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Inside BS Show — Marketing
Inside BS Show

Would you like to work with better clients, make more money, and build a business that gives you true freedom?

Have you struggled with the loneliness that comes with working long hours and solving the dozens of complex problems you face as an entrepreneur?

Do you ever feel like the most valuable business secrets are shared behind closed doors—where only insiders have access?

Welcome to The Inside BS Show—your daily invitation to step behind the velvet rope and into the room where real business leaders talk strategy, success, and scale.

These are your people. They’ve been where you are, and they’ve gone where you want to go. But most importantly, they feel your pain and can help it go away.

If you’re an entrepreneur, CEO of a private company, or leader of a professional firm, this show is your secret weapon.

On each show we break down the business growth strategies that insiders use to win—revenue generation, building influence, succession planning, hiring top talent, navigating legal minefields, and crafting an exit strategy that maximizes value.

But this isn’t just a podcast—it’s a community. We don’t just talk at you; we bring you into the conversation.

Your host, Dave Lorenzo (The Godfather of Growth), gives you an exclusive front-row seat to the insights, strategies, and behind-the-scenes conversations that drive business success.

A new episode drops each Wednesday at 6 AM.

Want to connect with Dave? Call (305) 692-5531.

What are you waiting for? Join us ON THE INSIDE.

Latest Episodes:

Go For The No And Close More Deals | 631 Sep 27, 2023

Show notes

In this episode, discuss the power of the word "no" in the business realm, and how it can be both a motivator and an empowerment tool. While many people dread hearing the word "no", emphasize the significance of understanding and valuing its role in decision-making and business growth.

Key Points from the Show:

1. Understanding Feedback and Adjusting Strategies:
- It's essential to continually track your progress.
- If something isn't working, make adjustments.
- Receiving negative feedback or 'no' can be common, and it's essential to be prepared for the long game. It can take years to achieve the desired results.

2. Building and Maintaining Client Relationships:
- Developing relationships with larger companies can take up to 10 years, but these can turn into lifelong clients.
- For optimal success, diversify the companies or clients you're trying to engage with.

3. Success in Networking:
- Successfully built the largest group in a networking organization, Provisors, with 56 people, doubling the average size.
- Their secret? They reached out to 350 people to achieve this number, showcasing the importance of persistence.

4. Dealing with Rejection:
- Most people give up after facing a few rejections, but perseverance is the key.
- Recalls a time when someone mistook their networking group for a multi-level marketing scheme. Instead of being disheartened, they pushed forward.
- Remember the 'yes's and forget the 'no's. The people who initially reject might come around later.

5. Attitude Towards Rejection:
- Every 'no' should be viewed as a step closer to a 'yes.'
- Having a short memory helps, especially when handling rejections.

6. Closing Remarks:
- Rejections are a part of the journey.
- It's crucial to maintain a positive attitude and continue pushing forward.
- Share knowledge and experiences with fellow entrepreneurs for mutual growth.

Notable Quotes:
- "I mean, you described a five-year period to get there. Working in a professional services space, I've seen it take up to 10 years to get a really excellent client."
- "So I'm standing in front of a room full of these people yesterday and I said, Hey, listen, how did you guys get 56 people to join your group? It's amazing. You know how we did it? It was really simple. We asked 350 people to join the group."
- "Every time you hear no, the way to look at it is it gets closer. It gets you closer to a yes."
- "You're the field goal kicker, which means you have a short memory. The one you missed yesterday has no impact on the shot you're taking today."

*Note: These show notes provide an organized and concise overview of the podcast episode. For a more in-depth understanding, it's recommended to listen to the full episode.*

Five Ways Entrepreneurs Motivate a Sales Team | 630 Sep 26, 2023

Show notes

In a discussion, shed light on the importance of understanding and optimizing the sales process. Here are the highlighted points:

1. Salespeople Value Different Things: Like everyone else, salespeople have varied motivations. It could be money, time off, competition, or other incentives. Recognizing individual motivations can drive improved sales results.

2. The Sales Cycle: Dave mentions the concept of the sales cycle, which includes the length of time it takes to close a deal and the number of deals required to meet targets. He stresses the importance of setting realistic expectations for salespeople.

3. Sales Training: An ongoing sales training program is crucial. Dave cites that salespeople need consistent guidance, coaching, and training to hone their skills and improve their results.

4. Ego in Sales: Dave shares a personal story about his competitive nature and his willingness to place his reputation on the line. He emphasizes the role of his ego combined with preparation and hard work. He counters the perception that an ego is equated to arrogance, explaining that when combined with effort, it's a vision into the future. Successful figures like Elon Musk, Richard Branson, and Jeff Bezos are examples. They might seem arrogant due to their strong personalities, but their success came from finding a market need, in-depth research, sacrifices, and sheer hard work.

5. Compensation and Equity: Dave highlights the significance of fairly compensating salespeople. He recounts personal experiences where he earned more than a CEO due to his contributions. Business owners should realize these individuals' value and compensate them accordingly, even if it means giving a stake in the business.

Throughout the discussion, the primary takeaway is that understanding and motivating a salesforce requires a nuanced and individualized approach. Tailoring incentives and providing consistent support, training, and fair compensation can propel a business to greater heights.

The Success Formula of a Repeat Champion | 629 Sep 25, 2023

Show notes

In this episode of the Inside BS Show, delve into the concept of ensuring the continued success of a business year after year. Drawing inspiration from an interview with legendary quarterback Tom Brady, they emphasize the power of consistent discipline, not just in the world of sports but in personal and professional spheres as well.

Show Notes: The Success Formula of a Repeat Champion

Segment 1: Holding onto Success

- Emphasizes the challenge of maintaining success once achieved.
- Uses the analogy of winning a championship and then working hard to ensure no one takes it from you.
- Highlights Tom Brady's mindset: After securing his position following Bledsoe's injury, he worked relentlessly to ensure no one could take it away.

Segment 2: The Importance of Preparation

- Explains how preparation in advance is where victories are won, whether it's a trial, a speech, or a game.
- Discusses the emphasis on the hours and years of preparation, honing skills, and perfecting delivery rather than just the execution moment.
- Points out that genuine mastery and confidence come from this thorough preparation.

Segment 3: Delivering in the Moment

- The culmination of hard work is showcased when you deliver in the real moment, like Tom Brady demonstrating his skills on Sundays.
- Mentions that anyone can achieve success by flawlessly executing the fundamentals, sacrificing, and surrounding themselves with the right people.
- Talks about his own experience doing standup comedy late at night, honing his skills in challenging environments, emphasizing perseverance and dedication.

Segment 4: Daily Commitment to Success

- Emphasizes the need for individuals to consistently put in the hard work and make sacrifices to achieve success.
- Discusses the importance of building success day by day, focusing on the unseen efforts.
- Points out that success is not about having innate talent but about putting in consistent work.

Segment 5: Handling Haters and Staying Consistent

- Dave Lorenzo discusses the naysayers in every profession and how dedication and consistent effort are the clues to future success.
- Shares a personal anecdote about conducting a meeting from a closet in his parents' house, stressing the importance of consistency and dedication.

Segment 6: Closing Thoughts

- Challenges listeners to decide on the level of dedication they will bring to their work, emphasizing the importance of daily decisions in determining overall success.
- Dave wraps up by encouraging listeners to share the show with others to help spread the insights and knowledge.

Endnote: Stress the importance of daily dedication, consistent hard work, and sacrifices to achieve and maintain success.

Our Weekly Business Strategy Meeting | 628 Sep 24, 2023

Show notes

Weekly business strategy meeting and they invite you to join them.

Today's show is the sixth episode of a weekly journal they are keeping to highlight what they are doing to build this business from scratch.

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.

Inside The Boardroom with The CEO | 627 Sep 23, 2023

Show notes

This episode is the opening of a live session Dave Lorenzo conducted for a group of CEOs in Washington, DC. Dave is sharing his Relationship Operating System with them so they can increase the value of their business to have more options when they are ready to exit.

Remove Guilt and Increase The Value of Your Business | 626 Sep 22, 2023

Show notes

Five Reasons to Listen to This Episode of The INside BS Show.

1. Self Awareness is Your Super Power: Discover how understanding your true worth and confronting internal biases can elevate your entrepreneurial journey, giving you the confidence to charge what you're worth.

2. Tackle the Guilt Factor: Understand the common emotional barriers like guilt that entrepreneurs face when setting prices and learn actionable strategies to overcome them.

3. Value Recognition: Highlighting the importance of recognizing and charging for the cumulative value of your experience and expertise, beyond just the immediate deliverable.

4. Boosting Conversion: Learn the golden rule that it only takes one "YES" out of a hundred to validate your pricing and why it's crucial to stay firm in your value proposition.

5. Sales Mastery: Delve into the nuances of selling effectively by focusing on client benefits, ensuring you present your services in the best light and get the compensation they truly deserve.

Navigating the world of entrepreneurship comes with its own unique set of challenges, especially when it comes to recognizing and pricing the true value of one's offerings. In the latest episode of the Inside BS Show, seasoned hosts shed light on these intricate aspects. Drawing from their rich tapestry of personal experiences and bolstered by industry insights, they explore the role of guilt in shaping business decisions and the critical importance of standing firm on one's worth.

Key Takeaways:

1. Understanding Value and Pricing:

The value of your product or service is determined by its quality and uniqueness; it shouldn't be undervalued due to external pressures or guilt.
Our ideas about money were developed when we were young and this is where guilt can begin.
You only need one client out of 100 to say "YES" and if they think your price is right, that's all that matters

2. Recognize Your Value:

Charging for services isn't just about the immediate time spent with a client but encompasses years of experience and expertise.
A personal experience where her strategic pitch was used by a potential client who opted for a cheaper service provider, emphasizing the need to value one's offerings.
The market takes you at your own appraisal

3. Eliminating Guilt in Business Decisions:

Entrepreneurs should focus on the business's best interests rather than letting personal feelings dictate decisions.
Selling effectively involves helping potential clients realize how they can benefit from your offerings.
Only reduce your price if you remove value.

In a landscape rife with competition and varied market dynamics, entrepreneurs are often at the crossroads of pricing decisions. This episode underscores the significance of acknowledging the comprehensive value embedded in one's services or products and the pitfalls of letting guilt steer the ship. By embracing the wisdom, business owners can arm themselves with the confidence and strategy to set their prices right, ensuring a fair exchange of value and laying the foundation for long-term success.

Your Blind Spots Are Killing Your Business | 625 Sep 21, 2023

Show notes

In this episode of the Inside BS Show, dive deep into the topic of blind spots and how they can affect our personal and professional lives.

Introduction: The episode begins with introducing the topic of how blind spots can have a detrimental effect on businesses. Dave comments on his new headset, humorously comparing his look to a European soccer announcer or an air traffic controller.

Personal Story: This person, who has a handicapped parking pass, was confronted in a parking lot for using a handicapped spot. The person questioning them assumed the disability was non-existent since it wasn't visually evident. She reveals that the confronter is someone she knows professionally and has interacted with for years. She expresses her shock at the insensitivity displayed.

Blind Spots: The story is a perfect example of blind spots - where the person confronting made assumptions based solely on visual evidence. This not only has repercussions on a personal level but can translate to professional ones too.

Dave's Perspective: Dave introduces a hypothetical scenario - if the confronter had a handicapped child, would that alter perceptions of the confrontation? While it wouldn't justify the behavior, it might offer some context.

Key Points:

Context Matters: The conversation kicks off with the idea that understanding the background of a person's actions can help recontextualize them. This doesn't mean excusing negative behavior, but rather understanding its roots to address the issue more effectively.
Empathy as a Tool: By putting oneself in the other person's shoes, it's easier to understand their actions and the underlying reasons behind them.
The Business Context: How blind spots don't only impact personal relationships but also have implications in the business world. A failure to recognize these blind spots can lead to deteriorating professional relationships, loss of clients, or even employees leaving.
Seeking External Help: Having a trusted circle who can point out your blind spots is crucial. This is because blind spots, by their very nature, are hard for individuals to identify by themselves.
Role Reversal as a Solution: Dave offers a practical solution by suggesting role reversal or reframing the discussion. This helps individuals see the issue from the other person's perspective, fostering understanding and resolution.
Personalizing Workplace Relations: Emphasizes the importance of truly knowing the people you work with. By understanding their personal circumstances, leaders can address issues more effectively. Immediate reactions without understanding can lead to escalated conflicts.
Final Takeaway: Recognizing and addressing blind spots, both personal and professional, is essential. The conversation underlines the importance of empathy, open communication, and understanding as tools to handle these effectively.

The conversation is an enlightening discussion about interpersonal dynamics, the role of empathy in resolving conflicts, and the importance of recognizing and addressing blind spots in both personal and professional settings. It offers actionable advice for anyone looking to improve their relationships and interactions with others.

Cyber Security and Technology Infrastructure | Key Driver of Business Value 10 of 10 | 624 Sep 20, 2023

Show notes

Cyber Security and Technology Infrastructure

In this enlightening episode of The Inside BS Show, dive into the pivotal role of cybersecurity in enhancing business value.

This show is a follow-up to a recent episode with "Cyber" Cathy Miron, "The Queen of the Cloud." Underscore the importance of fortifying your business against cyber threats and lay out the roadmap for doing so.

Key Areas Discussed:

1. Planning A Cyber Security Strategy: A comprehensive approach to ensure that a business's digital assets, data, and networks are protected. This includes identifying potential threats, implementing measures to counteract them, and ensuring that the organization remains proactive in its approach.

2. Cyber Security Audit and Assessment: An evaluation of a business's current cybersecurity measures, aiming to identify vulnerabilities and areas of improvement. It involves assessing both the technological and human elements that might expose a company to cyber risks.

3. Cyber Attack Emergency Response: A pre-defined plan that is activated when a cyber attack is detected. It involves measures to contain the breach, mitigate its effects, communicate with stakeholders, and recover lost data or assets. A timely and well-coordinated response can minimize damages and restore normal operations quickly.

4. Cyber Insurance: A type of insurance policy that offers coverage against losses resulting from cyber-related security breaches or other cyber incidents. It can cover various expenses, from legal fees to notification costs and data recovery efforts.

Dave emphasizes that the episode's purpose isn't to be exhaustive but to spur business leaders into thinking about cybersecurity critically and adopting necessary measures proactively. As cyber threats evolve, so should our strategies to combat them, and this episode is a call to action for businesses to prioritize and invest in their digital safety.

Chapters:
00:00 Cyber Security and Technology
01:38 Planning
07:50 Audit and Assessment
13:30 Emergency Response
15:50 Cyber Insurance

About Inside BS Show

The Inside BS Show 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.

Financial Reporting and Accountability | Key Driver of Business Value 9 of 10 | 623 Sep 19, 2023

Show notes

Financial Reporting and Accountability

In this episode of The Inside BS Show, Dave Lorenzo, also known as The Godfather, dives deep into the financial metrics he believes are essential when assessing the health and value of a business.

1. Cash Flow: This represents the amount of cash a business generates and spends over a particular period. It provides insights into the business's liquidity and its ability to cover its operational expenses.
2. EBITDA (Earnings Before Interest, Taxes, Depreciation, and Amortization): A measure of a company's operational profitability, EBITDA focuses on the earnings from core business operations, excluding financial and non-cash items.

3. Client Lifetime Value (CLV): This metric forecasts the total value a business can derive from its entire relationship with a customer. It emphasizes the importance of customer retention and the long-term value customers can bring to a business.

4. Cost of Customer Acquisition (CCA): This indicates the cost associated with acquiring a new customer, taking into account marketing expenses and other associated costs. A lower CCA is typically favored as it implies a more efficient customer acquisition process.

5. Return on Investment (ROI): A ratio used to evaluate the efficiency of an investment. ROI measures the amount of return on an investment relative to its cost, and it's a vital tool for comparing the efficiency of different investments.

Chapters:
00:00 Financial Reporting and Accountability
01:59 Cash Flow
03:45 EBITDA
08:35 Client Lifetime Value
12:24 Cost of Customer Acquisition
16:39 Return on Investment

About Inside BS Show

The Inside BS Show 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.

Diversification of Business Strategy | Key Driver of Business Value 8 of 10 | 622 Sep 18, 2023

Show notes

Inside BS Show: Market, Industry, & Supplier Diversity

Join the 8th episode of a riveting 10-part series on the Key Drivers of Business Value! In this episode, dive deep into the world of Market, Industry, and Supplier Diversity. Discover how embracing diversity in these areas can skyrocket your business's value, propelling it to new heights. Whether you're a budding entrepreneur or a seasoned business owner, this episode offers a treasure trove of insights to help you reimagine and amplify the value of your venture. Don't miss out on this game-changing perspective on diversification in business! #BusinessValue #DiversityInBusiness #InsideBSShow

Stay tuned for the next episodes as we continue to uncover more drivers that can boost your business!

Chapters:
00:00 Diversification of Business Strategy
01:07 Market, Industry, and Supplier Diversity
03:30 Market Diversification
08:26 Industry Diversification
17:00 Supply Chain Diversification

About Inside BS Show

The Inside BS Show 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.

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