Inside BS Show with The Godfather and Nicki G. (Dave Lorenzo)

In this episode of the Inside BS Show, hosts Nicola Gelormino and Dave Lorenzo provide tips for introverts to make selling easier. They emphasize the importance of shifting the mindset from selling to helping, and suggest seeking to help others rather than focusing on making sales. They also recommend asking friends to introduce you to new people, bringing a wing person to networking events for support, scripting your opening lines to ease anxiety, and owning your shyness to gain empathy and support from others. The hosts encourage introverts to embrace their unique qualities and share the episode with others who may benefit from the tips.

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: 

1. 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. 

2. 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.

3. 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.

4. 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.

5. 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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Dave Lorenzo and Nicola Gelormino share three critical updates on the entrepreneurial journey of their new business: The Exit Success Lab. Dave also discusses his thoughts about being a "savage" in business. 

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.

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.

Be sure and listen to the show and download it using the player below:

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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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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.

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.

Improve Your Business Strategy with Revenue Diversity on The Inside BS Show

Join us as entrepreneurs Nicola Gelormino and Dave Lorenzo break down the complex world of diverse revenue streams. This episode sheds light on the multifaceted dynamics of revenue, demonstrating its pivotal role in crafting a potent business strategy and a successful exit plan.

In this enlightening chat, you'll discover:

-- The nuances that distinguish ad hoc, repeat, recurring, and passive revenues.
-- The way distinct revenue models can amplify your business's worth.
-- The strategic advantages of broadening your revenue horizons for consistent growth and robustness.
-- The transformative power of relationship-based revenue (encompassing repeat, recurring, and passive) in shaping a lucrative exit plan.

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

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.

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.

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.

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.

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.

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?

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.

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.

Learn more about your ad choices. Visit megaphone.fm/adchoices

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. 

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

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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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.

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.

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.

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.

Learn more about your ad choices. Visit megaphone.fm/adchoices

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.

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. 

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. 

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.

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

👉SUBSCRIBE TO MY CHANNEL👈

https://www.youtube.com/davelorenzo/?... 

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.

Listen and download the podcast using the player below:

Learn more about your ad choices. Visit megaphone.fm/adchoices

On this episode of the Inside BS Show, Dave Lorenzo and Nicola Gelormino discuss a five-step process for getting someone to work with you even when it may not be top of mind for them. The process involves understanding the person's goals, why those goals are important to them personally, what has held them back from achieving those goals, how achieving those goals will benefit them personally, and finally, asking if they want help. This process is not about manipulation or influence, but rather about offering something that will genuinely be beneficial to the other person. The key to making this process work is having a genuine passion and conviction for helping the other person.

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

👉SUBSCRIBE TO MY CHANNEL👈

https://www.youtube.com/davelorenzo/?... 

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

👉SUBSCRIBE TO MY CHANNEL👈

https://www.youtube.com/davelorenzo/?... 

On today's Sunday Special, Dave Lorenzo and Nicola Gelormnio discuss Nicola's recent comedy performance and the success of their joint presentation. They emphasize the importance of preparation and taking risks in personal and professional growth. They also discuss the value they provide through their business and the positive feedback they have received. However, they also address the challenges of dealing with jealousy and negative behavior from others. They share their experiences and discuss the importance of surrounding oneself with supportive and positive people. They also mention upcoming events and express their gratitude for their listeners.

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

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.

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

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. 

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:

1. 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.

2. 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?

3. 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.

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!

Learn more about your ad choices. Visit megaphone.fm/adchoices

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

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. 

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.

In the business world, the terms "exit plan" and "exit strategy" often emerge when entrepreneurs or investors contemplate divesting from a venture. Though they might seem synonymous, they have distinct implications:

Framework and Granularity:

Exit Strategy: Think of this as the aerial view or a bird's eye perspective. It presents the overarching method an entrepreneur envisions to step away from the business. Typical strategies could range from selling the venture, launching an IPO, merging it with a different entity, or ensuring its continuity through generational transfer.

Exit Plan: This is the ground-level action plan. It embodies the selected exit strategy and breaks it down into actionable tasks, timelines, and protocols. It addresses finer details such as the enterprise's worth, financial outcomes, potential inheritors or acquirers, and the operational aspects of the transition.

Chronology:

Exit Strategy: Often conceptualized during the early phases of a business, it provides a distant, future-focused direction.

Exit Plan: This is about the 'now and next'. More immediate in nature, it evolves with the business's journey, adapting to changes in performance metrics, market landscapes, or company objectives.

Aspect:

Exit Strategy: Centers around the questions of "what" and "why" – pinpointing the mode of exit and the rationale behind that choice.

Exit Plan: Answers the "how", "when", and "whom" – elucidating the mechanics of the strategy’s implementation, its timing, and the key players in the transition.

Objective:

Exit Strategy: Serves to harmonize the entrepreneur's long-term vision for the business with their individual goals, clarifying the eventual pathway for their business involvement.

Exit Plan: This acts as the safety net, ensuring the transition follows the exit strategy seamlessly, with the least upheavals, fulfilling the entrepreneur's aspirations, be it financial or legacy-related.

The exit strategy and exit plan function symbiotically in a business transition. Where the exit strategy sketches the grand picture, the exit plan fleshes out the intricate strokes to bring that picture to life.

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...

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.

Learn more about your ad choices. Visit megaphone.fm/adchoices

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.

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. 

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

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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https://www.youtube.com/davelorenzo/?... 

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.

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.

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’.

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.

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?

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.

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 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:

Learn more about your ad choices. Visit megaphone.fm/adchoices

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.

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

On this episode of the Inside BS Show, Dave Lorenzo and Nicola Gelormino discuss how to demonstrate integrity in relationships. They emphasize the importance of having an external orientation and giving three times as much as you expect to receive. They also discuss the significance of following through on commitments, being transparent and admitting mistakes, sticking to your beliefs, defending those who are not present, and abandoning the need to be right about small things. They highlight the impact of these behaviors on building trust and deepening relationships.

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?

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:

- Manufacturing slows down

- Real estate purchases slow down

- Retail sales slow down

- Travel (both corporate and leisure) slows

- 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.

Learn more about your ad choices. Visit megaphone.fm/adchoices

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

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

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

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!

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

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.

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

👉SUBSCRIBE TO MY CHANNEL👈

https://www.youtube.com/davelorenzo/?... 

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.

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

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.

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.

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. 

Learn more about your ad choices. Visit megaphone.fm/adchoices

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.

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.

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".

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.

The Ten Big Mistakes Business Owners Make with Financial Management

This episode of our show is taken from actual sessions we've conducted in Exit Success Lab with business owners and the professionals who advise them. If you'd like to be a part of these sessions and increase the value of your business, apply for membership by calling: 1+786.436.1986.

In this insightful episode of The Inside BS Show, hosts Nicola Gelormino and Dave Lorenzo sit down with financial management experts Harry Cendrowski and John Alfonsi to discuss the ten most common mistakes business owners make when managing their finances.

From investing too heavily in new ventures after a sale to neglecting personal financial planning, Harry and John dive into real-world examples that every business owner should hear. Learn how to avoid these pitfalls and set your business up for long-term success.

Key mistakes discussed include:
1. Over-investing proceeds from a business sale.
2. Lack of an exit strategy.
3. Failure to reinvest in the core business.
4. Impulsive spending without ROI analysis.
5. Poor preparation and document organization.
6. Not maintaining a budget.
7. Failure to benchmark performance.
8. Not incentivizing key employees.
9. Ignoring recurring revenue and employee retention.
10. Lack of personal financial planning.

Whether you're a business owner, advisor, or entrepreneur, this episode is packed with valuable insights to help you better manage your business finances and achieve sustainable growth.

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

👉SUBSCRIBE TO MY CHANNEL👈

https://www.youtube.com/davelorenzo/?... 

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.

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. 

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

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 n...

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.

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.

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 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?

If you know someone who would be a great guest on the Inside BS Show, email Dave:  AskDave@DLorenzo.com

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.

Learn more about your ad choices. Visit megaphone.fm/adchoices

Have you ever met a hater who's doing better than you? Me neither. Today we're talking about haters and the grind. 
What do you do when someone throws some shade your way? 
How should you feel? 
Today we discuss how you can turn that into motivation. 

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

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
 

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.

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

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 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

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.