping clients purchase their dream homes and seeing everyone leave the closing table happy. The majority of his clients are referred to him by satisfied past borrowers and his network of real estate agents, accountants, financial advisors, builders and attorneys.
Outside of the office, Craig can be found spending time with his family or serving his community. He resides in suburban Chicagoland with his wife and two children where he coaches youth basketball. He is also an ambassador to the Folded Flag Foundation, a nonprofit that provides educational scholarships and support grants to the spouses and children of service members who have fallen in the line of duty.
Chapters
00:00 The Inside BS About Mortgages
01:23 What is the current state of mortgage rates?
02:37 Don’t let rates scare you when buying a house
04:35 The process of refinancing
06:05 What is a popular mortgage product?
07:50 What mortgage product should individuals avoid?
10:05 What is the subprime market and how has it changed over time?
11:53 How can an entrepreneur obtain a mortgage with a poor credit score?
13:14 How Craig assists investors in purchasing investment property
15:53 Substantial equity refinance
17:05 What drew Craig into the mortgage industry?
18:45 How Craig approaches various clients
22:35 How often should a realtor come to Craig to discuss mortgages?
24:00 How should people know their credit score before buying a home?
26:09 What a self-employed person should prepare for when buying a property
27:18 What a co-signer actually means
28:34 The Future of the residential loan industry
30:01 History of the home loan industry
30:57 How does a mortgage affect a second house if the first is rented?
33:05 What are private loans and hard money?
How To Build a Law Practice That Supports Your Lifestyle
00:00 How To Build a Law Practice That Supports Your Lifestyle
01:45 How did John become a Coach Lawyer?
06:03 Why does John believe that people who pursue law as a second career often succeed where others fail?
07:13 What they don't teach you in law school
08:25 Why is it so difficult for some lawyers to separate their professional and personal lives?
10:27 What advice does John have for law students about money in the legal profession?
13:30 How should a litigator set up a system for their firm to run continuously?
17:31 Three ways to make money in a professional services firm
18:26 Why there is such a mental health issue in the legal profession
22:07 The importance of seeking help for a mental health problem
23:07 What is John's mission to return the practice of law to a noble profession?
24:47 Why does John only work with lawyers?
26:11 How does John determine who he will work with?
28:08 What are John's client selection criteria, and how does that set him apart from others in his profession?
31:22 How does John attract clients, and what is his business model?
37:00 How does John talk to a lawyer about an exit strategy?
The Value of a Medical Sherpa
Dr. Gerda Maissel, known as "Dr. Gerda the Medical Sherpa" is a physician with 10+ years of hospital/health system c-suite experience. When her mother was pregnant with her older brother she caught German Measles. Her brother was born with Congenital Rubella Syndrome. Growing up, Dr. Maissel saw the medical system treat both her mother and brother with a lack of dignity and respect. She chose to become a physician to help improve others' experiences. She chose the specialty of Physical Medicine and Rehabilitation because of the focus on function in the context of people's lives and families. Dr. Maissel was pulled into leadership early on, rising up to become a Chief Medical Officer or Medical Group President inside several different health systems. My MD Advisor is her 'pandemic baby'.
Gerda Maissel
Patient Advocate
(845) 316-0175
GM@myMDAdvisor.com
www.Mymdadvisor.com
00:00 The Value of a Medical Sherpa
01:08 How did Dr. Gerda become a patient advocate?
04:57 How valuable is Dr. Gerpa's work to her patients?
08:30 How Dr. Gerda can assist you if you receive a serious diagnostic result
15:14 What role does Dr. Gerda play in helping patients better understand the doctor's explanation of diagnosis results?
20:51 How can Dr. Gerda assist patients in making treatment decisions?
23:47 A case using Dave's Son.
28:12 The benefits of working with a patient advocate
30:19 A case scenario: How Dr. Gerda's assistance saves a patient time and money
32:57 What is the difference between a patient advocate and a primary care physician?
38:26 Dave's story: How can a doctor's straightforward honesty about a patient's medical results be helpful
39:52 What Dr. Gerda enjoys most about being a patient advocate
Everything You Want to Know About Franchising But Were Afraid to Ask
Ms. Liss’ practice emphasizes all aspects of franchising, business sales and purchases, intellectual property licensing and protection, trademarks, health law, and commercial real estate matters. She enjoys representing individuals, start-ups, and established national brands through their business life-cycle. Prior to joining Liss & Lamar, P.C., Ms. Liss practiced in the same areas in Denver, Colorado.
She is a member of the American Bar Association Forum on Franchising and a past-chair of the franchise subsection of the Colorado Bar Association.
Ms. Liss received her B.A. degree from the Tulane University and her J.D. degree from the University of Denver Sturm College of Law. She is a frequent speaker on the legal aspects of franchising, success in business sales and purchases, and brand protection strategies such as trademarks.
Chapters
00:00 Everything You Want to Know About Franchising But Were Afraid to Ask
01:12 How did Laura get into franchise law?
03:48 Real franchise explanation
06:25 Why is there a franchise regulation, and how does it work?
08:52 Why are franchises regulated at the federal level?
09:49 What level of detail is required in the disclosure documents?
11:46 What normally gets added when a company is franchised?
14:14 What actions can I impose on my franchisees?
17:01 Why having approved or designated required vendors is important for quality control?
17:48 What restrictions do franchisors need to be aware of when franchising?
19:18 How does Laura handle client documents when franchising in a different state?
22:49 How should Laura advise clients on obtaining franchise approval in a different state?
25:43 Is territorial exclusivity a franchise requirement?
27:52 Can a franchisor limit what a franchisee charges the final customer?
31:03 What is the difference between franchising and licensing?
33:21 What are the boundaries of franchising and licensing?
37:33 What is Laura's legal view on what potential franchisees should look for when looking to buy a franchise?
How to Handle Your Finances After Divorce
About Beth Krazewski
Beth has been empowering clients for the past 22 years to discover a greater purpose for their financial wealth and to pursue it with confidence. Her area of expertise is financial planning for life’s transitions especially divorce, retirement, and widowhood. These are complex financial situations and Beth enjoys holding the big picture for her clients while collaborating with their accountants, attorneys, and other members of their team.
Beth has a unique passion for divorce planning and for helping people at that difficult juncture. Her compassion for these clients led her to get a CDFA/Certified Divorce Financial Analyst designation, allowing her to assess their settlement sweet spot by analyzing short-term and long-term projections. Knowledge is power. And the strategic advice Beth offers clients based on her findings helps them feel confident negotiating and signing their agreements.
In her 12th year as a planner and manager, Beth founded Purposeful Wealth Advisors, a division of Keating & Associates. Though she’s based in Chicago, Beth works with clients across the US and around the world. When she’s not working, Beth is busy living the dream she and her husband hatched along with their three cherished children who throw a wrench into the plan every now and then. As they should!
https://www.linkedin.com/in/bethkraszewskicfp/
https://purposefulwealthadvisors.com/
Chapters
00:00 How to Handle Your Finances After Divorce
01:12 Why did Beth choose to become a Divorce Financial Planner?
02:39 Importance of Choosing the Right Divorce Lawyer
04:22 What financial advice might Beth provide people before they divorce?
08:21 When and at what point should the person contact Beth in the divorce process?
10:38 How far can a divorce lawyer go in the divorce process?
12:36 How much should be spent on divorcees on a percentage basis?
14:47 Understanding divorce custody and finances
17:32 Divorce advice from Dave
19:32 What is the significance of having a financial advisor during a divorce?
21:45 How does the post-divorce process work?
24:23 How Beth engages with her divorce clients
25:40 How does a divorce affect a 529 College Plan?
26:53 What are some divorce-related errors that smart people make?
28:40 How should the mortgage be handled during the divorce process?
30:10 What is Beth's greatest recommendation for choosing a divorce attorney?
33:03 How does referral work when looking for the best divorce attorney?
35:02 What type of divorce lawyer should you avoid hiring?
Jeremy Kanne started Smart Yeti originally as a full-service creative agency servicing many individual marketing needs. Using his background in Marketing, Engineering, & CMOx's Functional Marketing® process, Jeremy turned Smart Yeti into a company focused on helping B2B professional service companies grow faster with a fractional chief marketing officer.
WAYS JEREMY CAN HELP YOU:
- Create a marketing strategy that fosters predictable growth
- Manage KPIs so your marketing makes you money
- Correct your brand messaging and positioning
- Create systems for your team to follow
- Map out your customer journey
- Hire marketing employees and consultants to execute
- Eliminate holdups to keep your marketing team moving
- Direct marketing resources according to your business needs
TO LEARN MORE: jeremy@smartyeti.co
Chapters
00:00 What is a Fractional Chief Marketing Officer?
01:00 How did Jeremy become a Fractional Chief Marketing Officer?
02:10 What is the Best Firm to Contact for Jeremy?
03:36 What is the Role of a CMO in a Startup?
04:56 How involved is the CMO in the Tactics of a Client's Business?
09:52 How much does a CMO Assist to Evaluation Process in a Business?
11:03 What is the Key Value of a Fractional CMO?
12:21 How did Smart Yeti become High Level?
14:49 What is the Future of CMO Marketing Effectiveness?
19:15 How Effective is Video Discoverability Today?
20:53 What are some Offline Business Strategies?
23:02 Utilizing both Offline and Internet Networking to Support Business Growth
27:00 How CMOs Help Clients Stand Out in a Crowded Market
28:30 How CMOs Can Establish Great Relationships and an Effective Marketing Campaign With Customers?
On this episode of the Inside BS Show, Dave Lorenzo interviews Marc Hankin. Marc is an outstanding Intellectual Property Attorney who grows his business through relationship-based business development. Marc focuses on delivering value to others and helping them grow and that formula has helped him become one of the most connected lawyers in the United States.
The first half of this interview is about the value of intellectual property to a business. The second half is about networking, developing relationships, and growing your law firm.
join us for this fantastic conversation with Marc Hankin, a Master of Intellectual property and Networking.
00:00 How to Protect What You Have In Mind and Build Valuable Relationships
00:59 How Did Marc Become an Intellectual Property Attorney?
01:46 What Types of Patents Does Marc Work With?
04:17 How Can Intellectual Property Increase the Value of a Business?
07:07 How Does a Copyright Protect Intellectual Property?
10:46 What is a Trademark Application?
12:22 How Important is a Trademark in Business?
23:00 What are Trade Secrets, and Why are They Important?
25:48 How Can Intellectual Property Be Licensed?
29:19 Why Do You Need a Firm that Focuses on IP Litigation for Patent Cases?
33:48 How Did Marc Make his Way from the East Coast to the West Coast?
35:36 How did Marc Grow his Business?
41:36 How Helpful is a Networking Group in Helping your Business Grow?
47:03 How do you Maximize the Value of Becoming a Member of Provisors?
51:33 How beneficial is Marc's membership in Provisors?
57:43 What is Marc's Advice to people that have Concerns with Competitors?
Marc Hankin
Intellectual Property Attorney
Hankin Patent Law
(310) 979-3600
Marc@HankinPatentLaw.com
https://www.hankinpatentlaw.com/
About Marc Hankin:
Marc E. Hankin, Esq., of Hankin Patent Law, APC, is a Registered Patent Attorney with a strong science background who has had extensive involvement as the lead lawyer in all areas of intellectual property law, including: patent preparation, prosecution, and licensing; trademark and copyright registration and licensing; intellectual property disputes and litigating patent, trademark, and copyright infringements; domain name disputes; thefts of trade secrets; and other unfair competition matters. Marc has been the First Chair Litigator on a wide variety of IP matters for companies and universities ranging in size from solo inventors to start-ups through the top of the Fortune 500, and every size in between. Marc has been hired to testify at Trial and Deposition a dozen times as an Expert Witness and served as a Special Assistant Attorney General regarding a patent infringement matter. Marc has a sub-specialty in providing patent services for domestic and foreign Colleges and Universities, and served for several years as the Chair of the ABA University IP Law Committee.
Marc advises owners and managers of all sized businesses on how best to protect their valuable technology and creative works, through patent prosecution, trademark and copyright registration, licensing agreements, and trade secret protection. For more than thirty-three (33) years, Marc has counseled clients, including manufacturers and distributors in many different industries, including: software, hardware, visual effects, robotics, home theater, optical, dental, and medical devices, footwear, garments, jewelry, food, cannabis, vaping, nutraceuticals, and dietary supplements. Marc is quite knowledgeable about a wide variety of issues in the mechanical, chemical, and electrical arts, and also has been hired as a Mediator for IP disputes.
On this episode of the Inside BS Show, Dave Lorenzo interviews Marc Hankin. Marc is an outstanding Intellectual Property Attorney who grows his business through relationship-based business development. Marc focuses on delivering value to others and helping them grow and that formula has helped him become one of the most connected lawyers in the United States.
The first half of this interview is about the value of intellectual property to a business. The second half is about networking, developing relationships, and growing your law firm.
join us for this fantastic conversation with Marc Hankin, a Master of Intellectual property and Networking.
00:00 How to Protect What You Have In Mind and Build Valuable Relationships
00:59 How Did Marc Become an Intellectual Property Attorney?
01:46 What Types of Patents Does Marc Work With?
04:17 How Can Intellectual Property Increase the Value of a Business?
07:07 How Does a Copyright Protect Intellectual Property?
10:46 What is a Trademark Application?
12:22 How Important is a Trademark in Business?
23:00 What are Trade Secrets, and Why are They Important?
25:48 How Can Intellectual Property Be Licensed?
29:19 Why Do You Need a Firm that Focuses on IP Litigation for Patent Cases?
33:48 How Did Marc Make his Way from the East Coast to the West Coast?
35:36 How did Marc Grow his Business?
41:36 How Helpful is a Networking Group in Helping your Business Grow?
47:03 How do you Maximize the Value of Becoming a Member of Provisors?
51:33 How beneficial is Marc's membership in Provisors?
57:43 What is Marc's Advice to people that have Concerns with Competitors?
Marc Hankin
Intellectual Property Attorney
Hankin Patent Law
(310) 979-3600
Marc@HankinPatentLaw.com
https://www.hankinpatentlaw.com/
About Marc Hankin:
Marc E. Hankin, Esq., of Hankin Patent Law, APC, is a Registered Patent Attorney with a strong science background who has had extensive involvement as the lead lawyer in all areas of intellectual property law, including: patent preparation, prosecution, and licensing; trademark and copyright registration and licensing; intellectual property disputes and litigating patent, trademark, and copyright infringements; domain name disputes; thefts of trade secrets; and other unfair competition matters. Marc has been the First Chair Litigator on a wide variety of IP matters for companies and universities ranging in size from solo inventors to start-ups through the top of the Fortune 500, and every size in between. Marc has been hired to testify at Trial and Deposition a dozen times as an Expert Witness and served as a Special Assistant Attorney General regarding a patent infringement matter. Marc has a sub-specialty in providing patent services for domestic and foreign Colleges and Universities, and served for several years as the Chair of the ABA University IP Law Committee.
Marc advises owners and managers of all sized businesses on how best to protect their valuable technology and creative works, through patent prosecution, trademark and copyright registration, licensing agreements, and trade secret protection. For more than thirty-three (33) years, Marc has counseled clients, including manufacturers and distributors in many different industries, including: software, hardware, visual effects, robotics, home theater, optical, dental, and medical devices, footwear, garments, jewelry, food, cannabis, vaping, nutraceuticals, and dietary supplements. Marc is quite knowledgeable about a wide variety of issues in the mechanical, chemical, and electrical arts, and also has been hired as a Mediator for IP disputes.
How to Communicate Like a Powerful Executive
On this episode of the Inside BS Show, Dave Lorenzo interviews Donna Rustigian Mac.
Chapters
00:00 How to Communicate Like a Powerful Executive
01:18 How did Donna get into Coaching Executives?
04:20 What Makes an Effective Leader to be Good Listeners?
09:57 How should a Business Executive make Connections with others?
12:14 What is the main Challenge in Executive Communication?
14:52 Is the Art of Good Communication Being Destroyed by Technology?
21:50 How to Prepare for A Presentation to An Executive Committee
24:00 How Effective Is Zoom for Speeches?
27:14 How Donna Uses Brevity to Help Individuals Become More Impactful?
29:02 What Is the Significance of Being an Indirect and Direct Communicator?
31:22 How Mindfulness has Aided Donna and Her Clients
Donna Rustigian Mac
Executive Communication Coach
(508) 954-8279
donna@ivoicecommunication.com
Ivoicecommunication.com
About Donna Rustigian Mac:
Donna Rustigian Mac is the President of iVoice Communication, a company dedicated to creating healthy-human connections through updated, 21st century business communication skills. She provides 1:1 coaching to individuals, and group training to companies who want to expand the capabilities of their people. Donna has 30+ years of experience (in the media, digital media, corporate coaching, workforce development), She’s also a certified mindfulness teacher, and a qualified behavioral change facilitator. Donna’s work helps people communicate as their “best, most authentic selves”. She helps you break through ‘old conditioning’ so you can connect, human-to-human, with greater ease and updated skills. Donna is also the author of Guide to a Richer Life, Know Your Worth, Find Your Voice and Speak Your Truth as well as the Appreciation, #YayMe Journal and the Six Pillars of Mindful Communication.
An Introduction to the PEO Industry
On this episode of the Inside BS Show, Dave Lorenzo interviews Matt Walus. Matt shares an overview of the Professional Employer industry.
00:00 An Introduction to the PEO Industry
00:40 What is a PEO?
01:35 Who benefits from working with a PEO?
04:12 What services do PEOs provide?
09:59 What is a Co-Employment Relationship?
11:42 How G&A Partners and Matt's Systems help Clients?
14:52 What types of training do Matt and G&N provide?
16:28 How does G&A provide client solutions?
18:44 What has Matt noticed as an improvement in PEO during the last decade?
20:52 Who is not a suitable PEO client?
22:53 Who is Matt's Ideal client?
24:30 Who are G&A's top Referral Partners?
26:15 How does Matt's Sales Process Work?
27:52 What is the Future of the PEO Industry and G&A?
Matthew Wallus
Vice President of Sales - Midwest
G&A Partners
(630) 481-8101
mwalus@gnapartners.com
www.gnapartners.com
About Matthew Wallus
Matt Walus is the Vice President of Sales for the Midwest Region. He leads new business development efforts in and around the greater Chicago area and is responsible for the expansion and growth of G&A Partners' business throughout the region.
A 25-year veteran of the PEO industry, Matt founded and operated a regional PEO company, and managed successful sales teams for another national PEO, before joining G&A in 2018. He earned his bachelor's degree in sociology from Dartmouth College, where he was also a four-year member of the football team.
Today, he is involved with numerous community service programs through his church, and he is an active cyclist.
On today's inside BS Show, Dave Lorenzo interviews Arnold Brown about building relationships in banking.
00:00 How Nice Guys Finish First in Banking
00:43 How did Arnie get into Banking?
01:40 How Frequently Should a Banker Speak with Business Owners?
02:27 What differentiates working with CPAs, Architects, Lawyers from working with Entrepreneurs and CEOs?
04:08 How Can Bankers Use Their Network Connections to Promote Others?
04:50 Which Services are Ideal to Offer to a Professional Firm when they Bank with You?
08:06 How to Make a Law Firm Partner Gain Ownership of the Firm?
09:36 How Does a Banker Assist a Law Firm Partner in Increasing Their Line of Credit?
11:13 How to Become a Good Candidate for a Line of Credit
14:14 What are the Greatest Methods for Establishing a Relationship with a Banker?
16:12 How Arnie Attracts Business for Himself and the Bank
17:40 Arnie Did Not Expect a Contact to Come to Him at That Time.
19:54 How Does Arnie Decides Where to Network
22:38 Are There Any Clients Who Require More Professional Services Than the Bank Can Provide?
24:09 What is the Arnie Brown Referral Criteria?
25:18 What does Arnie and the Fifth Third Bank have to Offer Professionals?
Arnold (Arnie) Brown
Senior Vice President
Fifth Third Bank- Chicago
(312) 948-1046
arnold.brown@53.com
About Arnie Brown:
Arnie Brown is a SVP, and a Senior Business Banking Relationship Manager in the Professional Services Group of Fifth Third Bank. He specializes in catering to professional service firms including law, accounting, architectural, engineering, and health care practices/physicians. Arnie provides innovative credit solutions and cash management strategies, while delivering top notch added value to his clientele.
Arnie can also assist with real estate financing options (residential and commercial mortgages) and can help his clients facilitate 1031 Tax-Deferred Exchanges on real estate properties. He works with real estate investors and business owners to help them defer capital gains taxes incurred from the sale of investment or business property.
A Master Class on Arbitration
Join Us as Dave Lorenzo interviews Elaine Caprio, and she delivers a master class on arbitration.
Chapters:
00:00 A Master Class on Arbitration
00:47 Elaine’s background in becoming Arbitrator and Mediator?
03:42 How does the Arbitration Procedure Work?
08:36 How an Arbitrator Maintains Neutrality in Cases
10:31 What Happens at the End of an Arbitration Process?
12:50 Who Decides if Evidence is Admissible?
14:13 Describe the procedure for selecting the Umpire.
16:35 How can an Umpire Maintain Neutrality at all times?
18:54 How to Avoid Making Reversible Mistakes in Court?
23:59 What is the Procedure for Filing a Judicial Appeal?
25:25 What is Missing From or Often Ignored by People in Arbitration Clauses That They Should Have?
27:13 What are the Benefits of Using a Single Panel in a Clause?
28:35 Prototype of a Next Generation Arbitration Clause: An article by Elaine Caprio
31:08 How is the Venue Clause Handled in Arbitration?
32:46 What is the Difference Between Mediation and Arbitration?
34:03 How does Elaine Approach Mediation?
35:45 Elaine's Perspective on Her Duty as a Mediator
37:47 Can a Mediator Communicate Directly with a Party?
41:04 How does Mandatory Mediation Work in the Commonwealth of Massachusetts?
41:44 Two Reasons Why a Party Goes to Mediation
43:36 How will Elaine Caprio Mediate for People to Overcome the Final Obstacle?
45:40 What Types of Disputes does Elaine Arbitrate?
47:23 Why is the Insurance Industry ideal for Arbitration and Mediation?
49:09 What are Elaine's Concerns about Gender Equality in the Workplace?
Elaine Caprio
Arbitrator and Mediator
President, Caprio Consulting and Coaching LLC
(617) 833-9576
http://www.caprioconsulting.com
elaine@caprioconsulting.com
About Elaine Caprio:
Elaine Caprio leads Caprio Consulting and Coaching L.L.C, providing arbitration and mediation services, management consulting, and gender-balanced leadership coaching. She is on the National Roster of Arbitrators and Mediators for the American Arbitration Association and for the reinsurance and arbitration society ARIAS-US.
Before forming Caprio Consulting, Ms. Caprio held executive operational and legal roles at Liberty Mutual Insurance including Vice President and Manager of Corporate Procurement and Vice President and Director of Ceded Reinsurance.
Ms. Caprio was honored as a Business Insurance Woman to Watch in 2007 and as an Influential Woman in Re/Insurance by Intelligent Insurer magazine in 2017 and currently serves on the Board for the Massachusetts Insurance and Reinsurance Bar Association.
Ms. Caprio holds a B.A. magna cum laude from Providence College, and a J.D. cum laude from Suffolk University Law School.
How to Take Care of the People Who Took Care of You
On Today's Show, Dave Lorenzo interviews elder care expert Kate Granigan.
00:00 How to Take Care of the People Who Took Care of You
01:12 Kate's Background as an Elder Care Expert
04:16 How to Handle Guilt when taking care of an elderly parent
12:26 How Kate Handles Cases with Physical Problems vs. with Cognitive Problems
18:06 What is the Phenomenon in Couples When the Other Partner Typically Passes Away Quickly After the First One?
20:55 Does the Threat of a Worldwide Pandemic Make People More Fearful and Anxious?
24:11 How Can People Who have Retired Continue to be Engaged in the Activities They Love and Fulfill their Purpose?
33:57 Who Else Generally Works with Kate?
How to Become a Better Leader
On today's Inside BS Show, Dave Lorenzo interviews leadership expert Renee Scudder. Join us for this valuable show.
Chapters:
00:00 How to Become a Better Leader
01:30 Common Mistake Renee find in Promoting People to Positions of Leadership?
03:08 What Should we look for in a Leader?
04:54 Where Does a Leadership Abilities Play a Factor?
07:13 What Characteristics Should be Looked for in a Leadership Coach to help the Candidate for Promotion?
10:09 How Does Coaching a Veteran Differ from Coaching a Newcomer?
13:49 How Renee Demonstrate Concrete Interaction with a Distant Workforce?
17:38 How Should a Leader Relate to their Team Today without Being Judged?
21:44 What Makes a Company a Breeding Place for Exceptional Leaders?
24:31 What Sets Renee Apart From Other Leadership Experts?
28:09 How are Leadership Relationships at Non-Profit Organizations Different from Renee's Fortune 100 companies?
29:36 What Kind of Individual Should Not Be Given a Leadership Position?
30:59 Can a Leader's Psychological or Emotional Traits Hinder their Ability to Lead Effectively?
33:46 Who Should Business Owners Invest in for Leadership Development?
Renee Scudder
Leadership Expert
(617) 249-4829
https://inspireleadershiptraining.com/
renee@reneescudder.com
About Renee Scudder
With more than 20 years in senior management positions and a deep educational background, Renee Scudder brings a distinctive vantage point to executive and corporate leadership training.
As the CEO of Inspire Leadership LLC, Renee created a proven, evidence-based framework for helping individuals become high-performing, multidimensional leaders.
Her Inspire Leadership Training is for both established and emerging leaders.
How to Handle Crisis Communications
On this episode of the Inside BS Show Dave Lorenzo Interviews Dave Oates, a Crisis Communications expert.
Chapters:
00:00 How to Handle Crisis Communications
01:03 What is crisis communication, and how is it different from typical public relations?
02:23 The Pigeon Story
10:34 How to Take Action to Inform People About Your Community Partner Status
12:16 How to say a proper apology
15:01 Why is lying a poor idea in the age of social media?
17:32 What should you never do in a crisis situation?
20:24 How to Craft a Message that Resonates with Your Audience
30:34 Hugh Grant's Story
34:44 Deal With Small Problems to Prevent a Major Crisis
39:00 How High Profile People Handle the Media
42:44 Dave Oates' suggestion for dealing with the rumor mill
45:49 Who should contact Dave Oates for assistance?
Dave Oates
Crisis Communications Expert
(858) 300-6168
david@publicrelationssecurity.com
About Dave Oates:
Dave possesses more than 25 years of strategic public relations experience dealing with a wide array of adverse public events. Starting as a U.S. Navy Public Affairs Officer and later as a Corporate Chief Marketing Officer and Non-Profit President, he excels in expertly addressing a myriad of crises spans military, government, corporate, charity, and start-up environments. His Crisis Communications experiences, including handling employee and executive misconduct, cybersecurity attacks, product recalls, mass layoffs, large-scale accidents, criminal investigations, and civil litigation matters.
How to Become the Lawyer the Doctors Trust
On this edition of The INside BS Show, Dave Lorenzo interviews Melinda Malecki. Melinda is a Healthcare lawyer.
00:00 The Lawyer The Doctors Trust
00:51 How did Melinda become a Health Care Attorney?
01:57 How did Melinda's experience as an organ transplant coordinator help her to become a Health Care Attorney?
02:52 What is the legal procedure for an organ transfer?
04:14 What is the initial assessment of an organ donor following a sudden death?
08:47 What was Melinda's first job after graduating from the practice of healthcare law?
09: 39 What are the various types of work relationships that doctors will have with either a hospital or a large practice group?
11:10 What are the benefits of contract physicians?
12:56 Can a doctor's contract be negotiated?
14:33 If nurses are hired, are they restricted to healthcare practices?
15:20 What is the role of an advanced practice nurse?
15:56 Can a doctor work part-time at a large system while building up their practice?
17:11 What are some of the hardest issues for a lawyer representing a doctor and a nurse to negotiate?
20:06 How do non-compete agreements work in Illinois?
22:20 Is it possible for physicians to sign up to work for facilities without having their contracts reviewed by a lawyer?
23:43 Who should a physician contact when starting their own practice?
25:31 How does a doctor determine what insurance to take and not to take?
26:17 What is the arrangement for outside doctors coming into a town versus the ordinary doctor?
29:41 How many procedures can a doctor perform in a given week or month?
30:52 What is the current state of the medical industry's economy?
32:58 What is the current state of the nursing market in the United States?
34:28 What should a physician who wants to start a concierge practice know?
36:07 How may insurance be used when a doctor is a member of a membership organization?
Melinda Malecki
Healthcare Attorney
(312) 203-4505
mmalecki@mbhealthlaw.com
About Melinda Malecki
Melinda Malecki is a Healthcare Law attorney with 30 years of corporate, regulatory, and risk management experience. She provides legal counsel, corporate compliance, and risk management services to physicians and healthcare practitioners, hospitals and healthcare organizations. Of note (to her) she is working on a concept called a "Pet-Legal Partnership" (PLP)which is an animal welfare care delivery model that formally includes lawyers in animal welfare care teams to address legal issues that force pet owners to abandon their pets. These issues might include substandard housing, threat of eviction or foreclosure and more. She is modeling this after an established model in the medical field called a "medical legal partnership" (MLP).
Why you need to have an Estate Plan NOW!
On today's Inside BS Show, Dave Lorenzo interviews Estate Planning Attorney Jennifer Taddeo.
00:00 Why you need to have an Estate Plan NOW!
00:58 How did Jennifer become interested in Estate Planning?
05:14 Why is estate planning so essential for young, healthy individuals?
06:50 Even people as young as 18 should have an Estate Plan.
10:24 What documents are required for an Estate Plan?
17:09 What updated documents are required when getting married and divorcing?
22:42 What are the two types of durable powers of attorney?
30:50 Why you need to have an Estate Plan NOW!
Jennifer Taddeo
Estate Planning Attorney
jenn@Estatewiseadvisory.com
(508) 233-8393
About Jennifer Taddeo:
Jennifer D. Taddeo is a partner who concentrates her practice in estate planning, tax planning, business succession planning, trust and estate administration, elder law and long term care planning.
She provides service to individuals, families, fiduciaries, entrepreneurs, and business owners. She is experienced in drafting wills, revocable and irrevocable trusts, and other estate planning documents.
Ms. Taddeo assists clients with wealth transfer strategies designed to minimize overall estate tax liability while protecting beneficiaries from creditors. Her expertise in trust and estate administration extends to complex tax and disclaimer issues.
Outside of the office, Jennifer is very active in the community. She is on the Board of Managers for the Bernon Family Branch of the Hockomock Area YMCA. She is a lifelong member and supporter of the YMCA, as both she and her children attended the YMCA day care and summer camps. Jennifer is proud to advise on branch management and help raise funds for the many ways in which the Hockomock Area YMCA impacts its community.
Ms. Taddeo is an Accredited Estate Planner®. An AEP® designation is administered by the National Association of Estate Planners & Councils to estate planning professionals who meet special requirements of education, experience, knowledge, professional reputation, and character.
A Credit Card Processor Teaches Us About Business Development
Dave Lorenzo interviews Joseph Campagna about credit card processing and business development.
00:00 A Credit Card Processor Teaches Us About Business Development
00:41 How did Joe get into the world of credit card merchant processing?
03:44 Dave's credit card processing story: What a credit card processor did for him during the recession
09:14 How does a sales relationship help you stay in business longer?
15:17 What differentiates Joe Campagna and Grant Merchant Services from the competition?
18:54 What is considered a high-risk business?
20:32 Why should someone call Joe if they are just starting a side business?
25:59 What is the distinction between a card processor, a gateway, and a bank?
27:27 What industries pass fees on to the end user, and what percentage of the fees are passed on to the client?
30:37 What Joe teaches his client about credit card compliance
32:18 Who is Joe's ideal client?
34:16 When should you switch credit card processors?
36:42 Can Joe work with a small and new business?
Joe Campagna
Principal
Grant Merchant Services
(847) 292-0609
joe@grantmerchantservices.com
About Joe Campagna
Joe Campagna took over running Grant Merchant Services in 2007 when his step-dad, Gary Glowinski suddenly passed away. Coming from the worlds of finance, tech and hospitality, Joe jumped feet first into the deep end, learning on the fly to manage and grow an existing portfolio. Now, 13 years later, Joe has taken GMS to new levels with clients across the country. He has maintained the relationships his dad built while growing the business. “Twenty years after our founding, I work every day trying to live up to the legacy my dad started,” Joe says. “He was a handshake, good-as-your-word, old school salesman. Having many of our original clients still with us today is the clear indicator of our success.”
GMS works with a variety of clients from a 200+ location seasonal firework company to many B2B and B2C merchants. In the past 13 years, Joe has seen the industry and client marketplace change. “Finding ways to adapt is crucial to any business' survival, especially with the increase in competition our industry has seen,” Joe adds. “We try to help our clients build their success and not be viewed as a commodity, but more of a valued service to their customers.” His goal is to demystify the world of payments and find the best solution for GMS clients. All while ensuring GMS customers understand the costs along the way.
When Joe isn’t busy at work, he’s cheering on his Wisconsin Badgers, playing in an “old man” hockey league and trying to keep up with his 5-year-old twin daughters. Suffice to say, he has an easier time keeping up with the old guys on the ice.
On this episode of the Inside BS Show, Dave Lorenzo interviews Brett Gallaway about class action lawsuits.
00:00 Class Action Lawsuit Master Class
01:21 What exactly is a Class Action Lawsuit?
07:43 Who covers the Legal Fees in a Class Action Lawsuit?
10:08 When should a Lawyer be aware of his or her limits in a case?
12:12 What are Brett Firm's standards for accepting a case?
17:19 How can a lawyer tell when a case is ready for settlement?
21:03 A decade case that was finally resolved: Apple Inc.
28:56 How a Class Action Settlement works and How a Lawyer convinces everyone to accept a Settlement
35:36 What else does Brett and his firm McLaughlin and Stern do?
37:44 What should people ask an attorney before hiring them, and what should they look for if they have a plaintiff's case?
Brett Gallaway
Litigator and Class Action Attorney
McLaughlin and Stern
(212) 448-1100
bgallaway@mclaughlinstern.com
About Brett Gallaway:
Brett R. Gallaway is a partner in the litigation department and Co-Chair of McLaughlin and Stern’s Class Action Practice. Mr. Gallaway specializes in employment and commercial litigation with a concentration on complex and class action lawsuits. He has a detailed working knowledge of federal and state labor laws and has successfully litigated and negotiated hundreds of employment claims including wage and hour issues, employment discrimination and wrongful termination, WARN Act violations and various other labor disputes. In addition to employment litigation, Mr. Gallaway also regularly assists clients with corporate, real estate and transactional matters, and has significant federal and state court trial experience prosecuting and defending commercial lawsuits. Mr. Gallaway also regularly represents clients in all facets of the restaurant and hospitality industry from business organization and structuring to protective strategies and litigation defense.
Mr. Gallaway has been regularly cited in the press and legal publications for his innovative efforts in the practices of employment law and litigation and has been recognized since 2015 in New York’s “Super Lawyers” as a “Rising Star”, which is a competitive selection of the top 2.5 percent of attorneys in each state, as chosen by their peers and through independent research.
Mr. Gallaway received his Bachelor of Science degree magna cum laude from New York University and his J.D. from Tulane Law School where he was on the Moot Court Board, three national Moot Court Trial Teams and practiced as a student attorney in the Tulane Domestic Violence Law Clinic. Mr. Gallaway is a native of New York City and is a member of the New York County Lawyer’s Association.
How to Find Your Mission and Purpose
On this edition of the Inside BS Show, Dave Lorenzo interviews Dr. Sheri Prentiss. Join us to find your mission and purpose.
Chapters:
00:00 How to Find Your Mission and Purpose
00:52 The truly inspirational background of Dr. Sheri Prentis
08:03 How Dr. Sheri helps doctors by sharing her knowledge
13:25 How genuine a physician's empathy for their patients should be
17:38 Culture and COVID vaccines: Dave's personal experience
21:20 Race and Vaccines
24:39 How medical professionals can persuade people of color to get the COVID vaccine
27:58 How physicians find their purpose
39:13 An important lesson for aspiring medical students
Dr. Sheri Prentiss, MD
President & CEO
S Phillips Consulting
(847) 602-2277
info@drsherimd.com
https://www.drsherimd.com/
About Dr. Sheri Prentiss:
Dr. Sheri (pronounced Sher-Ree) is a visionary, best-selling author and sought-after physician leader. She is a board certified occupational & environmental medicine physician, public health expert, and a breast cancer survivor. After breast cancer treatment left her disabled from lymphedema in her right upper extremity, stripping her of her life-long dream of being a practicing physician, she re-invented herself and went on to become a national public figure, professional speaker, and entrepreneur/owner of her own healthcare consulting business. She has been the catalyst for transformation in the space of cultural and workplace diversity for more than two decades. She launched her TV show, The LIVE Today Show, on CANTV channel 21, as well as her podcast, “Where Medicine Meets Ministry: Dr. Sheri Talks Faith & Facts.”
Where to Find the Hidden Money in your Business
On today's Inside BS Show, Dave Lorenzo interviews expense reduction expert Neil Schwan.
00:00 Where to Find the Hidden Money in Your Business
00:52 How did Neil become an Expense Reduction Expert?
02:59 Where does Neil find the most savings in businesses?
04:11 How does Neil's approach work?
06:17 What role does the Expense Reduction Expert play in a larger organization?
08:47 What areas of a company do Expense Reduction Experts examine?
09:20 A Successful Case Study
15:36 How does Neil capitalize on having a large number of vendor relationships?
18:13 How long does it take an Expert Reduction expert to work with a business client?
19:52 A case study in which Neil is involved in a Chapter 13 bankruptcy,
20:47 What other industries does an Expense Reduction Expert serve?
23:24 Can an Expense Reduction Expert assist people with insurance issues?
24:19 What business industries would an Expense Reduction Expert not be a good fit for?
Neil Schwan
Expense Reduction Expert
(630) 381-0037
neil.schwan@schooleymitchell.com
About Neil Schwan:
28 years of helping clients improve their businesses has led me to this moment. I help businesses reduce many of their vendor expenses, with no upfront cost. There is nothing better than, delivering "Found Money" for my clients and partners. I get a charge out of hearing a client say “ WOW! This is great! I can't believe how much money you recovered!
How a Great Coach Makes You a Better Financial Athlete
All of us want to win at the game of financial planning. On this episode of the Inside BS Show, Dave Lorenzo interviews Mark Lenert, a guy who coaches a team and people who want to preserve their assets. Join us and discover the strategies you can use to win the financial game of retirement planning.
Chapters:
00:00 How a Great Coach Makes You a Better Financial Athlete
00:35 Why did Mark choose to help people as a Financial Advisor?
02:06 What are the benefits of being a teacher and a coach to Mark as a financial advisor?
05:05 Is it advisable to work with family in business?
07:35 How Mark's work as a teacher helps him in pursuing his other career goals
12:58 How does Mark coach his team?
15:27 What is the value of client communication?
23:45 How does Mark manage his work as a coach and a financial advisor?
27:55 What is the story behind a Doberman in a car on a lift?
31:26 How did Mark approach his client pitch when he first started his company?
36:58 What others should be thinking in order to get a client?
The Right Way to Plan Your Estate and Gifts to Charitable Institutions
This show is important for anyone who cares about his/her family. Today Dave Lorenzo has a conversation with Jennifer Abelaj, an New York Estate Planning Attorney. Join us!
00:00 The Right Way to Plan Your Estate and Gifts to Charitable Institutions
01:19 What inspired Jennifer to become an Estate Planning Attorney?
02:07 How does Jennifer begin discussing Estate Planning with others?
05:16 The Importance of Estate Planning in Families
06:50 What are the basic requirements for Estate Planning in New York?
09:23 What is a Will and what is contained within it?
10:57 How significant is an Estate Plan in an Insurance Policy?
14:17 How important is it to hire an Estate Planning Attorney when acquiring Insurance?
15:44 What is Susan's recommendation for long-term assets to be left to a minor?
21:50 What does Trustee and Executor mean?
23:37 What is the difference between Revocable and Irrevocable Trusts?
26:49 How to Set-up and Use a Trust?
29:48 Why do some clients want to purchase assets in private?
33:11 Why is it necessary to hire an Attorney if you intend to donate to charity?
Jennifer Abelaj
Estate & Philanthropic Planning Attorney
212-328-9568
jva@abelajlaw.com
https://www.abelajlaw.com/
About Jennifer Abelaj:
Jennifer V. Abelaj has a combined background in business, tax, and the law. She started her career as a Certified Public Accountant with Ernst and Young and continued practicing as a CPA at two worldwide investment banks. In her legal career, she worked at both large and boutique law firms practicing in Trusts and Estates and Non-Profits.
She has significant experience advising high net worth clients, both domestic or with an international footprint. She has worked with non-profit boards, executive directors, and lobbying groups.
As a first-generation American, Jennifer is comfortable working with clients of various nationalities. Jennifer speaks Spanish fluently and Slovak conversationally, which are the native languages of her parents. She also speaks French conversationally, which is her husband’s native language.
Jennifer lives in Manhattan and enjoys the sights, sounds and experiences of New York City. In her spare time, you can find her snowboarding on a mountain or spending time with her husband and dog.
How to Build a Personal Brand
On this episode of The Inside BS Show, Dave Lorenzo interviews Susan Sharp, an artist, author, and professional speaker. The focus of today's show is how Susan built a successful and resonant personal brand.
Chapters:
00:00 How to Build a Personal Brand
00:55 How did Susan start her career?
03:52 How did Susan get over her feeling of being burned out?
05:40 Who is Susan's ideal client?
07:49 What should people ask Susan to help them get unstuck?
13:27 How has writing books helped Susan's business growth?
16:51 Susan's Etsy Marketing Strategy
19:03 How does Susan manage to do her artwork while also being a professor?
20:25 What is the significance of business development and marketing strategy for artists?
Susan Sharp
Author, Speaker, Consultant
(309) 868-2253
https://asharpdifference.com/
Susan@asharpdifference.com
About Susan Sharp:
Susan Sharp is an abstract artist, author of Mid-Life Wisdom, The Legend of Frodder Spires, and The Farty Boys series and a contributor to three other books. She’s also a speaker with a passion for understanding our creative potential and motivations. Her blend of humor and ease of presentation makes her a sought-after speaker and podcast guest. Susan speaks about her career in the arts, the artist’s workspace and its importance in creativity, her Midwest upbringing, her creative process, her career in teaching in higher education, and the desire to see all people—especially those who don’t consider themselves creative—let go of limiting beliefs and blocks to their greatness.
Through a combination of years of personal study on creativity as well as her own involvement in numerous creative pursuits (writing, art, music, design, directing, playwriting, craft, and voiceovers) Susan’s art was featured on the set of Season 7 of Orange is The New Black.
For more information about Susan including availability for book signings and speaking engagements, visit www.asharpdifference.com
On this episode of the Inside BS Show, Dave Lorenzo interviews Richard Blank, the owner of a call center in Costa Rica.
00:00 How to Build a World-Class Call Center
01:02 What are the unique qualities of Costa Rica?
03:01 How well does the English accent of Costa Ricans sound?
05:06 Why did Dave's family choose to relocate to Miami?
07:19 Richard's journey to Costa Rica
13:25 What are the benefits of people speaking English and Spanish in the business world?
18:47 What services does Richard's Costa Rica Call Center offer?
24:33 What are the business procedures Richard uses in Costa Rica for clients in America?
35:10 Is there any reluctance among call center representatives to make phone calls?
39:21 What are the pros and cons of call center employees working remotely when COVID 19 arrives?
43:22 What qualifications must new call center employees meet in order to work for Richard?
Richard Blank
CEO
Costa Rica’s Call Center
(888) 271-6750
ceo@costaricascallcenter.com
Richard Blank is the Chief Executive Officer for Costa Rica’s Call Center since 2008.
At the beginning of the new millennium, Mr. Blank relocated to Costa Rica to train employees for one of the larger call centers in Central America.
By utilizing his motivational public speaking style backed by tactful and appropriate rhetoric, Richard has successfully prepared and managed over 10,000 of the finest telemarketers in the country for the past twenty one years.
In addition, he has earned the reputation of running a school for telemarketing and is often sought after for private training sessions and consultation.
Mr. Richard Blank holds a bachelors degree in Communication and Spanish from the University of Arizona and a certificate of language proficiency from the University of Sevilla, Spain. A Keynote speaker for Abington High School 68th National Honors Society induction ceremony. Giving back to Abington Senior High School is very important to Mr. Blank. As such, he endows a scholarship each year for students that plan on majoring in a world language at the university level.
Per Gamification, Richard Blank has the largest collection of restored American Pinball machines and antique Rockola Jukeboxes in Central America.
Costa Rica’s Call Center (CCC) is a state of the art BPO telemarketing outsource company located in the capital city of San Jose, Costa Rica. Our main focus has been, and will always be to personally train each and every Central America call center agent so that we may offer the highest quality of outbound and inbound telemarketing solutions and bilingual customer service to small and medium sized international companies, entrepreneurs as well as fortune 500 companies.
On today's Inside BS Show, Dave Lorenzo interviews Immigration Attorney Bennett Savitz. Bennet shares his substantial knowledge of the United States Immigration system with us.
00:00 Immigration Law Master Class
00:47 What it's like to work as an Immigration Lawyer these days?
02:44 What are the Various Aspects of Immigration Law?
05:21 What are The Labor Market Effects of Immigration?
07:47 What is the H-1B Visa Program?
09:25 What other Immigration Laws allow foreigners to work in America?
11:20 Who is eligible for L1 Visa?
12:05 Is there another way for immigrants to work in agriculture in the United States besides the H1B Visa?
13:32 What is a Special Transit Visa?
15:03 What are the options for foreign investors looking to invest in the United States?
19:35 What is an EB-5 Visa and is it a permanent program?
20:33 What is the requirement for the Investment to be in a Targeted Employment Area (TEA)?
21:54 What should an Employer ask Immigration Lawyers for Assistance in Hiring a Foreign worker in the United States?
Bennett Savitz
Immigration Attorney
Savitz Law Offices
(617) 723-7111
BSavitz@ImmigrationOptions.com
https://www.immigrationoptions.com/
About Bennett Savitz
Bennett Savitz has practiced exclusively in the area of immigration law since 1994. Since 2008, Bennett Savitz has been selected as one of Boston's Best Lawyers in Immigration Law by Best Lawyers of America. Best Lawyers of America is a trademarked publication described as "the leading referral list in the legal profession."
Additionally, in 2014, Bennett Savitz was selected to be added to The International Who’s Who of Corporate Immigration Lawyers. In 2020, Savitz Law Offices was selected as Global 100 Business Immigration Law Firm of the Year in Massachusetts. Since 1994, Bennett Savitz has been an active member of the American Immigration Lawyers Association (AILA), serving on several local and national AILA committees, helping shape policies and procedures for the entire Immigration Bar. He has also served as the Chapter Chair of the New England Chapter of AILA. Bennett Savitz speaks frequently and writes numerous articles on various aspects of Immigration Law. He graduated cum laude from the University of California at San Diego in 1990. He received both his M.A. in International Relations and his J.D. from Boston University in 1993, where he graduated as an Edward F. Hennessey Scholar. He is currently teaching Business Immigration Law at New England Law School, and a Graduate School course on Immigration Law and Policy at Lesley University.
How to Develop Business Strategy
If you own, manage or lead a business, this is the show for you. On this edition of the Inside BS Show, Dave Lorenzo interviews Barry Horwitz, a business strategist.
Join us!
Chapters:
00:00 How to Develop Business Strategy
01:23 How did Barry Develop his Entrepreneurial Mindset?
03:14 What does Culture Eat for Breakfast?
05:09 Strategy as defined by Barry Horwitz
06:11 What is the Difference Between Strategy and Strategy Implementation?
07:51 How does Barry's Experience Assist Clients in Achieving Business Success?
09:48 What is Barry's Strategy for Dealing with Clients who have no chance of Growing the Business?
11:44 Was Barry ever fired by his clients for telling them the truth about their company's not-so-great potential?
14:46 How to Navigate the Internal Politics of a Client Organization?
20:07 How does Barry handle aggravating people in an organization?
22:22 How to Enhance the Lifetime Value of the Client?
24:51 How has COVID 19 Pandemic and all of its ancillary issues Impacted Client Strategy?
27:24 How wonderful it is to reconnect with people after the COVID 19 Pandemic.
30:03 What is the Future of home-based businesses like Real Estate after a Pandemic?
34:39 The importance of working from home versus working full-time in an office
37:49 What does Barry do for Business Development?
40:21 What is the leverage that Provisors provides to Barry?
Barry Horwitz
+1-617-928-0572
email@horwitzandco.com
https://horwitzandco.com
About Horwitz and Company:
Barry Horwitz established Horwitz and Company in 1995, a management consulting firm that specializes in helping clients grow in a strategic and sustainable way. His career has been exceptionally diverse and varied, spanning a broad range of industries, organization types and sizes, both domestic and international.
As a consultant with The Boston Consulting Group, he helped Fortune 500 companies assess competitive situations and develop growth strategies. As a co-founder and chief operating officer of a venture-backed Internet startup, he raised more than $12 million in venture capital and led the company’s expansion for three years. As a VP of marketing and strategy for a billion-dollar retail chain, he developed the growth strategy for the core business while initiating the launch of a mail-order pharmacy unit that was ultimately sold to Medco.
In his nonprofit work, he has facilitated strategic planning, marketing and business plan development for organizations ranging from national in scope (such as Charity Navigator and two divisions of the American Nurses Association) to local/ regional (such as Chimes International, Inc., The Benjamin Franklin Institute of Technology and the Conservation Law Foundation).
A sought after speaker and moderator, Horwitz teaches MBA courses in strategy and entrepreneurship at Boston University’s Questrom School of Business and Emerson College’s Global Marketing program.
He earned his MBA from Harvard Business School and his bachelor’s degree in economics from Colby College. An avid tennis and squash player, he lives in Newton, Massachusetts with his wife and empty nest.
Leadership Secrets from the Stage to the Boardroom
If you are a business leader, this is the show for you. If you are a professional speaker, this is the show for you. If you want to be more confident in sales or as an entrepreneur, this is the show for you. Join Dave Lorenzo as he interviews Sarah Finch on this edition of The Inside BS Show.
Chapters:
00:00 Leadership Secrets from the Stage to the Boardroom
01:10 How did Sarah become interested in Improvisation?
02:53 How improv and stand-up can help you improve your corporate performance
05:54 What should a new improv performer do to be successful in business?
07:39 Dave's Three Improv Concepts for Successful Client Business
10:58 How to prepare for an improv scene, as well as a sales meeting or consultative session
13:56 Sarah's improv training has taught her how to deal with unexpected shock.
16:05 How improv helped Dave connect with his audience more effectively
18:26 How Sarah's theatrical background helped her speaking career
20:22 How Sarah put together her conference keynote speech
23:55 What is the best way to use humor in the workplace
31:23 A case study on how Sarah's theater experience helped a CEO connect with his or her team.
37:27 How did Sarah help someone with a bad poker face become the CEO?
42:56 How does Sarah connect with people these days and let them know she's available?
44:12 How does Sarah handle virtual speaking engagements?
45:57 Dave's business perspective about virtual events
47:34 How competitive is the world of professional speaking?
51:21 Sarah's advice to herself in her professional development 15 years ago
Sarah Finch
Leadership Consultant
(773) 799-4571
sfinch@sarahfinch.com
About Sarah Finch:
Sarah Finch has spent more than 20 years as a facilitator, speaker and coach. Throughout her career she has led improv-based corporate learning for The Second City theatre, leadership competency development for the YMCA and high potential and executive leadership programs for companies in the Vista Equity Partners portfolio. Five years ago, she decided it was time to lead her work with her own voice and launched her solo business providing leadership and team development her way – with a unique mix of practical expertise, business acumen and theatre-savvy. She has worked with hundreds of corporate, non-profit, government and manufacturing companies including GE Healthcare, Deloitte, Major League Baseball, Harley Davidson, Kraft, Cisco, the IRS and many others.
An accomplished conference speaker, Sarah has delivered breakout sessions and main stage keynotes with audiences across the country. She is a certified provider and coach for EQi and TruScore 360s and is a Faculty member with Lake Forest Graduate School of Management.
Sarah holds a BS from Northwestern University’s School of Speech and an MA from New York University’s School of Education.
How to Achieve a State of Peak Performance
Are you ready to fulfill your potential? Today's Inside BS Show is designed to help you do that. On this episode, Dave Lorenzo interviews Chris King - an executive coach who helps successful professionals take their game to the next level.
If you are ready to move your performance from GOOD to GREAT, this is the show for you. Join us.
00:00 How to Achieve a State of Peak Performance
00:35 What is the process of Flow?
01:28 How to put ourselves into an optimum state of consciousness
02:33 What are some examples of people in an optimal state of consciousness?
04:57 How to master a flow state
07:13 What are the flow triggers
08:40 Is there any preparation required to be in the flow state
12:47 What will help you to achieve flow?
14:19 A story: How Chris helped a regular person achieve flow state.
23:14 How long does it take to get into the flow state?
25:34 What is the downside of getting into the flow state?
30:29 How does Chris get people into that state and not go over the edge?
32:51 Is it possible that some people never experience flow in their lives?
39:29 How can renegotiating your existence help you achieve greater business success?
43:40 Who are Chris's ideal clients?
45:17 Who are the types of people who work with Chris King?
Chris King
Founder
Pique-Performance and Flow Coach
(323) 977-8766
chris@statusflow.net
About Chris King:
You’ve renegotiated deals, jobs, and even relationships. What if you could renegotiate your existence? You can! And you can make the impossible, or even the unimaginable, a reality quicker than you thought!
“Pique-performance” (spelling is intentional) executive coach, author, and speaker Chris M. King sets the conditions for “flow,” a.k.a. “the zone.” He facilitates the journeys that lead to the discoveries that create sustainable advancements for organizations and individuals to quickly achieve the impossible.
Chris’s background is working in technology, broadcasting, and in the neuroscience institute of a Southern California hospital. He has also trained with the very best in flow research including the Flow Research Collective, the Flow Genome Project, David Bayer, Brendon Burchard, Dr. Andrew Huberman, Unbeatable Mind, and retired US Navy SEALs.
Chris’s book, Renegotiate Your Existence: Unlock Your Impossible Life is now available on Amazon.
How to Do Business with a Commercial Banker
If you've wondered how to get the attention of a business banker, this is the show for you. On today's Inside BS show, Dave Lorenzo interviews Patrick Osbourne, a commercial banker with CIBC.
00:00 How to Do Business with a Commercial Banker
00:42 How did Patrick get into Banking?
02:57 What is the underwriting process when lending money to Non-Traditional Bank Clients?
04:27 Who are Patrick's ideal clients?
05:21 How does a Commercial Relationship Manager provide services to clients?
07:03 How important is a middle-market in Patrick's business relationships with personal and commercial banking?
09:37 What is Patrick's Business Development Process?
11:34 Patrick's Inspiring Success Story in Business Development
17:35 How to Form a Relationship Between a Banker and a Client
19:44 What are some of Patrick Osborne's rules for dealing with a banker?
23:33 Who is not a good referral to a banker?
25:20 Referring business the way you want to be referred by Dave Lorenzo
27:53 How can referral help people connect and do business?
29:17 Who are the three types of LinkedIn users?
31:57 How important and useful is LinkedIn to Patrick?
33:40 Dave's connection request guidelines on LinkedIn
36:36 Avoiding red flags when doing connection business on LinkedIn
38:31 Dave's strategic plan for networking relationships that will benefit his clients
Patrick Osborne
Managing Director
CIBC
(312) 564-2879
patrick.osborne@cibc.com
About Patrick Osborne:
Managing Director and Commercial Banking Relationship Manager at CIBC responsible for managing existing relationships and new business development efforts for commercial and industrial (C&I) clients in Chicagoland and specialty finance clients nationally. Patrick provides loans to middle market companies with revenues of $25MM to $2B, along with wealth management, treasury management and capital markets services to businesses and their owners.
How Does a Private Investigator Look at Your Finances?
On this episode of the Inside BS Show, Dave Lorenzo interviews Stuart Nerman. They discuss all manners of fraud and how people get caught (among other things).
Join us!
00:00 How Does a Private Investigator Look at Your Finances?
01:04 What inspired Stuart to become a Special Agent and Investigator?
03:38 Stuart's background includes working for the Illinois Department of Securities, as well as being a retired federal agent and forensic accountant.
07:14 What is a General Services Administration (GSA)
09:20 How the General Services Administration handles whistleblower cases?
12:54 Who engages Stuart?
14:48 How does a Licensed Private Investigator like Stuart work in the United States?
16:07 Virtual Reality Assets, Crypto, and NFTs: A Private Investigator, Anti-Money Laundering Specialist, and Certified Fraud Examiner's Perspective
26:37 How do complex schemes, such as sophisticated fraud, grow exponentially?
28:23 How does the US law tracing money back two generations work?
32:25 How can a Real Estate Attorney spot a Red Flag Fund?
Stuart Berman
Co-Founder
RSA Management & Investigations
(708) 417-9269
stuart.berman@rsariskmanagement.com
About Stuart Berman:
Stuart G. Berman CFE, PSP, CAMS, is the Principal and Co-Founder of RSA Risk Management & Investigations LLC. Prior to co-founding RSA, Stuart was an award-winning Special Agent In Charge where he supervised the regional criminal, civil and administrative investigative program, encompassing six Midwestern states and 12 judicial districts. With more than 20 years of federal law enforcement and extensive government investigative experience in conducting complex internal and external investigations.
Stuart is a Certified Fraud Examiner and a Certified Anti-Money Laundering Specialist with more than 25 years of experience conducting and leading audits, quality assurance reviews, examinations, risk assessments, internal controls reviews and testing, and inspections. Stuart possesses strong forensic accounting skills and is highly experienced at implementing proactive data analytics, analyzing records and information, interpreting data, summarizing, and presenting complex financial and commercial-related issues.
Prior to Stuart’s federal law enforcement career, he worked with the Illinois Secretary of State, Department of Securities. He investigated several multi-million dollar unregistered investment promissory note Ponzi Schemes, in Illinois. In addition to Ponzi Schemes, Stuart investigated numerous “churn and burn” and conversion of customer assets cases.
Among Stuart’s many investigative accomplishments, was a five-year GSA OIG, FBI undercover investigation in which numerous consensual recordings were made of GSA officials and contractors by cooperators. By the conclusion of the investigation, approximately 19 individuals composed of contractor employees, GSA employees, a court security officer, and an FBI typist; were charged with various bribery charges and with disclosure of wire and oral communications and pleaded guilty.
In addition to the vast array of investigative experience, GSA OIG’s oversight of the Federal Protective Service prior to the Department of Homeland Security realignment, provided Stuart with expertise in physical, technical and personnel security. This all-important work resulted in Stuart’s experience in site surveys, physical security assessments, threat assessments, and business continuity plans.
Keeping the Chicago Real Estate Market Fair for Tenants
On this episode of The Inside BS Show, Dave Lorenzo interviews David Liebman. David is a Real Estate professional who represents commercial property tenants. He is also a hockey referee. How are those two roles similar? How are they different? Join us to find out.
00:00 Keeping the Chicago Real Estate market Fair for Tenants
00:47 Why did David choose to work as a tenant representative?
05:47 What are the benefits of working with new people versus experienced people in the market?
08:11 What is the leverage of business tenants staying in a commercial space?
12:15 What is it that David does that makes people go WOW?
18:21 How difficult is negotiating with an entity rather than a single landlord?
21:52 What is unique about the Chicago Real Estate market?
25:37 What does the future of commercial Real Estate in Chicago look like?
28:53 How did David become a hockey referee?
31:42 How does David handle hockey parents when things get heated?
34:11 How can a baseball coach and a hockey referee set a good example for their teams and their children's parents?
David Liebman
Tennant & Buyer Representative
Merit Brokers, LLC
dliebman@meritre.com
(847) 721-6088
About David Liebman:
We create superior negotiating leverage for Commercial Tenants, Buyers, & Investors so that landlords and sellers COMPETE for our clients.
We make landlords and sellers COMPETE for our clients, the Tenants, Buyers, & Investors of Industrial and Office Properties. Our Secret Sauce: NO CONFLICTS OF INTEREST with owners & landlords -- we exclusively rep ONLY the buyers & tenants; superior negotiation skills honed over 32+ years; high attention to detail; prior legal experience; and EXCEPTIONAL personal service! We work in the Chicago Metro area as well as providing national and international representation through the Society of Industrial and Office Realtors (ww.sior.com) and ProVisors brokers and influencer relationships. RESULT: THE best deals for our clients in their respective markets!
How to Differentiate Yourself and Grow Your Book of Business
In his episode of The Inside BS Show, Dave Lorenzo interviews Jonathan Mayotte. Jonathan is a highly successful insurance executive. Today's show is about how a professional service executive grows a book of business. This show can help make you thousands of dollars. Join us for this great edition of The INside BS Show.
00:00 How to Be Different and Grow your Book of Business
00:52 How Jonathan got involved in Commercial Insurance
03:07 What is the best part of working as a Commercial Insurance Specialist?
04:40 What is the biggest challenge that Jonathan experiences in his job?
05:37 What is Jonathan's approach to winning a client from a competitor?
07:38 What steps did Jonathan take to get to this point in his career?
10:54 How did Jonathan become the Chamber of Commerce Chairman?
15:29 What is the value of being a Chamber of Commerce member?
17:27 What should a new insurance agent do, and what should they avoid?
21:06 How to keep your momentum during a long sales cycle
24:31 How to approach a client whose policy is about to expire and ask for a renewal
27:03 How is Jonathan's client information protected?
29:27 How Jonathan manages his time between working with clients and looking for new ones
30:50 Who is Jonathan's ideal client?
Jonathan Mayotte
Commercial Insurance Specialist
Thornton Powell
jonathan.mayotte@thorntonpowell.com
(217) 649-4714
About Jonathan Mayotte:
Jonathan Mayotte is a Commercial Insurance Agent with Thornton Powell and has been with the agency since 2013, advising businesses on their Property & Casualty Insurance program. Jonathan started his Insurance career in 2012 with an Allstate agency in West Palm Beach, FL. Prior to Insurance, Jonathan worked for twelve years in the radio industry as a Disc Jockey, Program Director, and Production Director. Jonathan graduated in 2005 from Illinois State University with a B.S. in Political Science and achieved the coveted designation of Certified Insurance Counselor in 2020.
Jonathan enjoys music, playing golf, watching sports, and spending time with family and friends. Jonathan and his wife reside in the Lincoln Park neighborhood of Chicago and he serves as Chairman of the Board for the Lincoln Park Chamber of Commerce.
Insperity is a company that helps businesses with their human capital management. On this episode of The Inside BS Show, Dave Lorenzo interviews Business Performance Advisor Rob Stepen. Rob shares the value of Insperity's services, and he shares valuable business advice.
Join us for this compelling interview.
Chapters:
00:00 How to improve your business performance
01:05 What does Insperity do?
03:07 How does Insperity's co-employment model work?
04:24 What are the different business services Insperity provides?
06:49 How does Rob find his clients?
08:43 What you should know if you want to start a business
15:50 How altruistic behavior benefits Your business, life, and happiness
19:51 How being a Provisors member can help you broaden and strengthen your network
25:38 Who are Rob's best clients?
28:37 The value of referrals
Rob Stepen
Business Performance Advisor
Insperity
rob.stepen@Insperity.com
(773) 818-7002
About Rob Stepen:
I apply decades of experience as a business owner to work with Small to Mid-size businesses to realize their company goals by improving their efficiency, accelerating growth and driving revenue by introducing our PEO Model.
Sami Azhari pulled a rabbit out of his hat last week when he helped a criminal defendant with gambling addiction receive a "below guidelines" sentence for a ten-year fraud scheme. Sami joins Dave Lorenzo to discuss how he persuaded a federal judge to make this downward departure.
Sami Azhari
Federal Criminal Defense Attorney
(312) 626-2871
sazhari@azharillc.com
https://www.federalcriminallawyer.us/
About Sami Azhari
Sami is an attorney and principal of Azhari LLC, with over 14 years of experience as a trial lawyer. He has tried over 100 jury and bench trials. His practice focuses on federal and white collar criminal defense, where he has defended attorneys, traders, and corporate executives on a litany of federal crimes including wire fraud, bank fraud, racketeering (RICO), and conspiracy charges. His clients also include physicians, business owners, professional athletes, and board members.
He handles all aspects of federal criminal prosecutions, representing witnesses, targets, and defendants from the investigative phase through trial, and if necessary, sentencing and appeals.
He has dealt with every investigative agency including FBI, ATF, DEA, IRS, Department of Homeland Security and the United States Secret Service.
He has been consistently recognized in numerous publications, such as Super Lawyers Magazine as being one of the most highly skilled and highly regarded criminal lawyers. He achieved the Illinois Rising Star award for 8 consecutive years, an honor given to the top 2.5% of attorneys in the state.
He also handles criminal fraud charges that revolve around the Paycheck Protection Program that was rolled out after the passage of the Coronavirus Aid, Relief, and Economic Security (CARES) Act. He recently received a federal jury acquittal on behalf of his client, a foreign national from Mauritania that was facing federal criminal charges in the Northern District of Illinois. The case went to a jury trial where he was found not guilty of all charges.
He has been published numerous times in publications on issues of white collar criminal defense, jury deliberations, and other matters. Recently, The Champion, the nationwide journal for the National Association of Criminal Defense Lawyers published his article, Guilty Until Proven Guilty: The Prosecution of Public Corruption and White Collar Crime.
Do you want to discover the secret to starting a consulting business? Are you interested in creating change in your organization? Do you want to listen in on a fun conversation? If you answered "YES" to any of these questions, you must listen to this episode of The INside BS Show. On today's show, Dave Lorenzo interviews consultant and epidemiologist Allecia Harley.
00:00 How to Create Effective and Lasting Change in Business
01:04 Allecia's Consulting Journey
03:03 What was Allecia's first experience working as a Consultant like?
05:03 What has surprised Allecia the most about business development?
05:52 What did Allecia do to get work when she first started?
07:45 Allecia as Epidemiologist: Views about vaccination
09:47 Dave talks about his personal experience taking part in a vaccine trial during the COVID 19 pandemic.
12:27 A case study: Bringing change to a company that has done things the same way for years
18:28 What is Allecia's Business Competitive Advantage?
19:32 What other ways does Allecia use speaking to help her Consulting Business?
21:06 How does Allecia promote her Consulting Services?
22:28 A piece of advice for those returning to work as speakers
26:32 How can speaking be a form of media?
27:57 What do Dave and Allecia have in common: A great story
Allecia Harley
Principal Consultant
Prevention Advisory Group
aharley@preventionadvisorygroup.com
(312) 288-8628
About Allecia Harley:
Do you need help seeing around corners and preparing for the future? As a change agent, Allecia Harley, formerly of Huron Consulting Group, provides forward-thinking solutions to strategic and operational challenges. Her clients are nonprofit, academic, and public health organizations.
Allecia holds a Master’s in Public Health from the University of Michigan and a Bachelor of Science from Spelman College. She lives in Chicago with her husband, teenage son, and their dog, Cassius Clay.
Today the Inside BS Show goes behind the numbers and shows you how to get your financial reporting in order. Dave Lorenzo interviews Elliott Hershik. Elliott shares how he helps clients and then takes us inside the world of Supporting Strategies.
00:00 How to Get Your Financial Reporting in Order
00:49 What does a financial accountant do?
01:32 What is the competitive advantage of implementing supporting strategies?
02:39 Who is the ideal client for Supporting Strategies?
03:48 What is the difference between cash and accrual accounting?
05:27 What will happen if you use Cash Accounting?
06:51 What inspired Elliot to become a Supporting Strategies franchisee?
09:20 A case scenario: How does Supporting Strategies services work
16:34 What kinds of industries does Elliot work with?
18:58 How does Elliot get new clients and where do they usually come from?
Elliot Hershik
General Manager
Supporting Strategies
(630) 531-1521
ehershik@supportingstrategies.com
https://www.supportingstrategies.com/...
About Elliott Hershik:
Elliot brings his 40 years of business experience to managing the day-to-day operations of the Supporting Strategies | Chicago Far West Suburbs office. A CPA certificate holder, Elliot’s expertise spans all aspects of bookkeeping and accounting services. He is also skilled in performance monitoring, accounts analysis and process improvement.
Elliot has a B.A. in Economics from Cornell University and served in the U.S. Marine Corps. A rugby enthusiast, player and coach, Elliot shares his enthusiasm for the sport — as well as his business acumen — with his wife, Managing Director Dawn Hershik.
Who Wants to Be More Influential?
You need people to adopt your ideas. What you say, how you say it, and how it is perceived, make all the difference when it comes to influence and persuasion.
The title of this video could have been "How to be more influential." If we had used that title, it wouldn't have attracted your attention and you would not be pulled into watching it. Today's show is all about helping you help your clients. On this INside BS Show, Dave Lorenzo interviews author Stacey Hanke about her work in the field of influence and persuasion.
If you would like to help more people, in your work and in your personal life, this is a show you cannot miss.
00:00 Who Wants to be more influential?
01:00 Why did Stacey focus her research on influence?
02:53 What are the long and short games of influence?
06:02 What is the difference between rational and emotional elements of influence?
09:10 Why do people think they are so influential?
11:42 How you should receive feedback and what you should do with that info.
13:12 How to deal with your own self-perception
16:58 How can we avoid crossing the line between persuasion and manipulation?
22:17 How can you convince people to adopt YOUR idea as THEIR idea?
24:39 Intellectual Curiosity can be an influence superpower. Here's how
27:10 How does Stacey help people in using communication to influence others?
29:46 A guarantee you can make to your clients
32:48 Dave emphasizes Stacey's valuable advice on how to be influential by demonstrating dedication to your work.
36:19 The right way to practice influence (like Michael Jordan)
Stacey Hanke
Author, Consultant &
Professional Speaker
stacey@staceyhankeinc.com
(773) 209-5970
Stacey Hanke is author of the book; Influence Redefined…Be the Leader You Were Meant to Be, Monday to Monday®.
Stacey is the founder of Stacey Hanke Inc. She has trained and presented to thousands to rid business leaders of bad body language habits and to choose words wisely in the financial industry to the healthcare industry to government and everyone in between. Her client list is vast from FedEx, McDonalds, Google, Kraft Heinz, Nationwide, Boeing, Discover and Oracle. In addition to her client list, she has been the Emcee for Tedx. She has inspired thousands as a featured guest on media outlets including; The New York Times, Forbes, Entrepreneur, Thrive, SmartMoney magazine, The Economist and Business Week.
How to Become a Great Leader
Today's Inside BS Show is about you becoming a great leader. Dave Lorenzo interviews Leadership Expert, Karen Colligan. Join us today for a fantastic conversation about building leadership skills and becoming the best you can be.
Chapters:
00:00 How to Become a Great Leader
01:30 How Karen Colligan Became a Leadership Expert
02:50 Promoting the Best Practitioners into Management is a Huge Mistake
05:00 Create Two Success Tracks in Your Organization
08:20 How Does Self-Awareness Figure into the Leadership Equation
10:40 Karen Shares the Key Communication Skills of Great Leaders
12:00 How Does Vulnerability Figure into Leadership?
14:00 Can We Teach People to Become Leaders or Do You Have to Be Born That Way?
17:00 How Can We Teach Empathy in Leadership?
23:30 Should We Train Everyone to Be a Leader or Just Select Certain People?
28:00 What Are Some Things You Can Do to Demonstrate Leadership to Your Boss?
29:30 How Does a Leader Manage Politics in the Office?
32:00 How Does a Good Leader Address Toxic People?
Karen Colligan
Founder & Principal
PeopleThink
(415) 710-2264
kcolligan@peoplethink.biz
About Karen Colligan
Karen Colligan is a leadership expert who is on a quest to equip new and advancing leaders to leverage their uniqueness, unleash their leadership potential, and become the leader only they can be.
Karen founded PeopleThink in 2000 and the name says it all. She has never wavered in her belief that people can do more and be more if they choose to. As a corporate leader, consultant, facilitator, and executive coach, she has helped numerous organizations develop and retain their most precious asset: their PEOPLE. She has created leadership initiatives and team initiatives, coached hundreds of leaders to create a vision, design goals toward that vision, and take action to achieve it. The result of this is her signature leadership development program: Keep it Real™ Leadership, a blended learning approach that combines online individual and group learning opportunities with practical application and accountability.
In her Let's TAWK Leadership Podcast Series she interviews remarkable leaders at all levels within multiple industries who share their unique leadership style.
Karen moved to Manhattan in November 2020 from San Francisco (yes, in the middle of a pandemic). She received her BS in Organizational Development from the University of San Francisco, and is an active member of the USF Mentoring Program. She is member of ProVisors New York, loves the Jersey Shore and seeing live music brings her great joy!
There may be a huge pile of money waiting for you in your business. Jeff Newcorn is the guy who can help you find it. On this episode of the Inside BS Show, Dave Lorenzo interviews Employee Tax Credit expert, Jeff Newcorn. Join us and you'll discover the opportunity that may exist in your business.
Chapters:
00:00 The Hidden Money In Your Business: Employee Tax Credits
01:01 Is it possible to run a marathon in all 50 states?
06:29 What are Employee Tax Credits?
08:56 Who is eligible for Tax Credits
11:30 How much can your business receive from tax credits?
12:52 Can people still get credit for employee retention during the COVID 19 pandemic?
15:52 Who Qualifies for the Work Opportunity Tax Credit?
18:49 Tax Credits: How do they work?
23:30 Why do CPAs/Attorneys work with a Tax Credit Expert like Jeff?
30:05 How did Jeff become a Tax Credit Expert?
31:43 Which Industries are eligible for tax credits?
Jeff Newcorn
Employee Tax Credits Expert
(847) 813-6622
jeff.newcorn@rjeffrey.com
https://rjeffrey.com/
About Jeff Newcorn:
Jeff Newcorn, an entrepreneur and proclaimed self-starter, created a professional tax credit business in 1998 and it continues to flourish to this day. His broad background in accounting and financial systems provided the basis to offer a service that was simple to explain and easy for clients to use. His technical background gave him the skills to build a system to manage and track the tax credit his company administers. His business got early traction in the McDonald's system and has provided these tax credits to over 200 McDonald's owners. To help sustain these government-enabled credits, Jeff joined a group of leading tax credit companies and participates their lobbying efforts in Washington, where he has met with many of the politicians you see on TV.
Jeff's personal life mirrors the self-starter personality and drive it takes to run a business. After his first marathon in 1996, he tapped into his love of running. Soon after he expanded his love of running and love of travel to pursue the goal of running a marathon in every state, which he completed in 2017. His outdoor passions also include long distance biking both domestically and doing overseas bike trips.
An independent insurance agent can change your life. Well, he or she can change your business. If you think that is a powerful statement, you need to join Dave Lorenzo for this episode of the Inside BS Show. On today's show, Dave interviews Nat "the insurance guy" Scopelliti. Nat walks Dave through all the aspects of insurance and how they impact your business.
If you own a business, you cannot afford to miss this episode of our show.
Chapters
00:00 A Relationship with an Independent Insurance Agent Can Change Your Life
01:19 What is the difference between a Captive Agent and an Independent Insurance Agent?
02:56 How do people know whether they're dealing with an independent Insurance agent or a captive agent?
06:56 How much General Liability Coverage is required for a Business?
09:11 What impact has working from home had on insurance?
11:07 Why do similar businesses pay different rates for insurance?
13:30 What is professional liability insurance? Is it necessary?
18:29 How are insurance rates calculated by the underwriters?
21:21 What is cyber liability insurance?
Nat Scopelliti
“The Insurance Guy”
(646) 747-6282
nscopelliti@honigconte.com
About Natale Scopelliti:
My insurance career began over 17 years ago working for a national brokerage firm. I learned a lot working on national accounts but missed that interpersonal relationship aspect of our business. In 2007 I happily came to work for Honig Conte Porrino Insurance Agency, a firm with roots that go back over 100 years. I found my place at Honig Conte through developing long-standing relationships with business owners: through consulting with them and placing insurance for commercial and personal lines accounts, they began to see me as an advisor rather than just an agent.
I take great pride in what I do - I always put in the extra effort needed especially when reviewing an account. No fluff, I want to be seen as an advisor, someone you can always count on for my expertise. The greatest compliment is when existing clients refer me to their friends, family, and network.
Professionally I have earned the designation as a Certified Insurance Counselor and was past President of the Greenwich Village Chelsea Chamber of Commerce. On a personal note, I am a proud husband and father, and enjoy weekend road trips with my family, cheering on my children at dance class or on the soccer field. When I can make the time, you can find me watching a NY Rangers game. I’ve been a fan since I was a kid and I stick with them no matter what! That thankless fan attitude is the same dedication I bring with me to work!
Are you ready to change the way you think about money?
On this edition of the Inside BS Show, Dave Lorenzo interviews Abundance Activist Ellen Rogan. She will help you shift your financial focus and develop a healthy attitude toward money. This show will change the way you think about your financial future.
Chapters:
00:00 Change the Way You Think About Money
01:28 Where did the term "Abundance Activist" come from?
04:26 Why do people feel the need to constantly compare themselves to others?
08:57 What is Ellen's advice to office workers to encourage them to be more collaborative?
10:33 What is the most creative and intuitive aspect of a financial problem, as opposed to the practical and analytical side?
12:54 What do people overlook when they think about money?
17:55 How does Ellen's positive messaging help people breakthrough?
21:19 What is Ellen's strategy for developing a financial plan?
25:32 Ways to replace financial stress with something more beneficial in our lives
Ellen Rogin
Abundance Activist
ellen@ellenrogin.com
(847) 716-7792
About Ellen Rogan:
Ellen Rogin, CPA, CFP® and Abundance Activist® has made her life’s work educating, counseling, and guiding people to grow their prosperity and to use it as a force for good in their lives and in the world.
She is the co-author of NY Times best-seller, Picture Your Prosperity: Smart Money Moves to Turn Your Vision into Reality.
Ellen speaks across the globe on creating success and abundance.
Chock full of “left-brain” credentials (MBA, CPA, CERTIFIED FINANCIAL PLANNER™), Ellen also walks on the “right” side, balancing values, big picture ideas, meditation and a sense of humor with her professional training. She’s as comfortable talking about the power of compound interest as she is the power of belief.
Ellen is a TEDx presenter, and her work has been quoted in such national publications as The New York Times, Money, Time.com, and Forbes.com.
Ellen also consults with people to enhance their relationship with money by tapping into her years of experience and intuition for personalized messages from money.
How to Balance Work and Family as an Entrepreneur
If you've been struggling with balancing work and family as an entrepreneur, you cannot afford to miss this episode of The Inside BS Show. Today Dave Lorenzo interviews Bridgette Ferraro, the CEO of iCopy, a business that helps lawyers obtain medical records.
Join us.
00:00 How to Balance Work and Family as an Entrepreneur
01:00 How did Bridgette become CEO of iCopy?
02:03 What does iCopy do for lawyers?
05:12 How has the firm progressed since Bridgette's arrival?
07:24 How many people are involved in iCopy's process?
08:47 How iCopy makes it simple for lawyers to obtain legal information
11:34 What sets iCopy apart from its competitors?
13:39 How does iCopy handle lost or inaccessible data?
16:21 Who is the ideal iCopy client?
18:20 What are the issues that iCopy encounters from attorneys?
20:43 How iCopy levels the playing field for attorneys who don't have large teams.
22:16 How much time does Bridgette dedicate to company growth vs operations?
28:19 How does Bridgette balance a growing family and a complicated business?
36:22 Is it better to have a combined work and home schedule or a separate timetable?
Bridgette Ferraro
CEO
iCopy
(765) 404-9588
bridgette@icopylegal.com
About Bridgette Ferraro:
I have over a decade of combined experience in local and international organizations. I am passionate about connecting individuals and organizations to innovative ideas, programming and systems that optimize growth. CEO and part owner at iCopy Legal has been one of my most exciting roles. iCopy is a records retrieval and subpoena preparation solution, prioritizing customer service and partnership with our clients. Founded more than 10 years ago with "by attorneys, for attorneys" at the heart of our business model. Our platform, Nimbus expedites the process and improves the client experience. Nimbus is a proprietary cloud-based software which maximizes transparency and communication, that provides records seamlessly and efficiently.
Why You Need a Relationship with a Banker
This episode of The Inside BS Show takes us inside the world of a banker. Join Dave Lorenzo as he interviews Michael Samuels, a Banker with Flushing Bank.
00:00 Why you need a relationship with a Banker
01:15 The Inspirational Background of Michael Samuels
04:57 Why relationship-based selling is better than cold calling
08:34 What are the many responsibilities of a commercial banker?
13:47 What is the difference between working with a Community Bank, a National Bank, or a Multinational Bank?
21:18 How to Build a Relationship with a Banker
Michael Samuels
Vice President
Flushing Bank
msamuels@flushingbank.com
646-923-9536
About Michael Samuels
As a career banker for Flushing Bank, I am dedicated to putting my clients’ needs first in every interaction. I facilitate businesses with owner-occupied commercial mortgages, loans, lines of credit, and deposit accounts. Contact me at msamuels@flushingbank.com or call me at 646-923-9536.
What You Need to Know About Your Business Finances
On this episode of The Inside BS Show, Dave Lorenzo Interviews Carlos Sava, a fractional CFO and advisor to business owners. Carlos and Dave have a lively discussion about the finances of a business and what you need to know to run your business efficiently.
00:00 What You Need to Know About Your Business Finances
01:12 How did Carlos become an outsourced CFO?
03:25 What is Carlos Sava's competitive advantage?
04:40 What are the differences between an interim CFO, a financial consultant, and a fractional CFO?
06:20 Who does a CFO need to connect with in order to help companies?
08:34 How does a fractional CFO's schedule work?
10:27 How did Carlos deal with the pandemic?
12:31 What do CFOs wish their CEOs knew about their financials?
19:17 Who is the perfect client for a fractional CFO?
22:39 Which clients aren't a suitable fit for fractional CFO?
23:41 How does a CFO collaborate with an accounting firm?
24:46 What is the competitive market like for fractional CFOs?
Carlos Sava
Principal and CFO
Pro CFO Partners
(608) 338-5112
carlos.sava@procfopartners.com
https://procfopartners.com/
https://www.linkedin.com/in/cpsava/
About Carlos Sava
Carlos is a Principal and CFO with ProCFO Partners, serving as a fractional CFO and advisor to mid-sized businesses between $5 - $50 million in revenue. In particular, Carlos works with companies that are focused on building long-term value through business acquisitions and/or a planned sale/succession transaction.
Carlos Sava has more than 15 years of experience in accounting, financial, and investment roles. He is a founder, advisor, and strategic operator – working with companies across many sectors, including professional/business services, financial services, and IT.
His areas of expertise include strategic planning, financial reporting and forecasting, cash flow management, team development, and M&A. Working with sole-proprietors, family businesses, private equity firms, and publicly traded companies, Carlos understands how to manage stakeholders, determine and create value, and get deals done. By working internally, as an investor, and as an advisor, he understands key metrics, qualitative considerations, and valuation. Carlos takes a long-term approach to build sustainable value by focusing on business strategy, return on investment, and process development and efficiency.
He founded Clarendon Capital Management (investment management firm), Clarendon Search Partners (search fund), and was a founding member of an artificial intelligence investing service. Carlos began his career in investment banking, where he completed nearly $2 billion in capital raising and M&A transactions. Carlos earned his BBA in Accounting and Finance from the University of Wisconsin-Madison. He holds a Certified Public Accountant (CPA) license and is a CFA charter holder.
Is It Too Late to Plan for Your Financial Future? We answer that question and many of the pressing questions of the day as Dave Lorenzo interviews Financial Advisor Michael Resnick on this episode of The Inside BS Show.
00:00 Is It Too Late to Plan for Your Financial Future?
01:04 How did Michael become a Certified Financial Planner?
02:21 What is the process of becoming a Certified Financial Planner?
04:04 What drives people to seek the services of a Financial Planner?
08:31 How can Financial Planners assist clients with Tax Planning?
11:44 Why should you hire a financial adviser instead of investing or trading if you inherit money?
14:07 How might a CFP assist with portfolio balance to help limit risk?
19:51 What is the importance of Time Horizon in Investment?
20:37 Is it wise to invest in Bitcoin and NFTs?
Michael Resnick
Certified Financial Planner
Alera Group
(847) 457-3206
Michael.Resnick@AleraGroup.com
About Michael Resnick:
Michael Resnick's business experience extends from the financial markets and risk mitigation to financial planning for business owners and families. At Alera Wealth Services, his focus is on helping families and business owners grow and protect their wealth in a tax-efficient manner, helping to allow the transfer of that wealth to future generations. Always the entrepreneur, Michael has built businesses on the trading floors of Chicago as well as in the fast-paced world of hedge funds. His practice at GCG is built around relationships with his clients that extend beyond the products used to implement the financial strategies. His philosophy is that the plan itself is paramount to the success of his clients.
A Great Coach Can Change Your Life
On this episode of the Inside BS Show, Dave Lorenzo interviews Life Engineer Linda Brennan. Linda and Dave discuss many important issues for entrepreneurs. Linda even helps Dave think through a couple of challenging issues he is facing.
You don't want to miss this show. Join us!
Chapters
00:00 The Difference a Great Coach Can Make in Your Life
01:16 What is a Life Engineer?
02:47 The struggle of having work/life balance
06:18 How to say NO to some things?
07:18 Dave's making tough choices between family or business
12:14 How to be fully present for family
14:45 How do coaching and consulting differ?
18:20 How to fill our lives with people who energize us and make us happy
29:07 What is the danger of comparing ourselves to others
32:26 Is it natural for humans to be ethical or unethical?
37:51 A case study: How can we remind ourselves of our values in crucial times?
Linda Brennan
Life Engineer
478-461-2690
Linda@BrennanPhD.com
https://brennanphd.com/
Linda’s career has spanned management and engineering positions at Philip Morris, IBM, the Quaker Oats Company, and The Coca-Cola Company; consulting in dozens of industries, and teaching leadership, management, and strategy to audiences from undergraduates to executives.
Her passion is to help others to help themselves for maximum impact. Working with ambitious and dedicated professionals, she stresses the importance of working toward a clear vision with intentionality and accountability in all aspects of life. Aligning time investments with personal and professional goals enables clients to perform at their best.
A seasoned professional and creative problem solver, she is a widely published author. She completed her Ph.D. from Northwestern University, an MBA from the University of Chicago, and her bachelor’s from the Georgia Institute of Technology. A Six Sigma Black Belt, she earned her professional engineering license in Georgia and has been a certified Project Management Professional.
How to Fall in Love with EBITDA
If you have ever been confused by the financial information in your business, this is the show for you. In this episode of The Inside BS Show, Dave Lorenzo interviews financial expert, fractional CFO, bookkeeping company owner, and entrepreneur, Jennifer Yousem.
00:00 How to Fall in Love with EBITDA
01:21 The story behind Jennifer’s website's unique name
02:16 What does Jennifer do to help people?
02:54 What can a client do to get connected with Jennifer and her firm?
05:37 When should a company need Jennifer's services?
13:08 When should a controller or a CFO be hired?
15:46 What areas of business can a fractional CFO's work significantly impact?
21:36 How you should book income for work in progress?
23:22 What is the significance of cash versus accrual in business?
24:42 How can Jennifer prevent a potential problem with financial statements?
27:54 Who should we connect with Jennifer?
30:12 What causes most business owners to be confused about their financial statements?
Jennifer Yousem
(310) 991-4298
jennifer@iheartebitda.com
www.iheartebitda.com
About Jennifer Yousem
Jennifer started her career in equity research but pivoted into corporate finance for media companies after business school and for 15 years led teams in business development and strategic and operational finance at Sony, Paramount, Viacom, Clear Channel & Daily Mail. She helped launch Verizon Hearst Media Partners in 2016 and as their CFO, led the merger with Complex to form Complex Networks, a multi-platform digital lifestyle brand owned by Verizon and Hearst. Jennifer founded I Heart EBITDA in 2019 to bring her enterprise-level finance and operational expertise to the mid-market through fractional CFO services and purchased Supporting Strategies Queens to service the entire finance function by providing outsourced bookkeeping and controller services
Insider Secrets to Fundraising
On this episode of the Inside BS Show, Dave Lorenzo interviews Chad Paris, the CEO of Parisleaf, a firm that helps nonprofit organizations fundraise.
Today's show is an inside look at how fundraising works from a true expert in the field.
00:00 Insider Secrets to Fundraising
00:51 What do Chad and his company do?
01:43 How does Chad assist non-profit organizations with fundraising?
06:08 How did Parisleaf begin?
08:58 What is the difference between assisting with a fundraising campaign and managing a global corporation's marketing?
15:07 What is a Board Member's role in fundraising?
17:39 How vital is a Branding and Marketing Agency to a nonprofit organization?
20:41 How to craft a brand promise and articulate it in 30 seconds
26:07 Examples of ways to obtain fundraisers?
Chad Paris
Principal & CEO
Paris Leaf
(352) 377 5560
chad@parisleaf.com
www.parisleaf.com
About Chad Paris:
Principal & CEO of Parisleaf. Chad is a human acting like a professional, not the other way around. The perfect marriage of consultant, strategist, coach, & rainmaker. Chad loves connecting good people with other good people and has dedicated his career to brands that are changing the world.
“If we’re the right fit, I’ll be the first to let you know. If we’re not, I’ll be the first to let you know.”
About his firm, Parisleaf:
Parisleaf is the brand & digital partner behind some of the largest (and smallest) fundraising campaigns. We predominantly specialize in medium-to-large-sized campaigns for medium-to-large-sized nonprofits in the following sectors: Education, Healthcare, Arts & Culture, and Rights (Human, Social, Environmental). As a result, we have helped our partners raise over $4B through working on campaigns of all shapes and sizes. Why? Because we believe money is mission fuel in the right hands. We’re here to be the right hand to the right hands.
The Guy You Call When You Don't Know Who to Call
If you are an attorney and you need the services of a private investigator, you call Bill Belmont. If you're a company and you need a security assessment, you call Bill Belmont. If you are in trouble and you don't know who to call, you definitely need to call Bill Belmont.
On this episode of the Inside BS Show, Dave Lorenzo interviews investigations and security expert, William (Bill) Belmont.
00:00 The Guy You Call When You Don't Know Who to Call
01:49 Bill’s interesting background
04:50 How to make sure you investigator is covered by attorney/client privilege
06:59 What types of cases does Bill's team work on?
10:00 What is Opposition Research?
11:35 How do Private Investigators deal with fake video cases?
15:40 Bill explains Due Diligence
22:20 Why Does the Average Professional (Attorney, CPA) Hire Bill's Firm?
26:59 What is a Lawful Source of Funds Investigation?
29:01 How does a Private Investigator help a criminal defense attorney with sourcing funds?
30:58 How does a security consulting firm work?
William Belmont
Investigative Attorney
(212) 695-0086
bill@thebelmontgrp.com
http://Thebelmontgrp.com
About William Belmont
The Belmont Group was founded by investigative attorney William B. Belmont. Mr. Belmont
has over 30 years of experience in the investigation, due diligence and security field. In addition
to having worked as a law enforcement officer and trial attorney, Mr. Belmont served as Director
of Operations for the New York office of Pinkerton Consulting & Investigations.
Mr. Belmont has overseen the management of hundreds of corporate investigations involving
fraud, workplace misconduct, brand protection and theft of trade secrets. Additionally, he has
managed hundreds of investigations for national and international law firms. Also, he has
developed and implemented due diligence protocols for dozens of financial institutions to ensure
the integrity of their investments. He provides clients with pre-incident consulting, including
vulnerability surveys, threat assessments and crisis management plans and procedures.
Furthermore, Mr. Belmont provides security consulting services to clients for personal and
private events.
Mr. Belmont oversees the implementation of increased security measures for many corporate
clients. He serves as a member of crisis management teams, assisting with contingency plans for
critical occurrences, such as terrorist attacks, natural disasters, computer network penetrations,
business interruptions and incidents of workplace violence. Mr. Belmont is also a frequent
speaker on post 9/11 corporate security issues and appeared on Fox News following the World
Trade Center attack.
Belmont has managed numerous litigation investigations for national and international law firms,
including: a national identity theft for a Fortune 500 corporation, fraud at a large real estate
company, and numerous domestic and international intellectual property investigations.
With a background as a trial attorney and investigative attorney, Belmont has considerable
experience investigating civil and criminal matters in a wide range of industries including
finance, fashion, entertainment and real estate.
In addition to his experience as an attorney, Belmont served as a police officer in Mesa, Arizona.
He received his B.A. in criminal justice from The George Washington University and his J.D.
from Benjamin N. Cardozo School of Law.
Belmont’s community service activities include serving as President of the Lynbrook School
Board and volunteering as an assistant varsity football coach, as well as a youth coach for boys And girls sports.
We need attorneys like Ken Levinson to make sure insurance companies do what they are supposed to do. Ken represents victims of the negligence of others. Join Dave Lorenzo as he interviews trial lawyer, Ken Levinson.
00:00 Who Keeps Insurance Companies Honest?
01:51 How did Ken become an Injury Lawyer?
03:56 How the Personal Injury Case Process Works
06:12 How can you protect your interests in the event of an accident?
08:06 Is it advisable to seek medical attention quickly following an accident if you have a legal case?
09:40 What does Ken Firm focus on?
11:34 What leads Truck Cases to Ken's firm?
12:30 What distinguishes a Truck Case from other types of cases?
16:43 Ken's advice on growing his firm throughout the years
18:10 What do people want to know about Personal Injury or Truck Accidents?
20:57 How does Ken help Lawyers with the presentation strategy in Juries?
22:05 What is the procedure for forming a Federal Jury?
24:43 The importance of likability in building a connection with the person you're arguing with.
Ken Levinson
Founding Partner
Levenson & Stefani
(312) 376.3812
Ken@levinsonstefani.com
https://levinsonstefani.com
About Ken Levinson:
Kenneth H. Levinson is the founding partner of Levinson and Stefani Injury Lawyers, a Chicago firm concentrating in representing families in wrongful death and serious injury matters arising out of truck and auto crashes. Ken co-authored the current edition of Litigating Major Automobile Injury and Death Cases, published by AAJ Press/Thomson-Reuters, as well as numerous legal articles Ken was named by Illinois Super Lawyers as one of the top attorneys in Illinois for 2010–2022 and made the list of the Super Lawyers Top 100 Lawyers in Illinois in 2012, 2016, 2019,2020, 2021, and 2022. Ken was also recognized by Leading Lawyers in 2017-2022. He is currently the Chair-Elect for the American Association for Justice (AAJ)Interstate Trucking Litigation Group, the Co-Chair of AAJ’s Jury Bias Litigation Group, and the past Chair of AAJ’s Motor Vehicle Collision, Highway Section. Ken currently serves on the Illinois Trial Lawyers Association Board of Managers. He is also an invited speaker and faculty member at various trial lawyer programs throughout the country
How to Emotionally Engage People with the Written Word
Do you want to improve your writing?
Do you want to discover new ways to emotionally engage the readers of your content?
Do you want to get to know an outstanding writer/editor?
If you answered "Yes" to any of these questions, this is the Inside BS Show for you. Join Dave Lorenzo as he interviews Lauren Hauptman.
00:00 How to Emotionally Engage People with the Written Word
01:01 What makes Lauren the BEST in her field?
05:12 How do we make sure our writing will connect with people?
07:26 How does a ghostwriter write in a client's voice?
09:39 How Dave gets into the head of the reader
12:41 How to ensure you deliver on clients' expectations
14:31 What is the importance of editing?
19:09 How to make sure the content "hangs together"
23:10 What is the most difficult thing for Lauren to edit?
26:37 What is an excellent example of truly high-quality writing?
32:41 How to Use Headlines to Engage Readers
37:43 How can people work with Lauren?
Lauren Hauptman
Lauren Hauptman, Ink.
Editorial and Creative Services Consultant
(415) 994-9424
lauren@laurenhauptmanink.com
https://www.laurenhauptmanink.com/
About Lauren Hauptman
Building better business stories through words and pictures: Lauren Hauptman Ink provides editorial and creative services consulting to clients of all sizes and industries.
Services include marketing communications, copywriting & ghostwriting, editing & proofreading, publications & magazine consulting, branding and design. We specialize in translating business speak to people speak and marrying verbal and visual communications.
We create everything from brochures and newsletters, to PowerPoint presentations and website content, to client success stories and articles, to fund-raising and sales promotions, handling projects from conception to fruition, on time and within budget.
How can you make employee benefits a competitive advantage for your business? Listen to this episode of the Inside BS Show to find out.
00:00 How to Make Employee Benefits a Competitive Advantage
00:58 The Interesting Background of Mark Shore
03:22 What are the common misconceptions with Benefits Consultants?
06:52 How has working from home influenced Mark’s work?
08:07 Is the future bright for employee benefits?
09:44 What is Open Enrollment Period?
10:54 What are the different benefit tiers available?
16:50 How much does Disability Insurance usually cost?
18:58 What has made Mark so successful?
20:23 What is the future of the benefits industry?
24:24 Mark's Great Advice for start-up business
Mark Shore
President
Employee Benefits Consultant
(908) 228-2466
mshore@atlasconsultingllc.com
www.atlasconsultingllc.com
Mark Shore graduated the University of Connecticut, Storrs, CT, in May 1993 with a Bachelor of Science in Actuarial Science. He has worked in the insurance industry for the past 30 years in various capacities, including but not limited to underwriter, actuarial consultant, sales representative, and insurance broker. In August, 2010, Mark founded Atlas Consulting Services, LLC where he continues to develop, implement and manage Employee Benefit insurance programs for his clients.
On today's Inside BS Show, Dave Lorenzo interviews Family Law Attorney Christine Fitzgerald. This is What you Need To Know Before You Get Divorced.
Chapters:
00:00 What You Need to Know Before You Get Divorced
01:26 How did Christine become a Family Law Attorney?
02:12 What does Christine like and dislike about her work?
03:12 What is the pandemic's impact on Divorce Lawyers?
05:09 What should you look for in a Divorce lawyer?
07:10 What parents should know about the divorce process, consequences,
and effects on children’s wellbeing?
10:16 Is Divorce really just an emotionally charged negotiation?
13:29 Christine's Divorce Success Story
18:21 How does Christine get her clients?
19:29 What should clients know before hiring Christine as a divorce lawyer?
21:19 What is the process of becoming a Fellow for the American Academy of Matrimonial Lawyers?
Christine Fitzgerald
Family Law Attorney
(908) 324-5400
fitzgerald@sflnj.com
www.seidenfamilylaw.com
About Christina Fitzgerald:
Christine is an experienced and compassionate family law attorney practicing in Northern New Jersey. She knows that there is no one size fits all for families and approaches each case with a unique strategy that is right for her client and their family. Christine is active in the Hudson County Bar Association as the current Treasurer and the Family Law Section of the New Jersey State Bar Association as a member of its Executive Committee and will be sworn in as Secretary in May 2022. She is the 2018 recipient of the Family Lawyer of Year Award given by the Hudson County Bar Association.
Have you ever wondered how some business owners come up with a concept that disrupts the status quo? On this episode of The Inside BS Show, we have one of those business owners. On this show Dave Interviews Ron Bockstahler, the founder of Amata Offices.
Chapters:
00:00 How to Create a Disruptive Business
01:20 How did Ron go to all 50 states and 9 Canadian provinces in his RV?
04:06 Why Amata is a unique business model
05:31 What services does Amata offer?
06:31 How convenient is Amata for Lawyers?
07:15 Is there an affiliate network for Amata?
07:55 What is Amata's competitive advantage?
10:42 What is the working atmosphere like attorneys at Amata?
11:28 How did the pandemic impact Amata?
13:06 What would Ron do differently as a startup if he had all of this business knowledge?
17:25 Is it a good idea for a company to have an exit strategy?
18:45 What is Ron's approach to managing his employees?
20:16 Who works for Amata?
21:16 How do paralegals handle the diversity at Amata?
23:03 What is Amata’s business development philosophy?
Ron Bockstahler
Founder
Amata Law Office Suites
(312) 924-0204
ronb@amataoffices.com
About Rob Bockstahler:
As an entrepreneur and dreamer of what can be, I am a trusted advisor to attorneys helping set up their law practice and assisting established firms increase their bottom line. I founded Amata Law Office Suites in 2002 as a vehicle for attorneys to utilize while they focus their energies on practicing law and less on the business of a law practice. We provide solo and small law firms the infrastructure of a large law firm, including Live phone reception & new client in-take, legal support services, access to practice mgmt software, scalable office options and remote work solutions.
I am a hopeless optimist, Ironman competitor and father of 6 children who have traveled to all 50 states and 9 Canadian provinces/territories with my wife and I in our RV in an 8 year period.
A Master Class in Immigration Law
On this episode of The Inside BS Show, Dave Lorenzo interviews Christina Coleman, an immigration lawyer based in Chicago. They discuss the entire immigration process.
Join us for this fantastic episode of the Inside BS Show.
00:00 A Master Class in Immigration Law
01:20 Why Christina become an Immigration Attorney
06:31 Immigration Process for Employment in the United States
10:52 What is an H1B Visa?
15:55 How does a student visa work in the United States?
19:05 How can you become a naturalized US citizen?
25:36 Why everyone should watch the US Citizenship Swearing in Ceremony
28:23 What it takes to obtain a green card and permanent residency in the United States
34:55 What should individuals do to prepare for citizenship questions?
37:48 What Is the Difference Between Naturalization and Citizenship?
39:53 Is it safe to gain US citizenship through a business marriage?
43:19 What should an employer be worried about when employing someone legally in the United States?
Christina Coleman
Immigration Attorney
RC Immigration
(312) 933-9174
ccoleman@rcimmigrationgroup.com
www.rcimmigrationgroup.com
About Christina Coleman:
RC Immigration is a boutique law firm focusing exclusively on U.S. immigration issues. Christina Coleman, owner, has the requisite expertise in this niche field to develop comprehensive immigration strategies in a challenging landscape. Christina’s services are billed on a flat fee basis, providing you and your organization with predictability and transparency. As an immigrant herself, Christina understands the importance of delivering personalized and responsive counsel to every client.
On this episode of the Inside BS Show Dave Lorenzo interviews Garrick Hollander. Dave and Garrick discuss bankruptcy law and how Garrick helps companies thrive after bankruptcy.
00:00 The Bankruptcy Attorney Who Helps Companies Have a Brighter Future
01:16 What inspired Garrick to Pursue a Career in Bankruptcy Law?
02:29 Why is Bankruptcy the best way to deal with business?
03:51 Why are companies terrified of the word "Bankruptcy"?
04:39 Why do people reach out to Garrick?
06:55 What is a Personal Guarantee?
09:18 How does Garrick use his leverage as a Bankruptcy Lawyer when it comes to negotiation?
11:33 A case study of how Bankruptcy helped a customer achieve great success.
13:31 How might the Automatic Stay benefit your business?
19:18 What is the Reorganizational Process?
20:51 How do Bankruptcy Lawyers Get Clients?
22:21 What Makes Garrick different from other Bankruptcy Lawyers?
Garrick Hollander
Bankruptcy Attorney
(949) 720-4150
ghollander@wghlawyers.com
About Garrick Hollander
I am a partner in a bankruptcy boutique law firm in Newport Beach with lawyers in California and New York. I am a CPA and former turnaround consultant with experience in corporate finance. I have started, owned and operated, and purchased and sold businesses for decades.
How to Use Video to Tell a Story
This is a great episode of The Inside BS Show. Dave Lorenzo interviews Melissa Costello, producer, director and chief storyteller. Melissa shares her secrets to her success in developing video that moves people to action.
00:00 How to Use Video to Tell a Story
01:45 Why is it important to use video to make an emotional connection?
05:49 Do you have to be charismatic to be good a video?
07:23 How can someone's lowest point become an inspiration?
08:36 What is Dave's motivation for making a video?
13:17 What doesn't Melissa use a Story Arc?
17:43 How Does Melissa assists her clients in creating a beautiful story out of dry material?
21:52 What is the objective of a video interview?
23:09 How to test your content to ensure that it will resonate with the proper audience
31:50 How does Melissa get her clients to tell emotional and genuine stories?
33:58 Describe power of testimonials to convey authenticity to your audience
36:49 What is Melissa’s process when working with a client?
40:03 What is the Value of Editing Process
43:05 How can Melissa assist clients in understanding what is relatable to the audience?
Melissa Costello
Chief Storyteller
(312) 305-7500
m@melissacostello.com
https://melissacostello.com
About Melissa Costello:
Melissa Costello is the Creative Director and chief storyteller for MELISSACOSTELLO.COM’s video-centric take on branding and marketing. Telling stories and building brands that impact people’s businesses and people’s lives is her passion. Her upbringing engaged her in a lively mix of both the fine arts and the marketing arts, joint passions shared by numerous members of the extended family. It’s in the blood as is a restless curiosity. Costello has been awarded both domestic and international honors for the videos and television commercials she has produced for more than 30 years through her companies in Chicago and Los Angeles, and in collaboration with former political media consultant, David Axelrod for clients such as President Barack Obama and Mayor Rahm Emanuel.
How to Raise Money from Private Equity
On this episode of the Inside BS Show, Dave Lorenzo speaks with Brett Hickey, the founder and CEO of Star Mountain Capital. In this wide ranging discussion, they cover everything an entrepreneur needs to know about raising money from a private equity firm.
00:00 How to Raise Money from Private Equity
01:05 Brett Hickey as an Olympic Speed Skater
03:03 What is a Top Athlete's Training Regimen?
06:35 How does Brett Apply his Athletic Training and knowledge to business?
13:25 How has Brett's goal to be the best influenced his performance in business?
19:27 What does Star Mountain Capital do?
22:28 What inspired the formation of Star Mountain Capital?
30:45 How do you identify companies that are a good fit for you?
32:35 How does Brett evaluate risk?
35:47 How can a business owner partner with a specialized asset management firm?
Brett Hickey
Founder & CEO
Start Mountain Capital
(212) 810-9044
brett.hickey@starmountaincapital.com
About Brett Hickey:
Brett Hickey has been structuring, analyzing and managing private equity, mezzanine and U.S. Government sponsored investment funds for over a decade. Prior to launching Star Mountain Capital, Mr. Hickey was the Co-Founder and President of a multi-manager platform including 4 U.S. state sponsored small business investment funds. Mr. Hickey has extensive experience performing due diligence on, selecting and building small business fund managers and has helped structure over a dozen larger funds representing a few billion dollars in assets.
Mr. Hickey formerly worked as an Investment Banker at Citigroup Global Markets in New York City (fka Salomon Smith Barney) where he covered global Asset Managers and Financial Institutions. In that role he worked on over $8 billion in completed debt and equity capital raising and restructuring transactions for leading financial institutions including BlackRock, Franklin Templeton, Neuberger-Berman, Nuveen Investments and Eaton Vance. He also served as Senior Analyst on the $16.1 billion public merger of the St. Paul Companies, Inc. and Travelers Property Casualty Corp.
Mr. Hickey attended Mount Royal College in Calgary, Canada, where he studied business and entrepreneurship while training on the national speed skating team. He graduated with Distinction from McGill University in Montreal, Canada with a Bachelor of Commerce degree. He is an alumnus of Harvard Business School’s Owner, President / Manager CEO training and management program for distinguished business owners with a proven track record of successfully building and managing companies. Mr. Hickey is a former Canadian national gold medalist and North American medalist in speed skating. He has completed numerous other business programs including Building Your Business Through Transformational Leadership & Innovation at the Innovatrium on the University of Michigan’s campus in Ann Arbor, Michigan and is a frequent guest lecturer on industry panels and at academic institutions.
How to Become a More Effective Leader
On this episode of The Inside BS Show Dave Lorenzo speaks with executive coach Peter A. James about leadership. If you have a team and you want them to be more productive, this is the show for you.
00:00 How to Become a More Effective Leader
01:03 How Did Peter Become a Leadership Coach?
02:43 How Did Peter's Military Experience Help Him Learn About Leadership?
04:29 What People Should Avoid Doing in Order to Become Effective Leaders.
06:47 What Role Does Institutional Knowledge and Training Play?
08:53 What Should a Leader Consider While Onboarding a New Employee?
10:36 How Can We Get Everyone Moving in the Same Direction?
17:08 How Traditional Leaders Might Be Persuaded to Adopt a Coaching Model
21:43 The Importance of Clarity of Purpose in Leadership
24:06 What Should Individuals Look for in an Executive Coach?
Peter A. James
Leadership Coach
(312) 291-1118
pjames@hcgconsol.com
https://www.hcgconsol.com/
About Dr. Peter A. James:
Dr. Peter A. James is a certified and credentialed executive and leadership coach who focuses on helping executives and businesses transform from high performing to excellence. Peter offers more than two decades of leadership-laden experience stretching from his service within the U.S. Army to his role as the Chair of the Business School within a major university and then as an entrepreneur. A quick review of his background and credentials will show that he has served as the catalyst for successful sales, corporate education and training, and process redesign initiatives, complemented by high-caliber leadership qualifications and a proven track record in delivering value to all of the organizations and customers in which he has served.
Everything You Need to Know About Independent Monitoring
Have you ever wondered who makes sure a company holds up their end of a court ordered agreement? On this episode of The Inside BS Show, Dave Lorenzo interviews Vin DiCianni, the Founder of Affiliated Monitors Inc. It is their job to oversee compliance in a variety of circumstances.
Join us for this show to discover the value of independent monitoring and much more.
00:00 Everything You Need to Know About Independent Monitoring
01:49 Why did Vin start Affiliated Monitors?
03:16 The Process of Settling with the Government as a Whistleblower
06:13 What is a Private Monitoring?
08:34 How can an Independent Monitor Help with a Licensing Agreement?
11:08 How Do Independent Monitors Handle Advertising and Affiliation with The Legal Community?
14:58 Is it a Good Idea to Bring in the Monitors as an Attorney representing a Firm that has no other choice than to close down?
17:40 A Deep Understanding of a “Third Party Management” in an Independent Monitor Involving Transnational Issue.
25:02 What is a Competitive Advantage in Marketing Strategy that is Verified by an Independent Monitor?
27:40 When Management Changes During an Inquiry, how Monitors handle the Issue?
31:05 A Case Scenario: What Would Happen if Monitors Intervened in a National Labor Relations Board?
34:12 Who to Educate about The Advantages of Monitoring?
Vin DiCianni
President and Founder
Affiliated Monitors
(617) 519-3899
vdicianni@affiliatedmonitors.com
Vincent DiCianni is President and founder of Affiliated Monitors Inc. “AMI”, an independent monitoring and compliance and ethical culture assessment firm that evaluates businesses for compliance with law, regulations and best compliance practices.
Before starting Affiliated Monitors in 2004, Mr. DiCianni served as an Assistant Attorney General for the Commonwealth of Massachusetts and in private practice representing businesses and professionals. In addition to overseeing Affiliated Monitors, and serving as an independent integrity monitor, Mr. DiCianni regularly conducts ethics and compliance assessments for clients in diverse fields, such as not-for profit entities, construction, antitrust, healthcare corrections, financial services, education, and government contracting.
AMI works with clients to craft appropriate compliance measurement tools and to implement long-term strategies for supporting a culture of compliance within organizations. AMI provides independent integrity monitoring services for the United States Department of Justice, the United States Department of Defense, Health and Human Services, U.S.A.I.D., the U.S. Department of Transportation and many other federal agencies, state and municipal agencies. AMI also handles many Suspension and Debarment matters with U.S. Agencies such as the U.S. Navy, Air Force, Army and Environmental Protection Agency, as well as the World Bank. In addition to AMI’s monitoring and consulting engagements, AMI works with multi-national companies in designing, implementing, and strengthening their programs and ethical cultures.
How to Stay Sane During a Divorce
On this episode of The Inside BS Show, Dave Lorenzo interviews Jillian Gross, a New York Matrimonial Attorney. Jillian helps us understand the emotional, psychological and financial factors involved in the divorce process.
Jillian is the consummate professional and her advice is priceless. If you, or someone you care about is going through the divorce process, this is a must-watch episode of The Inside BS Show.
00:00 How to Stay Sane During a Divorce
01:56 The three ways a Family Law Attorney helps their client
03:53 What are the Misconceptions About Divorce?
06:14 Divorce: Battle vs. Negotiation: Which is Better?
08:58 If your Divorce Lawyer Knows the Lawyers from the Other Side is it a Good Thing?
11:53 What is "The Soprano’s Effect?"
13:37 What Should Your Strategy Be When You Begin the Divorce Process?
15:41 How lawyers neutralize the situation of psychological and emotional impact of a client?
22:20 How does infidelity impact a divorce case?
28:42 What do lawyers need from their clients?
31:10 Is it Important who is at Fault in a New York Divorce?
32:36 What is the step-by-step process for a divorce in New York?
34:11 Is “Stay in the House advice” good advice?
36:28 How do you get clients ready for mediation?
38:49 What is a deposition like in a matrimonial case?
40:28 How to select a good family law attorney?
Jillian Gross
Matrimonial Attorney
(212) 678-8500
gross@mssglaw.com
www.mssglaw.com
About Jillian Gross:
Manhattan based Matrimonial attorney with focus on pre- and post-nuptial agreements, custody and access, divorce negotiation and litigation, equitable distribution, and spousal and child support issues.
Jillian E. Gross, a founder and partner of the firm, has been practicing matrimonial law exclusively since October 2006.
Jillian has considerable experience advising clients in all aspects of matrimonial and family law, including equitable distribution of assets, spousal and child support issues, custody and access, and pre- and post-nuptial agreements. Jillian represents clients with a broad range of backgrounds and varying net worths. She understands that there is no one-size-fits-all approach for the many issues that bring people to her office.
Jillian appreciates that being a matrimonial lawyer is about much more than practicing law. Jillian makes a point to understand all aspects of her clients’ lives—from business and financial issues to parenting and family-related matters—in order to tailor her approach to achieve the best result in each case. That result might be achieved through litigation or settlement, or a combination of the two. For Jillian, no two clients are alike; nor is her approach for them.
Jillian relates to her clients on a personal and professional level. She is attentive, responsive, and treats each client with respect and care. Jillian’s clients often reach out to her years after the conclusion of the case to thank her for supporting them through some of their most difficult times, and getting them to a new phase in their lives.
Jillian has been named a “Rising Star” in family law by New York Super Lawyers, and also has been recognized by Top Attorneys, Attorneys of Distinction, Top Lawyers and Lawyer of the Year. Most recently, Jillian was ranked by Chambers and Partners.
Jillian has lectured at various professional seminars, including to the New York State Bar Association, on the topic of Equitable Distribution and Maintenance. Jillian is in her second term as Treasurer of the Family Law Section of the New York City Bar Association.
Jillian received her B.A. from Brandeis University, where she graduated cum laude. In 2003, she graduated from Brooklyn Law School, where she received the prestigious Academic Achievement Scholar award.
One of the toughest decisions a business owner or leader has to make is which benefits to provide his team and how much the company should contribute to the benefit cost.
On today's Inside BS Show, Dave Lorenzo interviews Andrew Godfried, an employee benefits expert. They discuss all the tough decisions business leaders make related to benefits.
If you want to make sure your benefits package is competitive, join us for this show.
00:00 How Employee Benefits Can Be a Competitive Advantage
01:05 Why are Employee Benefits So Important?
02:35 What is "The Basics" in Employee Benefits?
08:41 How Andrew Uses Data to Get the Best Rates for His Clients
13:20 When Should We Start Looking for Employee Benefits?
14:47 What is Open enrollment?
15:50 How Did Andrew Get Started in this Industry?
18:19 Why Should You Work with an Insurance Broker?
19:59 How Does Andrew Match Up Benefit Providers with Companies?
22:11 What Kind of Industry Analysis does Andrew Provide to His Clients?
23:12 Does Andrew Advise His Clients on the Employer Contribution to Benefit Costs?
Andrew Godfried
VP of Business Development
Risk Strategies
(978) 317-9687
agodfried@risk-strategies.com
About Andrew Godfried:
Employee Benefit insurance sales executive with a passion for providing guidance to businesses to gain control over their costs, with increased employee engagement, understanding and appreciation.
How to Become a Great Mediator and Negotiate with Anyone
On today's Inside BS Show, Dave Lorenzo interviews Amy Mariani. Amy is a mediator in the Commonwealth of Massachusetts. She handles complex commercial cases and contract disputes.
Amy shares her journey in becoming a mediator. She also shares her secrets to success in this role and she offers a guide to selecting a great mediator. If you negotiate or if you are involved in litigation, this is one of the most valuable Inside BS Shows for you.
Chapters:
00:00 How to Become a Great Mediator and Negotiate with Anyone
01:04 How Amy Become a Mediator
02:36 What was Amy’s First Mediation Case?
04:09 How to Settle a Case as a first-time Mediator
05:47 What are the Most Important Factors in a Successful Mediation?
08:08 How Does Mediating Differ When You Have Friends on Both Sides?
09:24 Do The Parties in a Mediation have an Obligation of Candor?
11:12 What is a Mediation Agreement?
12:41 What is the Process of Discovery in Litigation?
15:36 The Difference between Mediation and Arbitration
16:18 A Description of the Process of Mediating
23:22 Amy’s advice to a Business Owner who has Dispute
24:47 Is Business Development Easier as a Mediator than it is as a Lawyer?
27:01 How Does a Mediator Get Court Appointed Work?
30:22 Can a Mediator Speak Directly to the Parties Involved in a Case?
31:28 What Should Lawyers look for In a Good Mediator?
34:25 Amy Shares Her Best Negotiating Tip
36:00 What is the Most Common Negotiating Mistake Business Leaders Make?
Amy Mariani
Mediator & Founder
Mariani Mediation Services, LLC
(617) 279-0540
amariani@marianimediation.com
www.marianimediation.com
About Amy Mariani:
Amy Cashore Mariani has been assisting individuals and companies in resolving conflict for over twenty years, first during her career as a trial attorney, and then as a trained mediator, arbitrator, conciliator, facilitator, and adjunct law school faculty member. Through dialogue and separate reflection, she assists parties in prioritizing interests and assessing potential resolutions. She tailors her approach to each case based on the parties’ unique needs and circumstances.
Intellectual property can add value to your business if you protect it and you enforce the protection you have. On this episode of the Inside BS Show, Dave Lorenzo interviews Dan Shulman, an Intellectual Property attorney.
Dan shares the strategy and the tactics for protecting some of the most valuable assets in your business. You don't want to miss this Inside BS Show.
Chapters:
00:00 Solving the Puzzle of Intellectual Property for Business Leaders
01:37 How Dan started practicing Intellectual Property Law?
04:11 A day in a life of Dan Shulman
06:48 An overview of Copyright and Trademark law
10:31 How do you protect a Trade Secret?
13:12 How can your Brand be Protected?
16:01 How does Apple Trademark their Name when apples Literally Grow on Trees?
17:35 How Do you file for Copyright Protection?
21:22 What Happens if Someone Infringes on Your Rights?
29:36 Can You Get An Injunction in a Trademark Infringement Case?
30:40 Who is the Perfect Client for Dan Shulman?
32:28 How can an Author Protect their Rights?
36:46 What is the Best Referral for Dan Shulman?
44:24 Dan’s Talent Revealed: A Puzzle Solved
Dan Shulman
Intellectual Property Attorney
Shareholder – Vedder Price P.C.
(312) 609-7530
dshulman@vedderprice.com
About Dan Shulman
Daniel (Dan) Shulman is a Shareholder in the Intellectual Property group at Vedder Price P.C. in Chicago. Dan is a former Chief IP Counsel who turns innovation into value with business-savvy techniques to win in the market before a costly win in the courtroom. Dan is an experienced litigator and appellate lawyer—but only as a last resort. Dan brings a unique perspective and client-focused approach honed by over a decade in-house as Chief IP Counsel for a multibillion-dollar conglomerate holding thousands of worldwide patents and trademarks.
In addition to his substantive expertise in managing all aspects of intellectual property for consumer products companies having over $12 billion in annual revenue, Dan also developed a keen appreciation for what a client expects, and should demand, from outside counsel. Dan’s approach to his clients follows the Golden Rule—he treats his clients the way he expected to be treated by his own outside counsel. Dan is an experienced litigator, having taken patent, trademark and copyright cases through jury verdict and argued multiple appeals at the U.S. Court of Appeals for the Federal Circuit. Dan was named one of the Top Forty Lawyers Under 40 in Illinois in 2013 by the Law Bulletin, and Managing IP Top In House IP Star every year from 2015 through 2018.
The RIGHT Way to Set Up a Business
This Inside BS Show is essential for anyone starting a business. It is also critical for anyone who wants to raise money. Today Dave Lorenzo interviews Leslee Cohen, a self-proclaimed start-up lawyer.
Leslee is an amazing resource and this show is a master class in business entity formation. Watch it right now.
Chapters
00:00 Introduction: The RIGHT Way to Set Up a Business
02:02 Why Should A Business that is Just Starting Hire a Lawyer?
04:04 Will Moving your Firm to a Different City affect your Tax Situation?
05:10 A Day In The Life of Leslie Cohen
10:36 Let's Say You Start a Business in Your House and Get a Deal on Shark Tank - Now What?
13:33 What is The Difference Between Debt And Equity?
18:12 Should You Hold Assets in Separate Businesses?
20:52 How Should a Business Be Organized if You Operate in Different Jurisdictions?
25:39 How did Leslee Become a Detail-Oriented Person?
28:12 Where did the name All Rise Legal Counsel come from?
30:36 What are the Strategic and Business Considerations for using SPAC?
36:12 How Leslee prepares Grants and Loans for her Clients
37:43 A Great Success Story for a Business Start -up
40:08 A Step-By-Step Guide to Starting a Business
42:12 How to pay Lawyers if You’re a Starting Business
Leslee Cohen
Start-up Lawyer
(312) 445-9620
https://www.allriselawyers.com/
About Leslee Cohen
Leslee Cohen concentrates her transactional practice in securities law, corporate finance and general corporate law. She counsels a variety of entities, from small entrepreneurs and start-up companies to large established businesses, across many industries from real estate to technology in connection with private placements of both equity and debt securities, including venture capital, private equity and “friends and family” investments.
She also handles general corporate matters including commercial contract drafting and review, stockholder and limited liability company agreements and structuring, business restructurings, employment and consulting agreements, and equity incentive plans and agreements, on behalf of a diverse group of clients. Leslee also structures, negotiates and documents significant business transactions, including mergers and acquisitions, tender offers, joint ventures and other business combinations and financial transactions.
Leslee received her BA from University of Michigan (GO BLUE) and her JD from New York University School of Law
How to Make Employee Wellbeing a Competitive Advantage for Your Firm
We live and work in stressful times. On today's Inside BS Show, Dave Lorenzo interviews Jonathan Eisler, the VP of Business Development for an Organizational Effectiveness company called Perspectives. Jonathan and Dave discuss the importance of providing a safe space for employees to share their mental health challenges and how do so can make your firm an employer of preference.
Chapters:
00:00How to Make Employee Wellbeing a Competitive Advantage for Your Firm
01:39 What does Jonathan love About his Job?
05:00 The Importance of Organizational Consulting During the Pandemic
09:56 What are the advantages of using an Employee Assistance Program?
12:28 How to educate and empower people to provide consulting services before a tragedy occurs.
16:56 What method does Jonathan use to help CEOs understand their employees' needs?
20:32 What did Jonathan do to help his clients deal with the pandemic?
27:07 When is the best time for a business to engage Jonathan?
31:20 Recognizing the importance of employee assistance programs and
creating a more positive workplace culture.
33:24 What Makes Jonathan Happy?
Jonathan Eisler
Vice President
Business Development
(312) 636-6609
JEisler@Perspectivesltd.com
https://www.perspectivesltd.com/
About Jonathan Eisler:
Jonathan helps organizations articulate their goals then build, grow, and retain winning teams that achieve results that matter. At Perspectives, he oversees efforts focused on helping more and more companies support their employee’s mental, emotional, and overall wellbeing. Jonathan works with their bench of consultants as they develop leaders’ skills so they can cultivate engaged, well-rounded employees looking to grow along with the company.
Jonathan has been a business leader since 2003 and began working as a consultant in 2006, with experience in clinical psychology, interpersonal coaching, human resources, organizational development, survey design and analysis, leadership training, program design, and team development.
He's a certified professional behavioral analyst (CPBA) with a master’s degree in industrial and organizational psychology from the Chicago School of Professional Psychology; master’s degree of business administration (MBA) from the Morris Graduate School of Management; and a bachelor’s degree in psychology from Flagler College.
His love for giving back has motivated him to get involved with the Chicagoland Chamber of Commerce, the Association of Consultants to Nonprofits and the Chicago chapter of the Society for Human Resource Management. As part of his passion for helping today’s youth succeed in school and beyond, he actively volunteers his time to iMentor Chicago and LINK Unlimited.
The energy he brings to supporting the teams and organizations he works with is based on the same philosophy he follows outside of the office: Live life to the fullest without entertaining ideas like “someday,” “later” or “should.”
I live in Chicago with my amazing wife and our two Jack Russell Terriers, travel frequently, thrive on new experiences, play a 3-string cigar box guitar and love extreme sports.
To Get to The Next Level, You Need a Coach
On this episode of The Inside BS Show, Dave Lorenzo interviews Sharon Richter. Sharon is a former corporate executive who coaches business owners and leaders. If you want to take your business to the next level, this show is the place to start,
Chapters:
00:00 Introduction: To Get to The Next Level, You Need a Coach
01:34 What Led Sharon to Become a Coach?
03:54 The Power of Giving Advice.
07:42 What is the Difference Between Coaching and Consulting?
11:04 How to Determine if Somebody is a Good Candidate for Coaching
14:52 Intro to the Six-Week Client Education Process.
16:15 The Importance of Having Your Own Client Selection Process
17:58 What is Sharon's Advice to a New Coach?
24:29 Who is Sharon Richter's Ideal Client?
28:33 Sharon’s Competitive Advantage
31:14 Sharon’s Fun Story about Becoming a Soccer Referee
Sharon Richter
Business & Executive Coach
Focalpoint Coaching
(212) 381-6044
srichter@focalpointcoaching.com
About Sharon Richter:
Sharon Richter is a business performance coach and executive coach who has combines her 30+ years of experience in corporate and non-profit management to effectively help her clients make positive change to improve and accelerate workplace performance.
Sharon works with business owners and decision makers to conquer organizational challenges creatively, implement steps to develop business strategies, and execute plans for accomplishing goals and achieving financial targets. She specializes in helping businesses achieve their goals with a real-life-in-the-trenches experienced coach through one-on-one coaching, group coaching, workshops, and assessments.
Sharon is a frequent speaker and podcast guest in the NYC business community on topics relating to strategy and making career pivots. She was recently named a Verizon Comeback Coach, helping small business owners during the COVID-19 pandemic, and featured in a 4-part webinar series.
Sharon has her B.S. in Accounting from Lehigh University and M.S. in Taxation from Temple University. She is a Certified Public Accountant, and a Black Belt in Six Sigma, a set of techniques and tools for process improvement. She has been a volunteer in a variety of capacities at Lehigh, serving as a University Trustee and board level director for over 25 years providing advice on policy, implementing strategies, and achieving goals. She currently serves as the Secretary and as a member of the Executive Committee of the NYC Chapter of the National Association of Women Business Owners (NAWBO). She is also the Group Leader for NYC4 of ProVisors, a national community of senior level professionals that are trusted advisors to their clients.
How to Become a Trusted Advisor to CEOs
Mark Taylor leads peer advisory groups in New York City. He trains Vistage chairs (group leaders) and he is the top facilitator of group coaching in the entire Vistage organization world-wide.
On this episode of The Inside BS Show, Dave Lorenzo grills Mark about his journey as a Trusted Advisor to CEOs.
00:00 Introduction: How to Become a Trusted Advisor to CEOs
02:19 Mark's Story
07:00 How Did Mark Become a Coach to CEOs?
10:00 What Was the Transition Like - Going From Participant to Facilitator?
11:55 How Does Mark Keep a Discussion on Track in a Vistage Meeting?
14:40 Why is a Peer Group More Valuable Than Having a One-on-one Coach?
21:15 How Does Mark Select People to Be a Member of a Vistage Group?
25:00 Mark Describes the First Year He Was a Vistage Chair. It Wasn't Fun.
33:00 How Much Time Does Mark Spend on Business Development?
38:30 Mark's Definition of Sales as Influence
39:44 How Mark Uses Speaking a Business Development Tool
42:50 How Should We Select a Coach? What Questions Should We Ask?
45:30 How Does Mark Hold His Clients Accountable?
Mark Taylor
Master Chair, Business Coach, Professional Speaker
Vistage NYC
(646) 427-3849
About Mark Taylor:
Mark Taylor is a retired CEO that founded several companies: one became the 58th fastest growing company in the State (which he sold in 2005) and a high-tech internet startup that raised $20 million & went public in 2007.
As a Master Chair for Vistage, the world’s largest executive coaching organization, Mark facilitates eight groups made up of 100+ CEOs and business leaders from diverse industries in NYC. He was recognized as one of the top twenty performing chairs in the country (with the STAR Award) for the past seven years. In 2016, he was honored with the Vistage Hyndman Award “Given to the Vistage Chair who has gone above and beyond the call of duty in service of Vistage and given unselfish and immeasurable service.”
He is a Certified Positive Intelligence Coach, a Certified Working Genius Facilitator, Tribal Leadership Trainer, holds a Bachelor’s in Science degree, an MBA, a Masters in Leadership, and five coaching certifications.
Mark is the author of the Leadership Field Manual: Exercises & Tools for Executing Culture Change. His TEDx talk was highlighted by Forbes.
“After 19 profitable years as a CEO, 12 years as a Fortune 500 corporate executive, successfully raising money for an internet start-up, plus the requisite failed startup that rounds out my experience, you could say that business is my life. I have dedicated the last 40 years to studying leadership and the last twelve working with NYC CEOs committed to becoming better leaders. Through thousands of hours of face-to-face meetings with CEOs, I am convinced that it can be different. My mission is to positively impact the world through leadership development so all people can flourish.”
What Does It Take to be an Entrepreneurial Lawyer?
If you want to make a great living and live a great life as a lawyer, this is the show for you. Matt Formeller is a lawyer and an entrepreneur and he is leading his business into the world beyond COVID. Matt has a true entrepreneurial spirit and all sole practitioners and small law firms can learn from him.
Join us as we discuss what it takes to be an entrepreneur and also a lawyer. This is a special Inside BS Show.
Chapters:
00:00 Introduction to What Does it Take to be an Entrepreneur and a Lawyer?
01:01 What is Matt's formula and Why he is in his own Firm?
08:12 What Is the Dynamic of working with Family?
13:06 Is it Important to have a Solid Partnership Agreement?
15:23 Why Buy Sell Agreement is important in any Business Relationship?
20:10 How will Business Development help you if you work on your own?
31:27 What is Matt's Secret to Keeping in Touch with People and Staying on their Radar?
37:02 Who is Matt’s Ideal Client and his Ideal Referral Sources?
Matthew Formeller
Founding Partner
Formiller Law
(312) 207-1682
mformeller@formellerlaw.com
https://formellerlaw.com/
About Matthew Foremeller:
Since founding Formeller & Formeller LLP in 2011 with his Partner Christina, Matthew has focused his practice on providing guidance and representation to new and established businesses and business owners. He works closely with his clients as outside general counsel to assist them with their business legal needs. Matthew regularly advises and assists with the formation of new businesses and the structuring of ownership, the purchase and sale of businesses, the drafting and negotiation of commercial contracts, and the protection of assets. Additionally, Matthew routinely represents his clients in formal and administrative legal proceedings.
How to Do Business with a Banker
Bankers can be and should be your best referral source. Unfortunately, you don't know how to develop a relationship with them. All of that can and will change if you listen to today's episode of the Inside BS Show.
On this show, Dave Lorenzo has a conversation with Andrea Tadych, SVP of Commercial Banking at Evergreen Bank. Andrea shares with us the step-by-step guide to developing a relationship with a banker.
Chapters:
00:00 - Introduction to How to Develop a Relationship with a Banker
01:14 - How Did Andrea Became A Banker?
02:05 - What Is the Difference between Commercial Banking and a Private Banking?
04:23 - What Does It Take To Get A Banker's Attention?
07:39 - How to Get a Line of Credit
09:45 - How to Get Better Treatment when Applying for a Loan
11:12 - Who Is A Bank's Most Valuable Customer?
16:37 - What Is The Best Way To Refer A Banker?
18:28 - Is There An Industry That Is Easier For A Banker To Work With?
20:18 - Is It Easier to Get a Collateralized Loan Approved?
22:19 - What Happens if you are Late on a Loan Payment?
24:29 - What Is The Best Way For A Business To Deepen The Relationship With A Bank?
25:26 - What Andrea Wishes People Knew About Banking
26:40 - What are the Differences Between a Regional Bank, a Community Bank, and a Big National Or Multinational Bank?
29:19 - Why Do Multinational Banks Suck?
Andrea Tadych
SVP, Commercial Banking
Evergreen Bank group
atadych@evergreenbankgroup.com
(312) 620-3613
About Andrea Tadych
I form partnerships with businesses to help them get the most out of their banking relationship to benefit their goals, needs and overall efficiency. I ensure my customers are using the right products and services to make them succeed in the daily and long-term. From lending to technology, I work with my business customers through every aspect of their financial needs.
Inside the World of Private Equity
Wouldn't it be great to look over the shoulder of an SEC enforcement official and see what he sees? Do you ever wonder what Private Equity funds do and how they do it? Have you thought about how the affluent invest their money?
On today's Inside BS Show, Dave Lorenzo interviews Ron Geffner. He has lived and worked in this world for his entire career. Ron pulls back the curtain on all of this and takes us behind the scenes in the world of Private Equity.
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Inside the World of Private Equity
Wouldn't it be great to look over the shoulder of an SEC enforcement official and see what he sees? Do you ever wonder what Private Equity funds do and how they do it? Have you though about how the affluent invest their money?
On today's Inside BS Show, Dave Lorenzo interviews Ron Geffner. He has lived and worked in this world for his entire career. Ron pulls back the curtain on all of this and takes us behind the scenes in the world of Private Equity.
Chapters:
00:00 Introduction to the World of Private Equity
01:46 How did Ron end up at the SEC?
03:37 How does the SEC Keep up with people who run afoul of the law?
10:07 Intro to Cannabis Funds
15:31 How does a Capital Raise Take Place?
19:44 Is it Necessary to Register a Real Estate Investment Trust (REIT)?
21:43 What is a Family Office?
26:52 What is the Difference Between Single-family offices and Multi-family Offices?
34:16 Who Needs to Take the Series 7 Exam?
37:29 Is Family Office Space a Good Place To Go To Raise Money?
37:56 What is a SPAC?
41:16 Who is the Ideal Person, Company or Firm For Us to Connect to Ron?
Ron Geffner
Ex-SEC Enforcement Lawyer
Sadis
(212) 573-6660
rgeffner@sadis.com
About Ron Geffner:
Ron S. Geffner is a founding member of the firm’s Executive Committee and also oversees the Financial Services group. He regularly structures, organizes, and counsels private investment vehicles, investment advisory organizations, broker-dealers, commodity pool operators and other investment fiduciaries. Ron also routinely counsels clients in connection with regulatory investigations and actions. His broad background with federal and state securities laws, and the rules, regulations and customary practices of the SEC, Financial Industry Regulatory Authority, Commodities Futures Trading Commission and various other regulatory bodies, enables him to provide strategic guidance to a diverse clientele. He provides legal services to hundreds of hedge funds, private equity funds and venture capital funds organized in the United States and offshore.
Ron began his legal career with the SEC, where he investigated and prosecuted violations of the federal securities laws with an emphasis on enforcement in connection with violations of the Investment Advisers Act of 1940 and the Investment Company Act of 1940. He also assisted federal and state criminal agencies, such as the Federal Bureau of Investigation, the U.S. Attorney’s Office and the Attorney General’s Office, in their investigations of possible criminal violations of federal and state securities laws.
Ron is often interviewed as a legal expert in the securities industry. He has appeared on Fox News, CBS Morning Show, CBS Evening News with Dan Rather, Squawk Box, Power Lunch and Closing Bell on CNBC, British Broadcasting Channel and Bloomberg Radio. He is regularly quoted in The New York Times, The Wall Street Journal, Bloomberg News, Barron’s, Barron’s Online, Reuters, Dow Jones, Financial Times, New York Newsday, London Daily News, TheStreet.com, Private Equity Week and other national and international publications.
Creditors Rights: What Do You Do If Someone Owes You Money?
What do you do when someone owes your business a lot of money? Our guest on this episode of the Inside BS Show is Harold Israel, a Bankruptcy and Creditors' Rights attorney from Chicago. On today's show Dave Lorenzo interviews Harold about the options creditors have when people owe them money.
Join us for this terrific episode of the Inside BS Show.
Chapters:
00:00 Introduction to What Do You Do If Someone Owes You Money
01:01 Dave and Harold's Background Delivering Newspapers
02:31 Always Answer the Phone When Creditors Call
03:54 Why do creditors want to avoid litigation?
07:35 Addressing the stigma of bankruptcy. Why does it exist?
09:31 What are the differences between Chapter 7, Chapter 11, and Chapter 13?
13:18 What is judgement-proof? Does that exist?
14:22 How do bankruptcy attorneys negotiate with creditors?
17:40 A Bankruptcy Case Study
21:17 What is the worst thing people do when they fall behind on their bills?
28:47 How did Harold grow his business?
30:43 What led Harold to this particular practice?
31:38 What is the role of a trustee? What to do and how to interact with a bankruptcy trustee?
33:20 Can people close their business and tell creditors that they don't have assets?
35:29 What is Harold's competitive advantage?
Harold Israel
Partner
Levenfeld Pearlstein, LLC
(312 ) 476.7573
hisrael@lplegal.com
https://www.lplegal.com/our-talent/ha...
About Harold Israel
Harold D. Israel is a partner in the Financial Services & Restructuring Practice Group. He assists clients in achieving outstanding results in a practical, responsive and cost-effective manner. Harold represents debtors, asset purchasers, secured lenders, creditors and official creditor committees in workouts (in- and out-of-court) and reorganizations throughout the country. Harold brings compassion and understanding to what usually is a very stressful period for all involved.
Additionally, he represents lenders and equity sponsors in asset-based lending, foreclosure, and debtor-in-possession financing transactions. Harold also assists not-for-profit organizations in drafting corporate governance documents.
Now with 25 years of experience, Harold first started his legal career as a law clerk to the Honorable John D. Schwartz, Chief Judge, United States Bankruptcy Court for the Northern District of Illinois. He is a Certified Public Accountant.
How the Pros Negotiate a Commercial Lease in Chicago
Today Dave Lorenzo interviews Steven R. Goldstein, the President of ChicagoBroker.com. Steve helps businesses negotiate leases with commercial developers in Chicago. This show highlights 30 years of experience in commercial real estate. Steve gives us a window into commercial real estate transactions in one of the hottest real estate markets in the United States.
Chapters:
00:00 Introduction
01:29 Can You Get a Good Deal Now on an Office Lease in Chicago?
03:00 What is the Hottest Area in Chicago for Commercial Leases Now?
03:55 Are People Returning to the Office?
06:00 What Surprises Steve About the Real Estate Market Today?
07:00 Who Is Looking For Office Space Now?
08:00 Is there More Flexibility in this Market?
08:55 Is it Still a Good Market to Buy?
13:50 What Are Some of the Innovations Developers Are Doing to their Buildings to Attract Tenants?
16:47 How Did Steve Become a Tenants' Representative?
18:41 What Are the Benefits of Working with a Tenants'' Representative?
20:15 What is the Inside BS to Working with Someone Who Has 30 Years in this Industry?
22:09 How Does Steve Help After the Contract is Signed?
25:20 How Does Steve Stay Top of Mind with People to get More Referrals?
Steven R. Goldstein
President
ChicagoBroker.com Commercial Tennant Representation
(312) 840-9002
steve@chicagobroker.com
https://ChicagoBroker.com
About Steven R. Goldstein
ChicagoBroker.com, powered by Jameson Commercial, was founded by Steven R. Goldstein in 1991 with the goal of assisting business owners in negotiating the best lease and/or purchase options for commercial real estate in the Chicago metropolitan area.
Utilizing proprietary methods and state-of-the-art data resources, we bring the market to you and then guide you through the transaction process, step by step, helping you to avoid the common pitfalls and focus on creating maximum negotiating leverage for our client’s side of the lease or purchase transaction.
Our seasoned agents work closely with each client to fully understand their business needs, calculate future growth requirements, operational issues, location intelligence and personal tastes, and then translate those needs into the ideal business space solution. We provide each of our clients with the highest level of service and support, expert negotiating strategies, vast transaction experience and extensive market intelligence.
Our work continues beyond lease signing as we continually review our client’s business needs, examining changes in both the clients business and the real estate marketplace to help them take advantage of any opportunities that may arise.
What is Elder Law?
This episode of the Inside Bs Show features Stephanie Sexauer, a Trust and Estates Attorney. Stephanie helps us understand all of the aspects of estate planning. We begin our conversation with a complete description of elder law and we finish with some interesting things you will want to review if you have a family.
Join us for a highly informative Inside BS Show.
Chapters:
00:00 Introduction
01:05 Stephanie's Story: How She Became a Trust and Estates Lawyer
03:00 What is Elder Law?
06:10 What Documents Do We All Need?
08:45 What is a Health Care Power of Attorney?
10:35 What is a Trust?
13:10 How a Trust Can Help with Privacy Concerns?
19:58 Who Should Never Put an Asset In Their Name?
22:30 The Role of Trusts and Estates in Asset Protection
25:48 Why You Should Separate Assets from Your Main Business
30:10 How Does Asset Protection Impact Partnerships?
32:00 Why Every Business Needs Keyperson Insurance
38:46 A Great Message From Stephanie Sexauer About Helping Our Neighbors
Stephanie Sexauer
Attorney and Founder
Sexauer Law
(312) 300-4743
www.sexauerlaw.com
sms@sexauerlaw.com
About Stephanie Sexauer
Stephanie Sexauer has worked exclusively handling probate, estate, and adult guardianship matters since she first started practicing law. She began her studies at the University of Illinois, Urbana-Champaign where she earned a BFA before pursuing legal studies at the John Marshall Law School in Chicago.
Stephanie has helped hundreds of Chicago families handle the murky waters of probate. She is frequently appointed by Cook County judges as a “Guardian ad Litem” to observe and make recommendations as to the best interests of senior citizens.
When she’s not at work, Stephanie serves on the board of the Red Shoe Society, a group that works to financially benefit and bring awareness to the families living at the Ronald McDonald houses of Chicago.
How a Chicago Criminal Defense Attorney Protects the Constitution
The law only works for you if it works for everyone. On this episode of the Inside BS Show, Dave Lorenzo interviews Sami Azhari, a criminal defense attorney who handles white collar and federal cases. We all enjoy freedom under the law because of the service Sami provides.
Tune in to today's show to discover to get an inside look at how the criminal defense process works, how Sami attracts clients, and many nuances that make his job different from what you see on television.
Chapters
00:00 Introduction
01:40 How did Sami Azhari Become a Federal Criminal Defense Attorney?
02:53 How did Sami Get Experience Trying Over 100 Cases?
05:00 Sami Describes his Experience in Starting to Represent People Accused of Crime
06:15 Who Ends Up in Sami's Office with a Criminal Matter?
08:00 Why You Should Never Shop for a Bargain in Criminal Defense
11:18 What is the Difference Between Being Charged in Federal Court and Being Charged in State Court?
13:15 When is the Best Time to Call a Criminal Defense Attorney?
14:45 Do I Talk to the FBI if They Say They Are Not Investigating Me?
15:44 Why Should We Not Talk to Law Enforcement without an Attorney?
17:00 Why Should You Tell Your Attorney The Whole Truth?
18:25 Does the Government Plant or Manufacture Evidence Frequently?
19:45 How Thorough is a Federal Prosecutor Before Charging a Case?
24:20 What is Sami's Approach to Business Development?
26:30 How Does Sami Leverage his Membership in ProVisors Networking Groups?
31:55 Why Does Sami Connect with other Criminal Defense Attorneys?
33:30 How Being Nice is a Competitive Advantage
35:50 The Question Dave Hates to Ask
36:50 How Much Flexibility Does a Judge Have at Sentencing?
40:10 How Hard is it to Convince a Client to Show Contrition?
41:40 How Hard is it When You Know the Client is NOT Guilty?
Sami Azhari
Federal Criminal Defense Attorney
(312) 626-2871
sazhari@azharillc.com
https://www.federalcriminallawyer.us/
About Sami Azhari
Sami is an attorney and principal of Azhari LLC, with over 14 years of experience as a trial lawyer. He has tried over 100 jury and bench trials. His practice focuses on federal and white collar criminal defense, where he has defended attorneys, traders, and corporate executives on a litany of federal crimes including wire fraud, bank fraud, racketeering (RICO), and conspiracy charges. His clients also include physicians, business owners, professional athletes, and board members.
He handles all aspects of federal criminal prosecutions, representing witnesses, targets, and defendants from the investigative phase through trial, and if necessary, sentencing and appeals. He has dealt with every investigative agency including FBI, ATF, DEA, IRS, Department of Homeland Security and the United States Secret Service.
He has been consistently recognized in numerous publications, such as Super Lawyers Magazine as being one of the most highly skilled and highly regarded criminal lawyers. He achieved the Illinois Rising Star award for 8 consecutive years, an honor given to the top 2.5% of attorneys in the state.
He also handles criminal fraud charges that revolve around the Paycheck Protection Program that was rolled out after the passage of the Coronavirus Aid, Relief, and Economic Security (CARES) Act. He recently received a federal jury acquittal on behalf of his client, a foreign national from Mauritania that was facing federal criminal charges in the Northern District of Illinois. The case went to a jury trial where he was found not guilty of all charges.
He has been published numerous times in publications on issues of white collar criminal defense, jury deliberations, and other matters. Recently, The Champion, the nationwide journal for the National Association of Criminal Defense Lawyers published his article, Guilty Until Proven Guilty: The Prosecution of Public Corruption and White Collar Crime.
How to Become a Great Divorce Lawyer
There are many choices available if you are looking for a family law attorney. If you don't know what to look for in a divorce lawyer, this is the show for you. On this episode of The Inside BS Show, Dave Lorenzo speaks with one of Chicago's top divorce lawyers as she reveals her secrets to success.
Join us as Dave Lorenzo interviews Chicago Family Law Attorney Katy Mickelson.
Chapter
00:00 Intro How to Become a Great Divorce Lawyer
02:00 Are Second Career Lawyers More Passionate About the Practice of Law?
05:00 Why did Katy Choose Family Law?
09:30 How Do Divorce Lawyers Handle the Emotional, Psychological and Financial Aspects of Family Law?
13:30 Katy Takes Us inside the Room When the First Settlement Conference Happens in a Matrimonial Case
18:30 How Does a Family Law Attorney Tell When a Client Doesn't Tell Them The Truth?
26:20 How Does an Attorney Have a Discussion with a Client about On-going Bad Behavior?
29:50 What is the Moment When a Client Realizes They Have to Settle?
33:50 How to Talk a Client Out of Fighting Over Stupid Stuff
39:00 Two Perspectives on a Divorce Settlement
41:30 What Should a Client Look for When Hiring a Family Law Attorney?
44:00 The Emotional Connection that Makes Katy Different from Other Family Law Attorneys
Katy Mickelson
Family Law Attorney
Partner – Beerman LLP
(312) 621-4382
khmickelson@beermannlaw.com
https://www.beermannlaw.com/team/kath...
About Katy Mickelson
Known for her thoughtful and straightforward approach to family law, Ms. Mickelson has distinguished herself among her peers by identifying her individual client’s goals and then drawing on her extensive courtroom and mediation experience to bring strategic and empowering representation to each case. By looking at family law issues pragmatically, Ms. Mickelson can craft strategies that will result in resolution that is efficient, expeditious and drama-free. Ms. Mickelson understands and appreciates that no client is the same and that long after family law matters are resolved, the individual and their family remain. It is this understanding that has driven
Ms. Mickelson to ensure that her clients are treated with respect, their needs are met and they emerge from family law conflict feeling empowered and whole.
Ms. Mickelson is an active member of the Women’s Bar Association of Illinois and for eight years, she served as co-chair of the organization’s widely praised Domestic Relations Roundtable, an annual gathering of family law practitioners and more than 20 family law jurists from Cook, Lake and DuPage Counties. Ms. Mickelson was former President of the Associate Board of CARPLS Legal Aid, a Chicago-based legal assistance foundation, and she currently dedicates a significant amount of her time to Make-A-Wish Illinois as the Philanthropy Chair of the organization’s fundraising arm, the Women’s Network. Ms. Mickelson is also is member of the American Writers Museum’s Chicago Council, a group of dedicated professionals who plan and host fundraising events and raise awareness for the Museum. Considered a “trusted resource” among her peers across all industries, Ms. Mickelson leads a monthly group dedicated to business development for senior level advisors for the California-based organization, ProVisors, and she was named the Group Leader of the Year in 2019. In addition to her professional and civic affiliations, Ms. Mickelson is dedicated to educating others on family related matters, having participated as a panel speaker for the Illinois Institute of Continuing Legal Education and authored articles for various non-legal and legal entities, including the American Bar Association.
How to Thrive in Complex Commercial Litigation
If you are a lawyer, you'll love this show. If you are a litigator, you should watch Dave Lorenzo's interview with Gerald Meyer. Gerald is an accomplished litigator who has prepared and tried cases at every level - including the United States Supreme Court. During this Inside BS Show, Gerald shares how these cases are prepared, how he sources them and what is the most harrowing aspect of "Bet The Company" litigation.
Chapters:
00:00 Introduction to Bet the Company Litigation
01:20 What is Complex Commercial Litigation?
03:40 How did Gerald Meyer Get into Complex Commercial Litigation?
06:35 How Does Starting as a Transactional Lawyer Make You a Better Litigator?
09:30 How White Collar Criminal Defense Helps Make a Lawyer Better at Civil Litigation
13:00 What is a Paper Case?
15:00 Is there an Emotional Difference for an Attorney When Representing an Individual vs. a Company?
16:30 Gerald Shares Some Tough Conversations He's Had With Clients
20:00 When You Have a Tough Case, When Do You Advise the Client to Settle?
27:30 What Are Differences Between State and Federal Court Proceedings?
33:15 How Do You Write a Brief for the United States Supreme Court?
35:00 What is the Internal Process for Reviewing a Case That Will Go Before the Supreme Court?
37:30 Interesting Tip: Review with People Who Clerked for the Judges
38:30 How to Attract Complex Commercial Litigation Cases
40:30 What is Gerald Meyers Most Proud of in His Career?
42:00 What is Gerald Most Excited About in the Practice of Law?
Gerald Meyer
(312) 450.6714
gmeyer@mololamken.com
https://www.mololamken.com/profession...
About Gerald Meyer
Gerald Meyer’s practice focuses on complex business litigation, white collar criminal matters and investigations, and appellate litigation. He has represented businesses, senior corporate officials, and individuals in a broad array of subject matters, including securities litigation, class actions, antitrust law, and constitutional law. He has tried cases to verdict and drafted and argued dispositive, discovery, and evidentiary motions in trial courts across the country. He has argued appeals before the Seventh Circuit, and has briefed appeals in the Supreme Court of the United States and numerous courts of appeals.
Before joining MoloLamken, Mr. Meyer was an associate with Skadden, Arps, Slate, Meagher & Flom LLP in Chicago. He has represented companies and individuals in a wide range of tax planning matters, including mergers and acquisitions, restructurings, securities offerings, and issues involving tax-exempt organizations.
Mr. Meyer also served as a law clerk to Judge Robert R. Beezer of the United States Court of Appeals for the Ninth Circuit and to Judge G. Steven Agee of the United States Court of Appeals for the Fourth Circuit.
How to Sell Your Business
This may be the most important Inside BS Show ever. Today Dave Lorenzo interviews Brad Mart, the founder of Mart Partners. Brad sells businesses for a living. Why is this show so important for you? You need an exit strategy for your business. If you're not going to pass your business on to your children, you need to find a way to develop a market for it. How do you do that? Well, that's only part of our conversation on today's show.
Join Dave Lorenzo and Brad Mart as they talk about what you need to do to get maximum value when you are ready to sell your business.
Chapters:
00:00 Introduction: How to Sell Your Business
02:00 What is the Market Today for Selling a Business?
03:00 How Did Brad Get Started in M&A and Business Sales?
04:19 How to Sell a Business to Warren Buffett
05:20 When Should People Think About Selling Their Business?
07:30 What Does Brad Look at When Helping Sell a Business?
09:15 Should Business Owners Buy Tangible Assets to Increase the Value of Their Business?
15:40 What Are the Three Biggest Mistakes Business Owners Make When Selling their Business?
19:50 What is the Best Business to Start Today?
23:15 What is the Value of Your Personal Network in Preparing to Sell Your Business?
26:30 What Expectations Should a Business Owner Have for the Sale of their Business?
29:15 What Role Does a Succession Plan Play in the Sale of a Business?
Brad Mart
Founder – Mart Partners
(317) 775-0050
bmart@martpartners.com
https://www.martpartners.com/
Brad Mart is President of Mart Partners, an M&A advisory firm. Over his 25-year career, Brad has created and led business growth as the founder of a start-up company, general manager of a new division within a $1 billion company and consultant to CEOs of middle-market and Fortune 500 companies. He has successfully executed M&A transactions from $5 million to $800 million in value across multiple industries.
Mart Partners works closely with business owners to create and execute sophisticated and tailored approaches to strategic acquisitions and company sales. Mart Partners focuses on businesses with annual revenues from $5 million to $100 million.
Brad received an MBA from Northwestern University’s Kellogg Graduate School of Management and a B.S. in finance from Indiana University’s Kelley School of Business.
The Inside BS on Patents and Intellectual Property Law
Dave Lorenzo interviews Intellectual Property Attorney Edward Weisz. During this episode of The Inside BS Show we discuss the value of intellectual property to a business as well as many other aspects of intellectual property law.
Chapters
00:00 Intro to the Inside BS on Patents and Intellectual Property Law
00:55 Why was Edward's Law School Graduation Memorable?
04:00 Why did Edward Pick Intellectual Property Law?
07:20 What are the Different Types of Patents?
10:00 How Do You Decide If You Should Patent Something or Just Keep It as a Trade Secret?
16:40 What are the Other Types of Intellectual Property?
22:30 How Does Intellectual Property Add Value to a Business?
26:50 Why is a Legal Opinion So Valuable in Intellectual Property Law?
29:50 What Bothers Edward About the Practice of Law?
32:00 What is a Patent Troll?
Edward Weisz
Intellectual Property Attorney
(212) 297-2660
Eweisz@cozen.com
www.cozen.com
About Edward Weisz
Edward practices in all areas of intellectual property law, most recently focusing his work on U.S. patent and trademark prosecution, counseling, and licensing.
Edward prosecutes patent applications and renders legal opinions and advises clients on infringement, freedom to operate, and validity issues in the electrical, mechanical, consumer products, product packaging, and business method arts concerning the following technologies: medical devices, communications systems, home furnishings, plumbing, table top goods, packaging, and telephony (optical and mobile communications) systems, analog and digital circuitry, microelectronics and semiconductor device design, optic and laser technologies (including amplification and optical routing), teleconferencing systems, RF amplification, spectroscopy, thermal dissipation devices, and manufacturing processes.
A substantial portion of Edward’s practice is devoted to trademark and copyright matters. He represents and assists clients in all aspects of securing trademark and copyright protection, in litigation, and in the enforcement and licensing of trademarks and copyrights. He has represented clients in pretrial proceedings and in oral and written arguments before federal courts and before examiners and various tribunals of the U.S. Patent and Trademark Office and other U.S. government agencies.
Edward earned his electrical engineering undergraduate degree from Rutgers University, College of Engineering in 1987 and his law degree from New York Law School in 1991.
How Do Wealthy People in Canada Reduce Tax Exposure?
Today the Inside BS Show ventures north of the border to Canada. Dave Lorenzo interviews Kim G.C. Moody one of Canada’s foremost experts on tax. Kim is an outspoken advocate for good governance and a Canadian National Treasure. His wisdom and insight will help you if you are an affluent Canadian seeking to reduce your tax exposure or if you are someone looking to work with affluent families or privately held businesses.
Chapters
00:00 How Wealthy People Think About Taxes
01:50 How Did Kim Unite Attorneys and Accountants Under One Roof?
06:15 How Do Each of the Canadian Provinces Treat Taxation Differently?
10:30 Do Affluent People in Canada Form Family Offices?
13:45 What is the Tax Rate on Affluent Individuals in Canada?
17:50 What Vehicles Do High Net Worth Canadians Use to Lower Their Exposure?
21:00 How Do People Find Moodys Private Client and What are They Looking For?
22:45 Kim is Transparent with his Politics on LinkedIn. Does that Work?
26:20 Why Should You Be Open About Your Political Positions on LinkedIn?
28:50 Why Do US Citizens Renounce Their Citizenship? Kim’s Firm Focuses On This
35:00 What is the Double Taxation Exposure US Citizens Face in Canada?
36:07 How Does Kim Get Business from Other Accountants?
37:40 What is the Need for Trusts in Canada to Bypass the Probate Process?
38:40 What is Kim’s Biggest Concern about the Canadian Economy in the Next 5 Years?
Kim G. C. Moody
CEO
Moodys Private Client, Moodys Tax
(403) 693-5100
kmoody@moodystax.com
About Kim G.C. Moody
The antithesis of the status quo, Kim is driven to innovate new and better ways to do things for the clients he serves, the advancement of the firm, and other professionals in tax. His relentless obsession with getting to know everything in the Tax Act makes him a highly sought-out resource for peers and clients. In March 2020, Kim published his first book, Making Life Less Taxing: Pay Attention To Your Taxes So You Can Pay Less Tax and Build a Strong, Smarter Canada – an Amazon bestseller in a number of categories.
Kim’s primary area of expertise is tax and estate planning for owner-managers of private corporations and executives, particularly those who have entered into the tax complexities that come with being affluent. Though admittedly not one himself, Kim works with many professional athletes (a guy has got to dream after all). Kim also has expertise in trust and estate taxation and enjoys solving the complexities that arise in developing a well-thought-out estate and succession plan and dealing with testamentary taxation matters.
Deciding years ago that sleep was highly overrated, Kim makes time to share his immense knowledge through writing, lecturing, teaching, and being an active, national leader in the tax profession. In 2016, he fulfilled his long-standing goal of receiving admission into law school and is currently exploring ways to fit this ambition into his busy schedule.
Kim’s unique ability is being a loyal, transparent, and honest intellectual rebel who always does the right thing. His passion to lead, teach, never settle, and both seek and speak the truth aid in his contributions to the tax landscape. Kim desires to be an inspirational example for those around him to continuously grow.
How to Make HR a Competitive Advantage in Your Business
Do you know what the most valuable asset is for your business? It's your employees. If you want to discover some ways to make your HR processes a competitive advantage, this is the show for you. Dave Lorenzo's guest today is Sam Tanios and he is the CEO of Human Elements Consulting. Sam walks us through the different aspects of taking care of your employees and making them your competitive advantage.
Chapters
00:00 Intro: How to Make HR a Competitive Advantage in Your Business
01:20 Dave Tells an HR Story
02:15 Sam's Story
05:45 What Do People Try to Do Themselves That They Shouldn't?
07:00 What is a PEO?
08:00 Sam Discusses Fractional HR Services
13:00 How Did This Business Start?
15:55 How Does Sam's Team Onboard Clients?
17:00 Why HR Consulting is Critical
23:50 How Your Employment Brand Impacts Your Ability to Attract Employees
28:00 How to Track Training
30:00 What has Changes with a Remote Work Force?
33:20 The Next Big Thing Human Elements Can Help with
35:30 What Size Business Does Human Elements Work With?
Samuel Tanios
CEO
Human Elements Consulting
(773) 251-6776
samt@humanelements.us
https://humanelements.us/
About Human Elements:
With 70+ years of HR, HCM, and Human Capital experience, Human Elements cuts through the clutter of HR and HCM systems and answers questions such as:
Which HR system is right for us?
What considerations do we need to take?
Who needs to be involved?
How does the implementation work?
What questions do we need to ask?
How a CFO Can Help Shape Business Strategy
Would you like the business experience of an entrepreneur, corporate executive and CFO without having to take on a full-time salary? You must join us for today’s Inside BS Show. On this show, Dave Lorenzo speaks with Lawrence Chester, the Founder and Entrepreneur behind CFO Simplified, an outsourced Chief Financial Officer for your business.
Dave and Larry talk about a host of issues, including how your financial information should inform your business decisions and how busy executives can balance business and life.
Chapters:
00:00 Introduction: How a CFO Can Help Shape Business Strategy
01:30 How Do Entrepreneurs Manage Business and Life?
04:00 Larry and Dave Discuss the Consequences of Mistakes in Entrepreneurship
05:20 Is Larry’s Financial Guidance Different Because He Has Corporate Experience?
07:15 Does Personality Play a Role When Larry is Assigning a CFO to a Company?
08:40 What Size Business Is Ready for a CFO?
11:30 What are the Different Ways Larry’s Team Can Help a Business Owner?
12:30 Who Needs a Full Time, In-House CFO?
14:00 How to Work with Larry Chester to Get Your Business Ready for Financing
16:30 Why You Need to Check with Larry Before You Add Staff or Office/Warehouse Space
19:30 Does It Make Sense to Enter a New Line of Business? Larry Can Help Answer That.
27:40 How Do I Make a Business Decision to Add Executive Staffing?
30:40 How Business Insight is Competitive Advantage for CFO Simplified
33:35 What Issues are Business Owners Struggling with Today?
36:00 What Can Business Owners Do to Help with a Seasonal Cash Flow Crunch?
Lawrence Chester
President
CFO Simplified
(224) 436-1600
lchester@cfosimplified.com
https://www.cfosimplified.com/
About Larry Chester
Larry has served as a CFO for 25 years for companies including Colovos Company, Republic Windows and Doors, United Service Companies, and High Sierra Sport Company, helping them eliminate losses and improving financial operations and reporting.
Realizing that he enjoyed the challenges of helping companies that were working their way through a crisis, he joined a bankruptcy trustee for several years, analyzing the financial condition of client companies, and managing them through those difficult times. Soon after that, he struck out on his own, forming CFO Simplified’s team of CFOs. Since forming CFO Simplified, Larry has been involved in Business Turnaround, and Mergers and Acquisitions, in addition to Financial and Operations Management for his clients.
Larry is an intuitive businessman, able to grasp complex situations, driving to the heart of the matter, while helping to develop creative solutions to problems. His greatest pleasure comes from working with an owner to help his company develop tighter internal controls and greater profitability. In doing so, they work together, guiding the company to smoother operations and a stronger financial position.
Larry lives in Highland Park, IL, where he holds court for his three daughters and eight grandchildren.
How to Make a Podcast Your Lead Generation Machine
If you have an interest in podcasting, this is the show for you. Today Dave Lorenzo speaks with Jeremy Weisz who is a podcasting expert. Jeremy shares his secrets and shortcuts and gives us an unbelievable amount of strategy for using podcasting as a lead generation machine.
Chapters:
00:00 introduction: How to Make a Podcast Your Lead Generation Machine
01:42 How Jeremy Got Started Podcasting
03:00 How Podcasting Created Almost Everything that Has Happened to Jeremy
06:30 The Three Things You Need To Know About Podcasting
08:00 How Do People Get Started with a Podcast?
15:40 What is the Importance of Relationship Development Before During and After an Interview?
18:00 How to Create a Great Experience and a Community for a Podcast Guest
24:00 How Do You Take the Relationships Offline After the Podcast
28:45 What Gifts Does Jeremy Send After They Appear on His Show
31:30 How Jeremy Runs a Podcast for a Pest Control Service
35:00 How Does Jeremy recommend You Use Your Content on Social Media?
37:00 How Frequently Should People Do a Podcast?
39:00 Why a Podcast is Great for Networking
Jeremy Weisz
Podcasting Expert
(312) 884-1197
support@rise25.com
https://rise25.com/
About Jeremy Weisz:
Dr. Jeremy Weisz, in addition to running Rise25, has been featuring top entrepreneurs with video interviews since 2010 that include founders/CEO’s of P90X, Atari, Einstein Bagels, Mattel, the Orlando Magic, Rx Bars and many more on Inspired Insider. He was senior producer for 6 years at one of the early top business podcasts helping to put systems in place and to run some of the behind the scenes operations.
Even before the Rise25 podcast service that helps your company run and get ROI from a podcast he would say, “Every business should have a podcast because hands down it is the best thing I have done for my business and my life. I have made best friends, met my business partner, and had countless clients and referral partners come out of the relationships I have built with my podcast.”
He continues to run his own chiropractic & massage facility in downtown Chicago and is founder of a nutritional supplement business.
How to Attract New Patients to a Healthcare Practice
Marketing a healthcare practice has become more competitive than ever. It used to be easy to attract clients as a doctor, dentist, or chiropractor. These days you need to be more strategic. On this episode of The Inside BS Show, Dave Lorenzo interview Carl White about this subject. They discuss organic growth and a healthcare practice. Join us.
Chapters:
00:00 Introduction to How to Attract New Patients to a Healthcare Practice
01:15 Why Carl Chose to Work with Medical Practices
03:20 Why Do Physicians Need to Focus on Marketing?
05:00 Besides Vitals and Health Grades, What Other Platforms Should Docs Focus On?
08:00 Should Medical Professionals Use Video?
12:00 How Does Carl Work with Medical Practices?
16:26 How Long Does It Take for Medical Practices to Attract New Clients?
23:55 How Can Medical Practices Attract More Referrals?
27:20 The Benefits of a Weekly Email Newsletter
32:00 Select Topics for Marketing Based Upon Questions People Ask You
34:10 What are the Things That Differentiate Carl’s Company From Everyone Else?
Carl White
Healthcare Marketing Expert
(847) 802-8479
whitec@marketvisorygroup.com
www.marketvisorygroup.com
About Carl White:
Carl White, founder of MarketVisory Group, focuses on helping independent private practices in healthcare build sustainable growth. Carl has over 20 years of experience doing marketing in healthcare. For much of his career he worked at Baxter and Hollister. He started MarketVisory Group 5 years ago so he can broaden his reach and help a wider variety of doctors, clinicians, and patients. Carl is a Duct Tape Marketing Certified Consultant. He lives in Northbrook, IL.
How to Pick The Ideal Franchise
If you have ever wanted to own a business, you've probably looked at buying a franchise. There are a number of different things you should look at before 1). Deciding to go into business for yourself 2). Deciding to buy a franchise instead of starting from scratch and 3). Deciding what franchise to buy. Dave Lorenzo covers all of those things during his conversation with Scott Majeski, a Franchise Consultant.
Chapters
00:00 Introduction to Picking the Ideal Franchise
01:00 How Scott Majeski Became a Franchise Consultant
03:00 How Does Scott Help People Pick The Right Franchise?
05:00 What Role Does Investment Capability Play in Franchise Selection?
08:30 What People Dream vs. The Reality of Starting a Franchise
14:30 Do People Start with Multi Unite Franchises?
17:00 How Has the Franchising Industry Changed in 2020, 2021 and 2022?
23:00 What Franchise Concepts are Hot Today
27:00 Here are the Benefits of Buying a Franchise
29:30 The Process of Selecting a Franchise
35:00 Who Give Scott His Best Referrals?
37:20 Who Is a BAD Fit for Franchising?
Scott Majeski
Franchise Consultant
(312) 806-9963
smajeski@frannet.com
About Scott Majeski
Scott’s personal experience as a successful franchise owner gives him the perspective to help clients assess their real opportunities, risks and timing to make sound decisions. Having gone through the process of selecting and opening a PuroClean Restoration franchise 12 years ago, he understands the stress of making a career change, evaluating the multitude of franchise opportunities, going through the discovery process, understanding the financial commitment to open a business, and finally, making the exhilarating decision to open a business.
Prior to joining FranNet, Scott bought his PuroClean franchise and built a thriving business helping homeowners recover from water, fire, and mold damage. Before becoming an entrepreneur, Scott was an institutional investment consultant building investment portfolios for Wall Street firms to use with their clients, helping them save for their retirement.
Scott is the principal of FranNet of Chicago and NW Indiana. He is a recognized speaker, conducting over 60 seminars and webinars per year on business ownership. Many of these seminars and webinars have been conducted in cooperation with the Small Business Administration and SCORE.
Would you like to discover insider secrets to the Chicago Real Estate Market? How would you handle a tough negotiation? Is it better to work on the residential, commercial or developer team in real estate? The answers to these questions and much more are revealed in this episode of the Inside BS Show. Join Dave Lorenzo as he interviews Chicago Real Estate expert Steven Glick.
Chapters
00:00 Introduction to Chicago Real Estate Insider Secrets
00:45 Steven Glick Shares his Vast Real Estate Background
01:30 What Makes Steven Different
02:00 What is the Most Fun and the Most Challenging Aspect of Working in Real Estate?
03:00 Steven Glick Shares Insider Secrets to Making a Deal in Real Estate
04:45 How Do You Get an Unrealistic Client to Come Back Down to Earth?
06:09 How One One Home Sale Can Make a Market in Real Estate
09:45 Is It Easier to Work in Commercial or Residential Real Estate?
10:40 A Deal Steven Glick is Particularly Proud to Be a Part Of.
11:35 What is Steven Glick Worried About in Today's Hot Real Estate Market?
14:40 What Advice Does Steven Give to Young People Who Are New To Real Estate?
19:00 A Great Deal that Steven Received From a Referral
23:10 What is a Day in the Life of Steven Glick - Chicago Realtor?
25:20 How to Bounce Back from a Set Back
Steven Glick
Real Estate Expert
(773) 727-7879
stevenglick@atproperties.com
https://www.atproperties.com/site/ste...
About Steven Glick
Steven Glick is a seasoned veteran in the Chicago real estate market. Over the past 31 years, I have cultivated expertise in supporting clients buying and selling residential, investment, and commercial property, buying land for development, building new construction, or rehabbing existing buildings. In addition to my experience as an agent, I have personal experience as a developer, builder, rehabber, and investment property owner.
Are you Working to Live or Living to Work?
If you are a professional and you know you're not on the right career path, this is the show for you. If you are a professional and you work for other people and you want to be on your own, this is the show for you. If you don't know what you want to do, this is the show for you.
Today Dave Lorenzo interviews Amy Gardner and she helps attorneys find their ideal career. She focuses on attorneys but this show is applicable for anyone in professional services.
Chapters
00:00 Your Career as a Profession: Are You Working to Live or Living to Work?
01:20 How Did Amy Become a Career Development Guru for Lawyers?
03:30 What Happens if You Realize You Invested So Much in Your Career and You Feel You Cannot Make a Change?
05:40 If You Want Freedom, You Must Do This
06:30 Even In-house Lawyers Need relationships
08:00 What is the Value of Managing and Growing Relationships? Is It Ever Too Late to Start?
09:45 A Tale of Two Lawyers
12:14 What Does a Career Path Look Like For a Lawyer Today?
20:40 Why Don't Law Firms focus on Leadership? What Can Be Done to Change This?
23:00 Why is Promoting the Top Originator or Top Billing Attorney Often a Mistake?
26:00 Should Lawyers Embrace Non-Lawyer Managers?
27:45 What is the Future of Non-Lawyer Ownership of a Law Firm?
29:30 Are The Ethical Concerns About Non-Lawyer Ownership Unfounded?
Amy M. Gardner
Co-Founder
Apochromatik
amy@apochromatik.com
About Amy Gardner
Amy M. Gardner is a Certified Career Development and Career Transitions Coach and Team Development and Leadership Consultant with Apochromatik. Amy's work draws on her unique experience as dean of students at the University of Chicago Law School and a successful career practicing law, first as a Big Law litigation associate, and later as an associate and then partner at a mid-size Chicago firm. She received her B.A. from Luther College, her J.D. from the University of Chicago Law School, and her M.A. in Public Policy and Administration from Northwestern University.
Amy works with attorneys one-on-one and through small group Future in Focus attorney masterminds, while her work developing teams and leadership within teams spans all industries. Her career, team development, and goal achievement advice has been featured in media including Bustle, Corporette, Glassdoor, Health, Monster, NBC, and Women's Running magazine. You can email Amy at amy@apochromatik.com.https://youtu.be/8oEL_MAJ0O0
How to Make Your Business and Your Life Epic
There is a great deal of wisdom in this episode. If you've never met Justin Breen you are in for a real treat. He is a fun guy who shares his opinions directly and honestly. I loved speaking with him and I love his life philosophy. He puts family first and makes no excuses, ever.
Watch this show and become EPIC!
Chapters:
00:00 Intro to How to Make Your Business and Your Life Epic
01:30 Justin Talks about a Meeting That Went from Metaverse to LinkedIn To Zoom To Real Life
02:30 Dave Simplifies Justin's Approach
03:00 How Justin Gets New Business without Doing Outbound Sales
05:50 The Definition of a Real Relationship
07:12 Get to Get | Get to Give | Give to Get | Give to Give
08:10 How Do We Sniff Out the People Who Really "Get It"
09:20 "What do you Cost?" Means You Should Runn Away
10:10 Dave Tells a Story About a Guy Who Gets It
12:00 A Great Nick Saban Quote
12:30 Investment vs. Cost
14:30 Don't Overthink Things
16:14 My Business is About What You Need
17:20 Nobody Cares About What You Do. They Care About Who You Are
19:40 Overthinkers are Under-doers
24:40 Why You Need to Raise Your Rates to Attract Greatness
29:20 Confidence Attracts Confidence
29:50 Four Things Entrepreneurs Overcome: Bankruptcy, Depression, Anxiety, Traumatic Experience
35:30 Put Family First
Justin Breen
Founder & CEO
BrEppic
(773) 910-2888
justin@brepicllc.com
https://www.brepicllc.com/
About Justin Breen
Justin Breen is CEO of the global PR firm BrEpic Communications and global connectivity platform BrEpic Network, and author of the No. 1 International Best-Selling Book, Epic Business. He is an extremely active member of Strategic Coach 10x, Abundance 360 and Entrepreneurs' Organization, and he has an incredible global network of visionaries and exceptional businesses. He is currently writing his second book, Epic Life, which will include a foreword from XPrize and Singularity University founder Peter Diamandis.
Today's show is a master class on bankruptcy. Dave Lorenzo interviews Neville Reid, a Chicago Bankruptcy Attorney and Trustee. Neville shares many insights while teaching our viewers and listeners all about Federal Bankruptcy Proceedings.
If you are involved in the practice of law or in business transactions, you need to join us for today's show.
00:00 Introduction Bankruptcy Master Class
01:20 Why Neville Chose Bankruptcy as His Practice Area
03:30 Dave and Neville Discuss the Fraternal Nature of the Bankruptcy Bar
05:35 An Example of a Bankruptcy Case with Multiple Creditors
09:00 Why Each Creditor In a Chapter 11 Needs to Have Their Own Lawyer
10:00 Why Neville Chose to Be a Bankruptcy Trustee
12:20 Neville Shares His Opinion About the Bankruptcy Stigma
20:15 What a Business Owner Should Do If He/She is Getting Calls from Creditors
26:50 The Superpower Bankruptcy Lawyers Have
30:50 Who Gets Paid First in a Bankruptcy Proceeding?
33:59 How Neville Gets New Cases
38:15 How Neville Balances Working and Life
Neville Reid
Bankruptcy Attorney and Trustee
(312) 375-1504
nreid@foxswibel.com
https://foxswibel.com/who-we-are/n-ne...
About Neville Reid:
Neville Reid is an attorney and a capital partner who co-chairs the Bankruptcy, Restructuring and Creditors’ Rights Group at the law firm of Fox, Swibel, Levin & Carroll LLP in Chicago. Prior to Fox Swibel, Neville was a partner in the bankruptcy group of Mayer Brown LLP, where he practiced law for 22 years. His principal expertise is advising companies, lenders, receivers, trustees, investors and other clients on a wide array of insolvency-related issues, including restructuring corporations and their relationships with creditors, advising lenders on restructuring loans with distressed borrowers, and structuring acquisitions of distressed assets for investors. Neville has over 30 years of experience in this area, including 28 years as a bankruptcy trustee who is frequently appointed by bankruptcy judges to investigate fraudulent transactions and liquidate assets in bankruptcy cases for the benefit of creditors. Neville has also served as a receiver appointed by the SEC in a Ponzi scheme case currently pending in Chicago.
Neville has served on the Board of Directors of the National Association of Bankruptcy Trustees for the past 7 years and was its President in 2020-2021. In 2017, Neville received the Illinois Harvard Law Society’s Role Model Award. Neville has been rated AV Preeminent through the Martindale-Hubbell Peer Review Rating system, and since 2012 has been named to the list of Illinois Super Lawyers. In 2021, Neville was selected to be a Fellow in the prestigious American College of Bankruptcy (ACB), based on his professional accomplishments in the insolvency profession, ethics, and civic engagement. He will be formally inducted in the ACB in Spring of 2022.
Neville and his wife, Reverend Adonna Reid, have five children and live in Chicago’s Beverly community. Neville received his B.A. from Harvard College, magna cum laude, in 1984, and his law degree from Harvard Law School in 1987.
Business Ownership and Succession Strategy
Running a family-owned business is not easy. In fact, it may be the most difficult form of business entity to run, grow and manage. Bruce Werner has experience doing this and he also has experience working with public companies and private equity.
On this episode of the inside BS Show, Dave Lorenzo Inter views Bruce Werner and picks his brain about succession planning, running a family business and working with private equity funds.
Chapters:
00:00 Introduction: Business Ownership and Succession Strategy
02:00 Bruce Werner’s History with a Family Business
03:00 Werner’s Three Rules for Family Business Success
04:28 Bruce’s Recent Background
05:20 What is the Value of an Outside Advisor to a Family-Owned Business
07:50 What is a Family Constitution? Why is it Important?
09:40 How Experience in a Family Business Prepared Bruce for Publicly Traded Companies
13:40 Was there More Empathy in the Werner Business Because It Was a Family Business?
21:15 Bruce Explains How Private Equity Worked for Him (He’s Been on Both Sides)
23:00 How Bruce Helps the Business Owner
26:30 How Does Bruce Get Paid?
28:30 Bruce Explains “A Day in His Life.”
30:00 Who Are Bruce’s Best referral Sources?
32:30 The Wrong Person to Introduce to Bruce is…
33:20 Bruce Wrote a Book Titled: “Your Ownership Journey” Link in Description
Here is Bruce’s Book on Amazon:
https://www.amazon.com/Your-Ownership...
Bruce Werner
Managing Director
Kona Advisors
(847) 910-2025
Bruce@KonaAdvisors.com
www.KonaAdvisors.com
About Bruce Werner
Bruce Werner is the Managing Director of Kona Advisors LLC, which provides governance and owner advisory services to middle market businesses. His range of assignments has included M&A, strategy, finance, workout, succession planning and all facets of family business consulting. Mr. Werner is an experienced outside director, having served on numerous boards during periods of growth, restructuring and crisis management.
He writes and speaks on ownership and governance issues impacting the middle market.
The Future of Law Offices
Do you want a glimpse into the future of law offices? Join us on this episode of The Inside BS Show as Dave Lorenzo speaks with Grant Drager, Vice President of Business Development at Amata Offices. This is a firm that focuses on providing office space and administrative services and their model is the future of how attorneys will work.
Chapters
00:00 Introduction: Turn Your Office into a Networking Opportunity
01:30 Who is Grant Drager and Amata Law Office Suites and What Do They Do?
03:00 Why Amata is Different and Why do Sole Practitioners Small Law Firms Love Amata?
04:20 Three Services in One at Amata
05:20 Where Did the Idea for this Offering Come From?
06:15 If I Need an Office a Couple of Days Per Week, Is This For Me?
08:37 How Many Attorneys are in this Network?
10:00 What Do Clients Think About Shared Workspace?
12:32 Grant Explains the Virtual Program and the Permanent Program
17:15 How Amata and Grant help People with Some Challenges During the Pandemic
20:00 What Makes Amata Different from Other Shared Workspaces
21:42 What Are Some of the Challenges Attorneys are Facing Now?
23:00 Why Do Larger Firms work With Amata?
24:00 What Are the Lease Terms at Amata?
24:50 What Are the Challenges Amata Faces?
26:00 Are People Returning to an Office?
28:00 What is the Number One Reason to Work with Amata?
Grant Drager
VP of Business Development
Amata Law Office Suites
grantd@amataoffices.com
(312) 523-2030
About Grant Drager
As the Vice President of Business Development, Grant uses his knowledge of the office and real estate market in Chicago, his education from DePaul in Paralegal work, and his background is Sales to work with existing as well as prospective clients. Working primarily with Law Firms, and their members, Grant focuses on the Physical office space needs, Administrative and Paralegal support, and Phone Answering and system needs of clients to learn what their pain points are, what they need to achieve their short and long term goals, and how Amata can help them in achieving those goals.
Grant has a personal background in Performing (BFA in Musical Theatre) as well as a retail background since childhood. Grant can be seen more regularly on stage as "Blanche Deveraux" in Hell in a Handbag Productions regularly returning new productions of "Golden Girls, the Lost Episodes" He also is an owner of OUTSKIRTS Vintage, a vintage clothing and alteration shop in the Ravenswood Neighborhood in Chicago.
About Amata
Amata is unlike any other business in our industry. That is why we are the largest privately owned and managed Office Suites provider in Chicago. With several state-of-the-art facilities located throughout the Chicago loop and Naperville, Amata provides full and part time office solutions to companies of all sizes. Whether you are a large company looking to strategically open a sales office or a small company trying to control your costs, Amata will customize a solution for you!
B2B Branding and Lead Generation Secrets
If you like B2B leads (and who doesn’t) you’ve got to join us for today’s Inside BS Show. On this episode Dave Lorenzo interviews Kait LeDonne, a branding expert who has cracked the code on LinkedIn.
Kait shares lots of secrets and helps us grasp the most important aspects of branding in a digital age.
Chapters:
00:00 Introduction
01:45 How Kait Become an Expert in Branding Using New Media
04:30 Is it Branding or Is It Lead Generation? Does It Matter?
06:00 Why Dave Has It Backwards
09:00 Kait and Dave Talk About the Perception and Why Kait’s Approach is So Effective
11:00 Branding is Not About YOU!
12:30 Why Do You Start a Business? Not Because You’re Good at Something. Because People Need It.
15:00 How Does Kait Get Results Where Other People Fail?
20:00 Should We Accept People We Don’t Know on LinkedIn?
25:56 Why Kait Moved into “Done for You” Model
29:00 How Kait’s Model Generates Buy-in
30:20 What Does Kait’s Discovery Phase Look Like?
34:00 What is a Real Business vs. Lead Generation?
35:15 Facebook and Instagram: Only Use Them If Your Clients are Consumers or Gen X
39:00 Should We Use Retargeting to Serve Ads to People Who Connect with Us?
Kait LeDonne
Personal Branding Expert
kait@brandwisemedia.com
https://www.brandwisemedia.com/
About Kait LeDonne
Kait LeDonne is the founder of Brandwise Media, a personal brand & social media agency based in NYC. Kait has authored the book "The Attraction Magnet: “The 7 Insider Secrets The World's Biggest Brands Use to Attract Customers Who Can't Wait to Buy From Them," and is regularly featured in national and international publications as a commentator on celebrity and corporate brands.
Kait also developed one of the first online courses centered around LinkedIn, The Influence Academy, to teach executives how to position themselves as thought leaders in their respective spaces. To date, over 100 executives have completed the program.
Make More Money and Have More Fun as a Lawyer
If you want to make more money and have more fun as a lawyer, you cannot miss this episode of The Inside BS Show.
On today's show Dave Lorenzo and Steve Fretzin share some great ideas for growing a law firm and managing your practice. They also talk about the value in creating a lifestyle practice. If you want to get some great ideas and have a few laughs, you need to join us.
Chapters
00:00 Intro: Make More Money and Have More Fun as a Lawyer
01:24 How a Plane Crash Inspired Steve to Do What He Does
06:00 How Can a Lawyer Structure a Business to Live Life on His/Her Terms?
09:00 The Myth of Working Hard vs. Working to Enable Your Lifestyle
11:40 You Don’t Get Extra Points for Doing Things the Hard Way
13:00 Steve Debunks the Myth that You Can “Just be a Good Lawyer” and the Clients Will Come
17:00 The Story of How Someone Bought into the Myth of Having Lots of Employees
19:00 The Danger of Winging It
23:15 What is the Value in Learning from Your Peers?
28:00 What is the Value of Looking at The Practice of Law with Fresh Eyes?
31:24 Why Do Failed Lawyers Go Into The Practice of Law? Should You Trust Them?
35:30 We Don’t Sell Professional Services Work. People Engage Us.
38:30 Who is Steve’s Ideal Client?
Steve Fretzin
Author & Podcast Host
Be That Lawyer
steve@fretzin.com
(847) 602-6911
About Steve Fretzin
Driven, focused, and passionate about helping attorneys to reach their full potential, Steve Fretzin is regarded as the premier coach, skills trainer, and keynote speaker on business development for attorneys.
Over the past 17 years, Steve Fretzin has devoted his career to helping lawyers master the art of business development to achieve their business goals and the peace of mind that comes with developing a successful law practice.
In addition to writing four books on legal marketing and business development, Steve has a highly-rated podcast BE THAT LAWYER, and has been featured in the Chicago Tribune, Crain’s, and Entrepreneur.com. He has appeared on NBC News, WGN Radio and has written articles for Attorney at Law Magazine, the National Law Review, the American Bar Association, and the Illinois State Bar Association. You can also find his monthly column in the Chicago Daily Law Bulletin.
What If There Was No Tomorrow? Would Your Family Be OK?
We all hate to think about our death. That’s normal. But not thinking about it could have some horrible consequences. On today’s Inside BS Show, Dave Lorenzo discusses the importance of having an estate plan with Theresa Clancy. Terry had a life event that brought this issue into focus for her and now she is an evangelist for good estate planning.
If you love your family, you cannot afford to miss this show.
Chapters:
00:00 Introduction to Why You Need an Estate Plan
01:00 Terry Clancy’s Story
07:24 Don’t Be a Happy Wanderer. Plan.
08:05 What is the Probate Process?
10:06 How Can You Avoid Probate?
11:40 What is a Revocable or Living Trust?
12:30 What is the Difference Between a Living Trust and an Irrevocable Trust?
14:00 How Do You bring Up Estate Planning with Loved Ones?
19:30 What Questions Should You Answer When Doing an Estate Plan?
22:03 Is Estate Planning Different for Same Sex Couples?
23:00 What is “The Birthday Book?”
27:00 How DO We Coach People to Get Them to Give a Medical Directive?
29:15 How Does Estate Planning Help with Asset Protection?
31:00 Terry Does a Barefoot Contessa Cookoff!!!
34:00 Who Should Worry about Estate Tax?
Terry Clancy
Estate Planning Attorney
(708) 819-1580
theresa.clancy@theresaclancylaw.com
https://theresaclancylaw.com/
About Theresa Clancy
I make estate planning easy, efficient, and effective so you can check it off the to do list and feel protected for the unexpected. I have been doing estate planning since my husband had a heart attack. I am married with four children who are either attending college or have graduated college (yeah!). I am a big proponent of family dinner and I love cooking (I'm a Barefoot Contessa Cookbook Fan!).
How Lawyers, Accountants, and Other Professionals Handle Mistakes
Every lawyer needs to watch this show. In fact, every professional needs to watch this show. On this episode of The Inside BS Show Dave Lorenzo speaks with Charles Franklin, an attorney who represents professionals when they get in trouble. Charlie has a great deal of wisdom to share about the practice of law, being a professional, and handling issues in your practice.
Chapters
00:00 Introduction How to Handle a Mistake in Professional Services
02:10 What are the Three C’s of Handling an Issue with a Licensing Body?
08:00 Why Do You Need to Hire an Attorney to Represent You in a Licensing Matter?
10:20 Charlie Explains the Difference between a Procedural Error and Misconduct
14:00 Dave tells a Grievance Committee Horror Story
16:00 What is a Fine vs. a Fee?
18:00 How is the Disciplinary Process Different Across all Professions?
23:40 How Did Charlie Get into Representation of Licensed Professionals?
26:00 What Other Work Does Charlie Do as an Attorney?
29:00 What Advice Does Charlie Have For Young Professionals
30:56 Charlie tells a Story about a Case that He Really Enjoyed
33:00 How Does Charlie Make The Most of His Networking
35:30 Empathy, Understanding, and Discipline: How those Qualities Influence Charlie
Charles Franklin
Litigator
Founding Partner
(847) 701-2250
cfranklin@fgcclaw.com
https://fgcclaw.com/charles-r-franklin/
About Charles Franklin
Charles Franklin focuses his law practice on the representation of individuals and businesses in commercial litigation and insurance related matters. That work includes assistance in the presentation of claims, policy analysis and coverage disputes on behalf of policyholders as well as the representation of financial institutions and companies in loss workout, mitigation, and recovery. Charlie also has significant experience in representing highly regulated and registered entities and licensed professionals (such as accountants, physicians, appraisers, inspectors, brokers, and others) either accused of malpractice and/or in licensure, regulatory and disciplinary proceedings at federal, state, county, and local levels, and before private certifying organizations and professional groups. He has often served as a “neutral” or an independent arbitrator being appointed by both policyholders and insurance companies.
What Your Banker Wants You to Know
How would you like to get more referrals from your banker? I know. You’re rolling your eyes. Here’s the thing: If you give referrals to a banker, he/she will bend over backwards to send business to you. Are you now wondering how to find the ideal referral for a banker? That’s exactly what we are going to teach you on today’s Inside BS Show.
On this show, Dave Lorenzo has a great conversation with Dror Zetouni and they discuss business development and sending referrals to and receiving referrals from a banker.
Chapters
00:00 What Your Banker Wants You to Know
01:20 All About Bank Leumi
02:19 What Was Dror’s Previous Job (Before Working with Bank Leumi)?
04:00 Why Banking is a Relationship Business
06:00 How Dave Works with Bankers and Gets Them to Return His Call
08:40 How Dror Uses Introductions to Other People as a Way to Grow His Business
09:35 Here are the Different Lines of Business You Can Follow to Work with a Banker
11:00 What is Private Banking?
14:13 What is Conscious Investing?
14:40 What is a Typical Day in the Life of a Banker?
15:40 How Dror Approaches Unmet Prospects
19:50 What Does Dror Do to Get Great Referrals?
21:30 The Value of Face-to-Face Meetings
22:27 Who is Dror’s Ideal Client?
24:40 What Do You Listen for If You Want to Find a Referral for a Banker?
30:00 When is the Best Time to Connect with a Banker?
31:00 How Dror Pursued a Banking Client for Six Years and Finally Landed Him
33:38 What Should a Business Owner Do to Make Sure They Have a Great Relationship with a Banker?
36:00 Dror Discusses the Bank Leumi and Valley National Bank Merger
Dror Zetouni
Vice President, Relationship Executive
Bank Leumi USA
(847) 209-1408
dror.zetouni@leumiusa.com
About Dror Zetouni
Dror has worked at Bank Leumi for over twelve years. He currently serves as a Vice President, Relationship Executive, where he helps businesses identify their right banking needs as well as executive network and expand their professional connections to help drive business growth.
Dror is passionate about helping his clients achieve their financial goals by outlining their right banking strategy, as well as expanding their professional network across other individuals that will be of support to their business.
Prior to joining Bank Leumi, Dror headed the American - Israel Chamber of Commerce in the Midwest.
Dror holds a Bachelor’s Degree in Political Science and Economics from the University of Illinois at Chicago. Dror also holds an MA in Middle Eastern History from Tel Aviv University and an MBA from the Kellogg-Recanati Program.
He was born in Israel and came to the USA as a teenager. He has identical twin daughters age 20 and a 15 year old son, who is an avid Chicago Bulls fan.
How to Reduce Your Business Expenses The Fast and Easy Way | Mark Sternberg | #23
Who else wants to save money? If you’d like to take more money home or you're concerned about your bottom line or you just want some fresh ideas about cost savings, this episode of the Inside BS is for you.
On today’s show, Dave Lorenzo interviews Mark Sternberg, a cost reduction consultant who helps business owners take home more money. How does he do it? Join us for this episode of the Inside BS Show.
Chapters
00:00 How to Reduce Your Expenses The Fast and Easy Way
01:33 How did Mark Become an Expense Reduction Consultant?
04:50 How does Mark’s Background in Hospitality Help Him as a Cost Savings Consultant?
09:00 What is the Difference Between “The Top of the P&L and the Bottom of the P&L?
13:00 How Does Steve’s Fee Structure Work? Nobody Pays If They Don’t Save Money? Really?
17:45 Mark Tells Gives Us a Case Study and Success Story
23:00 Which Industries Make The Most Sense for Mark?
23:20 Does Mark Have Specific Vendors He Gets Better Deals From?
26:30 How Does a Business Owner Introduce Mark to His/Her Accountant?
29:00 Can Mark Work with a Multi-Unit Business Owner? How Does that Impact Success?
30:25 Will Mark Work on a Distressed Asset or with Private Equity Funds Buying Assets?
31:30 How Does Contract Review Work When Mark Finds Them?
33:00 What is the Ramp Up Period for Mark to Start Saving a Company Money?
Mark Sternberg
Expense Reduction Analyst
(847) 875-3663
msternberg@expensereduction.com
https://us.expensereduction.com/find-...
About Mark Sternberg:
Mark Sternberg is a Principal Consultant based in Chicago, Illinois, focusing on the hospitality and food and beverage industries.
Mark brings to ERA over 40 years serving in the hospitality industry. He has served in a number of senior management and executive roles with Four Seasons Hotels & Resorts and Hyatt Hotels. Mark has held positions in sales, marketing, catering, operations, finance, and HR.
Sternberg owned and operated a high-end niche market catering business in the Chicagoland area for 16 years. He served many of the Fortune 500 companies/executives at top venues around Chicago. Following the sale of the business, Mark turned his talents to assisting local country clubs with perfecting their food and beverage options.
Mark enjoys helping companies reach their capacity by guiding them to operate at the most effective and efficient levels while assisting them in being creative and highlighting the best elements of their operation.
He is originally from the Cleveland, Ohio area and received his B.A. from the University of Wisconsin, Madison, in management and marketing. Mark resides in the northern suburbs of Chicago, Illinois, with his wife and three children.
How to Increase the Value of Your Business | Steve Baker | #22
If you have a business and you are wondering how it will be viewed by investors, this is the show for you. On this episode of the Inside BS Show, Dave Lorenzo speaks with Steve Baker, a consultant who helps mid-market businesses get ready for sale or increase their value prior to a Mergers and Acquisition event.
Chapters
00:00 Introduction How Do You Increase The Value of Your Business
01:25 Steve's Story: How He Became the Guy Who Increases Business Value
02:15 A Definition of Commercial Operations
06:00 An Example of How Steve's Company Cleaned Up Organizational Complexity
08:00 Why Do Big Companies Lose Focus on Integration at Acquisition?
13:00 Why Steve's Company is Good at Integration when Big Companies Drop the Ball
14:50 How Does Steve Help a Company that Will Be Sold?
18:00 What is the Value of Goodwill in an Acquisition?
20::30 How does Steve Handle Intellectual Property During a Sale of a Business?
22:00 How Does Steve Work with Companies That Have More Value When Broken Apart?
27:30 When is the Business Only Valuable to the People Who Own and Work in It?
30:00 Steve Tells a CE2 Success Story
Steve Baker
CE2 Partners
(630) 240-2383
www.ce2partners.com
steve.baker@ce2partners.com
About Steve Baker
As a President, General Manager and Executive VP/Sales & Marketing, Steve successfully led global organizations to $450M in net sales and over 25% EBITDA. His direct experience is in industrial and commercial durable products working with direct, value-added, transactional and online sales channels globally; B2B and B2C. He has deep commercial operations expertise in industrial, healthcare, education, government, infrastructure and distribution sectors, working with companies from lower middle market to Fortune 1000. He is quick to learn new businesses and has a passion for working with organizations to execute initiatives faster and with greater accuracy, achieve a larger addressable market, leverage working capital and price for maximum financial impact. Steve is a master at developing, affirming and executing growth strategy; working cross-functionally; and achieving projected financial and strategic results.
As an example:
- Mid-market companies routinely struggle to decide and execute on their strategic options. We bring resources, investigation, data, and insights so they can 1) compare them and 2) make the best ones actionable.
-A company’s business model needs to be updated to track with their overall commercial objectives for growth and profitability. Examples: After a strategic acquisition, as an example, when the newco business model needs to reflect the strategic objective. Or maybe their model has become too complex and expensive to operate, or maybe the market has shifted. Mid-market companies soften lack the resources or in-house expertise to determine what that model should look like and what it will deliver.
-Other times, they just need data and insights on new customers or markets to execute a growth initiative.
Steve also does sell-side M&A advisory, primarily working with companies to drive up the selling price by clearly articulating and then proving growth opportunities, including what implementation looks like, the strategic value, and the likely economic outcomes.
Today video is a competitive advantage but more and more, it is becoming a necessity. On this episode of the Inside BS Show, Dave Lorenzo interviews John Yaworsky, an expert on video and digital communications. During this discussion, you will discover: How to use video. Why video is a huge competitive advantage. How you can get started making videos. And what type of videos to make.
Chapters
00:00 Introduction to the Power of Video for Your Business
01:14 Video is Now Available to Everyone. Here's John's Take.
04:22 Is a DIY Video Enough for Your Brand or Do You Need a Professional?
05:12 Dave's Rule of Thumb for Using a Video Professional
08:00 Why Specialization is Important in Shooting Video
10:20 What is the Ideal Set-up for a Two Person Interview?
14:30 What is "B-Roll" and why is it important?
16:15 What is the Rule About Changing Frames to Keep People's Interest?
17:29 Who does John Work With?
25:25 How do You Decide the Style and Format for a Video?
31:40 John Coaches Us on Being On Camera
36:01 Why You Shouldn't Buy All Your Own Equipment
37:17 When Does it Make Sense to Bring John in for a Video Shoot?
John Yaworsky
Producer/Director
(312) 286-0933
www.nimbledigitalmedia.com
john@nimbledigitalmedia.com
About John Yaworski
John is the owner of Nimble Digital Media. He is a digital specialist, as well as a creative, technically savvy director/producer of film and video. With 20+ years of traditional and new media production experience, John brings to bear proven visual messaging expertise, and helps clients develop and execute the right blend of tactics to achieve objectives across all screens and channels.
He began his career as a photographer and director of photography, and soon moved into producing and directing for film and video. John has been responsible for a wide range of projects, developing and overseeing creative treatments, as well as managing crews and budgets on feature films, commercials, marketing pieces and documentaries. John has produced for British Channel 4, Japanese NHK, and German ZDF, PBS and other U.S. Networks. Additionally, he has consulted, produced and directed projects for major U.S. corporations including Abbott, Boeing BP, CDW and Groupon as well as Georgetown, Northwestern and Johns Hopkins Universities.
An award-winning director and producer, John's projects have earned an Emmy, three Tellys, The Kodak Award and Cine Golden Eagle. His work has placed in several international film festivals including Best Feature and Audience Award at the Los Angeles Independent Film Festival and Tribeca Features Festival.
Are You Ready to Take Your Business to the Next Level?
Are you ready to take your business to the next level? Do you need some fresh thinking to help with business innovation? Do you lie awake at night thinking about issues you cannot discuss with anyone else? When your family doesn’t understand, your account is all about the numbers and your team needs guidance, a coach may be the best place to turn. On this episode of the Inside BS show, Dave Lorenzo interviews leadership coach and founder of Leap Coaching, Phil Gafka.
Chapters
00:00 Intro Take Your Business to the Next Level
01:30 How Should We Be Thinking of the Next 6 to 12 Months of Our Business?
03:45 What Will Your Legacy Be?
06:00 What is the Culture of Your Business?
07:00 What is the Difference Between Management and Leadership?
09:20 How Do You Deal with Your Blind Spots?
11:48 What Commitments Should We Make to Achieve Our Goals?
15:00 How Do You Stick with Your Plan?
18:30 What a Good Coach Does to Make You Consistently Successful
24:30 Phil Shares a Case Study
27:30 What Type of Client is Ideal for Phil?
29:46 Where Can We Find Phil’s Ideal Client?
31:00 How Do You Gain the Trust of a New Client Quickly?
33:14 What in Phil’s Career Prepared Him for this Role?
Phil Gafka
Founder
LEAP Coaching
(847) 212-4903
phil@leapcoaching.com
www.leapcoaching.com
About Phil Gafka
Phil Gafka is a recognized leadership speaker, executive coach, and business consultant.
Capitalizing on his experience as CEO of two successful companies and developing leadership performance at a variety of corporate levels, as a Certified Business Coach, Phil focuses on Executive Coaching, Leadership Development and Strategic Business Planning and Culture Development.
Phil has spoken to a wide range of organizations ranging from Audi, Jackson National Life Insurance, and the National Kitchen & Bath Association.
His first book is entitled “Hole-In-One Leadership - 9 Secrets to Mastering the Game of Leadership Greatness” was published in 2019.
How to Get People to Remember You
How do you get people to remember you? Is there something you leave behind to help people think about you after your meeting is over? What could your prospective clients use each day that could help them think of you?
If you struggled to answer any of these questions, you need to listen to today's Inside BS Show. On Today's show, Dave Lorenzo interviews Matt Deutschman a promotional marketing expert. Matt shares his secrets for helping people remember who you are and the value you provide.
Chapters
00:00 Introduction to How to Get People to Remember You
00:52 What Does Doubletake Promotional Marketing Do?
01:30 What's the Coolest and Newest Thing Matt Has Seen in the Past Year?
05:40 How to Use Logoed Products
06:20 Dave Tells a Success Story with Promotional Products
08:43 Matt Tells a Success Story with Promotional Products
12:47 The Use of Logoed Apparel in Marketing
14:32 What is the Best Way to Select an Apparel for Promotion?
16:30 What Innovation is Matt Most Proud of in Promotional Products?
19:20 What are Some Things Matt Has Used for Client Gift Programs?
23:50 What are Great Employee Incentive Gifts?
27:00 The Three Promotional Products Dave Lorenzo Uses All The Time
29:42 What Are Some of the Tried and True Promotional Products
Matt Deutschman
Owner
Doubletake Promotional Marketing
(847) 324-9020
matt@doubletakepromotionalmarketing.com
https://doubletakepromotionalmarketin...
About Matt Deutschman
Matt is the owner of Doubletake Promotional Marketing, specializing in promotional products, branded merchandise, and custom decorated apparel. Matt and his team take a strategic marketing approach to working with clients to understand their brand and target market and provide effective solutions to their marketing goals. Doubletake has established expertise working with clients in the finance, professional services, advertising/marketing, higher education, and construction industries. Through the consultative process he employs, Matt can uncover needs and establish himself as a resource to his clients, and as a connector between his clients and other professionals. He is fourth generation in his family in his industry and founded Doubletake in 2010. Matt is also a children's book author and has published two books with more in process.
The IRS Seizes Your Bank Account and Takes Your Passport. What Do You Do? | Steve Klitzner | #18
You open your mailbox and that’s when you see it. An envelope with a return address that starts with three letters: IRS. What did you do? Did you forget to pay something? Did your CPA make a big mistake? Are you the target of an audit? The United States Government has infinite resources to come after you and take everything. They can seize your bank account, shut down your business and make your life hell. Steve Klitzner is the person people call when this happens to them. He represents people who have been the focus of the IRS’s wrath. On today’s Inside BS Show, Dave Lorenzo interviews Steve and uncovers what you can do when the IRS is knocking on your door.
Chapters
00:00 Introduction to Solving IRS Problems
01:45 What is the Most Common Scenario People with IRS Problems Face?
02:41 The IRS Makes Deals, In Fact, That’s Their Job, Right?
04:00 Steve Kiltzner Has a Relationship with the IRS and He Tells a Story About How that Has Helped Clients
04:45 There is Always a Financial Analysis in an IRS Case. What Happens if You Can Pay?
06:00 What Happens to People Who Fell Behind on Their Taxes But DO NOT Have Money?
06:50 How Much Information Does the IRS Have? How Much Do They Know?
07:55 The Case of the Contractor Who Said Too Much to the IRS…
09:00 The Reason You Should NEVER Talk to the IRS Without Representation
09:15 When Do People Go to Jail for Not Paying Taxes?
11:38 Why Licensed Professionals Should Be Highly Concerned About Unpaid Taxes
12:47 Why Attorneys Sometimes “forget” to Pay Taxes
14:39 Why April 15 is Not the day to PAY Your Taxes and When You Should Pay
15:30 Here is the Step-by-Step Timeline for IRS Tax Issues
16:35 What an IRS Transcript is and Why it is Important
18:27 The IRS Can Take Your Passport! Who Does This Happen To?
26:22 What Are the Most Common Red Flags that Trigger an Audit?
29:30 Who is a Qualified Tax Professional?
30:24 Who to Use for Your Taxes if You Are a Business Owner?
33:00 What Is an Innocent Spouse and What Happens When Someone Gets Divorced?
35:30 Can IRS Debt Be Discharged in Bankruptcy?
38:05 Who is the Person Who Doesn’t Pay Their Taxes? It’s Not Who You Think.
41:45 The Three Things Steve Does for His Clients
45:00 What Steve Does as a Member of the IRS Advisory Council
46:15 Why You Should Never Use a Non-Attorney Service that Advertises Tax Relief
48:00 The Advantages for Using an Attorney to Work with the IRS
52:53 Steve Works with Clients All Over the Country
53:20 What is the Threshold for Steve to Take on a Case?
Steve Klitzner
IRS Problem Resolution Attorney
(305) 682-1118
https://floridataxsolvers.com/
steve@floridaTaxSolvers.com
About Steve Klitzner
Steven N. Klitzner is a Miami attorney who practices exclusively in the area of IRS Problem Resolution.
Steve is admitted to the United States Supreme Court, United States Tax Court, United States Court of Appeals for the Eleventh Circuit, and the United States District Court for the Southern District of Florida.
In 2021, Steve was appointed to a three-year term with the Internal Revenue Service Advisory Council (IRSAC). The IRSAC presents an annual report of recommendations to the Commissioner of Internal Revenue.
He is a charter member of the American Society of Tax Problem Solvers, a member of its Continuing Professional Education Committee, and a recipient of the organization’s Top Practitioner Award. He is a member of the Advisory Board and a Consulting Member of the Tax Freedom Institute, an association of tax professionals in defense of taxpayer rights.
Steve frequently lectures around the country, speaking to enrolled agents, attorneys, and certified public accountants in the areas of collections, audits, and appeals.
Estate Planning Master Class: Conversation with an Estate Planning Expert | Nina Stillman
Imagine if you could sit down with a brilliant attorney who cared about you and gave you amazing advice that prolonged your life and helped you plan for the future of your family. Wouldn’t that be an amazing gift? Think of a friend, with a superpower to help protect your assets while you are alive and make sure everything smoothly passes to your heirs when you die. Someone who is looking out for you.
Most of us don’t have this person in our lives…until now.
On today’s Inside BS Show, Dave Lorenzo interviews attorney Nina Stillman. Nina not only helps people protect their financial future, but she also has great advice for living longer and making sure your family is well cared-for.
Join us for one of the most valuable sessions we’ve had to date.
Nina Stillman
Trust and Estates Attorney
Nina@thestillmanlawgroup.com
www.thestillmanlawgroup.com
(312) 819-5358
Chapters
00:00 How to Plan for Your Death: Conversation with an Estate Planning Expert
01:30 Why Nina Stillman is the Perfect Person to Talk About State Planning
01:54 The Two Times You Need to think About Estate Planning
02:20 Reasons Why Everyone Needs a Will
04:30 What Other Documents Do We Need in Estate Planning
05:50 What Happens with the Documents When Someone Dies?
07:00 What is a Revocable Trust
08:15 Can’t You Just Get a Will from Legal Zoom?
10:20 How Can You Use Estate Planning for Asset Protection?
13:00 Lessons Nina Learned from Her Entrepreneur Dad
16:00 What Assets Should You Hold in Special Purpose Entities?
18:00 The Story of Prince and How a Lack of Estate Planning Can Cost You
23:00 The Things That Can Screw Up Any Good Estate Plan
27:00 What Happens to Your Estate Plan When You Get Divorced?
29:30 How Does Life Insurance Interact with a Trust?
31:00 Set Up Guardians for Kids in the Event of a Divorce
34:20 Why was 2021 a Challenging Year for Nina?
40:00 The Importance of Being Checked for Brest Cancer
Critical Information About Brest Cancer
Where to Find FREE Mammograms
https://www.freemammograms.org/
Information About the Susan G. Komen Foundation (Brest Cancer)
https://www.komen.org/
About Nina Stillman
Whether creating a complex estate plan for a family with assets in excess of 40 million dollars, including several businesses, real estate holdings in multiple locations and adult children and young grandchildren; drafting her opinion as an Expert Witness; working with a business and its owners to create a Buy/Sell agreement or draft contractual agreements; Nina brings the full force of her experience to safeguard her clients and secure their peace of mind. Nina’s legal analysis is second to none. It’s one of her greatest differentiators. Like most attorneys, Nina has an understanding of the various tools at her disposal to legally keep her clients safe. Unlike most, her experience allows her to analyze, testify, and render an opinion as an undefeated Expert Witness for legal malpractice trials. She is also uniquely skilled at deploying those tools in the most ethical, most binding manner. Another distinguishing characteristic is the depth of her understanding of the often profoundly intertwined relationship between an individual’s personal life and professional life. Nina believes they’re seldom separate concerns for business owning families.
“I grew up in a family of five with a business owner father, and his business was the sixth member of the family at the dinner table most nights. We all shared in the business’ ups and downs and felt pride and attachment to the business.
That’s where I got my business degree, at the dinner table."
Key to Success in Entrepreneurship: Create a Fantastic Experience | Wendy Spreenberg | #16
If you want to be different compared to everyone else, you must provide a better experience. If you want to be disruptive, you can change the rules of the game to favor you and your company. On this episode of The Inside BS Show, Dave Lorenzo interviews Wendy Spreenberg and she shares how she and her team are changing the game of co-working space by providing a better experience. The business model Wendy has is so different, that her company doesn’t compete with other co-working brands. They change the game so the owner of the space can win as well.
Chapters
00:00 Key to Success in Entrepreneurship: Create a Fantastic Experience
01:30 How Windy and YES! Became Consultants in the Co-Working Space
03:00 What Makes Wendy and Her Team Do that Makes Them Different
04:28 How Wendy Selects Developers to Work With
06:00 How Does it Work If the Developer Has a “Unique” or “Unusual” Space?
08:30 Will the Future of Co-Working Space Include Podcast Studios?
10:40 Are Companies Calling to Have YES! Provide Space for them in Many Cities?
11:50 Can Developers Expect to Get a Premium from a Co-Working Space?
13:30 Dave Tells a Story About a Client Who Did This On His Own
15:30 Can This Be Done as a Sublet?
17:00 What are Some of The Fee Structures That Work For Co-Working?
22:50 What is the Sales Process Like?
25:40 Wendy and Her Team Do Much More Than Consulting
27:25 How Does YES! Get Paid?
28:20 Does Wendy and YES! Help Find Space for an Owner/Operator?
29:15 Can Wendy Help with a Distressed Space?
32:00 Does Wendy See This As a Social Space as Well as a Work Space?
34:15 Could This Be the Future of Work – Come to the Office Once Each Week?
37:40 What is the 15-Minute City Concept?
40:30 Fitness and Coworking is Already Happening and this Idea will Only Expand
Wendy Spreenberg
Founder & President
Yes! Your Exceptional Workspaces
wendy@yes-spaces.com
(312) 608-1859
https://www.yes-spaces.com/
About Wendy Spreenberg
Wendy Spreenberg is the founder and president of YES! Your Exceptional Space®, a Strategic Partner in the development of Innovative & Flexible Workspaces. Wendy and her team understand the many layers and complexities that go into creating exceptional workspace—from site selection, experience design, concierge level service, IT infrastructure, staffing, training and operations. She works with a wide array of entrepreneurs, landlords and developers.
Since 2001, Wendy’s experience has taken her across North America, from Vancouver to Puerto Rico, working with over 120 flexible workspace projects (2M+ square feet) to start new locations, to reposition existing businesses or buildings, deploying the proprietary YES! Operational Playbook.
Additionally, Wendy is a frequently sought out speaker and podcast guest including Everything Coworking (podcast), at NeoCon Chicago, IIDA, Bisnow, InBIA, and the Global Workspace Association.
Relationships and Technology: Two Things That Lead to Law Firm Success | Jay McAllister | #15
What can a law firm learn from a 27-year-old tech entrepreneur? What can grizzled business veterans discover from listening to someone who focuses on working with law firms? What can you discover from a person who spends his days listening to his customers?
It turns out there is an ENORMOUS amount we can learn from Jay McAllister, the CEO and Founder Paragon Tech – a company that helps law firms make decisions on productivity and technology. This may be the most valuable conversation you eavesdrop on this week because Jay shares all the SECRETS to being a relationship-focused business leader.
Chapters
00:00 Intro to The Power of Relationship-based Business Development
02:20 Value Proposition: At Age 19 Jay Figured Out How He Could Help Lawyers
03:09 How to Discover Someone’s Value System
04:40 Why Jay Speaks to a Focused Audience
08:10 How Did Jay Become an Entrepreneur?
13:30 How Does Jay Develop New Relationships?
20:44 How Focusing on Law Firms Benefits Jay’s Business
27:00 Why Should You Be Vulnerable?
30:30 How Meditation Helps Jay
40:00 What Specifically Does Jay Do to Help Law Firms?
Jay McAllister
Founder
Paragon Tech
(815) 556-1145
https://paragonus.com/
https://www.linkedin.com/in/jaymcalli...
About Jay McAllister
Jay McAllister is an extremely passionate and highly motivated, entrepreneur. He founded Paragon Tech with the guiding principle that technology, when properly used can elevate a law firm's performance beyond levels that were previously possible. With a mindset focused on business mastery, relationship building and a thirst for knowledge, he facilitates high-quality connections every day to expose other high-performance professionals to each other.
Do you want to discover the secrets of one of the most successful Real Estate Brokers in Chicago? Would you like to learn how to create a powerful brand in professional services? Is creating a luxury experience for your clients important?
If you answered “YES” to any of those questions, you don’t want to miss today’s Inside BS Show.
On today’s show, Dave Lorenzo interviews Carrie McCormick, one of Chicago’s most successful Real Estate Brokers. Join us!
Chapters
00:00 How to Create a Luxury Real Estate Experience Introduction
01:30 How Will Interest Rate Increases Impact Real Estate Sales?
03:18 How to Select an Ideal Client as a Luxury Real Estate broker
05:00 How do You Create a Great Experience for Your Client When There are Two Parties to a Transaction?
05:45 What Do You with Listings that Are Not a Good Fit?
08:07 How Did Carrie Get into Real Estate After a Career in Advertising?
11:00 Carrie Tells the Story of Her First Foray into Real Estate
12:50 How Are Affluent Buyers Different?
19:15 How does Carrie Select the Professionals She Puts In Front of Her Clients?
22:00 Does Carrie have a Niche Market?
23:19 How Does Carrie Market an Ugly Property?
25:15 Dave Tells the Story of the “Parisian Entrance”
27:20 How Does Carrie Price a Property that is New to the Market?
30:20 How Do You Play Psychologist to Get Sellers to Change Their Pricing?
32:30 Does Having a Good Brand Make it Easier to Do Deals?
Carrie McCormick’s Contact Information
(312) 961-4612
Carrie@atproperties.com
www.carriemccormickRE.com
About Carrie McCormick
Carrie McCormick, a leader in the Chicago Real Estate market, has more than 20 years of real estate sales expertise along with an unsurpassed reputation for quality and results-oriented service and support. Carrie constantly stays on top of sophisticated technology which has made her a forerunner in the marketing and selling of real estate, she has it down to a science. Her talents and on-target recommendations are always based on facts, reliable market analysis, and her vast knowledge of real estate and the market. Patient yet persistent, she is also highly detail oriented and a very determined negotiator.
McCormick is available to clients 24/7. "I communicate often and educate them on the market," she says. "My clients and I are a team. It is important that we work together to create a successful outcome." Selling real estate is about knowing what you are selling and articulating what the value is. Year after year, that focus has led to her placement in the top 1% for the Chicago Association of Realtors. She has also earned the association's Bronze, Silver and Gold awards and been named a Top Social Media Contributor. Last year, she started a podcast to share tips and market information with her colleagues and clients. "My job is to provide a perfect real estate experience for my clients. I have built a support system that does just that".
Litigation is not cheap, fast, or fair and if you are involved in it, you want to be represented by someone you like – because you are going to spend a lot of time together. But don’t nice (people) guys finish last? Don’t you need a killer attorney who will bang on the table, jump up and down and scream and yell?
No. You don’t
On this episode of the Inside BS Show, Dave Lorenzo interviews Brian Haussmann, an excellent litigator, and a nice person. Brian is the secret weapon people bring into the court room. How does he do it? What are his secrets? He shares them all on today’s show.
Chapters
00:00 Intro: How to Handle Business Disagreements While Not Being Disagreeable
01:30 How distracting is a lawsuit to a business owner?
03:30 Even Lawyers Get Sucked into Disputes! The Garbage Can Story
08:20 How Do You Talk Sense to an Unreasonable Client?
10:20 The Most Expensive Words in the English Language
11:30 How Does Brian Control His Emotions When Someone He Likes Is Going to Get Beat in a Case?
16:45 What Does a Litigator Do When a Client Won’t Take His Advice?
22:00 What is the Best Recipe for Staying Out of Business Disputes?
27:40 How Does Brian Know When He Has Done a Good Job?
35:30 Why is the Mediation Process Essential to Winning Litigation?
37:00 Why Do you Need a Lawyer Who is Good in a Mediation?
39:00 Mediation is Great for Uncovering Important Negotiation Points
40:30 Is There a Difference Between In-Person Mediation and Zoom Mediation?
Brian Haussmann’s Contact Information
(312) 762-9471
bhaussmann@tdrlawfirm.com
www.tdrlawfirm.com
About Brian Haussmann
Brian a trial lawyer and trusted advisor to founders, owners, and investors in privately held companies. He represents his clients in mission-critical disputes involving corporate ownership and governance. His cases often involve business divorce or dissolution, valuation disputes, fiduciary duty claims, partnership and shareholder rights, and company mergers and acquisitions.
Haussmann also has extensive experience litigating disputes involving commercial real estate for developers, investors, landlords, and tenants.
In addition, he regularly handles business and employment cases concerning trade secrets, executive compensation, restrictive covenants, strict product liability, defamation, the Uniform Commercial Code, antitrust violations, and insurance coverage.
Haussmann also advises clients on matters not in litigation and has helped to resolve important disputes without filing suit. Haussmann regularly counsels corporate clients with repeat litigation matters. For example, he helped a national food chain develop a protocol for resolving common disputes over leased properties throughout the country. He also helped an automobile manufacturer employ early case evaluation to resolve product liability actions.
If you have employees or you manage employees you need to checkout this episode of The Inside BS Show. On today’s show, Dave Lorenz and his guest, Susan Lorenc, a Partner with the law firm of Thompson Coburn LLP, discuss a wide range of issues relating to employee management. Susan is a fantastic source of information and she generously shares what you should and SHOULDN’T do.
This show will save you money, time and a lot of heartache. Join us!
Please Note: The information contained on this show (a) has been offered by Susan Lorenc 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 Introduction to Employment Law
01:10 How Susan Became an Employment Attorney
02:00 What Does an Employment Attorney Do?
04:00 Is It Easier to get Clients If You’re on the Employer side or the Employee Side?
05:00 The Work Environment Has Changed in the Past 30 years. Can We Still Have Fun at Work?
07:40 What is Unwelcomed Behavior?
09:20 What is the Difference Between Quid-Pro-Quo Issues and Third-Party Issues?
14:43 Are You Ever Off Duty as a Manager? Do You Have Legal Exposure After Work?
16:21 Is the Employee Handbook You Buy on the Internet Good Enough?
22:26 What Has Changed About the Workforce with So Many People Working from Home
27:30 Can You Structure a Job Based Upon Outcomes vs Hourly Pay?
31:00 What is a Contractor vs an Employee?
35:00 Can you have a Sales Tryout vs a Probationary Period?
37:15 How Do We Classify a Virtual Assistant for Employment Purposes?
40:00 What are Best Practices for Reference Checks and Background Checks?
42:30 Never Ask About Pay. Here’s Why…
49:00 The One Thing You Must Know About Googling Someone Before You Hire Them
Susan Lorenc’s Contact Information
(312) 580-2324
slorenc@thompsoncoburn.com
https://www.thompsoncoburn.com/people...
About Susan Lorenc
Susan is an experienced and trusted employment law advisor who counsels employers at every stage of a personnel-related issue. She drafts policies, assists with hiring and firing, conducts workplace investigations, and provides seamless representation in state and federal courts on employment matters.
For companies with five employees to those with 5,000, Susan provides day-to-day counseling on a wide variety of matters including background checks, discrimination, retaliation, enforcement of covenants not to compete, wage and hours issues, and family and medical leave. She serves as a dedicated extension of a company's human resources department, offering responsive, practical guidance that is shaped by an organization's ultimate goals — not the other way around.
Susan has successfully prepared and argued substantive motions in state and federal court, in addition to mediations, arbitrations and appeals, including experience arguing before the 7th Circuit, which affirmed the granting of a summary judgment motion for her clients.
In recent years, Susan has developed special experience in classification issues for exempt or non-exempt employees and employer obligations for background checks and the Fair Credit Report Act, both areas of increased enforcement by the EEOC. She has also spoken extensively and counseled employers on the impact of legalized medical marijuana laws on workplace policies and employee discipline actions.
You should build a personal brand by using the media. You read that correctly. Building a powerful brand starts with delivering value to a large audience and writing articles, doing podcasts and shooting video can help. Dave Lorenzo’s guest today is Rafer Wiegel and he helps us discover how to build our brand using the tools available to all of us.
Chapters
00:00 How to Build Your Personal Brand with the Media
01:40 How to Go from Being a Media Personality to Entrepreneurship
03:00 Why Getting Fired was the Best Thing for Rafer to Improve His Life
04:15 How Vulnerability Helps Make You More Attractive in Business in Life
05:40 Rafer Shares the Secret to Connecting with an Audience
07:30 The Things Rafer Learned from Adversity
08:45 Dave Shares Some Vulnerability
10:50 How Do We Get Past Resistance to Doing Media?
14:00 How Video Leads to More Sales
17:53 What is the Right Way to Present a Video Testimonial?
19:45 How Should a Video Position You?
24:00 How Do You Select the Topics for a Video?
26:20 Is Traditional Media Feeling Pressure from Social Media and YouTube?
29:30 How Do You Develop a Media Presence?
33:00 If Your Intentions Are Good it is Ok to Leverage Media to Influence People
Rafer Weigel’s Contact Information
(312) 914-8690
https://weigelmediagroup.com/
info@weigelmediagroup.com
About Rafer Weigel
Rafer Weigel is the president and founder of Weigel Media Group. His passion for storytelling is evident in his decades of experience as a news anchor and reporter for television news and print media. Rafer has won multiple awards working at blue-chip companies, including CNN, Fox News, ABC 7 Chicago, Fox 2 St. Louis, the Chicago Sun-Times and the Los Angeles Times.
Years of reporting experience have honed Rafer’s ability to discern the personal connection in any story, from breaking news to a human-interest piece. Even as a sports reporter and anchor, he conveyed stories that appealed even to non-sports fans by focusing on the elements that transcended sports and resonated with viewers on a personal level. At Weigel Media Group, Rafer is just as committed to identifying those client assets that connect with an audience. He gets to the heart of a story by using his interviewing skills to put people at ease to uncover their key messages.
There is hidden value within your business. It is hidden in plain sight. This value comes from the intellectual property you’ve developed over the years. The key that unlocks this value is the protection of intellectual property. In this episode of the Inside BS Show, Dave Lorenzo interviews Steve Baron, an attorney who helps his clients protect and license intellectual property. Steve’s passion for magic and the attention to detail it requires, gives him a competitive advantage.
Chapters
00:00 Introduction to the Value of Intellectual Property
00:45 Steve Baron’s Background as an Attorney and an Amateur Magician
01:45 How Does Being a Magician Help Steve Master Intellectual Property Law
04:00 The Attention to Deal Involved in Magic Helped Steve Discover the Detail Involved in Law
05:55 How Can Intellectual Property Become a Profit Center?
06:40 What is Intellectual Property?
11:30 How Does a Business Leverage Intellectual Property?
18:00 What is the Best Way to Come Up with a Name for a Product or Business?
20:30 What Happens if Someone Infringes Upon Our Intellectual Property Rights?
22:35 Why is Trademark Enforcement Critical?
24:30 Dave Presents Steve with a Case Study on Trademark Infringement
30:00 When Should You Get an Intellectual Property Lawyer Involved in Your Branding
31:33 Who is the Ideal Person to Connect with Steve Baron?
Steve Baron’s Contact Information
(312) 741-1030
sbaron@bhhlawfirm.com
www.bhhlawfirm.com
About Steve Baron
For more than 30 years, Steve Baron has counseled businesses on intellectual property matters and helped clients resolve complex commercial disputes.
His experience includes protecting and advising on trademarks, trade dress, copyrights, trade secrets, defamation, privacy, right of publicity, advertising, and marketing. Steve represents media and entertainment clients’ best interests in federal and state courts, administrative tribunals, arbitrations, and mediations. His clients also include publishers, authors, podcasters, advertising and marketing agencies, graphic artists, recording companies and recording artists, information technology businesses, Internet retailers, and other businesses with intellectual property and publishing issues.
Steve advises clients on evaluating and protecting their intellectual property and business assets. He helps businesses select trademarks, obtain registrations from the United States Patent and Trademark Office, and manage trademark portfolios. He also counsels clients on copyright protection and aids them in registering works with the Copyright Office. Publishers benefit from his guidance on matters involving rights of publicity and privacy. At the same time, he leverages his extensive experience as a litigator to draft, review, and negotiate many commercial agreements, including intellectual property licenses and assignments, software escrow agreements, confidentiality and non-disclosure agreements, work-made-for-hire agreements, employment agreements, merchant agreements, and website terms of use and privacy policies.
Do You Want to Be In Business with Your Partner’s Crazy Spouse? I know it sounds a little strange but when you enter a partnership, you may be setting yourself up to be in business with your partner’s family in the event of their death. This is a COMPLETELY AVOIDABLE situation if you have a good agreement and an insurance policy that will fund a buyout of your partners estate. On this episode of the Inside BS Show, we address this issue and other events you should think about and plan for in your business and your life.
Chapters
00:00 Introduction to Financial Coaching
01:00 How John Became a Financial Coach
03:00 How Can Insurance Lead to a Better and More Secure Retirement?
05:19 Why is Long Term Care Insurance Necessary?
08:15 The Best Time to Invest in an Insurance Policy
10:00 What Should a Young Person Think About when It Comes to Insurance?
14:40 What About a Insurance for the Spouse Who Does Not Work Outside the Home?
16:00 How can Insurance Be Used as an Asset Protection Tool?
22:00 What Business Owners and Professionals Can Do to Shelter Income from Taxes
25:10 John Gotschall Client Success Stories
29:14 Why is Key Person Insurance Important?
34:20 How John Got Into Financial Services
36:39 How Does John Get new Clients?
38:00 What Groups Does John Gotschall Belong To?
John Gotschall’s Contact Information
(847) 813-5511
johng@coachfinancial.com
http://www.coachfinancial.com
About John Gotschall
John started Coaching Financial in March 1998 and Coaching Insurance in January 2009. He is an expert in employee benefits with specialty in group health plans working as a broker. Coaching Financial and Coaching Insurance support small to large companies.
Coaching Financial is based around sports. We coach our clients and help them win daily! People matter - we treat our team and clients the way we would want to be treated. The Golden Rule. John is a veteran financial planner with licenses in Life, Health, and Property & Casualty licensee -Series 6, 7, and 63 licensee -Registered Representative, The Leaders Group, Inc.,1998 -Chartered Life Underwriter (CLU), 2003.
Is your firm as inclusive as it can be? If you’re asking yourself this question, you need to watch today's Inside BS Show. In this episode, Dave Lorenzo interviews Trisha Daho, the Founder of Empowered, LLC. And we discover how inclusiveness is a competitive advantage.
Chapters
00:00 Introduction to Inclusiveness as a Competitive Advantage
01:40 Trish Daho’s Background
04:00 How Dave Lorenzo Realized the Diversity Gap in His Work
06:00 Where Should We Start?
07:25 Why a Diversity Initiative is Problematic If You Haven’t Addressed in Within Your Culture First
09:00 “The Buzzwords Don’t Do It for Me”
11:00 How You REALLY Find the Best People
12:55 How Do You Recruit People of Color When There Are No People of Color in Leadership?
16:00 Recognize Underrepresented Groups and Focus on Programs to Nurture Their Growth
17:30 Diversity as Competitive Advantage
20:00 How Do You Make Strategic Decisions About Diversity?
24:00 The Value of Societal Role Models
25:00 Every Cultural Measure is 25% Better (at least) Here’s Why
27:30 How Does Trisha Go into an “Old Boys Network” and Help Them?
30:30 Business Strategy and DEI are the Same Thing
34:00 How Do We Bring Up the Subject of Brining a DEI Consultant into a Client Business?
36:00 How Do We Add More Women into Leadership Ranks of Companies?
38:46 What is Trisha’s Favorite Type of Client to Work With?
41:00 How Do We Pitch Trisha?
42:30 What Have You Learned from the COVID-19 Pandemic
45:00 What is the Best Place To Start?
Trisha Daho's Contact Information
(224) 938-3348
trisha@empoweredlc.com
https://empoweredlc.com/
About Trisha Daho
Trisha spent most of her career leading large, diverse teams toward the delivery of value for her clients at a Big 4 Accounting and Advisory firm, wherein she served as a partner. She has been pivotal in the discovery and sustainability of value in the billions of dollars for her clients. She has worked with executives and their teams in dozens of Fortune 500 companies in the majority of states. She has also created enormous value for entrepreneurs, high-growth companies, and aspiring start-ups.
Having made partner in a Big 4 accounting firm in 9 years, Trisha was charged with building thriving practices from scratch in 4 different regions of the country. Through laser-focused strategies and the ability to scale talent and service delivery quickly, she was able to create growth businesses that have expanded exponentially. The leaders she’s cultivated have gone on to be partners, CFOs, CEOs, and much more.
With her own company, Empowered, Trisha partners with C-suites and managing partners to think, plan, and execute strategically for the purpose of accelerated and sustainable growth, primarily in professional service firms. She also partners with larger firms to create success for women and diverse people who are entering leadership positions through diversity and inclusion peer advisory experience focused on strategy, high-performing teams, and advocacy in leadership.
With a law degree from Case Western Reserve University and a business degree from Miami University, Trisha brings practical results-driven insights as well as leadership acumen. She regularly writes and speaks on a variety of topics, including authenticity in leadership, high-impact teams, creating growth cultures, diversity, and inclusion, and many more.
Do you need a CFO? Maybe. But before you hire one, permanently, there are a few things you should know. On this episode of The Inside BS Show, Dave Lorenzo interviews Brit Summerill, a partner at NOW CFO.
Chapters
00:00 Introduction to the Outsourced CFO Concept
01:00 What Size Business Needs a CFO?
01:55 What Now CFO Does
02:40 How Brit Summerill got Involved with Now CFO
03:30 What Type of Professionals Become Outsourced CFOs?
04:40 What are the Signs a Business Needs a CFO?
08:00 Scenarios When a CFO is Valuable
13:30 What is the difference between a Controller and a CFO?
15:00 What Kinds of Projects Could an Outsourced CFO Help With?
17:00 How Brit Became an Outsourced CFO
21:00 Crazy CFO War Stories
23:30 How an Outsourced CFO Can Help Uncover Fraud
26:20 What is a Great Referral for Brit and Now CFO?
28:59 What Other Groups Does Brit Belong to?
30:40 What is the Hiring Talent Pool Like for Accountants?
33:30 One Piece of Advice Brit has for CEOs
Brit Summerill Contact Information:
(669) 225-0207
bsummerill@nowcfo.com
https://www.nowcfo.com
NOW CFO is a “roll-up our sleeves” full-service consulting firm with a singular focus on outsourced CFO, Controller, accounting, and finance needs. As a partner at NOW CFO for the Bay Area, CA, and Chicago IL offices, Brit has worked as a CFO/Controller/Auditor for many public and private companies. His expertise includes accounting clean-up, cash flow, financial analysis, dashboarding, M&A, clean-up, financial reporting, SEC reporting, and complicated equity/debt/derivative instruments. He helps companies in all industries and can find you a consultant who specializes in your specific industry or market. We have around 400 consultants throughout our 41 offices in 17 states.
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
lynne@yourwordsmith.com
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
nermin@wearews.com
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
susan@humanbehaviorlab.com
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: lester.cook@kbkg.com
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
dac@h2law.com
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
mark@discoveryengineering.net
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
How to Follow Up After Networking
Most professionals fail at follow up after networking. On today's Inside BS Show, Dave Lorenzo, The Godfather of Growth, gives you a step-by-step guide to connecting with people after you meet them.
Chapters:
00:00 How to follow up after networking
00:41 Connect on LinkedIn and Email Your Contact Info
01:40 Send a Handwritten Note
03:35 Make an Introduction within 2 Weeks
04:42 Send a Weekly Email Newsletter
05:32 Send out a Monthly Print Newsletter
How to Shorten Your Sales Cycle and Deepen Client Relationships
If you want to deepen client relationships and shorten your sales cycle, you cannot miss this episode of The Inside BS Show. Join Dave Lorenzo, The Godfather of Growth, as he shares his secrets to shortening the sales cycle and making more money from existing clients.
Chapters:
00:00 How to Shorten Your Sales Cycle
00:53 Start a Weekly Email Newsletter
03:05 Do a Monthly Print Newsletter
04:25 Call All Your Clients and High Profile Prospects AT Least 6 Times Per Year
05:20 Create a Community and Introduce Members of Your Community to Each Other
07:00 Put Clients First: Host a Client Appreciation Event
Your Real Job is to Sell
This is the intro video in our business development essentials series. Most attorneys, CPAs and consultants do not realize they are responsible for finding and developing relationships. Well, now you know.
On today's Inside BS Show, Dave Lorenzo explains this in detail.
Chapters:
00:00 Your Real Job is to Sell
01:34 Nothing Happens Until Somebody Sells Something
02:07 Rainmakers Make More Than Service Partners
02:45 Anyone Can Do Math. Developing Relationships is an Acquired Skill
03:28 Depth of Lifetime Value Requires Empathy
04:29 All Your Products and Services are the Same. Relationships Differentiate You.
05:20 Smart People Don't Do As Well As Smart People With Relationships
5 Steps to Building a Powerful Personal Brand
If you want to connect with people you must watch this video. On Today's Inside BS Show, Dave Lorenzo The Godfather of Growth, shares the secrets of personal branding.
Chapters:
00:00 5 Steps to Building a Powerful Personal Brand
00:30 Articulate Your Competitive Advantage in Ten Words or Less
01:30 Packaging Matters
03:02 Your Audience Should Want to Know More
03:58 Your Audience Must Either Love You or Hate You
05:12 Link Something That's Known with Something Unknown
How to Write a Title for Your YouTube Video That Will Generate Leads for Sales
If you are looking for leads for sales this video will help you get them. On today's Inside BS Show, Dave Lorenzo, The Godfather of Growth demonstrates his method for creating a title for a YouTube Video that will help you get leads for sales.
Chapters:
00:00 How to Write a Title for Your YouTube Video That Will Generate Leads for Sales
00:20 How Dave Lorenzo Cam Up with this Formula for YouTube Success
02:22 Take Notes and Do Extensive Research on Topics
03:19 Do Research on YouTube Keywords
03:45 Examine What Your Competitors are Doing and Target Videos You can Dominate
04:12 Use Tools to Examine your Topic
How to Become Magnetic and Unforgettable
In this episode of the Inside BS Show, Dave Lorenzo reveals his secret to becoming unforgettable. This is easily remembered using an acronym: IMABE
Chapters:
00:00 How to Become Magnetic
01:17: Become Interesting: Origin Story, Testimonials, Media
03:00 Here's the way to Make Yourself More Memorable
04:00 How to Become More Attractive: Like You, Different From You, Aspirational
05:20 Be Bold and They Will Be Sold - On You
06:00 To Seal the Deal Be Elegant
How to Maximize Your Return on Investment from a Networking Group
Many lawyers, CPAs, Financial Advisors, and other professionals join networking groups for business development purposes. This video will help you get the best return on investment from networking group membership.
Join The Godfather of Growth, Dave Lorenzo as he shares his tips for maximizing networking group membership.
Chapters:
00:00 How to Maximize the Return on Investment from Networking Group Membership
00:50 Establish a Strong Personal Brand
03:22 Leverage the Power of “Thirds”
04:40 Be Everywhere and Participate So You Have Maximum Exposure
05:37 Give, Give, Give
07:37 Follow-up, Follow-up, Follow-Up
Dave Lorenzo's Guide to Passing a Referral
They way you GIVE referrals is the way you will RECEIVE referrals. This is my guide to passing a referral. Watch this if you want to become a great referral partner.
Chapters:
00:00 How to Refer Business Out So You Get Business Back
00:30 You Must Pre-Qualify Your Referrals Before You Connect the Two People
01:11 Send Bios and Background Information in Advance
03:55 Schedule the Meeting Quickly
04:18: You (the matchmaker) Must Attend the Meeting
05:08 Follow-Up
How to Get More Referrals Than Ever Before
If you are in professional services (attorney, accountant, financial advisor) you need to know how to get more referrals. Today's video is an absolutely essential guide to getting more referrals than ever before.
Join Dave Lorenzo, The Godfather of Growth, for todays Inside BS Show.
Chapters:
00:00 How to Get More Referrals Than Ever Before
00:30 To Get More Referrals, Be Honest Up Front
04:37 Respond to a Referral Request within 4 Hours
05:38 Get a Meeting on the Calendar as Soon as Possible to Keep Momentum Going
07:55 ECON: This is the Referral Follow-up Formula
11:43 Frequency of Communication is a Guarantee of Good Things with Referral Sources
The High Ticket Sales Secret That Helps Sell Private Jets
If you want to be successful selling high ticket services to affluent individuals or to C-Level Executives, you must follow this five step formula.
Dave Lorenzo is the Godfather of Growth and he spills the secrets to high ticket sales on this Inside BS Show.
Chapters:
00:00 High Ticket Sales Secret - 5 Ways to Sell High Ticket Services
00:39 Know, Like, Trust
02:37 Deliver Value First to Establish a Relationship
03:19 Make it Personal - Help Them Become Successful
04:00 Be a Person of Interest
05:00 Show That You Are Around For The Long Term
Dave Lorenzo is The Godfather of Growth
If you are asking yourself the question: "How did Dave Lorenzo Become The Godfather of Growth?" We answer that question on today's show.
There are five ways Dave Lorenzo earned the nickname "The Godfather of Growth." On today's Inside BS Show, we explore all five of them.
Chapters:
00:00 How did Dave Lorenzo Become the Godfather of Growth?
00:33 Dave Lorenzo Finds Clients for His Clients and Referral Sources
02:40 Dave Lorenzo Teaches His Clients How to Grow
04:06 Dave Lorenzo Shares His Relationships
06:37 Dave Lorenzo Solves Problems
08:15 Dave Lorenzo Makes Offers You Can't Refuse
Today's Inside BS Show provides you with a detailed strategy on how to set an appointment with anyone at any time.
Chapters:
00:00 5 Steps to Getting a Sales Appointment with Anyone
00:40 Use Direct Mail to Get an Appointment with Anyone
03:27 How to Use Email to Get a Meeting with Anyone
04:10 How to Connect with Gatekeeper to get a Meeting with Anyone
05:25 Get a Referral to Set an Appointment with Anyone
07:27 Follow-Up Strategy to Get a Meeting with Anyone
On today’s Inside BS Show Dave Lorenzo shares 5 ways you can grow your revenue without cold calling. If you are in a professional practice – if you are a CPA, attorney, engineer, architect, or consultant, today’s show is a guide to improve your sales without ever feeling pushy.
Chapters:
00:00 5 Ways to Grow Revenue
00:30 Answer the Question: What Problem Do You Solve?
01:00 How Dave Helped an Intellectual Property Differentiate Himself
02:25 If You Want to Start a Relationship, Overwhelm that Person with Referrals
03:36 Start a Relationship by Delivering an Educational Presentation
04:38 You Can Start a Relationship Quickly by Helping a Prospect Achieve a Goal
07:18 Grow Your Relationship by Creating a Networking Opportunity
08:25 Get Your Free Gift from Dave
5 B2B Sales Prospecting Tips to Explode Your B2B Sales
On today's show, Dave Lorenzo, The Godfather of Growth highlights how you can EXPLODE your B2B lead generation with 5 amazing tips and techniques.
If you'd like more B2B sales, you cannot miss today's Inside BS Show.
Chapters:
00:00 5 Sales Prospecting Tips To Explode Your B2B Sales, Business Development, & Lead Generation
00:20 B2B Sales Prospecting Tip 1: Call Everyone You Know
01:19 Here is a Script for B2B Sales Prospecting
02:49 Explode B2B Leads with a Learn at Lunch
04:15 To Get More B2B Leads Pass One Referral Each Day
05:31 For More B2B Sales Write a Note to Someone Each Day
06:42 To Attract More B2B Leads By Becoming an Object of Interest
Ignore the Pretenders and Sell to the CEO
It takes more work to get an appointment and to close a deal with the CEO but it is worth it. On Today's Inside BS Show, I share the five reasons why you must sell to the CEO and ONLY to the CEO.
Chapters:
00:00 How to Sell to the CEO
00:26 Make Sure You Are Talking to the Decision-Maker
01:00 When you Sell to the CEO You Get Guaranteed Compliance
01:39 When you Sell to the CEO You Are Likely to Have a Long-Term Relationship
03:34 When You Sell to the CEO You've Got a Great Reference
04:37 If you have a Relationship with the CEO Everyone in the Organization will Pay Attention to You
Can A Sales Pitch Save Your Life?
Well it can certainly save your business. Join me for today's show and I'll share a story about how I gave a killer sales pitch that saved my business and set us up with work for an entire year.
Even if that stakes are not that high, you need to develop these skills to help you win in sales. Invest 8 minutes in discovering the strategy that has helped hundreds of professionals win thousands of deals.
Chapters:
00:00 How to Create a Winning Sales Pitch
00:29 Step 1 to a Winning Sales Pitch: What Problem Are You Solving?
02:42 Step 2 to a Winning Sales Pitch: Use Three Reasons Model
04:40 Step 3 to a Winning Sales Pitch: Frame the Situation
05:40 Step 4 to a Winning Sales Pitch: Emotionally Compelling and Logically Sound
07:20 Step 5 to a Winning Sales Pitch: What Happens if They Don't Solve This Problem?
What Do You Say When The Client says "NO?"
There are lots of business development training videos you can watch that give you old advice. That advice is not bad, it is just outdated by about 10-15 years. Your prospective clients have already heard every rebuttal and every slick response. On today's show I share the real Inside BS on handling this rejection. Your client has already said "NO" and now you're wondering what to say.
Here are five responses I use (and I teach my clients to use). These are natural and conversational. Try them the next time a client says "no" to you.
Chapters:
00:00 What Do you Do When a Prospect Says No?
00:38 When a Client Says No Say This: How Can We Develop a Relationship?
01:27 When a Client Says No Say: How Can I Help You With...
02:55 When a Client Says No Say: Can We Try...
03:58 When a Client Says No Say: Let's Make It a Competition
05:27 When a Client Says No Say: Ok. I respect Your Decision. If You Could Change One Thing What Would It Be?
06:39 Bonus Business Development Tip
5 Ways to Beat Your Competitors and Steal Clients
Is it wrong to steal clients from your competition? NO WAY!
One of the ways to be certain a client is qualified to work with you is to lure them away from one of your competitors. Many people believe this just requires superior service or offering a superior product. In fact, you have to do much, much more. We share this process on today's show.
Chapters:
00:00 5 Ways to Beat Your Competitors and Steal Clients
00:30 If you want to steal clients from your competitors you must offer help first.
04:50 To attract clients away from your competitors offer to do difficult things.
06:55 To steal clients from your competition put money in their pocket.
07:52 To lure clients away from your competitors you must make those clients personally successful.
09:17 To steal clients from your competitors you must be an expert and convey expert status.
This is one of the most effective business development strategies you can implement. Find the money hidden in your clients business. In this video, Dave Lorenzo shares five steps to find hidden money as a business development strategy.
Chapters:
00:00 Business Development Strategy: 5 Hidden Ways to Grow Sales
00:25 Develop Relationship First and You'll Find Money Hidden in Your Business
03:40 Do Careful Research and You Will Find Money Hidden in Your Client's Business
05:29 Deliver Solutions for Your Clients and You Will Immediately be Asked to Solve More Problems
06:52 Connect Your Clients with People and They Will Connect You With Other Clients
07:40 Be Positive and Promote Hope and Your Business Will Grow
Referral Marketing Strategy Pick Low Hanging Fruit
It should be easy to get referrals. The process Dave Lorenzo outlines in today's Inside BS Show will help you attract more referrals easily and frequently.
Chapters:
00:00 Referral Marketing Strategy Pick Low Hanging Fruit
00:25 Referral Marketing Strategy Do Great Work
02:51 Referral Marketing Strategy Pass More Referrals
04:35 Referral Marketing Strategy Invest in Your Clients
05:45 Referral Marketing Strategy Increase Communication Frequency
06:54 Referral Marketing Strategy As for Someone Specific
The first thing you must do if you want to get rich is fire yourself from the activity you hate and fire yourself from the activity that is not in alignment with your strengths.
Chapters:
00:00 Fire Yourself if You Want to Get Rich - Introduction
00:35 Get Away from Day-to-Day Activities of Your Business
01:36 Help Your Clients Win
02:58 Help Evangelists Win
03:40 Help Employees Win
04:40 Focus on Strategy
How to Coach a Great Sales Team
We often focus on Sales Managers as guardians who protect the company from things that could happen if the salespeople get "out of control." Sometimes Sales Managers are viewed a compliance officers who get the reports done on time and hold meetings that are mundane and tedious.
If you want to be one of the great sales leaders in your company and in your industry, become a coach who gets the best out of your team each day. Today's show is a guide to doing that.
Chapters:
00:00 How to Coach a Great Sales Team
00:35 To Build a Great Sales Team Hire Based Upon Personality
04:50 Talent Knows Talent - Hire Based Upon Referrals
05:48 To Motivate a Sales Team Focus on What Individuals Want
07:40 To Get The Most from The Members of Your Team Outline Expectations Up Front
08:37 Great Sales Managers Focus on Building a Winning Culture
5 Secrets to Selling to the CEO
The best way to grow your business is to connect with and sell to the CEO. Today's Inside BS Show gives you five secrets to getting in front of the ultimate decision-maker in any business.
Chapters:
00:00 How to Sell to the CEO
00:49 Get Walked In
03:17 How to Get an Intro to a CEO
04:30 To Sell to CEO BE Invited In as an Expert
05:10 Use an Ascension Strategy to Sell to the CEO
07:05 Sell to the CEO by Using a Common Interest or Hobby
08:09 Connect with and Sell to the CEO with Persistent, Professional Communication
The Day I Almost Died Changed the Way I Think About Business and Life
Where are you right now, in your career and in your life?
Are you where you thought you would be?
Does your business enhance your life or detract from it?
One cold winter morning ten years ago I was not focused on those three questions. I was not focused on anything. I was flat on my back, strapped to a wooden board on a gurney. I stared at the ceiling, counting the tiles that passed by as the paramedics and doctor pushed me faster and faster down a seemingly endless hallway. Everything below my shoulders was numb.
My mind was making up for the lack of motion in my body. It was racing with blistering speed. I was not thinking about all the things I would not be able to do if the feeling did not return. I was thinking about my priorities. I was thinking specifically about all the family things, all the life things I had put off because I thought my work and my life could not coexist.
It is amazing how your life can change in a split second.
Earlier that morning I made a choice to drop off a file at a client’s office instead of meeting my wife for lunch. I could have sent a messenger with the file. I could have emailed the documents. I could have done several different things, but the client demanded I bring the file personally so he could review the work and give me immediate feedback.
I walked at a brisk pace as I stepped off the curb with the rest of the pedestrians crossing with the light, in the crosswalk. I was not on my mobile phone. I was not distracted. I was thinking about crossing the street.
When the Yellow Cab hit me time stood still. I could see the horror on the faces of the other pedestrians as I flew 23 feet 7 inches and hit the ground with a sickening thud. I remember hearing the commotion as a group of Good Samaritans chased down the cab driver and pulled him out of the cab. I also remember the kind woman who asked me if she could call someone as they loaded me into the ambulance.
Back in the hospital my focus changed when the ceiling tiles gave way to a long metal tube into which I was carefully loaded by six hospital staffers. The only thing louder than the annoying hum of the equipment was the sound of my thoughts. Thoughts of things I had yet to do. Things I had put off. Quality time I had not spent with people in my life that really mattered.
Things worked out for me after that day…in more ways than one.
By the grace of God, I suffered no lasting injuries from that accident. But it served as a wake-up call. I made the decision that from that day forward my work was going to be something that enabled my life. I was going to be passionate about every aspect of my work and I was going to delegate things I did not enjoy. I was only going to accept clients who energized me and I was not going to let anyone dictate the terms under which I would operate. I would take time to do things that were important both for my clients and my family. And I would make those two previously competing forces live in harmony in my life.
Timestamps:
00:00 The Day I Almost Died Changed Everything - Intro
00:45 Dave Lorenzo's Taxi Cab Story
06:30 Is Your Business FREE or is it FAKE?
6 Most Powerful Sales Questions to Open Doors and Close Deals
Today Inside BS Show is all about Opening Doors and Closing Deals. If you want to be great at consultative sales, you must watch today’s show.
Today we discuss how to manage a remote sales team and Dave Lorenzo shares some remote sales representative success tips.
As we enter a post-pandemic world, we face the reality that most of the sales representatives who work with us will be working in a remote environment. This means they will not start and end their day at an office. In stead, they will be starting their day from home, approaching their prospects on their own and setting their own strategy for sales success.
If you're managing a remote sales team or if you are a remote sales representative these success tips will help you enormously.
Timestamps:
00:00 6 Steps to Manage a Sales Team Effectively
00:19 Set Clear Expectations
02:24 Check-In
03:45 Have a System
05:06 Focus on Outcomes
07:44 Use Video to Help Sales Representatives Improve
09:46 Secret to Remote Sales Team Growth and Success
10 Ways to Improve Your Sales Process and Increase Your Business
What can we do to increase sales? The answer to that question is my list of 10 simple ways to increase your sales. All you need to do to grow your sales results is to follow along with this check list. Some of the things we include are:
-- Facebook and Google advertising to increase sales
-- LinkedIn Outreach to grow revenue
-- Cold email as a business development strategy
-- Speaking engagements
-- Direct mail
-- Events
-- Writing articles
-- Joint Venture Mailing
-- Joint events
-- Educational videos (like this one)
And for sales tip number 11 I share a killer secret designed to help you make more money immediately.
Enjoy this video on ways to increase sales and let me know down in the comments what other questions you have about sales strategy.
Chapters:
00:00 Introduction to 10 Ways to Improve Your Sales Process and Increase Your Business
00:20 Online Advertising As Part of Your Sales Process
02:43 LinkedIn Outreach to Increase Business
03:22 Add Cold Email to Your Sales Process to Increase Business
04:31 Speaking Engagements will Increase Your Sales
05:26 Events You Host Will Help Boost Sales in Your Business
07:25 Writing and Posting Articles
08:14 Joint Venture Mailings Will Increase Sales Dramatically
09:47 Joint Venture Events Are a Certainty to Increase Sales
10:41 Educational Video Works Like Magic to Increase Sales
11:45 Killer Secret to Increase Sales the easy way
This is a great Inside BS Show that will give you the step-by-step guidance necessary to teach your sales team a consultative sales approach. If you are looking for a a great consultative sales tutorial or consultative sales training session, look no further. This is it.
Chapters:
00:00 How your Approach to Sales Can Be a Competitive Advantage
00:34 When You Focus on Relationship Sales You help the Client Achieve Their Goals
01:55 If you Focus on Consultative Sales, everyone wins
02:03 To Grow Relationships You Interact and Not Interrupt
02:44 If You Don't Get a Deal Today, with Consultative Sales, you'll Get a Deal in the Future
03:12 Consultative Sales Builds Long Term Loyalty
04:00 Consultative Sales Makes your Business Resistant to Economic Issues
05:51 The Step-by-Step Guide to a Consultative Sales Approach
Why and How to Create a Marketing Plan: A Step By Step Guide
Today’s Inside BS Show is all about your marketing plan. Yes, your business needs one and today, Dave Lorenzo teaches you how to create a marketing plan for your business.
Here is your step-by-step guide to creating a marketing plan.
Chapters:
00:00 Why is a Marketing Plan Important to Your Business
00:17 A Marketing Plan is a Roadmap to Growing a Business
00:46 A Marketing Plan Helps You Stay Focused
01:27 A Marketing Plan is a Checklist for Your Daily Activity
02:00 A Marketing Plan Will Help You Target the Right Clients
03:04 Your Marketing Plan Will help You Attract Great Referral Sources
04:50 A Great Marketing Plan Will Add Value to Your Business
05:55 Here is Your Free Marketing Plan. Download and Customize it for Your Business
How to Get More Referrals | Million Dollar Sales Script
Many people are uncomfortable asking for referrals. They feel awkward, salesy or pushy asking people to introduce them to future clients.
There is no need to feel this way ever again.
Watch as Dave Lorenzo demonstrates how to ask for referrals. He actually gives you a script you can use right now, in your business.
Chapters:
00:00 How to Get More Referrals | Million Dollar Sales Script
00:15 Introduction
01:00 The First Question You Ask In a Referral Conversation
02:09 The Follow Up That Keeps People Talking
03:00 The Question that Makes You a Valuable Partner for a Referral Source
04:11 How to Practice Your Referral Script (and Why You Need to Practice)
05:12 How to Unlock Someone's Referral Potential
05:55 Using Stories to Get People Comfortable and Into a Referral Mindset
6 Ways Sales Managers Help Their Team Make More Money
If you want to be successful as a sales manager, this Inside BS Show is a MUST WATCH event. On today’s show, Dave Lorenzo shares the 6 ways sales managers help their sales representatives make more money.
Chapters
00:00 6 Ways Sales Managers Help Their Team Make More Money Intro
00:20 Sales Managers Must Streamline Customer Service
01:30 Sales Managers Can Help Their Sales Team by Being Proactive with Accounts Receivable
03:10 Giving your Sales team Outstanding Administrative Support is a Great Way a Sales Manager Can Help the Sales Team
04:37 Stop Holding Sales Meetings
05:46 Allow Your Sales Team to Introduce Their Clients to Each Other
06:55 Sales Managers Help Their Sales Team by Fighting for them to Get Paid on Time
7 Steps To Building a Great Sales Team
This is your sales team playbook. Today we talk about the 7 steps to building a great sales team. Follow along with Dave as he outlines the step-by-step guide to a multi-million-dollar sales team.
Chapters:
00:00 How to Build a Great Sales Team
00:20 To Build a Great Sales Team Set Clear Expectations
02:26 Step two in Building a Great Sales Team is Focus on Outcomes
04:35 Step three: Track and Measure a Few Key Performance Indicators
06:00 To Build a Great Sales Team You Must Have Frequent Communication
08:13 An Essential Step in Building a Great Sales Team is Removing All Barriers
10:18 Recognize and Reward Successes – Large and Small
12:12 To Build a Great Sales Team Put Relationships First
5 Ways a Sales Manager Can Lead a Sales Team by Example
Today's Inside BS Show is all about leading a sales team. If you have people working for you, this show will help you set a positive example for them. Dave Lorenzo details the five steps you can take to lead your team with your actions and not just your words.
Be sure and watch all the way to the end as we answer a question from a member of the audience.
Chapters:
00:00 How Sales Managers Can Lead a Sales Team by Example
00:20 Make Sales Calls and Carry a Book of Business
02:16 Relieve the Administrative Burden from the Sales Team
05:14 Be Generous with Recognition
06:17 Fight Hard for your Salespeople to Get Paid
08:34 Be Consistent in Your Behavior
11:20 When Does a Sales Manager Give Up On a Sales Team Member?
Sales Managers Use These 7 Steps to Increase Sales
In this video we answer the question: “How do I increase sales in a service business?” It doesn’t matter of your service business is home services – like landscaping or extermination, personal services – like a personal trainer in a gym or a nail technician, or professional services like an attorney or CPA.
This video and this series of videos will help you increase sales.
Step one: Educational Speech: Professional speaking is a great way to increase sales in service businesses. Giving a speech increases your visibility, enhances your credibility, and differentiates you from everyone else who does what you do.
Step two: Educational Event Hosted by you: Another great way to grow your sales is by hosting an event and teach people how to do what you do. While this may seem contrary, because people can take your ideas and implement them on their own, it is a great way to demonstrate your expertise. In the video I show you how to use this “do it yourself” mindset to grow sales for your service business.
Step three: Direct Mail Sequence: One of my favorite ways to increase sales is with a direct mail sequence. I demonstrate how to use direct mail to grow your business sales rapidly.
Step four: Facebook and Google Advertising: Of course, advertising is one of the fastest ways to increase your sales. Today I show you how to do this without spending a huge amount of money.
Step five: LinkedIn Outreach: One of the most valuable tools we have in business-to-business sales is LinkedIn. If you want to increase sales in b2b, this step will help you enormously.
Step Six: Cold Email: Many people think cold email is not as effective as it used to be. These days a cold email works about 1 – 2 percent of the time. If you’d like to discover the way I use cold email to increase sales, this step is a must.
Step Seven is the killer secret that you cannot afford to miss. When it comes to increasing sales, this last step is one of the fastest ways to grow your revenue, increase your sales productivity and make more money. DON’T MISS the KILLER SECRET to increasing sales in step seven.
Chapters:
00:00 How do I increase sales in a service business?
01:08 Deliver an Educational Speech and use it to increase your sales.
03:40 Host an event and use that to help you get a sales increase.
04:24 How to craft a fantastic direct mail sequence designed to grow sales in a service business.
06:15 The awesome power of online advertising for sales growth.
07:39 The correct way to use LinkedIn outreach to increase sales.
08:25 The magic of cold email to increase sales when it is done correctly.
10:10 How to get a sales increase in a service business using Dave’s FREE gift.
10:50 The Killer Secret strategy to increase sales in your business.
How to Follow Up and Close Sales
If you are looking for the key to making more money and closing more sales, I have solution for you today on this edition of The Inside BS Show.
Follow-Up has been the key to my success as a sales leader. I want you to enjoy the same type of success. Join me for today show and you’ll discover my follow-up system that has helped generate millions in new revenue.
Chapters:
00:00 Follow Up. Close Sales. Repeat!
00:17 The Four Types of Revenue In Any Business
02:15 How to transition into the other three types of revenue.
02:50 How important is it to stay in contact with your client database?
04:03 The magic of customer follow-up.
04:52 How can you bring your clients together?
Today on the Inside BS Show, we're talking about the 3 daily habits that will make you more money, making you a successful salesman.
As a salesperson, you need to stay top of mind. You meet a lot of clients every day. Some of those interactions turn into sales, and some don’t. But what happens after you interact with those clients?
Consider the fact that your clients also encounter different salespeople daily and are presented with other product offerings. It's no wonder that they may easily forget you or your products and services. The market is competitive.
So how can you stay top of mind, ensuring that your customers remember you when the time comes for buying?
Apply these 3 sales habits daily and become a successful salesman with explosive sales numbers!
Chapters:
00:00 - 3 Daily Habits That Increase Your Sales Guaranteed
00:32 - How effective are handwritten notecards?
02:35 - How likely are you to get a positive response from a prospective client?
03:03 - Should you help people connect with each other?
03:31 - Demonstrating your external orientation: how to stay top of mind.
04:30 - Should calls to your clients always be sales calls?
05:49 - How can you recommend your clients to other people?
If you want to know what makes a good sales manager, I have some tips for you in this video. Leading a sales team is all about everyone EXCEPT for you. As a leader, your job is to make everyone else on your team better, so that they can shine.
So, to help you take your leadership to the next level, here are a few things you should keep in mind.
If you’re doing reports on your sales team, just stop. These reports create more work for everyone and they’re often not accurate. If you want to know how your team is doing, just ask them about their results each week.
Secondly, don’t waste time with meetings. Sales meetings are often not very productive. What makes a good sales manager in my experience is being able to get out of the way. So get out of the way and let your team sell, don’t take up their time with meetings.
Third, be sure you’re asking your team what they need in order to be successful. If you’re leading a sales team you really need to be the person that can make their jobs easier. Whether that’s helping them out with corporate, with customers, or by marking boundaries, make sure you’re doing whatever you can to improve their sales.
Fourth, pay your team on time and fight for higher commissions. If you show your dedication to the team, they will return it in full.
And finally, it’s not about you. Keep that in mind the next time you get in front of your team. Let them know what you can do for them, and they will show you what they can do for you.
Remember, what makes a good sales manager is often just getting out of the way.
Chapters:
00:00 - What makes a good sales manager?
00:18 - Tips for leading a sales team
00:40 - Create a Distraction Free Environment
02:04 - Great Sales Managers Provide the Sales Team with a System
02:40 - Steal Dave Lorenzo's Sales System
03:30 - Constantly Train and Coach Your Team
05:10 - Focus on Outcomes
06:02 - Dave's Success Story with Focus on Outcomes
08:35 - Share Best Practices
09:33 - Recognize and Reward Positive Behavior
reat B2B Sales Advice from a Horrible Person
Dave Lorenzo shares the advice Newt Gingrich gave his team during a speech. The advice Newt gave is awesome. You don't want to miss it.
Chapters:
00:00 Newt Gingrich Gives Dave Lorenzo B2B Sales Advice
00:30 Who is Newt and Why You Should Care
01:20 How to Shorten the Sales Cycle in High Ticket Sales
04:00 How to Apply Newt's Advice
5 Keys to Professional Speaking for Lead Generation in Business Development
If you’ve ever used professional speaking in your business development process, you must watch this video. During this episode of the Inside BS Show Dave Lorenzo shares his 5 Keys to Professional Speaking for Lead Generation in Business Development.
Don’t miss this compelling episode of our show.
Chapters:
00:00 Business Development Training Video: Professional Speaking for Lead Generation
00:30 The Foolproof Process for Using Speaking to Get New Clients
00:54 Adjust Your Mindset
01:08 The Story of How an Attorney Went from Failure to Success with Public Speaking
03:30 Provide a Massive Amount of Information
04:20 Dave’s Jerry Seinfeld Story
06:43 Offer Your Honeypot
09:28 Close with a Transformational Story
What is Client Lifetime Value?
If you want to be great at consultative sales, you need to understand and focus on client lifetime value. On today's Inside BS Show, Dave Lorenzo shares a definition of client lifetime value and why it is so important.
Chapters:
00:00 What is Client Lifetime Value?
00:30 Client Lifetime Value Means Focusing on relationships Not Transactions
04:20 If You Want to Be a HUGE Success in B2B Sales Client Lifetime Value Must Be Your Focus
05:20 To Keep Your Clients for the Long Term Constantly Deliver Value
How to Stay Motivated While Working From Home
When you are working from home it can be easy to become distracted and lose your motivation. On this episode of The Inside BS Show, we share some critical strategies to help you stay focused and motivated while working in a remote environment.
This video contains my five most effective strategies for increasing productivity while working from home and I have been doing it for the past 15 years.
Chapters:
00:00 How to Stay Motivated While Working from Home Introduction
00:20 To Stay Focused While Working From Home Make Your Process As Simple as Possible
01:27 To Stay Motivated While Working from Home Either Make the Distractions Work for You or Remove Distractions
01:45 Motivation in Sales Can Be Developed and Enhanced By Celebrating Small Wins
02:56 If You Want to Be More Productive While Working at Home Give Yourself Permission to Relax for An Hour Each Day in the Middle of Work
03:55 To Maintain Focus While Working at Home, Change Your Perspective
05:48 If You Are Struggling to Stay Focused While Working at Home Take Time to Reflect Upon The Reason Why You Got Into This Business in the First Place
7 Insider Secrets To B2B Sales Success
In this video, I am going to be sharing how to increase sales by building a relationship with your potential buyers and customers. It is important to build a long term relationship with each person, to make sure they become a returning buyer. The key is to get yourself and your business out there, promotion and advertising is important for growth.
When you are speaking to an audience or even a few people, you must show that you care and are passionate about the product or service, people love fairness and authenticity.
RelationshipMarketing #Business #Clients #Buyers #Customers #IncreaseSales #Speaking #Speeches #Advertising #Promotion
Chapters:
00:00 Intro How Can I use relationship marketing to increase sales?
00:45 What is relationship marketing?
01:27 Step one: Educational speeches work like magic
03:25 Step two: Host an educational event
04:39 Step three: Direct mail sequence
05:40 Step four: Digital advertising to increase sales
07:04 Step five: LinkedIn outreach
07:37 Step six: Cold email for lead generation
08:40 Free gift from Dave: https://RevenueRoadmapGuide.com
09:25 Step seven: The secret shortcut that will change everything
7 Simple Marketing Techniques to Increase Sales in Your Business
Business growth requires lead generation and that is the key to increasing sales in your business. In this video I (Dave Lorenzo) cover seven ways to increase sales in business and the final step may be the most important. You see, the seventh step is a shortcut you can use to grow your revenue, make more sales and drive profit in your business.
Here are all the steps that lead up to that seventh way to increase sales.
Step one: Facebook and Google Advertising – This is a great strategy to grow your sales. In the video we discuss the optimal way to leverage online advertising.
Step two: LinkedIn Outreach – Many sales executives and professional service providers are using LinkedIn as a tool for sales. It is not only a research center for your business, it can also be a lead generation tool for sales.
Step three: Cold Email – Can you effectively increase sales by sending email to people you don’t know? The answer is “Yes,” and I show you how in this video.
Step four: Speaking – One of the best ways to increase sales is through delivering educational speeches to audiences that a comprised of prospects that look like your ideal client. This video demonstrates how you can make the most of the sales tactic to increase business.
Step five: Direct Mail – Sending letters is an effective way to increase sales. It has been for a long time. We demonstrate how to do this in a way that gets results.
Step six: Events – People love the interaction from a live event. If you are serious about increasing sales in your business, you must host at least one or two events each year.
Step seven: This is the secret strategy that is a shortcut to increasing sales quickly. If you watch the video all the way to the end, you’ll discover how every business can benefit from this sales strategy that will increase your business, fast.
You’ll want to watch this video all the way to the end, not only because the final step is the one that will help you grow your business the fastest, but also because I give you a free gift to help you increase sales in your business immediately.
Chapters:
00:00 7 Simple Marketing Techniques to Increase Sales in Your Business introduction
00:59 How to make the best use of Facebook and Google Advertising without spending a fortune to increase sales
02:45 There are many ways to annoy people with LinkedIn Outreach. We teach you the correct way.
03:31 How do you use cold email to increase sales in business? We show you.
04:15 Speaking engagements are a great lead generation strategy that can help you increase sales.
05:31 Direct mail works to grow your business. This portion of the video may surprise you.
07:02 Events you host are fantastic opportunities to increase sales. In business, you should host events at least a couple of times each year.
08:28 FREE Gift from Dave: This is your chance to get your own customizable marketing plan to increase sales in your business.
09:16 Now it is time for the secret strategy that is a shortcut to increasing sales quickly.
6 Keys to Selecting Topics for Lead Generation Videos
Today's Inside BS Show is a shortcut designed to help you select video topics for lead generation. YouTube can be one of the best B2B lead generation tools in your business arsenal. Today Dave Lorenzo shows you how he selects topics for his videos.
Enjoy this B2B lead generation tutorial using YouTube.
Timestamps:
00:00 6 Keys to Selecting Topics for Lead Generation Videos
03:16 How to do Topic Research for Lead Generation Videos
04:15 What does YouTube Autofill Say?
05:15 What Phrases are Advertisers Using?
06:20 How VidIQ and Tube Buddy can Help
07:19 What To Do When You Find a Winning Topic
09:30 Get a FREE Gift From Dave
10:15 The Secret Shortcut to Selecting Topics for Lead Generation on YouTube
Chapters:
00:00 You’re Focusing on the Wrong Thing
00:30 Story About How Dave Wasted Years On His Weaknesses
04:45 What Makes Dave’s Palms Sweat?
05:30 What Should You Do When You Discover Your Strengths?
05:55 Sales Manager You Must Assess Each Person’s Strengths, Here’s How
07:20 Match Your Team with Sales Strategies that Allow them to Leverage Their Strengths
08:09 This is What You’ve Been Doing Wrong as a Sales Manager
To Be Successful in Sales Stop Hustling and Start Building Relationships
Chapters:
00:00 Gary Vee is Wrong
01:05 B2B Sales is About Relationships and Not Transactions
01:46 How a Stock Broker Blew It and Lost a $10,000 Investment
3:00 60 Pieces of Content Per Day Doesn't Get You Into the CEO's Office
3:36 Client Lifetime Value Must be Your Focus
4:08 Hustle and Focus on Transactions if You're in Consumer Sales
Description:
If you’re looking to increase your sales leads this is the video for you. Today I share my seven-step formula for increasing sales leads in any service business. Here’s what we cover:
Step one: Identify Ideal Client: This is a critical component of any sales funnel. You must know who the appropriate target is before you begin selling to them. We help you with this in step one.
Step two: Target Clients Through Trade Associations: This is where you target your sales leads in groups. If you want to increase sales, you must target them through trade associations or organizations. This is a fast-acting sales lead generation strategy.
Step three: Offer an Educational Product: This step in the lead generation process is all about converting suspects into prospects. May people look to jump right into selling a service or a product without taking the time to build a relationship. This step forces you to increase sales leads through relationship development.
Step four: Follow-up with a Phone Call: Need a lead generation call script? This step has it.
Step five: Follow-up with an Invitation to an Event: Get them in front of you and teach them why they need you. That is the next step in the process.
Step Six: Send an Educational Email Each Week: Following up and nurturing your sales leads is critical. This is how you do it.
BIG SECRET: Don’t miss this step. It will help you grow quickly.
Timestamps:
00:00 Intro to How to increase sales leads
00:39 Identify Ideal Client
01:55 Target Clients Through Trade Associations
03:06 Offer an Educational Product
04:20 Follow-up with a Phone Call
05:04 Follow-up with an Invitation to an Event
05:35 Send an Educational Email Each Week
06:10 BIG SECRET: Don’t miss this step. It will help you grow quickly and with less effort
Attention Sales Managers: Fire Everyone Who Is Late
Sales Managers: People who are chronically late are not deserving of your trust for three reasons:
- They don't respect you
- They don't respect themselves
- They don't respect your clients or the business you are doing with them.
This is not your usual sales management video. In this episode of The Inside BS Show, Dave Lorenzo makes the argument that people who are chronically late cannot be trusted.
If you are a person who has trouble managing your schedule or scheduling your time, this video is your wake up call. If you are a sales manager and you manage these people, realize, it is your choice. You don't have to put up with this behavior. Fire these people immediately.
Timestamps:
00:00 Fire Everyone Who Is Late
00:30 Story of the CIA Operative Who Was Late: "When you're late someone dies."
03:15 What If They Are Only Late One Time?
03:37 Bad Things Happen When People in Sales Show up Late
05:07 Being Late is a Sign of Disrespect
05:56 Salespeople Who Are Late Lack Discipline
06:49 Sales Representatives Who are Late Have No External Orientation
07:41 If Your Salespeople are Late They are Irresponsible
Sales Managers: How To Prepare Your Sales Team for Adversity
If you're a sales manager one of the biggest responsibilities, you have is to prepare your team to give a presentation (a pitch) to a client. Today's show is all about how you can get the team ready not only for giving a standard presentation but to be ready for ANYTHING that can happen.
Timestamps:
00:00 How to Prepare Your Sales Team for Adversity
00:20 What Happened When Dave Fell Into a Fountain Before His Big Meeting
01:22 The Five Ways to Prepare Your Sales Team for Adversity
04:37 Have Your Sales Team Members Do Presentations in Front of Random Strangers
06:05 Make Your Sales Representatives Present Without Warning
07:18 Have New Sales Reps "Second Chair" Meaning Have Them Attend Someone Else's Presentation
08:02 Do a Red Team Before Any Big Presentation
09:10 Have Your Sales Team Members Present After an Emotionally Difficult Situation
10:27 The Biggest Adversity Dave Ever Faced Before a Presentation
How Great Sales Managers Start Their Day
This episode of The Inside BS Show is a blueprint for starting your day as a sales manager. This is the second part of a two part series.
Timestamps:
00:00 Million Dollar Miracle Morning for Sales Managers and Their Sales Team
01:20 How Dave Lorenzo Developed These Winning Sales Habits
03:25 Send Thee Handwritten Notes
06:14 Make Three Phone Calls
07:38 Write an Article
11:51 Pass a Referral
13:43 Schedule a Meeting
The Real Miracle Morning | Daily Habits of Successful Salespeople
Have you read the book The Miracle Morning by Hal Elrod? If you haven't, don't bother. It's basically junk. There's noting new in it. Today's inside BS Show is Part 1 in a two-part series dedicated to helping you get your day started.
The Real Miracle Morning habits in this video and in Part 2, will help you jump start each day whether you are a sales representative or a sales manager. Follow these guidelines and share your successes with me.
Timestamps:
00:00 Daily Habits of Successful Salespeople
00:30 Why Dave Decided to talk About Choices That Set You Up For Success in Sales
03:20 What Time You Wake Up Makes a Difference in Sales
05:38 Do You Attack Your Biggest Project First Thing in the Morning?
07:06 Don't Check Your Email Early in the Morning. Do This Instead
08:15 Consume Business News Not JUNK News
10:08 Do You Focus on Relationships or on Closing Deals?
How to Go From Failure to Success in Selling in Less Than 12 Months
Today's show is a step-by-step guide to turning around your sales career. If you are struggling with sales, this who will help you break out of your slump and go from being a failure to being a success in under 12 months.
Join me (Dave Lorenzo) as I take you down the actual path I followed to go from being a miserable failure to being a huge success in sales.
Timestamps:
00:00 How to Go From Failure to Success in Sales in Under 12 months
00:45 When Dave was a Miserable Failure at Sales
01:00 How Dave Turned His Sales Career Around
01:26 Stop Chasing Deals and Start Solving Problems
04:08 Put Relationships Before Transactions
05:40 Focus on Increasing Client Lifetime Value
06:37 Refer Business in a 3 to 1 Ratio
How To Prepare Your Sales Team for Adversity
If you're a sales manager one of the biggest responsibilities you have is to prepare your team to give a presentation (a pitch) to a client. Today's show is all about how you can get the team ready not only for giving a standard presentation but to be ready for ANYTHING that can happen.
Timestamps:
00:00 How to Prepare Your Sales Team for Adversity
00:20 What Happened When Dave Fell Into a Fountain Before His Big Meeting
01:22 The Five Ways to Prepare Your Sales Team for Adversity
04:37 Have Your Sales Team Members Do Presentations in Front of Random Strangers
06:05 Make Your Sales Representatives Present Without Warning
07:18 Have New Sales Reps "Second Chair" Meaning Have Them Attend Someone Else's Presentation
08:02 Do a Red Team Before Any Big Presentation
09:10 Have Your Sales Team Members Present After an Emotionally Difficult Situation
10:27 The Biggest Adversity Dave Ever Faced Before a Presentation
Why Should You Learn Consultative Selling?
If you watched the TV series The Wire, you're familiar with Omar Little (Michael K. Williams). Omar was many things and among those he was a "street philosopher." There is much wisdom to be gleaned from Omar Little and I've found some for us today about Consultative Sales.
Timestamps:
00:00 Why Should You Learn Consultative Selling?
00:30 Who is Omar Little and What Can He Teach Us About Consultative Sales?
01:12 The BIG Opportunity Consultative Sales Offers Professionals and Business Leaders
01:40 THE GAME for Long Sales Cycles is to Develop as Many Relationships as You Can
02:00 What You Should Do If You are Starting a Career in High Ticket Sales Today
03:24 Consultative Sales Means Putting Relationships Before Transactions
Joe Rogan Teaches Us How to be Great at Consultative Selling
On today's show we examine what has made Joe Rogan the top podcast host in the world and look at how that applies to consultative selling. Joe has a lot to teach us and how to be great at sales is just the beginning. If you are a professional and you want to grow your business, today's Inside BS Show is a tutorial on Consultative selling techniques you should be using to increase revenue.
Timestamps:
00:00 Joe Rogan Teaches Us How to be Great at Consultative Selling
00:23 Who is Joe Rogan?
01:00 Joe Rogan's Controversial COVID Treatment Increased his Influence
02:12 To Be Great at Consultative Selling you Must Be Intellectually Curious
04:04 Consultative Sales Experts Have a Strong Network of People They Call Upon
06:12 Consultative Selling Experts Have Empathy
07:35 Dominate a Niche Market First if You Want to be a Paler in Consultative Sales
11:23 Become a Person of Interest and Watch Your Revenue Explode
Today's Inside BS show shares how Dave Lorenzo become known as the Godfather of Consultative selling. This will help you discover why consultative selling is right for you.
The Day The Taxi Hit Me Changed Everything
Where are you right now, in your career and in your life?
Are you where you thought you would be?
Does your business enhance your life or detract from it?
One cold winter morning ten years ago I was not focused on those three questions. I was not focused on anything. I was flat on my back, strapped to a wooden board on a gurney. I stared at the ceiling, counting the tiles that passed by as the paramedics and doctor pushed me faster and faster down a seemingly endless hallway. Everything below my shoulders was numb.
My mind was making up for the lack of motion in my body. It was racing with blistering speed. I was not thinking about all the things I would not be able to do if the feeling did not return. I was thinking about my priorities. I was thinking specifically about all the family things, all the life things I had put off because I thought my work and my life could not coexist.
It is amazing how your life can change in a split second.
Earlier that morning I made a choice to drop off a file at a client’s office instead of meeting my wife for lunch. I could have sent a messenger with the file. I could have emailed the documents. I could have done several different things, but the client demanded I bring the file personally so he could review the work and give me immediate feedback.
I walked at a brisk pace as I stepped off the curb with the rest of the pedestrians crossing with the light, in the crosswalk. I was not on my mobile phone. I was not distracted. I was thinking about crossing the street.
When the Yellow Cab hit me time stood still. I could see the horror on the faces of the other pedestrians as I flew 23 feet 7 inches and hit the ground with a sickening thud. I remember hearing the commotion as a group of Good Samaritans chased down the cab driver and pulled him out of the cab. I also remember the kind woman who asked me if she could call someone as they loaded me into the ambulance.
Back in the hospital my focus changed when the ceiling tiles gave way to a long metal tube into which I was carefully loaded by six hospital staffers. The only thing louder than the annoying hum of the equipment was the sound of my thoughts. Thoughts of things I had yet to do. Things I had put off. Quality time I had not spent with people in my life that really mattered.
Things worked out for me after that day…in more ways than one.
By the grace of God I suffered no lasting injuries from that accident. But it served as a wake-up call. I made the decision that from that day forward my work was going to be something that enabled my life. I was going to be passionate about every aspect of my work and I was going to delegate things I did not enjoy. I was only going to accept clients who energized me and I was not going to let anyone dictate the terms under which I would operate. I would take time to do things that were important both for my clients and my family. And I would make those two previously competing forces live in harmony in my life.
Timestamps:
00:00 Motivational Sales Speech - Intro
00:45 Dave Lorenzo's Taxi Cab Story
06:30 Is Your Business FREE or is it FAKE?
Sales Prospecting for B2B Sales and Business Development
In today's show we outline and entire B2B sales system and offer you a free guide to replicate it in your business. If you are in business development, this video will revolutionize the way you attract new prospects and close sales.
Timestamps:
00:00 Sales Prospecting for B2B Sales and Business Development
00:42 Step One in B2B Sales Prospecting: Find Ideal Client
02:29 Step Two in B2B Sales Prospecting: Lead Generation Leverage
03:40 Step Three in B2B Sales Prospecting: Use an Engagement Device
05:20 Step Four in B2B Prospecting: Qualify the Prospective Client
06:21 Step Five in B2B Prospecting: Nurture Prospects
07:35 B2B Prospecting Best Practice
Sales Motivation Lessons from the Girl Scouts
If you are interested in learning how to motivate your team to sell more, you need to look to the Girl Scouts as a fantastic example. Today's show identifies five ways the Girl Scouts provide a blueprint for sales success.
Timestamps:
00:00 Sales Motivation Lessons from the Girl Scouts
00:46 Build a Community of Sales Professionals and Clients
03:42 How to Best Blow Away Their Sales Quota
05:38 Focus on Training and then Focus on Training Again and Again
08:06 If You Want to Sell More Connect with Clients in Creative Ways
09:56 Key to Success in Sales is to Make an Emotional Connection with Client
Five Habits that Will Get You More Referrals
you mom was right. The habits she taught you when you were a child will payoff for you in business. Today's show is all about the habits you need to attract more referrals.
Timestamps:
00:00 Five Habits that Will get You More Referrals
00:58 Habit One: The Referablity Habits from Dan Sullivan
03:23 Habit Two: Don't Talk Behind People's Back
04:22 Habit Three: Seek to Understand Others
05:43 Habit Four: Give First
06:50 Habit Five: Treat People The Same On the Way Up and Down the Ladder
Timestamps:
00:00 How to Spot a Fake Guru
01:07 Fake Gurus Have Aspirational Trappings
03:47 Fake Gurus are Emotionally Manipulative
06:20 Fake Gurus Make Promises That are "Too Good To Be True"
09:56 Fake Gurus Never Give You Actual References
11:09 Fake Gurus Have Zero Experience in Building a Business
12:32 Fake Gurus Don't Have an Original Body of Work
13:13 Fake Gurus Never Put Skin in the Game
15:14 Here are Three Real Gurus Dave Lorenzo Trusts
00:00 Three Most Important Aspects of Consultative Selling
00:20 The Day They Called Security and Threw Me Out
05:17 Consultative Selling Rule 1: Get Your message right. Ask questions in advance
06:00 Consultative Selling Rule 2: Focus on the audience: Why are they stuck?
07:12 Consultative Selling Rule 3: Match delivery to the audience: What's the best way to communicate with them?
09:25 The Secret to Success: Wrap it Up in a story
👉WHAT TO WATCH NEXT👈
Consultative Sales Videos: What is consultative sales? How do you do it? Watch these videos:
https://www.youtube.com/playlist?list...
How to Deal with Difficult Clients
If you've ever had a situation where a client was demanding and downright difficult and you didn't know what to do, Today's Inside BS Show will help you.
One of my clients threatened to sue me because of something that was out of my control. That situation taught me a great deal about handling difficult clients. List to my story.
Timestamps:
00:00 How to Handle Difficult Clients
00:25 A client threatened to sue me
03:40 Step One in Dealing with Difficult Client is Set Expectations Up Front
05:48 Step Two in Dealing with Difficult Client is Focus on Expectations
07:30 Step Three in Dealing with Difficult Client is Listen and Reflect Back
08:47 Step Four in Dealing with Difficult Client is Communicate Frequently
10:00 Step Five in Dealing with Difficult Client is Lead with Empathy
11:23 Secret To Success: What you do when you screw up
B2B Sales Questions You Should Never Ask
It is amazing how often we get in trouble with the words that come out of our mouths. Many times we say things that hurt our chances at a sale because we are nervous, unconfident or intimidated by the prospect. On today's show I'm going to share five questions you should never ask in a B2B sales situation. Watch this show and remove these questions from your sales script right away.
Timestamps:
00:00 Five B2B Sales Questions You Should Never Ask (Intro)
00:30 When you are nervous, inexperienced or intimidated, you are likely to say something dumb
01:30 You are talking too much in your B2B Sales meetings. Here's how I know.
02:00 The first question you should never ask seems harmless but it is deadly.
03:20 Question number two is a guarantee that you'll lose the deal.
04:50 The third question shows you have a lack of confidence.
06:35 Using a "conditional close" kills your deal for sure.
08:20 Never ever ask question number five. Do this instead.
10:45 The big secret to making questions work in your B2B sales process.
Below are links to the other videos in this Business Development Skills Series:
Part 1: How to Create Your Ideal Client Profile: https://youtu.be/Vr9aElsgqco
Part 2: How to Find Prospects for Sales: https://youtu.be/SAHb5OEXs9o
Part 3: How to Create a Lead Magnet: https://youtu.be/ZQy4s5GaWg8
Part 4: How to Qualify Leads in Sales: https://youtu.be/rPn31zUlGeI
Part 5: How to Nurture Leads for More Sales https://youtu.be/nH5yJ3EZGg8
Part 6: Your B2B Selling System https://youtu.be/saOovfmz4R0
Timestamps:
00:00 Your B2B Selling System
00:48 Find Your Ideal Clients
02:29 In B2B Sales You Must Use Leverage for Lead Generation
04:13 In B2B Sales you Convert Suspects into Prospects with a Lead Magnet
05:48 To Be Successful in B2B Sales You Must Qualify Every Lead
06:28 To Grow Your Revenue in High Ticket Sales You Must Nurture Leads
Below are links to the other videos in this Business Development Skills Series:
Part 1: How to Create Your Ideal Client Profile: https://youtu.be/Vr9aElsgqco
Part 2: How to Find Prospects for Sales: https://youtu.be/SAHb5OEXs9o
Part 3: How to Create a Lead Magnet: https://youtu.be/ZQy4s5GaWg8
Part 4: How to Qualify Leads in Sales: https://youtu.be/rPn31zUlGeI
Part 5: How to Nurture Leads for More Sales https://youtu.be/nH5yJ3EZGg8
Part 6: Your B2B Selling System https://youtu.be/saOovfmz4R0
Timestamps:
00:00 How do you nurture sales leads?
00:47 Story About How Dave Lorenzo Missed Out on Million in Sales
01:23 Do a Weekly Email to Your Audience of Prospects
02:27 Use Direct mail to Follow-up with your Sales Leads
03:11 If you Want to Convert More Leads Send an Email with a Video
04:06 To Close More Deals Follow-up Your Email and Direct Mail with a Phone Call
04:41 Send a Personalized Email to All Prospects as the Fifth Step in Your Follow-up Process
05:51 The Secret To Massive Success with Sales Follow-up
Below are links to the other videos in this Business Development Skills Series:
Part 1: How to Create Your Ideal Client Profile: https://youtu.be/Vr9aElsgqco
Part 2: How to Find Prospects for Sales: https://youtu.be/SAHb5OEXs9o
Part 3: How to Create a Lead Magnet: https://youtu.be/ZQy4s5GaWg8
Part 4: How to Qualify Leads in Sales: https://youtu.be/rPn31zUlGeI
Sales Managers: Teach Your Team How to Qualify Leads in Sales
This episode of the Inside BS Show teaches sales managers how to instruct their sales team on the qualifying process. This is an essential tool for closing more sales deals and making money in sales.
Timestamps:
00:00 How to Qualify Leads in Sales
00:52 What is Sales Qualification?
01:44 What problem do you solve better than anyone else?
03:09 Does the prospect have the ability to make a decision and commit to a deal?
04:49 Does the prospect have money? Can he/she afford you?
05:36 Does the prospect have the urgency to move forward today?
07:00 Shortcut to Success in Qualifying your Prospects
How to Create a Lead Magnet
This is part 3 in our business development skills series. Here are the other shows in this series:
Part 1: How to Create Your Ideal Client Profile: https://youtu.be/Vr9aElsgqco
Part 2: How to Find Prospects for Sales: https://youtu.be/SAHb5OEXs9o
Part 3: How to Create a Lead Magnet: https://youtu.be/ZQy4s5GaWg8
Timestamps:
00:00 How to create a lead magnet in 5 steps
00:30 Why do you need a lead magnet?
02:44 Your Lead Magnet must help people relieve their pain
04:22 Make the Lead Magnet related to the reason your in front of your audience
05:42 The Lead Magnet Must do three things to help advance the business development process
08:40 In your Lead Magnet you must provide an actionable next step
09:21 Share enormous value in your Lead Magnet
11:11 The Secret to Make Your Lead Magnet work hard for you each day
How to Find Prospects for Sales
This is part two in our business development skills series. Here are the other shows in this series:
Part 1: How to Create Your Ideal Client Profile: https://youtu.be/Vr9aElsgqco
Part 2: How to Find Prospects for Sales: https://youtu.be/SAHb5OEXs9o
Timestamps:
00:00 How to Find Prospects for Sales
00:52 How to use speaking engagements to attract sales prospects
02:28 How to use video as a lead generation system
04:42 How to use a podcast to generate new business leads
05:53 How to use social media leads for lead generation
06:54 How to use direct mail for lead generation
08:11 Use this strategy (Dave's Favorite) to generate leads
👉WHAT TO WATCH NEXT👈
Consultative Sales Videos: What is consultative sales? How do you do it? Watch these videos:
https://www.youtube.com/playlist?list...
👉 GET YOUR FREE GIFT FROM DAVE
http://www.RevenueRoadmapGuide.com
How to Create Your Ideal Client Profile and Make Work Fun Again
This is part 1 in a six part business development series. Today we discuss how to create an ideal client profile and why that makes a huge difference in the amount of joy you feel at work.
When you work with ideal clients everything is easier and your begin to enjoy work again.
Timestamps:
00:00 Five Keys to Identifying Your Ideal Client
01:41 Identifying an Ideal Client Starts with an Industry Focus
04:05 Ideal Clients are Deal Makers (They Have Authority to Make Decisions)
05:29 When Focusing on Ideal Clients Look for Common Pain
07:56 Fastest Way to Attract Ideal Clients is By Generating Word of Mouth with Your Brand
09:08 Your Business is Successful with Ideal Clients if You Fill a Hole in the Market
11:05 Get A Free Gift from Dave to Help Attract High Paying Clients
11:58 The One Strategy that Will Change Everything in Your Business
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How to Sell Anything in Three Steps
If you are in high ticket sales or if you sell anything with a long sales cycle, this consultative sales video will help you. This Inside BS Show is your guide to selling with zero resistance.
Timestamps:
00:00 How to Sell Anything in Three Steps
00:39 Step One in Consultative Sales: Identify the Problem
02:45 Step Two in Consultative Selling: Consequences of Inaction
04:30 Step Three in Consultative Sales: Offer Assistance
05:05 High Ticket Sales Secrets THEY Don't Want You To Know
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https://www.youtube.com/davelorenzo/?...
How to Close a Big Deal Fast
Today's show is all about closing deals quickly and shortening the B2B Sales Cycle.
If you want some amazing B2B Sales Tips, you've got to join us for today's Inside BS Show.
Timestamps:
00:00 How to Generate B2B Sales Leads
00:30 The Reason You Need a System to Close B2B Sales Deals
01:00 The Story Dave Has Never Told His Clients
03:11 To Source more B2B Leads You Need to Educate Your Clients
05:45 To Close B2B Deals Fast, Establish Relationships by Delivering Referrals
08:30 Relationships Lead to Better Quality B2B Clients
09:16 If you want better B2B Clients You Need to Gather Intelligence
11:20 Dave Lorenzo's B2B Sales Secret
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What is B2B Sales?
If you've ever wondered why B2B sales is based upon personal selling, you must watch this episode of the Inside BS Show. On Today's show we discuss B2B sales and study why it is really all about personal selling. This means your relationship skills are just as important in B2B sales as they are in B2C sales.
Timestamps:
00:00 What is B2B Sales?
01:43 How All Sales Are Made
02:52 How to Influence the Decision Process
03:45 How to use Data and How to Use Stories in B2B Sales
04:52 Four Questions to Answer in B2B Sales
06:24 How to use Consultative Selling in a B2B environment
08:00 What is the Ideal Mindset for B2B Sales?
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What does a Sales Manager Do?
If you are wondering what a sales manager does, you are not alone. Today's show is all about helping you understand and master a sales manager's daily activity.
Timestamps:
00:00 What is a sales manager daily action plan? - Intro
00:30 Why You Need a Daily Action Plan as a Sales Manager
02:33 Sales Managers Set up a Daily Basics Review
05:10 The Best Sales Managers Set Up Key Performance Indicators
06:20 Daily Communication is Part of a Sales Manager's Action Plan
07:43 One-on-one Communication is also a Critical Part of a Sales Manager's Daily Plan
09:08 Great Sales Managers Provide Feedback Using the Sandwich Method
12:00 The One Thing All Sales Managers Must Focus on (a story from Dave)
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Use This Consultative Sales Strategy to Get More Referrals
Everyone likes more referrals. After all, referrals are free money. Consultative sales is a process that makes it easy to develop relationships and build trust. When you build trust, it becomes easy to attract more referrals.
This process helps close deals and get more referrals.
Timestamps:
00:00 How to Get More Referrals for Your Business - Intro
01:03 To Get More Referrals Make a List of Everyone Selling Something to Your Client
02:25 Reach out to Everyone On the List
03:58 Do Group Outreach: Target The List as a Group
05:16 Take each of These Evangelists on a Meeting to Introduce them to a Referral For Them
06:19 Give Each Evangelist a High Profile at One of Your Events
08:32 Secret to Increase Speed of Referrals to You
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5 Secrets Great Sales Managers Use to Recruit a High Performing Sales Team
Today's Inside BS Show is a tutorial on how to find good salespeople. If you are a great sales manager, you'll recognize many of these secrets. These are the same strategies the best use to recruit outstanding salespeople.
Timestamps:
00:00 How to Find Good Salespeople
00:41 Educate the Industry
01:44 Connect with Influential People
03:12 Be a Valued Member of the Community
04:00 Socialize and Establish Relationships with the Best People in the Industry
05:04 Gather Intelligence about the People who are the Best in the Business
06:54 The Secret to Recruiting Great Salespeople
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https://www.youtube.com/davelorenzo/?...
6 Ways to Make Consultative Selling Work for B2B Sales
If you want to be great at B2B sales, you must master consultative selling. On today's show, Dave Lorenzo demonstrates 6 powerful ways consultative selling can be a competitive advantage in B2B sales.
Timestamps:
00:00 6 Ways to Make Consultative Selling Work for B2B Sales - Intro
0:206 Educate
05:49 Connect
06:32 Community
07:43 Relationship
08:42 Gather Intelligence
11:14 Secret to Success in B2B Sales
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6 B2B Sales Tips for Introverts [Outsell those Extroverts]
Today's show will help you grow your business even if you're not outgoing and dynamic. Dave Lorenzo shares his secrets on selling for introverts in this episode of the Inside BS Show.
Timestamps:
00:00 6 B2B Sales Tips for Introverts - Intro
01:00 How Dave was stuck as an introvert and how this will help you
03:10 Educate on YouTube
05:22 Connect on Podcast
06:44 Develop a Community
08:09 Reach Out on LinkedIn
10:00 Strategic Alliance Partnerships
11:30 The Big Secret to Selling as an Introvert
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How to Generate Sales Leads From YouTube
One of the best ways to generate sales leads is to use YouTube as a lead-generating machine. In this episode of the Inside BS Show, Dave Lorenzo shows you how you can generate sales leads on YouTube. Dave's system is easy and it will help you grow in B2B sales or business to consumer sales.
Timestamps:
00:00 How to Generate Sales Leads from YouTube - Introduction
01:27 YouTube Lead Generation Requires Research
03:00 How to Find Great Keywords for YouTube Video Themes
05:45 Context Matters when Making Videos for Sales Lead Generation
07:00 Develop a Lead Magnet Known as a Honeypot to Generate More Sales Leads
10:09 Make Sure Your Video is High Quality and the Correct Length for Lead Generation
13:05 The Secret that Makes Generating Sales Leads on YouTube Easy
That's how to generate leads from Youtube.
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How to Ask for the Sale without Being Pushy
This is the show to watch of you don't like sales. Look, nothing happens until somebody sell something but there are different ways to sell. Today we focus on consultative sales and relationship based selling.
Join Dave Lorenzo, the Dean of Consultative Sales, as he shares all his secrets to building relationships first and then selling afterward.
Timestamps:
00:00 How to ask for the sale without being pushy - Intro
01:12 Educate
02:39 Identify a Problem
03:18 Dollarize the Issue
04:14 Personalize the Approach
04:46 Become a Resource
06:50 Guaranteed Strategy that Always Works in Sales
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How to Ask for the Sale without Being Pushy
This is the show to watch if you don't like sales. Look, nothing happens until somebody sells something but there are different ways to sell. Today we focus on consultative sales and relationship-based selling.
Join Dave Lorenzo, the Dean of Consultative Sales, as he shares all his secrets to building relationships first and then selling afterward.
Timestamps:
00:00 How to ask for the sale without being pushy - Intro
01:12 Educate
02:39 Identify a Problem
03:18 Dollarize the Issue
04:14 Personalize the Approach
04:46 Become a Resource
06:50 Guaranteed Strategy that Always Works in Sales
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https://www.youtube.com/davelorenzo/?...
7 Business Development Strategies for B2B Sales Success
This episode of the Inside BS Show is focused on Business Development Strategies for B2B Sales Success. If you work in B2B sales, this show is ideal for you. During our time together, you will discover some of the best ways to grow your business while deepening relationships with your clients.
Timestamps:
00:00 7 Business Development Strategies for B2B Sales Success - Intro
00:20 How Dave Lorenzo Became Unstuck and His Business Took Off
02:25 Why Speaking Engagements are a Fantastic Business Development Strategy
04:34 How Video on YouTube can Help with B2B Sales
06:32 How to use Direct Mail for Business Development
08:55 How to use LinkedIn for B2B Lead Generation
10:37 The Correct Way to Leverage Podcast Interviews in B2B Business Development
13:05 How High Profile Referrals Can Add Six-Figures to Your Bottom Line
15:35 The Game Changing Strategy for B2B Sales Success
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7 Business Development Strategies for B2B Sales Success
This episode of the Inside BS Show is focused on Business Development Strategies for B2B Sales Success. If you work in B2B sales, this show is ideal for you. During our time together, you will discover some of the best ways to grow your business while deepening relationships with your clients.
Timestamps:
00:00 7 Business Development Strategies for B2B Sales Success - Intro
00:20 How Dave Lorenzo Became Unstuck and His Business Took Off
02:25 Why Speaking Engagements are a Fantastic Business Development Strategy
04:34 How Video on YouTube can Help with B2B Sales
06:32 How to use Direct Mail for Business Development
08:55 How to use LinkedIn for B2B Lead Generation
10:37 The Correct Way to Leverage Podcast Interviews in B2B Business Development
13:05 How High Profile Referrals Can Add Six-Figures to Your Bottom Line
15:35 The Game Changing Strategy for B2B Sales Success
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What Makes a Great Sales Manager?
In this episode of The Inside BS Show, we cover the 5 things that will motivate your sales team. If you are a sales manager and you want to be great, this is the show for you. Join Dave Lorenzo for this sales management tutorial.
Timestamps:
00:00 What Makes a Great Sales Manager? - Introduction
00:54 Training
03:00 Communication
05:01 Recognition
05:46 Motivation
06:45 Accountability
07:36 Secret Strategy
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How to Build a B2B Email List
Today's show is all about your email list: How to build it and how to get started with email marketing. Dave Lorenzo provides 5 tips to get started with email marketing that you cannot afford to miss.
All B2B sales professionals are in the email marketing business. Join us for this Inside BS Show as Dave outlines a strategy that has worked for him and his clients for over 30 years.
Timestamps:
00:00 How to Build a B2B Email List - Introduction
01:12 Build an Email List with Speaking Engagements
03:43 Use Articles to Get Started with Email Marketing
05:23 Build Your Email List with Your Website
06:51 Use Direct Mail to Build an Email List
08:26 Video is the Best Way to Build an Email List
09:32 The Forgotten Strategy for Building an Email List
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How to Motivate a Sales Team to Increase Sales
This is the video you should watch if you want to watch of you are looking to motivate your sales team. Today on the Inside BS Show we discuss the 6 easy steps to sales motivation. These steps will help you get your team excited and help them make new growth happen.
Timestamps:
00:00 How to Motivate a Sales Team to Increase Sales - Intro
00:49 Competition
03:27 Contest
05:50 Ego
06:44 Perks
07:20 Money
08:58 Secret Strategy
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How to Reach B2B Decision Makers
If you are looking to connect with more B2B business leaders, today's show will help you quite a bit. watch this episode of the Inside BS Show to discover the 5 steps to winning B2B sales.
Be sure and watch to the end of the video when I share a B2B success story that almost wasn't - I almost made a big mistake.
Timestamps:
00:00 How to Reach B2B Decision Makers - Intro
00:55 Start High
03:51 Connect with the Assistant
06:22 Look for Influencers
07:20 Charity
08:10 Media
09:32 Don't Make This Mistake
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5 Ways B2B Sales Can Benefit from Social Selling
Today's show is all about lead generation with social media. In this Inside BS Show, we discuss 5 ways B2B sales can benefit from social selling. Social media can be useful in attracting new clients and Dave Lorenzo shows you how.
Timestamps:
00:00 5 Ways B2B Sales Can Benefit from Social Selling - Introduction
01:08 Educate
01:29 Connect People to Each Other
02:09 Community
03:00 Develop Deep Relationships
03:41 Gather Intelligence
05:30 Big Secret
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What are the Best Business Development Questions?
The consultative sales approach always wins and this episode of the Inside BS Show will show you how to use it in almost every situation. Business development managers and executives who use the consultative sales approach will be highly successful and this show will get you started on the right foot.
Timestamps:
00:00 What are the Best Business Development Questions? - Intro
01:08 Why Me? Questions
02:54 Who Else? Questions
04:33 How much? Questions
06:02 What If? Questions
07:31 When? Questions
09:11 The Most Powerful B2B Sales Question
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Which Type of Electronic Payment is Typically Favored in B2B?
If you work in B2B sales then you must be interested in B2B Payment solutions. Why? Well, if you don't get paid, it doesn't matter how much you sell.
This Inside BS Show focuses on how you can and should get paid. Dave Lorenzo has some definite opinions and he shares them with you on this show.
Today's show is a B2B Payment Solutions tutorial.
Timestamps:
00:00 Which Type of Electronic Payment is Typically Favored in B2B?
00:56 The Old Fashioned Way to get Paid in B2B Transactions
01:41 Do This When you Have Big Money or International Transactions
02:41 The Most Popular Way to Get Paid in B2B Transactions
03:17 The Easiest Way to Get Paid
05:40 Never Do This: My Sad Story
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How to Build a Business Development Funnel
Today's show is all about creating a B2B sales system that works every time. You may call that a business development funnel or you may call it a sales strategy. No matter what you call it, you need a system to succeed in B2B sales and Dave Lorenzo shares his with you in this show.
Timestamps:
00:00 How to Build a Business Development Funnel - Intro
00:30 Ideal Client Identification
02:00 Target Groups
03:41 Engage the Audience
05:14 Qualify The Prospects
06:20 Nurture Prospects Until they Buy or Die
07:01 Make an Offer They Can't Refuse
08:00 BIG SECRET
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What Are Some Business Development Meeting Tips?
Today’s show is all about running an effective business development meeting. We are talking about meetings with clients. When you sit face to face with a client, there are three focus points. First: Get a deal. Second: Get a referral. Third: Connect with someone who can help you recruit a new team member.
Timestamps:
00:00 What are some business development meeting tips
00:40 Set the Agenda in Advance
02:37 Confirm the Agenda
03:27 Ask Qualifying Questions
06:19 Agree on Next Steps
07:17 Follow Up
09:17 Free Business Development Gift From Dave Lorenzo
09:49 Secret to Success
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How to Start a Sales Meeting
If you are looking for some ideas to keep everyone engaged in your next sales meeting, this is the show for you.
In today's show, Dave Lorenzo shares his six ideas for keeping everyone engaged in your next sales meeting.
Timestamps:
00:00 How to Start a Sales Meeting
00:30 Sales Meeting Tip 1: Hold a Competition
01:41 Sales Meeting Tip 2: Participant Presentation
02:20 Sales Meeting Tip 3: Peer Interaction
03:20 Sales Meeting Tip 4: Case Study
04:12 Sales Meeting Tip 5: Scavenger Hunt
05:46 Sales Meeting Tip 6: Lucky Bucks
08:00 Key to Success In A Sales Meeting
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Why Business Development Networking Sucks and What You Should Do Instead
Business development activities should not include networking because it is an incredible waste of time. There are other activities that are more productive and employ higher leverage.
If you are ready to build a business using serious business development strategies, you must watch this episode of The Inside BS Show.
Timestamps:
00:00 Why Business Development Networking Sucks
00:20 What to Do Instead of Networking
00:39 No Leverage
02:52 High Failure Rate
03:49 Both Parties Must Know How to Pass Referrals
05:39 Alternative 1: Do This Instead of Networking
06:40 Alternative 2: This is Another Great Opportunity that is Way Better Than Networking
08:27 This is The BEST Alternative to Business Networking
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This episode of the Inside BS Show will explain what business development is in plain English. Watch today's show and let us know down in the comments what questions you have about business development.
Timestamps:
00:00 What is Business Development in Plain English?
01:00 Business Development Research
03:48 Target Groups for Relationship Sales
04:57 Engage Your Ideal Prospect
06:00 Qualify the Prospect as part of your Business Development Process
06:52 Nurture Until They Buy or Die
08:15 Secret to Success
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What is Business Development in Plain English?
This episode of the Inside BS Show will explain what business development is in plain English. Watch today's show and let us know down in the comments what questions you have about business development.
Timestamps:
00:00 What is Business Development in Plain English?
01:00 Business Development Research
03:48 Target Groups for Relationship Sales
04:57 Engage Your Ideal Prospect
06:00 Qualify the Prospect as part of your Business Development Process
06:52 Nurture Until They Buy or Die
08:15 Secret to Success
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If you are trying to develop a business development strategy or looking to create a business development department in your company, you cannot afford to miss today’s show.
In this episode of The Inside BS show we outline what a business development department and what they do. We also give you a business development plan you don’t want to miss.
Timestamps:
00:00 What is Business Development Department?
00:36 Sales and Marketing Plus Partnerships
03:39 Friendly Name for Sales
04:38 Business Development Makes It Easier to Recruit
05:32 Lead Acquisitions
06:19 Strategy
07:16 The Secret to success in Developing a Business Development Strategy
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If you are trying to develop a business development strategy or looking to create a business development department in your company, you cannot afford to miss today’s show.
In this episode of The Inside BS show we outline what a business development department and what they do. We also give you a business development plan you don’t want to miss.
Timestamps:
00:00 What is Business Development Department?
00:36 Sales and Marketing Plus Partnerships
03:39 Friendly Name for Sales
04:38 Business Development Makes It Easier to Recruit
05:32 Lead Acquisitions
06:19 Strategy
07:16 The Secret to success in Developing a Business Development Strategy
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What is an Effective Business Development Guide?
If you are looking to discover new business development strategies and tactics, this episode of The Inside BS show will be a huge gift. Dave Lorenzo shares his guide to growing your business and professional practice. These strategies and tactics are the same ones he uses in his business. Growth is easy and fun with the strategy Dave shares.
Timestamps:
00:00 What is an Effective Business Development Guide?
00:30 Business Development Strategies and Tactics
00:52 Business Development Start with Research
02:50 Target Business Development Prospects in Groups
05:09 Engage Business Development Prospects by Offering a Honeypot
06:00 Dave Gives you a FREE Gift for Business Development
07:00 How to Qualify your Prospective Clients
07:38 Nurture Prospects Until They Are Ready to Buy
07:57 Make a Gateway Offer to Prospective Clients
10:40 Key to Success in Business Development
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How to Get Corporate Clients for a Travel Agency
In today's show, Dave Lorenzo shares his six-step process for how to get corporate clients for a travel agency. Be sure to stay with Dave for the seventh step (a secret step at the end of the video).
Timestamps:
00:00 How to Get Corporate Clients for a Travel Agency - Intro
01:12 Identify Ideal Clients
03:22 Use Leverage to Connect with Ideal Clients
05:33 Make a Free Offer to Your Audience
07:50 Qualify the Prospects
10:00 Nurture Your Prospects Until They Buy or Die
11:47 Make a Gateway Offer
13:43 The Secret Step That Holds Everything Together
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How to Make Business Development Calls
If you are looking for the Ultimate Business Development Script, look no further. Today's show will help you set up your calls correctly and it will teach you what to say while you are on those calls.
Join Dave Lorenzo for How to Make Business Development Calls.
Timestamps:
00:00 How to Make Business Development Calls - Introduction
01:03 Research for Business Development Calls
04:27 Name Drop on the Business Development Call
05:00 Follow a Free Offer on the Business Development Call
05:33 Give First
06:50 Small Ask - Make a Gateway Offer
07:50 Shortcut that Makes Everything Easier
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What Are Some Business Development Meeting Tips?
Today’s show is all about running an effective business development meeting. We are talking about meetings with clients. When you sit face to face with a client, there are three focus points. First: Get a deal. Second: Get a referral. Third: Connect with someone who can help you recruit a new team member.
Timestamps:
00:00 What are some business development meeting tips
00:40 Set the Agenda in Advance
02:37 Confirm the Agenda
03:27 Ask Qualifying Questions
06:19 Agree on Next Steps
07:17 Follow Up
09:17 Free Business Development Gift From Dave Lorenzo
09:49 Secret to Success
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What are Business Development Services?
If you’re an entrepreneur and you want to grow your business, this video on business development services will help.
If you are in professional services, this business development services video will help you identify where your team is lacking and where you can bolster them.
If you are a consultant, this is your guide to help other people grow.
Timestamps:
00:00 What are Business Development Services? – Introduction
01:24 Business Development Services are a Guide to Growth
02:28 Business Development Requires Significant Expertise in Multiple Areas
03:06 How to Make It Easy for Your Team to Implement the Business Development Services
04:44 The Four Elements of Qualifying a Client
06:30 Business Development Requires You Identify Client Needs
07:05 If You Build Your Business Development System Right it Nurtures Prospects Until They Become Clients
07:48 The Big Secret to Your Growth with a Business Development System
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What is a Sales Process Explained? and Business Development Process Steps - Are they different?
In today's Inside BS Show, Dave Lorenzo outlines the sales process and the business development steps and he explains the similarities and differences between the two.
Timestamps:
00:00 What is a Sales Process, Explained - Intro
00:30 Business Development Process Steps
00:45 Communication Flow
01:53 Identify Ideal Clients
06:44 Reach Out to Groups of People Just Like Your Ideal Client
05:24 Qualification
07:47 Dave Shares a FREE Gift with You
08:51 The Most Powerful Idea in Business Development and Sales
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How to Build a Sales Funnel
This is the show you've been waiting for if you've been dying to make more sales by using a sales funnel. Watch it today and be sure to take Dave up on his offer of a free gift.
B2B Sales Prospecting Do this First
Timestamps:
00:00 How to Build a Sales Funnel - Intro
00:35 Your Sales Funnel is Actually a System
01:55 Identify and Convert Suspects
04:20 Target Suspects in Groups and Engage Them as Prospects
05:20 Qualify Your Prospects and See Who is Ready To Become a Client
09:00 Nurture Until the Prospect is Ready to Buy
10:45 The Key to Success with a Sales Funnel
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What is a Business Development Plan?
This video is a guide to building the perfect business development plan for your team. Join Dave Lorenzo as he walks you through the ultimate guide to creating a business development plan.
Timestamps:
00:00 What is a Business Development Plan - Intro
01:30 Definition of Business Development Plan
02:44 How to Identify the Targets
03:13 Your Business Development Plan Facilitates Conversion
03:39 a Business Development Plan Qualifies Prospective Clients
03:55 Details on the Qualifying Process
05:30 What to do if the Prospect Has No Urgency
06:26 How to Follow-Up
07:28 Secret to Success in Business Development
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Why is Self Leadership Important in Sales?
This show is about what great sales leaders do differently. Listen today and your team will thank you tomorrow.
Timestamps:
00:00 Why is Self Leadership Important in Sales?
00:25 What Great Sales Leaders Do Differently
01:03 People Buy You
02:14 You Must be of Service to Your Team and Your Clients
03:25 Deliver Value First
04:23 Become a Person of Influence
05:44 Not NO, Not Now
07:20 Key to Success in Sales Leadership
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Today we discuss how to manage a remote sales team and Dave Lorenzo shares some remote sales representative success tips.
As we enter a post-pandemic world, we face the reality that most of the sales representatives who work with us will be working in a remote environment. This means they will not start and end their day at an office. In stead, they will be starting their day from home, approaching their prospects on their own and setting their own strategy for sales success.
If you're managing a remote sales team or if you are a remote sales representative these success tips will help you enormously.
Timestamps:
00:00 - Remote Sales Representative Success Tips
00:47 - How to Manage a Remote Sales Team
01:25 - Set Clear Expectations
03:36 - Check-In
04:51 - Have a System
05:35 - Free Gift from Dave
06:18 - Focus on Outcomes
08:57 - Use Video to Help Sales Representatives Improve
10:55 - Secret to Remote Sales Team Growth and Success
Watch the video here: https://youtu.be/YuU9t83AgdM
On Today's show Dave Lorenzo shares the best strategies for business development. Here's the guide:
Today's show is all about helping you become a great business development executive. Watch this video and you'll discover some of the most powerful strategies available for business development.
Timestamps:
00:00 What are the strategies for business development? Introduction
00:59 Presentations
02:00 Strategic Alliance Partnerships
03:00 Events
04:00 Articles
07:38 Make Videos
09:00 Free Business Development Gift From Dave Lorenzo
10:00 Business Development Secret
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Sales Manager Interview Questions and Answers
In this video, Dave Lorenzo teaches you how to crush a Sales manager interview, including advice on how to structure your answers, and more importantly, create answers for behavioral interview questions based on sales manager recruitment process.
Timestamps:
00:00 What Are Sales Manager Questions and Answers? Intro
01:08 Best Client Relationship Question
02:16 How do you stay in touch?
03:20 Find me a Deal
05:00 Role Play
06:08 What is your system?
06:50 Dave Lorenzo gives you his sales system for free
07:45 The Best Question you Can Use in an Interview and How to Answer It
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How to Hire a Good Sales Manager
This is the show for you if you are looking to hire top talent. If you want to hire a good sales manager follow the steps Dave Lorenzo outlines for you in this video.
Timestamps:
00:00 How to Hire a Good Sales Manager
00:55 Talented at Developing Relationships
01:36 Take a Relationship Inventory
03:00 Challenge them to Bring You a Deal
05:30 The Reference Strategy that Always Exposes Frauds
08:10 Document a Day in the Life
09:23 Killer Quality
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What is the job of a business development manager about?
Today we discuss the role of business development executive in the sales process. If you are a sales manager or in a leadership role in sales in any company, this is a great video for you to watch. Join Dave Lorenzo for the inside look at business development.
Business development managers and business development executives will appreciate this and should incorporate Dave's strategy into their day-to-day activities.
Timestamps:
00:00 What is the job of a business development manager about? Introduction
00:36 Dave Lorenzo's Five Critical Elements of a Business Development Manager Job
08:30 How to qualify Prospects before you convert them into Clients
09:22 Secret to Success as a Business Development Manager
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Today's Inside BS Show is a Guide to Client Attraction for Business Development Managers. Be sure to watch on YouTube: https://YouTube.com/c/DaveLorenzo
If you are interested in becoming a business development manager this is the show you want to watch. On this episode of the Inside BS Show, Dave Lorenzo shares the role of a business development manager with you and gives you the inside scoop on their roles and responsibilities.
Timestamps:
00:00 What are Business Development Manager Roles and Responsibilities? Intro
01:25 Dave Lorenzo's story about his start in business development
02:05 Business Development Managers Target Ideal Clients
02:33 Business Development Managers Craft a Powerful Message
03:40 Business Development Managers Convert Suspects into Prospects
05:14 Business Development Managers Nurture Prospect and Client Relationships
06:00 Business Development Managers Make Offers to Prospects
06:55 The Key to Success as a Business Development Manager
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People buy you. Sales is all about trust and if you are someone people know. like and trust, they will work with you over and over again. Today's show is about working on yourself to become a person your prospects and clients will want to be around.
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Today's show is about business development activity and a day in the life of a business development executive. If you are thinking about a career in sales, this is a great place to start doing research.
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This is a step-by-step guide to reaching out to business owners and initiating a relationship with them.
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The Inside BS Podcast offers you sales strategy each day. Today we are focused on business development strategy for service businesses. Join us as we share some of the most powerful tips for business growth. If you want to grow your business, Follow this strategy.
👉 Get your free gift from Dave: http://www.RevenueRoadmapGuide.com/ This is your guide to the simple marketing plan to help you grow from six figures to seven in twelve months.
Today on the Inside BS Show, I show you the 5 mistakes to avoid on your next sales call
You probably have a sales process that you’ve used successfully over the years, but does it work as effectively for virtual sales?
Whether you prefer to use Zoom, WebX, Teams, Google Hangouts, virtual selling has become the new normal. Most people are using virtual meeting platforms to conduct meetings and get in front of clients. It’s a convenient alternative to meeting in person.
However, the rules of sales haven’t changed just because sales calls have gone virtual. As far as possible, you should stick to your sales process as you would if the sale was being conducted in person.
There are many mistakes that salespeople make in virtual sales calls that should be done away with. Don’t change your sales process!
If you follow these 5 rules for effective virtual selling, you'll do great at the virtual selling game.
01:57 - Do the same time-keeping rules still apply?
03:12 - How should you show up for your meeting?
05:38 - How can you minimize distractions?
06:20 - What sales process should you follow?
07:32 - How to position your camera.
10:06 - What's the ideal closing process?
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👉 This is your guide to the simple marketing plan that will help you grow from six figures to seven in twelve months.
Asking questions in sales is important because it allows you to connect with the prospect on a human level. Empathy in sales makes a huge difference in your ability to sell. With empathy, you can build trust.
But how do you demonstrate empathy to the prospect? Here are three questions that are essential to doing so.
The first thing to ask is how long they’ve been having their problem. They’ve called you for a specific reason, and once they tell you what that is, find out how long it’s gone unaddressed.
The second step to demonstrating empathy in sales is asking how the problem has impacted them personally. One reason why asking questions in sales is so important is because it helps remind the prospect of the way their problem is negatively affecting them.
And the third thing you need to ask is whether or not the problem has been stressful. Again, this will not only show that you are concerned about the prospect’s situation, it will also remind them how much their life would improve if they solved their problem.
Asking questions in sales is crucial, but you have to know how to go about it the right way. Use these three questions to demonstrate empathy in sales. Show the prospect that you’re there to help.
Timestamps:
1:28 - How long have you had this problem?
1:56 - How has this impacted you personally?
2:18 - Has this been stressful for you?
7:28 - The magic question to close the sale.
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👉 This is your guide to the simple marketing plan that will help you grow from six figures to seven in twelve months.
In this video, I explain the five steps you need to take if you want to learn how to become a better salesperson. The key to sales is in the consultative approach. That is, you need to understand your clients before you can sell to them.
So, the first step is to talk to people. Do as many interviews as you can to make sure you get the ideal client for your product or service. When you sit down to have a conversation, you shouldn’t have any agenda other than understanding them.
The second step in learning how to become a better salesperson is to find out where your clients go to stay up-to-date on industry trends.
Another key to sales success is to speak your client’s language. All professions have their own unique set of vocabulary. If you can learn to speak their language, you’ll have a better chance of being understood.
Fourth, is to speak, write, and create content. Get out in front of people and demonstrate that you’re an authority figure in a particular area.
The fifth step is to find your ideal prospect, identify their problems, and reach out to them. When you have an audience, describe to them the problems you solve and invite them to come to you for help.
These are the five steps that will allow you to learn how to become a better salesperson. The key to sales is a consultative approach. Once you understand your client, you will then be able to solve their problems.
A number of listeners to the Inside BS Show are attorneys. This show will help you get clients as a lawyer.
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If you are ready to fire up your sales team, this is the show for you.
Here is a Transcript of this Episode:
There are five types of things that motivate salespeople, five. There are only five levers you need to push or pull if you're a sales manager and you wanna motivate your team. I'm gonna share those five things with you on this episode of The Inside BS Show. Hi, it's Dave Lorenzo, this is The Inside BS Show. Today, we're talking about the five things that motivate all salespeople.
This is for sales managers that's right, it's you I'm talking to, are you listening? There are only five things you need to focus on to motivate your sales team. Before we get into that, I wanna remind you if you like what you see here subscribe, hit the notification bell so that you know when we upload a new video, we do great interviews everyday, you can see them on the YouTube channel, we do these sales training tips all the time. This is The Inside BS Show we take you inside business strategy, share the insider business secrets and we cut through all that inside BS that's holding you back. So let's get to the five things that motivate all salespeople. Number one, the number one thing.
If you've hired the right salespeople, the number one thing that motivates them is winning. They wanna win. They wanna get the deal, they wanna close the deal, they wanna beat their competition. That's the number one thing that motivates salespeople. The best thing you can do to take advantage of this drive for winning is share competitive information with your team. Let them know how your company's doing compared to the competition. Let them know how they're doing individually compared to their teammates.
Let them know how they're doing compared to everyone else who's ever done the job. Salespeople are motivated first and foremost by winning. Give them something to shoot for. Generally I'm not a huge fan of sales contests. What I am a fan of is track, rank and publish. Track the details of their performance, rank everyone in your organization and post their names on a leaderboard that everybody can see. Tracking ranking and publishing is what separates great sales teams from everybody else. Sales is no place for people who have thin skin, sales is no place who for people who get their feelings hurt you need to have salespeople who are motivated by trying to get to the top of the leaderboard. Focus on helping them win, and then show them what it takes to win and then track their performance and let them go. The second thing that motivates salespeople is recognition. They want to walk around the office with a trophy.
They wanna put plaques on their wall in their office. They want their name on the board for salesperson of the year, they want to be recognized in front of their peers at the annual meeting. This is so important because salespeople by virtue of what they do have big egos. And you need to take advantage of that and you need to give them what they want. When they do something great, you need to recognize them in front of the people who are most important to them, that is their peer group recognize them in front of everybody else who does what they do. Tell the world that these people have done a great job, tell the world that this person is the best for this month. Put them up in front of everyone else, let them get the applause, the accolades they deserve, recognize them in front of the whole company. Recognition is the second thing that motivates salespeople. The third thing that motivates salespeople is money. I know, you think this is number one, Mr. Sales Manager well it's not, money is third on the list. Look, they don't do this because they're contributing to the charity that is your company.
They do this to get paid. So make sure that they have the best commission plan in the industry because here's the thing your top producers, they know what the competition pays. If you're not the best paying company in the industry you're gonna lose your top producers eventually. People aren't gonna stay with you for goodwill. You can recognize them all the live long day but if they can make more money somewhere else, if life can be better for them by working for someone else, if their financial situation can be better by working somewhere else, you're gonna lose your top producers. So money is a motivator. Now incentive pay is great. So when you're doing these sales contests do not only recognize the top performers, offer them some type of financial reward as a result. Financial compensation is a big deal to people. It's not number one or number two but it definitely is in the top five so make sure your salespeople are paid well, make sure their commissions are paid on time and never, ever change somebody's commission structure after they've been hired.
People who are onboarded under a certain commission structure are counting on that money, they're planning in their head that that's what they're gonna make. So unless you're gonna make it better, never reduce it. The fourth thing that motivates salespeople four out of five is legacy. They want to be known as being the best ever. So here's how this plays hand in hand with competition. Salespeople love to break records. Salespeople love to be known as the best ever. Salespeople love to be compared to athletes. So if somebody is the Tom Brady of widget sales or somebody is the Michael Jordan of crankshaft sales they will wear that moniker like a badge of honor. So if you have the opportunity to create a hall of fame for people who sell in your company, you have the opportunity to recognize someone as being potentially the best ever, or one of the top five of all time, legacy is extremely important to salespeople because they view themselves like athletes.
So if you can tell someone they're the Mariano Rivera of widget sales, you're going to be really well-respected by that person and by the people who are in your company. Create a program that is like a hall of fame program or the greatest of all time program or an all time ranking program and have your salespeople strive to earn their place on it because legacy is really important to them. The fifth and final thing that motivates salespeople are perks. That's right perks, extras, bonuses, that incentive trip, it does motivate them. Getting a company car does motivate them. Even having a better parking spot, having a parking spot next to the CEO, having their name on a plaque in front of the parking spot that motivates them.
Having perks, getting extras, getting bonus stuff, being able to bring their spouse on the incentive trip because they were the top producer those types of things are extremely important. Salespeople are motivated by perks, they're motivated by breaking records in their legacy, they're motivated by financial compensation, they're motivated by recognition, they're motivated by winning. Those are the five things that get salespeople all fired up, those are the five things that get them focused, those are the five things that make them go to bat for you time and time again. If you, as a sales manager wanna motivate your team, use these five incentives to get people to do what you want them to do. I'm Dave Lorenzo. I'm here every day with a great video just like this for you.
These are the Inside BS Sales tools to help you make a great living and live a great life. Look for our interviews, we also do an interview every day taking you inside the business strategy from a business that may be different than yours or providing you with insider secrets that can help you get an edge in your business.
Until tomorrow, I'm Dave Lorenzo, and I'll see you right back here. Here's hoping you make a great living and live a great life.
Does your day get away from you before it even starts? Do you get derailed whenever you try and focus on your goals? Have you wondered if you are not planning properly? If you answered "Yes" to any of these questions, this is the show for you.
About Laura PoseyWebsite: https://simplesuccessplans.com
Laura Posey is an internationally-recognized speaker, author and consultant.
She is known as The Simple Planning Specialist for her unique ability to simply and easily laser focus her clients to get dramatic results.
Her Simple Strategic Plan is used by over 3000 companies from startups to Fortune 100.
She is the author of "How to Plan Your Entire Year On One Sheet Of Paper", and co-author with Jack Canfield of "Mastering The Art Of Success".
Laura is a graduate of SUNY at Buffalo and holds an MBA from Virginia Commonwealth University. She is fluent in German and is currently working on her Spanish.
When not on stage or with a client, you can find her traveling the world, playing golf, practicing the fiddle or snuggling with her rescue mutt, George, at home in Richmond, VA.
Today's show is all about how to grow your business using LinkedIn. Dave Lorenzo speaks with LinkedIn expert Jonathan Baldock about all the ways to leverage this platform for success in growing your network, opening doors and closing deals.
About Jonathan Baldock
https://www.linkedin.com/in/jonathanbaldock/
Jonathan works in an advisory role for SocialHP. With 10 years of experience at Linkedin serving customers like Accenture, JPMorgan Chase, Johnson&Johnson, PepsiCo, IBM amongst others. He is highly skilled in social sharing best practices, utilizing data to build evergreen marketing channels. An expert social media recruitment, sales and marketing strategies.
Are you ready for a fun hour of discussion about marketing, entrepreneurship and being a chef? Yes. You read that correctly. Both Dave Lorenzo and his guest Aleya Harris were trained as culinary artists and now help people build businesses. This is a fun and educational episode you don't want to miss.
About Aleya Harris
http://www.flourishmarketing.co/FreebiesEmail: grow@flourishmarketing.co
Aleya Harris IS THE FOUNDER AND OWNER OF FLOURISH MARKETING, an agency dedicated to helping service-based creative entrepreneurs reach their full potential through “done with you” and “done for you” marketing education, strategies, and copywriting solutions that attract more clients. She is a firm believer that business owners should make good money doing what they love, and she uses her position as an industry thought leader to share tangible revenue growth tools.
Aleya has made it her mission to transform small business owners from invisible and overwhelmed to sought-after and confident. Her decade-plus long career, including being a chef, catering company owner, and Marketing executive for a major foodservice corporation, has provided her with a multi-faceted knowledge base she leverages to create actionable strategies for passionate empire-builders looking to turn their talent into treasure. Her engaging personality makes learning how to develop lucrative streams of income fun, inspirational, and valuable.
It is time for you to stop f-in around with you money. Dr. Amanda is here to help set you straight. You don't want to miss this show.
WARNING: This show contains lots of bad language. If this offends you, you'll want to skip this episode.
Click here to listen: https://share.transistor.fm/s/0d547c3a
About Dr. Amanda BarrientezEmail: DrAmanda@NFAMoney.com
http://www.nfamoney.com/
Dr. Amanda Barrientez is an NFA - No Fucking Around - Business Consultant who helps coaches and online entrepreneurs unblock and more than double their money flow using her proprietary Manifesting Profits™ Formula. After going from food stamps to building a 6-figure business fast, she's been on a quest to teach work-from-home business builders how to make more money doing exactly what they love to do.
Do you want to be perceived as an expert? There is no better way than to appear in the media. On today's show Dave Lorenzo interviews Mickie Kennedy, an expert at helping professionals, entrepreneurs and business leaders get more press.
Click here to listen:
https://share.transistor.fm/s/401525ac
About Mickie Kennedy
Phone: (410) 718-0014
Email: ereleases2@gmail.com
https://www.ereleases.com/plan/
Mickie Kennedy founded eReleases 22+ years ago to help small businesses, authors, and startups increase their visibility and credibility through press releases. Mickie's service provides small businesses with a press release service they can actually afford, giving them access to the media and to a national newswire — all with a personal touch.
Mickie lives in Baltimore County with his family and two feuding cats. He enjoys British science fiction and acknowledges an unhealthy addiction to diet soda. Mickie holds an MFA in Creative Writing with an emphasis in Poetry from George Mason University. He still writes poetry most Monday nights (virtually) with a group of fellow misfits in Brunswick, Maryland.
Are you ready to break our of your comfort zone and take some risks? If you are, this is the show you've been waiting for. If you are not, this is also the show you've been waiting for. Today Dave Lorenzo speaks with Helio Vogas, a Professional Speaker who teaches people to take risks.
Click here to listen:
https://share.transistor.fm/s/a627fa61
About Heilo Vogas
Email: helio@heliovogas.com
Website: www.heliovogas.com
From someone who had a phobia of heights to becoming addicted to skydiving, Hélio has learned a valuable lesson when it comes down to taking risks: You don't need to be a courageous person to take big risks and enjoy the rewards.
When you hear Hélio talking about his surfing or skydiving experience and see him doing stunts on stage with fire, arrows and swords, you might think Hélio doesn't care about safety at all and likes living dangerously. The truth is that he is one of the most scared people you will ever meet...to the point of always parking the car on the street toward the nearest hospital to save precious seconds 'just in case.'
Bringing it to the corporate world, he shows audiences how taking bold risks are the safest option to take if you want your organization to survive in this day and age.
Hélio has spoken from local business breakfast groups to TEDx and the United Nations headquarters in Vienna, Austria. His audiences have ranged from student assemblies to C-level executives of Fortune 500 companies. Fire, swords and some adrenaline are just a few things you can expect when you come to his speech at the HTNG European Conference.
On today's show Dave and Morissa Schwartz discuss the power of good copy and how you can (and must) leverage it as your secret weapon to more sales.
Click here to listen:
https://share.transistor.fm/s/b01df6b2
About Dr. Morissa Schwartz
https://www.drrissyswriting.com
Dr. Morissa Schwartz is the owner of DrRissysWriting.com – a marketing and writing company ranked in the top 1 social media experts in NY by Thumbtack, and GenZPublishing.org – a publishing company, which has produced six Amazon bestsellers. She holds a doctorate in literature from Drew University and has a Master’s in Communication.
She has been featured on Forbes, MTV, broke a Guinness World Record for creating the World’s Longest Chain of Bracelets, is a bestselling author, speaks professionally about inspiring others through words and entrepreneurship, and was named the “Voice of Generation Z” by Community Magazine. She seeks to inspire others through words and a positive attitude. You can learn more about Morissa at MorissaSchwartz.com
Today we continue our conversation about diversity and inclusiveness with Professor Eleanor Lumsden. Dave and Eleanor explore why it is so difficult to discuss these topics.
Click here to listen:
https://share.transistor.fm/s/2bffd5b9
About Eleanor Lumsden
https://www.eleanorlumsden.com/
Email: eleanor@eleanorlumsden.com
Eleanor Lumsden is an attorney and tenured law professor at Golden Gate University in San Francisco, California. She has served as a Guest Professor at NOVA School of Law in Lisbon, Portugal, where she is currently pursuing a PhD in Law. As a scholar, Prof. Lumsden conducts research about inclusive finance, technology, social justice, and regulatory reform. She received her undergraduate degree in Politics from Princeton University, her law degree from New York University, and graduated from Emma Willard School. She began her legal career with a judicial clerkship working for a federal judge in the Southern District of California, and then practiced corporate law at Orrick, Herrington & Sutcliffe, LLP in San Francisco. Prior to entering legal academia, she worked in development at Stanford Law School. As a consultant, she provides trainings to universities and companies regarding diversity, equity and inclusion. Jamaican by birth, Prof. Lumsden now lives in Lisbon.
Many people are afraid to call someone on the phone and ask them to do business with us. That's understandable because everyone hates cold calls. But what would happen if that person called you and asked for help? In this episode of the Inside BS Show we help you make that situation a realty. If you want prospective clients to call you and ask you for help, this is the show for you. Listen now.
Today I cover the seven steps to sales that actually work. Join me for a few minutes and you'll grow your business.
Click here to listen (only 14 minutes):
https://share.transistor.fm/s/70174de8
Most business owners struggle when they start out. Todd Palmer was no exception. He went from being $600,000 in debt to having his company place on the Inc 5,000, six times. Todd shares his secrets to resilience with Dave Lorenzo on today's show.
About Todd Palmer
https://extraordinaryadvisors.com/
Follow this link to buy Todd's book: From Suck to Success
https://amzn.to/3vFDIHZ
Todd Palmer knows that growth happens only when we lean into the uncomfortable -- and he knows from personal experience: Todd went from being a struggling entrepreneur with $600,000 in debt to making the INC 5000 (a record total of 6 times!) as one of America’s fastest-growing companies.
Today, as a collaborative business advisor and CEO of Extraordinary Advisors, Todd helps his clients ditch their comfort zone, dive into their “failures,” and re-frame their mindset to be more authentic, transparent, and vulnerable to affect real change along the path to success. He knows that business success begins and ends with people, and he isn’t happy until his clients trust themselves (the leaders) AND their decisions. His job is only finished when teams trust the leaders AND each other -- when CEO’s and their leadership teams take action towards high-level achievement, resulting in clients that trust the company. (Read: more sales, more profits, more partnerships.)
Todd is also author of the #1 International Amazon Best Seller- From Suck to
Success: A Guide for Extraordinary Entrepreneurship
This is a show that I was actually uncomfortable making. On this episode of The Inside BS Show, I have an open, candid discussion about anxiety and how it has impacted me during my life. I share some details and I am extremely vulnerable. Fortunately, Heather Rider is with me as I discuss these things and she gives me (and you) ideas about how to battle these feelings.
If you've ever experienced anxiety, this show is a must.
Listen here:
https://share.transistor.fm/s/19a4b5be
About Heather Rider:
http://www.theenergysynergist.com/
Email: heather@theenergysynergist.com
Heather Rider is an anxiety coach and Imposter Syndrome educator who personally overcame high-functioning anxiety and Imposter Syndrome while working in a demanding Tech job. She works with clients from all over the world who want to take a nontraditional, holistic approach to healing anxiety.
She regularly writes and presents on the issues of perfectionism, Imposter Syndrome, high-functioning anxiety and other anxiety related topics.
Buy Dave's book:
The 60 Second Sale: The Ultimate System for Building Lifelong Client Relationships in the Blink of an Eye
What's your story? If you don't know the answer to that question, it could cost you a deal. Today Dave Lorenzo speaks with Kurian Tharakan about The 7 Essential Stories Charismatic Leaders Tell. Kurian helps us focus on building relationships and making sales using his seven stories model.
About Kurian Therakan
Kurian Mathew Therakan the Founder & Managing Director of Strategy Peak Sales & Marketing Advisors, a strategic marketing consultancy. A seasoned veteran with over 27 years of marketing experience, he is also a guest lecturer and keynote speaker, as well as the author of The 7 Essential Stories Charismatic Leaders Tell, a best-seller in nine categories in eight countries.
Buy Kurian Therakan's Book
The 7 Essential Stories Charismatic Leaders Tell
Buy Dave's book
The 60 Second Sale: The Ultimate System for Building Lifelong Client Relationships in the Blink of an Eye
Would you like a window into the world of television production? Think forming a comedy network is all laughs and fun? Think again. Art Bell, one of the founders of Comedy Central shares the inside BS of starting a cable network.
About Art Bell:
https://www.artbellwriter.com/
Art Bell is a writer and former media executive known for creating, building, and managing successful cable television channels. His memoir, Constant Comedy: How I Started Comedy Central and Lost My Sense of Humor was just published (September 2020, Ulysses Press). While working at HBO he pitched the idea of a 24-hour comedy network which he helped develop and launch. Art went on to hold senior executive positions in both programming and marketing at Comedy Central. During that time he also coauthored a humor book entitled Web Sightings: A Collection of Websites We’d Like to See.
After leaving Comedy Central, Art became President of Court TV, where he was a guiding force behind one of the most successful brand evolutions in cable television. In addition to writing, he plays piano and jazz drums. Art Bell currently resides in Greenwich, Connecticut, and Deer Valley, Utah, with his wife. Find out more about Art Bell at Art Bell, Writer.
Buy Art Bell's Book:
Click Here to Buy : Constant Comedy: How I Started Comedy Central and Lost My Sense of Humor
Buy Dave's book:
The 60 Second Sale: The Ultimate System for Building Lifelong Client Relationships in the Blink of an Eye
If you've wondered how to publish a book, this is the show for you. Today Dave Lorenzo speaks with Karl Beckstrand about his journey in publishing. Karl walks us though how he publishes his own work and makes money doing it.
About Karl Beckstrand:
Media professor Karl Beckstrand is the bestselling and award-winning author/illustrator of 25 multicultural/multilingual books and more than 60 ebook titles. His survival novel, To Swallow the Earth, won a 2016 International Book Award, and his multicultural kids’ books have been lauded by Publisher’s Weekly, Kirkus, The Horn Book, and School Library Journal. Raised in Silicon Valley, he has lived abroad and worked with people from all continents (except Antarctica). His work reflects cultural diversity—not only in protagonists, but in collaborators (his illustrators hail from Latin America, Europe, and Asia). Beckstrand has a B.A. in journalism from BYU, an M.A. in international relations from APUS, and a broadcast/film certificate from Film A. Academy. He teaches media at a state college and, since 2004, he has run Premio Publishing. Beckstrand has presented to Taiwan’s Global Leadership for Youth, city and state governments, festivals, and schools. His Y.A. stories, ebook mysteries, nonfiction, Spanish/bilingual, wordless, career, and STEM books feature ethnically diverse characters—and usually end with a twist. His work has appeared via: Amazon, Apple/iBooks, Baker & Taylor, Barnes & Noble, Costco, Deseret Book, Follett, Ingram, Papercrafts Magazine, Target.com, The U.S. Congressional Record, and Walmart.com.
Buy Karl Beckstrand's Books.
Here are some great kid's titles:
GROW: How We Get Food from Our Garden (Food Books for Kids)
Bright Star, Night Star: An Astronomy Story (Careers for kids)
Buy Dave's book:
The 60 Second Sale: The Ultimate System for Building Lifelong Client Relationships in the Blink of an Eye
Would you like to maximize your time with your sales coach? This is the show that helps get you on track to doing that.
Buy Dave's book:
The 60 Second Sale: The Ultimate System for Building Lifelong Client Relationships in the Blink of an Eye
Here is a transcript to today's show:
So you're thinking about connecting with, or hiring a sales coach because you want to get better results. You want to sell more. You want to make more money. You want to have more free time. You want to get better clients. It doesn't matter if you're a sales representative selling products or you are a professional, like an attorney or a CPA financial advisor, a realtor, an architect, an engineer, a consultant, a professional speaker, or you're a coach yourself. You want to connect with someone. You want to work with someone who's going to help you grow your business. So you want to know how you can get the most out of the sales coaching process. I've got that for you today on this episode of the inside BS show.
Hi it's Dave Lorenzo. This is the inside BS show. Today. We're talking about how you can get the most out of a relationship with a sales coach. So let's take a look at my seven tips to getting the most out of our relationship with a sales coach. It's a sales coaching call client checklist tip number one, when it comes to coaching and getting the most out of sales coaching is have an open mind. Everyone wants the same result. Everyone wants you to be successful. You want to be successful. The sales coach wants you to be successful. So go into the relationship with an open mind and go into every call with a sales coach. With an open mind, I work with a lot of professionals and these professionals are successful because I help people go from good to great. And I tell them to do things.
I recommend that they do things and they say to me, well, I've never done that before, and I'm not interested in doing it now. That's not someone who's coachable. You need to go in to each interaction with an open mind and whatever the coach tells you to do, try it. And don't just try it once. Try it the way the coach tells you to execute it. And then try it three times before you go back to the coach and tell him or her that it doesn't work. So point number one on the checklist for productive sales coaching calls is go into every call with an open mind. Number two, send an agenda in advance. If you have something you want to accomplish on the call, send your agenda to your coach in advance. Make sure your coach knows what you want to talk about because he or she probably has a call planned and they probably have specific ideas for what they want to talk about on the call.
So if you send your agenda in advance, they can restructure the call to meet your goals. The coach works for you. They're your partner in success. But if you've got a big meeting coming up and you want specifics from the coach on how you can handle that meeting, let the coach know before the call, by sending that agenda in advance point number three, accept responsibility and accountability for your actions. Only you can have the impact on your life. The desired impact that you're looking to achieve. So the coach will help you with ideas. The coach will help you with processes. The coach will help you with systems, but you have to accept responsibility for the outcome too often. I see coaching clients, my clients, and people who are working with other coaches. I see clients who are not getting the results they want and they blame it on the coach.
Well, if you think about the sports analogy, which too many coaches use, and they just beat the hell out of it's particularly apropos for this point, the coach can't play the game. The player plays the game. The coach removes all the barriers to success. The coach brings out the best in the player. The coach encourages them a player to soar with his or her strengths, but you got to go on the field and play the game. So accept responsibility, hold yourself accountable for the actions you'll take to get the results you want. The fourth point on our checklist is say what you feel and think no passive aggressive behavior coaches. He would not tolerate passive aggressive behavior. And when you're coaching people in sales, specifically sales coaching is about communication. If your a person being coached, you have to give feedback to your coach so that they know which ideas are most resonant with you, which ideas are going to be most productive.
And which ideas you're going to put into practice immediately say what you think. Say what you feel be open. Don't be passive aggressive. I challenge passive aggressive behavior. Whenever I see it, you should be very direct. Your coach. The fifth point on our coaching checklist is ask good questions. Look for clarification, both on ideas and on timing and on execution. Always ask if you leave a question unasked, you're leaving money on the table. Why? Because the question you didn't ask you or barest to ask the question you were ashamed to ask task is exactly the question that's going to help you get the next one deal. You're trying to get. It's going to help you nail down that next big client ask good questions. Make sure you your stand, everything there is to know about your process. Everything there is to know about the coaches, advice to you.
Number six, recap, any homework the coach is going to give you. If the coach gives you homework, say the homework back to the coach, recap everything the coach has asked you to do. Make sure you understand it and then go do the homework. Homework is essential. Why is homework essential? Well, it's essential because that's how you learn. That's how you grow. And while you're in the relationship with the coach, if you're doing the homework and things, aren't working out, you can go back to the coach and say, Hey, listen, I tried this, it didn't work. Maybe I'm doing it wrong. Give me some feedback. Always review and recap your homework with your coach before you execute it. During the execution process and afterward doing an after action review on your homework, final point number seven on the checklist and on a positive note. Every call you have with your coach should end on a positive note.
Every call should end with you saying to the coach. Thank you. And with the coach giving you some uplifting, motivational advice, always end the call on a positive note. If your coach is not the type of person to end on a positive, you make it positive. You end the call on a positive note because what you take away, the attitude, the feelings is going to inform your behavior. And it's going to lead to the activity. The actions you take to make sure you get the results you'd like to see from your coaching relationship. These are the seven steps to a positive coaching sales call, positive sales coaching call. I want you to follow this checklist for every call, every single call, follow this checklist. You'll get the results you want, and then you will have the life you dream though. My name is Dave Lorenzo. This is the inside BS show. I'm here everyday with a new sales tip for you. Join me on YouTube for these sales tips. Every stinking day. Also join me on YouTube or join me on the podcast for the inside BS podcast. You can find me wherever you get your podcasts until tomorrow. Here's hoping you make a great living and live a great life.
Buy Dave's book:
The 60 Second Sale: The Ultimate System for Building Lifelong Client Relationships in the Blink of an Eye
Use this checklist to boost sales if you are appearing as a guest on a podcast.
- Follow the Host guidelines: Use a Great Mic and Headphones
- Send Questions in Advance
- Pre-Plan Your Promotion with the Host
- Make a Special Offer to the Audience
- Do Research
- Look and Act like a Professional
- Promote the Show
Join us on an entrepreneurial journey. Bryan Clayton has built several businesses in his career. His latest venture has doubled each year and it is an incredible combination of technology and landscaping services. Join us for some knowledge and inspiration.
About Bryan Clayton
https://www.yourgreenpal.com/
Bryan Clayton is CEO and cofounder of GreenPal an online marketplace that connects homeowners with Local lawn care professionals. GreenPal has been called the “Uber for lawn care” by Entrepreneur magazine and has over 200,000 active users completing thousands of transactions per day.
Before starting GreenPal Bryan Clayton founded Peachtree Inc. one of the largest landscaping companies in the state of Tennessee growing it to over $10 million a year in annual revenue before it was acquired by Lusa holdings in 2013.
Bryan‘s interest and expertise are related to entrepreneurialism, small business growth, marketing and bootstrapping businesses from zero revenue to profitability and exit.
One of the hottest industries today is the legalized marijuana business. Today's show is part one in a two part series on this industry and how you can get involved and make money.
About Tony Frischknecht
http://plantproblem.com/
Tony Frischknecht, author of the book, “From Black Market To The Man”, shares in this book his experience creating a cannabis business. In 2005, Anthony got his start in the medical marijuana industry in Fort Collins, Colorado. He founded a small, marijuana caregiving business called Highway to Healing.
By the time Tony was 35, he had two dispensaries with sales of $6.5MM annually, as well as two indoor grow facilities with a combined 20,000 square feet of production, in Denver, Colorado. All four locations consisted of 19 city and state licenses.
Tony joined a group, consisting of five industry leaders and started a successful cannabis brand, O.penvape in late 2012. This company was the maker of vaping products and edibles, that posted a top-line sale of $100 million in 2016 and sells a product every nine seconds. Its busy lab creates over 1 million grams of concentrated cannabis oil and buys 10 tons of marijuana per year. Organa Brands is the only cannabis company with products on the market in 10 states and is included at 1,200 dispensaries. Anthony has subsequently moved on from Organa Brand and is following other ventures.
Today Tony holds multiple patents in several different countries for a “vertical grow” system manufactured by Ideal Harvest. “My favorite part of the cannabis industry,” says Anthony, “is watching how fast it is evolving. It is becoming a legitimate and viable industry that is fast converting skeptics to supporters.” It should come as no surprise that he continues to create cutting edge products by way of his many innovative businesses and partnerships. His latest invention, a personal use home extraction machine from Essential Extraction Corp., is sure to revolutionize the way consumers receive their cannabis oil. “I’m always thinking five steps ahead of the competition,” he adds, “and I’m excited about nationwide legalization. We will see it very soon!”
Tony wants to share more of his knowledge with business owners and investors who are looking to join the cannabis industry. After months of hard work, Plant Problems Podcast went live on December 11, 2019. Tony invites industry experts as guests to speak on different topics that have influenced the industry. He has enjoyed podcasting so much he is set to launch his second show February 1st 2021 called Extraction Essentials that focuses on the business of extracting essential oils from plants of all types. It will be sure to open your eyes to many opportunities.
This is a fun conversation about all the different uses for social media that exist today for business owners. If you want to discover new ways to use everything from Facebook to Clubhouse, this show is a MUST LISTEN.
About Shaily Hakimian
Shaily started doing social media for her hobby community in high school… ON MYSPACE. She didn't realize what she did was doing social media until after college when she saw a question on a job application asking if she had ever managed an online community, and she realized there was something there.
She graduated from Indiana University with a degree and certification in elementary education K-6, and she now uses those mad teaching skills to lead workshops, work with business owners 1-on-1 training them on social media, and has coached 200+ B2B consultants on how to use LinkedIn to grow their business. She guides business on how to stay top of mind with their community and referral network using social media. I hold them accountable and boost their confidence in themselves, what they have to offer, and their own social media abilities. She loves live streaming, event social media, live Tweeting, and comment engagement.
Learn more @ YourSocialMediaSherpa.com.
She has spoken at Trunk Club, Fiverr, State Farm, Notre Dame, University of Illinois, DePaul University, and University of Chicago.
She is a Persian-Moroccan Indiana University Grad who loves cheesy icebreakers, bubble tea, poker, reality competition shows like Big Brother and Survivor, TEDx conferences, magic, flea markets, the Jewish community, and her sequin closet. Teacher of social media as a tool of empowerment
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Learn more about Shaily on LinkedIn, Twitter, and don’t look too hard for her on TikTok. Social Links: linktr.ee/hakimian45
Self-esteem is critical for success in any business. Today Dave Lorenzo interviews Karol Ward, a therapist and coach, about how to overcome fear, anxiety and boost your self-esteem. If you've ever struggled with self doubt, you need to listen to this show.
About Karol Ward
Website: www.karolward.com
https://www.karolward.com/formpage.html
Karol Ward, L.C.S.W. is a licensed psychotherapist, confidence building expert and coach, who helps her clients cultivate inner confidence in the areas of personal growth, business visibility and communication She is the author of Worried Sick: Break Free From Chronic Worry to Achieve Mental & Physical Health (Berkley) and Find Your Inner Voice: Using Instinct and Intuition Through the Body-Mind Connection (Career Press).
Karol is an award-winning speaker and delivered a popular TEDx Talk on the power of the body-mind connection at the prestigious TEDx TimeSquare in New York City. She has also delivered a variety of live and virtual presentations for such clients as: ABC News, Viacom/MTV, The Clinton Global Initiative, GlynnDevins,Inc., Renfrew Center Foundation, JCC Association, IDEA Health and Fitness Association, Fairfield Maxwell. Karol also provides confidence communication coaching at numerous large corporate law firms across the globe.
As a regular media contributor Karol has been featured on CNN, The Wall Street Journal Live, NBC, ABC, Fox News along with numerous podcasts and radio programs. She is regularly featured in the Wall Street Journal and has contributed to such media outlets as Oprah.com, The Independent, Cosmopolitan, Women's Day, First for Women, Glamour.com, The New York Daily News, Spirituality & Health, Yoga Journal, FoxNews.com and Family Circle among others.
Isn't it about time people people of color had equal access to capital markets? That's the mission of the Dream Exchange. It is the first equity market founded and owned by a group of people who are from minority communities. Today's Necessary Conversation is with the Founder and CEO of this exciting venture - Mr. Joe Cecala.
About Joe Cecala & Dream exchange
Instagram- https://www.instagram.com/dreamexchangeofficial/
@dreamexchangeofficial
Twitter- https://twitter.com/dreamexofficial
@dreamexofficial
Facebook- https://www.facebook.com/dreamexchangeofficial
@dreamexchangeofficial
LinkedIn- https://www.linkedin.com/company/dream-exchange/
@Dream Exchange
YouTube- https://www.youtube.com/channel/UCt4C97Nd1IcrtQ1M4Lw0nzw
Joe Cecala is the Founder and CEO of Dream Exchange, a stock exchange in formation. Mr. Cecala is a world renowned expert in capital markets and corporate finance. His research on the U.S. capital markets is published in Oxford University's Handbook on IPO's. Mr. Cecala is also a trained CPA, and securities lawyer with an expertise in small business capital raising. In the late 1990's, Mr. Cecala was legal counsel for the company that created the first electronic stock exchange to trade stock over the internet. That company went on to become the electronic infrastructure used by the New York Stock Exchange.
Mr. Cecala is also a large contributor to a piece of legislation called the Main Street Growth Act or H.R. 2899 to create venture stock exchanges in the U.S. Dream Exchange will be the first venture exchange in the U.S.
As a former civil rights lawyer, Mr. Cecala is a passionate about social issues and effecting meaningful change on our society.
Here is a Transcript of Today's Show
Dave Lorenzo (00:02):
How do we translate what you're doing into other industries that desperately need it to other industries where you you've worked in particular are known as just all, almost all white in leadership and that's the practice of law and that's, you know, CPA firms or even big ticket consulting firms. Why can't law firms? Why can't CPA firms, why can't big ticket consulting firms, figure this out, Joe,
Joe Cecala (00:32):
I appreciate your question. Actually. No one has asked me the question, that question that you just asked right now in, in the, I've probably done a hundred podcasts since July. So thank you for actually being brave enough to open up the conversation because that's the one that I don't get the opportunity to say I'm filmed, like I'm doing right now and I'm happy to say it, you know? So yeah. Thank you for doing that. That's awesome.
Dave Lorenzo (01:01):
Hey there, folks. Welcome to another edition of the inside BS show today, we're taking you inside the creation of a new financial exchange. That's right. Imagine if you could be in the room when the New York stock exchange started, or imagine if you could be with the founder of the NASDAQ and ask him or her any question that you wanted. Well, we've got that opportunity today. My guest today is Joe Cecala and he's the founder and CEO of dream exchange. Now this is a stock exchange information. How many times do you get to be in the room where it happens when it comes to the formation of a new stock exchange? Mr. Cecala is a world renowned expert in capital markets and corporate finance. His research on the us capital markets is published in Oxford university's handbook on IPO's. He's also a trained CPA and a securities lawyer with expertise in small business capital raising in the late 1990s, Mr.
Dave Lorenzo (02:10):
Mr. Cecala was legal counsel for the company that created the first electronic stock exchange to trade stock over the internet. That company went on to become the electronic infrastructure used by the New York stock exchange. Mr. Cecala is also a large contributor to a piece of legislation called main street growth act, the main street growth act or HR 28 and 99 to create venture stock exchanges. And the U S Dream Exchange will be the first venture exchange in the U S . Joe is a former civil rights lawyer, and he's passionate about social issues and affecting meaningful change on our society. This week's necessary conversation is with Mr. Joseph Cecala.
Dave Lorenzo (03:01):
So Joe, tell us about the inspiration for the dream exchange. What led you to you know, how, how does this idea come about?
Joe Cecala (03:12):
So just a little bit of my eclectic background to kind of forest Gump my way through my career to think I could start a stock exchange. I, I really it's a it's born of archipelago. So I was in the room once before, as you described it. When archipelago was being constructed and born in the late 1990s just understanding how capital markets go about what they call hunting for liquidity and and really being a small business, transactional lawyer, and seeing that, that wasn't available to most of the most ingenious people in our society. They are raising capital. Today's a relationship-driven environment. So if you've got good relationships, you can raise money. If you don't, doesn't matter. If you've got the best idea, you don't get the same exposure. So I brought the combination of those things together over the last 10 years, really, and started to formulate how we could build a brand new type of exchange.
Joe Cecala (04:15):
And I've assembled a great team and we're in, we're building the pipes as we speak. And really, I also, you know, I started my career really wanting to just be a business lawyer, but in, in Chicago, in the 1990s there was just such civil unrest a bit like we, what we just went through. And so some of my law partners and I got together and we took on a lot of pro bono, civil rights cases, and it just became very passionate. I became really a member of the, the fabric of the black community in Chicago. And in fact, consulted the Chicago urban league entrepreneurial center and did a lot of things in the black community here. And I just saw all this combination of unique things as a way to forward change in our society where capital markets and economic prosperity and the rights of our citizens to have a free and open market, really all the convergence of all my experience, my career really came there together in doing this a little bit, my military background too.
Joe Cecala (05:21):
I was an armor officer and I just learned that you, you really have to have a compassion for other people. The army really taught me that you know, in spite of the fact that it's designed to go out and kill other people you know, surprisingly I love the army. I'm, I'm part of the army family as well. And that's been, my leadership style has been running the organization as if we're on. We're kind of like we left the boats on the beach at Normandy and we are headed to Berlin and therein lies the birth of the dream exchange. So we're not co we're not going back into the ocean. We're, we're, we're on a mission to change our society and do it through the dream exchange. And it's kind of how we operate so
Dave Lorenzo (06:06):
Well, first of all, thank you for your service. And second of all, let's talk about the aspirational nature of being the first minority owned stock exchange. Is it your opinion that this is going to unlock a whole generation of people of color who own their businesses now going public? Because the playing field is going to be level, is that part of the drive behind this?
Joe Cecala (06:34):
It, it, I mean, it has been the drive behind it ironically for more than 13 years or so. I said 10, but it's closer to 13. So I've been screaming this from the ramparts for 13 years. Ever since we started working with the Chicago urban league entrepreneurial center, and there are genius minority owned businesses with products that actually could change our society and raising capital seemed to be a bit more difficult. There just wasn't a relationship-driven, they didn't the, the urban league entrepreneurs didn't know the partner at Goldman Sachs. Not that I demonized Goldman Sachs, listen, this is not about making the rest of the world wrong, but we're in a lane where these two statistics are overwhelming. One is that 92% of all job opportunities happen after a company goes public. So if you have a a hundred person employ a hundred persons, a team, it, a public offering will grow your company to a thousand people.
Joe Cecala (07:36):
That's not me saying that that's the the treasury and sec IPO task force says that. And then you factor in the, this, this really compelling statistic, which is one black owned company in the 230 year history of the New York stock exchange has ever been listed. So when you marry those two statistics together, you can see that there's a community of people who don't have a large corporate living wage, meaningful career path jobs. You have to almost leave that community to expand prosperity and opportunity. And we have decided to bring the prosperity and opportunity to the community. So we, we really put our 10 years of shouting this and R and R our equity, where our mouth is because we are you know, we're working out certain details. The, the the funding from the it's a black owned capital group.
Joe Cecala (08:37):
So you know, their, their money's coming in and we're working out how to actually fund getting open. But, you know, we put our equity or our mouth is when we're done, we will be 60% black owned. And that is, I'm very proud of that. You know, if, if the world worked where Hey, become a partner, literally take your business and become a partner. And that's what the dream exchange will do. People will be able to invest in that community directly. You will become partners with black owned companies through your equity investments. That's what we're all about doing. And I think, yeah, to answer the first part of your question is there is a brand new generation of people that are in this world. We had over a million reaches through the black enterprise press release. So black enterprise released this last June or July whenever went out and a million people were came through our website. We had thousands of people on our webinars, and I would say the 75 to 90% were young black entrepreneurs, or believe it or not a tremendous number of black accredited investors going, Hey, how do I invest? So this is a phenomenon. I didn't, you know, a million people speaks of volumes. So yeah, this is a paradigm shift in American finance that's happening right now,
Dave Lorenzo (09:59):
Basically you're, you're unlocking the door to a whole world of capital that many people didn't realize was out there. So do you think what you're doing will then help transcend just this project? And do you think that all of a sudden there's going to be a shift and there will be funds created and an entire segment of capital markets where this element of helping people understand the importance of diversity plays into the capital raising process. So in other words, is there going to be like a, you know, like there are, there are funds that focus just on, you know, tech companies, could there be funds in the future that just focus on companies that are interested in diversity? Is this going to open the door to a whole world that really could, I mean, money speaks volumes to people. So could this open the door to a whole world where we could truly see the democratization of finance,
Joe Cecala (11:05):
This is it's already happening. So there are actually a number of, of funds that are being dedicated to you know, direct investment in, in minority owned companies. And the capital's coming. What we're doing though, is bridging a gap of access to the word. When we surveyed to create our brand five years ago, the top word that we surveyed was access. And it was access not only to the capital from the business owner, for the business owner, it was access to the it was access to the I guess investor and business owner sharing, access to one another. In other words, the investors don't see the deals you know, where do, where do you find it? Here is a great example. We have a, a friend of mine has been a friend of mine for 14 years. He is a, a black disabled veteran.
Joe Cecala (12:07):
Okay. He was an army ranger. He literally jumped out of airplanes for a living, and he owns a company that can handle electronic waste recycling. So it's a huge environmental problem. We can't just dump environmental waste in the landfills. There's precious metals, there's glass, there's toxins, and he strips it all out and separates all the metals, recycles them recycles the glass. And he's got a method where there's this junior college curriculum that's been accepted at several junior colleges. And he can actually transition people from a correctional facility into a career path in his company. He's the dream of an investor? He's he, like I said, a black disabled veteran, like how many different? And he's a great guy. Well, he wants to put thousands of people to work in the Washington DC area. So as we move forward with more and more and more business organizations like that, capital's gonna flow to him for a multitude of reasons.
Joe Cecala (13:15):
And people are using ESG environmental sustainable green. That's, that's been the mantra they're actually evaluating major us corporations on a score as to whether they're environmental sustainable and green. Well, we're adding D to the ESG. So we look at it like DSG, it's, diverse environment, environmental, sustainable, and green. We do all those things and we take brilliant entrepreneurs and we get them the capital. They need to expand products, the foundational principle of the dream exchanges. When we do that, we actually survive better as a society and as a human race. And I didn't invent that. That is just true. What we, when we give money to things that help us survive better, we get more surviving. And if we, if we isolate a segment of our population and they're not given the same opportunity, well, they're not going to survive very well. And we're, we're the, I think we are the paradigm shift in this entire environment to make that, to make that change come about. Hopefully it happens soon and it happens within my lifetime, but the dream exchange I created for decades to come, this should be an institution like the New York stock exchange, 30 and 40 and 50 years from now where we've actually changed the very fabric of America and, and our, and our globe by getting money in the hands of people who help help our society be better off.
Dave Lorenzo (14:38):
Okay. So what is needed, what is the, what is needed to, for you to make sure that when the dream exchange launches, it is the, you know, the most successful launch you're, you're, you're doing a lot of media, so you, you have the outreach to generate awareness. What about from a, from an infrastructure standpoint, what is needed to make sure that this is the successful launch that you planned it to be?
Joe Cecala (15:11):
Right? So there's, there's two things. The first thing is the actual state-of-the-art technology that is, you know, financial technology is now look, we, we transfer money on it, on an app on, in an unprecedented way. So we're playing in a very state-of-the-art technology environment. We're going to be having some announcements. I'll wet, everybody's whistle. We have some, some team leaders who we're onboarding now that are globally recognized people. Who've decided to join our team because they aligned with our purposes. So we have a small team building the proverbial pipes. That's first we have to build a state-of-the-art system, which we're in, it's in progress. The second thing is doing the media we're doing, because we're getting the message and the education out there to find the, the small companies and emerging companies that have never considered a public market as an option to raise their money.
Joe Cecala (16:16):
So we're, we're vetting and beginning of the conversation process, so that when we do create our listing rules, we will have an inventory. I would like to have an inventory when we launch of sequential, initial public offerings in our rules that allow for that to be an instant success. And then the last component is the liquidity. And ironically, that has become perhaps the easiest conversation. I've seen, I've been doing this a long time. I've actually done a lot of kind of what they call diversity contracts for, for businesses. And they tend to be very transactional. So you know, a large fortune 100 has a diversity program and they want to spend money on diverse businesses. They wanna, they want the guy who delivers information technology, or who's even delivering office supplies. They want to set aside a portion of their spend for a minority owned company.
Joe Cecala (17:20):
But what we've done is we've, we've made one company very profitable and it's, it is, it's a good thing. I'm not saying it's bad. It's just not a global solution to how to get the bar raised and to get the, the kind of the, the tide up. So all of those small minority companies, as well as just entrepreneurial companies, it's not like we are only doing minority companies, but when we flow money into those small companies, they'll expand and do better. So we're much more of a global solution where I'm done with transactional half solutions. We want to, we want a complete solution. So those are the three component parts to liquidity, the listings and the state-of-the-art environment where we're connected to, to what's called the national market system or the national best bid best offer a system that was actually created by archipelago 25 years ago. So those are the key ingredients, and we are, we're a hot knife through butter on all three right now. It's going extremely well. We have big announcements coming of our partnerships in the not too distant future. So
Dave Lorenzo (18:27):
Great. That's fantastic. All right. So let's talk a little bit about the, kind of the, the mission and purpose of dream exchange and how to ensure that that carries on. And it becomes as it becomes an institution like the NYC, like the NASDAQ. So as long as Joe's involved, I know that the dream exchange is going to be true to its mission and offer opportunities to businesses that have owners of color minority owned businesses. But what happens when we got big box that starts to flow through the dream exchange, and you decide to, you know, you're gonna move on to the next big venture. Is it part of your, you know, your founding by-laws that there is some percentage of businesses that are listed that have to be minority owned? How can we be sure that this is going to be a long-term solution?
Joe Cecala (19:17):
Yes. The, the short answer to that is yes. Long-term actually from the very beginning this was about creating a an organization that was not attached to any particular identity. You know, Apple computer and Steve jobs are, you know, peanut butter and jelly. The way I've designed, everything I'm doing is to make the mission of this and the, and, and, and the corporate organizational governance easily detachable from me personally. I like being the founder. I'm having a great time. I love my life right now. It's, you know, I close my eyes. I dream about the dream exchange. I wake up, I'm the dream exchange all day. It's, it's a wonderful, fulfilling thing to do, but even our brand. So when we started we had this complex name and I went and I asked I don't know if you've ever heard of Cheryl Berman.
Joe Cecala (20:17):
Cheryl was the last person to hold the title, chief creative officer for Leo Burnett. And she is the the force behind the brand of the dream exchange. So even before I knew what policy I wanted. I knew the mechanics, I knew the heavy duty financial mechanical world, which is trading, and those are all my clients. And look, I built a, I helped build the stock exchange. So we had to take it out of that as a brand, so that we would never lose the integrity of the purpose behind why do we need another stock exchange? You know, so we need this because the purpose is, look at stock exchange is a very simple exercise, matching buyers and sellers electronically is not. It is even in today's environment is regulated. It is, it's not super complicated. Okay. It's not a probe on Mars.
Joe Cecala (21:13):
So how do we make sure? And from the very first conversation to build our brand we have in a, in kind of indoctrinated into all policy, all rules, everything we're doing comes the, the purposes behind the brand. Actually our brand personality, Cheryl was wonderful. She actually was. I think she's the person who led the team that coined the expression. You deserve a break today. So she's a genius marketing person. And when she was working with us she said, what we have to do is capture the personality of the exchange that lives forever. And she also did this survey where the, our brand's personality, if it were a combination of people, it would be John F. Kennedy, Martin Luther King, and John Lennon, not a single financial person was identified with what we were doing because what would, what would they do with a stock exchange?
Joe Cecala (22:20):
What would the integrity of that message carried forward? And look I have a dream and ask not what you can do you know you know, w w w John F. Kennedy I'm gonna butcher his, is the quote, you know, ask what you can do for your country. That's what would be the integrity of what we are moving forward doing? Imagine John Lennon, you know, we're all about what those three people would take a viewpoint of the financial markets, and then we're bringing in the mechanics, we're bringing in the expertise of, yeah, we have limit orders. We have we have, you know, mechanics. So, and we're actually, you know, some of the things that have been happening recently, we have ideas on how to actually change trade mechanics in the kind of the emerging company environment to sort of put a stop to some of like recently the, the game stop, Robin hood stuff. We have ideas on how to change market rules that will help you know, alleviate some of those problems for the small firm, small business. So that's the integrity.
Dave Lorenzo (23:33):
Yeah. So, so, so let's, let's talk a little bit about that. So first let's start with volume, right? Doesn't there need to be a significant amount of volume, so that we can ensure that there's, that there's no manipulation happening. And how do you, how do you plan on building that volume to start?
Joe Cecala (23:55):
Right. So right now, okay. What we have, we, and that's where the main street growth act kind of weighs in. It's a brand new law. I believe it or not, that law was introduced in 2018 actually was introduced in 2016 to Congress and it got and went nowhere. And then when our team started to collaborate and deliver our research to Congress we realized that there are specialized trading tiers that are needed and a new type of exchange called the venture exchange. So we're not only building a national market exchange, we're building a brand new type of stock exchange called the venture exchange. And what that will allow for is customized rules that are protect investors, but simultaneously protect the emerging company from perhaps, you know, like we have short-selling, you know, if you, if you look at a short sale and I don't know what the sophistication of the whole audiences, but I, I actually have a webinar where I go into detail on this topic, where I explained the mechanics of short selling now, a short sale in the big market.
Joe Cecala (25:03):
It's not so horrible if you're want to short IBM, you're, you know, you're not going to put IBM out of business or chase or Apple. They have a trillion dollar balance sheet at Apple. You're not going to hurt them by thinking that price is going to decline in the short term. So you shored them fine. But when you do that to an extremely small public company some with small, some small public companies, if it weren't for bad news, there'd be no news. So if you're going to trade off a bad news, you're just hurting the effort of a good company, perhaps to, to maintain its equity share value. So we need a customized marketplace. Now that law I actually went and met with every member of the house financial services committee, and I've probably had 300 congressional and Senate meetings over the last three years.
Joe Cecala (25:55):
And we were able to get 56 members of the house, financial services committee to vote 56 to zero to move that, that bill to the floor. And then 435 members of the house voted for 35 to zero to move it to the Senate. And it was attached to the 2018 appropriations law that never passed Congress. And the Senate voted 99 to zero was never taken out. So we have this consensus, which is, yeah. So we're, we're gonna, we're, we're taking another run at it this year. We already know we're kind of baked. Congresswoman Maxine waters has been, and her team she's the chairman of house financial services committee. She's been nothing but helpful. She sees this as a way to help the small business constituents as a tax-free look, we're not going to put this on the taxpayers. Let's invest in the businesses, let's get capital to them.
Joe Cecala (26:49):
So those customized trading tiers, especially in a venture exchange will allow for all the stock exchanges is a set of rules. So it'll be customized rules to assure that we have a trading volumes and we monitor certain volumes and limitations on it. So there's no pump and dump schemes. Like there has been in the, over the counter markets so that the companies are properly vetted before they list so that the the, the book runners and the direct market makers can actually make money. We want intermediaries to make money, and that will interest them like it was in the seventies and the eighties, Hey, there's a new IPO. You don't hear that anymore. I can get you in early on a new IPO. What we have is unicorns that are worth billions. And by the time they generally reached the public market, the wealth creation of getting in early has been harvested, and you can get in an IPO and hopefully it will go up, but it w it's not like you know, Microsoft was a $60 million IPO in the mid eighties. What, whatever genius decided to buy and hold from 1986 to today is quite wealthy. And we want to restore that wealth creation to the investor and the, and how many Microsofts can we create in this incubator, stock exchange environment? That's our goal. Okay.
Dave Lorenzo (28:12):
Okay. So let's talk a little bit about how the, how the big boys view you right now. What's, what's some of the feedback that you've gotten from the MYFC the NASDAQ, are they I mean, based on what you told me about the legislation, you know, you don't, you don't get unanimous legislation passing if there's somebody lobbying on the other side. So do you think it's because they don't take you seriously? Or do you think it's because they're, you know, the, I mean, I'd love to believe that they think this is an idea whose time has come, but my, my history business just tells me that. They're probably just saying, Oh, go ahead and have your little exchange. We'll see how that goes.
Joe Cecala (28:56):
So it's, it's a little bit of both. I think that we have when we started like working with Congress about five years ago it was kind of, we were kind of the mosquito at the barbecue. It was like, Oh, there's a mosquito. And we, we've kind of become the annoying you know, Segal at this point. So there's a little bit of that, but I would, I I'd actually give kudos. So the NASDAQ is overwhelmingly cooperative and very, they've got all their weight alongside ours. And it's been a wonderful experience where we're quite collaborative, the NASDAQ people. Everyone agrees that the market that we're entering is so enormous that we can actually create our brand in our market and almost never overlap the the NASDAQ or the New York stock exchange, the New York stock exchange in the ice the Intercontinental exchange group that owns the New York stock exchange.
Joe Cecala (30:06):
They have a little bit more of the viewpoint of, Oh yeah, go have your little exchange. You know, the, the New York stock exchange is a national treasure. It's actually where a company wants to be listed on, on that, you know you know, I guess historic environment, and they're gonna be the conventional route. We're not taking that away from anyone. So they don't view us as, as an issue at all. To the extent that in the electronic volume environment, there is only one, but, you know, there's, there's a pie and there are now seven exchanges in the country. There've been three exchanges, new exchanges born last year. The members exchange is a extremely exciting exchange. I like them a lot. They've been, you know, I had a couple of getting to know you is maybe more than a year ago.
Joe Cecala (31:03):
They they're like more power to you there. And here's, what's interesting. It's a matter of whether you intend to compete on volume and data sales or on new listings. So the NASDAQ that controls probably 75% of IPO's that's, if you're going public today, generally you're going to the NASDAQ. They don't care because those billion dollar IPOs are not the dream exchanges, sweet spot. We're a 100 to $500 million market cap companies that will probably, you know, they'll either stay on the dream exchange or they'll graduate to the NASDAQ or NYC. So we've become a complimentary exchange for them. The other exchanges like the CVOE the investors exchange members exchange, they're not even attempting to compete for listings with NASDAQ or New York stock exchange. So that environment is very benign. No one's given us any trouble. And I think the, the fact that we're minority owned and we're dedicated to a certain of philosophical segment, that it may be complex for us.
Joe Cecala (32:18):
There may be while we're, we're, we're searching for fewer companies that are viable, that that makes our business plan a bit more difficult, but it also makes it less interesting to what you just said there. I share your cynicism. I've been raising money for, for 30 years. And there are we're we're paradigm shifting certain of the old rules. Greed is good. Dog-Eat-Dog world you know, every man for himself, zero sum game, we believe that in the small investing market, and I've this, I've personally experienced this, that a good group of investors who love the company and a good group of management who are like literally dedicated, like they're on a religious mission to establishing and growing a company and a good product. When you get those three combinations, a zero sum game, dog-eat-dog it doesn't apply. Everybody just wants to get the job done.
Joe Cecala (33:12):
And those are the, they give birth to the best ideas in our society. So profitability, one of our webinars discusses how to put a value on your business when you don't have profits, how do you, how does a venture capital company do that? I have two webinars that discuss why Tesla motors didn't make money until last July, but as somehow the largest auto manufacturer in the world. Well, if you have the idea to mass produce electronic cars, you're worth a lot of money, and we're not really looking at your, your, your, your EBITDA. We don't care get that guy successful. And eventually my, my returns from the appreciation of my stock price and the profitability someday will all make me a wise investor. We need to take that into a micro environment and wet. That's what the dream exchange is all about doing, finding the next Tesla before it's Tesla.
Dave Lorenzo (34:10):
That's great. That's fantastic. So those webinars, can we find them at dream x.com? That's D R E a M E x.com. Are the webinars there? Yes.
Joe Cecala (34:19):
Yeah. So there are links to the webinars, but a lot of them are just on YouTube. So there's a kind of a dream act, dream exchange channel on YouTube. So all of our full videos are, they're not the promotional ones, so those are each like an hour in duration. And very informative if you're a small business owner to check out how to, how to put, how to price your, your investment and your equity in a brand new way that I've been doing for a very long time. So yeah, w YouTube is probably easier to get to, but if you go through our website, all the links are there to be able to access the information.
Dave Lorenzo (35:00):
All right, we're going to put all that. We'll put all that in the show notes for folks. All right, Joe, let's, let's spend just a couple of minutes talking about a subject that is important to me. It's important to my listeners, and that is diversity and diversity in particularly in professional services. So we we're in a time now. That is that's really tough and it's look, I think it's tough because all of a sudden, I, the last five years, there's all this racism that was always there, has now hit us in the face. And we have
Dave Lorenzo (35:38):
To, I think we have to have conversations about the way we communicate, how we reevaluate the way we look at the world, because it, you know, a lot of people who are unlike me thought, well, we elected Barack Obama president. Well, that's over now. Right? Everything's gotta be fine. And it wasn't. And I was ignorant. I was foolish. I was stupid for thinking that. So talk to me about the challenges now in doing what you're doing in the current environment. Is it just a matter of, Hey, this was there all the time and now it's in our face, so let's have conversations about it or has it actually gotten worse?
Joe Cecala (36:21):
W no, this is this has been there. This is not new. It's ironic because my first webinars and first podcasts, and you know, I was on, I've been on Fox news and in forums and the wall street journal talking about this for the last, you know, 10 months. And I would, the first thing I would say is that like, Y you know black stock expect on stock exchange. And, and I, and I used to think you're only paying attention to me now about something I've been saying for 15 years, because of the unrest in our society that boiled over. And th th this is absolutely something that by my own personal experience, in my personal views is true for me. And that is that you know, I grew up in North Austin, in Chicago. I, I, you know, when I was six and seven years old and went across the street into the park to play with my friends, well, half of my friends were black.
Joe Cecala (37:29):
So for me, it took a, it actually took an educational process recognizing because I wasn't, I just wasn't trained that way by my parents. I didn't have a distinguishing factor of that person is better or worse, or that's where prejudice comes in, seeing them seeing a different person look, I'm white white skin, but seeing differences, and then using differences to make decisions has historically been something. And you, you hit the nail on the head. I think there were a S there was a certain segment of the population who in fact had kind of an innate racism and they thought, okay, we elected a Breck black president, Ali Ali assumption free you know, as if that was the panacea for all of societal ills. And all it did was demonstrated. We have successful black entertainers, we have successful black athletes. We actually have a tremendous number of successful black political figures.
Joe Cecala (38:44):
And what, what are we missing? We're not actually celebrating the brilliance of the business and professional community of black people. It's there hidden there, isn't a, wow, there's a captain of industry and the black community has a seat at the table if you want to call it, which is what the dream exchange I think represents to our society. And this goes back to my, like I said, this is a deeply personal thing because I began to recognize it. My, my, I have very good friends, one of our key advisors and actually a member of our capital group now of the, of the black owned capital group is Dwayne Kyle's. His father was Reverend Samuel Kyles. He was standing next to Martin Luther King when he was assassinated. And he's been my friend for 20 years. He's my daughter. And he have his godfather.
Joe Cecala (39:43):
He's among my best friends in my life long before. This was even a, a theory of idea. And one of the things that he and I have discussed, you know, often is the origin of where we come from and a solution to correcting, you know, 150 year old problem, maybe perhaps a 400 year old problem. And that 150 year old problem is, you know, we went great. The 13th amendment has been enacted you're on your own. Well, that doesn't really take full responsibility as a society for what was created. Okay. And the, the place that has been we've fought through all of the educational and all, you know, we have w we fought through many, many, many Wars fighting through it. And the one area that has not indoctrinated itself into the fabric of our society is economic prosperity in communities where you're just less inclined to not view society as something that's hurting you.
Joe Cecala (40:53):
And I, you know, and I've said it I'm a, I'm, I'm a veteran. My brother's a veteran. My father had four bronze battle stars during world war II. I happened to understand people who who see the flag as a symbol of something, suppressing them. It doesn't bother me that someone would have that viewpoint. It doesn't bother me at all. And for me rather patriotic, I have a disabled veteran hand-carved flag over my shoulder. Cause one of my friends owns a company that makes hand-carved flags when they handed my mother, the flag off of my father's casket. And, and, and the soldier announced on behalf of a grateful nation, I'm giving you this flag. Well, that flag to me became symbolic of my dad. So, but simultaneously I'm not offended when someone is saying, look, the system itself is doing something to suppress a segment of our society.
Joe Cecala (41:52):
And if we don't fix it, look, you'll, you'll want more. You want more civil unrest, let's just keep not fixing the same old problem. So I'm here with a genuine solution. I'm here with a genuine piece of the American pie in the fabric of what it means to be free in a free and open market. And what's interesting about that is when we resolve that in the black community, it's, it's black, Hispanic, and Asian, we across the board in general, but more pronounced in the black community when we resolve that, we actually are all free. And, and the changing of that viewpoint is going to be done in conversations like this, where we're actually talking about a real solution, real opportunity, not symbolic opportunity. And we're changing from symbolism to real opportunity in the capital markets when branch Rickey got Jackie Robinson to play baseball.
Joe Cecala (42:55):
That was a real solution. We could have had all the symbolic solutions before that, but now you wouldn't say, Oh, you know, if you're a good baseball player and you're black, you can't become a major leaguer, right? Well, I want it to be, if you're a black entrepreneur at a black business owner, you have the, exactly the same opportunity as every other person in this country, by virtue of the fact that we became actually bill, bill Ellison, who was one of the early investors. He said the dream exchanges, the branch Rickey of finance, we're going to come in and actually forever change this industry and contribute to creating true equality in our society. And what's funny, sorry, you put a nickel in me. I love my, what I do. I was on a call the other day with one of our staff.
Joe Cecala (43:47):
Gus Tucker is a wonderful guy. He works for us. He, he was actually one of the leaders of the urban leagues entrepreneurial program. And he called me later and he called our chief operating officer. She said, you know, I was on a call and there were three black guys and two white guys. And in my career that doesn't happen very often. There were three black professionals creating a stock exchange and more black people were on the call than white people. He goes that hasn't been happening to me for the last 30 years. And that made me feel like that's my pay. That's that this is the, the actual, it's actually an economic reward to me. I could have done a lot of other things. I've a lawyer CPA. I could've made a of money. I think my wife would have preps.
Joe Cecala (44:34):
She certainly would have bought nicer things over the years. But you know, I'm 15 years in this and I'm not giving up until we make this change. We're going to do it. And I think society after this last year is now ready to receive the communication that I'm delivering and not look at me and, and, and our group and the people we're adding to the group as if somehow it's sort of like a Pat on the head. This is not a pet on that. This is real change. This is be ready because there are going to be a paradigm shift in finance in a way that has never happened in the 230 year history of our country. It's happening now. And I hope we're at the tip of that spear. I'm willing to, I'm willing to be the tip of that arrow that makes this change for everyone.
Dave Lorenzo (45:26):
So how do we translate what you're doing into other industries that desperately need it to other industries where you you've worked in particular are known as just all, almost all white in leadership. And that's the practice of law and that's, you know, CPA firms or even big ticket consulting firms, you know, years ago when I was, when I was at a big ticket consulting company, myself, one of my clients was a women's wear retailer. And it was a women's wear retailer that, you know, candidly, you could tell just by walking by their stores was predominantly, the, the company itself was predominantly white. All the employees in the stores were white. You know, the leadership all throughout the ranks was white. And so they're, they're a big client of mine. I get called in and they said, Dave, we have a diversity initiative going on.
Dave Lorenzo (46:18):
How do we, how do we get more black managers in our stores? And now Joe, here's what was happening. Okay. The diversity initiative came from the fact that they were opening a store on 120 fifth street in Harlem. Okay. That, that was their diversity initiative. They were like, Oh my God, we are, you know, the store is going to open in two weeks and we don't have a black manager. What do we do? So I said, well, let's look at your verse. Let's look at your board of directors, all white let's look at your management committee, all white let's look at the president of each of your brands, all white let's look at your division managers. Okay. There's there are a couple of, a couple of Latin division managers. That's great, but they're in Puerto Rico, right? So, you know, you want people to come work for your company when they have no clear career path, Joe, you know, that was like 20 years ago. Okay. So now, you know, retail, they got it, right. People of color have spending power. So there, a lot of retail has figured it figured this out. Why can't law firms? Why can't CPA firms? Why can't big ticket consulting firms figure this out, Joe.
Joe Cecala (47:30):
Yeah. You're, you're you're hitting on there's there's you're hitting on the major obstacle. Okay. Which you, we were talking about exchange obstacles. Those are kind of easy. I think we're going to easily overcome them the major obstacle. And I think that, excuse me, I think that Dwayne would generally agree with what I'm saying, which is we're changing the conversation. I, at the other end of, of the spectrum, which is we're going in, in the, in the black community and changing the conversation where a new generation of people who are interested in wealth creation are getting an educational process, coupled with a place to actually apply what they've learned. So we're not just saying, okay, because I will tell you I'm, I'm amazed at the extremely talented black professionals in finance that I've now like have come out everywhere. Okay. Like, wow, I didn't even know he existed in this woman exists.
Joe Cecala (48:43):
And so those people are now, Oh, wait, we now have a hub where as we apply this in the professional services community, that's surrounding what we do now. Think about what you just said. You cannot go public without a CPA firm. You cannot go public without a law firm. You cannot go public without a, a, some form of intermediary. Although we're lessening the investment banking, money con consideration to more professional services, consultive, intermediaries. Okay. So what, what is going to happen is as we see these black owned companies getting, getting capital, well, naturally the service providing of that and the choice of hiring those you know, those, I guess, high powered, you know, the thoroughbred consultant who comes in and he's just like, gosh, we need that guy. Well, we opened up communication lines that say that McKenzie associates consultant the black community.
Joe Cecala (49:51):
Now we'll have another side of educational process because if there's no black owned company well, are you really, if you're not a black owned company and the CEO and the board, and you just named it, the CEO, the board that there there's not, Oh, wait a minute. Do we have a a black owned law firm? Do we have a black lawyer? Do we have a black accountant? Well, if you it's a sequence of problems, which is if the company isn't there, they're not hiring the professional. So now when we, we go earlier on the sequence and we actually get corporate, that is going to be able to build teams through the companies we're working with. Well, naturally that may actually be where diversity hiring becomes, like what I'm creating. I it's actually already happening where, well, there are more black professionals on this call than white professionals.
Joe Cecala (50:47):
Oh, well, I don't actually think about it. It's funny because I actually talked to my, my, my group is, you know, we have consultive process with, with what I think are deep rooted, like the integrity of civil rights, you know, Reverend Kyles, in my opinion, if you Google him, he's a wonderful man. There's a documentary about his life. He was a Baptist preacher in, in Memphis. And the story, you know, was w marching with, with Martin Luther King. The integrity of that is within our group. And the interesting observation was there was looking askance at it. If you made money. Like one of the guys said, you know, when I was growing up and we went to church on Sunday and there was a you know, a successful black business person, some of the, some of the, the congregation would go, Hmm, they look askance.
Joe Cecala (51:43):
Or that guy, how did you make your money? How'd you make that money? And it was like, it was money was sort of suspect. That's not true for this new generation of, of, of successful people. They're going, Hey, I want to be an entrepreneur. I want to participate in the IPO of, of the next big thing. And I'm actually creating the next big thing. And we're educating them on the public capital markets, because the vast power of the American public capital markets being brought to bear upon this problem that has been there for hundreds of years is the, this is just my personal opinion. It's the final stage that kind of will make this become gossamer. It's just going to go away because the prosperity will be there. And I said, my ancestors came here from Italy on a boat in the, you know, 1905. And my grandfather opened a store. And you know, we were of modest means my whole life. He, you know, that's where we come from a grow, Oh, Italian grocer in Chicago. And he bought a house. And when I talked to him, some of my black friends are going well, my great grandfather was a slave.
Joe Cecala (52:59):
So we have these varying degrees of indoctrination into the fabric of America. And what we have in the black community is a group that is not necessarily come through with economic prosperity. In fact, if anything, their labor was used to build prosperity for others. And we've never, I'm just calling the problem what it is I'm pointing at. It, it looks like a duck. It walks like a duck. It's a duck. If less we solve that, we will never be a free society. We will never have the safety and security and true freedom that exists in a free and open market system. It just won't exist. So that's really the purpose. The dream exchanges purposes are aligned with that. And I think you'll be pleasantly surprised in the future as to the, the individuals, celebrity black people who are on our communication lines right now, going, you got it.
Joe Cecala (54:01):
When we agree with what the dream exchange is saying. So that is where those black professionals are going to come from. They're going to be chosen in an environment because it actually will be more colorblind because why not have a, why not like instead of it. And so my, the punchline to this is, I said, don't, we need a diversity manager. Don't we don't, we need the job title of diversity manager in our company. And one of the guys was laughing. He said, we are the diversity manager for the country. No, one's worried about whether you're going to hire someone who's back. So nobody's concerned about whether the dream exchange is true to its purposes and being diverse. So don't worry about diversity manager. We're just hiring everybody that can put this exchange there. And we have this, we just, I feel like I have a, kind of a stable of thoroughbred horses waiting to race, and we are in good shape.
Joe Cecala (54:59):
I just want to, I hope I have enough energy in my little horse to finish the race. But that's, that's where it's going to come from these black professionals in finance consulting, law accounting. They're going to have opportunity that currently does not exist in the capital markets and reign prosperity and wealth upon upon a segment of society that just has an Abbot. So I appreciate your question actually. No one has asked me the question, that question that you just asked right now in, in the, I've probably done a hundred podcasts since July. So thank you for actually being brave enough to open up the conversation, because that's the one that I don't get the opportunity to say, I'm filmed, like I'm doing right now and I'm happy to say it, you know? So yeah. Thanks. Thank you for doing that for, for the dream exchange. That's awesome.
Dave Lorenzo (55:51):
Well, let me just say Godspeed to you into the dream exchange because it's time has come. And I know you've got a long road ahead of you, but I'm, I'm proud. I'm honored that we could be a part of having this conversation with you. And I'm hoping that five years from now, seven years from now, you come back on and we're talking about how this success has sucks, has exceeded even your expectations. You're awesome, Dave, thank you.
Dave Lorenzo (56:26):
So folks, if you want to find out more about dream exchange, go to dream x.com, D R E a M E x.com. We're also going to put the YouTube link in the show notes. So you can see those webinars that Joe was talking about. I'm also going to put some information about Joe up there. Joe's he's had an incredible career. And from talking to him today, you get the feeling that he's kind of just getting started. So my guest today was Joe Kayla, and he is the founder and the CEO of dream exchange, a stock market. That is information. It's a stock exchange that's information. This is the inside BS show. My name is Dave Lorenzo, and we're here every single day. And we have conversations that take you inside. You get inside the business strategy. We share insider business secrets, and we also cut through all the inside BS that may be holding you back more great conversations like this are to come join me back here again tomorrow until then. Here's hoping you make a great living and live a great life.
This is another peek inside Dave Lorenzo's Inner Circle Business Development Community. Today we focus on crafting the perfect marketing message to motivate your audience.
To join Dave Lorenzo's Inner Circle Community Visit:
http://JoinDaveLorenzo.com
Here is a transcript of today's show:
Dave Lorenzo (00:00):
Hello friends. Welcome to another edition of the inside BS show. I'm Dave Lorenzo. And today I'm sharing with you another sneak peek into the inner circle. That's right. I have this group of professionals from all over North America. There's over 50 of them right now, as we're recording this and these professionals help each other grow and they help each other grow in three ways. The first way is we share our knowledge. Each week I do a presentation with this group and the group itself shares best practices with one another. So we share our knowledge. The second way we help each other grow is by expanding our capacity. So if you're a CPA and you are in Miami, Florida, and you want to work with people in Los Angeles, you can form a joint venture with a CPA in Los Angeles, and you can share the workload and work together.
Dave Lorenzo (00:57):
If you'd like, if you're an attorney in New York city and you want to work with people in Dallas, Texas, you can form a strategic Alliance and take cases that are in Dallas, Texas, and you'll have an office there. You'll have people in Dallas that can work on these things for you. So the second way we help each other grow is by expanding capacity. And the third way we help each other grow is by passing referrals. Now this isn't a referral group per se, but because we trust each other because the people in the group trust one another, they refer business back and forth with great frequency. We've referred over $10 million in new business in 2020 in the middle of a pandemic. And we're referring a lot of businesses in 2021. We've already referred probably about half of the total amount of business that we referred in all of 2020 in the first three months of 2021.
Dave Lorenzo (01:52):
So I encourage you to reach out to me to join my inner circle. Now we don't just take anybody. We only take one person per industry, per profession, per geography. So we take one CPA from Miami, Florida. We take one CPA from Los Angeles, California. We take one CPA from San Diego, California. We take one CPA from Boston, Massachusetts. We take one CPA from Bangor, Maine. So we take one attorney from Miami, Florida. We take one attorney from Fort Lauderdale, Florida. We take one attorney from Dallas, Texas, one attorney from Houston, Texas, one attorney from El Paso, Texas. We only take one attorney per geography. We only take one CPA per geography. We only take one financial advisor per geography, one banker per geography. So if you're a professional and you want to join, you got to reach out to me. And if you're qualified and if there's a spot open, I will consider you for membership.
Dave Lorenzo (02:49):
So go to join Dave lorenzo.com. That's joined Dave lorenzo.com. Click on one of the links, fill out the information there, submit your application fee. And if the spot you're looking for is already full, we won't charge you. There won't be any application fee to pay because you won't be able to become a member. If the spot's not full, we'll offer you the opportunity to join. That's the pitch. That's all there is to it. Now here's a sneak peek. This is your inside view into an inner circle business development community meeting. In fact, this is one of the very first meetings we ever had. I want you to sit back and listen today. As I teach these folks how to develop a marketing message. Now, the information that I'm going to share with the group is right at the outset of the pandemic. It's right when the COVID-19 pandemic started. So I'm sharing information with them. They're worried. They're concerned that their business is going to change forever and I'm helping them get through this. So join me as I teach my inner circle business development community, how to develop a marketing message and we're doing it on this episode of the inside BS show.
Dave Lorenzo (04:02):
So today's topic is marketing message how to connect and motivate an audience to act. As I said before, we get into that, I wanted comments on some of the things that are going on in current events. I spend a lot of my day talking to professionals. The bulk of those professionals are lawyers. One of the things that I can say with some certainty, and this is going to disappoint some of our members who are relying on in-person meetings. I, you're not going to see in person meetings for the next three years, as a, as far as group meetings, there may be small, you know, conferences or mediations and that type of thing where it's two or three people in a room, but 10 people, 15 people or more, I don't think reasonable people are going to gather in groups of over 10 to 15 people for the next 18 to 24 months.
Dave Lorenzo (05:07):
I think even when there is a vaccine, I think you're going to see those meetings are, will be suspended. And a couple of the reasons why first and foremost, people are learning to do business without getting together in groups. And I'll, I'll have more on this as it relates to associations and networking groups and you know, chamber of commerce, that sort of thing. But candidly in-person meetings are going to be risky for a large segment of the population for at least the next two years. Even if there is a vaccine, once a vaccine is developed and it's distributed, we don't know how long the immunity is going to last. We don't know what the efficacy of the vaccine is going to be. People are still going to be hesitant. It's going to be awhile. Risk is only going to be accepted when necessary.
Dave Lorenzo (06:06):
So, you know, examples are court therapy, mediations, and even mediations. These days are done being done on zoom limited worship scenarios. I'll tell you that. I don't think the elderly are going to return to houses of worship for a while because it's just too risky travel. I think you're going to find that travel is going to revert to what it was two, three generations ago, where it's going to be so expensive that you're going to find that travel becomes a luxury, because I don't know how the major airlines are going to stay in existence. I don't know that people are going to want to sit in a, in an environment where there's a middle seat. I know I don't want to. So your mission is going to be, to find the opportunity in this transition. So what does that mean? Where is the opportunity?
Dave Lorenzo (07:08):
Well, the opportunity exists to offer services in a way that makes people comfortable. So when we talk about association meetings, or we talk about networking groups, I know a lot of you who are watching the video replay. A lot of you who are with me live are members of networking groups, those networking groups, it's going to be difficult for them to exist. Moving forward. I'm going to be very candid with you, associations. I don't know how associations are going to stay in business unless they pivot to a different model. Networking groups can go online. And I'm looking to take advantage of this by developing this group and offering you the opportunity to participate in this group, this business model, the business model that I've created here is working. And that is evidence by the growth that we've had. I'm doing my best to connect members here in a matchmaking scenario where I think people will be able to refer business back and forth.
Dave Lorenzo (08:10):
I'm also providing a significant amount of educational content to help you grow your business. And I'm staying on the cutting edge of what's happening. You need to be able to do this same sort of thing in your business, and you need to be able to grow your business without in-person networking. Moving forward. When we first started having these sessions March the week of March 13th we all thought this was temporary. This is the way people are going to network from now on. And we need to, we need to accept that. And for you and your networking opportunities, you need to be, you need to scrutinize any one of these that you attend and make sure you're getting maximum value. Distance events are going to be the way things happen. I'm working with several real estate attorneys in different jurisdictions, and they're doing closings now with nobody getting in the room, especially in places where they used to have to all be together. Document review in real time is taking place on on zoom or Microsoft teams.
Dave Lorenzo (09:20):
Distance events are the new norm. I hate that term, but it is what it is. I've participated in several speaking events. I have one tonight where I'm speaking to a group on zoom and people enjoy these events more because the event ends and they walk into their kitchen in three steps. I want you to really focus on how you can adjust your business. And I want you to leverage the time that we spend together for us to help adjust your business to anything you can do without having to be face-to-face with people, because it's going to be, if you want it to get back to where we were in February, you're probably talking about three years at the outset, maybe five at the outside. Okay? So if you're a litigator, your skills as a negotiator are going to be even more important than they ever were, because you're not going to want to be in a court scenario.
Dave Lorenzo (10:24):
You're not going to want that exposure. Your client's probably not going to want that exposure. And sitting next to you. Now, court scenarios are manageable and most jurisdictions are going to be reasonable and keep it safe. But if you prioritize negotiation, you can do 90% of the negotiation work in a very safe distance way that will make your client comfortable and, and keep you comfortable and productive. Strategic Alliance partnerships are going to be critical because you need to expand your reach and you're not going to be able to go places in person. So if you wanted to explain, expand your reach to another city, forming a strategic Alliance partnership, where you perhaps co-counsel with someone in another city, or you have someone in another city who will be able to do the work behind the scenes and quote unquote white, label it for you. These types of things are they take on even more value in a distance scenario because you're going to be, so it's not going to be possible for you to jump on a plane and travel there. Well, it will be possible, but you won't want the virus exposure to you and your family from doing that.
Dave Lorenzo (11:40):
People are going to place a premium undirect and honest communication, like never before. All right. So this has little to do with the pandemic, except for the fact that the pandemic has exacerbated the cavalcade of lies and the, the price that people pay as a result of the lies that are perpetrated on the American public, by their elected officials, particularly by the president of the United States. What has happened is there's 70% of the American population these days. And I would contend probably a good portion of the worldwide population, but 70% of the American population has fatigue because we are now forced to analyze and fact check everything that we see coming out of the government, coming out of institutions, coming out of people who are in positions of authority. You're going to find that people will place a premium on direct and honest communication. Like they never have before.
Dave Lorenzo (12:57):
There will be little tolerance for puffery, for exaggeration. Your oath of candor to the court has, is going to take on a new prominence because people will expect that that oath extends to everything you do. So in your business development activity, candid, honest conversation is going to be rewarded. I'm seeing it now, but I think it's going to take on a huge prominence. I, in fact, that's probably redundant. It's going to take on prominence when the election and this election cycle is over. People are fatigued. They're tired of the crap. They just want someone to tell them the straight truth I'm in a place right now. Siegel is with me. Klitzner is here with me. Carmen hires this year with me. Neil is here where we don't get the truth from the president of the United States related to the virus. We're not getting the truth from our governor.
Dave Lorenzo (14:16):
We have to question everything and it is causing an enormous amount of strain on people's daily lives. And if you don't think that the average person is feeling this, just go to a supermarket and have a conversation with some of the people who are stocking the shelves. If you live in Florida, those folks are literally on the front lines of this and they don't know what to think. They don't know how to act. They don't know whether they're safe or not. And it's because they don't know what to believe. So we have the opportunity in addition to making people comfortable from a distance perspective, to also make people comfortable from a direct and honest communication perspective. Now, I know all of you who are on live with me personally. I know all of you, and I know that you're honest people, none of you has a BS bone in your bodies.
Dave Lorenzo (15:21):
So that's good. What I'm telling you is you need to take that to the next level. And all of us, myself included need to cut out any sense of exaggeration because people are not going to, there's not going to be a tolerance for it. And people will refreshingly reward you when you put a premium on honest, direct communication, telling people the bad news in a way that helps them understand it and absorb it right upfront. That's the opportunity that I see. And you're going to hear a lot more about this for me in the upcoming weeks, because I think I I'm, I'm seeing it. I, I ha I have my finger on the pulse of this. And I'm really seeing people who are at their breaking point because of the stress of having to discern this information, particularly this particularly this, the latest issue with schools and the fact that, you know, people seem to be running headlong into opening schools when parents don't feel safe.
Dave Lorenzo (16:36):
So I'm going to tell you that when you, when you start messing with the truth, when it comes to people's families, their children and their wellbeing, that's not well tolerated. And, and people don't have the ability to compartmentalize and segregate when it's something that personal, you're going to find that if they trust you, they will trust you in a big way. If you're honest, if you make one mistake with the truth, you're going to have a huge problem moving forward. All right. So that's my happy-go-lucky you know, messaging for today and the opportunity that I see in front of us, let's talk about messaging in general and why it's so important. Messenger messaging strategy is critically important because that's how you motivate people to act, okay. It's also how you educate people and initiate new relationships. And it's critical for converting suspects, into prospects, prospects, into clients.
Dave Lorenzo (17:41):
This is how you deepen relationships with people. So what we're going to talk about today is really, it's not even scratching the surface. It's a high level overview of what audience messaging is all about. I'm going to take each of these segments of the presentation today, and I'm going to go into them on a deeper basis when we cover them in their own individual sessions. Like this style is as important as substance when it comes to messaging. One of the things we need to realize is that the content that we put out should be receiver based. In other words, I want you to develop the messaging that you create based on how the people in your audience are going to react to it. I don't want you sharing a message that's convenient for you. So take, for example, every law firm website that that you've ever seen, especially big law firms or medium-sized law firms that are run by a more senior people.
Dave Lorenzo (18:53):
Every law firm website says, you know, 180 years of combined experience, right? That's not receiver based content. The people who are coming to the website want to know what happens when you get served with a subpoena, right? They want to know answers to specific questions. They don't care that, you know, the three of you have 60 years of of experience and that's your 180 years, right? The content, the messaging content needs to be appealing to both the eye and the ear of the receiver. So if you create the most accurate factual content in the world, and it's full of facts that are footnoted, nobody's gonna read it because it's not appealing to them. Your content has to please the eye. It has to be visually appealing, and it has to be timely, right? If you're writing today about what did you know about how beautiful you know, a trip to the Cayman islands is that's not timely right now.
Dave Lorenzo (20:00):
Nobody's getting on a plane and going to the Cayman islands because they're afraid of getting a deadly virus. So your content also has to be timely given what's going on in the, in the world or in the mind of the audience, it has to be relevant to the audience. I write these days specifically for lawyers, because my focus is on attracting more lawyers. I have none lawyers on my email list, but I took all my copy in the last couple of months. And I'm refocusing just on lawyers, because those people are going to be the backbone of the inner circle community. I work with all professionals. In fact, I work with some businesses that aren't lawyers or CPAs or other professionals, but I'm targeting my email specifically at lawyers, because I want the audience to have the content that's relevant to them. Your messaging also has to be helpful.
Dave Lorenzo (21:00):
You are a professional service provider. So informational messaging entertainment based messaging is good. And it can be a nice break in your regular content, but content that's helpful for them content that they can sink their teeth into is going to be what they keep coming back for. Sharing. The reason why, the thing that you're talking about today is important is one of the pillars of our style of communication. Okay? I find that people, the uninitiated will often wonder why you're telling them something. So you have to tell them the reason why, for example, the reason why I'm sharing this primmer on messaging with you today is because everything we do from a business development standpoint involves matching a message to an audience and we've covered audience selection already. So now I want you to have the basics of messaging.
Dave Lorenzo (22:06):
Here's your formula. You may have seen this other places before a direct response. Copywriters will often teach this to their people. It's ADA aid, Attention, interest, differentiation, and action. This is an overly simplified formula for how you write or how you create your content. I'm going to break each of these down for you.
Dave Lorenzo (22:37):
First is your is attention. When you want to grab people's attention. Your headline is probably 85% of the work in an email. The subject line does 85% of the work. When I send out my emails, if I'm lazy, my subject line is not eye-grabbing. Now there are in my audience. There's probably 5% of the people that are going to open any email that I sent, but there's probably another 20% of the folks will open an ad, an email with a great headline. So I'll tell you a great subject line. I apologize in email, the headline is the subject line. So I'll tell you that it's more important for you to spend time thinking about and doing research on the subject line, or if you're writing an article on the headline than it is on anything else.
Dave Lorenzo (23:37):
Your first paragraph, which in print settings is called the nut graph. That nut graph, that first paragraph is promise for this communication. That first paragraph is what you're going to deliver. If you don't structure the first paragraph with some sort of a promise for what's going to be in the article or in the email, you're going to lose people. You also have to tell people within the first couple of paragraphs, what problem you're going to solve for them, your goal is going to be to help them achieve something. What are you going to help them achieve? What goal are they looking to accomplish? And the goal may just be to get through this week. And again, your email, your, your article must be timely and it must be relevant. I use language that resonates with lawyers. So you'll notice when I write email to lawyers, I use business development instead of sales. Sometimes I use the term sales because I want to tweak you guys. And I want to, I want to help you understand that your, your law firm is a business, but more often than not, I talk about origination or business development rather than sales. I talk about your book of business. I don't talk about the customers. You have. I talk about the clients you have. I keep the content relevant to you because you're my audience.
How do we develop interest? Well, providing educational
Dave Lorenzo (25:10):
Content is a great way to develop interest. You can give them the five things to do this, or the 10 things to do that 10 ways to do that. And people are going to read it. People are going to be really interested because they want to be educated, especially if it's a topic that's timely and relevant stories are a fantastic way to capture people's interest. You saw me before I stumbled and bumbled with with the screen-sharing today, you saw me give a hello to Nilay. He is fantastic at telling stories in his emails. So those of you want to get on Neely's email list in the chat, put your name and your email address, and Nilay, we'll put you on his email list. His, his stories are some of the best that I've seen in my client's work. So I want you guys to I want you guys to really benefit from that.
Dave Lorenzo (26:10):
So drop your email into the, into the chat box and I'll copy and paste them and send them to I'll copy and paste them and send them over to Nilay. So he can add you guys to his list. Stories are so important because they suck people in. They get them to suspend their disbelief and I, and giving people real life solutions is important too. When you combine the stories with the real life solutions into a case study, you're going to find that you can do a lot of good with people because people will put themselves in the place of the subject of the case study. And when you share your real life solution, they will feel like you can help them in the same way.
Dave Lorenzo (27:02):
The outcome of the work that you're highlighting in your communication needs to have at least one of these three elements. And we've talked about this in the past, you have to help people make money. You have to help people save money, or you have to help people reduce their risk. If you're helping people make money, if you're helping them save money, or if you're helping them reduce their risk, if you're helping them do all three, you're going to get hired. People are going to be interested in what you have to say. If you've got one of the three and it's compelling, you've got a good shot of being engaged. And then finally, which should be the first thing. You have to talk about what they want and then transition to what they need. So I, you know, my kids are probably like all kids were younger.
Dave Lorenzo (27:54):
They absolutely hate vegetables. Two nights ago we fought over broccoli. Last night, we fought over asparagus and my 12 year old now I convince him to eat them because what he wants is he wants the the benefits of a good diet. He wants better performance in the ring. When he when he does martial arts, he wants better performance when he runs. So I talked to him a lot about the, the value and the importance of a good diet. And he doesn't like eating broccoli. He doesn't like eating asparagus. He doesn't like eating Brussels sprouts, but he knows what he wants and that's a bridge to get him there. And so we talk about what he wants and then we transition to what he needs to do. He needs to eat his vegetables because he wants the benefits of a healthy diet.
Dave Lorenzo (28:48):
And that's a, that's a really good example for how we have to message to our clients. Oftentimes your clients are not going to want to do what you advise them to do. So you're going to have to get them to want what your offering and when they want it, you can help them with what they really need and work with a lot of family law attorneys, particularly at Doug K's firm. And one of the things I talk about with the family law attorneys all the time is their clients need to come through that family law process with their mental, emotional, and psychological and financial state intact. And the family law attorney is the person who's safeguarding, all of that. So the people in the people they represent, the people that family law attorney represents often don't want to suck it up and have to have to deal with a compromise that gives them less money than they were hoping for.
Dave Lorenzo (29:59):
But the family law attorney explaining to them that it will take a year less and their psychological issues will be mitigated by settling with this compromise is what they really need. So in your communication to your audience, you lead with what they want and then make a transition to what they need. Because if you come out and talk about how a family law client has to immediately compromise, you're never going to get hired. People are never going to, if you're a family law attorney, people are never gonna want that. If you're a personal injury attorney and you talk to your client at the outset about how, you know, everybody tells them that they have a $5 million case, but they're probably going to end up settling for 1.2 million. They're not going to be happy at the outset, but when you talk about what they want, listen, you're going to get justice for what what's happened to you.
Dave Lorenzo (30:58):
And the financial compensation will be far greater than, you know, then you you know, then you would have received if you had worked 10 years talking about what they want and then going through the process with them and showing them how that process is long. And the value of that money over time would be less transitioning to what they need eventually settling for less than the $5 million is a good message in a one-on-one setting. The same thing is true in marketing material. If you're looking to be persuasive, you want to talk about what people want that opens the door, and then you transition to what they need. And of course, all of you know that the facts are there to support the emotional connection you make with the client. It's critically important for you to engage your audience emotionally.
Well, let's talk about differentiation
Dave Lorenzo (32:05):
You to appear different than everyone else. The last bullet point there, you should be in a category of one. People should not be able to compare you with everybody else who does what you do. So you have to find a way to position yourself as unique. Now, when you differentiate yourself, you've got to come up with something that's not easily replicable, and you want your audience to aspire to be either like you or to have what you have or to attain a goal that you've helped deliver.
Dave Lorenzo (32:46):
Differentiate yourself in a number of ways. And that's by going to extremes by being provocative. And by being contrary to some of the things that are popular opinion among the people who are in your audience group, becoming a category of one is critically important. There are a number of ways to do that. And we have a whole session on that coming up. The easiest way is to focus your marketing on a specific audience group.
Dave Lorenzo (33:22):
So you see me communicating with you as professionals, even more. So you see me communicating with you as lawyers, I've done several speaking engagements, I've tailored several articles and I've focused several marketing messages on specific practice groups in the practice of law. And the reason that I do that is because it's much easier for me to differentiate myself when I narrow the audience down. And I communicate with them on the same level. When I talk with trust and estates, attorneys about asset protection events and how they can help them grow their business rapidly. And then I give them examples. I've immediately made myself different from everyone else who does what I do, because what does everybody else do? Everybody else talks about pay-per-click advertising and how pay-per-click advertising can work for anyone from a dog trainer to a trust in a state's attorney. I don't say that I say to the trust and the state's attorney, nobody wants to address their mortality.
Dave Lorenzo (34:27):
So what we need to do to open the door for you is we have to talk about asset protection and why asset protection is critical for anyone who owns a business, or is in a professional practice or people who have assets that are in their name. That starts a conversation that will lead to an entire estate planning program. What have I done? I have created a rapport with that audience of trust and estates attorneys. Now that is not easy to replicate by another marketing expert because other marketing experts who work with attorneys, they're one trick ponies. They know how to do one thing really well. They didn't take the time to get into the mind of the audience and speak to them as if they were a member of that audience group themselves. You have the ability to do this with your clients and great examples of this come to us on a week in week out basis from Steve Klitzner. We've heard examples of this from Steve Siegel with in healthcare. We've heard examples of this from Neil Rose, who targets litigators, who trial lawyers for their appellate work and litigation support. All of those folks have shown us how they communicate with their audience as if they're a category of one on the same plane as them. And that's critically.
Let's talk about the call to action.
Dave Lorenzo (35:58):
The call to action in your marketing message or in your, even in your weekly email is what we're all in it for. There's got to be a payoff. So what do you want the audience to do right now? And you've got to spell it out. Don't leave it to chance your readers are smart. Most of them, but they still are going to be left. Wondering what to do at the end of the article. You have to tell them why they need to do it. It's so important that they know why they should act now. What if they don't act? What happens if they don't take the action you're prescribing and you've got to paint it in the darkest of scenarios, as long as that scenario has has some probability of happening. If it's happened to someone else sharing that case study, even if you have to blind, it is important because that's what you're protecting them from. You want people to have a fear of missing out if they don't act now that even if the action isn't to call you or to come in for a consultation, they should feel like if they don't do what you're saying, they're going to miss out on something. So these days I'm seeing a lot of people who are in the health and wellness industry, the fitness industry, or excuse me, the supplement industry, they're using the pandemic as a way to encourage people to be more active. Encourage people, to eat better, encourage people to partake in their advice because they have the fear of missing out on. Well, good health. I mean, obesity is one of the comorbidities of of the current, you know, of COVID-19. So if you, if you have a fear of missing out on the rest of your life, you're going to be pretty motivated. And that leads us to the next point. I am going to take a sip of water.
Dave Lorenzo (38:01):
Loss is more of a motivator than a desire to win. The first time I heard this was in listening to an interview with bill parcels, the legendary giants coach Patriots coach, and you know, a one point jets coach. He often would say that he had more of a fear of losing than he did a desire to win. Winning team was always fleeting. But that fear of that dread, that came with the fear of loss was always hanging over his head. And that's the way most people feel. So when your creating your communication, you have to make sure that you tap into that fear of losing even the fear of missing out, rather than the desire to win.
Dave Lorenzo (39:03):
Give them the easy next step. And you see there, I've written fall out of a boat. You want to make it so easy for people to act after they read your message, that it's just like them. You know, I'm rocking now back and forth in my chair. It's just like I'm tipping back and forth in a boat or a canoe. It's very easy to fall out of a canoe. That's how easy it has to be for the person who's reading your message to take the next step. So if you're sending an email click here, right? I see so many people that they, they say, wow, you know, the link is blue. People know what to do. No, they don't know what to do. You think they know what to do? You have to put click here. If you want them to click there. If you want people to call you next to the words, call me.
Dave Lorenzo (39:50):
You have to put your phone number every time. Do not put those two words, call me without a phone number. If you want people to email you next to the words, email me must be your email address. If you want people to visit a website next to the word visit has to be the website. You have to make it brain dead, simple for people to act. And I'm not advocating this because I want you to treat people like they're stupid. I'm advocating this because people pay attention only about half the time. So you've got to make it as easy as falling out of a canoe for people to take the next step. All right. So Steve Siegel asks: "How do you do this In an article for general publication?"
Dave Lorenzo (40:37):
All right, Steve, here it is. Here's the magic. Write an article for general publication. Let's say for the Dade County medical society email that goes out right? The magic is for more information on this exact topic. Call me seven eight, six four three six, 1986. For more information on this topic, email Steve siegel@stevesiegelatgmail.com. That's it it's as easy as that. Now, if they're not gonna let you put it in the text and some places won't most will, if they're not gonna let you put that in the text, it's no problem. They're going to give you the opportunity to create. What's called a bio box. Steve Siegel is an attorney who specialized in healthcare for 30 years. He's board certified, and he's worked with five of the top seven healthcare institutions in Florida, right? That's usually what your bio box says.
Dave Lorenzo (41:36):
I want you to shorten the bio to Steve Siegel is a board certified healthcare attorney. Who's worked in South Florida for 30 years. For more information on this exact topic. And you put the information on the topic in there, email Steve ATT, or call him on and the phone number and the email address go in there. So you can drop it right into the bio box, no matter what publication it is, they're going to welcome you putting that contact info in the bio box, your next step, or your call to action may be a honeypot. And if they don't let you offer the honeypot, the free report in the text of the email, it's no problem. What you can do is offer the honeypot in your bio box. Just like I just told you. Okay? So that's how you do it in an article for general publication. You can go ahead and put it right in where your bio goes. If they don't let you put it right in the text, I've written for a lot of places that told me that I couldn't sell anything in the article. And then I make a free offer right in the text of the article. And it gets through every time. In fact, my latest book, the 62nd sale, I pitch a couple of things in there. It got through editorial review without a problem.
Dave Lorenzo (42:46):
That'll do it for this edition of the inside BIA show. My name is Dave Lorenzo, and we're here every day with another great show for you. Join us right back here again tomorrow, when we give you all the insider business secrets, we take inside business strategy and we share ways to cut through all the inside BS. That's holding you back until tomorrow. I'm Dave Lorenzo, and I'm telling you to go out and make a great living and live a great life. Thanks for joining me.
Are you confused by digital marketing? Are you wondering how to attract better clients quickly? Would you like to discover the fastest path to selling your product or services? This is the show for you.
Today Dave Lorenzo interviews Tim Fitzpatrick, a Digital Marketing consultant who helps professionals just like you, attract their ideal client. Listen today and you'll grow your business.
About Tim Fitzpatrick
https://www.rialtomarketing.com/insidebs
Tim Fitzpatrick has a passion for developing and growing businesses. He is an entrepreneur at heart, with 20+ years experience in marketing, business development, sales management and strategic planning. Just after graduating from college he had the good fortune of getting involved with a wholesale distribution company he co-owned for 9 years.The company grew an average of 60% a year before being acquired in 2005.
In late 2012 Tim got involved in mobile marketing because he saw a huge opportunity to help organizations improve by taking advantage of reaching their audience on the one device that is always with them, always on, and always connected...a smartphone. His team has since expanded their services and now focus on helping service businesses simplify marketing so they can grow with less stress.
Most of us don't realize how important nutrition is to our mental acuity and stress reduction. On today's show, Dave Lorenzo discusses this with nutritionist Delia McCabe.
About Delia McCabe
Website: www.lby.life
Delia McCabe (PhD) shifted her research focus from clinical psychology to nutritional neuroscience upon discovering nutrition’s critical role in mental wellbeing while completing her Masters in Psychology. Her research into female stress has been published in a number of peer-reviewed journals, she’s a regular featured expert in the media, and her two books are available in four languages.
Delia uses her background in psychology, combined with evidence-based nutritional neuroscience and neurological strategies, to support behavior change and stress-resiliency within corporates, and for individuals who want to optimize their brain health, via online courses, workshops and tailored events internationally. Having had a stressed female brain herself, she now speaks to cultivating calm and enjoying chocolate and yoga to maintain it.
Do you know what's holding you back? Here's a hint: It's a word that starts with "A."
ACCOUNTABILIY.
On today's Inside BS Show, Dave Lorenzo speaks with Don Markland, the CEO of a company called Accountability Now. In this role, Don enables the growth of entrepreneurs and professionals, just like you.
Listen now!
About Don Markland
Phone: (801) 388-0929
Email: don@accountabilitynow.net
Website: www.accountabilitynow.net
Don Markland is the CEO and owner of Accountability Now™, an Executive Coaching and Business Strategy company in Jacksonville, Florida.
He is also a Forbes.com contributor for Entrepreneurship, Leadership, and Sales. He has over 20 years of experience in the world of sales, marketing, leadership, and business growth.
Don spent time in the startup world as an Owner and Chief Operating Officer for Launch Leads, a marketing startup in Salt Lake City, Utah where he helped them achieve record performance in both client and revenue growth and was named to Utah Business Magazine’s Top 40 under 40 for leading businesses executives in the entire state.
Prior to Launch Leads, Don spent the previous 12 years with Focus Services, helping them grow from $7M to over $45M, and into four different countries, in under five years. He was also the Chief Revenue Officer for MoneySolver™, a private equity financial services company, where he lead the nationally recognized company of over 350 employees. He spearheaded the radical growth of MoneySolver™ where they have become the nationally recognized and largest Tax Resolution digital marketing financial services company in the U.S. Don also spent time as a Global Customer Care Executive for working with Amazon in Jamaica and Guatemala. He has also managed $100M Care Centers for State Farm Insurance, All-State, and Geico. Currently, he is leading the sales efforts for one of the most successful digital marketing agencies in the US, 411Locals.
Are you ready to master your calendar, your email inbox and your overall productivity? If you answered "yes" to this question, you need to listen to today's show. On today's Inside BS Show, Dave Lorenzo interviews Paul Casey, an expert in Time Management.
On this show, Dave and Paul discuss the following:
- How to make time management work for you
- Time management tips that actually work
- Time management for sales professionals
- Time management tips for entrepreneurs
- Productivity vs. Time Management
- How to overcome procrastination
About Paul CaseyPhone: (509) 392-1895
Email: PCGROWINGFORWARD@GMAIL.COM
www.paulcasey.org
Originally from Chicago, Paul has now been a professional speaker for over 25 years (giving almost 300 presentations in the past 4 years), and he is one of the leading authorities in leadership and personal growth—especially time management—helping people take back their calendars and restore sanity to their lives. He has spoken for organizations like McDonalds, Subway, Lamb Weston, Northwest Public Power, and Autozone—and among the 80 leaders he coaches per year, 25 of them lead at Pacific NW National Laboratories. Paul has a Master’s degree in education, and has been an educator/administrator/Chief Operating Officer in 5 non-profit organizations. He is an ACC-certified coach with the International Coaching Federation, a Master Trainer, and is a member of the National Speakers Association. He was awarded Solopreneur of the Year by the West Richland Chamber a few years ago.
Through his company, Growing Forward Services, Paul has partnered with his corporate and individual clients to transform their vision, their habits, and their lives. Currently, Paul carries out his mission of sparking breakthrough success by contributing daily inspirational growth messages on local radio, other people’s podcasts, and via social media. Also, he has inspired thousands of individuals and leaders to grow forward through his seminars, team-building off-site retreats, one-to-one self-leadership coaching, and as a keynote speaker. Paul has written 4 books: The Static Cling Principle (on habits and mindsets), Maximizing Every Minute (on time management), Leading the Team You’ve Always Wanted, and Leading with Super-Vision. And he interviews local leaders in his podcast: the Tri-Cities Influencer.
Paul is married to Lovely Laura, has a 23- and an 18-year old named after state capitals, owns a cat named Sasha, and has lived in the Tri-Cities, WA, for over 20 years. For fun, he enjoys golfing, hiking, and bicycling—and orange slices—and he reads about 40 books per year.
Business growth starts between your ears. Today Dave Lorenzo speaks with Dr. Shad Helmstetter, an expert on self-esteem and self talk. Dr. Shad helps us get in the right frame of mind to make more money. Join us for this powerful show.
About Dr. Shad Helmstetter
https://www.selftalkplus.com/
Shad Helmstetter, Ph.D., is the author of more than twenty books in the field of self-talk and personal growth. His books include the classic self-talk best-seller, “What to Say When You Talk to Your Self,” "Negative Self-Talk & How to Change It,” and “The Power of Neuroplasticity.” His books are published in more than 74 countries worldwide. Dr. Helmstetter has appeared on over 1200 radio and television programs, including repeat appearances on Oprah Winfrey, ABC, CBS, NBC, and CNN News.
If you want to discover the secrets to great copywriting this is the show for you. Dave Lorenzo interviews a fantastic marketing professional in Holly Fisher. Dave and Holly discuss all aspects of copywriting and marketing strategy. If you are not getting the results you'd like from your email or your website, you need to listen to this show.
About Holly Fisher
Website: www.fisher-creative.com
Phone: (843) 991-1689
Email: holly@fisher-creative.com
Many people struggle to write clear, compelling marketing copy. As the owner of Fisher Creative, Holly Fisher takes that burden off business owners by crafting copy that cuts through the noise and helps them reach more potential customers. A StoryBrand Certified Guide, she’s helped dozens of organizations create a clear message and develop an effective sales funnel that generates more leads and boosts their bottom line.
A former full-time newspaper reporter, Holly started her own business in November 2011. She has a journalism degree from Ohio University and a master of mass communication from the University of South Carolina. In 2019, Holly was named the Marketer of the Year by the Charleston chapter of the American Marketing Association. Holly lives in the Charleston, South Carolina, area with her husband and daughter. In her spare time, you’ll find her doing CrossFit, reading or driving her Dodge Challenger around town.
If you have ever wondered how to sell without making a cold call, this is the show for you. Dave Lorenzo and Pat Murphy have been friends for 30 years and they share KILLER Inside BS about sales and selling without ever making a cold call.
You've got listen to this.
About Pat Murphy
603-387-3493
https://www.linkedin.com/in/patrick-murphy-5301131/
patrick.murphy@e-hps.com
Pat supports Heartland's growth by working with financial institutions to add value with Heartland's expertise in electronic payments services, point of sale products and payroll services.
The most rewarding part of his career at Heartland is removing obstacles and opening up opportunities so that he can truly make a difference in the lives of those he works with.
This is how you really network. Dave Lorenzo talks to J. Kelly Hoey, an Author and Networking Expert.
About J. Kelly Hoey
https://www.penguinrandomhouse.com/books/538629/build-your-dream-network-by-j-kelly-hoey-foreword-by-tom-peters/
https://jkellyhoey.co/
Phone: (917) 596-4832
Email: kelly@jkellyhoey.co
Kelly Hoey is obsessed with changing the way we understand and approach networking. She’s the author of Build Your Dream Network: Forging Powerful Connections In A Hyper-Connected World (Tarcher Perigee/Penguin Random House), a modern, practical guide to the necessary (and frequently dreaded) task of networking.
Kelly has worked with top companies, brands and conferences. She’s appeared on CNBC’s Power Pitch, co-created and moderated the “Meet The Innovators” speaker series at Apple, and contributed to publications such as The New York Times, Forbes.com, Fast Company, and Inc. Kelly’s insights have been featured in Real Simple, Working Mother, Good Morning America, AARP, Vogue.com, Brit & Co, The Muse, Wall Street Journal, Financial Times, CBC Radio, Monster.com, AARP, The Ladders, Parade, Business Insider and many more, as an authority on networking.
A former attorney and active participant in New York’s startup community, Kelly has been lauded from Forbes (“1 of 5 Women Changing the World of VC/Entrepreneurship”) to Fast Company (“1 of the 25 Smartest Women On Twitter”) to Business Insider (“1 of the 100 Most Influential Tech Women On Twitter”) and Inc. (“1 of the 10 Most Well-Connected People in New York City's Startup Scene”). EBW 2020 included her on their list of the “100 Most Influential Global Leaders Empowering Women Worldwide”.
Have you ever wondered how so many Entrepreneurs’ lives have become stagnant with seemingly no way to adapt or pivot their business?
What if you could now begin to truly understand how you could adapt your business whenever needed, regardless of the circumstances and uncertainty surrounding you? Today's show guest, Ken Attard, will help us answer these questions and teach us how to break through this frustration to achieve the level of success we deserve.
About Ken Attard:
Phone: +35679827325
Email: coachmenowken@gmail.com
Ken Attard is the founder of Mindset Malta. After successfully working with various clients over the span of 15 years, Ken now specializes as a Mindset Consultant specifically helping Frustrated Entrepreneurs to Adapt and Pivot using his proprietary Arc Method allowing them to have more free time, guaranteed.
Helping you shift your Mindset to create the results that you desire is without a doubt one if his biggest passions in life.
Ken brings to the stage his personal experiences not only as a Mindset Consultant, but also as an Entrepreneur, Father and human being like the rest of this planet.
He has a firm belief that life is not meant to be difficult or a continuous struggle, but is meant to be fun and flowing, full of new experiences that are fruitful, abundant and inspiring. His fun and easy-going manner comes through in the way he conveys his message which allows you to feel at ease, be empowered and ultimately get the results you want.
Would you like to "see the future?" Well, even though that would be great, we cannot help you do that. But we can help you create the future. Join Dave Lorenzo as he interviews eVisionary Mike Whittenstein on today's Inside BS Show.
On today's show Dave Lorenzo and Mike Whittenstein discuss:
- What it is like to be an e-visionary at IBM
- How to create urgency in a large organization that doesn't move quickly
- The best way to handle politics in an organization
- Why are "the best ideas the client's ideas?"
- How come strategy consultants always leave when it is execution time?
- How do we avoid falling flat with execution even if we have the best strategy?
- At what point do we execute first and figure everything else out later?
- You need a reason for being and so does your company
If you'd like to ask Mike a question visit: http://Storyminers.com/yama
About Mike Whittenstein
Mike Wittenstein is an expert at strategy, change, experience design, and story. IBM's former eVisionary, he advises leaders on how to make the next right move, fine-tune their business models, and make best of change.
Since 2002, Mike's company, Storyminers, has served over 800 organizations, from Fortune 100-size companies to start-ups, with game-changing-yet-practical ideas. He has earned these designations: CSP, DTM, MBA, CCXP, CMC and draws from his experience on-stage and on-line.
If you've ever though of hosting a podcast or guesting on a podcast, this is the show for you. Dave Lorenzo's guest today is Alex Sanfilippo and he's the guy who gives us the INSIDE BS about podcasting. What makes him an expert? He hosts his own show called: Creating a Brand and it is in Apple's top 20 for entrepreneurship.
On this show, Dave and Alex discuss:
How Alex went from a career in aerospace to founding Podmatch
Why podcasting?
How does podcasting compare to blogging?
How does it compare to videos?
What is the right frequency to produce a high quality show?
How did he get his show to the top of the Apple charts?
The benefits of podcast even if nobody listens.
About Alex Sanfilippo
Phone: (904) 755-9953
Email: alex@creatingabrand.com
Website: PodMatch.com
Alex Sanfilippo is the host of the top 20 entrepreneurship podcast, Creating a Brand. He is also the founder of PodMatch.com, a free service that automatically matches podcast guests and hosts together for interviews.
Are you ready to get rid of the old stuff and behaviors that are not serving you anymore and are you, more than ever, ready to bring in the NEW that you've always wanted? If you are this is the show for you. Listen now.
On this show Dave and Bas Discuss:
- A day in the live of Bas. What do you do on a daily basis?
- How can this methodology make us more effective at business and in life?
- How can people begin to focus on tehir health and improve mental sharpness and productivity?
- Why is sleep important for executives and entrepreneurs?
- Drinking and smoking hurt your mental sharpness and productivity. Dave and bas discuss this in detail and how you can fix these issues.
- Cold water showers can improve your immune system. How?
- What is minimalism?
About Bas Lebesque
Bas started his career in Hotel Management, working 100 hours a week and smoking 2 packs a day. He realised that this life was never going to be sustainable. He quit smoking and made a switch to Banking and Financial markets. After 12 years, he took a sabbatical and during this period lived in Rio de Janeiro and traveled through Australia. After this adventure, he went back into Finance as a freelance consultant. Hi career took him to many different places like Boston, Shanghai, Paris, Luxembourg, Brussels and he loved that international experience. On the other hand, it always felt that there was something more than Finance for him.
In 2011 he started his own health journey. As he increased his physical activities, he had to become more aware health and nutrition. Along the road, he started drinking less. This totally felt natural and not like a sacrifice at all. The latest part of his health journey was a mental one. Bas embraces minimalism and a special type of breathing.
Today Bas is a Health and Lifestyle coach and he provides you with the right system, the right support, and the right accountability that will help you transform your health, life and/or body.
Bas Lebesque Contact Info:
Phone: +31646201260
Email: baslebesque@me.com
Website: www.baslebesque.com
What you see on social media is not real. Surprised? You shouldn't be. This week's Necessary Conversation is with Graduate Student and Researcher Talalah Kahn. She shares her perspective and some concerning facts about the media and integrated marketing communications.
On Today's Show Dave and Talalah Discuss
- What it's like to come to the US as a college student from Pakistan
- How social media influences young women
- How social media influences everyone - including you
- How to determine fact from fabrication
- The role of integrated marketing communications in business
- The use of social media as a news aggregator and why that's dangerous
- Ways to help people break free from that trap of :group think" and confirmation bias
- And much more
About Talalah Kahn
Email: talalahkhan94@gmail.com
Talalah is currently a Master’s student of Integrated Marketing Communication at Florida State University. She is particularly interested in the study of New Media Technologies and Body Image, with a focus on the empirical exploration of societal and corporate implications.
Her current research endeavors include research papers on social media and effects, differences in luxury consumption patterns among various ethnic groups and gender communities, and social media influencers versus traditional celebrities in the field of product endorsement.
After seeing how the ability to talk sports gave her the upper hand as a woman in business, Amy Siegfried and her brother Scott created a website to help people, especially women, get the minimum information they needed to discuss sports with friends. This is now a full-blown business and is making money. On today’s show we meet the founder of this fantastic business and discuss her entrepreneurial journey.
On this show Amy Siegfried and Dave Lorenzo discuss:
- What is Last Night's Game?
- The sports world is a crowded market, how do you stand out?
- Amy gives us her best networking advice.
- As an entrepreneur, how important has it been for you to build relationships?
- Tips for initiating and cultivating lasting relationships.
- Have you always had an entrepreneurial spirit?
- How to build up women around you to realize their full potential.
About Amy Siegfried
Name: Amy Siegfried
Phone: (702) 885-6000
Email: amy@lastnightsgame.com
Website: www.lastnightsgame.com
After seeing how the ability to talk sports gave her the upper hand as a woman in business, Amy and her brother Scott created Last Night’s Game to give their friends the same advantage. Last Night’s Game empowers its readers to join the sports conversation, even if they don’t know the first thing about sports.
They say those who can’t do, teach, and while Amy’s childhood athletic participation may have been short lived, she fell in love with the world of sports. That learned love for sports came in handy as her career has included working for a Major League Baseball team and other male-dominated industries.
But Amy is so much more than sports. A third-generation entrepreneur, she once flew around the world in 58 hours and 37 minutes, has lived internationally and is a master of small talk, bringing people together and the handwritten note. You can often find this married lady working with the entrepreneurship community nationwide, studying late night for her MBA, catching up on pop culture with Bravo and teaching her toddler son about sports.
Paul McCartney once said to John Lennon before writing a new song: “Let’s write a swimming pool!” As prolific creators of musical hits, just about everything they wrote turned into money and that money was spent on houses, cars and yes, swimming pools. These days you too can write yourself a swimming pool because content has never been more valuable to an entrepreneur or professional. Today we explore the easy way to create great content with Raj Goodman Anand.
About Raj Goodman Anand
Website: http://goodmanlantern.com/
Raj Goodman Anand is the founder of Goodman Lantern, a team of native English content writing services that help businesses sell better and grow faster. An engineer by profession, he has founded three startups, raised capital, and taken one venture from zero to acquisition. He has not only had a flourishing career within startups but also with large and mid-sized organisations, working on launching startups or new products within them. Products he has built have made companies an income in excess of £45m.
Raj has also won BusinessWeek’s Europe’s Young Entrepreneur (2007) and has been named one of Revolution Magazine’s 50 Most Influential People in Digital (2009). He has spoken at various venues including the Foreign & Commonwealth Office, British Library, and several universities including LSE. Raj and his entrepreneurial ventures have had coverage in The Telegraph, Guardian, BusinessWeek, and Observer.
What can a business owner learn from a personal injury attorney? If that attorney is Brett Panter, the business owner can learn a lot. On this show, Dave Lorenzo and Brett talk about a fantastic business growth strategy you can use in your business RIGHT NOW.
On This show Dave Lorenzo and Brett Panter discuss the following:
- Why plaintiff’s lawyers particularly medical malpractice lawyers are a necessity.
- How do you know if you have a good case?
- What is involved in examining a case to make sure it has potential to be successful?
- How do you grow your practice?
- Why did Brett start a networking group? Was it successful?
- Can ANY BUSINESS not just a law firm, use this strategy and if so, how?
About Brett Panter:
Email: bpanter@panterlaw.com
Website: https://panterlaw.com
Phone: (305) 709-1763
BRETT A. PANTER is a Florida Bar Board Certified Civil Trial Lawyer and primarily practices in the area of Complex Civil Litigation including but not limited to Personal Injury, Wrongful Death, Medical Malpractice, Nursing Home Neglect, Product Liability, Premises Liability, and Aviation Litigation such as in this plane crash case.
Brett A. Panter was lead counsel in Brown v. Alba-Martinez, M.D., a medical malpractice case, and on October 30, 2009 a jury rendered $8.5 million verdict. At age 30, Brett Panter was lead counsel Stark, West and Clay v. Alamo Rent A Car, where a jury rendered a $7.7 million verdict. That verdict was upheld on appeal in Clay v. Alamo, 586 So.2d 394 (Fla. 3rd DCA 1991). After all appeals were exhausted Alamo paid the families over $9.5 million. Mr. Panter also served as lead counsel in Garcia v. Florida Erectors, Inc., a construction accident case. On May 22, 2009, a jury found a sub-contractor negligent and rendered a verdict of $3.6 million.
Mr. Panter was also lead counsel in American Aerial Lift, Inc. v. Perez, 629 So.2d 169 (Fla. 3d DCA 1993), rev. denied, 637 So.2d 233 (Fla. 1994), in which a jury rendered a $1.7 million verdict. The Perez case was appealed to the Supreme Court. Mr. Panter’s closing arguments in the cases of Stark and Perez were published nationally. As lead counsel in Del Risco v. Industrial Affiliates, Ltd., 556 So.2d 1148 (Fla. 3d DCA 1990), Mr. Panter obtained a jury verdict for his client in the amount of $1.5 million. Mr. Panter has achieved many other settlements in complex claims resulting in recoveries greater than $1 million.
Brett A. Panter was born in Newark, New Jersey.
You're using social media wrong! Don't worry. It's not you. It's us. Most people use social media the wrong way because they imitate others and they get zero measurable business results. Today Dave Lorenzo Speaks with Sue Koch, a Social Media expert and she helps set us straight. Listen now.
About Sue Koch
Phone: (773) 844-4438
Email: sue@suekoch.com
www.suekoch.com
After leaving her SVP post at a tech company in 2009 and growing her own consulting business using LinkedIn & Twitter, Sue Koch shifted her business model to become a social media success catalyst for others.
Sue has been hired to speak & train Fortune 500 companies such as Accenture and Oracle, and speak for organizations such as the American Marketing Organization and at the NAR Annual conference for REALTORs.
Her unique ability to make social media easy to understand & actionable has allowed her to guide 1000s of regulated service professionals, coaches & entrepreneurs on their unique social media journey, providing the roadmap & tools needed to thrive in an intensely competitive business environment.
Everyone has an audio brand. Today Dave Lorenzo speaks with VoiceOver Artist Jodi Krangle about developing an audio brand and maximizing it in your business.
About Jodi Krangle
Phone: (289) 221-1261
Website: https://voiceoversandvocals.com
Email: jodi@voiceoversandvocals.com
Jodi Krangle has been a voice actor since 2007 and has worked with clients from major brands all over the world including Dell, BBVA & Kraft. She’s also a singer and in 2015, she put out her own album of jazz, blues and traditional tunes (jodikranglemusic.com). Over the years, and doing what she does, she’s learned a lot about sound and how it influences people. Her podcast on this subject is called Audio Branding: The hidden gem of marketing. For more information on that podcast, visit audiobrandingpodcast.com and for more information on Jodi, visit voiceoversandvocals.com.
About Simone Knego
https://simoneknego.com
Phone: (941) 928-9168
Email: simone@simoneknego.com
Simone Knego leads an ordinary life filled with extraordinary moments as a mother to both dogs and children, an entrepreneur, and now a keynote speaker and author. Splitting her time between her family, businesses, and personal growth, she’s realized the small choices she makes every day to do good actually have the power to inspire others. In her new best-selling book, The Extraordinary Unordinary You, she details her journey of adopting three of her six children, her climb of Mount Kilimanjaro, and all of the funny, scary, and inspiring stories that came along the way. Simone believes deeply that changing the way you see yourself can help the world around you change. Through her book, she hopes to show people how they are unordinary in the best possible way. She knows that through these realizations, people can redefine what they believe themselves capable of and impact the world the way they were created to.
In this show Dave and Jim Discuss:
- How Jim came to live on a boat
- Why this is the perfect place for Jim to be and how you can find the perfect place for you
- The thing that made Jim choose to be an entrepreneur after a successful corporate career
- How Jim provides services using an outsourced team
- Why your success is not dependent upon how many employees you have
- The expression: "Gross is for vanity and net is for sanity" why it is important to your journey as a professional
- How to use leverage to be successful
- What is a "Dream Business" and How do we create one for ourselves?
- The one skill Jim developed that CHANGED EVERYTHING for him as a business owner
- Why print newsletters work so well
- "How to make this work for you: "If someone else is doing it, you can do it too..."
and much, much more
About Jim Palmer "The Dream Business Coach"
800-214-6158
coach@GetJimPalmer.com
https://www.getjimpalmer.com
Jim Palmer is a marketing and business building expert and in-demand coach. He is the founder of the Dream Business Academy and Dream Business Coaching and Mastermind Program.
He is the host of Dream Business Coach TV, the hit weekly Web TV show watched by thousands of entrepreneurs and small business owners, and he is also the host of Dream Business Radio, a weekly podcast based on Jim's unique brand of Smart Marketing and Business Building Strategies. Jim is best known internationally as 'The Dream Business Coach' and creator of No Hassle Newsletters, the ultimate 'done-for-you' newsletter marketing program used by hundreds of clients in nine countries.
About Orly WahbaPhone: +972586435751
Email: orly@lifevestinside.com
Website: www.lifevestinside.com
Orly Wahba is a teacher, entrepreneur, and community activist passionate about inspiring and motivating people to make the world a kinder place. Orly began her career as a middle school teacher, empowering children to embrace unity, build self-value, and use their power to influence the world for good.
Orly is the founder of the global non-profit, Life Vest Inside, a kindness expert, educator, best selling author, entrepreneur and keynote speaker who inspires audiences to take action. Her talks and workshops provide the groundwork for lasting change and motivate people to become the best version of themselves so that they can influence the world for good. Drawing from her personal journey, groundbreaking science, and her signature wit, Orly inspires people to tap into the power of kindness—the most underutilized skill in today’s world. Through her talk, Orly demonstrates how kindness and a simple shift in perspective can alter the way a person connects with themselves and the world around them.
From a young age, Orly was determined to become a part of the change she wished to see in the world. After tragedy stuck her and her family in her adolescent years and she was thrown into a deep depression, Orly found her voice, her strength and made a promise to be there for others the way she had wished someone would have been there for her. It is that promise that has guided her along her journey.
From her teenage years as a community activist, Orly went on to become a middle school educator teaching the children to embrace unity, build their self-esteem and identify their purpose. In 2011, Orly founded Life Vest Inside, a non-profit organization with a mission to inspire, empower and educate people of all backgrounds to lead a life of kindness.
Life Vest Inside gained international acclaim when Orly’s award-winning film “Kindness Boomerang” went viral, receiving over 100 million people, landing her a spot at TED2013 and launched what has come to be known as the “Kindness Revolution”. Her film set a precedent that was incorporated into the culture and marketing strategy of companies and organizations alike.
Through Life Vest Inside, Orly has created a powerful kindness network that fosters dialogue with people across the globe, including parts of the world torn apart by conflict. Through our approach, we establish peace in place of conflict, love in place of hatred, hope in place of fear, and kindness in place of mistrust. As a result we have seen a positive change in the way people engage with one another and respect each other.
In 2012, Orly created and launched Dance for Kindness, the largest annual worldwide FlashMob which has grown to be a phenomenal leadership training program in over 50 countries. In 2015, she co-created Project Hope Exchange - a digital online repository of messages of hope. In 2017, Orly released her best-selling first book, Kindness Boomerang.
Orly travels globally giving talks and workshops in schools, companies and community centers as a means of inspiring others to infuse a culture of kindness into the everyday. Most recently, in 2019, Orly created and launched a mobile app in memory of her grandfather. The app, Abraham’s Legacy: A Social Network for Prayer connects people across the globe through the power of collective prayer.
Today's show is an inside look at my Inner Circle Business Development Community. I take you inside and share the audio from one of our live sessions.
If you're interested in learning more, joining us, receiving some referrals and saving $1,000 (the annual investment increases at the end of the month) visit http://JoinDaveLorenzo.com
Today Dave and Angel discuss:
- How to get an appointment with the CEO
- Why it is important for the CEO to have a confidant
- Why it is difficult for executives to ask for help
- How does self awareness play a role in CEO behavior?
- What is the impact of the pandemic on executive decisions?
- And much more
About Angel Ribo
Phone: (469) 412-6355
Email: angel@angelribo.com
http://theceoconfidant.com/
http://WisdomforKids.today
Angel RIBO, known as The CEO Confidant, is an Influencer, LinkedIn strategist, International TV Host, Public Speaker, CEO Consultant, Board Member, and Philanthropist.
In the last 21 years, Angel has empowered more than 1,500 CEOs in 33 different countries. He was born near Barcelona, and he has lived in 8 countries and speaks 5 languages.
Established Entrepreneurs and Corporate CEOs hire Angel to bridge the Gap Globally for Expansion and Exposure.
Angel sits on the Board of the Evolutionary Business Council, an organization with more than 350 Global Transformational Leaders with a combined reach of well over 600 Million people.
Angel is based in Texas, and early in 2017, he launched his International Foundation, Wisdom for Kids, and he has helped more than 1000 Underprivileged Kids in Latin America become Entrepreneurs using their Local Resources.
On this Show Maria and Dave discuss:
- What’s the difference between emotional empathy and cognitive empathy? Why is each important to branding and sales?
- Does empathy help you with decisiveness? How?
- Talk about how empathy leads to curiosity.
- How does empathy influence the culture of the organization?
- Can empathy help you make better deals?
- How do consumers identify empathetic brands?
- Is it only about having a generous return policy and good customer service?
About Maria Ross
Phone: (206) 661-0227
Email: maria@red-slice.com
www.red-slice.com
Brand strategist, speaker and author Maria Ross believes cash flow, creativity and compassion are not mutually exclusive. As founder of Red Slice she advises entrepreneurs and fast-growth businesses on building irresistible brand stories that connect with customers and accelerate growth.
Maria's most recent book, The Empathy Edge: Harnessing the Value of Compassion as an Engine for Success, explores empathy as a competitive business advantage and was named by Forbes as a top 11 book redefining leadership She is also the author of Branding Basics for Small Business and The Juicy Guides for Entrepreneurs. Maria understands the power of empathy on the brand and personal levels: In 2008, shortly after launching her business, she suffered a ruptured brain aneurysm that almost killed her and inspired her acclaimed best-selling memoir, Rebooting My Brain.
Maria has spoken to audiences ranging from The New York Times to BlogHer to Salesforce, hosts The Empathy Edge podcast, and has appeared in numerous media outlets, including MSNBC, ABC News, Forbes.com and Entrepreneur. She also writes for many outlets, including columns on Entrepreneur.com and Huffington Post. Maria lives in the San Francisco Bay Area with her husband, young son, and precocious mutt.
About Jacqueline Manor
Email: jakyomanor@gmail.com
Jacqueline is an esports consultant, host, tournament organizer, influencer, content creator, and official commentator of the Capcom Pro Tour for Street Fighter V. She has hosted various gaming shows such as Re:Play, SquadState, and HeadsUpDaily; as well as many tournaments from CS:GO to a variety of Fighting Games.
Jacqueline has commentated and competed in tournaments all over the world. She was the Project Manager on some of Canada’s most ambitious gaming events, was on the executive team for various esports teams by managing events and content production, and continues to make waves in esports. She is currently the Director of Humber College Esports.
About Deirdre Tshien
Phone: (929) 319-4125
Email: deirdre@thegrowthboss.com
www.thegrowthboss.com
IG: @thegrowthboss
FB Group: bit.ly/growthbossgroup
Podcast: www.themakingitpodcast.com
Free 3-day challenge: www.thegrowthboss.com/challenge
Deirdre is the founder of Growth Boss, a leading mentorship program for e-commerce business owners wanting to scale to multiple- 6 and 7 figures using the power of tribe-building, funnels and human connection.
She is a serial entrepreneur, having founded and led 5 businesses across 3 industries in the last 7 years, and has navigated the entire spectrum of experiences and emotions (the good, the bad and the ugly) that comes with starting, running and closing businesses.
With her hands-on experience in successfully growing her businesses to 7 figures, she now coaches e-commerce business owners on her secret sauce of using buyer psychology to make their offerings irresistibly-contagious to their customers; creating an end-to-end sales funnel that automatically converts these customers; and then nurture them into a raving salesforce.
Deirdre's evolution into a Business Coach, Consultant and Mentor was driven by a strong desire to pay it forward and help other business owners take intelligent action towards building their million-dollar business.
About Victoria Lowell
Phone: (305) 507-7504
Email: victoria.lowell@empoweredworth.com
https://empoweredworth.com
Victoria Lowell is a financial advocate, coach, international bestselling author of “Empower your Worth: A Woman’s Guide to Increasing Self-Worth and Net Worth.” and the founder of Empowered Worth, a financial-education platform that empowers women to become active participants in their own financial future and well-being.
In late 2018 she left Wall Street and followed her passion to help women assert themselves fiscally. Her expertise in this field has led to her hosting her podcast, conferences and webinars, motivational speaking and being a guest on many tv, radio and podcast shows.
During this show Dave and Sid discuss the following:
- How To Get Organic Leads On Social Media in the Next 15 Minutes
- Using the Online TV Channel to Attract Leads To You Everyday Online
- Setting Up Your Personal Profile on Facebook To Attract Leads Online for FREE
- How To Turn Friend Request On Facebook Into Leads For Your Business
- How To Find Your Best Leads In Facebook Groups
- How To Grow A Facebook Group To 6-Figures in 90 Days
- How Sid Overcame Panic Attacks To Be a Successful Entrepreneur
About Sidney Clevinger
Phone: (502) 727-5878
Email: sidney.clevinger@gmail.com
https://www.sidclevinger.com/
"SUPER" Sid Clevinger is marketing coach who has been featured in Entrepreneur, Forbes, Influencive, and over 25 other publications around the world.
Sidney created The SUPER Online Organic Prospecting System so everyone can discover how to have better prospecting.
Sidney works with clients and runs courses all over the world.
He believes that everyone was put on this earth with a gift to share, and leveraging your social media to increase your influence is a great place to do that.
Sidney has a range of valuable resources for people to understand how to leverage their social media and attract customers online starting today.
Join his community of f 1000’s of Purpose Driven Entrepreneurs called Success Secrets For Purpose Driven Entrepreneurs and hang out with online entrepreneurs and coaches from around the world all building the businesses of their dreams so they can live the life the life they want, your invite can be found at www.successsecretsgroup.com
About Dave Lorenzo's Inner Circle Business Development Community
http://JoinDaveLorenzo.com
There are professionals in your community, in your profession, making a great living and living and great life.
These SUCCESSFUL PROFESSIONALS have a few well-guarded secrets and they only share them with people in their natural network.
In the past, the only way to access these business growth strategies was to GET INSIDE the network of one of these RAINMAKERS, be connected to the people they know, and discover their secret strategies for business growth.
UNTIL NOW!
My name is Dave Lorenzo and I have helped professionals build businesses since 1999.
In 2008 I formed a consulting firm that worked exclusively with attorneys and in 2015 I expanded that work to include other consultants and professionals.
These days my private coaching clients pay upwards of $50,000 to work with me in a one-on-one setting. As you can imagine, that practice is limited because there is only one of me. I currently have a waiting list.
Late last year a group of professionals came to my office with some difficult issues.
They knew they could be making more money and they knew there must be an easier way to attract clients.
In researching and writing three books for professionals during the past decade, I had developed some great relationships and powerful systems. Both of these proved to be valuable.
So here’s what I’ve done:
Early in 2020, I developed a community to help attorneys and other professionals grow their book of business.
Your membership investment is only $3,550 per year.
This is easily recouped through the acquisition of one new matter. I’m confident, we can help you grow your firm.
Membership in this group is limited.
I cannot accept everyone. I only want smart practitioners with generous hearts and minds. You must be willing to invest your time and attention in this group in order to receive the most benefit.
Visit: http://joindavelorenzo.com/ for more information or to apply.
Dave and Shawn discuss the following topics on this show:
- Shawn shares some stories from his time as a war correspondent
- Dave and Shawn discuss the transition from the action of his former career to speaking, training and writing
- Shawn talks about how doing a TedX talk has helped his business
- Shawn shares tips about getting high profile talks and being published in well-read media
- We discuss the difference between a funnel and a pipeline
- Shawn shares his system for connecting with prospects and winning them over
- The strategy of micro commitments will change everything for you
- Dave and Shawn discuss the future of the speaking business
About Shawn Rhodeshttp://BulletproofSelling.Systems
Bulletproof Selling Podcast
Email: shawn@bulletproofselling.systems
Phone: (813)+833-5059
https://www.shoshinconsulting.com
Shawn Rhodes leveraged his former life as a war correspondent to become an international expert in how the best teams pivot and scale success. He's a Tampa-based TEDx speaker and his work studying teams in more than two dozen countries - some the most dangerous places on the planet - has been published in news outlets including TIME, CNN, NBC, Forbes, the Wall Street Journal and INC.
Shawn's clients have included Deloitte, ConAgra, Coca-Cola and dozens of similar businesses. Shawn is also a nationally-syndicated columnist with the Business Journals and author of the books Pivot Point: Turn On A Dime Without Sacrificing Results, Universal Export: A Guide For Overachievers in Working Less And Enjoying More, and forthcoming book, Bulletproof Selling: Systemizing Sales For The Battlefield Of Business.
About Deb Gabor
Phone: (512) 554-1538
Email: deb@solmarketing.com
http://debgabor.com
Book: Branding is Sex
"Leading Expert" doesn't come close to describing Deb Gabor's passion for brands. More accurate? Brand Guru. Brand Impresario. Brand Evangelist.
She's written the book on branding (twice!) with bestsellers Branding is Sex and Irrational Loyalty. She's the founder and CEO of Sol Marketing, a strategy-led marketing firm obsessed with solving major business and branding problems for clients in every industry. Companies throughout the world use Deb’s Brand Values Pyramid, Ideal Customer Archetype, and “Brand Swagger Questions” to align their teams and articulate their brands to audiences.
Deb and her team at Sol Marketing have introduced her revolutionary brand strategy for organizations ranging from international household names like Allrecipes, The Associated Press, Dell, Microsoft, NBC Universal, NPR, NTT Data, and Siemens, to exciting emerging brands like hint water and Indagare. Deb also lends her brand authority with frequent contributions and commentary to major news outlets such as Entrepreneur, Forbes, FORTUNE, Inc., MediaPost, New York Times, NPR, USA Today, Wall Street Journal, and The Washington Post.
Business and marketing organizations regularly call on Deb as a keynote speaker and workshop leader, relying on her as an inspiration for executives to embrace the power of branding to create Marketing That Sells.
Dave and Andrew has a wide-ranging and comprehensive conversation about the esports industry and the role of attorneys in it.
About Andrew Goodwin
Phone: (469) 688-7758
Email: andrew@hendleygoodwyn.com
Andrew is passionate about helping artists, esports players, and entrepreneurs attain their career goals. Whether you need help navigating complex legal problems, drafting a difficult contract, or general career advice, he is ready to help guide you to the outcome you desire. Andrew provides legal counsel in the areas of entertainment & esports, intellectual property, and general business.
About Mike Saunders
Phone: (720) 232-3112
Email: mike@marketinghuddle.com
https://www.AuthorityPositioningCoach.com
Mike Saunders is a speaker, bestselling author of four books, and a successful business coach who holds an MBA in Marketing.
Mike is also an Adjunct Marketing Professor at several Universities and a member of the Forbes Coaches Council.
He has interviewed hundreds of industry experts on his podcast and is always striving to learn from other thought leaders.
Mike is most passionate about seeing his family grow up with high spiritual values and providing them opportunities to succeed in life.
He is heavily involved in his local church and is focused on teaching others the benefits of giving and serving.
About Umar A. Sheikh
Umar A. Sheikh is an attorney with over fifteen years of practical experience, having received his JD from Brooklyn Law School in 2000. Umar’s practice concentrates on all aspects of real estate law – purchases, sales, financing, development, leasing, evictions, foreclosures, management – and those areas of law that are related to real estate – corporate, tax, asset protection, estate planning, and litigation. Umar regularly represents parties in the purchase, sale and financing of multifamily, mixed-use, commercial and retail properties. He also represents borrowers in CMBS transactions, hard money lenders, and “fix and flip” investors.
In addition, Umar provides outside general counsel services to small and mid-size companies, as well as foreign investors and entities doing business, real estate or otherwise, in the United States.
Umar currently serves on the Board of Directors for both the New Jersey Muslim Lawyers Association and Muslims for Peace, Inc. He has previously served on the Board of Directors for the Asian American Bar Association of New York. He is a member of the American Bar Association, New Jersey Muslim Lawyers Association, and the Asian American Bar Association of New York.
About Dave Lorenzo's Inner Circle Business Development Community
Application: http://JoinDaveLorenzo.com
The mission of this exclusive group of professionals – attorneys, CPAs, financial industry executives, engineers, consultants, architects, and other professionals, is to help you grow your business in a way that enables your lifestyle. Whatever that lifestyle entails.
If you want to work 20 hours per week and make $400,000, we can help you do that.
If you want to work 80 hours per week and run a firm that does $4,000,000, we can help you do that.
We have members who do both those things and every type of professional firm and income level in-between.
So here’s the exclusive offer for you – there’s no hard sell because the value proposition is compelling enough. You either see it or you don’t.
You can join the community, now and receive a discount of $1,000 per year.
This offer is only valid for people who listen to this show and are accepted into the community and it is extended to you for a brief time.
Why?
Because it’s not a huge amount of money and the return on the investment is staggering.
You are either IN or you’re OUT.
I hope you’re IN…
ABOUT INSIDE BS
Dave Lorenzo has been podcasting for years and this show focuses on taking you inside brilliant strategy, sharing insider business secrets and generally cutting through all the bull s#it to share the straight scoop on making a great living and living a great life.
If you know someone who would be a great interview subject for the show, reach out to Dave at 888.444.5150 or AskDave@DaveLorenzo.com
About Nate Woodbury
https://www.betheherostudios.com/hero
Nate Woodbury is a YouTube Producer, currently producing a variety of "How To" YouTube channels. He helps them grow their YouTube following, and turn their channels into lead generation machines that generate seven figures. His largest channel generates over $1M per month all from organic YouTube traffic.
You have expertise that people need, but people don't know you exist. Nate helps you make strategic videos to ensure these people find you, follow you, and trust you. By leveraging your expertise on YouTube, you build a massive following, that will buy whatever you present to them.
Nate is a master of efficiency and his brain always thinks in reference to the end result. Because activity without a focus on results is a waste of time, he's innovated ways to minimize time and expense and maximize results.
About Steve Klitzner
https://floridataxsolvers.com
Email: Steve@FloridaTaxSolvers.com
Phone: 305.682.1118
Steven N. Klitzner graduated from the University of Miami School of Law in 1979 with a Juris Doctorate degree. He was admitted to the Florida Bar that same year.
Mr. Klitzner is admitted to the United States Supreme Court, United States Tax Court, United States Court of Appeals for the Eleventh Circuit, and the United States District Court for the Southern District of Florida.
He has been awarded an AV rating by Martindale-Hubbell Law Directory, the highest rating of the publication.
Mr. Klitzner is a member of the American Society of IRS Problem Solvers. He is a member of the Advisory Board and Consulting Member of the Tax Freedom Institute, an association of tax professionals in defense of taxpayer rights. These memberships help him stay current with the law and enable him to protect your rights.
The American Society of Tax Problems Solvers recognized Mr. Klitzner with its Top Practitioner award.
About Dom Einhorn
Phone: +33637047412
Email: dom@uniqornincubator.com
https://uniqornincubator.com
https://startupsupercup.com/
Dom is the Founder and CEO of UNIQORN, a startup incubator-accelerator located in the SW of France.
UNIQORN is arguably the largest start incubator in a rural setting in the world.
He is also the organizer of the Startup Supercup, https://startupsupercup.com/
About Jacquline Wales
https://thefearlessfactoratwork.com
https://www.linkedin.com/in/jacquelinewales/
An astute observer of behavior, I am endlessly fascinated by the messiness of being human, and I find people who are vulnerable and honest about their struggles incredibly interesting and courageous.
I’ve explored human behavior and asked tough questions to discover hard truths for more than thirty-five years.
My focus—with individuals and groups, in person or virtually—is to develop fearless leaders. Leaders who will dig into self-discovery, take accountability for their actions and responsibility for their decisions. Leaders ready to be challenged and do the work for the sake of their careers and their lives.
I believe in the power of being fearless —to create the career and life you want.
I help clients stay curious, push boundaries, and bust through excuses to achieve results. They describe me as outgoing, candid, empathetic and down to earth—an insightful guide who genuinely cares about wanting to help. I’ve also heard the term “all-around badass” someone who inspires clients to jump in and take more risks.
If you know someone who has an interesting point of view on diversity and inclusiveness, I'd like to meet them. Please email me at: AskDave@DLorenzo.com
About Katie Phang
http://KatiePhang.com
(305) 614-1223
Info@KatiePhang.com
Katie S. Phang is the owner and founder of the law firm that bears her name. She and her team work on litigation matters across a broad spectrum of consumer and business-to-business disputes.
Prior to founding this firm, Ms. Phang was a partner on Berger Singerman’s Dispute Resolution Team, where she represented a diverse group of clients in complex commercial litigation, family law, hospitality and gaming litigation, real estate litigation, and white-collar criminal defense and special investigations.
She has more than 20 years of trial experience in state and federal courts.
Prior to joining Berger Singerman, Phang was a founding partner with Arrastia, Capote & Phang, LLP. Previously, she held positions at the Miami-Dade County and Broward County State Attorney’s offices, where she rose to the level of homicide prosecutor and division chief. As a former prosecutor and private practitioner, she has tried dozens of jury and bench trials throughout Florida, several as lead trial counsel.
Phang has been recognized as a Top Lawyer in Corporate and Business Law by the South Florida Legal Guide and Florida Trend’s Legal Elite, and as a Rising Star by American Lawyer Media. She is also a legal contributor for NBC News/MSNBC and other national media outlets.
In this episode, Dave and Adam discuss:
- Maximizing each moment.
- The importance of meditation and Transcendental Meditation.
- Eradicating mediocrity.
- Increasing your mental fitness and training yourself to handle the problems that show up.
Key Takeaways and actionable tips:
- Discipline equals freedom.
- Go to your appointments you have now and cut them in half.
- Clarity equals speed.
- Every day you have the opportunity to create self-mastery – to overcome the voice inside your head that says “no”.
About The Inner Circle Business Development Community
http://JoinDaveLorenzo.com
In the Inner Circle Business Development Community I help professionals growth revenue in three ways; 1). I teach them how to establish and deepen relationships, 2). I connect attorneys with other professionals for the purpose of passing referrals and 3). I facilitate meetings for attorneys from diverse practice areas, geography and background to increase their capability to serve clients.
Phil Gerbyshak is a professional speaker, digital marketer, sales coach and consultant and my friend. I love having him on the podcast because I always learn something new and I laugh a lot. Today's show is a great example of that. Join us for some knowledge and some laughs.
About Phil Gerbyshak
https://ProcessandResults..com
https://philgerbyshak.com
https://ConversationsWithPhil.com
Phil on LinkedIn
Email: phil@philgerbyshak.com
Phone: (414) 640-7445
Phil Gerbyshak knows SALES. He’s a sales speaker, a sales expert, a sales trainer, a sales leader mentor, a sales podcaster and a sales coach. He's written 5 books, more than 3000 articles, and has been quoted in the Wall Street Journal, Daily Globe and Mail, Financial Times, Investor's Business Daily, Inc. and many other publications, including earning 3 covers: Speaker Magazine, Marketing Media and Money, and Social Selling Made Easy. Phil is known as a Sales, Leadership and Technology Authority with a particular expertise in inside sales, LinkedIn and social selling.
Dave and Tim Kubiak talk sales and have fun.
About Tim Kubiak:
https://timkubiak.com
Phone: (914) 772-7637
Email: tim@timkubiak.com
Business Geek, Nomad, Aging Metal Head, Nerd, & Coffee Addict. Plus the only big guy at Hot Yoga. For over 25 years Tim has been building high-performance sales team globally. He has sold over 2 billion in goods and services. Now he works with Founders, Business Owners, Executives, and High Performing Individuals to transform businesses, bring new companies and solutions to market and achieve their professional goals.
If you're ready to discover the secrets to becoming a better speaker and building a business, this interview is just the ticket. Join me as I interview Doug Staneart - the CEO of one of the fastest growing training companies in the world.
About Doug Staneart
https://www.fearlesspresentations.com
(800) 975-6151
Doug Staneart is the President and CEO of The Leader’s Institute, LLC® and has been a speaker and trainer since 1994. Doug spent eight years as a trainer and a sales person for some of the largest and most successful training companies in the world before founding The Leader’s Institute® in 2002.
Doug is the author of the best-selling book Fearless Presentations and the book 28 Ways to Influence People and Gain “Buy-In”. Since December of 2002, when Doug invented the High Impact LeadersTM class, he has trained over 2000 of the world’s future and current leaders. He’s helped over 5000 people eliminate their fear of public speaking since 2003 when he invented the Fearless Presentations® class.
Doug revolutionized team building when he invented Philanthropic Team Building. When Doug created the Build-A-Bike® Workshop, no one had ever combined team building and charitable donations. The popularity of Build-A- Bike® created a meteoric growth in philanthropic programs and in just a few years, the concept has become a part of our culture.
Under Doug’s leadership, The Leader’s Institute® has become one of the largest, most popular, and fastest growing training companies in the world.
Today's show is about the innovation that comes from struggle.
This is an interview with Liam Norval, a brilliant entrepreneur who has an idea that will help hospitality businesses get back on their feet after the pandemic ends.
About Liam Norval
https://poshcockney.co.uk
liam.norval@poshcockney.co.uk
Phone: 07760165111
Liam has built his reputation as ‘King of Clubs’ after 10 successful years in the nightclub and events industry. He has experience in leading sales and strategy for some of the most popular venues in London. This experience has brought him a wealth of contacts and driven sales up for each business he has been involved in. Liam’s previous roles include ‘Group Sales, Events and Marketing Director’ for the Proud group and eight years as ‘Group Sales Manager’ for the Maxwell group, where he controlled the overview of operations and marketing for their hugely popular clubs such as ‘Café de Paris’ & ‘Tropicana Beach Club’.
Liam’s passion and ambition has always been to run his own company where he can utilise his knowledge of club & venue promotions along with his artist management and event organising skills.
Liam has founded ‘Posh Cockney’ with the belief that he can take every venue he consultants on ‘to the next level’ of business success. And his passion for achieving the most impeccably planned parties or events has driven him to build on his reputation by creating his own specialist company, ‘Posh Cockney’. Liam has recruited a team behind him who have the same ambitions for ensuring trust and confidence with the clients he has already developed a strong relationship with. Building on his fantastic success in the industry Liam has implemented his strong values of hard work and drive into his team to achieve the best service for all future clients who want to be part of the ‘Posh Cockney’ journey and experience.
Being an expert in high end events and the celebrity party scene, Liam’s motto is ‘to be number one, the experience has to be out of this world. People need to be wowed as soon as they get out of the taxi and in the front door’.
On this show I discuss many things with one of Miami's top Attorneys.
We cover:
- How to balance being a litigator and entrepreneur with family commitments
- Selecting a market segment and using it for targeting clients
- Litigation on Zoom vs. in person
- How to work up a Director's and Officer's Liability case
- Working with Opposing Counsel During Challenging Times
- Why Some Cases Settle and Others are Contentious
- And Much more
About Brett Amron:
Bast Amron Website: https://www.BastAmron.com
Brett's LinkedIn Profile: https://www.linkedin.com/in/brettamron-directorandofficer-insolvency-litigation/
Brett's Phone Number: (305) 379-7904
Brett has been a litigator his entire career. He advises clients in complex business and bankruptcy litigation matters with an emphasis on director and officer liability, breach of fiduciary duty, partnership and shareholder disputes, fraud, and avoidance and recovery of preferential and fraudulent transfers. Brett represents court-appointed fiduciaries, trustees, receivers, corporations, shareholders, individuals, creditors’ committees, and secured and unsecured creditors.
Brett began practicing law as a prosecutor in Miami. From there he joined a large local firm in its bankruptcy litigation group, where he was elevated to partner. In 2008, Brett started his own practice and in 2009 founded Bast Amron LLP with his partner Jeffrey Bast. The firm is now widely recognized as one of South Florida’s top boutique firms delivering sophisticated advice to an array of clients with complex business disputes.
Brett speaks and writes frequently on various topics related to his practice. He has been recognized by his peers and numerous publications for professional excellence including Best Lawyers in America, Chambers and Partners, Martindale-Hubbell, South Florida Legal Guide, and Florida Super Lawyers.
Dave and Steven Sashen discuss why and how Steven Founded Xero Shoes. They also talks about running sprints in the Colorado Mountains, Barefoot.
If you know someone who would be a great guest on the Inside BS Show, email Dave: AskDave@DLorenzo.com
Self Esteem is the most important aspect of your business growth plan. You need to be able to bounce back from setbacks and charge forward.
Today's show is an inside look at my Inner Circle Business Development Community. I take you inside and share the audio from one of our live sessions.
If you're interested in learning more, joining us, receiving some referrals and saving $1,000 (the annual investment increases at the end of the month) visit http://JoinDaveLorenzo.com
This conversation will entertain and inspire you. My guest today is an author and innovation expert and she helps us reinvigorate our own businesses. Today we go ON THE INSIDE with someone who helps take businesses from good to great.
Don't miss today's show.
About Tamara Ghandour
Website: https://www.gotolaunchstreet.com/
Book: https://www.amazon.com/gp/product/1529398150/
Podcast: https://www.gotolaunchstreet.com/inside-launchstreet-podcast/
The impact of Tamara’s break-through work on human-centric innovation can be seen in individuals, teams, and organizations across the globe. As the creator of the proprietary Innovation Quotient Edge (IQE) assessment, host of the popular business podcast – Inside LaunchStreet, and the president of LaunchStreet Consultancy, Tamara has helped thousands gain the competitive edge by unlocking the power of innovation. With 25 plus years of business experience, Tamara knows what it takes to truly drive innovation and growth in an ever-changing marketplace.
Tamara is a sought after keynote speaker and advisor thanks to her unique ability to make innovation accessible and tangible for everyone. Through a combination of neuroscience, brain mechanics, behavioral and social psychology, experience, Tamara developed the IQE assessment and tools, the only tool that helps people discover their unique style of innovation so they can bring out the best in themselves and those around them. For many leaders and teams its become the secret sauce for igniting peak performance and develop high-performing teams that innovate and win.
Drawing on eye-opening data from her proprietary Innovation Quotient Edge Assessment, her latest book, Innovation is Everybody's Business, is for those looking for solutions to the daily pain of "how do I prove my worth," a reality for many people whether they work in the C-Suite or on the front-lines. This book will resonate with those that recognize that being more innovative is their ticket to being indispensable. It is also for leaders under pressure to build a culture of innovation but don't know how. As organizations face pressure to innovate, the accountability for making it happen falls on senior and mid-level leaders. They are told what to do, but not how to do it. This book will give them a tool to build a team of innovators who make an impact every day in big and small ways.
Tamara’s company, LaunchStreet, is the go-to innovation partner for companies like Arrow Electronics, Schneider Electric, Disney, Red Robin, RICOH and US Army Research Labs when they want to create a culture of innovation that wins and develop innovative solutions for their biggest challenges. Her IQE system has helped ignite, scale and sustain innovation inside and out organizations of all sizes. Most importantly her work helps everyone realize their innovation capabilities and apply it daily.
About Sarah St. John
Sarah St. John is an entrepreneur, podcaster, author, animal lover, and world traveler. She's created several startups throughout her entrepreneurial career.
Through her books, blog, and podcast, her goal is to show people how to launch and manage an online business on a budget.
You can find more information about Sarah by visiting her website: https://thesarahstjohn.com/free
Today's show will help you adjust to being a parent and helping your kids survive pandemic education.
This is a challenging time and my goal in speaking with Melissa is to help make it easier for you.
Join us for an illuminating and valuable discussion.
About Melissa Lowry
Website: http://melissa-lowry-education-coaching.com
Email: melissa@melissa-lowry-education-coaching.com
Phone: (713) 444-6471
Melissa Lowry is a sought after education coach, specializing in distance/remote learning, SSAT prep, college essay coaching, parent support, curriculum design, staff development, and group facilitation. She has worked in the field of education for over twenty years as a teacher, curriculum director, and principal. Melissa is the co-author of Answer Keys: Teacher Lesson Plans for Effective Parenting. Visit her at www.melissa-lowry-education-coaching.com. Melissa resides in Atlanta, GA. with her husband, two children, and two dogs.
Today's show is all about speaking in front of an audience.
My guest, Brenden Kumarasamy helps people overcome their fear of speaking and sharpen their platform presentation skills.
He shares many of his best strategies with us and his insight will help you connect with the audience both in person and online.
Join us today for this public speaking clinic.
About Brenden Kumarasamy
Website: https://www.mastertalk.ca/
YouTube: https://www.youtube.com/watch?v=9KJVYCokY9M
Instagram: https://www.instagram.com/masteryourtalk/
Subscribe to Brenden’s Youtube channel to get weekly tips in your inbox.
If there’s one word that describes Brenden best, it would be impact. He's passionate about helping others achieve rocket level success, whether it’s helping others overcome their fear of public speaking, helping startups with their pitch decks or to raise capital.
Alan Weiss is the Rock Star of Consulting.
If you want to discover the secrets of building a million dollar consulting practice or any type of practice as a solo practitioner, this is the show for you.
In this episode, Dave and Alan discuss:
- Moving beyond your own cocoon and taking in the rest of the world.
- Differentiating yourself as someone you and others want to know.
- Networking – it’s a process, not an event.
- Creating and maintaining a healthy self-esteem when you’re an independent professional or sales executive.
Key Takeaways and actionable tips:
- Be well-read and well-traveled.
- Stop talking about your field and start talking about other things.
- Charge for value.
- Appear in the public square that makes sense to your clients frequently with new intellectual property.
- Do not listen to unsolicited feedback.
About Alan Weiss:
https://alanweiss.com/ Email: alan@summitconsulting.com
Alan Weiss is one of those rare people who can say he is a consultant, speaker, and author and mean it.
His consulting firm, Summit Consulting Group, Inc., has attracted clients such as Merck, Hewlett-Packard, GE, Mercedes-Benz, State Street Corporation, Times Mirror Group, The Federal Reserve, The New York Times Corporation, Toyota, and over 500 other leading organizations. He has served on the boards of directors of the Trinity Repertory Company, a Tony-Award-winning New England regional theater, Festival Ballet, and chaired the Newport International Film Festival.
His speaking typically includes 20 keynotes a year at major conferences, and he has been a visiting faculty member at Case Western Reserve University, Boston College, Tufts, St. John’s, the University of Illinois, the Institute of Management Studies, and the University of Georgia Graduate School of Business. He has held an appointment as adjunct professor in the Graduate School of Business at the University of Rhode Island where he taught courses on advanced management and consulting skills to MBA and PhD candidates. He once held the record for selling out the highest priced workshop (on entrepreneurialism) in the then-21-year history of New York City’s Learning Annex. His Ph.D. is in psychology. He has served on the Board of Governors of Harvard University’s Center for Mental Health and the Media.
He is an inductee into the Professional Speaking Hall of Fame® and the concurrent recipient of the National Speakers Association Council of Peers Award of Excellence, representing the top 1% of professional speakers in the world. He has been named a Fellow of the Institute of Management Consultants, one of only two people in history holding both those designations.
His prolific publishing includes over 500 articles and 60 books, including his best-seller, Million Dollar Consulting (from McGraw-Hill) now in its 25th year and fifth edition. His newest is Threescore and More: Applying the Assets of Maturity, Wisdom, and Experience for Personal and Professional Success (Routledge, 2018). His books have been on the curricula at Villanova, Temple University, and the Wharton School of Business, and have been translated into 15 languages.
If you are interested in building a good size law firm, listening to this show is a MUST.
Join me as I give a powerful speech titled:
The Ten Disciplines of Law Firm Leadership
They are:
- Self Awareness
- Talent Selection and Management
- Communication
- Vision
- Accountability
- Financial Acumen
- External Orientation
- Decisiveness
- Positive Personal Association
- Continuous Improvement
Also please be sure and subscribe to the show and leave me a review!
On this episode of the Inside BS show, I take you behind the scenes with my Inner Circle Business Development Community. You attend one of our sessions as a visitor.
That's right.
On Today's show you get an inside look at how successful professionals help each other grow their businesses.
Today we discuss how to build a Power Team. This is a group of professionals you hand pick to help you grow your business while you help them grow their business.
Listen to today's show to discover the Insider Business Strategy of a Power Team.
More info on Dave's Inner Circle
If you are interested in getting new referrals and learning from your peers (and me), join us. You can find more info here:
http://JoinDaveLorenzo.com
Today's show is all about building your client base through service.
Doug Kay has dedicated his career to serving his country, his city and his clients.
Listen now and discover how you too can grow your revenue by serving others.
About Doug Kay
Phone: (703) 745-1810
EMail: dkay@offitkurman.com
LinkedIn: https://www.linkedin.com/in/douglas-kay-18a42526/
Douglas Kay is a commercial and business litigation attorney and Department Chair. As Department Chair, he plays an integral role in managing four different practice groups consisting of over seventy-five lawyers located across the entire Offit Kurman platform. Mr. Kay possesses a broad range of practical experience to assist clients in reaching business and litigation resolutions for their most threatening and difficult problems. He has represented a wide variety of clients from individuals to publicly traded corporations and small businesses. His cases run the gamut of complexity from relatively simple breach of contract and employment litigation matters to the most complicated commercial litigation cases involving allegations of contract breach, business conspiracy, tortious interference with prospective economic advantage and misappropriation of trade secrets.
Mr. Kay is particularly skilled in diagnosing and solving problems in their earliest stages and has a proven track record of avoiding costly and unnecessary litigation. However, he is calm and experienced when confronted with a matter that must be resolved in a court of law, administrative hearing or through alternative dispute resolution. He strives to reach the best result for his client's problems. Mr. Kay understands the issues that clients face when confronted with employment, executive compensation and business disputes and when partners, stockholders, and investors decide to part ways.
Mr. Kay is also an accomplished criminal defense attorney who appreciates the concerns of his clients and has the skill and experience to navigate acceptable plea negotiations when appropriate, and, when plea negotiations fail, he has the ability and trial experience to obtain the best possible result. He regularly represents individuals charged with everything from simple traffic matters to the most serious felony offenses in state and federal courts. Additionally, Mr. Kay vigorously represents the interests of seriously injured people.
Finally, Mr. Kay has a keen interest in assisting companies effectively prepare for and respond to cybersecurity threats and incidents. He is a member of ISACA - a global association that develops best practices for information systems – where he received training in cybersecurity fundamentals. He has lectured about effective incident response design and implementation.
Dr. Kelly Henry is a client service expert and today he shares his secrets to deepen client relationships and keep them coming back time after time.
Contact Dr. Kelly Henry
Website: https://drkellyhenry.com/
Phone: (575) 706-3304
Email: drkel@drkellyhenry.com
Dr. Kelly Henry's BioBio
For 20 plus years, award winning chiropractor Dr. Kelly Henry helped patients achieve and live healthier lives.
With the foundation of exceptional customer service and streamlined business procedures, Dr. Henry grew his business into the top producing chiropractic clinics in the nation with multiple locations and doctors.
After retiring from private practice in 2018, Dr. Henry has dedicated himself to consulting and coaching business owners on how to create incredible growth and profits using the processes and procedures he used to create phenomenal success in his offices.
There are three ways to learn:
- From Experience
- From Studying
- From Stories
Our show today is all about telling stories and using them to move an audience. Our guest is Mike Acker. He is a speaker and leadership development coach.
Come along with us as Mike takes us on his personal journey and we discover the best within ourselves.
Mike Acker Information
Phone:(425) 280-5610
Email: contact@stepstoadvance.com
YouTube: https://www.youtube.com/c/ADVANCEwithMikeAcker/
Do you need confidence moving forward: leadership, communication, decisions, goals, business?
Type out your questions and then book a free 30 minute call to get some quick feedback and to discover whether working with Mike Acker is the way to get there. You can do that here: https://advance.as.me/confidence
On today's show, we go behind the scenes with one of the premier experts on not-for-profit management and evaluation.
Michael Cleavenger has managed and grown some of the largest philanthropic organizations in the United States. These days he helps people who want to support great causes evaluate charitable organizations. If you're interested in discovering how a great charitable organization runs and how the affluent evaluate them before investing, Join us for today's show,
For our listeners who are accountants, fund managers, family office managers and attorneys: This show is a clinic on how to do your homework for your clients.
Contact Michael here:
Michael Cleavenger
Cendrowski Corporate Advisors
1-(866) 717-1607
mcc@cendsel.com
https://www.cca-advisors.com
Michael Cleavenger's Bio
Michael Cleavenger joined CCA in December 2018 and is our Not-For-Profit Development Representative located in the Chicago office. Michael ran and built companies for over 20 years in the Lighting, Natural Gas distribution and Real-estate industries as well as raising venture money in the music industry. Michael has over 20 years’ experience in non-profit administration and he has raised more than $250 million for major gifts, capital and endowment campaigns.
His experience includes senior management and development positions at The Chicago History Museum, Episcopal Charities and Community Services, La Rabida Children’s Hospital, The Shirley Ryan Ability Lab, and Victory Gardens Theatre. Michael currently serves on the board of St. Bernard’s Hospital in the Englewood neighborhood of Chicago. Michael is also involved with the Association of Fundraising Professionals (AFP).
Michael is an alumnus of Colgate University, and has additional credentials from the University of Chicago, the Kellogg School at Northwestern University and the Wharton School of Business.
This is a controversial subject. Getting rid of people who are paying you can be a mistake.
On today's show I share the criteria you need to use to decide who stays and who goes.
As an added bonus, I also share some thoughts on how to select the clients in the first place so you do have to deal with the aggravation of firing them.
This is a Sunday Summary show. Each Sunday we highlight the key take-aways from the previous week.
Enjoy it!
If you've never heard of eSports, you're not alone. Many people think playing video games is something only pimple-faced teenage boys do in their mother's basement.
Not any more.
There are professional leagues of players matching their video game skills for big money.
In 2020, global esports revenue exceeded $1 billion with over 500 million spectators watching tournaments.
On today's show, I take you inside the business strategy of Canada's fastest growing esports company - Amuka Esports. Our discussion is with Amuka's CEO Ben Feferman.
Ben is the CEO of Amuka Esports, a leading esports organization that is in the following verticals:
- Media - creating authentic esports authentic for several television and OTT platforms
- Events - producing some of the top events for game publishers and different brands
- Teams - Parabellum Esports is fieleding competitive rosters in CSGO, R6, Valorant and more.
- Arenas - Two esports arenas in Toronto and Windsor.
Ben started in the industry as an investor, then moved into raising capital and providing advisory services and now, as CEO, he is focused on the growth strategy and day-to-day operation of this fast-paced business.
Ben Feferman
Ben@amukaesports.com
Linkedin: https://www.linkedin.com/in/bfeferman/
Amuka Esports: https://www.amukaesports.com
Ben's YouTube Channel: https://www.youtube.com/channel/UCHiPHb6noUubZZSW2nvOhKw
Would it be valuable for you to sit in on a meeting of five successful business owners and listen as they share their secrets for growing a successful professional service firm? That's just what we did on this episode of the Inside BS Show.
Listen today as Dave Lorenzo Interviews:
Steven Klitzner - IRS Controversy Attorney
https://floridataxsolvers.com
(305) 682-1118
Bradley Gross - Intellectual Property Attorney
https://bradleygross.com
(954) 217-6225
Russell Jacobs - Real Estate Attorney
http://rsjpa.com
(305) 405-4444
Judson Cohen - Personal Injury and Medical Malpractice Attorney
https://fairnessforall.com
(305) 374-1011
Here are the 21 ways to grow that we cover in this show:
- Think differently and think bigger
- Increase ways to attract new clients
- Look at business hedge
- Specialize
- Look for opportunities in your own backyard
- Relationship focus
- Focus on depth of relationship
- Host and speak on webinars
- Drop the tail on the Bradley Gross curve
- Join a group and give 100% to the group
- Stop waiting for perfect
- Kids, Hobby and Pets
- Have a conversation with past clients
- When clients shop around give them one thing to look for only you can answer
- Aggressive/proactive communication
- Onboarding is critical to client relationship success
- Build community
- Joint ventures
- Introduce your clients to each other
- Become the "Go to " person in your community
- Abundance mindset
If you'd like to join Dave Lorenzo's Inner Circle Community, visit: http://JoinDaveLorenzo.com
Here are Dave's five new daily habits for 2021.
- Podcast each day
- Invite someone to be a client
- Introduce people to each other
- Give a testimonial/recommendation for someone
- An act of kindness each day
What are your habits for the new year?
You've seen it before. Someone sends you a referral and it is perfect for you. Then you never get another one. The person referring you business forgets about you - or so you think...
The reality is, you didn't RECEIVE the referral in a way that makes the person send you additional work.
The good news: This is correctable.
Today's show is all about how to be a good referral recipient and it is critical, if you ever want to receive another referral.
Here are the elements of a good referral recipient:
- Acknowledge the opportunity ASAP. Return calls immediately.
- Say thank you - in person
- Send a thank you note
- Follow-up and discuss the outcome
- Refer something back as quickly as possible
- Add the referrer to your community
- Communicate frequently
- Provide a public display or acknowledgement of your appreciation for the relationship
You've got to listen to today's show so you don't blow your referral opportunities in the future.
Let's get unstuck!
What do you do when you run into something that derails your business growth efforts?
How do you work through:
- Mistakes
- Setbacks
- Commpetitors
- Naysayers
- Difficult Circumstances
We have all those answers and much more on today's show.
Listen now.
If there is one essential quality necessary for success it is resilience.
Today's show highlights that.
This is Step 6 in the seven steps GUARANTEED to get you anything you want in 2021.
Listen now and achieve your goals next year.
This short episode of The Indside BS Show may be the most valuable show we've ever created.
In this show, Dave Reveals the secret to success in business.
Listen now and be sure and subscribe.
This is probably the most essential 10 minutes you'll spend working on your goals. The most important part of your plan are actionable first steps. We cover that in this show.
Listen today and act.
If you like what you hear on this show, you must consider joining my Inner Circle Business Development Community. This is a group of like-minded professionals who help each other grow.
Each week I deliver a couple of power-sessions designed to help you discover new ideas.
Oh and we also pass a few referrals.
Join us now before the price increases on January 1: http://JoinDaveLorenzo.com
To get where you are going you should follow a GPS (in the old days, we'd follow a map). When looking to achieve your goals there is a map as well. That map is the behavior of others.
Who else has done what you want to do?
How did they do it?
Seek out others who have been successful and interview them. Get as much information as you can to benefit from their experience.
Do secondary research: Read everything you can. Take courses and watch videos.
Emulate the behavior (the actions) of those who are successful. Avoid the mistakes they've made. Follow their guide.
This is part two in our series titled: Seven Steps to Get Everything You Want in 2021
Step 2: Reinforce the Goal
Our discussion includes:
- Visualization of the Outcome
- Posting Visual Cues Everywhere
- Immerse Yourself in the Successful Outcome
- Triggering the Emotions Success will Bring
Be sure to go back and listen to part 1 before listening to part 2.
Welcome to my seven-part series on developing the mindset necessary to get everything you want in the upcoming year.
This is a process I have used with my clients for almost 30 years. It is also a process I use myself.
Today we discuss Step One: Commit to an Outcome.
Listen and act and you'll be off to a great start.
This is a quick show. It's designed to be like a quick conversation with a friend.
Why do that?
Because frequency of communication builds trust.
Give me five minutes today and I will explain why this is a key to your success.
How to Overcome Writer's Block
-
Start with Lists:
-
Make a list of Frequently Asked Questions
- Make a list of things that happen to you during the day
-
Make a list of reasons why people work with you
-
Tell a Story
-
Ask Questions of Your Readers
-
Write about Writer's Block
If you want more great ideas about business development, join Dave Lorenzo's Inner Circle Business Development Community. http://JoinDaveLorenzo.com
We are in the middle of a pandemic and the safest thing to do is stay home. Does that mean you cannot do any marketing?
No.
Here are the three ways to grow your business or professional practice, from home, in your underwear:
Writing
Blog posts
Articles for publications
Direct mail and email
Speaking
Podcasting - Solo Educational Shows
Podcasting - Interviews
Podcasting - Discussions with Colleagues
Video
Webinars - Education
Webinars - Live Interview
Video - Solo Educational Video
Video - Vlog
There are four questions that will help you grow your business in the upcoming year and beyond.
They are:
What did you do today to move your business forward?
What do you know about your ideal client today that you didn't know yesterday?
What value do you provide? Do your clients and referral sources know about this value?
Who needs to know what you know?
These four questions will help you grow your business. Listen to today's show to find out how.
There are four major trends that will help you dominate if you follow them in 2021. They are:
Video Meetings for Everyone: These don't just replace in-person meetings. They also replace phone calls. It saves you time and travel expenses.
YouTube, IGTV and Tik Tok: You now have the ability to create content on demand. This is valuable from a business growth standpoint because it is a way to develop relationships while using leverage. Create entertaining educational content and people will flock to you.
Podcast Interviews: How can you demonstrate your ability to be consultative and empathetic? Interviewing guests on your podcast. Over the years, people have changed/burnished their image by conducting interviews. BEWARE: Most people do this badly. You should practice, practice, practice and dedicate yourself to asking good questions.
Connecting People: Introducing people to each other is a powerful way to grow. Why? Because you are helping other people and they will return the favor. Any time you put value out into the world, it will come back to you.
This show is going to aggravate you.
Many people believe they can be a good practitioner and that's all that is necessary in order to be successful.
This is just not true.
There is no relationship between being good and being successful.
There is only one thing you need to know in order to be successful as a professional or an entrepreneur.
You've gotta listen to this one - even if it makes you angry.
The five reasons to be hopeful in 2021:
- A Spirit of Understanding is in the Air
- The Defeat of COVID is Immanent
- A Return to Personal Connections
- Opening up of the World to Travel
- Increase in Spending
Hopefully, today's show will lift your spirits and get you excited for what's coming.
If you've ever left a voice mail message for someone you know how likely it is that the person will call you back.
Not very.
That's about to change.
On today's show I share the inside BS about voice mail messages and I give you two scripts that are GUARANTEED to get a return call.
Don't miss this.
This is one of the most practical shows I have ever produced.
If you're looking to connect with people online or in person, this the way to do it.
Listen today. This is too good!!!
Everyone wants to be successful but nobody wants to put in the work.
There are two critical qualities you need in order to enjoy any success at all.
Commitment and Consistency.
Success is not mysterious. Everyone knows what is required.
Few want to do what it takes.
Do you?
Things look dark right now and we must be vigilant to keep from getting physically ill and mentally unhinged.
In every crisis, there is opportunity. That's what I'm highlighting today.
Here are the five opportunities I see for 2021. These have been brought into starch relief by the pandemic:
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Discovering advanced media opportunities for business development.
-
Using technology to deliver greater value to your clients.
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Leveraging opportunity to help struggling industries and advance relationships.
-
Focus on your personal well-being.
-
Relief, reset, rebirth
Spend a few minutes with Dave Lorenzo and you may just feel a little better about life, even in the darkest of days.
These three habits work like magic.
They will take you only 20 minutes to do each day.
Do you like referrals?
Do you like building relationships?
Do you like money?
If you answered "YES" to any of these questions, you must listen to today's show right now.
Also: Be sure to subscribe and leave us a review.
Dave Lorenzo gives you an in-depth guide to the Janssen vaccine trial.
Want to know if the vaccine is safe?
Interested in learning about the different types of vaccines?
Curious about vaccine side effects?
Wondering when you'll get a vaccine?
How does it feel to have an untested substance injected into your body?
Dave shares the answers to all of those questions and his feelings about them. You don't want to miss today's show.
Listen now and subscribe.
Publishing a book can be great for your business.
But...
Working with a major publishing house is NOT the way to go - at least not if you want to have control over the process.
Indulge me as I rant about commercial publishing on today's show.
I hope this message finds you and your family doing well.
This session of our show is designed to help you cope with the current state of the world.
It will also help you manage and grow your business.
Please reach out to me directly if I can be of assistance:
AskDave@DLorenzo.com
If you only listen to one show before the end of 2020, please make it this one. This is a class I conducted more members of my Inner Circle Business Development Community in early November.
You read that correctly. Members of my community have been preparing for 2021 for over one month. They have a strategy, they will be applying the tactics we discuss and they will win in 2021.
Enjoy this session.
If you want to become a member of the Inner Circle Business Development Community, visit:
http://JoinDaveLorenzo.com
Rule number one in business is show up on time.
If you cannot do that you are not to be trusted.
Be sure and listen to today's show to prevent this HUGE mistake.
If you don't like what you hear about this subject, you're probably sabotaging your business.
Dave Lorenzo gives you the Inside BS of Persuasion with repetition in today's show.
Frequency builds trust. This is true of frequency of interaction as well as frequency of communication. But it goes deeper than that.
The message you communicate will be more persuasive if you repeat it over and over again.
Why does this work?
Because it is a shortcut for our brain.
If we hear something over and over and over again, our brain takes it as a short cut to the truth. Subconsciously we receive the code: "Again and again, this is true, no need to vet that message."
Of course con artists and charlatans know this and they use it to their advantage.
President Donald Trump is the perfect example. Right now, as we write and record this, he is telling anyone who will listen that there was fraud in the 2020 election. He offers no proof. There is no proof of wholesale election fraud. He's filed court case after court case that has been thrown out because his team has offered no evidence of fraud.
Yet 40% of the American public now believes there was some fraud in the election.
While this is clearly a nefarious use of the concept, you can use it in a similar fashion to help your clients and grow your business.
Here is the Inside BS on persuasion: Here's how to do it (listen to the show for detail):
First: Have a clear understanding of your message. What do you want to convey? What do your want your audience to think? What do you want the audience to do?
Next: Commit to the message. There is no half-measure that will work. You must be committed to forceful and frequent decimation of the message. Be so committed that you'll repeat it over and over again until you cannot stand it yourself.
Finally: Create a few succinct phrases that you can use over and over again to reenforce your message. Then use them over and over again.
This was the Inside BS on persuasion. be sure and subscribe and listen each day as we reveal more Inside BS.
We grow and evolve or we die.
That is a universal truth in life.
Today's show is about change - why it's good and why you need it.
This is the perfect time for you to change what you're doing, adjust to the needs of your clients and make yourself happy. You can do all of those things at the same time.
In fact, this is precisely what good marketing does. It leverages your strengths and aligns them with the needs and the desires of your clients.
Here are five reasons to adjust your business strategy (we go into detail on the show).
Reason 1: Your clients no longer have a need or desire for your services. Blockbuster Video, Netflix | IBM: Computers vs. Consulting Services
Reason 2: You hate what you're doing. You're not leveraging your strengths.
Reason 3: The economics of the situation no longer work.
Reason 4: The ground has shifted under your feet. Pandemic? Recession?
Reason 5: Something pulled you in a new direction. Post-it notes.
Regardless of when you are listening to this episode of the show, this is the perfect time to evaluate what you are doing and make a change. It can be a gradual or a slow change. It doesn't have to be all or nothing.
ABOUT INSIDE BS
Dave Lorenzo has been podcasting for years but the latest evolution of the show focuses on taking you inside brilliant strategy, sharing insider business secrets and generally cutting through all the bull s#it in life and giving you the straight scoop on making a great living and living a great life.
If you know someone who would be a great interview subject for the show, reach out to Dave at 888.444.5150 or AskDave@DaveLorenzo.com
This is a Father's Day Special. Nicholas Lorenzo interviews Dave Lorenzo about his career and his life. One of the most interesting questions was: "How did you start your consulting practice in a recession?" Join us for this fun and heartwarming interview that will help you grow your practice and inspire you.
Spend a few minutes with the Lorenzo's this Father's Day. You'll be glad you did.
Rejection is a part of life. The only time rejection becomes a problem is when you let your fear of it prevent you from aggressively taking action. On today's show we talk about how you can make yourself rejection proof.
Here are the five ways to make yourself rejection proof.
First: Make sure you have lots of things happening so you don't rely on only one opportunity. This means multiple streams of revenue. Multiple lead generation strategies, multiple clients in each sector, multiple options for working with clients. Options, choices and diversity in revenue helps take the sting out of any single set-back.
Second: Put your external orientation into practice each day. Give referrals, testimonials, and online recommendations each day. This helps you feel like you're helping people because you are actually helping people. This will come back to you in many ways, not the least of which will be referrals.
Third: Read the testimonials people have prepared for you. Watch the video testimonials people have shot for you. They are all true. Reflect on the value you delivered to those people.
Fourth: Call some clients. Talk with them about their business. See if they need help with anything. This will strengthen your relationship with them and make you feel great.
Fifth: Exercise. That's right, move around. This will help you change your state of mind. It will release endorphins (a chemical that helps you feel good) and it shifts your focus away from work for a little while.
Rejection is temporary. You will absolutely remember your big wins and every one of them came as a result of the experience you had from being rejected.
There are five HUGE networking mistakes most lawyers make and all of them could be avoided. I outline these blunders below. How many of them do you make?
Mistake One: Not Showing Up Consistently
You need to show up, on time, every time. People need to find you reliable and predictable. That gives them confidence. If you constantly attend networking events and you always keep your appointments, people will trust you. Trust is the foundation fo referrals.
Mistake Two: Not Putting In The Work
When you show up, you have to connect with people and listen to them. This is hard work. Don't get me wrong, it's not swinging a sledge hammer or laying concrete, but it is hard work nonetheless. Making a true, empathetic, genuine connection with another business owner is critical to networking success. If you want multiple referrals each month, you need to do this over and over again.
That's work and you need to do it.
Mistake Three: Not Following Up
After the initial meeting the real work begins. This is the follow-up. Adding people to your contacts database, sending them weekly email newsletters and monthly direct mail newsletters, and reaching out to have regular conversations, is all part of the program. If you don't do this, you won't generate new referrals.
Mistake Four: Not Giving More Than You Receive
You cannot expect to get referrals unless you give referrals and it is not proportionate.
Successful networkers give about three times more referrals than they receive. So to get 10 new referrals during a month, you should be passing at least 30 referrals per month to people in your network. Why is this? It's because people need to 1). Build up their trust in you. 2). Understand your referral expectations. 3). Discover what to listen for to connect you with someone good. 4). learn how to make the connection to you in a way that is successful.
Teach people how to refer you by the way you refer business to them.
Mistake Five: Not Asking for Referrals
People will refer you if you ask them.
Ask to meet someone specific. Give them the name of the person you want to meet. Give them their title. Give them the name of the company they work for. Give them the industry. Tell them why you want to meet that person.
All of these things are essential.
When you ask with this level of specificy, you'll be successful.
If you want to get more referrals and be more successful networking, stop making these mistakes.
Your bank account will be glad you did.
If you're interested in a shortcut to referral success, join my Inner Circle Community. We not only teach you how to pass business and receive referrals, we help facilitate the referral process among our members.
One of the members of my inner circle community just received a closing on a real estate deal that will net him six figures. Another member of the community passes some business that was worth $17,000 directly to the attorney.
We are seeking attorneys in all practice areas, in several jurisdictions. In Miami we need a good trust and estates attorney, an immigration attorney, and a bankruptcy attorney, In New York we need trust and estates, real estate, family law and personal injury.
In other areas of the country, we are open to suggestions.
The investment to become a member of this community is $1,099 per year. This is easily recouped from just one new matter.
To join follow this link:
https://davelorenzo.com/inner-circle-special-invitation/
The investment will increase on June 15, 2020. Don't wait. Take advantage of this offer right now.
https://davelorenzo.com/inner-circle-special-invitation/
Each week five or six new people (sometimes more) come to me looking for help in growing their professional practice. They all start the conversation with the same phrase: "I don't know what I'm doing wrong." In today's show I give you the answer.
You're not moving fast enough.
There are three reasons why this happens:
You don't realize the problem. This is typical of people who make just enough money to survive. I was once one of those people. Then one day I realized that if I increased my expenses, my income increased to match them. This told me I could make as much money as I wanted. So I set my mind to implementing as many business growth strategies as possible and as quickly as I could.
You lack clarity of purpose. We discussed this earlier this week. Your print purpose is to grow, If you're not growing, you're dying. Do Something today to enable the growth of your business.
You don't believe in the real solution. If you're stubborn, set in your ways, you're doomed. That's all I need to say about that. If you're not "ALL IN" on business development strategy for your firm - and your individual practice - nobody can save you.
Here are the five things you can do today to increase the speed of your growth:
First: Abandon perfection. When it comes to marketing your professional practice, you need to fail, forward, fast. Don't worry about typos. Forget the little stuff. in most cases you can fix anything that is broken before most people notice.
Second: Grow each day. I shared a list of ten things I try to do each day. I consistently do 3-5 of those things. I'm clear on the purpose of my business and I complete that mission daily.
Third: Set goals. write them down and review them each day. If you have goals and you focus on them, you'll eventually crush them. If you don't, you won't.
Four: Ignore unsolicited feedback. There are people all around you who will tell you, you can't or you won't. Remove them from your life.
Fifth: Model successful behavior. There are many people who can help you. Look at your peers and copy best practices from those who are successful. If you want a true shortcut, apply to join my Inner Circle Community. We attract the best practitioners, share their success habits and refer business to each other.
Follow the link below to join.
https://davelorenzo.com/inner-circle-special-invitation/
Many businesses are dealing with creditor calls during the current economic downturn. This recession is different because it was caused by a pandemic and many businesses have been impacted. How should you handle it? This interview has the answer to that question and many more.
Join us for an interview with Miami Bankruptcy Attorney, Jeff Bast.
About Jeff Bast
Jeff has been practicing insolvency law for more than 25 years. He represents clients on bankruptcy and bankruptcy avoidance, emphasizing corporate reorganization, workouts, creditors’ rights, and commercial litigation both in and out of bankruptcy court. He also provides insolvency-related transactional advice and has extensive experience with all aspects of bankruptcy sales and acquisitions. Jeff represents corporate and individual debtors, shareholders, trustees, receivers, indenture trustees and creditors’ committees, as well as secured and unsecured creditors in complex workouts, reorganizations, and liquidations.
After law school, Jeff completed two bankruptcy judicial clerkships in Texas and Florida. He then practiced law in the restructuring groups at two international law firms, where he was elevated to equity partner. In 2008, Jeff left the big firm life to start his own practice. In 2009, he founded Bast Amron LLP with his partner Brett Amron. The firm is now widely recognized as one of South Florida’s top boutique firms delivering sophisticated advice to an array of clients with complex commercial disputes.
Jeff is a frequent speaker and writer both in the U.S. and abroad on topics related to insolvency. Jeff has been recognized by his peers and numerous publications for professional excellence including: Best Lawyers in America, Chambers and Partners, Martindale Hubble, South Florida Legal Guide and Florida Super Lawyers.
Contact Jeff Bast
Jeffrey P. Bast
Partner
Bast Amron Attorneys
jbast@bastamron.com
SunTrust International Center
One S.E. Third Ave., Ste. 1400
Miami, Fl 33131
T:305.379.7904
F:305.379.7905
This is a great interview of Dave Lorenzo about growing a professional practice on your own terms. If you want a business the enables your lifestyle and you want it while practicing law, listen to this interview today.
If you're looking for entrepreneurial inspiration, this is the interview for you. Lisa Larter runs a highly successful professional service business that includes both online and offline revenue streams. Lawyers, CPAs and all professionals will all benefit from her insights. Enjoy my interview with Lisa Larter.
Lisa Larter is a digital marketing expert, business strategist and the founder of Lisa Larter Group.
She believes that if someone else can start a business, so can you! And she knows this because she did it herself. As a high school dropout, Lisa successfully built and scaled her own business. And today she helps businesses navigate entrepreneurship to increase their profit.
Lisa is the founder of The Pilot Project, a business program that thousands of business owners have gone through to better understand how to build their business.
She is known for her no-nonsense approach to helping business owners get results.
Highlights of her life have been meeting Oprah Winfrey, helping Deepak Chopra navigate Facebook, being chosen to speak a number of times at the eWomenNetwork International Conference and Business Expo, completing her first book Pilot to Profit: Navigating Modern Entrepreneurship to Build Your Business Using Online Marketing, Social Media, Content Marketing and Sales as well as hosting the annual Ottawa business conference, Money, Mindset and Marketing.
If you want to learn more about Lisa, click the links below.
Website: https://lisalarter.com/
LinkedIn: https://www.linkedin.com/in/lisalarter/
Twitter: https://twitter.com/lisalarter
Here is your guide to my interview with Lisa Larter
02:51 How Lisa became an entrepreneur
06:13 The moment when Lisa realized she was in the right business
07:45 How Lisa made the transition to a coaching and professional service business
10:00 The way you can transform your business to meet the needs of your client
10:47 The breakdown of Lisa’s revenue streams
13:45 Going from doing the work to running the business
14:32 Lisa’s recruiting strategy for an all virtual team
16:49 Lead generation strategy
19:58 How do business owners generate new leads in a pandemic?
24:24 Lisa’s advice to people who want to get new business right now.
27:58 What is Lisa excited about in online marketing?
32:48 Lisa talks about the lifestyle her business has enabled
34:35 Lisa’s best advice for making the pivot in a pandemic
You must approach each day with clarity of purpose. That means you must focus on the main reason for your business’ existence each day. The reason my business exists is to grow through helping people, so I need to do something to grow my business each day before I do anything else.
This means if I have a client project that will take up most of my time, I first focus on doing something to grow my business, and after I’ve accomplished that task, then I focus on the client project.
I realize that without new revenue – there is no business. Growth is my business purpose. I am TOTALLY clear about that.
Before I do anything else, I focus on growth in my business. Growth is my purpose.
Here are the ten things I do each day to focus on growth. I may not be successful at all of these, but I make sure I am successful in accomplishing at least one.
- Close a Deal: Of course, getting a new client on board is great. I try this first.
- Send out a New Client Proposal: I have a high closing rate of these proposals so if someone is waiting for one, every minute they wait delays me attracting a new client.
- Give a Referral: If I give one, I will get one down the road.
- Give a Testimonial: This helps me deepen a relationship and that will lead to new business.
- Receive a Referral: Getting a new referral means I have a deep relationship with a referral source.
- Receive a Testimonial: This again reinforces a deep relationship.
- Book a Speech or Webinar: This is a great lead generation opportunity.
- Write and Email or Sales Letter: This will potentially attract a new client.
- Call a Prospect: I pick up the phone and have a conversation. I don't try and sell I simply ask how the person is doing.
- Add a New Person to My Database: This is someone I suspect will be a client or a referral source someday. Growing my list is not only important, it is necessary
You must have clarity about what you need to do. Growth is job 1.
If your business doesn’t grow, it dies.
If you want to close more deals you have to cut off all the other options. This means asking for "NO" a lot. What do I mean? How could this possibly work? Listen to today's show and find out.
Please note: The notes below do not do this strategy justice. I've used this for everything from closing multi million-dollar deals to getting my kids to clean their rooms. You've got to listen to this episode. Please click the link and listen today.
Most people who make decisions are afraid of risk. They're afraid they will get burned or look stupid or not get a great deal or be laughed at or have someone tell them they made a mistake - or all of those things and about one thousand others. This leads them to say "NO." a lot.
"No" is safe. "No" makes them comfortable. "No" is empowering.
When you give people permission to say "No" they trust you.
That's when a real dialogue can begin.
When you are starting a sales process or a business development process or a negotiation, always give people questions they can answer with a "no" right at the outset.
"This isn't a good time to talk is it?"
"You wouldn't be interested in helping me put my kids through college would you?"
"You don't have an extra million dollars in your budget to invest in my services, do you?"
Those are funny little throw-away lines and they can break the ice but they also have a powerful psychological impact because they give your counterpart the opportunity to say "no" to you and that makes him comfortable.
As you go through the sales process you need to keep testing your counterpart and let him know you expect him to say "no."
"So Mr. Smith, you said you didn't have a budget number in mind and I understand that. Would spend one million dollars on this service?
"No."
"Ok. Would you spend $100,000?"
"No."
Ah. So, How about $50,000? If the return on investment looks like it's 100%?
"Maybe."
You see how that worked? We went from "I'm not giving you a number!" To a reasonable range.
You can do this with any question or situation.
"Mr. Jones, when would you like to start?"
"I'm not sure."
"Tomorrow?"
No.
"January?"
No.
"Okay so sometime in the next three months."
Here's the bottom line, at the outset of your conversation, you give your counterpart the opportunity to say "No" and you can then get the answers you want.
On this episode of the show I share the secret to attracting new referrals for lawyers (actually I share three secrets and a shortcut at the end of the show. be sure to join us.
Listen right now!
Here are some show notes:
Everyone wants to attract business through referrals for three reasons:
- Your credibility is already high with someone who is referred to you. Why? Because someone they trust introduced this prospective client to you.
- Referred prospective clients are qualified to work with you. It's highly likely the person referring business to you shared your business terms with the new potential client. If the prospect didn't agree with those terms they wouldn't have agreed to speak with you.
- Referred clients are less fee resistant. Again, the person referring the new client to you probably shared your fee structure and they shared your terms. If the new client didn't agree with them, they wouldn't be speaking with you.
- So everyone wants referrals, but many of your former clients and evangelists do not know that you specifically will accept business by referral. Sometimes people forget - either about sending a referral to you or about you entirely.
Reminding people in a way that is professional and aggressive (without seeming needy) is critical to your financial success.
I teach people in my Inner Circle Community how to do this.
I also teach them other things like:
- How to connect with new clients using speaking engagements (delivered via Webinar or Zoom meeting as well as from the front of a room on stage).
- How to get articles published in places where your ideal clients will see them.
- What to say to a client to increase the fees you charge.
- How to develop life-long relationships with clients who invest in your services over and over again.
- In addition we discuss:
- Prioritizing your time to make sure you never lose focus on the most important business growth initiatives
- Setting up a business or a practice that runs without your day-to-day involvement so you can enjoy life.
- How to hire the best possible administrative assistant (either in real life or virtual).
- And much more.
- But that's not the best part of membership in this community. The best part is the REFERRALS.
That's right. If you are an active participant in the community - meaning you attend some of the Zoom meetings and share your knowledge - people in the community will refer business to you.
Right now we have members from all over the United States and even some from foreign countries.
Just this past week, one of our members reached out with a $17,000 referral to another member. As the community grows, these referrals will increase - both in size and frequency.
If you like referrals, you should apply for membership. If you are accepted, you'll be a member of a group that has been vetted by me for:
- Having a high level of integrity
- Understanding how to qualify and pass a referral
- Puts the good of the community ahead of personal interest and wants to foster a community of selflessness.
- Do this now:
- Review the information on the webpage below.
- Pay your membership fee and I will interview you.
- If you're accepted, I will introduce you to the community at our next weekly meeting.
Here's the link to pay and apply.
http://WorkWithDaveLorenzo.com
If you are not accepted, your fee will be returned.
Oh and the best part: It only costs $1099 per year to join. One referral will literally pay for your membership for ten years or more.
Here's the link:
http://WorkWithDaveLorenzo.com
About Summer Rose
Have you ever stared hopelessly into your cluttered closet thinking, “I have nothing to wear?” Do you ever get overwhelmed from the amount of paperwork and bills piling up on your desk? Are you ever stressed by the disorganization in your home or embarrassed when unexpected company drops by because your home is not presentable?
Summer Rose is here to help! She will reorganize every aspect of your life and teach you how to implement the best strategies to properly utilize all the space in your home.
After she comes into your home, you will feel freer, be more productive, have more time, and never feel like you have nothing to wear ever again!
Born and raised in Miami, Florida, Summer Rose graduated from the University of Florida with a degree in Business Management and a double minor in Entrepreneurship and Communications. As a young girl, she jumped at the chance to organize her friends’ rooms – and still does! Her favorite thing to do was organize her aunt’s hair scrunchies, clips and makeup. Summer has been passionately organizing for over a decade!
Due to great demand for her organizational services, Summer realized how much she could improve people’s lives through these skills. As a result, Star Organizers was born. Summer currently resides and works in New York City and travels to organize clients’ homes all over the country. Clients have flown Summer out to fifteen different states for her organizational expertise.
Along with her organizational services comes some bonus life coaching. A life coach since 2005, Summer is a certified Master Practitioner of NeuroLinguistic Programming, Timeline Therapy, and Hypnotherapy. She is also a certified Master NeuroStrategist, Performance Strategist, and Flow Consultant.
Summer not only helps you create effective strategies for your home and office, but she also helps you create effective strategies for your life. She teaches you how to effortlessly follow these strategies so your space and your life are consistently clutter free.
Contact Summer Rose
Phone: 917.780.2052
E-mail: Summer@starorganizers.com
Facebook: https://www.facebook.com/starorganizers
LinkedIn: https://www.linkedin.com/company/star-organizers/
Instagram: https://www.instagram.com/starorganizers/
Website: http://starorganizers.com
Listening Guide to the Inside B.S. Interview with Summer Rose
2:27 How Summer got started organizing people’s homes and lives
3:21 What are some of the different things Summer has organized over the years?
4:43 What is the best approach to organize computer files?
8:24 The strategy Summer used to organize a multi-office physician practice.
10:44 How to organize your photos on your computer.
11:38 The best way to organize your office.
12:30 Organization leads to better communication in the office.
13:20 Tools to use to better organize yourself.
14:59 How Summer grew her network to include celebrities and thousands of professionals.
18:52 The best way to optimize your networking time and stay on track.
20:36 How to decide who is worthy of your investment of time.
22:59 Summer teaches Dave about B.E.N.D.W.I.M.P.
29:00 Summer tells us how to figure out which business groups are productive and which groups are a waste of time.
31:20 We discuss how you determine which groups are a good fit for you and your personality.
32:40 How has Summer’s business shifted due to the Coronavirus pandemic?
38:24 The way Summer uses language to help people get things done.
Years ago a big company hired me to do some freelance work for them. I was to write an article each day for their website. They also hired a marketing expert to help with strategy. The expert and I became friends. We worked well on that project and eventually, worked on a subsequent project together. We exchanged contact info and passed referrals to each other. We'd have telephone conversations and share advice. Each year, on our birthdays, we'd exchange cards.
As the years passed, the calls became less and less frequent but cordial emails and cards were still exchanged.
Then one day I needed some advice on something and I picked up the phone and called the marketing guru. He let me ask my question and then responded with: "You know, I've given you quite a bit of advice over he years, and you've never offered to pay me a penny. If you really want to take your business to the next level, you should..." and he followed up with a sales pitch.
I was shocked. After I hung up the phone, I turned to my wife and relayed the conversation. She said:
"Why are you surprised by this? You do the same thing. You give advice to people in your email and online as if they are your friends and then you get frustrated when they ask you for specifics and don't offer to pay you."
She was right and the marketing expert was right.
When the marketing expert was sharing information and advice with me, it was on his terms. He was teaching me and providing general guidance. When I reached out to him and asked him for help, I should have entered into a professional relationship with him.
Each day I show up here and have a conversation with you. During this conversation I share educational information, entertain and inform you. I'm happy to do this because it is on my terms. Many people call me for specific advice and they become clients.
I make it easy to become a client. You can join my Inner Circle Community for an investment of $1097 per year. That's over 100 individual learning sessions and 50 networking events (via Zoom) along with membership in a community that refers you business.
The return in investment from this relationship is phenomenal.
You can view the invitation to join at this website: http://WorkWithDaveLorenzo.com
Over the years I have experimented with podcasts a few different times as a way to help me grow my business. As someone who is no stranger to content creation (I write every day) I have no trouble sharing a topic with an audience for 10 minutes each day. But when I started the Do This Sell More Show I wanted to not only educate but entertain and have fun doing it.
That's why I developed this content model for the show. There are seven different types of content. Here is a brief outline:
How To Content: On this show I teach the audience something. I give specific, focused guidance on how to do something to achieve a desired outcome. Sometimes this is positioned as "behind the scenes" and sometimes it's a flat out, "here's how you do it..." show. This show is a "How to..." show.
Mindset Content: On this type of show I help you change your thinking. When it comes to helping people grow, you must do it from the inside out. That means first you change your thoughts, then you change your feelings, then you change your behavior. On a mindset show I demonstrate how you can change your results by first changing your thoughts.
Edutainment: On this type of show I educate through the telling of a story. The model is Asop's Fables. Asop was a storyteller in Ancient Greece. He told stories that taught a lesson.
Promotional Content: This is content that helps me sell something to the audience. It can be a profile of a successful client or an entire show dedicated to promoting a solution I'm offering.
Attorney Interviews: Since a large part of my audience is attorneys, I try to interview someone in that field who has a great story or unique talent.
Professional Interviews: These are shows on which I interview a CPA, an architect, engineer or other professional. I do this to give the audience the perspective of someone in a profession that is different than theirs.
Expert Interviews: These are interviews with experts, authors or some other authority in an area of interest to my audience. The have an interesting story or specific expertise to share with my audience. Most often they have a book or course they are promoting.
Even though I am 165 episodes into this show, I'm always tweaking and tinkering with the content model. I do this to keep my audience interested and engaged and I also do it to keep from getting bored myself.
If you have an idea for a guest for the show or you have a topic you'd like to see me cover, please email it to me. You can find me at:
AskDave@DLorenzo.com
Dave Lorenzo interviews Brian Tannebaum, a Miami-based ethics and criminal defense attorney. Brian is a mentor and teacher to young lawyers. His advice is applicable for professionals in all industries and particularly valuable for attorneys who own their law firm.
Brian began his career as a criminal defense lawyer and now also represents law students & lawyers in Bar admission, discipline and ethics matters, as well as lawyers and law firms in partnership disputes, fee disputes, & other issues facing legal professionals.
In 2014, the ABA published his book, "The Practice - Brutal Truths About Lawyers And Lawyering."
Brian is President of the Florida Association of Bar Defense Lawyers, and Past President of the Florida Association of Criminal Defense Lawyers & its Miami Chapter. He was Chair of the Florida Bar Traffic Court Rules Committee, is a member of the Criminal Procedure Rules Committee & former member of the Criminal Law Section Executive Council.
In November 2018 he began a two-year term as Chair of the Board of the Innocence Project of Florida.
Brian’s Not Guilty verdict in the case of United States vs. Dow was recognized by the National Law Journal as one of the “Top 10 Defense Verdicts,” civil or criminal, in the United States.
A native Miamian, Brian is AV rated by Martindale-Hubbell & listed in the Bar Register of Preeminent Lawyers and The Best Lawyers in America©. Brian was voted “Best of the Bar” by the South Florida Business Journal, one of Florida's Legal Elite by Florida Trend Magazine, in every edition of Super Lawyers Magazine and voted one of the Top Lawyers in South Florida by the South Florida Legal Guide. He has provided live trial commentary on Court TV, appeared on The O’Reilly Factor, & National Public Radio, & has been quoted in publications throughout the world including The New York Times, People Magazine, and Modern Healthcare.
Brian is Past Chairman of the 11th Judicial Circuit Historical Society and a former member of the Board of the Miami Chapter of the American Diabetes Association.
Brian is admitted to practice in Florida, the United States District Court for the Southern and Middle Districts of Florida, and the United States Supreme Court. He is also a Certified Sommelier.
Contact Brian
Brian Tannebaum
1SE 3rd Avenue, Suite 1400,
Miami 33131
305-374-7850
Email: btannebaum@tannebaum.com
http://www.tannebaum.com
Brian’s Book:
The Practice: Brutal Truths About Lawyers and Lawyering – Amazon Link
Buy the book from the ABA: ABA Link
Interview Guide
03:58 Why Brian has chosen to work with and represent attorneys.
05:15 Great advice Brian received about how cases (and often careers) sometimes choose you.
05:58 How hard is it to represent people who think they can do it themselves?
07:51 When do you walk away from a client who you know is going to be difficult?
09:32 There’s always another case – Why you need to remind yourself of that.
12:09 How do I spot a bad lawyer?
14:50 Why do we need to admit mistakes and be completely honest when we go to an attorney for help?
17:05 Good lawyers sometimes get in trouble. How much should someone hiring a lawyer care about a past bar infraction when they are seeking representation?
20:30 Attorneys are under constant scrutiny. They have to be more careful than the average businessperson. Brian explains why.
24:10 Why clients rationalize their behavior and how it hurts them.
26:23 How do you break bad news to a client?
28:07 When a bad situation is over, how do you help clients move on with their life?
32:45 What is the innocence project? https://www.innocenceproject.org
35:40 The question every criminal defense lawyer is asked…
37:50 How does Brian handle the income fluctuation of the practice of law?
45:19 How does a young lawyer get involved in the community and become a resource for people?
48:28 Why is a hobby good for business?
You must be able to differentiate your business from everyone else who does what you do. This is one of the fundamentals of sales and marketing.
Marketing messages should highlight your differentiating factors and they should do so early and often.
When it comes to sales, the people who are representing your brand should run TOWARD this differentiation. Many sales professionals hesitate to mention the competition and they shy away from comparisons. This is wrong. You and your team should welcome a comparison so you can draw the distinctions between your business and competitors.
Here are the seven areas where you must highlight how you are better than your competitors:
- Product Quality
- Service Quality
- The Experience People Have When Working with You
- Risk Reduction
- Speed of Results
- Prestige
- Value / Return on Investment
When the COVID-19 pandemic began I immediately reached out to people in my community and on the periphery of my community. I wanted to help business owners and professionals. Here's what I did:
Offered FREE Daily Podcasts
I was already doing a podcast but I increased the frequency and expanded the areas of focus to accommodate people who had been impacted by the pandemic and the business shutdown.
This has been highly successful and it will continue. Many listeners have converted into clients. The reason: I provide enough info for people to act, and they see the value. They want more.
Provided FREE Videos
This has also been successful. People will watch videos and act. They also like the perception of a relationship that develops as a result of the videos. Since the frequency of videos is less than podcasts (I've moved to posting 2-3 videos each week vs. daily podcast) the frequency of contact is proportionate.
This is clearly successful and it will continue.
Created a Limited-Time Program for Clients Who Were Worried About the Economy
The success of this remains to be seen. This is a "FREE Trial" and some folks have become clients as a result but some have not taken full advantage of it.
Invited Some Former Clients to Participate For a Limited-Time
This has been an unmitigated disaster. Many former clients took advantage of this offer and did not convert. In fact, not only did they not pay to be a part of an ongoing relationship, they have not referred me to others, many have not expressed appreciation and few have promoted my services to the people they know. In fact, in a few cases, these folks have reached out to people and invested in complimentary services or in people who will help execute the services I provide without offering to my a small fee to me.
This is going to end soon. While I certainly will always help people who have been my clients and have invested in my services, that investment is a value exchange. When there is a sense of entitlement, and no attempt at equity, the relationship needs to end.
What you should do for free:
Your opinion: You can provide this via articles, podcasts and videos. People will be drawn to you because they want to hear what you have to say.
A sample of your service: This is the "free consultation." If you feel like yo need to provide value in advance, mix a consultation with some of your persuasive skills. Use this as a sales opportunity.
Educational information for your ideal clients: This is my favorite tool. Do a free video seminar. Offer educational information in exchange for contact info - so you can follow-up.
Tools that require your service: This is something like a checklist or a worksheet
Limited use of your product or service as a sample: This could be attendance at the first part of an event and then payment to continue. You can do a half day of a three day event for free and they pay to stay.
Here's the bottom line on FREE: Give away only those things that get people MORE interested in you. Podcasts, Videos and reports are great for client attraction. Entire learning programs are not. People value things they pay for. Make 'em pay. Don't give away things you can sell.
As I've matured in my business career I've given a great deal of thought to the relationships I have with my clients. Some clients are better than others. Why? Because they spend more money with you? Because they stay with you longer? Because they refer other people to you? All of those are important criteria, yes, but one of the most important criteria is the clients who follow your guidance and get the best results.
Many "gurus" will tell you to ignore the effort the clients put toward your work with them. They will tell you the only thing that's important is if the client pays you or not. They tell you you cannot control the effort of the client.
Imagine if a coach of a professional sports team said that. Imagine if they said: "Look, I came up with the plan. I shared the plan with the players. I opened the practice facility. I gave everyone team uniforms. That's all I can do."
This coach be fired in a heartbeat and they would be out of coaching forever.
Why?
Because the players didn't execute and the coach chose those players. Even in a situation where someone else selects the players, the coach chooses who to put in the game and how to prepare those players (mentally) to compete.
You have the same responsibility. When people come to you for help, you need to ask them some questions to determine if they are a good fit to be a part of your team. The results they achieve are going to be a reflection upon you. Their satisfaction will be a reflection upon you. If they want to give you their money, and do nothing, you should take it but make it clear at the outset, that's what they are paying for.
I have several different options for people who work with me. The money for nothing option is not something people admit they are signing up for but it often is the reality. When those people are honest and they say: "I just feel better when I have a weekly conversation with you, even if I do nothing."
The value I provide is clear and we are both on the same page.
Below are the qualities of a great client in professional services (clients for lawyers, CPAs, consultants, engineers, architects, etc.):
Money
People must be able to afford your services. This means they must have money to pay you, in advance. Anyone who cannot pay you in advance is not an ideal client.
You may choose to accept clients who do not meet this criteria, but when they screw you, it is your fault. You read correctly. If you don't get your money up front, and the client fails to pay, that's your fault for accepting this situation.
A Problem You Can Help Them Solve or a Goal You Can Help Them Achieve
What outcome is the client looking to achieve? If you do your best work and the client is compliant, are you likely to achieve the best possible outcome? Are you the best qualified person to help this client with this issue? If the answer to any of these questions is "yes," he is qualified to work with you.
The Ability to Make a Decision
Is the client ready willing and able to do business with you? Are they shopping around? Can they give you a "yes or no" answer to this question? Many professionals take meetings with prospective clients who only want to pick tehir brain. This is a waste of time. Every business development meeting should result in a decision.
Urgency
When does the client want to get started working with you? Are they standing on a burning platform? Why is NOW the right time to address this problem? If the client doesn't have this motivation - if he/she isn't ready to move on this right now, they aren't going to be a good client. Walk away.
Honest and Clear Expectations for Our Relationship
Is the client expecting a miracle? Does the client want something that is realistic from your relationship? If not, you're setting yourself up for failure. Too often professionals are hesitant to discuss these expectations in advance because they believe the client will go to someone else who will promise them the moon and then fail to deliver.
Finally
Some of this advice is not in my best interest. Some of you reading this and listening to this episode of the show will decide not to work with me because you want to pay me and get rich over night - with minimal effort on your part.
That would be bad for both of us.
I want to work with you to help you achieve your goals but we are both going to need to give our best. There will be pain - for you - but I will make it minimal. There will be intense effort on your part, but there will also be satisfaction.
And happiness.
If that's something you want, you're in the right place.
James Kohnstamm is an experienced economic development professional who began with the Miami-Dade Beacon Council in 2008. As Executive Vice President in the Economic Development Department, Kohnstamm consults with local, national and international business leaders on the economic trends and attributes of Miami-Dade County and develops customized services to expanding and relocating business to facilitate job generating investments. With a focus in the Aviation industry, Kohnstamm has directly managed over 100 economic development projects that have generated over 4,700 jobs and $1 billion of investment for Miami-Dade County. Clients include: Amazon, The Boeing Company, Brightstar, Cable & Wireless Communications, Cosentino, Deloitte, LAN Cargo, Ryder System, Telemundo, Univision, and UPS.
Prior to joining The Beacon Council, Kohnstamm worked for The University of Miami School of Education and was a high school English and History teacher. A Seattle native, he holds a MA degree in International Administration from The University of Miami and a BA in Anthropology from Connecticut College.
About The Beacon Council
The Miami-Dade Beacon Council, a public-private partnership, is the official economic development organization for Miami-Dade County. Led by a professional staff and Board of volunteer community leaders, the organization facilitates business growth and expansion locally, nationally and internationally. The Council was founded in 1985 as an outgrowth of the Greater Miami Chamber of Commerce to focus on business recruitment, expansion and retention.
Contact James:
80 SW 8th Street
Suite 2400
Miami, FL 33130
jkohnstamm@beaconcouncil.com
Phone: 305-579-1300
Listening Guide to the Inside B.S. Interview with James Kohnstamm
02:45 What is the Beacon Council?
05:30 How does a public private partnership work?
08:12 What does the Executive Vice President of Business Development do?
12:31 What are the plans for a business comeback in Miami?
14:35 How will the business landscape change in Miami while the Coronavirus Pandemic is ongoing?
17:04 What does the future look like for the hospitality industry in Miami? Both short term and long term?
21:38 What does the future of Miami Real Estate look like?
25:47 James talks about the importance of diversity in the workforce and how it is a competitive advantage in Miami
30:20 Who needs to be a member of the Beacon Council?
33:45 What is the future of the airline industry in Miami?
37:14 How will the cruise industry come back?
38:55 How can people connect with the Beacon Council and James?
You have a tremendous opportunity to get out in front of your industry and capture HUGE market share. Why? Because while everyone else is just trying to survive, you can innovate, differentiate and demonstrate value.
If you do these three things consistently, people will flock to you in droves.
Why?
They Receive a Massive Return on Their Financial Investment: The value you deliver is amazing. Show people what they will receive and compare it to the investment they make. Demonstrate how the value overwhelms the investment.
They Receive a HUGE Return on the Investment of Their Time: Under your business model - which includes this modern technology - you will deliver results faster. You have a proprietary process to get results. You show your clients that process and you plug the into it. The results come quickly.
Your Clients are Part of a Group of Savvy Leaders: The clients that work with you are smart. They demonstrate that intelligence by connecting with you and being a part of your community.
You Introduce Your Clients to the Best In the Business: You help your clients succeed by making introductions to other people who can help them grow. Refer work to your clients. Help them become successful. Use that in your business development process.
PLUG IN to My Proprietary System
I have a proprietary system that I've used to help attorneys, CPAs, Consultants, and independent Professionals for years. This system was developed during the Great Recession and it is highly effective for helping business leaders like you GROW in difficult times. You will:
- Receive a Massive Return On Your Financial Investment
- Receive The BEST return On The Investment of Your Time
- Be Part of a Group Dedicated to Your Success
- Discover New Ways to Do Business and Have More Fun
If you want more details, visit this website: https://davelorenzo.com/inner-circle-special-invitation/
There's a special offer there for my subscribers but it is only available until the end of the month.
There is one question I'm asked consistently each time I connect with a new client for the first time. "Why don't I have more clients?
Often people think they are doing everything they can to build and grow a professional from. Maybe they join a networking group or hire a company to build a website for them. And they sit back and wait. And wait. And wait.
They believe this one tactic alone should result in an influx of new clients to their doorstep. The reality is, you need a consistent, sustained system in place in order to attract new clients to your firm.
Take a step back and objectively look at your client attraction efforts. See if you recognize any of the issues below.
Here are the four reasons you don't have more clients:
Client attraction is not a priority. This is the most common reason you have less business than you'd like. You should spend at least 50% of your time on client attraction activities. If you are a professional(attorney, CPA, architect, engineer) there's a chance you're spending 8-% of your time or more doing the actual work. This is going to kill your business.
If you spend 80% or more of your time executing your service delivery, you'll wind up with peaks and valleys in your business. This means you'll attract new work, service that work, then need to go out and start all over again.
Your choices are simple: Develop work that is easy to deliver - like advisory services or automate service delivery (through hiring people to deliver the service).
Lead generation is non-existent. You need to constantly develop new leads. This means you must constantly get people interested in you, the problems you solve and the value you provide. You can do this through educational seminars (delivered virtually via webinar) and written articles, white papers and courses.
Offer to deliver educational sessions to every organization to which your clients belong.
You don't ask for referrals. Clients and evangelists want to refer you. They just don't know you will accept referrals. This sounds crazy, I know. But you need to educate people on how they can refer you. Do this by giving them these specifics:
Who is your ideal client?
What is his/her role in the company?
What industry are they in?
How can you help them?
When you ask for referrals always be specific.
You don't follow-up. After someone does business with you, you must stay connected to them. Email them weekly. This can be part of an on-going educational campaign. You should educate entertain and inform. This follow-up system will keep you top-of-mind with your clients and evangelists and it will help them stay connected to you.
These four things are the minimum requirements if you hope to build a thriving professional practice. If you execute them perfectly, you'll develop enough relationships over time to sustain and grow your firm.
If you'd like to stay connected to Dave Lorenzo and a group of professionals who will support you, help you grow, and connect you with ideal clients, join Dave Lorenzo's Inner Circle Community. During the Covid-19 crisis, Dave is offering his subscribers the opportunity to join as VIP members for a reduced rate of $147 per month or $1,047 per year. This investment is easily recouped thorough the acquisition of one new client.
To apply for membership visit: https://davelorenzo.com/inner-circle-special-invitation/ or
call 888.444.5150
Dave Lorenzo delivers a private seminar to his Inner Circle group during one of their weekly meetings. In this seminar, Dave discusses the mindset successful people have throughout their careers.
Here are the ten areas discussed during this seminar:
- Accurate Thinking
- Reject Guilt
- Remove Negativity
- Get Paid First
- Guard Your Time
- Follow Your Passion
- Ignore Critics
- Take on Fear
- Systems Fix a Bad Memory
- Ask
These areas are discussed in detail. You will benefit from listening to this program regardless of your industry.
If you'd like to stay connected to Dave Lorenzo and a group of professionals who will support you, help you grow, and connect you with ideal clients, join Dave Lorenzo's Inner Circle Community. During the Covid-19 crisis, Dave is offering his subscribers the opportunity to join as VIP members for a reduced rate of $147 per month or $1,047 per year. This investment is easily recouped though the acquisition of one new client.
To apply for membership visit: https://davelorenzo.com/inner-circle-special-invitation/ or call 888.444.5150
I have never been a big fan of planning for retirement. I'd rather build a business I love and look forward to doing that every day until I'm physically unable to do that any longer.
This is the reason I set up my business with a work-from-home model. It has always been my goal to build my business around my lifestyle.
A few years ago, a big company found me after watching some of my videos and hired me to train their people. This lead to additional work building university programs for companies who wanted to internalize my relationship-based sales curriculum. As I rode this wave of success, my business transitioned from a 100% work-from-home model to one that became a 50% work from home and 50% travel - resulting in 123 nights on the road in 2019 and over 100,000 air miles.
The revenue was good and the travel was to places I liked so I took the opportunity to develop additional business at the travel destinations.
Since I was careful to travel only during time when I had no family commitments and since my wife handles my business schedule, I hardly noticed the variance from my original mission to work from home. The perks of travel miles and status were enjoyed by everyone in the Lorenzo Klan as we'd often make my summer work assignments into family outings.
A pandemic has a way of refocusing you.
Suddenly, in March, I "woke up" to realize my business model wasn't the one I initially planed back in 2008.
Revenue - down. Fear - up.
Now a couple of months into the COVID-19 business reality, I see a substantial opportunity in front of me. This is an opportunity for you as well.
It's one we should both embrace, because if we don't, our businesses won't survive.
Here are five ways to become more resilient and use that resilience to get through this current crisis and into each crisis that follows:
One: Find a purpose that is bigger than yourself or your business
In my case this is to help people build businesses that enable their lifestyles and to show them this doesn't mean making less money. Obviously, we don't need to be physically in front of people to grow our revenue. COVID-19 has taught us that. So there is nothing holding me back from bulding my business however I'd like. This was probably true pre-pandemic but I just didn't see it.
This means you can get past the obstacles in your business. You may not see a way through them (or around them) in the present, but it is there. Keep looking.
Two: Emotionally Distance Yourself From The Failure
Many times we dwell on what we could have done differently. How we could have prevented this situation from occurring or how we could have done some things to make it less bad. That's not productive right now. Don't live in the past.
Do you after-action review and learn from what happened and then put it behind you.
Many sports coaches use the technique of taking a video of a bad performance by their athletes, digging a hole and burying the video in the ground. This is a symbolic gesture that helps the athleet move on. You can do something similar. Write down what happened to you in as much detail as possible. Then take that sheet of paper and (safely) burn it or bury it.
Any return toward the negative thoughts you have will only prevent you from moving forward. Reject them.
Three: Mentally Teleport Yourself Into The Future
We don't have a time machine but our minds can't tell time. Close your eyes and project yourself into the future. Five years from now how will this situation look? How will you feel? How will you be spending your time?
This situation, even a pandemic, will look like only a brief moment in time and you'll be able to learn much about yourself and your ability.
Four: Find the Silver Linking and Reflect Upon It Often
Transforming my business - in fact helping get it to what I always wanted it to be - is the silver lining of the pandemic. I keep that in the forefront of my mind as I go about my day-to-day business activities.
If you're trying to bounce back from a set back, think about how this will change you and your business for the better. Once you have that in your mind, keep it there.
Five: Play the Game Like You Have Nothing To Lose
If you've hit rock bottom or even if you haven't but you are really down, think about how it could get worse. From a business perspective, you need to play as if you have nothing to lose. This means leaning in to what you fear. It means going head long at the issues and confronting them.
Creditors calling you? Answer the phone or call them back. If you've got nothing to ofter them, explain that to them. Set a date and time to follow-up on your terms.
Customers cancelling? Proactively call all your clients and demonstrate so much value that can't cancel.
Phone not ringing? Make lots of calls and stimulate discussion.
The key: Don't wait for anything to get better. Make things happen.
Overcoming difficulties in business and in life is critical to success. Resilience is not only important but necessary.
Back in the days when I had dozens of employees, I would ask lots of open-ended questions during the interview process. One of my favorite questions was:
“Tell me about a time when you had to make a big change in your life.”
One time, during an interview with a man named “Michael” I asked this question and his answer not only landed him the customer service job for which he was applying, it also reinforced something I learned years ago about human behavior.
Michael started his answer cautiously:
“Well, when I was in my twenties, my sister passed away suddenly. Both my parents died when I was a child and my grandmother raised us. My sister’s passing left me all alone in the world. Trying to fill the need for belonging, I fell in with a bad crowd and began drinking a lot.
It got to the point where I had to have a drink first thing in the morning just to steady my nerves and then I drank throughout the day just to get by.
Every day was the same. I’d wake up and have a drink. Then I'd go to a local market and buy some food for the day, and more booze, and I’d sit at home and drink until I passed out while watching TV.
One of the things I became good at was disguising the fact that this was my routine. I drank vodka so there was hardly any odor. I always shaved and showered before going out to the market and liquor store. And I became smart about how I spoke so people couldn’t tell I was impaired (at least early in the morning).
I had to walk through a small park in order to get to the market.
One day, walking through the park I saw a man sitting on a bench, under a small gazebo. He looked up at me and smiled. I nodded and smiled back. As time passed, I started noticing him more often. He was there every day, just sitting and staring into the distance. His glance always caught mine and we began exchanging greetings.
I guess it was about three or four weeks after I first noticed him, our greeting exchange turned into a conversation. The next day, the man invited me to sit next to him.
Having no particular place to go, and nothing to do, I welcomed the opportunity.
My conversations with this man were often long. Sometimes lasting an hour or more. This was time that I spent completely distracted from my mission – which was essentially to drink myself to death.
As the length of our daily conversations grew, so did the clarity I had in my life. One day after talking for hours, the man invited me to join him on a walk. This trip ended as we parted company at the entrance to the basement of a church. The man said he had to attend a meeting there. As I turned to walk away, my friend of now about four months, invited me to join him.
That was my first alcoholics anonymous meeting. It was five years and fifteen days ago.
These days I run a couple of different meeting groups. I’ve been a sponsor for a few different people. And each morning I sit in that park. On that same bench. I sit there in case someone wanders through and needs someone to talk to.
Those daily conversations saved my life.”
Michael, in his articulate answer to this interview question, crystalized something for me. Something powerful.
As a professional – someone who provides advisory services to businesses and individuals – your role is to have conversations. And sometimes these conversations alone are of so much value to your clients, they will pay you simply to have the ability to stay connected.
What does this mean for you? What does it mean for your ability to build and develop a business?
It means everything.
Clients come to me wondering why their business is broken. They wonder why, with all their credentials and with all their success over the years, they haven’t been able to build a business that is sustainable in good times and in bad.
Well, here’s the truth: You’ve been focusing on the wrong thing.
Instead of focusing on building a book of business, you should have been focusing on building and collecting relationships. This means you focus on dozens of individual conversations.
That’s what this podcast and this article is all about. Each day I come into your world and invite you to have a conversation with me. Sometimes I spend our time together teaching you something. Sometimes I entertain you. Sometimes I do both.
And you should be doing the same thing with your clients. Here’s how:
Monthly Letters to Clients, Evangelists and Prospects
Each month, sit down and write a letter to your audience. Share some new information with them. Give them some guidance. Tell them a story or two.
Weekly Email
Set up a weekly version of the letter to your clients. This is closer to a conversation than an informational broadcast. You can engage your audience and invite them to connect back with you.
Daily Podcast and/or Video
If you really want intimacy with your audience, you’ll communicate with them each day. This is your chance to help the most people. Educate, inform and entertain them but most importantly, connect with them on a personal level. Share stories that are special and important to you. Listen to their feedback and adjust. But most importantly, remember that frequency of communication builds trust.
Some people won’t want this type of relationship but the people who are your most important relationships will love it.
This is the foundation of all relationships and it is the foundation of your business. Conversations can save your life and they will help you build your business.
Relationships are the key to long term success in business and in professional services. Today's show, which is day ten, in ten days of success, outlines the five ways you can put relationships first in your business.
First: Start with an external orientation. You have to put the needs of the client at the forefront of everything you do. Every conversation with the client should focus on what they want, what they need, and how you can help them - even if that help is outside of the scope of your normal duties.
Second: Measure lifetime value of client relationships. Stop thinking about individual transactions. Think about the value of the relationship over the course of a lifetime. Your client, the person, will be with you forever if you think about helping them over and over again during your career. They may move from job-to-job but they will stay with you if you think about the totally of that relationship and not individual transactions.
Third: Think of the value exchange. Sometimes it is goods and services for money. Sometimes the value is simply an answer to a question. But each time you interact with a client, they have to come away feeling like they received great value from you.
Fourth: Provide support beyond the typical relationship. No matter what your product or service, you are responsible for the growth of your client's business. This is important for the survival of the business as well as the growth of your relationship. You must buy from your client. You must pass referrals to your client. You must introduce your client to people who can connect them with additional opportunity.
Fifth: Be easy to work with. Don't make people jump through hoops to work with you. Answer your phone. Return calls. Reply to email. Give people straight answers. Treat everyone like they are your best friend or your most treasured relative.
If you enjoyed this show and want additional help and support growing your business, check out my special invitation to join my Inner Circle Community. This is a group of people who meet each week to exchange knowledge and help each other succeed. You can see all the options and my special invitation to you - as a loyal reader - right here:
https://davelorenzo.com/inner-circle-special-invitation/
Words can help and words can heal. There are some things we don't say that we should. In fact, there are many phrases you almost never hear.
Here are five of those phrases and reasons why we should use them more often.
"You were right."
This phrase is almost never spoken in business. Most business leaders have an overwhelming need to be right. When they aren't, they never admit it. So it is not surprising that when people are right, nobody gives them credit.
This matters because if you want to grow a relationship with someone, you need to suspend the need to be right all the time. If a person makes a mistake in a statement or when working with you, and the mistake has no consequences, just let it go.
"I don't know."
People are afraid to say this because they fear they will look stupid. What usually happens is you make up an answer when you don't really know. Then you not only look stupid, you look dishonest.
Say "I don't know, but I will find out," and you'll look smart and resourceful.
"I'm sorry."
This is one that you'll never hear from a tough guy. Politicians, business leaders, and your parents will never, ever say "I'm sorry," because they think it makes them look weak.
The truth is that failing to apologize is what makes you look weak.
Strong, confident people admit when they are wrong. People who value relationships admit when they are wrong. We are all human. We all make mistakes. Admit your mistake, apologize, and get past it.
"Thank You."
I'm not sure when we stopped expressing gratitude. As kids, our parents taught us to be grateful for everything from someone passing the salt, to someone giving us a check for a holiday. But once we became an adult, we immediately stopped this behavior.
Always find a way to express gratitude to people who provide a product or service or to people who simply express kindness.
"I like you."
Everyone in the world is under recognized. People are so caught up in their own lives, they never take time to tell others how they feel. Reach out to a friend today and let him know you like him. You'll make his day and you'll feel good about yourself in the process.
Your words can help you stand out from the crowd. Use these today and you'll see what a difference they can make.
Join us and Discover New Ways to Grow Your Business
In response to the events surrounding the Coronavirus pandemic, I have created a new community of professionals. I’m calling it the “Inner Circle.” The purpose of this group is to deliver great business growth information, provide support and camaraderie, and have a group of trusted sources, across the country, to refer business to and receive business from.
The group is in its infancy, (started in March) but we’ve already seen some fantastic results. One of our members passed a transactional matter to another member that resulted in an $18,000 fixed fee. Two other members have passed referrals that resulted in significant retainers.
This is not a referral service or a leads group. This is a community of attorneys, CPAs, architects, engineers and other professional service providers from multiple states and jurisdictions. We hold virtual education sessions on Tuesdays and Thursdays and a virtual happy hour on Fridays. None of the meetings are mandatory. All of the education sessions are recorded, and members have access to them 24/7.
Since this opportunity is brand new, the investment is small. You can invest $147 per month or $1,047 per year. The annual investment is a savings of $717.
This is the perfect opportunity for you to meet new people and continue your professional development. I’m certain there will be significant opportunity for you.
I’ve set up a special invitation page for a handful of people – like you – to review and enroll. You can find the info here:
https://davelorenzo.com/inner-circle-special-invitation/
Last month I enrolled an attorney from Mexico, and he connected a litigator in New York with a case that will most likely help him get through the crisis this summer. I am thrilled that I can provide this kind of value.
Please let me know if you’ll join us. If not, maybe you can connect me with some folks you trust, and I can interview them for membership…
Also let me know if I can be of any assistance during these difficult times.
There are many ways to learn and grow each day and there are many benefits to learning. Today we discuss some of the ways to increase your knowledge and we also discuss the benefits of learning each day. This is Season 2 Show 30 Episode 152.
Today marks the end of my second month locked in my house due to the coronavirus and COVID-19. I've been out for exercise and to deliver birthday greetings to a few friends (via drive-by in a car) but I have not entered a building other than my home since March 12, 2020.
While this time locked away with my family has been stressful and challenging, it has been highly beneficial in many ways. Not the least of these opportunities has been a challenge I've given to myself to learn and grow while locked away from the world. This challenge has resulted in the reinvention of many different aspects of my business and life. This growth and, more importantly, this dedication to DAILY growth is a competitive advantage for me and my business.
I cover these growth opportunities in today's show and we discuss how you can use them as a competitive advantage in your business.
There are many places we can learn new things each day. We can discover new things at work or related to business. Places to look include:
- The economy.
- Your industry.
- Your business.
- Your job.
You can discover new things at home. Each day you should look to find out something new about:
- Your country.
- Your state.
- Your county
- Your city.
- Your neighborhood.
- Hobbies.
- Family.
- Friends.
- Sports.
Now if you need reasons to strive to learn something new every day, here are six:
- Learning gets you high. It's a scientific fact that when your curiosity is aroused, dopamine is released and that gives you a feeling of wellbeing.
- Learning helps you start conversations. The more you know, the more you can discuss with others. This is good for business it can help you start conversations and deepen relationships.
- Learning helps you make more money. As you discover new things you begin implementing them in your business. This leads to additional revenue.
- Learning sets a good example for others. If you want your employees to grow, you need to lead the way.
- Learning helps you make friends. The people who teach you things can also become friends. The people with whom you learn, will also become friends. Seminars, classes and business learning sessions are terrific growth opportunities.
- Learning helps you build self-esteem. The more you know, the better you feel. Knowledge is power and power makes us feel good about ourselves.
Here's the bottomline:
Each day provides you with almost limitless opportunities to learn and grow. If you let one day pass you by without learning something new, you are missing out on tremendous value.
This is day seven of the ten days of success and today we discuss asking for help. Years ago, when I first started my business, I was new to direct response marketing techniques. I was sitting around waiting for the phone to ring and I almost went broke.
Why?
Because I was too proud to ask for help.
When I was a young business leader, I worked for Marriott. I used to make sales calls and it was easy to get decision-makers on the phone. At one point, I received an interesting invitation. It was from a company that ran training seminars on sales and marketing. Here I was, just a "kid," only twenty-something years old, but I thought I knew everything so I threw the letter away.
Many years later, I started my own business. After much trial and error, I realized that if I had attended that sales and marketing seminar, I would have shortened my learning curve by almost a decade.
My background had been in working with big businesses and I was used to reaching out to senior executives in Fortune 500 executives and having them accept invitations for meetings. They took the meetings because of the brand name company I represented. They didn't know me or care about me.
Well, when I started my own consulting business, I thought it would be easy. I thought I could just pick up a phone and get a meeting with anyone I wanted.
I called the biggest companies in town and couldn't get through to any decision-makers.
Then I read about direct-response marketing. It sounded great. So I started writing letters and mailing them to random executives. And I waited. And I waited. But the phone never rang.
After a while it became painfully obvious I didn't know what I was doing. My phone was quiet and my bank account was running low.
But as a twenty-something kid, I was too embarrassed to admit I needed help learning this skill. Acquiring that knowledge though years of making mistakes - taking two steps forward and one step back, was painful, expensive and difficult.
How can you tell if you need help with something but are too embarrassed to ask? Answer these questions:
Has someone (anyone) done what you are trying to do?
Have other people achieved the goals you are attempting to attain?
Is there a formula or a recipe to the success you are looking to achieve?
Are other people in your role/industry/business/ successful?
If the answer to any of those questions is "YES" then you can and should ask for help.
Who can help you?
I receive this question all the time. People say to me: "Dave, I don't know anyone who is willing and able to help me."
That's silly.
Look around. People are offering you assistance all the time. This message is an offer of assistance.
Here's what happens: We get so close to our work and we are so wrapped up in our own lives, that we cannot see the opportunities that are right in front of us.
So here is your five step solution for finding assistance:
Step One: Find the person who has the success you'd like to achieve.
Step Two: Don't envy them. Call them. Ask them if you can shadow them for a day or a week.
Step Three: Take notes. Write down what they do. Get inside their head. Uncover how they think.
Step Four: Model their behavior and thinking.
Step Five: Repeat over and over again.
If this sounds too complicated, just call me. This is what I do for my clients each day. I find the people in their industry who are successful and distill that process down and help them replicate it.
Working with me is a giant shortcut.
Don't be too embarrassed to ask for help.
Call (786) 436-1986.
Today we talk about common sense and how it can be your superpower. These days we should expect people to lie to us. You read that correctly. People Lie to us every day. But when you apply common sense, you can see through those lies. We show you how on today's show.
On this show I share five ways to make common sense your superpower:
One: Ask for evidence to support any claim that is made about a product or service before you invest in it (emotionally or financially).
Two: Talk to people who have worked with the company or the person in the past - ask for references. Ask the people who are used as references for other people to who you can speak.
Three: Ask to meet with people who have stopped working with this person/company. You want to speak with people who are no longer customers.
Four: Ask the company representative what will happen if you do a Google search or a background check on them and their company. If they disclose negative information, don't hold it against them (unless it is illegal or immoral). Then do a Google search or a background check and see what shows up.
Five: Offer a to pay a performance bonus if the speed or the results are better than you expect. Also ask for a discount, in advance, if they don't meet the deadlines or get the results.
We cover all of these on today's show, Be sure and listen and subscribe.
This is an interview with Phil Gerbyshak, a podcasting, social media and social selling expert. Dave Lorenzo and Phil discuss how you can (and should use podcasting and social media) as a tool to grow your business or professional practice.
Phil Gerbyshak Is a speaker, sales expert, corporate sales trainer and small business coach. Phil trains his clients on the power of connection, leveraging the reach of social media, combined with the deeply personal work of nurturing 1:1 relationships, growing profitable long-term clients, transforming businesses and boosting revenue.
Whether your goal is getting more leads, setting more qualified appointments, earning referrals, or closing more business, Phil will show you how to use LinkedIn, video, content marketing, and even the telephone to accomplish your goals.
Phil has interviewed Tom Peters, Sally Helgesen, Seth Godin, Tim Sanders, Carol Roth, Bob Burg and a host of other great people.
Phil is an active member of the National Speakers Association (NSA) and has spoken at many of the regional chapter meetings on social selling and the power of connecting the right way on social media.
Phil has been featured on the cover of Speaker Magazine, and also frequently contributes articles.
When he’s not traveling, Phil does a weekly show on social media called #SocialChatter on Facebook Live. It’s unscripted, unedited, real and raw.
Phil is a technology geek who is always trying the latest and greatest tools, so you don’t have to. He’s kicked the tires for you and can recommend the right tool for your needs and budget, whether it’s scheduling social media posts, livestreaming, transcribing, video editing, etc.
Phil has been recognized as the Best of BeLive (livestreaming platform) by Ross Brand and Rachel Moore.
Contact Phil:
4532 W Kennedy Blvd
PMB 344
Tampa FL 33609
phil@philgerbyshak.com
Phone: 414-640-7445
Listening Guide to the Inside B.S. Interview with Phil Gerbyshak
03:11 How Phil got started interviewing authors and experts
04:21 How does Phil get such great guests for his show?
05:18 Who is the one person Phil hasn’t interviewed that he wishes he could?
06:00 How to make it “easy” for someone to be a guest on your show
07:38 How to convince big name guests to do your show when you’re just starting a podcast
11:07 Podcast show production tips
13:33 What type of interview and production schedule is the best?
14:05 When does Phil do live video shows?
14:45 How people consume the interviews on different platforms
15:30 Why Phil chooses to do his interviews live on all social platforms
16:00 The reason Phil doesn’t particularly care for LinkedIn live
17:35 Phil’s “go to” social media platform
18:28 Why Phil is so successful using LinkedIn for business
19:05 Adding two cents times twenty-five (LinkedIn Success formula)
20:29 How to use LinkedIn Sales Navigator to connect and grow your business
22:14 Should we be connecting with everyone on LinkedIn?
30:27 What was Phil’s goal when starting his podcast?
31:04 “First Serve Who We Can Then We Get To Serve Who We Want To Serve”
31:35 How Phil got Seth Godin as a podcast guest
33:46 The importance of your personality fitting the media
35:40 Topics Phil speaks about from the stage
37:24 The value of gratitude in life and in business
You know the situation. You've just finished a speech, or published a paper, or delivered a performance on stage. You're satisfied because your weeks (or months) of hard work completed, you wipe the sweat from your brow and receive congratulations from friends and family. Then, out of nowhere, a colleague approaches and offers to give you some "feedback."
What follows is a critique of the exact points you thought were the strongest aspects of your performance. As you thank this person for their feedback, you're secretly deflated. In spite of all the praise from people, all you can remember is the unsolicited criticism.
Here's another scenario:
As an entrepreneur, you study the market for your services. You have a planning session with your mentor and you've decided on a strategy. You prepare and begin to execute your plan. You're happy with how it is going. At that point, your uncle Joe calls and tells you you're doing it all wrong. He has other ideas. Uncle Joe hasn't worked in your business, in fact, he is a dentist and you are an attorney. Yet his guidance weighs heavily on you. All those good feelings you had about your strategy are now gone.
Both of these scenarios happen everyday. I know. I hear the stories from my clients.
Unsolicited advice is a killer.
But it doesn't have to be.
You Must Ignore Unsolicited Advice.
Here are five reasons why:
It's About EGO: Theirs: Unsolicited advice is not for the benefit of the receiver. It is for the benefit of the person giving the advice. It makes them feel better about themselves.
Sometimes It's About POWER: Several psychological studies have shown that unsolicited advice is used as a way for the sender to demonstrate their power over the receiver. This is not only a weak way to "one up" someone, it's also damaging to the person receiving it.
Advice Must Come from Someone You Respect: If you didn't ask this person for guidance, you must dismiss it. If you didn't respect this person enough to reach out to them, forget about it.
The Advice Sender Is Jealous: People who are jealous will often go out of their way to bring down the object of their envy. If someone is your rival and they give you advice, that you didn't ask for, it's because they want what you have.
You Strengthen Your Self Confidence by Rejecting Bad Advice: Let's face it, most unsolicited advice is garbage. When you reject it, you reenforce your independence. That should make you feel good.
Here's the bottom line: Unsolicited advice is only for the benefit of the sender. It must be ignored and aggressively rejected.
The most precious thing in your possession is your time. You must guard it from the people who want to come and steal it from you. In this show we share three ways you can protect your time and stay sane.
The three ways to guard your time are:
1. Budget Time Like You Budget Money
2. Create a "got a minute" list
3. Stop multitasking
This show is brief and powerful. Don't miss it.
YOU ARE NOT ALONE
If you'd like to stay connected to Dave Lorenzo and a group of professionals who will support you, help you grow and connect you with ideal clients, join Dave Lorenzo's Inner Circle Community. During the Covid-19 crisis, Dave is offering his subscribers the opportunity to join as VIP members for a reduced rate of $147 per month or $1,047 per year. This investment is easily recouped thorough the acquisition of one new client.
To apply for membership visit: https://davelorenzo.com/inner-circle-special-invitation/ or call 888.444.5150
One thing holds good people back more than anything else. It is guilt. People who don't have the success you enjoy will try to make you feel guilty. You must ignore that. Season 2 Show 24 episode 146.
In this episode of the show we discuss how to ignore the people who throw guilt at you and how to combat those threats of guilt.
Everyone feels guilty about something.
If you want to be successful, you'll ignore people who make you feel guilty for things you should be doing on a day-to-day basis.
Always get paid up front. That's one of keys to business success. On today's show we discuss why you should get paid before you do the work and we discuss how to get paid in advance. Join us for Season 2 Show 23 Episode 145.
There are four reasons why you should always get paid in advance. They are:
One: Getting paid in advance insures good cash flow.
Two: Getting paid before the work is done shifts the risk from you to the other party.
Three: Getting paid up front enhances your client's perception of value.
Four: Your client will be more likely to be compliant - meaning they will do what you need them to do.
We go into detail on each of these reasons on the show today. We also cover:
How to Structure Your Payment Agreement
Structure One: Full payment up front as part of your basic business terms.
Structure Two: Full payment up fronting exchange for a discount.
Structure Three: Less preferable: Half payment up front and half in 30 days.
Structure Four: Never differ payment until project completion. Instead recieve a bonus at completion.
All of this is covered in today's show.
YOU ARE NOT ALONE
If you'd like to stay connected to Dave Lorenzo and a group of professionals who will support you, help you grow and connect you with ideal clients, join Dave Lorenzo's Inner Circle Community. During the Covid-19 crisis, Dave is offering his subscribers the opportunity to join as VIP members for a reduced rate of $147 per month or $1,047 per year. This investment is easily recouped thorough the acquisition of one new client.
To apply for membership visit: https://davelorenzo.com/inner-circle-special-invitation/ or call 888.444.5150
During the next two weeks, we are focusing on the ten habits critical for business success. Today's habit is decisiveness.
Successful people make accurate decisions quickly.
Here are the five factors of decisiveness:
One: Gather all relevant Information As quickly as possible. Be intellectually curious. Ask good questions. Look at past trends. See who has done what you want to do, where they succeeded, and where they failed. Quickly reverse engineer any failures.
Two: Outline, in writing, your findings. The way you write is the way you think. Write down all your thoughts related to this decision. Organize them in a way that allows you to evaluate the consequences of your choice. Ask yourself: What is my ultimate goal? Which scenario is most likely to help me achieve my ultimate goal? What are the risks associated with following this path?
Three: Look at alternatives. Select the scenario with the best reward for the most acceptable amount of risk. Review and rank all contingencies. Is there something you haven't anticipated? If your first option fails, will you be able to pivot? At which points can you pivot, and which options would you select at each point?
Four: Run a Red Team. Find someone or a group of people to test your plan. Let them shoot it full of holes. Pick the most competent people you can find. They must be brutal.
Five: Move forward with speed. Execute your plan as quickly as possible. The faster you act, the quicker you can adjust if something goes wrong.
Some of the best things that will ever happen to you in life will be adjustments you make to plans you thought were outstanding.
A word about emotion in your decision process: Emotions will always play a role in a decision you make. You cannot eliminate it. The best you can do is recognize the role emotions play, identify all relevant facts, and accept how you feel. When you run your "red team," you will be tempted to defend some of your emotions. Don't. Decide if you can live with the consequences your feelings cause you to fail.
YOU ARE NOT ALONE
If you'd like to stay connected to Dave Lorenzo and a group of professionals who will support you, help you grow and connect you with ideal clients, join Dave Lorenzo's Inner Circle Community. During the Covid-19 crisis, Dave is offering his subscribers the opportunity to join as VIP members for a reduced rate of $147 per month or $1,047 per year. This investment is easily recouped thorough the acquisition of one new client.
To apply for membership visit: https://davelorenzo.com/inner-circle-special-invitation/ or call 888.444.5150
An artist can’t possibly teach us anything about entrepreneurship, right? Wrong.
Today’s Do This Sell More show is a clinic for entrepreneurs. It is especially valuable for people who sell professional services.
Today I interview Beca Castel – A Miami-Base Artist who specializes in murals. In this interview you will discover:
- How to create a unique value proposition
- Why niche marketing is critical to commanding a fee premium
- How to differentiate yourself from everyone else who does what you do
- Why systems matter in any business, but especially in professional services
- And much, much more
About Beca Castel
Beca Castel is a professional artist that specializes in custom paintings and murals for homes, businesses & commercial properties in South Florida. She is an alumnus of the
prestigious New World School of the Arts.
Her artwork has been showcased at Art Basel Miami in venues such as: SCOPE Miami, The Red Dot Art Fair and Art Fusion Galleries. You can also find her pieces in various Luxury Hotels in South Beach such as The Edition Hotel and The SLS Hotel South Beach.
Here is her contact information:
Beca Castel
www.BecaCastel.com
Phone: (305) 987-9121
Facebook: @BecaCastel
Instagram: @Beca_Castel
Here is Your Guide to Dave Lorenzo’s Interview with Beca Castel
2:20 Examples of Beca’s art projects
3:11 How Beca got her start as an artist
5:00 Beca becomes interested in Entrepreneurship and makes an education decision
6:30 How she came to realize that custom art was a better business model
9:28 Why selecting this niche has helped Beca sell more art and command a fee premium
10:17 How Beca selected custom murals as her differentiating factor
11:55 Internet marketing helps artists cut out the middleman and make more money
13:50 How an artist can learn to qualify their clients (this will work for your business too)
19:46 Behind the scenes: How to help the client buy (vs. selling them)
21:55 How to qualify a lead and determine what to charge for your work
24:40 The design process makes or breaks the art and the business arrangement
27:30 Step-by-Step process for doing a mural
32:00 How Beca uses social media to market her work
33:15 Managing productivity can be a challenge when an artist is busy
35:10 The Qualifying process of an artist’s clients
36:46 Client urgency has an impact on the price of the work
46:18 The Story of Beca’s most famous project to date
YOU ARE NOT ALONE
If you'd like to stay connected to Dave Lorenzo and a group of professionals who will support you, help you grow and connect you with ideal clients, join Dave Lorenzo's Inner Circle Community. During the Covid-19 crisis, Dave is offering his subscribers the opportunity to join as VIP members for a reduced rate of $147 per month or $1,047 per year. This investment is easily recouped thorough the acquisition of one new client.
To apply for membership visit: https://davelorenzo.com/inner-circle-special-invitation/ or call 888.444.5150
In just a few weeks the world has changed. Things are not going back to the way they were in January 2020. You have a chance to grow and build your business for the way things are now and will be in the future or you can remain stuck in the past and get left behind. We address this issue in today’s show.
You must make a choice. You can either be a fax machine or you can be email.
Fax machines are history. Nobody needs them. Email is essential.
The point of this analogy: You can be a valuable part of the future or you can remain stuck in the past.
Here’s how you become an essential part of the future:
DELIVER VALUE
There are three ways to do this in a challenging economy.
One: Help people make money
Two: Help people save money.
Three: Mitigate or eliminate risk.
This is your challenge right now. Figure out how you can do one or more of these things in a way that differentiates you from everyone else.
That’s the subject of today’s show.
YOU ARE NOT ALONE
If you'd like to stay connected to Dave Lorenzo and a group of professionals who will support you, help you grow and connect you with ideal clients, join Dave Lorenzo's Inner Circle Community. During the Covid-19 crisis, Dave is offering his subscribers the opportunity to join as VIP members for a reduced rate of $147 per month or $1,047 per year. This investment is easily recouped thorough the acquisition of one new client.
To apply for membership visit: https://davelorenzo.com/inner-circle-special-invitation/ or call 888.444.5150
Our last show detailed how to get referrals from clients. This show is about how you can get referrals from people who have never done business with you. Why is this important? It's important because people who know you, like you and trust you, will make up eighty percent of your referral partners. The remaining 20% just discovered you and they want to share you with the world.
Today's show covers:
Evangelist identification: How you can find people who know you, like you and trust you, but have never done business with you.
Identifying the natural synergy between your businesses. This is critical for leveraging your opportunity to connect with these potential referral sources.
Taking advantage of common client relationships you share and maximizing opportunities to work together to grow those relationships.
Finding common ground between you and your evangelist and using it to attract those clients that you have uncommon.
Identifying your shared values and using them as a framework for building a synergistic relationship.
This is an episode you don't want to miss because it can be the difference between attracting a great deal of "BONUS" business and totally missing out on it.
There is a four-step process to attracting more referrals into your business. This process works with both clients and evangelists. If you use it you'll notice a big difference in both the quality and quantity of your referrals.
Step One: Do Your Research
Who do your clients and evangelists know that could be a good prospect for your business? You need to get inside their contacts file and find out. The easy way is to listen while they are talking. Most people will reveal who they know while they have general conversations.
In addition, you can explore tehir LinkedIn contact info and look for memberships in groups or organizations and check those websites.
Step Two: Provide Value to Your Evangelist
Before you ask for a referral, you need to deliver value. The best for of this value is through referring someone to the them. Tat's right. Give a referral before you ever ask for one.
Step Three: Use Gratitude Script
After you pass a referral, you can ask the client to help you. The best time to do this is when they are thanking you for passing the referral to them. I give you the specific script to do this in this episode.
Step Four: Ask to Meet a Specific Person
Here is the information you include in your request.
- Name of the person
- Title
- Company
- Industry
- Why You Want to Meet Them
In today's show I share the script and the reasons why each element is critical. Don't leave any of them out.
Be sure to listen to this episode. This step-by-step process will help you attract more referrals and make more money.
Today's show is designed to help you attract better clients right now.
You have the right and the ability to decide who you work wit. That's right, you choose your clients.
Step One: Identify Suspects - Target People Like Your Best
The first thing you must do is target people who are just like your best clients.
How?
Ask your best clients :
What groups or organizations they belong to.
What websites they visit to keep up with the industry trends.
What trade journals or what industry-specific magazines they read.
Once you find the answers to these questions, you can target the people involved.
Success leaves clues so rather than just going after anyone, why not go after people who are just like your best clients?
The people you connect with here will be considered "Suspects."
A suspect is someone you suspect will be a great client if you do business with them.
Step Two: Convert Suspects to Prospects
Once you have identified groups of suspects you need to see who has interest in working with you. The way to determine that interest is to use an engagement device called a Honeypot.
A honeypot is an offer of a free tool that will be helpful to your prospect. I often use reports or videos as this honeypot. In an article or webinar, I offer the free report to the audience in exchange for tehir email address. When the person gives me their email address, I know they are interested in my service - or at least in the information I am presenting.
This request, converts the person from a suspect to a prospect.
Step Three: Qualify as a Client
The third step in this process is to qualify the person as a client.
As we discussed at the outset, not everyone can work with you. People who work with you have three qualities:
They have a problem you can solve.
They have the ability to make a decision on hiring you
They have the money to invest in your services.
If the prospect has all three of these things, they are qualified to work with you.
At that point you can make an offer.
Our show today goes into detail about all three aspects of this conversion process.
Join us as we take you inside business strategy and share the secrets of attracting better clients. Listen by following the link.
Five Qualities Necessary for Recession Survival and Growth
During this day and age of uncertainty I am constantly being asked to boil success down to a handful of qualities. Everybody wants the five “secrets” to success.
While I am hard pressed to limit the qualities of successful entrepreneurs, business leaders and professionals to just five things, I can give you five qualities that are common among all successful people.
Incidentally, these five qualities were not developed by me. They were developed by a researcher named Napoleon Hill as a result of a 20-year study he conducted on successful business leaders.
Hill developed 16 laws of success as a result of this study. All of Hill’s laws can be applied to professionals but there are five in particular that separate the winning professionals from the others.
Here are the five qualities from Napoleon Hill’s work that I believe to be most responsible for success:
Quality 1: Successful Business Leaders have a Burning Desire to Serve Their Clients:
This means you must really want to make a difference for your clients and you believe in your ability to do so. That passion and desire is easily spotted in successful people. It is a quality that attracts others – clients and referring attorneys – to you like a magnet.
It can be difficult to stay motivated under the current conditions. If you watch the news, it can flat out depress you. So, stop watching the news. Keep focusing on the value you provide and why it is important to your best clients.
What is your value?
How does it make a difference for your clients?
Is that value still the same?
What additional value can you provide?
Be loud and proud about that!
Quality 2: Successful Business Leaders Make Use of Specialized Knowledge:
You have specialized knowledge of your product or service. But people who grow during a recession also have the specialized knowledge of how to communicate their value, how to build and how to run a business. They have specialized knowledge on building systems that set their business up for success. They have specialized knowledge in business strategy and they know how to deploy their resources toward an area of need in the market.
Specialized knowledge goes well beyond the day-to-day aspects of selling. It extends to the knowledge necessary to deepen relationships over days, weeks, months and years.
This is the perfect time to acquire additional specialized knowledge. You don’t have a commute right now. You don’t have the common office disruptions. Use this time to acquire additional specialized knowledge.
Quality 3: Successful Entrepreneurs and Professionals are Decisive:
This is a quality that stands out in a business leader. They assimilate information and then they make a decision. You have to make correct decisions and you have to do it in a way that projects confidence in yourself and in the people around you.
Let’s face it; if you have the will, you can recover from almost any mistake you make in life.
However, you may never be able to recapture an opportunity that presents itself if you don’t make a decision. Great opportunities – golden opportunities – only come along so often – and you need to be decisive to take advantage of them. Napoleon Hill found that decisiveness was a key quality in successful people, and I agree whole heartedly.
Decide right now to invest in your future. Decide to invest in your growth. Make the decision to be aggressive in your acquisition of new business even though others around you are negative.
Quality 4: Successful Business Leaders and Professionals Set Goals:
Successful people are goal oriented. This means they have actually taken the time to think about where they want to be in five years, ten years and twenty years. This may seem too long term given the circumstances.
If you want to achieve significant success you need to first define what success is. That means setting goals.
Here is an exercise you can do to help you get trough the current situation and associated recession:
Pick out five things you would like to accomplish between now and the end of the year.
Write these five things down on a sheet of paper.
Fold the paper up and put it in your pocket.
Review this sheet of paper every time you eat a meal.
You will be amazed at the results.
When you write your goals down your subconscious mind automatically goes to work to try to help you achieve them. You will find yourself drawn to activities that will bring you closer to your goals.
Once you become comfortable with this process, conduct a similar exercise, setting goals for the next five years.
Even under difficult conditions, you brain will adjust, and you will act to make those goals happen. Don’t trust me. See for yourself. Do it now.
Quality 5: Successful Entrepreneurs and Professionals Tap into the Collective Intelligence of Others
This is critically important. You need to have a group of people you can trust to give you honest feedback on your ideas and performance. You must have a group of like-minded people who know and understand what you are going through and can help you achieve your goals.
This last one really resonates with me because when I started my own business, I was a one-person operation. After having worked my entire career in big firms, I suddenly found myself without a sounding board for ideas. This lead to a stifling of my creativity.
As my business has grown, I have actively sought out successful people to bounce my ideas off of. This process has been phenomenally value in many ways. Everyone needs a handful of people in whom he can confide.
When a business leader comes to me and says he needs help with sales I review these five characteristics with him. Almost always, I find he has not developed any of these qualities in himself. That’s when I ask him a critical question:
“Are you willing to adopt these five qualities and use them in your business?”
You see, part of Napoleon Hill’s study revealed that successful people are not born with these qualities. They developed them over time. Success is a learned behavior.
And now I have an opportunity for you.
You can join me as part of my Inner Circle. This is a group of business leaders and professionals that meets three times each week to exchange ideas, pass referrals and provide support for each other.
On Tuesdays and Thursdays I provide some business growth information – to help you meet your goals for growth and then we have a discussion where you can tap into the power of the guidance and support of other members of my inner circle.
In addition, you also have access 24/7 access to my library of business growth content, information and resources. This includes online courses, Q&A sessions, and examples of tools my successful clients have used over the years.
This is literally the best way to not only grow your business but also keep your sanity.
Normally, membership at this VIP level of my Inner Circle requires a $547 investment per month. But if enroll today, your investment will only be $147 per month.
That’s right, I’m offering a HUGE discount to help you get through this difficult time. To get this discount, go to: WorkWithDaveLorenzo.com
That will take you to my special invitation that’s only good until the end of the month.
And if you act today, you will also get access to eight different courses I delivered to this group in the past couple of months. This is over $1,800 in BONUS content for acting today. You only get access to these eight courses if you act right now.
The courses are:
Course One – Virtual Town Hall: Communicating with Clients During a Crisis
Course Two– Secrets of Power Productivity: How to Get more Done While Working from Home
Course Three – Persuasive Communication Part 1: How to Craft a Message
Course Four – Persuasive Communication Part 2: How to Select an Audience
Course Five – Persuasive Communication Part 3: Delivery Systems (This is an extensive session)
Course Six – Look Over My Shoulder: How to get a Book Published
Course Seven – How to Write Better and Faster with Daily Writing Habits
Course Eight – How to Qualify and Convert Suspects, Prospects and Clients
Don’t miss out on this $400 per month discount as well as the over $1,800 in bonus gifts. Sign up right now. Follow this link:
WorkWithDaveLorenzo.com
Hospitality Industry Entrepreneur Shares Secrets: Inside Business Success Interview: Doug Baarman
Doug Baarman Interview Show Notes
Each week we bring you interviews with some of the most successful people in business. We do this to share their insider business secrets and take you inside business strategy.
This week we are going inside the Hotel, Hospitality and Convention business. Our discussion this week is with Doug Baarman.
Doug Baarman is Senior Vice President / Team Director with Conference Direct. He has 25+ years of sales, marketing and meeting planning experience within the hospitality industry. He has worked on both sides of the industry giving him an insider’s perspective with experience from some of the largest hotel companies – Marriott International and Gaylord Hotels and from the buyer’s side – National Trade Productions.
Here’s how you can contact Doug:
Doug Baarman, CDS
Senior Vice President/
Team Director
6 Sotweed Court
Potomac, MD 20854
Office: (301) 605-7011
E-Fax: (240) 238-9898
Mobile: (240) 994-8599
Doug.Baarman@conferencedirect.com
https://hospitalitylifestyles.com
http://doug-baarman.go-conferencedirect.com
Here is your guide to this wide-ranging interview:
3:00 What does Conference Direct do? What is Doug’s Role?
5:35 How Doug works with clients (companies planning events) while partnering with hotels.
6:28 Doug describes the business model used to compensate him and his team.
7:54 How does Doug organize his sales team? How to they set up “territories?”
9:52 How does Doug recruit new people?
13:07 How did Doug become an entrepreneur?
14:40 The Stages of a Crisis and How Businesses Get Through Them
18:50 What are the biggest concerns for hotels and convention centers?
26:40 Face-To-Face meetings will become a competitive advantage.
30:20 What does the future look like for conventions – short term and long term?
35:03 What does the future look like for Las Vegas?
38:16 Where should people go for information on the current state of business travel?
41:30 What hospitality companies are handling this well?
44:45 Doug sees great opportunity for people who want to book meetings in a year or two. Here’s how to take advantage.
48:40 Dave and Doug make predictions.
Ten Business Growth Habits: Quarantine Edition
Here are 10 business growth habits you can implement immediately - regardless of your situation. These activities require a small investment of time and money and offer a huge return. Don't miss this episode of The Do This Sell More Show. Click the link to listen.
- Call A Client: Make a telephone call and connect with a client to thank him/her for working with you. Ask how he/she is doing. See how you can help, add value, or be of service.
- Write a Note: Handwritten notes are important and valuable. They show gratitude but they also are great business development.
- Interview an Influencer: Connect with someone in the community or industry and interview him or her for your podcast or video show. If you don't have one, start one.
- Shoot a Video: You have a phone. Shoot a video on it. Shoot a "How to" video or a video testimonial for a product/person/service.
- Post an Article: You write the way you think. Write an article today demonstrating your thinking on a subject of importance to you or your business.
- Promote a Friend: Introduce one of your friends to your audience. Help him/her become successful. This will come back to you ten-fold.
- Research a New Perspective Client: Do your research. Find a way to add value. Find the right person to speak with. Commit to relentlessly pursuing this person and company and making them a client.
- Exercise: Get up and get moving. Sitting is the new smoking. It will kill you.
- Make a Gratitude or Accomplishment List and review it every night before you go to sleep.
- Invest in Personal Development: Listen to the Do This Sell More Show each day. Connect with me for coaching (786) 436-1986
The formula for successful marketing material is: educate, entertain, and inform.
Here are the definitions of each:
Educate
Share information in an organized way so it can be productively applied. The knowledge has practical application in the future.
Entertain
Give people enjoyment as a result of consuming your marketing material.
Inform
Share information with people to keep them up-to-date.
The difference between educating and informing is: Educating is delivering instruction about the practical application of knowledge to achieve the desired outcome.
Informing is conveying information to a group or individual.
The key is to have all three of these elements work together toward the common goal.
We give you the formula for doing this on today's show. Be sure to click the link and listen.
You should never get into a fight with:
1). Clients
2). Prospects
3). Trolls on Social media
I like to be provocative. I tell stories that evoke emotion. Sometimes people agree with me, and sometimes they don't. I'm politically active. I am a fiscally conservative, socially progressive capitalist, and I can advocate for my positions while respecting your opinion. I enjoy debate, and I want to win you over to my way of thinking because I think it will be useful for you.
Notice the last part.
I want the best for you, and that's why I try to convince you to see my point of view.
I don't think you are stupid for having different beliefs than I hold. If I don't win you over to my point of view, I still want to be your friend.
That's what makes me great at sales.
I can respect you and your point of view without agreeing with it.
Here's something you MUST understand: Everyone thinks they are right.
That's an important point.
For a person to abandon one belief and adopt another, they need to make that change themselves. That means they need to FEEL something different and then support that feeling with LOGIC.
All you can do is present evidence - emotional and factual - and allow them to accept it, internalize it and make it their own.
This is why arguments don't work.
Bludgeoning someone with information and insults results in retrenchment, defensiveness, and resentment of you as the messenger. Social media has exacerbated this situation.
Each day I see people posting things they know will inflame others. At least once each week, someone comes into one of my social media accounts and insults me. In today's show, I tell a story of how someone threatened my family and me because of a political opinion I presented.
While I past the point of caring about unsolicited feedback years ago, I don't like threats, and I especially despise people who pass judgment without having a personal conversation. When you get into an online "argument," you display one side of your personality with zero context, and you open yourself up to being judged by people who might do business with you. Don't give them that opportunity.
Here's the bottom line:
Be opinionated. Share your opinion. But do it in person or in a direct telephone conversation. Don't start trouble online. It harms your brand. A third party - someone who doesn't know you - may judge you based upon that one interaction and without having the full context. And nothing positive will come from it.
Listen to today's show and share your thoughts with me. If you don't agree, try to win me over.
We are currently facing challenging times. Our personal safety is threatened by something we can't see or hear. The only way to fight back against it is to cloister ourselves away in our homes.
The situation becomes even more challenging because it continues to exact a financial toll. Many businesses cannot operate for safety reasons. Gathering people in groups is not wise as it risks the health of everyone involved. This means all service businesses are closed. Most Product distribution businesses are delivering but cannot operate in a familiar retail format. Companies that can provide services from a remote location - like law firms, accounting, and engineering firms and consulting firms are stuck because their clients are conserving cash - unsure of when their clients will come roaring back.
By every measure, this situation looks bleak, but that's only on the surface.
If you dig deeper, you see opportunity.
Suspend your disbelief at that statement - for a moment - and follow along with me.
The entire world is in the same situation, possibly for the first time. Everyone is fighting the same virus. Everyone is facing the same economic challenge. That playing field is level.
Some of us may have more access to aid (in the form of financial resources - loans, government assistance, etc.) than others, but we all have access to the same opportunity. The only tool you need to take advantage of the situation and aggressively begin to rebuild your business is your attitude. That's it. If you focus and relentlessly offer enough value to enough people, you'll get through this tough time and come out the other side with a business that is stronger than it was before.
That's the key.
To use this crisis, use this terrible situation to rebuild your business in a form that will make it more durable and more resilient. It won't be what it was in February 2020. It can't be. That world is gone. Everything has changed. Success now belongs to the companies that are nimble and can grow and evolve to serve others in these unsettled times.
Here are the five things you can do to give your business a fresh start:
One: Understand your clients' needs: Practical and Emotional
What does your client (ideal in the aggregate) need to continue to operate, survive, or grow? If it is a physical product, figure out how you can provide it, procure it, or finance it. If it is a skill, figure out how you can teach it to him, be a source for it, or recruit it for him.
Emotional needs require more nuance. You need to read your client and help him understand that he needs you for that support. You need to quantify that value. Most people will sacrifice their mental health in tough times. Convince the client he shouldn't. Why? Because that puts everything at risk.
Two: Communicate Your Value Proposition Frequently
Now that you understand the needs of your ideal clients, you need to communicate with the people who look like those clients. As many of them as you can. En mass. Broadcast your message with laser-like precision to that audience as often as possible. "I can help you. Let me help you."
Three: Honeypot
Make a free offer of something of value to your prospective client. This could be a report that outlines how the client can achieve a goal. It can be a program or course designed to educate the client's team on new skills. It can be a service designed to get the client up and running in a new area. The offer of this free service makes the possibility of your solution real.
Four: Be Easy To Work With
Explain how you'd like to help the client in return for financial compensation. Show a return on investment. Offer payment plans and installment agreements. Listen. Be a friend as well as a service provider. Do business profitably on the client's terms.
Five: Continuously Innovate
Your first attempt at this may not be successful. You may not select the correct product or service. It may take a while for the client to recognize the value, or the client may hold on to his finances tightly because he is financially insecure. Keep listening. Keep looking for the right product/service to help your clients. Keep making offers. Eventually, you will find the right opportunity.
This formula worked for me after September 11, 2001. It worked during the financial crisis of 2008, 2009, 2010.
We don't know what the future has in store for us with this crisis, but we do know that people need help, and they will invest in you if they believe you can help them.
The key is to focus on value delivery and pursue it relentlessly. Don't give up. Early on, most of your days will be filled with people saying, "NO." But just one "YES" will help keep the lights on in your office or your home.
Eventually, you'll have days when you string a few "Yeses" together, and you'll begin to believe you are on the right track.
For now, you need to have a positive attitude. You need to trust in this process, and when you do, you know you'll be building a client-centric business that will survive anything.
If you'd like more help, guidance, and support, I am here for you.
These daily sessions are free, but I offer an option to work with me directly. During this crisis, I'm offering an opportunity to join my Inner Circle group at the VIP level for the entry-level investment. It's only $147 per month - which makes it affordable - and the return on investment will be - well, it 's rebuilding your business. How valuable is that?
You can find out more ability this special offer by following this link:
https://davelorenzo.com/inner-circle-special-invitation/
Call (786) 436-1986
If you want to know what it’s like to be an entrepreneur in a face-to-face business during a pandemic where you are under quarantine, this interview is important for you.
If you want to know how to start a business, in the face of great uncertainty, this interview is critical for you.
If you want to discover the secrets of dressing for success, this interview is a requirement for you.
If you want to have a good time listening to two friends talk about working with their wives and having fun while they deliver value, you’ll love this interview.
In his “Inside B.S.” Interview Series Dave Lorenzo Interviews people who educate, entertain and fascinate his audience.
Today Dave interviews Chris Cartisano, the Owner of Christopher Allen Custom Clothing.
During this interview Dave and Chris discuss entrepreneurship, working in a high-touch profession during a time when nobody wants to meet with you in person, and of course, HOW TO DRESS FOR SUCCESS AND PROFIT.
Contact Chris Cartisano:
Phone: 631-549-1105
Cell: 631-335-1210 Chris
Phone: 631-335-1211 Theresa
Email: chris@chriscartisano.com
http://christopherallenclothiers.com
Here’s your guide to this wide-ranging interview:
5:55 – The current coronavirus situation on Long Island, NY April 15, 2020
7:10 – When will people go back to work in an office?
13:21 – How will business change as a result of coronavirus?
16:08 – How Chris developed his value proposition for his business (and why Dave loves it).
18:33 – Chris’ relationship-based sales philosophy.
24:23 – You’re not Steve Jobs. You need to wear good clothes. Here’s why.
30:40 – Why Dave likes to wear suits when he meets new people.
32:15 – Your clothes can are a competitive advantage. Chris explains why.
34:56 – How do you select a sport coat or suit jacket to make sure it fits?
37:17 – How should your pants fit? The answer will surprise you.
38:25 – Belt or suspenders? Yeah, Dave really asked that question.
40:53 – What’s in (style-wise)? It doesn’t matter as long as you are comfortable.
42:00 – How do you measure someone to make sure pants fit? It depends…
44:32 – How to select a type of shirt collar (there are dozens of different types).
50:10 – All about accessories: Pocket Squares, Cufflinks, Ties
57:15 – How Chris became a haberdasher.
100:49 – Why Chris became an entrepreneur and how he started his business.
1:04:24 – Chris talks about how he works with his wife and why their partnership works well.
1:07:22 – How Chris sells to his natural network (like at school functions and at family events).
1:16:24 – Personal Branding: Are you Adam Sandler or Jerry Seinfeld?
1:20:32 – How to connect with Chris Cartisano
As you prepare to enter into a negotiation you need to understand which type of strategy you will employ.
In a transactional meditation, all options will be on the table. In most cases, you will not see the negotiator again and this person will do anything to get what he or she wants. This includes lying, exaggerating, bluffing and all kinds of dirty tactics. You must be prepared for that.
In a relationship negotiation, you will need to work with your counterpart after the negotiation is over. This means you cannot lie. You cannot use dirty tricks. You must bargain in good faith.
It's important to note this is not a matter of morality. It is real life. People are going to be unscrupulous in transactional negotiation. Your awareness of this is critical.
There is a school of thought that says you should always help the other side win in a negotiation. They call this win/win negotiating. That strategy sucks.
The first rule of any negotiation is to define what “winning” looks like. In business, winning is exchanging value for value – usually a product, a service or an experience for money. Often your counterpart in a negotiation will think you have flexibility in your pricing. In reality you don’t because you have made a profit margin commitment to your stakeholders. So in many business negotiations winning is closing a deal at a certain profit.
Instead of compromise, exchange value.
If the client wants a lower price, you have three options:
Reframe: Increase value and go higher than the original price. This will shock your counterpart because he expected something different.
Reduce value: You can meet the persons’ desired investment if you deliver less than they want. Everything has a value. If they want the total solution the need to make the total investment.
Walk away and scrap the deal. Sometimes you can walk away and replace the value you would have received from another source. This might mean having an alternate supplier. It might mean finding another customer. It definitely means adjusting your mindset to never need any single deal at any particular time. Nobody likes to lose out on a deal. Nobody likes to leave money on the table. But if someone is not willing to work with you on your terms, you have to be ready willing and able to walk away.
The Five C’s of Negotiation Mindset
Concern for the Other Guy: Understand his position, always allow him to maintain his dignity. This isn't win/win. This is understanding and allowing your counterpart to make a deal and retain his dignity.
Confidence in Your Position and Your Ability to Deliver Value: You've got to feel good about your value and you've got to be able to articulate that value.
Consistency in Your Messaging: You must maintain your message throughout the negotiation. Any wavering and you'll blow it.
Competence: Know Your Negotiating System and Your Skills: You must have mastery of the negotiation process. That requires having a system and perfecting your skills.
Comfort Under Pressure: If you can make a deal in your underwear you can do anything. You must be able to handle any pressure in any deal at any time.
Everyone thinks they are good at negotiation. The truth is, if you have a system, negotiate often, set your strategy in advance and do your research, you will be successful.
Negotiation is both art and science. During the next week, we are going to be highlighting several different negotiation skills and negotiation strategy. My goal in doing these shows is to help you with negotiation in business but also to help you with working out common issues in everyday life.
Today we are addressing first offer strategy.
There are only three things that can happen with a first offer in any negotiation.
- Let the other side make the first offer
- Make an extreme first offer
- First, Best, Final
In this show on negotiation skills in business communication, we explore each of those three strategies.
Let the Other Side Make the First Offer
This is ideal. It helps set a frame for the extreme end of the negotiation. You’ll often see anxious people make a first offer. Occasionally, experienced negotiators will throw out an extreme number to get things started. This is not necessarily a bad thing. If you can, getting the other side to make the first offer will help you gain leverage.
Make an Extreme First Offer
If you have to make an offer, make it extreme. The goal is to shock the other side and set a frame that is so one-sided any concession in the future is perceived as major. This also has a psychological impact. It conditions your counterpart to look for a highly slanted approach in your negotiation techniques.
First, Best, Final
This is included in making offers as a strategy in negotiation, but it is not really an offer. You simply tell them to take it or leave it. You may want to negotiate other points but you’re not going to bargain on the price.
When it comes to negotiation skills in business, first offer strategy is critical. Be sure to review these negotiation tips and tricks before your next negotiation session.
You are better than you’ve ever been. You are more powerful today than you were yesterday and you’ll be even more powerful tomorrow. What are the keys to maintaining your confidence, clarity of purpose and capability in these difficult times?
We are going to share those strategies with you today on this episode of The Do This Sell More show.
Dan Sullivan, Founder of Strategic Coach says the keys are confidence, clarity, and capability.
Let’s look at each of them an how you can maintain them.
Capability: Business development. Well, you’re listening to this show your watching on YouTube so that’s a great start.
You can follow-up to our conversation here by checking out my Innercircle Community. Go to https://DaveLorenzo.com/Innercircle
The idea is to use this time to grow your skills in a number of areas – not just your craft but your business development – your sales skills.
Clarity: You have to have clarity of purpose. No matter what you are doing these days, we all should have a clarity of purpose to help others – to share our skills, knowledge, and experience with others.
Letting people know about your skills, knowledge, and experience in sales and marketing.
That’s your main purpose. That’s what you need to focus on.
Confidence: This is my biggest concern. In times like these, you can easily lose confidence. The world around you is in disarray and you don’t know what tomorrow is going to bring so it’s easy to make this situation about you.
People and businesses are holding on to their cash so they are not investing in your services so it is easy to believe you stink.
You don’t stink. You’re just as good as you were yesterday – in fact, you may even be better than you were yesterday.
Here are five things you can do to maintain your confidence:
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Write down five positive statements about you and your services. Five things you help people accomplish. Five positive outcomes. Review those first thing in the morning and before you go to bed at night.
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Keep a succes journal. Write down things that went right today. Review past days each night.
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Testimonials: Give to people. Ask people to reciprocate. Review them.
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Keep giving, Do a great job. Celebrate the good job you have done.
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Look in the mirror and smile at yourself. Treat yourself to something special each day as a reward.
Dan Sullivan was right. These are the foundational elements that are things you should focus on each day. Do this exercise as often as possible and remember: You’re better than you think you are.
Marketing Success Formula: Ask This To Build Successful Marketing Campaigns
There is one question that can help you separate successful marketing methods from unsuccessful marketing methods.
Ask This To Build Successful Marketing Campaigns: What evidence do you have this will be successful?
Success in marketing is just like success in everything else in life. You need to look for evidence that something will work before you invest your time and money in it.
Evidence is necessary before you buy into anything in business.
Business Communication Skills Training: One Thing You Must Do Now To Improve Sales
If you've been searching for how to improve your business communication skills you've come to the right place. On this episode of the Do This Sell More Show we discuss the TONE of your business communication.
Most communication skills training doesn't address TONE. This is because they don't understand its value in persuasive communication.
On today's show we discuss:
-- Why everything your English writing teacher taught you is wrong
-- How to write to an audience of clients, prospects, suspects, and evangelists
-- How to speak to that audience
-- Why writing and speaking are similar in persuasive business communication
-- What changes you can and should make today to adjust to this communication style
Here's the bottom line on business communication strategy: TOne is everything when it comes to developing relationships - and that's the goal of all business communication: Establish and deepen a relationship.
If you'd like direct guidance from me, join my private community. IT's called the Inner Circle and you have access to me and a group of smart business owners who share best practices. This community makes you smarter and helps you take home more money.
Check it out here: https://davelorenzo.com/innercircle/
This video outlines one of the best sales techniques: Frequency of communication builds trust.
Communication is critical when it comes to building and growing your business. How should you communicate during times of uncertainty? Should you educate? Should you entertain? Should you sell?
We are talking about all of that on today’s episode of The Do this Sell More Show.
Welcome to the show where we take you inside. That’s right-you're going to get the INSIDE BS directly from us on everything business, everything sales and everything in life.
The DO THIS SELL MORE show has always been about giving your great information to help you grow. But in season two we are zeroing in on how successful business leaders grow their business. You’ll notice we’ve added the “Inside BS” tagline to the show.
Why?
• We are delivering your insider business secrets.
• We are giving you a great insider business strategy.
• But most importantly, we are cutting through all the BULL Sh#t and giving you what you need to grow – rapidly.
Today’s show is all about the TIMING of your marketing communication when it comes to communication.
In order to make sure you get this right, we need first need to be certain you know WHO is in your audience.
Ask yourself these questions first:
Who is your client listening to you? Who is watching you? Who is connecting with you?
Next, ask yourself:
How can I help them? How can I provide value to them?
Then think about:
Can I deliver this value each day? Can I find something valuable to talk about with them daily?
Why do I want you to think about daily? Well, let’s look at the most important relationships in your life. Would they get stronger or weaker if you talked to them more frequently?
Connecting with people with valuable information on a regular basis is critical to your success.
Tomorrow we are going to be talking about the tone of your communication.
To join Dave Lorenzo's exclusive Inner Circle Community, visit:
https://davelorenzo.com/innercircle/
This episode is your wake-up call.
In this show we discuss the things happening in the world and why you need to make adjustments right now to get in front of them.
Let’s face it, you’re sitting home now wondering when things will return to normal.
They won’t.
Things have changed – some for the next year or two – some forever.
People are not going to want you to come over to their office. People are not going to get together in meetings or to watch your product presentation.
...at least not in the next few months…
So what are you supposed to do?
Here’s what:
Talk to your clients. Find out what they want. Understand what they need. Then help them reconcile those two things.
Take a leadership role and help your clients reinvent the way they do their business. When you do, you’ll discover a whole new opportunity for yourself and your business.
This process is not going to be easy. It’s not going to be quick.
But you and I will go through it together.
I’m here to help you.
Join me tomorrow as we continue on this journey together.
On this show I share the story of how I closed a million-dollar deal in just 60 days. It was 90% hard work and research and 10% luck.
Join me as I reveal - for the first time - how you can shorten your high-ticket sales cycle.
This is the show where I give you a great description of the "cold caller" the "order taker" and the trusted advisor. Which one do you want to be?
This show will help you figure it out.
If you want to become a high-ticket sales superstar, call me: 888.444.5150
Are you struggling to keep your customer pipeline full? On this show, I talk about the sales activities you should be focusing on if you want to attract ideal clients and bring in big money.
All too often, salespeople count on cold calls and lead lists to stuff their sales funnels – with names that go nowhere. Stop wasting your time and energy pursuing meaningless stabs in the dark. Instead, leverage your relationships to meet real prospects, establish yourself as an expert, and get referrals.
THESE are worthwhile sales activities:
-
Ask your current clients about the groups they belong to, then join those groups. Offer to speak at functions where you’ll establish industry credibility.
-
Similarly, find out what websites they visit and what trade publications they read. Post and publish articles in those places.
-
Determine what conventions your best clients attend and go to them. The networking you’ll do at just one trade show will fill your customer pipeline for a month.
-
Figure out who else sells to your customers and do joint ventures with those people. Piggyback off of other people’s relationships to make your own deals.
Now, you may be thinking, “I need to be out there selling.” I’m here to tell you, these activities ARE selling. Making connections, getting referrals, demonstrating industry know-how, and teaming up with trusted providers – it’s how to keep your customer pipeline brimming with quality prospects.
Commit to these sales activities every month. Speak, publish, network, and partner up. Then make sure you follow up. Your pipeline will stay full and sales will follow!
Did you know that you can ask for more money? You can. That is, as long as you focus on improving customer perception of quality regarding your product or service.
If your customers perceive high value, they’ll be willing to pay more, meaning you can raise your prices and they won’t resist.
This is one of the simplest ways to make more money because you’re essentially not doing any extra work and yet, by increasing your prices you’re able to earn more for each sale.
So, let’s look at a few ways that you can improve customer perception of quality so that you can ask for more money.
The first thing to do is to start calling yourself a consultant rather than a salesperson. This means looking the part as well. Dress appropriately for your industry.
Second, change the circle of people that you spend time with. Make sure that these are people who can make you better.
You should also limit access to yourself. Prospects should be vetted thoroughly so that you seem exclusive.
Then, overwhelm your clients with value. No matter what they’re paying, if they FEEL like their getting great value, it’ll seem worth it to them.
Once you do these things you can then raise your prices. However, when you do raise your prices, make sure you raise them to the high end of the market. You should only be working with 70% of people who come to you because 30% can’t afford you.
You CAN ask for more money without fearing customer resistance. But first, you have to change the customer perception of quality. Make them think that your product or service DEMANDS a high price. Then when you start charging more, rather than cause resistance, it’ll match the value they perceive.
At the time of this recording, my family and I have been in our homes for over a month, partially afraid to leave and partially cloistered away due to the recommendation of public health officials because of a new virus, with the same DNA as the common cold but far more deadly.
This show is a compilation of thoughts I've collected during the first (of what may be several) months of self-imposed quarantine.
These thoughts are in no particular order of importance.
I've made an excellent choice of spouse. During the last four weeks, I've discovered how much LIKING the person you LOVE is even more important than physical attraction. If my wife weren't my best friend, I'd have swallowed a bottle of Drain-O three weeks ago.
My business has been irreversibly changed only partially to the circumstances surrounding viral contagion. In the past four weeks, I've become more efficient and more effective, and I've discovered and re-discovered personal talent and delivery methods.
Rapid personal evolution in the face of adversity is the key to survival, growth, and, eventually, long-term success. If you deny what is happening, you not only screw those around you, you screw yourself. Face reality and take your lumps early and often. Then move forward.
Desperate people pitch products and services during times of crisis. Smart leaders connect, listen, evaluate, and offer assistance - both within their area of expertise and through their network of connections. This is rarely initially profitable, but it has immeasurable value in the form of goodwill over the long run. My best clients have been with me since the financial crisis of 2009/2010. My best friends have been with me since the crisis of September 11, 2001.
History will judge harshly those who lack courage in these difficult times. Feckless politicians who look to others for answers rather than doing the right thing will be universally reviled. Similarly, those who lie will be uncovered just as those who swim naked are exposed when the tide recedes. No one is required to run for office, but those who do must accept the scrutiny that accompanies power.
There is no such thing as fairness in politics, economics, or romance. A crisis brings this into stark relief.
Those who gouge for financial and emotional gain will be subject to the harshest form of the karma and will live life looking over their shoulder in perpetuity.
Some of the people you counted on in these difficult times will let you down.
Some of the people you underestimated will save your life during these difficult times.
The people who were closest to you on March 12, 2020, are the only people you'll be able to hug for quite a while. You'll need a hug at some point. Figure out how to love the one your with. In other words, go out of your way to not be an asshole.
Life is short. Don't waste a single minute.
Although there are a variety of sales methods in existence, they often feel unnatural.
Think about cold calling. Cold calling is difficult for both parties involved. It’s inconvenient for both you and the customer.
Relationship selling allows you to have a client focus. When you create positive relationships, both you and your customers win.
Here are five ways to become a relationship builder:
First, lead with value. Deliver value by solving a problem or making an introduction for your potential client. This shows them right away that you have something to offer.
Get permission to communicate with them frequently. After you’ve demonstrated value in some way, ask your potential client if they’d like to receive updates. This is a low-pressure way for them to stay in touch with you.
Be interesting. This is a simple yet effective way to be a relationship builder. Just as you enjoy being around interesting friends, your customer will want to spend time with you if you can be magnetic.
Share client success stories. Sharing stories helps clients understand the value that you provide. When you talk about previous clients you’ve helped, it gets people thinking about the value you can provide.
Lastly, continue to offer value. Check in with your clients every couple of months and ask them if they’re having any problems. If you can help them, you can strengthen your relationship.
Having a client focus allows you to develop a relationship built on solving problems, rather than on selling. This will take away a lot of the pain that comes from traditional sales methods, and will ensure that you develop a lasting partnership.
What sets one sales guru apart from the next? How do you find someone to look up to? In this video, I talk about how to choose a mentor whose wisdom and experience can help you succeed.
Selling is an integral part of any business, so it’s smart to learn sales techniques and become the best salesperson you can be. A quick online search yields dozens of sales coaches with many different approaches.
I’ve been asked, “What makes you different from any other sales guru?” I became a sales expert by working in the trenches. I learned to sell in each of my roles as an employee, business leader, and business owner.
Here’s how to choose a mentor and get better at selling:
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Find someone who has accomplished what you aim to do. If you want to be an entrepreneur, seek out a successful startup owner who’s willing to share what they’ve learned.
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Find someone with a style that’s similar to yours. What’s your preferred sales method? Does your mentor’s tactics align with what you’re comfortable doing?
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When you find a salesperson you want to emulate, immerse yourself in their content and take in all the advice and information you can use.
How can you tell if a sales guru is the real deal? Knowing how to choose a mentor takes learning how to be perceptive and selective. Don’t be fooled by first impressions or appearances.
If a salesperson impresses you, dig deeper. How did they earn their money? Did they grow their business little by little through hard work and determination, or did success fall into their lap?
Chances are, you’ll learn more from someone who had to scratch and claw their way to the top.
In this show, I explain why being able to forge relationships with clients is an essential skill in the B2B selling process. Think you can’t do it? Well, it’s possible IF you build great relationships.
To show how this can be achieved, I describe a moment in my own career when I was expected to shorten the sales cycle to just 60 days. I had just started working for a company that developed selection tools for high-ticket clients. My boss was in a bind because his brother-in-law had just left the company and had taken one of their biggest accounts with him. My boss came to me because he wanted his client back.
I was new to the B2B selling process, but I knew that if I wanted a chance at getting the client back, I would have to talk to the right people. I compiled a list of possible decision-makers within the target business and I contacted them one by one. Then I set up a training seminar and invited several of them to attend. Eventually, I was able to develop a rapport with one of those people, who, with my help, was put in a position where she could hire our company.
Now, this process was not easy. It takes a LOT of time and energy to forge relationships with prospective clients. In my case, I talked to numerous people within the target company and I even helped develop presentations for the woman who eventually hired us.
However, the extra mile that I went paid off. By shortening a normally months-long B2B selling process to only 60 days, I was able to save my company a lot of money. If you can forge relationships based on trust and mutual understanding, you too can quickly close a high-ticket sale.
What do you do when a customer clearly thinks your price is way too high? As you’ll see in the video, the key to soothing a client’s worries about price comes down to creating customer perceived value – that is, showing them that you are essential to solving whatever problem they are experiencing.
Every customer has a problem. That’s why they come to you -- to look for a solution. The more you can get the customer to think about their problem and the more you can amplify its significance in their minds, the more customer perceived value you will create.
This is the key to overcoming customer fears. You do it not by twisting their arm, and certainly never by lowering your price. You allay their fears by getting them to understand the role that you and your product or service can play in solving their problem. It’s never the case that your price is way too high. If you can solve the problem at hand, the price will become irrelevant because it will save them money in the long run.
So, how do you get the customer to focus on the problem? How do you create customer perceived value? You can start by asking them how long they’ve been having their problem and by showing them how much money they can save by solving it. If you can do this, customers won’t be able to say, “Your price is way to high,” because they will know that the solution is worth every penny.
Here’s the quickest way to get referrals and sell to new clients: Leverage relationships you’ve built with the people in your personal network – the family, friends, and acquaintances who know, like, and trust you. Relationship based sales are efficient and effective for winning long-term clients who’ll be a boon to your business.
We each have a natural network of about 250 people. Think of all the people on your email contacts list. Your extended family, former coworkers, buddies from college, and everyone else on that list are your ticket to meeting new potential clients.
In this video, I talk about how to leverage relationships you’ve already established in order to create new sales relationships. When the people in your personal network introduce you to the folks in their own networks, BOOM – you’ve got new sales leads.
Devote some time and attention to your current relationships. Use any relationship management system to keep track of contact names, email addresses, and correspondence. Send out personalized emails and follow up with phone calls. Keep in touch WEEKLY.
When you reconnect with people, ask how you might help them with their endeavors, and share how things are going for you. You want everyone – even Grandma – to understand what you do and what separates you from your competition.
It’s important to make your relationships symbiotic. As you leverage relationships to benefit your sales, also look for ways to deliver value to your network. Introduce the people in your personal network to one another, if it helps with their goals or problems.
If you’re overlooking your natural network, you’re leaving money on the table. Reach out to the people you know – it’s the fastest, easiest way to get golden referrals and make lucrative sales!
This show is all about how to select a sales coach.
There are lots of people out there who look ultra successful (private jets, $200,000 cars) but the only success they've had comes from taking money from you.
If you are interested in sales coaching or if you're looking for a sales coach or sales mentor, I share some tip on selecting him/her.
First: Look for someone who has done what you want to do?
Second: Look for the free sales training from this person and than try some of it. If the it works, then consider investing.
Third: Ask for references. Call the people who have worked with the sales mentor and see what they think.
Fourth: Invest in a small program or event before spending big money.
Five: Make sure your personality and the sales trainer's personality are a fit.
Sales mentoring and coaching is valuable and you can really benefit but you have to find the right person.
Don't go for the boss in the bently. You don't need a guru. Try a little from everyone and follow my tips to get the right fit in a sales coach.
Looking for a high net worth client to boost your sales? In this show, I talk about how to connect with that ideal potential client. Affluent customers are out there and ready to buy. The trick is to find them and build rapport with them, so you can ultimately add them to your client list.
Selling is all about getting in front of your potential clients, building relationships, and closing deals from there. To create affinity with wealthy sales prospects, you need to take an interest in things that matter to them.
Think it’s improbable that you’ll connect with a high net worth client? What do you have in common with rich people, anyway? Here’s my suggestion: join their circles. Go where rich people go and do what they do.
Whatever your current habits, hobbies, and interests, expand them to include what wealthy people typically do. Play golf, go horseback riding, or learn about fine wine. You don’t necessarily have to participate – just read up or take classes on hobbies your affluent customers enjoy.
Get involved with community organizations that wealthy people support, like Rotary and Kiwanis clubs. Put your kids in clubs and on sports teams with their kids. Buy season subscriptions to ballet, opera, or symphony performances. Believe in the mission of a local charity? Join their efforts!
Strategically refining your downtime pursuits puts you in front of your next high net worth client. You make a connection and build a shared affinity by demonstrating an interest in what your ideal client loves.
But as you network, be careful not to overtly sell. First, give value and expect nothing in return. Doing business with affluent customers will come in time and will naturally become the norm.
Ready to hit it out of the park when you make your next sales pitch to prospective C level clients? In this show, I talk about solution selling, how to connect with CEOs, and how to pitch B2B deals to both public and private companies.
Nobody appreciates solutions more than C-suite executives. CEOs will either respond to you directly, or they’ll refer you to the right person within their company. With their endorsement, you’ll pitch from a stronger position.
Everyone assumes it’s difficult to break through to C level clients in big, publicly traded companies. But that’s not the case. Why? Because all the issues of public companies are made public!
Read your prospective company’s quarterly 10-K, and you’ll find financial information, snags they’ve encountered, and plans for the future. Also, stock analysts regularly report on publicly traded companies so that investors know whether to buy or sell. Dig into those reports and identify issues to address.
Once you know what problems your prospective client faces, do some solution selling. Bombard the CEO with letters, emails, and calls outlining how you can help or people you can introduce her/him to. Don’t talk about selling, talk about helping. Send testimonials and examples of problems you’ve solved.
To pitch solutions to a private company, look for press reports indicating what’s happening in the company. Use LinkedIn to connect with the CEO. Finally, network with bankers who can introduce you to the C level leaders of local private businesses.
Here's the bottom line: Start at the top. Connect with C level clients and pitch to their problems. Solution selling is all about doing your research, delivering value, and building lasting relationships with business decision makers.
These discovery questions for sales are designed to help you build healthy relationships with your clients.
Who is your ideal client?
Before you start selling to a prospect, you need to develop trust and value. With this first question, your goal is to figure out how you can help the prospect by helping them find their own clients.
Who can I introduce you to who would change everything for you?
Similar to the first question, this is another way of creating value for your prospect before you even start talking about selling. If you can introduce them to someone who can help them, they’ll be more likely to spend money with you.
If you could change one thing about your business, what would it be?
If a prospect’s answer to this question is to connect with a certain person, do what you can to introduce them. If they need something else, figure out if you can help them.
Why is this important to you personally?
This question is really a follow-up to the previous two. Why is this person important? Or, why do you want to change that one thing? Part of a consultative sales approach is attaching emotional value to a problem, which adds trust to your relationship.
Would you like some help with that?
This is where you close the deal. Hopefully, at this point you’ve used a consultative sales approach to build rapport. Now, you can focus on solving his or her problem. However, it’s important to ask the four preceding questions first. Discovery questions for sales are meant to bring you and the prospect closer so that selling feels as natural as possible.
In this show we discuss how to set your strategy for 2020.
This includes running your business like a CEO. That means working "on" your business instead of "in" your business.
There are five areas of focus for a business owner. They are:
- Administration
- Accounting
- Operations
- Sales & Marketing
- Business Strategy
You should be spending most of your time focused on just two of those areas. we discuss why and how you make that happen.
I also share with you my five favorite sales & marketing strategies for 2020.
In this show I share my number 1 content creation secret.
If you've ever wondered how I manage to create a podcast and video each day, article each week, a book each year and still run my business, this is the show for you.
In this show I divulge my top content creation secret and it's been right in front of you all along.
The secret is to write something each day.
In today's Do This Sell more Show you will discover some new ideas for topics for you content and you'll also discover how to make sure you never get writers (idea) block.
I will even share with you my thoughts on how you can keep the ideas flowing by writing about seemingly mundane things.
If you want to become a content generating machine, this is the show for you.
Learn more about your ad choices. Visit megaphone.fm/adchoices
On this show I share my thoughts on each of the following networking groups:
- Civic (Service) Group: Rotary, Kiwanis, Knights of Columbus
- Social/Athletic: Country Club, Tennis Club, Cigar Club
- Industry Trade Association: Bar Association, American Medical Association
- Ethnic/Affinity: Italian-American Cultural Society, Irish-American Police Officers’ Association
- Business Associations: Chambers of Commerce
- Charities/Non-Profits: United Way, American Cancer Society
- Educational: Entrepreneurs Organization, Young Presidents’ Organization
- Structured Networking Groups: BNI, LeTip
Some groups are a better fit than others for relationship development. The size of your business and your enthusiasm for the mission of the group are the determining factors.
I also share the formula for business success with group networking.
Are you struggling to keep your customer pipeline full? In this show, I talk about the sales activities you should be focusing on if you want to attract ideal clients and bring in big money.
All too often, salespeople count on cold calls and lead lists to stuff their sales funnels – with names that go nowhere. Stop wasting your time and energy pursuing meaningless stabs in the dark. Instead, leverage your relationships to meet real prospects, establish yourself as an expert, and get referrals.
THESE are worthwhile sales activities:
-
Ask your current clients about the groups they belong to, then join those groups. Offer to speak at functions where you’ll establish industry credibility.
-
Similarly, find out what websites they visit and what trade publications they read. Post and publish articles in those places.
-
Determine what conventions your best clients attend and go to them. The networking you’ll do at just one trade show will fill your customer pipeline for a month.
-
Figure out who else sells to your customers and do joint ventures with those people. Piggyback off of other people’s relationships to make your own deals.
Now, you may be thinking, “I need to be out there selling.” I’m here to tell you, these activities ARE selling. Making connections, getting referrals, demonstrating industry know-how, and teaming up with trusted providers – it’s how to keep your customer pipeline brimming with quality prospects.
Commit to these sales activities every month. Speak, publish, network, and partner up. Then make sure you follow up. Your pipeline will stay full and sales will follow!
When you cold call you annoy people and interrupt their day but that's not the only reason to avoid it. In cold calling you demonstrate you are out of ideas and desperate.
What clients tell me (and you) all the time:
- If people were beating a path to your door, you wouldn’t have to cold call
- If you were able to educate people via a speaking engagement or education event, you won’t have to cold call.
- If you knew how to write letters to people and demonstrate your value proposition, you wouldn’t have to cold call.
- If you could write articles, you wouldn’t have to cold call.
- If you were able to get referrals you wouldn’t have to cold call.
Many of the "sales gurus" tell you cold calling is essential. It's not. If you have the ability to do any of the things we discuss in this show, you can develop expert status and you'll never have to cold call again.
Prospects will sometimes disappear without offering a reason why. In this show you will discover the questions you can ask to keep this from happening.
Sales communication is important because without proper dialogue, you could be wasting time and energy working with someone who never intended to buy in the first place. In this show, I offer six key questions to ask customers when selling a product or service.
The first question has to do with price. People will often be embarrassed to say they can’t afford something. That’s one of the reasons why you should ask for a budget in advance. If they refuse, you can say, ”I don’t want to waste your time or my time if money is going to be an issue…”
The second question addresses laziness. Switching means work. You have to show the prospect how NOT switching will cause more pain. Effective sales communication should demonstrate the value you bring.
When thinking of questions to ask customers when selling a product or service, they should all give you information or help the prospect see your worth. This next one is not really a question, rather a way of addressing the prospect’s fears about being fired. You can combat this fear by saying, “If you’re worried about taking a risk on us, I will guarantee my performance.” Then give a list of things you can guarantee.
Other questions include asking if they have a relative in the business, asking why they’ve chosen to address their problem now, and who else might be a decision-maker that needs to be brought on board.
These are all essential questions to ask customers when selling a product or service because they provide relevant information while addressing several common concerns. Don’t take sales communication for granted. It’s a skills that, when done effectively, can make selling a whole lot easier.
What makes a bad manager? What are some of the most common leadership mistakes that a manager can make when they’re in charge of a sales team?
The first mistake many sales managers make is focusing too much on paperwork. If your salespeople are performing well, leave it alone. Sales reports generally won’t give you accurate information anyway because your sales team isn’t going to put genuine effort into doing them.
A big part of what makes a bad manager is the tendency to let ego get in the way of performance. This is not about you. Your job is to remove barriers so that your sales team can be in the spotlight. Be the behind-the-scenes operator who allows everyone else to shine. Keep your ego at bay.
Being a fair-weather fan when it comes to your salespeople is another of the most common sales leadership mistakes. Top performers tend to get plenty of attention because of their success. Low-level producers also get a lot of attention, because managers are continually trying to help them improve. But those salespeople who perform somewhere in the middle often get neglected. Take care of your mid-range sellers and turn them into top performers. Treat everyone like winners.
The final of the killer leadership mistakes I notice frequently is the promotion of a top salesperson into a managerial position. Why is this problematic? Because what makes a bad manager is often what makes a great salesperson. Managers should be empathetic and eager to applaud the success of others. You’ll usually find the opposite personality type in great salespeople – which is why they’re great at what they do.
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➜ How to structure your proposals to close deals
➜ How to close deals in sales more often
➜ Why you should never put your proposal in writing
So you've got a prospect on the ropes, it's time to close the deal with an amazing proposal, but then it comes to you:
"What do you even include in a good proposal?"
Or maybe you've already given a few sales proposals and haven't had much luck.
In this show, I share one of my secrets towards crafting the proposal that gets you the sale.
One of the most important things to remember is that you should rarely put your proposal in writing.
Rather than writing down your whole proposal, it's much better to go through this stage verbally. That way, you can deal with objections immediately and in person.
Once you do that, you can move straight to the contract without messing around.
Learn more about your ad choices. Visit megaphone.fm/adchoices
Is there a recession coming? What should you do about it? These are both great questions. But the first thing you need to know is “what is the meaning of recession?”
A recession is two consecutive quarters of negative growth of the United States Gross Domestic Product (GDP). This is the technical, economist definition.
A slow economy or an economic downturn could be GDP growth of 1% or less. So, while a “textbook” recession is negative growth for two quarters (six months), it will feel longer because after things slow down, the recovery process is slow.
Now that you can answer “what is the meaning of recession?” is there a recession coming? Here are some signs that will let you know:
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Manufacturing slows down
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Real estate purchases slow down
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Retail sales slow down
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Travel (both corporate and leisure) slows
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Unemployment increases
Unemployment is one of the last things to be affected but it’s the thing that everyone looks at. Typically, companies begin laying people off only after they’ve already shown weakness in revenue.
Notice I didn’t say anything about the stock market. Typically, the stock market reacts negatively to these factors; but people buy and sell stock for hundreds of reasons – some related to the broad economy and some unrelated.
When you see the signs I listed above, you should instruct your sales team to focus on the following sectors: energy, health care and government.
These sectors tend to continue to buy, even during slow economic conditions.
So, is there a recession coming? Knowing what is the meaning of recession, you can now spot the signs and start guiding your sales team to make the right choices.
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LinkedIn is an incredible asset to any business owner. This is especially true in sales, where it's one of the most useful marketing tools out there.
It helps you build your network out with strong connections, but only if you know how to use it.
On LinkedIn, there are tons of time-wasters to get in the way of your prospecting. If you want to market yourself and build valuable connections, you've got to learn who to trust and who to avoid on the platform.
In this show, I discuss the 5 types of people you'll meet on LinkedIn, and which ones you should do your best to avoid.
If you want to get the most out of your LinkedIn account, do your best to surround yourself with people who add value to your life and business, not the people who suck the value out.
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One effective sales marketing strategy in consultative selling is the strategic alliance partnership. In this show, I provide a few strategic alliance examples and explain how they can help you acquire more prospects.
The first step you need to take in order to partner with another business is to find someone who’s targeting your ideal client. This should be someone
who has a large number of your ideal clients in their database.
Once you have a partnership, you can start developing your sales marketing strategy. These strategic alliance examples can show you some ways that you can do that.
One option is to use joint/endorsed mailing. Direct mailing is a highly effective way of marketing; however, joint/endorsed mailing is even better because you can use the credibility that your partner has with their customers to get your name in front of them.
You can also host a joint event. A joint event is beneficial because as with the mailing, you get to use the credibility of your partner to get yourself known to new prospects. In this case, you can meet new prospects in person.
A third idea is to create a joint product or service with your strategic alliance partner. When you develop something with your partner to offer your customers, you’re able to sell that product or service to the combined audience comprised of both your own network and your partner’s.
The reason this sales marketing strategy works is because your strategic alliance partner has the trust of their audience. Before using these strategic alliance examples, you may have to offer some value first; however, once a bond is developed, you’ll have access to a new audience who will see you as legitimate.
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➜ How to get high-quality leads by focusing on business referrals
➜ The key to making more referral sales
➜ What to say to get a referral EVERY time
Out of all the lead generation methods you can use in sales, there's one that tops them all:
Getting referrals from your previous clients.
When it comes to getting high-quality prospects, referrals in business are the key.
Rather than trying to go in cold with new prospects, you can utilize the connections you already have to build more business.
It's not hard either, all you have to do is ask previous satisfied clients, most of them will be happy to refer you to their friends.
When you ask for the referral, you're effectively multiplying your client base every time.
And it's free too, the only cost being a satisfied customer.
Don't overlook referrals in sales, they're one of the easiest and most effective ways to get more business without the headaches.
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In this show, I share 6 good questions to ask someone when using a consultative sales approach.
Let me briefly lay out some basic questions and explain their benefits for lead generation.
Why am I here? Tell me what’s wrong? These questions are asked to figure out why the prospect called you in the first place. They’ll encourage the prospect to share something about their problem. These are good questions to ask someone because without knowing what the problem is, you can never hope to help them.
What are you hoping I can do? This is another great question that I’ve chosen because it shows you what the prospect wants.
What resources do you have to apply toward a solution? Who else do we need to talk to? Now we start to look at what the prospect is able to do. How much control do they have over their decisions?
Why now? There’s a reason why the prospect has called you now and not previously. This will tell you more about their situation.
What’s next? If you’re going to do business with this person, figure out if they’re willing to take the first steps.
These are good questions to ask someone before doing business because they’ll qualify them right away and help you learn if the prospect is serious about doing business. Use this video as your own consultative sales training session.
Ask these questions and you’ll be sure to get the best possible clients.
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In sales, client referrals are some of the best ways to attract more business and grow your network. This is because you don’t have to go out of your way to work for them. Once you have a referral strategy in place, you’ll start to get business that you don’t even have to chase for.
In this show I talk about some of the biggest benefits of business through referrals and how you can get more of them.
When you get a referral, it comes with a whole list of added benefits. The first is that it saves you time. When you don’t have to actively chase business, you save valuable time that can be spent elsewhere. Referrals also lower your cost of acquisition drastically.
There are plenty of ways you can increase the number of referrals coming in as well. Things like genuinely connecting with clients and getting to know them personally are great ways to build essential trust and attract more business.
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Despite what you may have been led to believe, the best training methods for employees are generally informal. That is, effective sales training methods are those that are interactive and that focus on showing rather than telling.
In essence, the best way to do sales training is to not train at all. These three sales training ideas are all great alternatives to traditional lecturing because they allow the team to gain knowledge and practice in an engaging way.
The first of these sales training methods is best practice sharing. This is when you ask your best people to record their best practices and share them either through a live presentation, a video, or a webinar.
Then there are road videos. Road videos are another one of the best training methods for employees because they’re easy to do and provide direct insight into a real sales call. The sales manager goes out on the road with the team and records things on their phone or camera. Later, those videos can be shared.
Third, there’s the Podcast. With a Podcast, the sales manager can interview people within and outside the team and highlight what they do right so that employees can learn from experts.
There’s one exception to this “non-training”/training policy: Once each month, the sales manager should role-play with each individual sales representative. This will help keep their skills sharp.
There are numerous training methods for employees, but many just plain don’t work -- they’re not interesting or they’re not effective. These three sales training methods will engage your team and teach them the skills they need to sell more.
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In today's show we explore five ways to attract affluent clients. These are the quickest ways to integrate yourself into the affluent community. If you want to connect with wealthy people and do business with them, this is the who for you.
Here is what we cover:
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Connect with Financial Advisors: All financial advisors are not equal. Here’s who you need to meet.
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Connect with Estate Planning Attorneys: Only the best will do. Here’s how to find them.
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Connect with Family Office Managers: Interviews and research will lead you to the right people.
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Join an Affinity Club with Affluent Members: Country clubs, wine clubs, cigar clubs, boating clubs, etc.
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Up-level Your Lifestyle: Work and play in a better neighborhood.
Listen to this episode of the Do This Sell More Show with Dave Lorenzo and leave us your feedback.
If you have a question you'd like Dave to answer on the show, send it to: AskDave@DLorenzo.com
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In this show, I explain how public speaking events can help you gain leverage and improve your productivity.
Now, what is meant by leverage?
When I mention leverage, I’m referring to your ability to work with optimum efficiency. Let me give you an example of what I mean.
Let’s say you want to reach clients through one-on-one networking. Well, you have three meal periods each day and 21 per week including weekends. If you dedicated half of them to business growth, you’d have breakfast, lunch, or dinner with someone about 10 or 11 times each week.
From those 11 or so meetings, probably half of them will result in a referral. From 100 of these meetings in a month, you’ll get about 12 clients. That’s the best case scenario. Plus, you’re paying for those meals. This is certainly not what is meant by leverage when trying to get new clients.
Okay, now let’s look at public speaking events:
You book one speaking engagement each month in front of 150 people. Of these people, 10% connect with you and immediately engage you. Another 20-30%
engage you during the course of the next year.
You invest the same amount of time and energy before and after the speaking engagement but you spend no money. That’s leverage.
Here are some other ways to gain leverage:
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publishing
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strategic alliances
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advertising for lead generation
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direct mail
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educational events
Hopefully you now not only understand what is meant by leverage but you’ve also begun to think of ways to get more leverage. Whether it be public speaking events, publishing articles in trade journals, or forming strategic alliances, try one of these methods and boost your productivity.
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➜ Sales manager skills & qualities to improve your team’s performance
➜ Development areas for managers in sales
➜ How to lead your team, grow your revenue and make more money
As a sales manager, it can be easy to just play the backseat when managing your team.
It’s common for sales managers to fall into that habit, never doing any of the tasks that they delegate themselves.
But the best sales managers do just the opposite.
One of the most important skills for a sales manager to learn is the ability to lead from the front. You have to develop the willingness to show that you aren’t afraid to get your hands dirty, even as a leader.
It’s not your job to sit back and watch your team’s performance, it’s your job to lead by example.
In this show I talk about the 5 ways you can start leading your team from the front and increasing their sales.
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➜ How to be viewed as a consultant and not a salesperson
➜ The one question to help you sell consulting services
➜ How to implement customer centric selling as a consultant
As a consultant, it’s your job to serve your clients and help them get to where they want to be.
This can make it seem like a really tough job. None of your clients are going to be the same, so helping them all reach their different goals might seem like quite the mountain to climb.
But what if I told you that it was much easier than it seems?
In fact, to be a successful consultant, there’s just one question you need to ask your clients.
“Why?”
“Why” is the most important word for anyone offering consultant services. That’s because it does everything you need in order to create unique plans centered around each of your customers.
Consulting doesn’t have to be as complicated as it seems.
After learning how to use just this one word, you’ve already made it a huge part of the way towards success.
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In this show, I explain to you how trust is built as well as how to promote yourself on Youtube once you’ve leveraged that trust. The key to building trust on Youtube comes down volume and consistency.
Who was the most trusted man in America during the 1960s and 1970s? Walter Cronkite. But what was so special about him that made everybody trust him?
Was it his look? His voice?
The real reason that people trusted him was because of volume and consistency. Walter Cronkite was being seen in homes around the country; people knew him because his name was so firmly attached to the news.
People also knew when they could tune in to hear him every day.
When learning how to promote yourself on Youtube, it’s essential that you try to recreate the same level of volume and consistency. This is the secret to how trust is built. Just do these things:
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Post your videos as often as possible – weekly is good but daily is better.
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When you post your videos, make sure to always do it at the same time.
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Have a predictable format.
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Offer your opinion.
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Speak like you’re talking to a friend.
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Display some vulnerability (self-deprecating humor is great for this).
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Show some behind-the-scenes footage.
This is how to promote yourself on Youtube: volume and consistency.
It’s also how trust is built.
People must know you, like you, and trust you in order to feel comfortable buying from you. If you can structure every Youtube show to make that happen, your sales will grow.
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➜ Why a coach is a great resource for mastering the B2B sales experience
➜ The benefits of having a mentor in sales
➜ How to select the correct coach
No matter what you’re doing in life, there’s no way to make progress without learning from others.
Whether it’s art, sports, or speaking, you need people to help you reach your goals. This can be in the form of books, videos, online posts, or one of the most effective ways to learn something quickly, coaching.
Hiring a coach or mentor is one of the best ways to learn a new skill because you can get direct feedback on your progress, and B2B sales are no exception to this.
Selling to businesses is a skill, and like any other skill, you need people to help you hone it.
If you want to master B2B sales, one of the quickest ways to get there is with someone who’s already a master at the craft.
In this show I cover some of the many benefits that you can get by hiring your own sales mentor.
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➜ How to survive a recession
➜ Why you can’t wait around to start building your own recession strategy
➜ What your recession 2020 strategy should look like
In today's show I share a sure-fire strategy to help you survive the 2020 recession.
See, when it comes to businesses, recessions are a kind of the “boogeyman”.
Everyone is scared of what the next recession might do to their business and livelihoods.
But instead of prepping for it now, many people wait until the effects start to hit their business before they ever try to change.
I’m here to tell you that’s completely wrong.
I’ve survived through recessions, so I know a thing or two about how businesses are affected. In fact, I’ve even seen growth during recessions where many others saw losses.
So how can you do the same?
Well, first you need to make your action plan NOW rather than later.
Waiting for the recession to hit is a recipe for running your business into the ground.
In this show I talk about why now is the time to create your business’ recession strategy rather than later.
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➜ How to establish trust and credibility in your industry
➜ Using LinkedIn effectively to position yourself as an industry expert
➜ What you should NOT do on LinkedIn
No matter what businesses you’re in, credibility is vital.
See, without establishing yourself as an authority in your industry, you’re not going to get very far.
People prefer to buy from the experts in any given industry. This is because being an expert is one of the quickest ways to build rapport and trust with your audience.
If you’re not viewed as an expert in your industry, it’s likely that people will flock to the competition instead.
So how are you supposed to build the authority that allows you to be seen as an expert then?
Luckily, social media platforms make now an easier time than ever to position yourself as an authority figure.
In this show I cover exactly how you can use LinkedIn effectively to establish credibility in your industry.
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In this show we cover 5 ways to recognize buying signals.
Buying Signals in Sales Training tip 1: Prospect comes into your office for a consultation. Buying signals over the phone are similar. The prospect calls your office for a consultation.
Buying Signals in Sales Training tip 2: The prospect comes to an event you host. This is not because you can read buying signals body language. The simple fact that people are taking time out of their day, traveling to, and participating in an event you are hosting is a buying signal.
Buying Signals Sales Training tip 3: The person presents a problem you can solve. When prospect begins to tell you his story it includes something you can help them with, that's a buying signal.
Buying Signal 4: The customer willing participates in the buying process. If you outline the customer buying process and the client opts into it, they want to buy. For example: You put out a video with a case study that walks the viewer through the buying process. The clients that come to see you, watch that video in advance and then follow that process themselves.
Buying Signal 5: The prospect asks about price or financing or the start-up process.
These five buying signals are often not obvious to people who have not been focused on them. The hope is that this video will help you recognize buying signals in the future.
If you work in b2b marketing or b2b sales Dave Lorenzo offers sales training, sales techniques and sales tips you can't miss. Be sure to subscribe.
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What do you do when sales are down? In this show, I give you five ideas for how to get out of a sales slump. I talk about the importance a positive attitude and the benefits of self confidence to get you back in business.
Keep in mind that it hasn’t been long since you were making deals left and right. Remember the winning attitude that enabled your success and tap into the benefits of self confidence that will help you succeed again.
Here’s how to get out of a sales slump:
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Focus on what we teach kids in baseball. Don’t worry about winning the game; just win the at-bat. In sales, take things step by step: nail the call to get the appointment, to make the proposal, to eventually win the business.
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Read testimonials. Take pride in positive things people have said about doing business with you. Recognize the benefits of self confidence and self esteem for getting your sales groove back.
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Call your current and former clients. Look for upselling or repeat sales opportunities and find ways to deliver additional value to those who appreciate you.
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Get in front of an audience. Volunteer to speak at the Rotary Club, Chamber of Commerce, or even Career Day at school. Dress up, share your passion, demonstrate value, and soak in the applause.
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Do a mass mailing. Send 100 snail-mail letters to ideal potential clients, describing something new and exciting about your business. One week later, start following up, and prepare for your next sales boom.
Confident about how to get out of a sales slump? Ready to reclaim your spot at the top of the sales leaderboard? Start today!
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As salespeople – and as human beings – we inevitably face rejection from time to time. In this show, I explain how to handle rejection in sales. I talk about the importance of believing in yourself to get past the negative aspect of selling we all dread – the moment someone says “no.”
We all want to be liked, so when potential clients tell us they’re not interested, it hurts. Although you can’t diminish the sting of being turned down, you have to recover. You need to find the next “yes.”
Here’s how to handle rejection in sales, build up your rejection armor, and get back in the game:
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Keep a gratitude journal. Write down three things you’re grateful for every day. Focus on areas of your life that are going right. Review your journal morning and night.
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Before calling a new prospect, read a testimonial from a client you’ve helped. If the call doesn’t go well, read two or three more testimonials from satisfied clients.
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Contact a client with whom you have an especially good relationship. Enjoy a positive conversation and boost to your self-confidence.
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Teach someone something. Teaching is giving, and when you give, you feel good about yourself. Realize the importance of believing in yourself as a valuable person who matters to others.
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Think about your unshakable beliefs and values. Remember that you’re a good person who’s doing good things.
Learning how to handle rejection in sales is all about realizing the importance of believing in yourself. Overcome your fear of being rejected by recognizing all that you offer. And when you do get turned down, concentrate on the next deal – it’s right around the corner.
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➜ Why a coach is a great resource for mastering the B2B sales experience
➜ The benefits of having a mentor in sales
➜ How to find and hire the right sales coach
No matter what you’re doing in life, there’s no way to make progress without learning from others.
Whether it’s art, sports, or speaking, you need people to help you reach your goals. This can be in the form of books, videos, online posts, or one of the most effective ways to learn something quickly, coaching.
Hiring a coach or mentor is one of the best ways to learn a new skill because you can get direct feedback on your progress, and B2B sales are no exception to this.
Selling to businesses is a skill, and like any other skill, you need people to help you hone it.
If you want to master B2B sales, one of the quickest ways to get there is with someone who’s already a master at the craft.
In this show I cover some of the many benefits that you can get by hiring your own sales mentor.
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What does your prospecting plan look like? Have you considered using direct mail to increase customer leads? If not, you should consider it.
Using direct mail is beneficial because it can be very cost-effective and highly targeted. Compared to email, direct marketing material is far more likely to be read by the prospect.
However, it’s important to know how to be successful with direct marketing. There are a few steps that you can take in order to make this an effective part of your prospecting plan.
The first step is to identify 100 companies that you want to work with. It’s important to do some research and find companies that would make for good customer leads. This will help you to target your campaign.
The second step is to find five people in each company who are good targets. These are the people who you’ll want to direct your campaign at.
Then, outline 12 topics you’ll use in the campaign. When coming up with your topics, make sure that they’re interesting, entertaining, and emotionally provocative.
The fourth step is to send one letter to each person on the list each month. Make sure you’re consistent about this.
And the final step is to follow-up with a phone call one week after mailing each letter. After having received and read the letter, your phone call won’t seem cold and your chances of building a good rapport will be much better than if you had just called with no introduction.
The targeted nature of direct mail makes it a highly effective part of any prospecting plan. Follow these five steps and you’ll be able to increase your customer leads with a well-designed campaign.
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In this show, I discuss some reasons why relationship selling is so effective, no matter what your product or service is. If you want to know how to win a client, there are a couple of approaches that you can try; however, only one will help you be more successful.
I’ve worked with Pat Murphy of Heartland Payment Systems since 2008. During that time, we’ve had many conversations about the ways to sell credit card processing. I use that company as a case study to demonstrate the effectiveness of relationship selling.
The way most people do it is to go into one store after another – one pizza shop after another. You knock on doors and ask the owner if they want to save money on credit card processing.
This transactional approach to selling focuses on the product that you’re offering. You talk about the benefits and features and hope that the client will be interested. This approach can work for some people but if you really want to know how to win a client, I think there’s a better way.
The other way is the consultative sales approach. This approach demonstrates why relationship selling works because you first get to know the business owner. Once you get to know them, you introduce him/her to people who can do business with them or people who can solve a problem. This way, you’re offering value before you’ve even made a deal.
Rather than knocking on the door of a business and immediately talking about your credit card processing, you start with rapport, which leads to trust.
This is the perfect illustration of how to win a client using relationships. The reason why relationship selling is effective is that it allows you to demonstrate your value. If it works with credit card processing, it can work in any business.
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In this show I share 6 ways you can drastically increase sales for your team as a sales manager.
➜ How you can make more money for your team as a sales department manager
➜ 6 key tips for managing a sales team
➜ The one thing you must STOP doing Immediately to boost sales team productivity
As a sales manager, you have a lot of responsibility for your team.
Your reps may be the ones out in trenches, but you’re the one who makes sure operations are running smoothly so they can do their work well.
You’ve got to be willing to do things and get in the thick of it to make sure your team not only meets their goals, but exceeds them.
I see sales managers all the time who fail to take key steps that lessen the loads on their teams, and this only ends up in reduced sales.
Reducing meetings, makings collection calls, and fighting for every penny your reps make are just some of the many things you can do to help your department sell more.
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When building contact with affluent clients, there are a few strategies that you can use to be successful. In this show, I share five business networking ideas that will help you grow your network of wealthy clients.
The first strategy is to focus on delivering sophisticated, high-level programs that affluent people will find valuable. Package your programs so that they come off as high-end. Offer end-to end luxury turnkey service.
Affluent people are busy. They don’t want to waste their time waiting around for documents to be finalized. There are a plethora of options for offering more convenience to them.
Another method of building contact is to join the clubs where affluent people socialize. Join clubs that require people to have a lot of money to join. This way, you can talk about things related to the club and once the other members find out about you, they’ll want to do business because they’ll trust you.
The third of the business networking ideas is to speak, publish, and network with the trusted advisors to high-end clients. Educate the people who do the evangelizing. Give seminars to these people so that they will then pass on your name to the people they work for.
Fourth, host events that will attract the affluent. Private performances, wine tastings, scotch tastings, cooking classes – these are all great offerings that your prospects will enjoy.
Finally, get referrals from existing affluent clients. If you currently have an affluent client, sit down with them to a dinner and ask them who else they know that could use your services; then ask them to introduce you.
Use these business networking ideas to attract affluent clients so that you can make more money. Building contact is about building trust; with these five strategies, you can become a trusted part of the affluent community.
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s asking questions really the key to closing more deals? You bet it is! In this show, I tell you exactly what to say in a sales meeting to develop a relationship and turn your prospects into clients.
When you meet with potential clients, ask questions that encourage them to open up about their business goals and problems. Here are six key questions you should ask potential clients if you want to start closing more deals:
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“What are you hoping I can do for you?” If you’ve ever wondered what to say in a sales meeting to kick things off correctly, this is it. Let potential clients know you’re there to help.
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“If you could change one thing about your current situation, what would it be?” The answer tells you what problem your prospects are trying to solve or what goal they hope to achieve.
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“How much is this situation costing you?” This information helps you establish the return on investment you can promise.
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“Why is now the right time to make a change?” You can’t be the one to create a sense of urgency – let your prospects realize why it’s important to act now.
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“Who else do we need to involve in this process?” You need to know who the decision makers are, so you can make sure everyone’s on board.
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“What’s next – how would you like to proceed?” Before leaving a meeting, find out what the next steps are, so you can follow up accordingly.
Now that you know what to say in a sales meeting, focus on your prospective client’s answers and on the relationship you’ve created. When you’re successfully building real relationships, you’re on the right track to closing more deals.
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If your sales manager’s idea of goal setting activities has you making a ton of cold calls and booking an arbitrary quota of appointments, it’s time to rethink your goal setting strategy. In this show, I tell you how to set your sales goals and objectives so that you can achieve them every time.
Smart sales goals are Specific, Measurable, Action-oriented, Realistic, and Time-bound. Your sales goals and objectives have to make sense; if they don’t, you won’t make the deals you need to make in order to reach your targets.
Instead of throwing your efforts into the wind and hoping for good results, use these specific goal setting activities to plan your course of action:
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Identify 24 potential clients and put the full court press on them.
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Research these prospects. Find out everything you can about them on social media and in real life.
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Keep files on your prospects. Include their name, title, company, industry, their problems, your solutions, and how much you want them to invest.
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Meet with these prospects by being referred in or by offering them an educational opportunity.
The result of these goal setting activities will be a deep understanding of your potential clients, and an opportunity to let them know how you can help them. You will convert people quickly.
Ultimately, your sales goals and objectives are all about building relationships and doing business together. Concentrate on putting yourself in the path of your 24 prospects. Don’t pitch to them; rather, demonstrate value to them. Your goals and action items will spring from there, and sales will follow.
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Understanding the psychology of buying is an essential part of overcoming common sales objections. In this tutorial, I give you six sales objection handling examples that you can copy and use to put objections to rest.
Here are those six sales objection handling examples:
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Unspoken objections. Sometimes customers have objections that they can’t quite articulate. By asking open-ended questions, you give customers the opportunity to really consider their problem. Say something like, “What has prevented you in the past from solving this problem?” You can then gauge the prospect’s level of urgency.
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Control objections. If a prospect sounds reluctant, acknowledge their concerns and help assuage their fears. The psychology of buying dictates that clients want to feel in control of the process. Mention client success stories and let them know they’re in charge of choosing a similar wise course of action.
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Projection objections. When a customer is angry and taking it out on you, remember that it’s not about you. Acknowledge their feelings, and then ask, “Why did you invite me here today?” This will flip the script and help to calm them down.
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Genius Objection. Often the client likes to show off their knowledge. Flatter the client and make them feel valued. This will win them over.
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Process, product, and procedure objections. These logic-based objections should be countered with your expertise and by allowing clients to use and enjoy the product.
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Post-sale objection. After the sale, the prospect will want to feel like they’ve made the right decision. Emphasize the benefits by asking them to consider the value you’ve provided.
By taking the approach I’ve outlined in these six sales objection handling examples, you can use the psychology of buying to your advantage and overcome common objections.
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Ask any successful person in business and they’ll you the same thing:
Your morning ritual is CRUCIAL if you want to build consistent success.
As the first part of your day, your morning dictates everything that comes after it. If your morning goes wrong it can mess up your momentum for the rest of the day.
There’s no better way to ruin your productivity than to neglect a good morning routine, so it’s important you get it right.
That’s why I want to share some of my trade secrets with you today..
In this show I share my best tips for how to start your day off right.
Learn to master your mornings and watch your days become more productive than ever.
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What are good habits for sales and why are they so important? This show is all about how to become a good salesperson and in it I cover the five most important sales habits for success.
The first habit is to do the same things at the same times every day. By following a formula that you know works, you’ll be able to protect yourself against sales slumps. Although you may run into days when sales are slower, you’ll find that overall you’re way more consistent.
The second habit is to go big or go home. After all, what are good habits if they don’t lead to more income? By thinking big, you’ll gain confidence and will be ready to accept offers from big companies.
If you really want to learn how to become a good salesperson, you also have to ignore critics. When someone gives advice that’s unsolicited, it’s probably serving their interests rather than yours. When you do want advice, make sure it’s from people who have done what you’re trying to do.
Fourth, seek constructive feedback. You need to connect with people who are more successful than you so that you can have something to aspire to and learn from.
And the fifth habit is to put relationships first. Relationships are more important than any deal. You can always make other deals but relationships take time to build. Likewise, make sure you value client relationships and do what you can (within reason) to accommodate them.
If you’ve wondered to yourself, “what are good habits in sales?” you now have a few essential strategies that will help you be more successful. Learning how to become a good salesperson takes time and effort, but with these tips you’ll be well on your way.
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Professional communication skills are essential for sales positions because whether you’re addressing a roomful of people or a single client, the way you express yourself will have a significant impact on how you’re perceived. In this video, I share a few tips for effective public speaking in order to help you be seen as the expert you are.
The first thing is to look professional. If you’re speaking to a room of bankers, you’ll want to wear a suit and tie and be dressed in conservative colors. However, for a technology conference, you may be just fine in a nice t-shirt, jacket, and jeans. Dress appropriately for the occasion.
Another element is your personal brand. If you have something that’s important to your identity, you should develop that into a signature look. However, only do this once you’ve become an established name in your industry.
The other crucial component to professional communication skills is, of course, the speech itself. Your word choice plays a big role in effective public speaking.
Keep in mind that you’re not just representing yourself; you’re also representing the person who got you in front of the room. Make sure your vocabulary is appropriate.
You should also make sure that your language reflects the geographic area where you’re presenting. This holds true as much for domestic events as it does for international ones.
And finally, it’s important to be familiar with the industry jargon. You don’t have to include those kinds of words in your speech, but if the audience asks you questions, you’ll need to be able to respond using their language in order to maintain your credibility.
By keeping in mind these tips for effective public speaking, you can improve your professional communication skills and make your presentations the best that they can be.
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No matter who you are or what you do, not everyone is going to like you.
You could be the most successful person in the world, be nothing but kind to anyone you meet, and you’ll still get TONS of hate.
But here’s the thing:
It Doesn’t Matter.
Stop explaining yourself to the haters online. Learn to accept that not everyone will like you, because at the end of the day, it doesn’t matter.
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Is a recession coming in 2020? The answer is YES. But by doing things like focusing on recession proof businesses and deepening your relationships, you can weather the economic downturn.
We don’t know exactly when the recession will come in 2020, but we know that it will.
So, here are four things you can do to prepare your sales team for the downturn:
First, you should condition your clients for referrals. Every time you interact with a client you need to deliver something of value above and beyond the product you offer. By delivering value, you can ask for introductions to specific people in return. Referrals are important when there is a recession coming because once it starts you’re not going to want to invest in advertising and client acquisition.
The second thing you should do is to focus on energy, healthcare or government. These are considered recession proof businesses because they’ll always be needed. Start filling your contacts with people who are in these areas.
The third thing is to identify new market segments. Every recession gives rise to new opportunity. In the 2008 recession there was opportunity for people who could buy houses and resell them. Look for these segments and start moving toward them before the recession comes.
Lastly, focus on deep relationships. Figure out how you can provide multiple revenue streams for your clients. Think about expanding your service or product line so that you can do everything you can to help them.
You don’t need to wonder if there is a recession coming because we know that it is. Instead, think about how you can get more referrals, focus on recession proof businesses, and find new opportunity.
Those are the things that will get you through the recession.
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The affluent are people with a net worth of at least $10 million dollars. Many people are intimidated by the prospect of selling to high-end clients like these.
But here’s the thing, they’re the people you NEED to be focusing on for your business.
While selling to high-value clients may seem like an extremely difficult task at first, it’s one of the best ways to ensure your business generates you consistent, stable income.
In this show I talk about the reasons that the wealthy should be your business’ target market.
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Although I think the “sell me this pen” question is a stupid one, since it comes up in the sales hiring process, I’ve decided to make this show describing good interview answers to this question. The way you answer this question comes down to using a consultative selling approach.
In order to effectively tackle this question, here are a few things you should ask the interviewer:
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Why do you want the pen?
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Why is this the right time to buy the pen?
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How much is the lack of a pen costing you?
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Who else do we need to involve?
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Here’s the ROI of this pen. Give it a try.
These are good interview answers to the “sell me this pen” question because they allow you to get the information you need in order to determine if you can help the client.
For example, when you ask “why is now the right time to buy the pen?” you can gauge their level of urgency; by asking them who else needs to be involved in the transaction, you determine whether or not they’re the sole decision-maker, and if not, who else you may need to contact.
With these questions, you’re essentially qualifying the client. What is their sense of urgency? What is their budget? What is the ROI that they need?
When you address each of these points, the client will be able to make a decision knowing that the pen will fulfill their needs.
The next time the “sell me this pen” question arises, go ahead and use these tips. After all, they’re good interview answers that could help you get hired. At the very least, this will let the employer know that you can sell products or services using a consultative selling approach.
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In this video I share 5 inspirational sales quotes and the meaning behind them. Each one of these quotes can motivate you and your team to make more sales. Learn and implement these - you’ll thank me for it.
1) "Every battle is won or lost before it's ever fought" - Sun Tzu
Preparation is critical for sales. You need to prepare on multiple levels. Do your research before a meeting and understand what the company's priorities are and how you can help them with these. If it's a public company there will be lots of information available for you but remember that the company will seek to put a positive spin on most information it releases so dive deeper and read analysts reports so you know what those inside the company are really talking about. Your research should include:
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understanding how the industry works
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understanding how economic forces affect the industry
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knowing how the economic forces affect your client
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knowing how industry forces affect your client
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the internal dynamics of the company and what customers and staff say about it
2) "The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will" - Vince Lombardi
The way you approach your work will determine your success. You should have an iron will to succeed at all costs as long as it's legal, moral and ethical. That's a will to win, and that's how you get ahead in sales.
3) "People don't want to buy a drill. They want a hole" - Theodore Levitt
Nobody cares about your product or service. People only care about the outcome that's important to them. That's why this is such an inspirational sales quote. Find out what they want, then focus on selling that! The extent to which you can identify and fill your clients’ needs and wants will determine your success in sales. Don't make the schoolboy error of selling products and features - sell benefits and outcomes.
4) "The secret of getting ahead is getting started" - Mark Twain
Always take progress over perfection. Your goal should be to start something new and move forward as rapidly as possible. Have a sense of urgency at all time. Remember, mistakes may happen, but if you're moving forward you can adjust quicker than your competition. It's difficult to adjust if you're static and you don't have the momentum. Attack new methods with vigour. Be first, be fast and you will win!
5) "Grow up, show up and you'll blow up" - Dave Lorenzo
My favorite quote of all :) I might be biased but heck, if you stop making excuses and do what you say you'll do, you'll be successful. Stop making excuses, keep your commitments and your word to your clients, forget about excuses and get going! This isn’t just an inspirational sales quote – this is great life advice, period!
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Religion and sales don't mix.
As a person of faith myself, let me start off by saying this.
There’s nothing wrong with being religious.
Your spirituality is your choice, but the business setting is not where you should be spreading your faith.
I see plenty of people in sales and in business make this mistake. Don’t use your business as a platform to spread your religion. You’re going to be working with people from all walks of life in business, and many of them may not be religious or follow a different faith than you.
Using your business to spread your faith can get in the way of building effective relationships with clients.
The last thing you want to do is alienate any of your following.
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Credibility is a vital part of any sales relationship.
When first meeting any new client, it’s essential that you start establishing credibility with them right away.
You’re an expert at what you do, and you want to make sure any prospect knows this right from the start.
When all other factors are equal, a prospect is going to pick the person who seems like they know what they’re doing.
So how do you position yourself as the expert in your industry?
In this show I talk about how to establish credibility with new prospects as well as the importance of becoming an expert in a given field.
Remember, sometimes the only differentiating factor between you and your competition is your perceived level of expertise, so make sure you stand apart from the crowd.
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A good marketing plan is essential.
For businesses of all types and sizes, you’ve got to have systems and objectives in place that help you get customers all year round.
And one of the most important parts of your plan is to identify your target client.
In order to consistently get clients, you have to know who you’re going after, so identifying your target customer is a vital part of the plan.
In this show I talk about some of the most important things to include in your business’ marketing plan.
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When prospecting for sales, you’re often going to get prospects who come out of the gate with one common question:
“How much will it be?”
For many people it seems like there’s an easy answer, all you have to do is give your price. But if you want to consistently close the deal in this situation, you’re going to have to take a different approach.
Giving a prospect your price right away lets them compare you to your competitors without any context for why you’re the better choice. Before you ever name a price for your services, you need to make sure the client understands your unique value.
In this video I talk about how you can overcome this common objection in sales and consistently close the deal.
Don’t be fooled by playing into this question. While it might seem harmless enough, it’s actually a sales objection in disguise. And like any sales objection, if you want to make the sale, you’ve got to learn the right way to respond.
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In order to accomplish your goals in sales, you need to know how to motivate yourself to be productive. In this show, I share a few tips that will help you to focus on your sales dreams.
Now, motivation is personal so you’ll need to figure out what works for you; however, these are some things that have worked for me:
The first tip is to immerse yourself in the world that you want to occupy in the future. For me, this meant that because I wanted to buy a bigger house, I drove to the neighborhood where I wanted to buy it. I looked at the houses, drove up and down the streets, and ate in local restaurants. I did all of this so that I would get used to the idea of living there.
The second tip that will help you learn how to motivate yourself to be productive is to treat yourself well. This is key if you want to accomplish your goals because you are the most important person in your world. Specifically, start treating yourself the way you want to live in the future. Stay in a suite every few trips that you take; fly first class every once in a while. Convince yourself that you deserve the things you want.
A third tip is to create a success routine. What did you do to attract your best client? Figure out the things that make you effective and do those things every day. This way, as long as you’re doing that routine, you can be sure that you’ll accomplish your goals.
Learning how to motivate yourself to be productive isn’t necessarily easy. Everyone uses different strategies. However, the tips in this video have helped me immensely and I encourage you to give them a try.
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The key to knowing how to make your business better comes down to removing the things that cause friction. In this video, I talk about several business improvement ideas that can make your business or law firm work more efficiently.
The first idea is to focus on your strengths rather than your weaknesses. At a certain point, it will take a lot of time and effort to make any improvements on your weaknesses. However, by leveraging your strengths, you’ll be far more productive. For example, if you’re good at speaking, try to book as many public speaking events as you can. Part of learning how to make your business better is to use your talents to your advantage.
Another one of my business improvement ideas is to simplify payment. I like to get paid upfront. Many large companies have a net 90-day policy. However, by insisting on getting paid upfront, you can eventually become known for your upfront policy. Just because other people accept later payment doesn’t mean you have to.
The third idea is to communicate effectively. Too much is better than too little. Keep your clients in the loop. If you do happen to have a client who asks for frequent updates, be sure to tell them something even if you have no new information. You can send out a weekly email to let them know that there’s nothing new to report.
Learning how to make your business better will ultimately make you more efficient. By using some of the business improvement ideas from this video, you can eliminate all those things that cause friction.
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If you’re using LinkedIn to grow your business, I want to give you a key piece of advice.
Stop hunting for connections.
While it may seem like a no-brainer to get all of the connections you can on LinkedIn, I want you to ask yourself.
What do all of those connections for you?
If you have hundreds(or even thousands) of connections on LinkedIn, that means you’ve got to be accepting requests from people you don’t even know.
When you clutter your account with tons of meaningless connections, you’re taking away the value you can get out of the platform.
LinkedIn is a great platform for sales, but you have to know how to use it. Don’t get me wrong, there IS a way to prospect with LinkedIn, and gaining a base of followers is great for business.
But if your marketing strategy for LinkedIn revolves around getting as many connections as you can, it’s time to end that now.
LinkedIn should be used to create just as meaningful of a relationship as you would in person, not to get the largest number of meaningless connections you can.
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Wouldn’t it be great if you had the exact right question to ask to start a sales conversation? What about asking a client for money or finding the right words to get the client to tell you all of his problems and disclose his budget.
Join me as I reveal the exact questions you can ask to help with all of these situations and more. This episode of the Do This Sell More Show is guaranteed to make you money.
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Are you ready to discover five ways to add more value in sales? Are you ready to deliver more to your clients? Are you ready to deepen client relationships and increase lifetime value?
That’s what this episode of the Do This Sell More Show is all about.
In sales, there’s a universal truth that we all know.
You need clients.
It doesn’t matter what you’re selling or how you’re selling it. If there’s one thing you need to keep your business afloat, it’s a steady stream of clients to do business with.
But there’s a problem with how the vast majority of people approach networking.
Listen to this episode of the Do This Sell More Show for more.
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When pitching an idea to a company, what do you say to close? In this show, I describe how to close a sale every time using a series of five statements and questions.
https://youtu.be/3NVnHnT37x8
First, remind the client of the problem that they’re having and then offer to help with that problem. The client will ask what you can do for them. You can tell them exactly what you have to offer.
If the client seems lukewarm about you helping, ask why you aren’t working together if it’s in their budget and you have the solution. This statement will preemptively thwart many of the possible objections.
If you reach this point in pitching an idea to a company and they say they don’t know, suggest that they just give it a try. This simple suggestion is key to knowing how to close a sale every time. This is because if it works, they’ll be thrilled and will want to buy.
If they still don’t agree by the time you offer to give it a try, ask them if they’d work with you if it were free. If they say, yes, show them what the return on investment will be. Offer them a deferred payment plan, which will allow you to demonstrate that return on investment.
If they don’t want to work with you even if it’s free, just offer to be friends. Now you’ve taken the pressure off of them and they’ll feel much better about the prospect of making a deal.
If you’d like to know how to close a sale every time, try this progression of statements and questions. Next time you’re pitching an idea to a company, these magic words will help you get the most out of your relationship.
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In the world of sales you should always strive to be growing. There shouldn’t be a day where your business doesn’t improve in some capacity.
But the best salespeople know that they can’t scale their businesses forever on their own. Eventually, you’re going to have to recruit a team to help you increase your sales.
In this show I cover 5 steps on how you can build your own all-star sales team.
https://youtu.be/_B6uZlN6Sik
There are many steps you can take to ensure that your sales team is full of top-earners. From the way you interview and hire new members, to the way you manage the team members you already have, all of it plays a vital role in creating a winning sales team.
Here's what you will discover:
➜ Hiring a sales team the right way
➜ Managing sales professionals & onboarding top sales talent
➜ Developing the dream team in sales
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What’s the difference between marketing and selling? Why do businesspeople need to do both? In this show, I talk about the purpose of your sales and marketing process – it generates awareness and converts prospects into clients.
https://youtu.be/Ft2R0Qfpg0E
Content creation is an example of marketing. You offer people a free taste of what you do. You provide some helpful information, and people respond by expressing their interest. This is where selling comes in. You qualify your prospects and guide them through your sales process to win them as clients.
The difference between marketing and selling is that marketing is all about greasing the wheels, while selling is all about getting the car across the finish line. Your sales and marketing process can be viewed as your client’s complete journey to doing business with you.
This is what marketing does:
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Attracts traffic and creates buzz.
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Positions you as an expert.
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Differentiates you from your competitors.
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Creates word-of-mouth evangelists.
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Simplifies conversion.
Here’s what selling does:
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Converts prospects into clients.
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Secures referrals.
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Presents new ideas to win recurring business.
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Grows revenue and deepens business relationships.
Together, sales and marketing give you:
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Leverage for reaching a wide audience.
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The ability to help different niches.
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High return on your time investment.
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Confidence in your own expertise.
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Optimal positioning.
In my video, I offer specific case studies to illustrate the difference between marketing and selling. I talk about what the sales and marketing process might look like for a yoga instructor or for a trusts-and-estates attorney.
Both professionals use a combination of sales and marketing. They educate their audience with articles and speeches, nurture prospects, and offer value – all steps leading to closing deals.
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Having a reward system for employees is a crucial part of any business because it motivates people to go above and beyond the agreed upon quotas. In this show, I go over different types of contests so that you can choose the staff incentives that work best for you.
https://youtu.be/fTscvq4KzjY
Salespeople are driven by competitive forces. Your people need contests to keep them fired up.
Here are three kinds of contests that have proven to be effective:
The first is the annual growth contest. In this contest, people win the opportunity to go on a trip at the end of the year. You can award the top performers, or those who sell a certain amount. This can also be a reward system for employees who show measurable growth.
As for prizes, monetary staff incentives are great, but keep in mind that your sales people are really in it for the recognition. When choosing the prize, just make it enough to be meaningful.
Then there’s the slack time contest. If you have a slow period, then you should run a contest during that time. You can help incentivize certain products by doubling or tripling the commission on those items.
There’s also the king of the hill contest. If you want to really motivate your sales staff, publish their results on a regular basis and give out a king of the hill prize each month. This type of contest could include staff incentives such as parking spots, opportunities to work from home, or the ability to earn more commission for that month.
These three contest ideas are each an effective reward system for employees because they heighten the sense of competition and offer the chance to make more money. Use them and watch your sales grow.
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Retain Top Salespeople with these five strategies.
As a sales leader, it’s important to know the best methods for retaining staff. Learning how to keep employees engaged and motivated will ensure that your sales team remains strong and profitable over the long term.
https://youtu.be/3mS6332iDtk
To keep things simple, I have five things that you SHOULD do to keep your sales staff, and five things you SHOULDN’T do.
Here are a few things you SHOULD do:
First, recognize the success of your salespeople. Show your top performers how important they are on a regular basis.
You should also give your sales people a great manager. Think of the manager as the glue that holds everything together. They can help salespeople develop and reach their potential.
A third method I’ve learned for how to keep employees engaged and motivated is to make the work environment fun. Offer opportunities to win contests, organize group outings, and hold team bonding activities. This helps with retaining staff because it makes everyone feel like they’re part of something bigger than themselves.
Now, here are a few things you SHOULDN’T do:
First, do not waste time with too many meetings. It’s important that everyone stays on the same page and communicates regularly but if you have boring or unproductive meetings, your sales staff will be likely to go elsewhere.
You also don’t want to treat everyone the same. This may seem counterintuitive but everyone needs different things. Your top performers need to be recognized and given more freedom than rookies who haven’t yet proven their abilities.
Learning how to keep employees engaged and motivated is a HUGE part of being a sales leader. However, by following these strategies, you’ll have a good chance of retaining staff and building a loyal sales team that you can depend on.
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Within the sales department of any company, there should be appropriate incentive plans for employees so that they stay motivated to keep improving. This show is about the performance management techniques that can help you to develop your sales staff and boost efficiency.
https://youtu.be/mUCMC8qb1O8
First, you should never promote your best salespeople to managerial positions. When this happens, you often lose top performers and gain inadequate managers.
Instead, you should develop a sales track that compensates people well for relationship development. In some organizations the top performing salespeople can even make as much as the top managers. Appropriate incentives will help to motivate your staff from the very beginning.
Aside from having appropriate incentive plans for employees who perform well, one of the best performance management techniques is to track everyone’s performance and publish the rankings. This way, the best salespeople are elevated within the organization and everyone below them can have something to aim for.
Beyond that, you should give lots of attention to the salespeople in the top 30 percent of the organization. The top 10 percent should be recognized for their achievements while the next 20 percent should be given additional training and support so that they can move into the top 10 percent.
The bottom 10 percent should be cut loose every year. Your energy should be put toward improving the performance of the rest of your sales staff.
The performance management techniques that you implement should be designed to elevate the performance of all salespeople at once. Remember to pay special attention to those who have the potential to improve. Likewise, make sure that any incentive plans for employees that you implement reflect the importance of your top performers.
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How To Get A Raise In Sales: This show is not only important to those who want a raise, it is important to sales managers who want to keep the best people.
https://youtu.be/4xxDKF_zvyU
If you’re a salesperson and you want to make more money, focus on business value creation. Although you can get paid well within the scope of your compensation plan, if you want to negotiate a raise, you’ll have to prove that you’re going above and beyond for the company.
To do this, the first thing you’ll need to do is keep track of the value you’re delivering. This value can come in a variety of forms. It could be creating additional revenue for the company, helping your manager succeed, or helping the entire team grow.
In each case, it’s the value that you deliver that will allow you to negotiate for higher pay.
If you want to know how to get a raise in sales today, try these methods:
First, you can potentially negotiate a higher commission rate on types of business that are difficult to obtain. For example, if you have a connection with the oil and gas industry, you can leverage that relationship and propose a higher commission. This is a good example of business value creation because it’s an industry that your company might not otherwise have had the chance to break into.
You can also demonstrate that you’ve fostered lasting relationships. You could propose a longevity bonus for retaining a client over a long period of time. Your ability to retain a client is extremely important to the company because it ensures them ongoing business.
These are just two of the methods for how to get a raise in sales. Depending on your company, some might work better than others. What’s important is the business value creation. This will allow you to prove that you deserve more for the work that you do.
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This show is the first in a five part series all about the different sales commission plans and compensation methods that go into sales team motivation.
https://youtu.be/Rj14XyDksUI
It’s extremely important to motivate your salespeople in the right way. But what’s the best way to do it?
I’ll go over a few different examples of sales compensation methods so that you can decide for yourself which one you think would work the best for you.
One method is the straight commission model. This means that when you go out and sell something you get a certain percentage of revenue or profit. In this scenario your income is uncapped but you don’t make any money unless you sell something.
Another one of the more common sales commission plans is the variable commission model. This means that you get paid different levels of commission based on how much you sell. For example, the first ten units you could get paid 10 percent and the next ten you could get paid 15 percent. Some companies provide variable commission based on what kind of product is sold. This is a way of directing sales team motivation toward certain strategic items.
Another method is residual commission. This means that when you sell a product you get paid both today and for the length of the customer’s relationship. Even if you stop working, as long as the customer continues doing business with the company, then you still get paid that residual income.
There are several other sales compensation methods that I cover in the video but these three sales commission plans are common options among sales teams. I invite you to explore the rest of the series and think about which method of sales team motivation would work the best for you.
Be sure and listen to the show on the podcast and download on the player below:
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If you want to close more sales deals, this is the show for you. These six questions will have prospects telling you their deepest secrets and you can help them solve problems. Watch here but be sure to listen for bonus content on the podcast:
https://youtu.be/KAPRrsPVLXw
Is asking questions really the key to closing more deals? You bet it is! In this video, I tell you exactly what to say in a sales meeting to develop a relationship and turn your prospects into clients.
When you meet with potential clients, ask questions that encourage them to open up about their business goals and problems. Here are six key questions you should ask potential clients if you want to start closing more deals:
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“What are you hoping I can do for you?” If you’ve ever wondered what to say in a sales meeting to kick things off correctly, this is it. Let potential clients know you’re there to help.
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“If you could change one thing about your current situation, what would it be?” The answer tells you what problem your prospects are trying to solve or what goal they hope to achieve.
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“How much is this situation costing you?” This information helps you establish the return on investment you can promise.
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“Why is now the right time to make a change?” You can’t be the one to create a sense of urgency – let your prospects realize why it’s important to act now.
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“Who else do we need to involve in this process?” You need to know who the decision makers are, so you can make sure everyone’s on board.
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“What’s next – how would you like to proceed?” Before leaving a meeting, find out what the next steps are, so you can follow up accordingly.
Now that you know what to say in a sales meeting, focus on your prospective client’s answers and on the relationship you’ve created. When you’re successfully building real relationships, you’re on the right track to closing more deals.
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The best place to start in any sales process, in any industry with any client is at the top. Today's show will help you set your strategy for selling to the boss. Be sure to listen to the entire podcast (player and download link at the bottom) because I've included some bonus content that is not on the video.
Watch here:
https://youtu.be/QqYe5vpb_-o
Whether you’re trying to sell your services to a corner shop or a Fortune 500 business, you should always aim to start at one place, the top.
In this video I give 5 of my secrets for selling to the c suite of any business and I explain why you should always go straight to the executives to sell in the first place.
When making sales, going after people in lower positions will often lead to unnecessarily long and drawn-out sales processes. This is because when you’re trying to sell, the decision has to make its way up to the top anyways.
Instead of going through this lengthy process, cut out the middle man and just go straight for the top yourself. When you sell directly to the executives of a company, you’re saving yourself valuable time and energy. This is because when you sell to the c-suite, you’re speaking directly to the people who make all the decisions.
Don’t waste time trying to sell to the people who aren’t making the decisions. Save yourself the effort and learn how to deal directly with the people at the top.
Now here's the bonus content:
B2B Mistakes to AvoidThis bonus section will help you blow the deal once you get to the meeting with the CEO. Be sure and listen because it is exclusive to this show only.
Listen or download the podcast below:
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In consultative selling, discovery sales questions are fundamental because they allow you to start building a bond with the prospective client right away. Here are the top sales questions that you should be seeking answers to. Be sure to listen to the podcast for BONUS content via the player at the bottom of this article.
https://youtu.be/jvIA20qP4N4
The first thing you should ask about is the client’s desired outcome. What are they hoping to achieve? Be as specific as possible. If you don’t ask, your client might simply describe the symptoms of their problem rather than the problem itself. Just as a doctor diagnoses what a patient’s disease is, you must figure out what the problem is for your client.
The second of my top sales questions is, “why is the outcome so important?” What are the consequences of not meeting the client’s goal or outcome? Is this a long-time problem? These discovery sales questions will help you identify the personal nature of the client’s problem.
The third thing you should ask about is why they need to solve their problem now. What factor is driving the process for them? Whatever the motivating factor is, use it to your advantage.
The fourth thing is to find out is who else is involved. Often, big issues involve more than one person. Who else is affected? Make sure that whoever is involved becomes a solution to the problem rather than a barrier.
The fifth thing is to get a plan for moving forward. Starting is often 90% of solving a problem. When closing the sales meeting, tell your contact at least three actionable steps they can take right away.
These are what I consider the top sales questions when it comes to consultative selling. Use these five discovery sales questions to instill confidence in your client and build trust.
Be sure to listen to the podcast for BONUS content via the player below:
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Are you ready for some success tips to help you become the best salesperson? We've got that for your on this episode of the Do This Sell More show.
https://youtu.be/hh9eAV95ERM
Today's show contains:
➜ 5 sales tips and tricks to get more business
➜ The key habits of any successful salesperson
Succeeding in sales is no easy feat. No matter what you're trying to sell, it takes a lot of work. But even more than just hard work, you need to have the right mindset and knowhow if you want to see fast and consistent growth.
Luckily it's never been easier to get information than is now through the internet, but there's still a problem.
With all of the "sales gurus" out there each with their own brand of advice, which one are you supposed to follow?
As someone who's been in the world of sales for some time, I know what it takes to achieve success. In this show, I give 5 actionable tips and tricks that you can start using to see consistent growth in your numbers.
Be sure to listen to the podcast (player and download below) for some bonus content:
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If you don't tell people how good you are, nobody will ever know. Alan Weiss always says: "If you don't blow your own horn, there is no music." The thought of this makes most people uncomfortable. There are ways to advertise your services and promote yourself without looking foolish. I outline them in this episode of the Do This Sell More Show.
https://youtu.be/7otgFJ_hbGM
Advertising yourself and promoting the services you offer is an essential part of any business. In order to grow your business at a steady rate, you’ve got to get out there and promote what you do, but many times self-promotion can come off more like bragging instead.
No one wants to sit and hear you brag about your business, and if you come off as bragging while trying to promote your business it will likely chase away many of your would-be clients. In this video I explain how you can promote the services you offer without bragging.
The line between promoting your business and bragging about it can be thin at times. But if done correctly, self-promotion can easily become one of the most powerful tools at your disposal.
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Asking great questions is the key to uncovering a clients needs. That is essential to providing value. I have a list of questions I call discovery questions and we use them specifically for this purpose.
Today's episode of the Do This Sell More Show - the podcast - contains three segments and the first one is on discovery questions. I actually share my discovery questions with you and they are yours to use as you see fit. Here is the video of that portion of the show.
https://youtu.be/p4P-BjtfGvU
How to Start a Networking Conversation
Our second segment of the show is all about networking.
The most important thing to keep in mind is that you are trying to start a relationship by delivering value before you ask for anything. Whenever I do a presentation on networking tips for beginners I have to remind them of this.
If you're wondering how to start a conversation, here is the script:
Hello.
My name is ____
What's your name?
What do you do for work?
How did you get into that?
How is business?
If you could change one thing about your business what would it be?
Would you like some help with that?
I want to introduce you to a friend of mine...
There are hundreds of other professional networking tips out there but this is the best way to start a conversation at a professional networking event.
Fear of Rejection
The third and final segment tonight is about overcoming fear of rejection. I share my foolproof strategy for getting past the apprehension we all feel when offering our services to someone.
There is one subject I am asked to address more than just about any other. That is how to overcome fear of rejection in sales. There are four steps to overcoming fear of rejection. They are:
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Acknowledge it as Normal
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Disassociate it with You (About Them)
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Learn from Each Attempt
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Ask Why, When, How, and Who
Fear of failure and rejection are often linked together but they shouldn't be. Fear of rejection is about being accepted. This is an essential part of human nature. You can overcome this fear by pushing through it and I show you how in this video.
You don't want to miss this show. Please listen to the entire episode on the podcast player below and subscribe wherever you get your podcasts.
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This show has two specific segments. The first is a referral script that is guaranteed to make you more money. The video and the description to that show segment is below:
https://youtu.be/zU0RG_uXtaw
If you want to learn how to ask for referrals in sales, then this show is for you. The best way to get referrals is to focus on delivering value in every interaction. You’ll probably end up giving much more value than you receive. Don’t worry; it’s worth it. In order to make the referral process easier for you, I’ve decided to take you through my referral script.
This script is meant to provide you with the following information about your acquaintance:
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What they do for a living.
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How their business is doing.
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Their challenges and goals.
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Who they would like to be connected with.
By getting this information I can determine which of my contacts I can introduce them to.
You see, the best way to get referrals is to build a relationship with someone BEFORE you ask for anything in return. In terms of learning how to ask for referrals in sales, asking questions is useful because it’ll show you how you can help your acquaintance.
After getting the information that I want, I then set up the meeting with my contact.
Of course, in this example I didn’t actually get a referral, I GAVE one. This is the key.
You have to give value first.
Inevitably, the person will thank you for the referral and you can say, “You're welcome. I know you would do the same for me.”
Now, you hopefully see why delivering value is the key to learning how to ask for referrals in sales. Too many people come right out and ask before offering anything themselves. However, the best way to get referrals is to give value so that the other person will feel glad to give you a referral in return.
The second segment of the show centers around the common client objection: "I want to Think It Over." This is totally preventable and it can be easily handled if you know what you're doing.
https://youtu.be/MWRVQ4dxnmc
We’ve all been there, you’ve put in a great pitch and it should be a done deal, but the client leaves you hanging with those dreaded words, “I have to think about it”. In this video I share some simple steps to help you combat these stall tactics, and better yet, to make sure you never have to hear those words again.
First things first, if you hear these words it means you’ve neglected a very important aspect of your initial dealings with your client; the qualifying process. If you qualify them properly right from the start you’ll make it virtually impossible for them to hit you with an ‘I have to think about it’ excuse. To do this, you need to ask the right questions to find out these three things:
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What resources they’ve got available (can they afford to work with you?)
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What problem they want solved (is it something you can achieve?)
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Are they ready to make a decision now? (Have they got a time-specific goal in mind?)
Now you’re armed with valuable information that will help you close the deal and avoid stall tactics. The next thing to do is set up a first consultation and let them know how it’ll go down. Make sure they understand that at the end of this meeting you will both decide whether or not to work together. This leaves no room for stalling when decision time comes as they’ve been well informed that this is the expectation.
If on the off chance you do get a “I have to think about it” after all that, then use the strategies shared in this video to overcome all stall tactics and objections and turn the situation around.
This show is packed with actionable ideas. Listen on the podcast player below and if you want to become a member of our community, subscribe on YouTube and to the podcast.
Listen to this episode here:
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Understanding the psychology of buying is an essential part of overcoming common sales objections. In this tutorial, I give you six sales objection handling examples that you can copy and use to put objections to rest.
https://youtu.be/o-D_EGCJ2wI
Here are those six sales objection handling examples:
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Unspoken objections. Sometimes customers have objections that they can’t quite articulate. By asking open-ended questions, you give customers the opportunity to really consider their problem. Say something like, “What has prevented you in the past from solving this problem?” You can then gauge the prospect’s level of urgency.
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Control objections. If a prospect sounds reluctant, acknowledge their concerns and help assuage their fears. The psychology of buying dictates that clients want to feel in control of the process. Mention client success stories and let them know they’re in charge of choosing a similar wise course of action.
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Projection objections. When a customer is angry and taking it out on you, remember that it’s not about you. Acknowledge their feelings, and then ask, “Why did you invite me here today?” This will flip the script and help to calm them down.
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Genius Objection. Often the client likes to show off their knowledge. Flatter the client and make them feel valued. This will win them over.
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Process, product, and procedure objections. These logic-based objections should be countered with your expertise and by allowing clients to use and enjoy the product.
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Post-sale objection. After the sale, the prospect will want to feel like they’ve made the right decision. Emphasize the benefits by asking them to consider the value you’ve provided.
By taking the approach I’ve outlined in these six sales objection handling examples, you can use the psychology of buying to your advantage and overcome common objections.
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Strategic alliance partnerships are the fastest way to grow business revenue. As a definition: A strategic alliance partnership is when you and another company (or person) who targets your ideal client, get together and share marketing opportunities. This show is a "How to guide " for developing and leveraging these opportunities to grow your business. If you want to grow your business quickly, you don't want to miss this show.
https://youtu.be/-6OAdqWgiL0
Strategic partnerships come with many advantages. However, one of the biggest is the access you gain to a new market. When you develop a partnership with someone, you’ll be able to connect with their audience.
A second advantage is the trust that you’ll gain through your new relationship. Once you start a successful collaboration, your partner will start endorsing you and thus your reputation will improve, making it that much easier to find new clients.
Now, what exactly does this kind of relationship look like? Here are two examples of working together in a strategic partnership:
Barnes and Noble and Starbucks provide a good example. Although they’re independent businesses, when you go to a Barnes and Noble you can also get a coffee at Starbucks because of the agreement they’ve made that allows Starbucks to open restaurants in Barnes and Noble.
With this agreement, Barnes and Noble and Starbucks end up sharing customers and Starbucks gets the endorsement of Barnes and Noble by being featured in their stores.
A second example is a dentist and a wedding photographer. In this example, the wedding photographer could include teeth whitening in their premium package. This way, the bride gets a free whitening, while the rest of the wedding party end up getting a whitening as well, which they’ll pay for.
These are just two examples of working together in a partnership but they illustrate the mutual benefits of these kinds of relationships. Successful collaboration can be a gateway to new markets and better sales opportunities.
Listen or download the podcast by using the player below:
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Not everyone fully appreciates the importance of networking in business. However, learning how to start networking effectively can be one of the best ways to build your client base and grow your business. In this show, I cover the types of groups you can target when networking and how to actually go about doing it.
[embedyt] https://www.youtube.com/watch?v=H70zAWRxmP8[/embedyt]
First of all, let’s address one-on-one networking. This is when, for example, you go out to lunch with someone and at the end of the meal you exchange business cards. This is not an effective networking strategy because it takes time and often nothing ever comes of the meeting.
Group networking is far more effective because it allows you to become known to large groups of people. The importance of networking in business is that it allows you to build contact with people who can lead to more business. If you can learn how to start networking within various organizations you can market yourself to hundreds of people at once.
One type of group that can be beneficial for networking is the industry group. For example, if you sell medical devices, you can join an industry group that has a lot of doctors. This is the type of group that your ideal client would be a part of, and thus you could find other clients by becoming a member.
Now, to make the best use of these groups it’s important to be referable. Show up to the meetings, be polite, and don’t gossip. The importance of networking in business is that it makes you known to people. Make sure that people know you as a reliable person.
Once you know how to start networking effectively, you’ll have access to a large pool of potential clients, which will expand your business opportunities.
Here is the podcast:
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In this show, I cover how to prospect on LinkedIn and go over some of the uses of Youtube that you may not have been taking advantage of up to now. Using these resources can help you immensely as long as you know how to manage them in the right way.
[embedyt] https://www.youtube.com/watch?v=9wE0Lfbu1Zc[/embedyt]
One mistake that’s important to avoid on LinkedIn is accepting just anyone who wants to connect with you. You should be connecting with clients or with people who can provide you with referrals.
Likewise, other people should be able to go through your network and request to connect with your people. This means you should know who’s in your network and you should be able to trust them. It’s a good idea to have at least introduced yourself to the people in your network.
Aside from knowing how to prospect on LinkedIn, it’s also important to familiarize yourself with some of the uses of Youtube. I recommend doing an interview show each week in which you talk to potential clients about their businesses. You can then share the video with your LinkedIn network. This is a mutually beneficial proposition because both you and the interviewee will be gaining visibility.
Another way you can use Youtube to your advantage is to take the video that you upload and just use the audio to create a podcast. There’s nothing wrong with having both a video and audio format of the same content.
If you know how to prospect on LinkedIn, it can be an extremely useful resource. By learning how to do it in an effective way, along with learning the different uses of Youtube, you can expand the number of potential clients that you have while delivering valuable content.
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There are many effective lead generation examples that are available to you if you don’t want to cold call. In this show I specifically cover the publishing process and how you can use written content to find clients.
[embedyt] https://www.youtube.com/watch?v=KZPuLfLZeUo[/embedyt]
First of all, let me mention some reasons why written content can be so beneficial. For one thing, it establishes credibility. When people read what you’ve written, they know that you know what you’re talking about.
Written content can also offer lots of visibility because when you publish in an industry journal or newsletter, people in that industry will discover you. This is a huge benefit because these people may not have otherwise found you.
For these reasons just listed, written content is one of the best lead generation examples that I can think of.
Now, how do you actually get published?
As for the publishing process, there are a few steps you should follow to ensure that you eventually get your article accepted by an editor. It all comes down to convincing the magazine that your article will help them.
I always write an outline describing what the magazine can expect from the article, why it’s unique, and who my readers are.
I also describe my marketing plan. I explain that I’ll promote it at speaking engagements, on social media, and however else I may choose to market it. Once I’ve written the outline, I send it out to editors, making sure to follow-up with a phone call and a physical copy of the outline.
Once you get to know the publishing process, following these steps will make getting yourself into publications simple and straightforward. There are many lead generation examples but perhaps none establish credibility and put you in front of such a large audience as written content does.
Here is the podcast, listen now:
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This is show 2 of a 6 part series on how to get more leads. Be sure and watch the other five shows in this series (or listen to the five other shows on the podcast (player and link at the bottom of the article below).
One of the most effective ways to get more leads is through public speaking. By learning how to deliver an effective presentation, you can leverage your position as a speaker to generate leads and get client referrals.
Public speaking is effective because it produces instant credibility. Someone invited you and introduced you on stage. No matter what you’re selling, you’ll be seen as the expert in that product or service because you’re the only one speaking.
Watch this episode on YouTube:
[embedyt] https://www.youtube.com/watch?v=_1qyNgMeEUw[/embedyt]
Another benefit is that it creates rapid relationship development. You’re talking to 100 people and they’re carrying on a conversation in their minds. This means that all of those people will have thought about you and what you’re offering, which brings you that much closer to working together.
These benefits can help you immensely in building up a client base. However, it’s important to know how to deliver an effective presentation that will indeed allow you to reap these benefits. Speaking engagements are considered lead generation activities only if you actually end up with leads.
In order to get leads, you’ll need some way to qualify the audience in terms of their interest. For example, you can create a free report on the topic that you’ve chosen to give a speech on and offer it to people during the event. Those who express interest in the free report will then become your potential clients because you know that they’ve heard you and are possibly looking to go further.
Whether it’s a keynote address, a breakout session, or a training session, public speaking can be one of the best lead generation activities if you know how to deliver an effective presentation. Get in front of people and create value. That’s how you get more clients.
Listen to the podcast:
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This is show is 1 of 6 Lead Generation & Sales Prospecting Series:
➜ How to start prospecting new customers for your business WITHOUT cold calling
➜ Position yourself as a lead generation expert
➜ Grow revenue by delivering value and building relationships
Watch Now:
https://www.youtube.com/watch?v=RIzD2GqPmq8
Lead generation is a crucial element of any business. Without a consistent flow of new prospects, there’s no way for a business to continue to grow.
To achieve that constant flow of prospects, businesses often use cold-calling as the go-to strategy. But the list of problems with cold calling goes on and on. It’s a high-failure strategy, and if you want to see fast and consistent growth you need to avoid using it.
This video is the first in a six-part series where I introduce my No Cold Call Prospecting System. I’ve been using this system for 30 years in various sales industries to grow businesses and generate high-quality prospects that convert into customers.
At the end of this series, my goal is to have you on your way to becoming a lead generation expert without EVER having to cold call.
Listen to this show on the podcast:
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Small business sales strategy can be a sophisticated as sales strategy in a FORTUNE 500 company. That doesn't mean it needs to be complicated. This show is about breaking down your small business sales strategy into manageable steps you can execute to grow rapidly.
Watch the show:
https://www.youtube.com/watch?v=8xYWtMX5l-U
Small business sales growth is not a mystery. With a focused process you can increase your small business sales quickly.
If you searched for "How to Grow your small business" This video is ideal for you.
I use this episode of The Dave Lorenzo daily to answer a viewer's question about growing a small business but these aren't sales tips for just one entrepreneur. This is a video that's important fo if you're in sales management for small business or a big business.
During this session I show you:
How to grow your small business sales with marketing. You begin by identifying the key problems your best clients are facing and then offering solutions. Next you demonstrate how you are different from the people currently trying to solve that problem.
What you can do to increase your sales right now. There are five things you can do today to increase your sales right now.
1). Call everyone in your network and ask them how you can help them. Mention your business during that call.
2). Start a weekly educational newsletter
3). Offer to speak to every group or gathering of over 15 business owners in your area
4). Start a strategic alliance partnership with other business owners in your area
5). Run a contest to attract people to your business to ample your product or service
These are just a few of the ways my average client is driving small business sales growth. Be sure to sign-up for push notifications on this website so you receive an update each time we share another small business sales strategy.
Here is the podcast from this show:
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Ask for the sale! That's a cry heard from every sales manager in every office in every industry. But just how do you do it without seeming like you're a pushy person out solely for your own interests? In this show I provide you with the script to do exactly that. Watch the video:
https://www.youtube.com/watch?v=SesqK-IL0ck
How To Ask for The Sale
This video provides you with the best script for closing sales over the phone or in person.
There are many sales techniques out there and you can find hundreds of videos on how to close a sale but this one is the easiest method for closing sales over the phone or in person.
Before we get into closing techniques and how to ask for the sale we begin with the qualifying process. It doesn't make sense to try some of the best sales strategies on people who can only say "NO."
After the qualifying process, I demonstrate how you offer options to the prospect. This is one of the best strategies to increase sales because people love to buy (but they hate to be manipulated). Offering options will increase your dollars per transaction.
The final point to remember when you are closing sales is simply to ask if the person wants help. that is the essence of closing the sale. That's what closing a sale really is: Offering to help someone in return for financial compensation.
This process seems simple because it is. Many people who offer closing techniques make them overly complicated. Be yourself. Take a genuine interest in helping your client and you'll succeed at relationship based sales.
Here is the podcast:
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What is consultative selling? It is asking a series of questions to diagnose the real problem a client is facing and then crafting a solution.
In this show I share five questions you can start using today to help you understand and solve client problems. This consultative selling approach is the best way to diagnose pain points and prescribe solutions in order to make sales.
[embedyt] https://www.youtube.com/watch?v=rsqZZ9Ism24[/embedyt]
Remember, sales people get paid to solve client problems and as such your job is to find out exactly what the problems are and offer solutions for a price.
By adopting a consultative selling approach and acting like a consultant, not a salesman, you can get to the heart of the problem and determine whether or not it is a real opportunity for you to make a sale.
In most sales situations it is the client that is in control. However, by asking these five diagnostic and prescriptive questions, it swings the balance of control in favor of the sales person so you can solve the pain point and get paid!
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If you want a fast start in sales with strategic alliance partnerships, this is the show for you. In this episode I explain strategic alliance partnerships and why they should be a big part of your sales and marketing strategy.
https://www.youtube.com/watch?v=zuTvYriUm7U
Before you begin to develop partnerships in business, it’s important to know what exactly it entails. A strategic alliance partnership is when you and someone else who you’re in a relationship with target the same market together in order to maximize benefits. You’re going to combine your expertise, combine contacts, and share everything equally.
When you share your expertise, you’ll be sharing with both your partner and their audience. This is a huge benefit because it allows you to target twice as many people.
Sharing could happen in the form of a joint event, a joint article, or it could be the creation of a joint educational program.
One of the main reasons to develop partnerships is that you get a new audience that you normally might not have connected with.
Credibility is another great benefit. By letting your partner introduce you to their audience, they’ll be passing their credibility on to you and thus you’ll gain easy access to a whole new set of people.
Now, who should you partner with?
Vendors who are selling to your ideal client are a great choice. Banks are another good option. You can also look at people who are sponsoring events associated with your ideal client. Look for who’s in charge of growing that company and approach them with your offer.
When you make your pitch, make sure you lay everything out in detail. What are the benefits? What are the shared risks? What is the value of the new market?
Show them how easy it’ll be to work with you and focus on the value that they’ll receive. By offering value first, the clients you approach will be much more likely to want to develop partnerships with you.
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High paying clients are the solution to many problems for entrepreneurs and sales professionals. If you're looking to give your business a boost, this is the show for you.
https://www.youtube.com/watch?v=HMdn03VtjW8
Two of the challenges I receive most often are: How to attract high paying clients & How to get more clients and master high ticket sales.
You spend a great deal of time thinking about and working on lead generation, but you’re focused on the wrong clients. As a sales leader, you only want to invest your time with the most valuable leads. Those are high ticket leads. That means people who have the most money to invest in your services.
In this video I show you how to find high ticket clients and how to build a high ticket funnel to accelerate your business success.
The work you do for high paying clients is the exact same work you will do for everyone else, but you will make more money for doing the same work.
Here is your step-by-step guide: How to get high paying clients:
Step one: Evaluate the experience clients have when they work with you. The key to high ticket selling is differentiating your business from every other business based upon the experience the customer has in working with you. You need to be easy to work with, you need to be reliable and you need to anticipate the needs of your client so he isn’t ever caught by surprise. This is essential in your quest to discover how to attract high end clients.
Step two: Change your behavior so you surround yourself with the people who are in your target demographic.
Step three: Produce educational material for the people in your target audience that helps them make better decisions. This will also position you as an expert. Your expertise is what will get the high end clients to ask for your help.
You look to me and you watch the videos here on the Dave Lorenzo Daily because you want to discover how to get more clients for your business. My philosophy is, if you’re going to attract clients you might as well attract high paying clients.
Here is the podcast:
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Brand culture has a big impact on sales and your ability to close deals.
https://www.youtube.com/watch?v=adavg6eh6LU
A brand culture is built on a promise, the delivery of that promise, and the feeling that people are left with when they use your product or service.
A good example of a company embodying their brand promise is Spirit airlines. Spirit airlines promises you more “go.” They get you safely from point A to point B at the lowest prices, thereby leaving you with more money to travel.
When Spirit airlines fulfills their promise, the customer is left with the feeling, “Wow, I can afford to go wherever I want because I’m flying Spirit!”
It’s essential to create this kind of feeling in customers so that they feel passionate about being associated with your brand.
It’s also important to care about your brand culture. If you don’t define it yourself, your customers will define it for you. In order to define your culture, you have to do more than just make an empty promise. Your culture needs to be evident to the customer at every point of interaction. This means that training for your sales team is crucial. Your sales team should be good brand advocates. They should live out the elements of the brand promise everyday.
By consistently living up to your brand promise, customers will be able to trust your brand and they’ll feel proud to use your products or services. If your customer can’t invest their pride in your brand, then you’re probably failing in some way.
Create a promise that people will be attracted to and then build a brand culture that reflects that promise everyday. This is the key to building trust and thus, a better business.
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Sales objectives are vital to the success of your team. You set them each year and hope each of your sales representatives hits his or her targets. Deep down, you know the only way to get your salespeople to make their numbers is if they own their goals. How do you get them to take ownership?
The answer lies within this episode of The Do This Sell More Show.
https://www.youtube.com/watch?v=XTIKI57eaok
Sales managers always struggle with getting their sales team to buy-in on the sales objectives that they set.
By getting buy-in, I mean finding a way to make the team feel invested so that they’re motivated to hit their bonus numbers.
Here are four ways to get more buy-in from your team:
The first way to get buy-in is to have your salespeople write the objectives for themselves. Sit down with a member of your sales team and ask them to write five objectives for the upcoming year. There will be five categories that they’ll create targets for.
Let them know that each of these targets will be worth 20% of their overall bonus.
The second way to get buy-in on sales objectives is to offer three different options and have a salesperson choose one. By giving them the power to choose, they’ll feel more invested in the targets than if you had simply set the targets yourself.
The third way is to set an objective for the entire group. In this scenario, you offer them three options that they can vote on. This is similar to the second method but here you’re letting the whole team decide rather than one person.
The fourth method to get buy-in is to pair people up. I take the top two performers and pair them together and then go down the ranking, pairing each of the subsequent salespeople.
By reaching their shared target, they’ll get bonus compensation. The target should be 100 percent growth.
Setting sales objectives is a win-win strategy because the money you pay them for hitting their targets will be taken out of the additional revenue they’ve brought in.
Use these methods to make sure that your team is fully invested in their goals.
Listen to this episode on the podcast:
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Sales Representative Compensation: Should you pay a salary to your sales reps? Should they be on commission only? We answer those questions and more on this episode of The Do This Sell More Show.
https://www.youtube.com/watch?v=SV35kNszht4
Should you offer straight commission, a sales rep salary, or a combination of both? Does it make sense to dangle bonuses, incentives, or spiffs? What’s the best way to compensate your top sales performers?
The first thing that springs to mind when it comes to how salespeople make money is, of course, commission. When they’re paid on commission, salespeople have incentive to close high-ticket deals and sell at premium prices.
How much should salespeople make in straight commission? You have to decide which sales reps on your team get what percentage, when, and why. Reward salespeople who maintain long-term client relationships and bring in repeat business.
If your sales cycle is really long (mine was once typically 18 months), you may find that salespeople get discouraged midstream. In B2B sales, it’s good to offer a sales rep salary in addition to commission. A consistent base salary helps keep your salespeople afloat while they wait for commission checks.
You can structure compensation in many different ways. Try a combination of commission and salary if it works for your business. Set up a schedule that follows the success of your sales team; that is, increase commission as your sales reps build stronger client relationships and sell more.
What about incentives, bonuses, or spiffs? This kind of compensation works well in specific situations. Incentives are great when you’re entering a new market, selling a new product or service, or trying to hit certain sales targets within set time frames.
Focus on commission, because that’s the type of compensation that motivates your best salespeople the most. If necessary, add a sales rep salary. Offer bonuses in special cases. Whatever you do, compensate your sales team based on performance above all else.
Listen to the podcast here:
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Everyone loves a great sales contest, but do contests work? In this show, I give you some awesome sales contest prize ideas. I talk about the benefits of having competitions. And I tell you just how to motivate your team to do well.
Why should you run a sales contest? There are a few instances in which a competition can quickly drive up your team’s productivity:
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When you want to boost revenue within a defined time period.
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When you’re entering a new market.
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When you want to promote a specific product or service.
Make sure that when you plan a sales contest, you’re clear on what you hope to accomplish.
Watch the video:
https://www.youtube.com/watch?v=5QMO9peVwL0
What behaviors do you want to inspire in your salespeople? You want your team:
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To be autonomous in making targeted sales.
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To focus on specific objectives.
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To track and measure their own progress against that of others.
Now, you may be thinking, “How do I come up with sales contest prize ideas?” Well, put yourself in a salesperson’s shoes. What sorts of prizes will energize your sales team to compete and try to outperform one another? What will they want to win so badly that their sales numbers skyrocket? What’s important to them, and what feeds their egos?
Here are prizes that motivate:
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Compensation prizes (we all know money is motivational).
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Recognition prizes that elicit the admiration of the entire team.
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Inclusion prizes, such as invitations to be part of trips, events, or elite groups.
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Status prizes, such as promotions or special parking spaces.
Sales contests are an important tool in the sales manager's took box.
Here is the podcast:
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Sales managers, entrepreneurs, and business leaders: Stop! Don’t set your performance goals just yet. Watch this video first, to avoid missing something important.
These are three often overlooked, critical goals for every salesperson:
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Create and nurture new customer relationships.
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Get more revenue from existing customers.
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Increase dollars per transaction.
Track and measure your team’s success in each of these areas. How much revenue comes from new relationships? How much more did your existing clients spend this year compared with last year? What’s your average transaction amount?
In my video, I dive deeper into these three performance goals. I explain how to find new customers, how to sell more to existing clients, and how to get more money per transaction.
Watch the video here:
https://www.youtube.com/watch?v=enRT7Pec4Kw
How do you attract new customers?
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Allocate 10% of your time to pursuing big whales and huge deals.
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Spend 20% of your time receiving referrals.
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Use 20% of your time on passive attraction methods by repurposing content.
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Devote 50% of your time to primary attraction activities, depending on what works. For example, if you’re a great speaker, spend half your time doing speaking engagements.
How do you get more revenue from existing clients?
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Pitch new products.
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Sell upgraded services.
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Increase buying frequency.
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Promote automatic orders and subscriptions.
How do you increase dollars per transaction?
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Raise your rates.
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Offer good, better, and best options.
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Bundle products and accessories together.
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Offer multiple opportunities to upgrade.
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Become more valuable by creating a community of clients who do business with one another.
Here is the podcast:
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Your current clients are the key to growing your revenue. In this show, I talk about recognizing the importance of customer lifetime value – how your customers help you grow over the long term.
There are three ways to bring in revenue and grow client lifetime value: find new customers, increase purchasing frequency, and increase money spent per transaction.
This is where the importance of customer value comes in. Your client relationships are valuable because you can leverage them to build revenue in all three ways.
How do your current clients help you find new customers?
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They refer you to others.
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They tell you what they read and watch, so you can create similar content.
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They lead you to their organizations, where you can get involved by sponsoring or speaking at events.
Watch the video for more:
https://www.youtube.com/watch?v=WYuxEX9dVSY
Acknowledge the importance of customer lifetime value. Build strong relationships with your clients – educate them, solve their problems, and connect with them frequently. In return, your existing clients will help you find new clients.
Another way to grow revenue is through repeat sales:
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Communicate more often, in various ways.
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Deliver new information.
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Solve new, industry-wide problems.
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Notice upcoming industry trends and prepare for them.
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Develop a recurring offer.
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Set up auto orders based on industry best practices.
The importance of customer value is also clear when it comes to high-dollar transactions:
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Always offer options with different prices.
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Get testimonials from high-spending, satisfied customers.
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Provide a competitor analysis to show how your offer is superior.
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Demonstrate a high return on investment.
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Ask your clients to invest more in you.
Are you starting to understand the importance of customer value for growing your business? If you are interested in growing client lifetime value and for more information on leveraging your current client relationships, give me a call: 888.444.5150
Here is the podcast:
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Business-to-business lead generation tools help you make more money. That's a fact. In this show I introduce you to four specific B2B lead generation strategies I use each day. I teach these B2B lead generation techniques to my clients and they thrive when they implement them properly.
My B2B lead generation process includes the following B2B marketing tools:
- Speaking for lead generation
- Publishing for prospecting
- Networking as a B2B relationship development tool
- YouTube and LinkedIn lead generation
I provide you with an overview of all of these in this show.
Watch on YouTube and Listen on the Podcast
YouTube Link: https://youtu.be/OaDse6XFrJ0
Here is a link to the Do This Sell More Podcast and a player for this episode:
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There are a few rules for consultative sales and I outline them here. This is the first episode of our new daily format. Watch the Do This Sell More Show on my YouTube Channel The Dave Lorenzo Daily.
https://www.youtube.com/watch?v=jvIA20qP4N4
In consultative selling, discovery sales questions are fundamental because they allow you to start building a bond with the prospective client right away. Here are the top sales questions that you should be seeking answers to:
The first thing you should ask about is the client’s desired outcome. What are they hoping to achieve? Be as specific as possible. If you don’t ask, your client might simply describe the symptoms of their problem rather than the problem itself. Just as a doctor diagnoses what a patient’s disease is, you must figure out what the problem is for your client.
The second of my top sales questions is, “why is the outcome so important?” What are the consequences of not meeting the client’s goal or outcome? Is this a long-time problem? These discovery sales questions will help you identify the personal nature of the client’s problem.
The third thing you should ask about is why they need to solve their problem now. What factor is driving the process for them? Whatever the motivating factor is, use it to your advantage.
The fourth thing is to find out is who else is involved. Often, big issues involve more than one person. Who else is affected? Make sure that whoever is involved becomes a solution to the problem rather than a barrier.
The fifth thing is to get a plan for moving forward. Starting is often 90% of solving a problem. When closing the sales meeting, tell your contact at least three actionable steps they can take right away.
These are what I consider the top sales questions when it comes to consultative selling. Use these five discovery sales questions to instill confidence in your client and build trust.
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Is a Recession Coming in 2020? Dave Lorenzo Interviews Leading Economist Jason Schenker Friends, clients and subscribers have been asking me about a recession in 2020 in the United States. I can try and guess about the answer but I'd rather ask the experts. That's the purpose of this interview. In this interview you will discover a lot about economics. We discuss: The current state of the economy The difference between a corporate driven economy and a consumer drive
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How To Sell Professional Services to Businesses. An interview with entrepreneur and intellectual property attorney Bradley J. Gross. During this sales training video Dave Lorenzo and Brad Gross discuss how to sell professional services. During the past ten years, Brad has employed professional speaking and nice marketing to grow his personal brad and develop a massive book of business. In this interview you will discover the four keys to selling services. They are: Personal
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How to Fire a Problem Sales Representative and Other Legal Issues. Dave Lorenzo interviews Russell Berger the Practice Director for Labor and Employment at Offit Kurman, Attorneys at Law.
In this episode Dave and Russ discuss:
- How to fire a problem employee in sales
- The big mistake most sales managers make when they discipline as sales team member
- Sales Representatives: When to sign a non-compete agreement and when not to sign one
- Sales Managers: How to make sure your non-compete agreement is enforceable
- How to avoid sexual harassment in the workplace
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How to Build a winning Culture in Sales. Dave Lorenzo interviews Jeff Grimshaw is a Partner with MG Strategy about how to build a winning culture in sales. Jeff is an author and expert in business culture.
In this episode Dave and Jeff discuss:
How you have to align the hearts, minds and hands in your business
How to make sure sales managers are rewarding and recognizing people appropriately
Why informal communication in a company is often more powerful than the structur
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How to use LinkedIn for Sales. Join us for this episode of The Do This Sell More show. Dave’s guest is Karen Yankovich, LinkedIn Expert, Digital Strategist and Owner of Uplevel Media.
In this episode, Dave and Karen discuss:
- How to optimize your LinkedIn profile.
- What types of photos to use on LinkedIn (vs. Facebook and Instagram).
- The Importance of Keywords on LinkedIn.
- How to grow your network THE RIGHT WAY.
Key Takeaways and actionable tips:
- LinkedIn is a community You must interact with people.
- Posting content is great but commenting and sharing should be the bulk of your activity.
- You must extend the relationships into the "real world" to be successful.
- Research is key if you use LinkedIn for referrals.
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How to be a successful entrepreneur. Join us for this episode of The Do This Sell More show. This week Dave’s guest is John Tabis, Founder and CEO of The Bouqs Company.
In this episode, Dave and John discuss:
- How and why John and JP started Bouqs.
- The Bouqs Company’s Shark Tank experience.
- The ebbs and flows of the startup journey.
- The competitive advantage of The Bouqs Company.
Key Takeaways and actionable tips:
- As a small company, getting on Shark Tank is one of the greatest things you can do.
- Rejection is naturally part of the startup investment game.
- Don’t sell something you don’t have. Transparency and honesty with the customer is a great value they do not always get from other companies.
- Not all companies need a physical, brick-and-mortar store. Look at the channels you have and see what your options are.
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The power of public relations to grow sales. Join us for this episode of The Do This Sell More show. Dave's guest is Scott Lorenz, President of Westwind Communications.
In this episode, Dave and Scott discuss:
- How press releases and getting PR for your company has changed through the years.
- Staying up on current events.
- Writing books and proving expertise.
- Different types of books and different ways of writing books.
Key Takeaways and actionable tips:
- Press releases still work – they are your introduction to the media and the public.
- Get the right person and pitch them the idea that is relevant.
- Ask questions, don’t just start selling right away.
- Things can live forever online. If done right, your press release can be forever searchable.
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Billionaires are different than everyone else. Do you want to discover their habits? Join us for this episode of The Do This Sell More show. Dave's guest is Rafael Badziag, author of The Billion Dollar Secret.
- In this episode, Dave and Rafael discuss:Why millionaires are mediocre entrepreneurs.
- The gap between millionaires and billionaires and the mindset behind those sets of individuals.
- The 6 Habits of Wealth.
- How the maximization of performance that comes with consistency.
- Key Takeaways and actionable tips:Millionaires and billionaires work for different reasons – the why, your main motivation, is the biggest difference.
- BOAT – Belief, Optimism, Assertiveness, Trust in yourself
- You have a choice to be an optimist or a pessimist – but pessimists never achieve anything.
- The discipline of habits is a power that will help you on your way to a Billion Dollar Status.
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Cody Reed shares how to sell cars using social media on The Do This Sell More Show. Dave's guest is Cody Reed, General Sales Manager for GMC.
In this episode, Dave and Cody discuss:
- How the car sales business has changed and evolved.
- How social media has changed the automotive industry.
- Using social media to educate and impact the audience.
- Stimulating referrals and self-promotion.
Key Takeaways and actionable tips:
- There is always a beginning, a middle, and a close of every sale.
- Meet your audience in a niche that is comfortable and easy for you – blogs, videos, email, phone, podcast, etc.
- Regardless of who your customer is, be consistent.
- If it has always worked, keep doing it.
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The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Lacy Boggs , Content Creation Guru.
In this episode, Dave and Lacy discuss:
- Lacy’s journey to becoming the content creation guru she is today.
- Getting written content into the hands of the right people.
- How to create great blog content, white papers and free reports as marketing tools.
- The way to write for marketing (it's different than academic writing or writing for the court).
- How, when, and where to repurpose content.
- Putting your personality into your writing.
Key Takeaways and actionable tips:
- Without great content, nobody is going to stay and read it.
- Think about the goals of the content you are creating.
- We read differently in different formats. We are more likely to commit to reading something on paper.
- Quality and consistency over quantity.
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The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Chris Cicchinelli CEO of Pure Romance.
In this episode, Dave and Chris discuss:
- Why Pure Romance has grown the way it has and the culture of its sales force.
- How people sell with more than just their words.
- Recruiting consultants.
- Success stories of committing to the process.
Key Takeaways and actionable tips:
- Know how to have a conversation. Knowing how to talk to people is the key to selling.
- The consultant is a creator of experience, not just a salesperson.
- Make a connection with people and engage with them, don’t just assume what they need and want.
- The biggest currency in life isn’t money, it’s choices.
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The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Patrick Murphy of Heartland Payment Systems.
In this episode, Dave and Pat discuss:
- The power of having an external orientation.
- Why relationship sales is better than transactional sales.
- How to attract more referrals and build relationships with referral sources.
- The power of a great networking group and networking meetings.
Key Takeaways and actionable tips:
- Have a strong pipeline by having a minimum of 5 first time appointments each week.
- Cultivate referral sources.
- Discipline yourself, force yourself, to be out and selling.
- Think about strategic networking partners, not just your usual contacts.
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The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. This week Dave's guest is Gerry Oginski.
In this episode, Dave and Gerry discuss:* How Gerry got into video and how it has grown his business.
* His secret to making all information interesting.
* The evolution of YouTube and creating content for your videos.
* The beginnings and growth of Lawyers’ Video Studio.
Key Takeaways and actionable tips:* Develop trust with your viewer and teach them something they didn’t know. * The more you continue to give great information in an interesting way, they will continue to watch. * Provide content for your audience, not just about you. * Use the same topic for your video, your blog, your article, and your FAQs. Expand your online content at the same time.
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The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Deb Gabor.
In this episode, Dave and Deb discuss:
- How your brand is your target and the 3 questions to ask to raise their profile.
- Building your brand and story around a specific avatar.
- How to get inside the head of your ideal client.
- Consistency and authenticity in brand success.
Key Takeaways and actionable tips:
- Don’t try and be everything to everyone. Focus everything on your best customer and build the brand for the best customer.
- Your ideal customer is a human being, not a business.
- Irrational loyalty is available to any company as long as you understand your customer’s hero story.
- Don’t get stuck in the middle of the pyramid, go to the top of the pyramid.
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The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Adam Hergenrother.
In this episode, Dave and Adam discuss:
- Maximizing each moment.
- The importance of meditation and Transcendental Meditation.
- Eradicating mediocrity.
- Increasing your mental fitness and training yourself to handle the problems that show up.
Key Takeaways and actionable tips:
- Discipline equals freedom.
- Go to your appointments you have now and cut them in half.
- Clarity equals speed.
- Every day you have the opportunity to create self-mastery – to overcome the voice inside your head that says “no”.
The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Michele Barard.
In this episode, Dave and Michele discuss:* Michele’s mission to help 350 women become entrepreneurs by starting or expanding their side hustles.
* Success stories in her career.
* Converting your passion into your full time.
* Maintaining productivity in a work-from-home environment.
Key Takeaways and actionable tips:* What do you do well that other people see value in? * Utilize your natural network whenever possible. * If you’re writing a book, start building your audience on the front end. * Don’t multitask – there’s no such thing. Either you’re doing one thing really well, or a bunch of things not as well.
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The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Steven Sashen.
In this episode, Dave and Steven discuss:* The Shark Tank Experience.
* Why Xero Shoe is a movement.
* Building a community.
* The reality of the guarantee.
*
Key Takeaways and actionable tips:* Create your product to support the purpose. * Build your marketing based on the customer lifecycle. * A guarantee isn’t dangerous if you have a good product. * Just be a nice person. Don’t let the anonymity of the internet change the way you interact with humans as a human being.
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The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Barry Conchie.
In this episode, Dave and Barry discuss:* Lessons of leadership. * Mindset shift before change is made. * Building complementary partnerships. * Variations on the sales ladder within a company.
Key Takeaways and actionable tips:* Don’t operate on the pretense of success, when evidence says it won’t. * We cannot assess ourselves without bias, take an objective assessment to know your strengths and weaknesses. * Being a brilliant performer in the sales role, is not a guarantee you will be a great sales leader. * Numbers-game sellers and relationship sellers are two different personalities of people.
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The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Jeremy Leveille.
Inbound sales is a significant focus for every business. On this episode of the Do This Sell More show, we focus on the best ways to grow inbound sales.
In this episode, Dave and Jeremy discuss:
- What clicked for Jeremy in sales.
- Jeremy’s approach – both in social settings and in sales settings.
- How your mindset shifts when you just go in without a fear of rejection.
- The connection between comedy and sales.
Key Takeaways and actionable tips:
- Interact with strangers in public, and your sales skills will become better.
- A brushoff doesn’t mean they aren’t interested, it means they aren’t paying attention, so reframe your question and get their attention.
- Be strategic in your prospecting – not everyone will connect to the same pitch.
- Be human, not a robot, in your interactions with others.
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The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Lou Diamond.
Are you ready to become a master connector?
Each week Dave Lorenzo interviews a business leader who knows how to grow revenue with relationship sales. He does this on his YouTube Show titled Do This Sell More. The show is also released as a podcast. This week Dave interviews master connector and best selling author Lou Diamond.
In this episode, Dave and Lou discuss:* The most effective way to sell. * Understanding the people we are trying to sell to and how we can best help them. * The critical mistake not to make when you’re looking to connect. * Customizing as you prospect.
Key Takeaways and actionable tips:* The excess of screen time is affecting not only our eyes, but also our souls. * The only person that matters in the room is the person that you are pitching and connecting to. * Ask great questions. * The most successful people are the ones that prepare the most.
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The Do This Sell More Show is a weekly interview between Dave Lorenzo and a special guest. This week Dave's guest is Alan Weiss.
In this episode, Dave and Alan discuss:* Moving beyond your own cocoon and taking in the rest of the world. * Differentiating yourself as someone you and others want to know. * Networking – it’s a process, not an event. * Creating and maintaining a healthy self-esteem when you’re an independent professional or sales executive.
Key Takeaways and actionable tips:* Be well-read and well-traveled. * Stop talking about your field and start talking about other things. * Charge for value. * Appear in the public square that makes sense to your clients frequently with new intellectual property. * Do not listen to unsolicited feedback.
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This is the Inside BS Show with Dave Lorenzo
In this podcast, you will discover INSIDER Business Secrets, Dave will take you inside Business Strategy and we will always share the indie bull s#it that happens in everything we explore.
The value you'll find in this show comes from our ability to ask questions and convince people to reveal what really happens behind the scenes.
Join us on this journey as we interview professionals, entrepreneurs and other fascinating human beings.