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Inside BS with Dave Lorenzo

Updated 24 days ago

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Frequent episodes on marketing, sales, business strategy and business success. Business consultant Dave Lorenzo asks the questions that give you all the inside bull s#it. If you are a professional service provider: attorney, engineer, consultant, accountant, or an entrepreneur, this show will entertain you with great interviews, help you make more money and give you the inside scoop on all the best secrets most people never share.

Read more

Frequent episodes on marketing, sales, business strategy and business success. Business consultant Dave Lorenzo asks the questions that give you all the inside bull s#it. If you are a professional service provider: attorney, engineer, consultant, accountant, or an entrepreneur, this show will entertain you with great interviews, help you make more money and give you the inside scoop on all the best secrets most people never share.

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18 Ratings
Average Ratings

Love The Series

By terryflores - Jan 31 2020
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Sometimes this podcast does a series with many shows on the same topic. Since I listen once a week, I can get my entire business fix in about an hour and a half and listen to an entire series in a couple of hours. Wonderful.

Short and To the Point

By Berber D - Jan 08 2020
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Each day when I go to the gym I get my 10-20 minutes of sales ideas and it helps me get my day going. I learn something new with each show and it keeps me motivated.

iTunes Ratings

18 Ratings
Average Ratings

Love The Series

By terryflores - Jan 31 2020
Read more
Sometimes this podcast does a series with many shows on the same topic. Since I listen once a week, I can get my entire business fix in about an hour and a half and listen to an entire series in a couple of hours. Wonderful.

Short and To the Point

By Berber D - Jan 08 2020
Read more
Each day when I go to the gym I get my 10-20 minutes of sales ideas and it helps me get my day going. I learn something new with each show and it keeps me motivated.
Cover image of Inside BS with Dave Lorenzo

Inside BS with Dave Lorenzo

Latest release on Dec 03, 2020

Read more

Frequent episodes on marketing, sales, business strategy and business success. Business consultant Dave Lorenzo asks the questions that give you all the inside bull s#it. If you are a professional service provider: attorney, engineer, consultant, accountant, or an entrepreneur, this show will entertain you with great interviews, help you make more money and give you the inside scoop on all the best secrets most people never share.

Rank #1: DTSM 14: Cody Reed: How To Sell Cars Using Social Media

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Cody Reed shares how to sell cars using social media on The Do This Sell More Show. Dave's guest is Cody Reed, General Sales Manager for GMC.

In this episode, Dave and Cody discuss:

  • How the car sales business has changed and evolved. 
  • How social media has changed the automotive industry. 
  • Using social media to educate and impact the audience.
  • Stimulating referrals and self-promotion.

Key Takeaways and actionable tips:

  • There is always a beginning, a middle, and a close of every sale. 
  • Meet your audience in a niche that is comfortable and easy for you – blogs, videos, email, phone, podcast, etc. 
  • Regardless of who your customer is, be consistent.
  • If it has always worked, keep doing it.

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

Jun 27 2019



Rank #2: DTSM 63: Client Says: "How Much?" You Say...

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When prospecting for sales, you’re often going to get prospects who come out of the gate with one common question:

“How much will it be?”

For many people it seems like there’s an easy answer, all you have to do is give your price. But if you want to consistently close the deal in this situation, you’re going to have to take a different approach.

Giving a prospect your price right away lets them compare you to your competitors without any context for why you’re the better choice. Before you ever name a price for your services, you need to make sure the client understands your unique value.

In this video I talk about how you can overcome this common objection in sales and consistently close the deal.

Don’t be fooled by playing into this question. While it might seem harmless enough, it’s actually a sales objection in disguise. And like any sales objection, if you want to make the sale, you’ve got to learn the right way to respond.

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

Oct 20 2019



Rank #3: DTSM 23: Rules For Consultative Sales

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There are a few rules for consultative sales and I outline them here. This is the first episode of our new daily format. Watch the Do This Sell More Show on my YouTube Channel The Dave Lorenzo Daily.


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.

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

Sep 10 2019



Rank #4: DTSM 83: How To Handle Rejection In Sales

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As salespeople – and as human beings – we inevitably face rejection from time to time. In this show, I explain how to handle rejection in sales. I talk about the importance of believing in yourself to get past the negative aspect of selling we all dread – the moment someone says “no.”

We all want to be liked, so when potential clients tell us they’re not interested, it hurts. Although you can’t diminish the sting of being turned down, you have to recover. You need to find the next “yes.”

Here’s how to handle rejection in sales, build up your rejection armor, and get back in the game:

1. Keep a gratitude journal. Write down three things you’re grateful for every day. Focus on areas of your life that are going right. Review your journal morning and night. 

2. Before calling a new prospect, read a testimonial from a client you’ve helped. If the call doesn’t go well, read two or three more testimonials from satisfied clients. 

3. Contact a client with whom you have an especially good relationship. Enjoy a positive conversation and boost to your self-confidence. 

4. Teach someone something. Teaching is giving, and when you give, you feel good about yourself. Realize the importance of believing in yourself as a valuable person who matters to others. 

5. Think about your unshakable beliefs and values. Remember that you’re a good person who’s doing good things. 

Learning how to handle rejection in sales is all about realizing the importance of believing in yourself. Overcome your fear of being rejected by recognizing all that you offer. And when you do get turned down, concentrate on the next deal – it’s right around the corner.

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

Nov 09 2019



Rank #5: DTSM 74: How Your Attitude Impacts Sales - The Best Way To Start Your Day

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Ask any successful person in business and they’ll you the same thing:

Your morning ritual is CRUCIAL if you want to build consistent success.

As the first part of your day, your morning dictates everything that comes after it. If your morning goes wrong it can mess up your momentum for the rest of the day.

There’s no better way to ruin your productivity than to neglect a good morning routine, so it’s important you get it right.

That’s why I want to share some of my trade secrets with you today..

In this show I share my best tips for how to start your day off right.

Learn to master your mornings and watch your days become more productive than ever.

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

Oct 31 2019



Rank #6: DTSM 65: Building Your Credibility As An Expert

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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.

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

Oct 22 2019



Rank #7: DTSM 79: How Your Role As A Sales Manager Can Help Increase Revenue

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In this show I share 6 ways you can drastically increase sales for your team as a sales manager.

➜ How you can make more money for your team as a sales department manager

➜ 6 key tips for managing a sales team

➜ The one thing you must STOP doing Immediately to boost sales team productivity

As a sales manager, you have a lot of responsibility for your team.

Your reps may be the ones out in trenches, but you’re the one who makes sure operations are running smoothly so they can do their work well. 

You’ve got to be willing to do things and get in the thick of it to make sure your team not only meets their goals, but exceeds them.

I see sales managers all the time who fail to take key steps that lessen the loads on their teams, and this only ends up in reduced sales.

Reducing meetings, makings collection calls, and fighting for every penny your reps make are just some of the many things you can do to help your department sell more.

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

Nov 05 2019



Rank #8: DTSM 37: How To Deliver A Great Presentation And Get More Leads

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This is show 2 of a 6 part series on how to get more leads. Be sure and watch the other five shows in this series (or listen to the five other shows on the podcast (player and link at the bottom of the article below).

One of the most effective ways to get more leads is through public speaking. By learning how to deliver an effective presentation, you can leverage your position as a speaker to generate leads and get client referrals.

Public speaking is effective because it produces instant credibility. Someone invited you and introduced you on stage. No matter what you’re selling, you’ll be seen as the expert in that product or service because you’re the only one speaking.

Watch this episode on YouTube:

[embedyt] https://www.youtube.com/watch?v=_1qyNgMeEUw[/embedyt]

Another benefit is that it creates rapid relationship development. You’re talking to 100 people and they’re carrying on a conversation in their minds. This means that all of those people will have thought about you and what you’re offering, which brings you that much closer to working together.

These benefits can help you immensely in building up a client base. However, it’s important to know how to deliver an effective presentation that will indeed allow you to reap these benefits. Speaking engagements are considered lead generation activities only if you actually end up with leads.

In order to get leads, you’ll need some way to qualify the audience in terms of their interest. For example, you can create a free report on the topic that you’ve chosen to give a speech on and offer it to people during the event. Those who express interest in the free report will then become your potential clients because you know that they’ve heard you and are possibly looking to go further.

Whether it’s a keynote address, a breakout session, or a training session, public speaking can be one of the best lead generation activities if you know how to deliver an effective presentation. Get in front of people and create value. That’s how you get more clients.

Listen to the podcast:

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

Sep 24 2019



Rank #9: DTSM 85: How To Recognize Buying Signals

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In this show we cover 5 ways to recognize buying signals. 

Buying Signals in Sales Training tip 1: Prospect comes into your office for a consultation. Buying signals over the phone are similar. The prospect calls your office for a consultation. 

Buying Signals in Sales Training tip 2: The prospect comes to an event you host. This is not because you can read buying signals body language. The simple fact that people are taking time out of their day, traveling to, and participating in an event you are hosting is a buying signal. 

Buying Signals Sales Training tip 3: The person presents a problem you can solve. When prospect begins to tell you his story it includes something you can help them with, that's a buying signal. 

Buying Signal 4: The customer willing participates in the buying process. If you outline the customer buying process and the client opts into it, they want to buy. For example: You put out a video with a case study that walks the viewer through the buying process. The clients that come to see you, watch that video in advance and then follow that process themselves. 

Buying Signal 5: The prospect asks about price or financing or the start-up process.  

These five buying signals are often not obvious to people who have not been focused on them. The hope is that this video will help you recognize buying signals in the future.

If you work in b2b marketing or b2b sales Dave Lorenzo offers sales training, sales techniques and sales tips you can't miss. Be sure to subscribe. 

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

Nov 11 2019



Rank #10: DTSM 39: YouTube and LinkedIn As Lead Generation Tools

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In this show, I cover how to prospect on LinkedIn and go over some of the uses of Youtube that you may not have been taking advantage of up to now. Using these resources can help you immensely as long as you know how to manage them in the right way.

[embedyt] https://www.youtube.com/watch?v=9wE0Lfbu1Zc[/embedyt]

One mistake that’s important to avoid on LinkedIn is accepting just anyone who wants to connect with you. You should be connecting with clients or with people who can provide you with referrals.

Likewise, other people should be able to go through your network and request to connect with your people. This means you should know who’s in your network and you should be able to trust them. It’s a good idea to have at least introduced yourself to the people in your network.

Aside from knowing how to prospect on LinkedIn, it’s also important to familiarize yourself with some of the uses of Youtube. I recommend doing an interview show each week in which you talk to potential clients about their businesses. You can then share the video with your LinkedIn network. This is a mutually beneficial proposition because both you and the interviewee will be gaining visibility.

Another way you can use Youtube to your advantage is to take the video that you upload and just use the audio to create a podcast. There’s nothing wrong with having both a video and audio format of the same content.

If you know how to prospect on LinkedIn, it can be an extremely useful resource. By learning how to do it in an effective way, along with learning the different uses of Youtube, you can expand the number of potential clients that you have while delivering valuable content.

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

Sep 26 2019



Rank #11: Ignore Unsolicited Advice: Ten Days of Success

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You know the situation. You've just finished a speech, or published a paper, or delivered a performance on stage. You're satisfied because your weeks (or months) of hard work completed, you wipe the sweat from your brow and receive congratulations from friends and family. Then, out of nowhere, a colleague approaches and offers to give you some "feedback."

What follows is a critique of the exact points you thought were the strongest aspects of your performance. As you thank this person for their feedback, you're secretly deflated. In spite of all the praise from people, all you can remember is the unsolicited criticism.

Here's another scenario:

As an entrepreneur, you study the market for your services. You have a planning session with your mentor and you've decided on a strategy. You prepare and begin to execute your plan. You're happy with how it is going. At that point, your uncle Joe calls and tells you you're doing it all wrong. He has other ideas. Uncle Joe hasn't worked in your business, in fact, he is a dentist and you are an attorney.  Yet his guidance weighs heavily on you. All those good feelings you had about your strategy are now gone. 

Both of these scenarios happen everyday. I know. I hear the stories from my clients.

Unsolicited advice is a killer.

But it doesn't have to be.

You Must Ignore Unsolicited Advice.

Here are five reasons why:

It's About EGO: Theirs: Unsolicited advice is not for the benefit of the receiver. It is for the benefit of the person giving the advice. It makes them feel better about themselves.

Sometimes It's About POWER: Several psychological studies have shown that unsolicited advice is used as a way for the sender to demonstrate their power over the receiver. This is not only a weak way to "one up" someone, it's also damaging to the person receiving it.

Advice Must Come from Someone You Respect: If you didn't ask this person for guidance, you must dismiss it. If you didn't respect this person enough to reach out to them, forget about it.

The Advice Sender Is Jealous: People who are jealous will often go out of their way to bring down the object of their envy. If someone is your rival and they give you advice, that you didn't ask for, it's because they want what you have.

You Strengthen Your Self Confidence by Rejecting Bad Advice: Let's face it, most unsolicited advice is garbage. When you reject it, you reenforce your independence. That should make you feel good.

Here's the bottom line: Unsolicited advice is only for the benefit of the sender. It must be ignored and aggressively rejected.

May 08 2020



Rank #12: DTSM 70: Get Your Sales Team Ready For Recession 2020

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Is a recession coming in 2020? The answer is YES. But by doing things like focusing on recession proof businesses and deepening your relationships, you can weather the economic downturn.

We don’t know exactly when the recession will come in 2020, but we know that it will. 

So, here are four things you can do to prepare your sales team for the downturn:

First, you should condition your clients for referrals. Every time you interact with a client you need to deliver something of value above and beyond the product you offer. By delivering value, you can ask for introductions to specific people in return. Referrals are important when there is a recession coming because once it starts you’re not going to want to invest in advertising and client acquisition.

The second thing you should do is to focus on energy, healthcare or government. These are considered recession proof businesses because they’ll always be needed. Start filling your contacts with people who are in these areas.

The third thing is to identify new market segments. Every recession gives rise to new opportunity. In the 2008 recession there was opportunity for people who could buy houses and resell them. Look for these segments and start moving toward them before the recession comes. 

Lastly, focus on deep relationships. Figure out how you can provide multiple revenue streams for your clients. Think about expanding your service or product line so that you can do everything you can to help them.

You don’t need to wonder if there is a recession coming because we know that it is. Instead, think about how you can get more referrals, focus on recession proof businesses, and find new opportunity. 

Those are the things that will get you through the recession.

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

Oct 27 2019



Rank #13: No Guilt! Day Three of Ten Days of Success

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One thing holds good people back more than anything else. It is guilt. People who don't have the success you enjoy will try to make you feel guilty. You must ignore that. Season 2 Show 24 episode 146.

In this episode of the show we discuss how to ignore the people who throw guilt at you and how to combat those threats of guilt.

Everyone feels guilty about something.

If you want to be successful, you'll ignore people who make you feel guilty for things you should be doing on a day-to-day basis.

May 06 2020



Rank #14: DTSM 92: Leverage In Sales: Get In Front Of More People And Sell More

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In this show, I explain how public speaking events can help you gain leverage and improve your productivity. 

Now, what is meant by leverage?

When I mention leverage, I’m referring to your ability to work with optimum efficiency. Let me give you an example of what I mean.

Let’s say you want to reach clients through one-on-one networking. Well, you have three meal periods each day and 21 per week including weekends. If you dedicated half of them to business growth, you’d have breakfast, lunch, or dinner with someone about 10 or 11 times each week. 

From those 11 or so meetings, probably half of them will result in a referral. From 100 of these meetings in a month, you’ll get about 12 clients. That’s the best case scenario. Plus, you’re paying for those meals. This is certainly not what is meant by leverage when trying to get new clients.

Okay, now let’s look at public speaking events:

You book one speaking engagement each month in front of 150 people. Of these people, 10% connect with you and immediately engage you. Another 20-30%

engage you during the course of the next year. 

You invest the same amount of time and energy before and after the speaking engagement but you spend no money. That’s leverage.

Here are some other ways to gain leverage: 

- publishing

- strategic alliances

- advertising for lead generation

- direct mail

- educational events

Hopefully you now not only understand what is meant by leverage but you’ve also begun to think of ways to get more leverage. Whether it be public speaking events, publishing articles in trade journals, or forming strategic alliances, try one of these methods and boost your productivity.

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

Nov 18 2019



Rank #15: Your 2020 Growth Strategy

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In this show we discuss how to set your strategy for 2020. 

This includes running your business like a CEO. That means working "on" your business instead of "in" your business.

There are five areas of focus for a business owner. They are:

  • Administration
  • Accounting
  • Operations
  • Sales & Marketing
  • Business Strategy
You should be spending most of your time focused on just two of those areas. we discuss why and how you make that happen. 

I also share with you my five favorite sales & marketing strategies for 2020.

Dec 04 2019



Rank #16: DTSM 73: 5 Habits Of Highly Successful Salespeople

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What are good habits for sales and why are they so important? This show is all about how to become a good salesperson and in it I cover the five most important sales habits for success.

The first habit is to do the same things at the same times every day. By following a formula that you know works, you’ll be able to protect yourself against sales slumps. Although you may run into days when sales are slower, you’ll find that overall you’re way more consistent.

The second habit is to go big or go home. After all, what are good habits if they don’t lead to more income? By thinking big, you’ll gain confidence and will be ready to accept offers from big companies.

If you really want to learn how to become a good salesperson, you also have to ignore critics. When someone gives advice that’s unsolicited, it’s probably serving their interests rather than yours. When you do want advice, make sure it’s from people who have done what you’re trying to do.

Fourth, seek constructive feedback. You need to connect with people who are more successful than you so that you can have something to aspire to and learn from. 

And the fifth habit is to put relationships first. Relationships are more important than any deal. You can always make other deals but relationships take time to build. Likewise, make sure you value client relationships and do what you can (within reason) to accommodate them.

If you’ve wondered to yourself, “what are good habits in sales?” you now have a few essential strategies that will help you be more successful. Learning how to become a good salesperson takes time and effort, but with these tips you’ll be well on your way.

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

Oct 30 2019



Rank #17: Guard Your Time: Day Four of Ten Days of Success

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The most precious thing in your possession is your time. You must guard it from the people who want to come and steal it from you. In this show we share three ways you can protect your time and stay sane.

The three ways to guard your time are:

1.  Budget Time Like You Budget Money
2.  Create a "got a minute" list
3. Stop multitasking

This show is brief and powerful. Don't miss it.


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

May 07 2020



Rank #18: DTSM 11: Patrick Murphy: Relationship Based Sales

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The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Patrick Murphy of Heartland Payment Systems.

In this episode, Dave and Pat discuss:

  • The power of having an external orientation. 
  • Why relationship sales is better than transactional sales.
  • How to attract more referrals and build relationships with referral sources.
  • The power of a great networking group and networking meetings.

Key Takeaways and actionable tips:

  • Have a strong pipeline by having a minimum of 5 first time appointments each week. 
  • Cultivate referral sources. 
  • Discipline yourself, force yourself, to be out and selling.
  • Think about strategic networking partners, not just your usual contacts.

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

Jun 06 2019



Rank #19: DTSM 75: How To Overcome The 6 Most Common Objections In Sales

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Understanding the psychology of buying is an essential part of overcoming common sales objections. In this tutorial, I give you six sales objection handling examples that you can copy and use to put objections to rest.

Here are those six sales objection handling examples:

- Unspoken objections. Sometimes customers have objections that they can’t quite articulate. By asking open-ended questions, you give customers the opportunity to really consider their problem. Say something like, “What has prevented you in the past from solving this problem?” You can then gauge the prospect’s level of urgency.

- Control objections. If a prospect sounds reluctant, acknowledge their concerns and help assuage their fears. The psychology of buying dictates that clients want to feel in control of the process. Mention client success stories and let them know they’re in charge of choosing a similar wise course of action.

- Projection objections. When a customer is angry and taking it out on you, remember that it’s not about you. Acknowledge their feelings, and then ask, “Why did you invite me here today?” This will flip the script and help to calm them down.

- Genius Objection. Often the client likes to show off their knowledge. Flatter the client and make them feel valued. This will win them over.

- Process, product, and procedure objections. These logic-based objections should be countered with your expertise and by allowing clients to use and enjoy the product.

- Post-sale objection. After the sale, the prospect will want to feel like they’ve made the right decision. Emphasize the benefits by asking them to consider the value you’ve provided.

By taking the approach I’ve outlined in these six sales objection handling examples, you can use the psychology of buying to your advantage and overcome common objections.

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

Nov 01 2019



Rank #20: DTSM 91: How Sales Managers Lead By Example

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➜ Sales manager skills & qualities to improve your team’s performance

➜ Development areas for managers in sales

➜ How to lead your team, grow your revenue and make more money

As a sales manager, it can be easy to just play the backseat when managing your team. 

It’s common for sales managers to fall into that habit, never doing any of the tasks that they delegate themselves.

But the best sales managers do just the opposite.

One of the most important skills for a sales manager to learn is the ability to lead from the front. You have to develop the willingness to show that you aren’t afraid to get your hands dirty, even as a leader.

It’s not your job to sit back and watch your team’s performance, it’s your job to lead by example.

In this show I talk about the 5 ways you can start leading your team from the front and increasing their sales.

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

Nov 17 2019



How to Get Ready for 2021

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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:


Dec 03 2020

1hr 40mins


Never Trust People Who Are Late

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Rule number one in business is show up on time. 

If you cannot do that you are not to be trusted. 

Be sure and listen to today's show to prevent this HUGE mistake.

If you don't like what you hear about this subject, you're probably sabotaging your business.

Dec 02 2020



Repetition as a Persuasion Tool: It Works

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Dave Lorenzo gives you the Inside BS of Persuasion with repetition in today's show.

Frequency builds trust. This is true of frequency of interaction as well as frequency of communication. But it goes deeper than that.

The message you communicate will be more persuasive if you repeat it over and over again.

Why does this work?

Because it is a shortcut for our brain.

If we hear something over and over and over again, our brain takes it as a short cut to the truth. Subconsciously we receive the code: "Again and again, this is true, no need to vet that message."

Of course con artists and charlatans know this and they use it to their advantage.

President Donald Trump is the perfect example. Right now, as we write and record this, he is telling anyone who will listen that there was fraud in the 2020 election. He offers no proof. There is no proof of wholesale election fraud. He's filed court case after court case that has been thrown out because his team has offered no evidence of fraud.

Yet 40% of the American public now believes there was some fraud in the election.

While this is clearly a nefarious use of the concept, you can use it in a similar fashion to help your clients and grow your business.

Here is the Inside BS on persuasion: Here's how to do it (listen to the show for detail):

First: Have a clear understanding of your message. What do you want to convey? What do your want your audience to think? What do you want the audience to do?

Next: Commit to the message. There is no half-measure that will work. You must be committed to forceful and frequent decimation of the message. Be so committed that you'll repeat it over and over again until you cannot stand it yourself.

Finally: Create a few succinct phrases that you can use over and over again to reenforce your message. Then use them over and over again. 

This was the Inside BS on persuasion. be sure and subscribe and listen each day as we reveal more Inside BS.

Dec 01 2020



Marketing, Sales and Business Strategy: Only The Name Has Changed

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We grow and evolve or we die. 

That is a universal truth in life. 

Today's show is about change - why it's good and why you need it. 

This is the perfect time for you to change what you're doing, adjust to the needs of your clients and make yourself happy. You can do all of those things at the same time.  

In fact, this is precisely what good marketing does.  It leverages your strengths and aligns them with the needs and the desires of your clients. 

Here are five reasons to adjust your business strategy (we go into detail on the show).

Reason 1: Your clients no longer have a need or desire for your services.  Blockbuster Video, Netflix | IBM: Computers vs. Consulting Services

Reason 2: You hate what you're doing. You're not leveraging your strengths.

Reason 3: The economics of the situation no longer work. 

Reason 4: The ground has shifted under your feet. Pandemic? Recession?

Reason 5: Something pulled you in a new direction. Post-it notes.

Regardless of when you are listening to this episode of the show, this is the perfect time to evaluate what you are doing and make a change.  It can be a gradual or a slow change. It doesn't have to be all or nothing. 


Dave Lorenzo has been podcasting for years but the latest evolution of the show focuses on taking you inside brilliant strategy, sharing insider business secrets and generally cutting through all the bull s#it in life and giving you the straight scoop on making a great living and living a great life.  

If you know someone who would be a great interview subject for the show, reach out to Dave at 888.444.5150 or AskDave@DaveLorenzo.com

Nov 30 2020



How Do You Start a Professional Practice in a Recession? Interview with Dave Lorenzo

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This is a Father's Day Special. Nicholas Lorenzo interviews Dave Lorenzo about his career and his life. One of the most interesting questions was: "How did you start your consulting practice in a recession?" Join us for this fun and heartwarming interview that will help you grow your practice and inspire you.

Spend a few minutes with the Lorenzo's this Father's Day. You'll be glad you did.

Jun 21 2020



Become Rejection Proof: How to Come Back Stronger

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Rejection is a part of life. The only time rejection becomes a problem is when you let your fear of it prevent you from aggressively taking action. On today's show we talk about how you can make yourself rejection proof.

Here are the five ways to make yourself rejection proof.

First: Make sure you have lots of things happening so you don't rely on only one opportunity. This means multiple streams of revenue. Multiple lead generation strategies, multiple clients in each sector, multiple options for working with clients.  Options, choices and diversity in revenue helps take the sting out of any single set-back.

Second: Put your external orientation into practice each day. Give referrals, testimonials, and online recommendations each day. This helps you feel like you're helping people because you are actually helping people. This will come back to you in many ways, not the least of which will be referrals.

Third: Read the testimonials people have prepared for you. Watch the video testimonials people have shot for you. They are all true. Reflect on the value you delivered to those people.

Fourth: Call some clients. Talk with them about their business. See if they need help with anything. This will strengthen your relationship with them and make you feel great.

Fifth: Exercise. That's right, move around. This will help you change your state of mind. It will release endorphins (a chemical that helps you feel good) and it shifts your focus away from work for a little while.

Rejection is temporary. You will absolutely remember your big wins and every one of them came as a result of the experience you had from being rejected.

Jun 20 2020



Top Five Networking Mistakes and How To Avoid Them

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There are five HUGE networking mistakes most lawyers make and all of them could be avoided. I outline these blunders below. How many of them do you make?

Mistake One: Not Showing Up Consistently

You need to show up, on time, every time. People need to find you reliable and predictable. That gives them confidence. If you constantly attend networking events and you always keep your appointments, people will trust you. Trust is the foundation fo referrals.

Mistake Two: Not Putting In The Work

When you show up, you have to connect with people and listen to them. This is hard work. Don't get me wrong, it's not swinging a sledge hammer or laying concrete, but it is hard work nonetheless. Making a true, empathetic, genuine connection with another business owner is critical to networking success. If you want multiple referrals each month, you need to do this over and over again.

That's work and you need to do it.

Mistake Three: Not Following Up

After the initial meeting the real work begins. This is the follow-up. Adding people to your contacts database, sending them weekly email newsletters and monthly direct mail newsletters, and reaching out to have regular conversations, is all part of the program. If you don't do this, you won't generate new referrals.

Mistake Four: Not Giving More Than You Receive

You cannot expect to get referrals unless you give referrals and it is not proportionate.

Successful networkers give about three times more referrals than they receive. So to get 10 new referrals during a month, you should be passing at least 30 referrals per month to people in your network. Why is this? It's because people need to 1). Build up their trust in you. 2). Understand your referral expectations. 3). Discover what to listen for to connect you with someone good. 4). learn how to make the connection to you in a way that is successful.

Teach people how to refer you by the way you refer business to them.

Mistake Five: Not Asking for Referrals

People will refer you if you ask them.

Ask to meet someone specific. Give them the name of the person you want to meet. Give them their title. Give them the name of the company they work for. Give them the industry. Tell them why you want to meet that person.

All of these things are essential.

When you ask with this level of specificy, you'll be successful.

If you want to get more referrals and be more successful networking, stop making these mistakes.

Your bank account will be glad you did.

If you're interested in a shortcut to referral success, join my Inner Circle Community. We not only teach you how to pass business and receive referrals, we help facilitate the referral process among our members.

One of the members of my inner circle community just received a closing on a real estate deal that will net him six figures. Another member of the community passes some business that was worth $17,000 directly to the attorney.

We are seeking attorneys in all practice areas, in several jurisdictions. In Miami we need a good trust and estates attorney, an immigration attorney, and a bankruptcy attorney, In New York we need trust and estates, real estate, family law and personal injury.

In other areas of the country, we are open to suggestions.

The investment to become a member of this community is $1,099 per year. This is easily recouped from just one new matter.

To join follow this link:


The investment will increase on June 15, 2020. Don't wait. Take advantage of this offer right now.


Jun 13 2020



You Are Not Moving Fast Enough: Five Ways To Grow Rapidly

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Each week five or six new people (sometimes more) come to me looking for help in growing their professional practice.  They all start the conversation with the same phrase: "I don't know what I'm doing wrong."  In today's show I give you the answer.

You're not moving fast enough.

There are three reasons why this happens:

You don't realize the problem. This is typical of people who make just enough money to survive. I was once one of those people. Then one day I realized that if I increased my expenses, my income increased to match them. This told me I could make as much money as I wanted. So I set my mind to implementing as many business growth strategies as possible and as quickly as I could.

You lack clarity of purpose. We discussed this earlier this week. Your print purpose is to grow, If you're not growing, you're dying. Do Something today to enable the growth of your business.

You don't believe in the real solution. If you're stubborn, set in your ways, you're doomed. That's all I need to say about that. If you're not "ALL IN" on business development strategy for your firm - and your individual practice - nobody can save you.

Here are the five things you can do today to increase the speed of your growth:

First:  Abandon perfection. When it comes to marketing your professional practice, you need to fail, forward, fast. Don't worry about typos. Forget the little stuff. in most cases you can fix anything that is broken before most people notice.

Second: Grow each day. I shared a list of ten things I try to do each day. I consistently do 3-5 of those things. I'm clear on the purpose of my business and I complete that mission daily.

Third: Set goals. write them down and review them each day. If you have goals and you focus on them, you'll eventually crush them. If you don't, you won't.

Four: Ignore unsolicited feedback. There are people all around you who will tell you, you can't or you won't. Remove them from your life.

Fifth: Model successful behavior. There are many people who can help you. Look at your peers and copy best practices from those who are successful. If you want a true shortcut, apply to join my Inner Circle Community. We attract the best practitioners, share their success habits and refer business to each other.

Follow the link below to join.


Jun 11 2020



How To Handle Creditors During a Pandemic: An Interview With Jeff Bast

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Many businesses are dealing with creditor calls during the current economic downturn. This recession is different because it was caused by a pandemic and many businesses have been impacted. How should you handle it? This interview has the answer to that question and many more.

Join us for an interview with Miami Bankruptcy Attorney, Jeff Bast.

About Jeff Bast

Jeff has been practicing insolvency law for more than 25 years. He represents clients on bankruptcy and bankruptcy avoidance, emphasizing corporate reorganization, workouts, creditors’ rights, and commercial litigation both in and out of bankruptcy court. He also provides insolvency-related transactional advice and has extensive experience with all aspects of bankruptcy sales and acquisitions. Jeff represents corporate and individual debtors, shareholders, trustees, receivers, indenture trustees and creditors’ committees, as well as secured and unsecured creditors in complex workouts, reorganizations, and liquidations.

After law school, Jeff completed two bankruptcy judicial clerkships in Texas and Florida. He then practiced law in the restructuring groups at two international law firms, where he was elevated to equity partner. In 2008, Jeff left the big firm life to start his own practice. In 2009, he founded Bast Amron LLP with his partner Brett Amron. The firm is now widely recognized as one of South Florida’s top boutique firms delivering sophisticated advice to an array of clients with complex commercial disputes.

Jeff is a frequent speaker and writer both in the U.S. and abroad on topics related to insolvency. Jeff has been recognized by his peers and numerous publications for professional excellence including: Best Lawyers in America, Chambers and Partners, Martindale Hubble, South Florida Legal Guide and Florida Super Lawyers.

Contact Jeff Bast

Jeffrey P. Bast

Bast Amron Attorneys

SunTrust International Center
One S.E. Third Ave., Ste. 1400
Miami, Fl 33131

Jun 10 2020



How To Grow Your Law Firm On Your Own Terms

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This is a great interview of Dave Lorenzo about growing a professional practice on your own terms. If you want a business the enables your lifestyle and you want it while practicing law, listen to this interview today.

Jun 08 2020



The Fish Doesn’t Realize What A Great Swimmer He Is: An Interview With Lisa Larter

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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

Jun 07 2020



Clarity of Purpose: Do Something To Grow Each Day

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You must approach each day with clarity of purpose. That means you must focus on the main reason for your business’ existence each day. The reason my business exists is to grow through helping people, so I need to do something to grow my business each day before I do anything else.

This means if I have a client project that will take up most of my time, I first focus on doing something to grow my business, and after I’ve accomplished that task, then I focus on the client project.

I realize that without new revenue – there is no business.  Growth is my business purpose. I am TOTALLY clear about that.

Before I do anything else, I focus on growth in my business. Growth is my purpose. 

Here are the ten things I do each day to focus on growth. I may not be successful at all of these, but I make sure I am successful in accomplishing at least one.
  1. Close a Deal: Of course, getting a new client on board is great. I try this first. 
  2. Send out a New Client Proposal: I have a high closing rate of these proposals so if someone is waiting for one, every minute they wait delays me attracting a new client. 
  3. Give a Referral: If I give one, I will get one down the road.
  4. Give a Testimonial: This helps me deepen a relationship and that will lead to new business.
  5. Receive a Referral: Getting a new referral means I have a deep relationship with a referral source. 
  6. Receive a Testimonial: This again reinforces a deep relationship. 
  7. Book a Speech or Webinar: This is a great lead generation opportunity.
  8. Write and Email or Sales Letter: This will potentially attract a new client.
  9. Call a Prospect: I pick up the phone and have a conversation. I don't try and sell I simply ask how the person is doing.
  10. Add a New Person to My Database: This is someone I suspect will be a client or a referral source someday. Growing my list is not only important, it is necessary
You must have clarity about what you need to do. Growth is job 1.

If your business doesn’t grow, it dies.

Jun 06 2020



To Get a "YES" ask for "NO"

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If you want to close more deals you have to cut off all the other options. This means asking for "NO" a lot. What do I mean? How could this possibly work? Listen to today's show and find out.  

Please note: The notes below do not do this strategy justice. I've used this for everything from closing multi million-dollar deals to getting my kids to clean their rooms.  You've got to listen to this episode. Please click the link and listen today. 

Most people who make decisions are afraid of risk. They're afraid they will get burned or look stupid or not get a great deal or be laughed at or have someone tell them they made a mistake - or all of those things and about one thousand others. This leads them to say "NO." a lot.

"No" is safe. "No" makes them comfortable. "No" is empowering.

When you give people permission to say "No" they trust you. 

That's when a real dialogue can begin.

When you are starting a sales process or a business development process or a negotiation, always give people questions they can answer with a "no" right at the outset.

"This isn't a good time to talk is it?"

"You wouldn't be interested in helping me put my kids through college would you?"

"You don't have an extra million dollars in your budget to invest in my services, do you?"

Those are funny little throw-away lines and they can break the ice but they also have a powerful psychological impact because they give your counterpart the opportunity to say "no" to you and that makes him comfortable.  

As you go through the sales process you need to keep testing your counterpart and let him know you expect him to say "no."

"So Mr. Smith, you said you didn't have a budget number in mind and I understand that.  Would spend one million dollars on this service?  


"Ok. Would you spend $100,000?" 


Ah. So, How about $50,000? If the return on investment looks like it's 100%?


You see how that worked? We went from "I'm not giving you a number!" To a reasonable range.

You can do this with any question or situation.  

"Mr. Jones, when would you like to start?"  

"I'm not sure."





"Okay so sometime in the next three months."

Here's the bottom line, at the outset of your conversation, you give your counterpart the opportunity to say "No" and you can then get the answers you want.

Jun 05 2020



The Referral Shortcut for Lawyers and Other Professionals

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On this episode of the show I share the secret to attracting new referrals for lawyers (actually I share three secrets and a shortcut at the end of the show. be sure to join us.

Listen right now!

Here are some show notes:

Everyone wants to attract business through referrals for three reasons:
  • Your credibility is already high with someone who is referred to you. Why? Because someone they trust introduced this prospective client to you.
  • Referred prospective clients are qualified to work with you. It's highly likely the person referring business to you shared your business terms with the new potential client. If the prospect didn't agree with those terms they wouldn't have agreed to speak with you.
  • Referred clients are less fee resistant. Again, the person referring the new client to you probably shared your fee structure and they shared your terms. If the new client didn't agree with them, they wouldn't be speaking with you. 
  • So everyone wants referrals, but many of your former clients and evangelists do not know that you specifically will accept business by referral. Sometimes people forget - either about sending a referral to you or about you entirely.
Reminding people in a way that is professional and aggressive (without seeming needy) is critical to your financial success.

I teach people in my Inner Circle Community how to do this.

I also teach them other things like:
  • How to connect with new clients using speaking engagements (delivered via Webinar or Zoom meeting as well as from the front of a room on stage).
  • How to get articles published in places where your ideal clients will see them.
  • What to say to a client to increase the fees you charge.
  • How to develop life-long relationships with clients who invest in your services over and over again.
  • In addition we discuss:
  • Prioritizing your time to make sure you never lose focus on the most important business growth initiatives
  • Setting up a business or a practice that runs without your day-to-day involvement so you can enjoy life.
  • How to hire the best possible administrative assistant (either in real life or virtual).
  • And much more.
  • But that's not the best part of membership in this community. The best part is the REFERRALS.
That's right. If you are an active participant in the community - meaning you attend some of the Zoom meetings and share your knowledge - people in the community will refer business to you.

Right now we have members from all over the United States and even some from foreign countries.

Just this past week, one of our members reached out with a $17,000 referral to another member. As the community grows, these referrals will increase - both in size and frequency.

If you like referrals, you should apply for membership.  If you are accepted, you'll be a member of a group that has been vetted by me for:
  • Having a high level of integrity
  • Understanding how to qualify and pass a referral
  • Puts the good of the community ahead of personal interest and wants to foster a community of selflessness. 
  • Do this now:
  • Review the information on the webpage below.
  • Pay your membership fee and I will interview you.
  • If you're accepted, I will introduce you to the community at our next weekly meeting.
Here's the link to pay and apply.


If you are not accepted, your fee will be returned.  

Oh and the best part: It only costs $1099 per year to join. One referral will literally pay for your membership for ten years or more. 

Here's the link:


Jun 04 2020



BENDWIMP: How to Organize Your Business and Double Referrals: Interview with Summer Rose

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About Summer Rose

Have you ever stared hopelessly into your cluttered closet thinking, “I have nothing to wear?” Do you ever get overwhelmed from the amount of paperwork and bills piling up on your desk? Are you ever stressed by the disorganization in your home or embarrassed when unexpected company drops by because your home is not presentable?

Summer Rose is here to help! She will reorganize every aspect of your life and teach you how to implement the best strategies to properly utilize all the space in your home.

After she comes into your home, you will feel freer, be more productive, have more time, and never feel like you have nothing to wear ever again!

Born and raised in Miami, Florida, Summer Rose graduated from the University of Florida with a degree in Business Management and a double minor in Entrepreneurship and Communications. As a young girl, she jumped at the chance to organize her friends’ rooms – and still does! Her favorite thing to do was organize her aunt’s hair scrunchies, clips and makeup. Summer has been passionately organizing for over a decade!

Due to great demand for her organizational services, Summer realized how much she could improve people’s lives through these skills. As a result, Star Organizers was born. Summer currently resides and works in New York City and travels to organize clients’ homes all over the country. Clients have flown Summer out to fifteen different states for her organizational expertise.

Along with her organizational services comes some bonus life coaching. A life coach since 2005, Summer is a certified Master Practitioner of NeuroLinguistic Programming, Timeline Therapy, and Hypnotherapy. She is also a certified Master NeuroStrategist, Performance Strategist, and Flow Consultant.

Summer not only helps you create effective strategies for your home and office, but she also helps you create effective strategies for your life. She teaches you how to effortlessly follow these strategies so your space and your life are consistently clutter free.
Contact Summer Rose

Phone: 917.780.2052
E-mail: Summer@starorganizers.com
Facebook: https://www.facebook.com/starorganizers
LinkedIn: https://www.linkedin.com/company/star-organizers/
Instagram: https://www.instagram.com/starorganizers/
Website: http://starorganizers.com

Listening Guide to the Inside B.S. Interview with Summer Rose

2:27 How Summer got started organizing people’s homes and lives
3:21 What are some of the different things Summer has organized over the years?
4:43 What is the best approach to organize computer files?
8:24 The strategy Summer used to organize a multi-office physician practice.
10:44 How to organize your photos on your computer.
11:38 The best way to organize your office.
12:30 Organization leads to better communication in the office.  
13:20 Tools to use to better organize yourself.
14:59 How Summer grew her network to include celebrities and thousands of professionals.
18:52 The best way to optimize your networking time and stay on track. 
20:36 How to decide who is worthy of your investment of time.
22:59 Summer teaches Dave about B.E.N.D.W.I.M.P.
29:00 Summer tells us how to figure out which business groups are productive and which groups are a waste of time.
31:20 We discuss how you determine which groups are a good fit for you and your personality.
32:40 How has Summer’s business shifted due to the Coronavirus pandemic?
38:24 The way Summer uses language to help people get things done.

May 31 2020



Let's Talk About Our Relationship

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Years ago a big company hired me to do some freelance work for them. I was to write an article each day for their website. They also hired a marketing expert to help with strategy. The expert and I became friends. We worked well on that project and eventually, worked on a subsequent project together. We exchanged contact info and passed referrals to each other.  We'd have telephone conversations and share advice. Each year, on our birthdays, we'd exchange cards.

As the years passed, the calls became less and less frequent but cordial emails and cards were still exchanged. 

Then one day I needed some advice on something and I picked up the phone and called the marketing guru.  He let me ask my question and then responded with:  "You know, I've given you quite a bit of advice over he years, and you've never offered to pay me a penny. If you really want to take your business to the next level, you should..." and he followed up with a sales pitch.

I was shocked. After I hung up the phone, I turned to my wife and relayed the conversation.  She said:

"Why are you surprised by this? You do the same thing. You give advice to people in your email and online as if they are your friends and then you get frustrated when they ask you for specifics and don't offer to pay you."

She was right and the marketing expert was right. 

When the marketing expert was sharing information and advice with me, it was on his terms. He was teaching me and providing general guidance. When I reached out to him and asked him for help, I should have entered into a professional relationship with him.   

Each day I show up here and have a conversation with you. During this conversation I share educational information, entertain and inform you. I'm happy to do this because it is on my terms. Many people call me for specific advice and they become clients.

I make it easy to become a client.  You can join my Inner Circle Community for an investment of $1097 per year.  That's over 100 individual learning sessions and 50 networking events (via Zoom) along with membership in a community that refers you business.

The return in investment from this relationship is phenomenal. 

You can view the invitation to join at this website: http://WorkWithDaveLorenzo.com

May 29 2020



How To Use a Podcast To Grow Your Law Firm or Professional Practice

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Over the years I have experimented with podcasts a few different times as a way to help me grow my business.  As someone who is no stranger to content creation (I write every day) I have no trouble sharing a topic with an audience for 10 minutes each day. But when I started the Do This Sell More Show I wanted to not only educate but entertain and have fun doing it.

That's why I developed this content model for the show.  There are seven different types of content. Here is a brief outline:

How To Content: On this show I teach the audience something. I give specific, focused guidance on how to do something to achieve a desired outcome. Sometimes this is positioned as "behind the scenes" and sometimes it's a flat out, "here's how you do it..." show. This show is a "How to..." show. 

Mindset Content: On this type of show I help you change your thinking. When it comes to helping people grow, you must do it from the inside out. That means first you change your thoughts, then you change your feelings, then you change your behavior.  On a mindset show I demonstrate how you can change your results by first changing your thoughts. 

Edutainment: On this type of show I educate through the telling of a story. The model is Asop's Fables. Asop was a storyteller in Ancient Greece. He told stories that taught a lesson.

Promotional Content: This is content that helps me sell something to the audience. It can be a profile of a successful client or an entire show dedicated to promoting a solution I'm offering.

Attorney Interviews: Since a large part of my audience is attorneys, I try to interview someone in that field who has a great story or unique talent.

Professional Interviews: These are shows on which I interview a CPA, an architect, engineer or other professional. I do this to give the audience the perspective of someone in a profession that is different than theirs.

Expert Interviews: These are interviews with experts, authors or some other authority in an area of interest to my audience. The have an interesting story or specific expertise to share with my audience.  Most often they have a book or course they are promoting.  

Even though I am 165 episodes into this show, I'm always tweaking and tinkering with the content model. I do this to keep my audience interested and engaged and I also do it to keep from getting bored myself.  

If you have an idea for a guest for the show or you have a topic you'd like to see me cover, please email it to me. You can find me at:


May 28 2020



There Is Always Another Client: An Interview with Brian Tannebaum

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Dave Lorenzo interviews Brian Tannebaum, a Miami-based ethics and criminal defense attorney. Brian is a mentor and teacher to young lawyers. His advice is applicable for professionals in all industries and particularly valuable for attorneys who own their law firm.

Brian began his career as a criminal defense lawyer and now also represents law students & lawyers in Bar admission, discipline and ethics matters, as well as lawyers and law firms in partnership disputes, fee disputes, & other issues facing legal professionals.

In 2014, the ABA published his book, "The Practice - Brutal Truths About Lawyers And Lawyering."

Brian is President of the Florida Association of Bar Defense Lawyers, and Past President of the Florida Association of Criminal Defense Lawyers & its Miami Chapter. He was Chair of the Florida Bar Traffic Court Rules Committee, is a member of the Criminal Procedure Rules Committee & former member of the Criminal Law Section Executive Council.

In November 2018 he began a two-year term as Chair of the Board of the Innocence Project of Florida.

Brian’s Not Guilty verdict in the case of United States vs. Dow was recognized by the National Law Journal as one of the “Top 10 Defense Verdicts,” civil or criminal, in the United States.

A native Miamian, Brian is AV rated by Martindale-Hubbell & listed in the Bar Register of Preeminent Lawyers and The Best Lawyers in America©. Brian was voted “Best of the Bar” by the South Florida Business Journal, one of Florida's Legal Elite by Florida Trend Magazine, in every edition of Super Lawyers Magazine and voted one of the Top Lawyers in South Florida by the South Florida Legal Guide. He has provided live trial commentary on Court TV, appeared on The O’Reilly Factor, & National Public Radio, & has been quoted in publications throughout the world including The New York Times, People Magazine, and Modern Healthcare.

Brian is Past Chairman of the 11th Judicial Circuit Historical Society and a former member of the Board of the Miami Chapter of the American Diabetes Association.

Brian is admitted to practice in Florida, the United States District Court for the Southern and Middle Districts of Florida, and the United States Supreme Court. He is also a Certified Sommelier.

Contact Brian

Brian Tannebaum
1SE 3rd Avenue, Suite 1400, 
Miami 33131
Email: btannebaum@tannebaum.com

Brian’s Book:

The Practice:  Brutal Truths About Lawyers and Lawyering – Amazon Link

Buy the book from the ABA:  ABA Link

Interview Guide

03:58 Why Brian has chosen to work with and represent attorneys.
05:15 Great advice Brian received about how cases (and often careers) sometimes choose you. 
05:58 How hard is it to represent people who think they can do it themselves?
07:51 When do you walk away from a client who you know is going to be difficult?
09:32 There’s always another case – Why you need to remind yourself of that.
12:09 How do I spot a bad lawyer?
14:50 Why do we need to admit mistakes and be completely honest when we go to an attorney for help? 
17:05 Good lawyers sometimes get in trouble. How much should someone hiring a lawyer care about a past bar infraction when they are seeking representation?
20:30 Attorneys are under constant scrutiny. They have to be more careful than the average businessperson. Brian explains why.
24:10 Why clients rationalize their behavior and how it hurts them.
26:23 How do you break bad news to a client?
28:07 When a bad situation is over, how do you help clients move on with their life?
32:45 What is the innocence project?  https://www.innocenceproject.org
35:40 The question every criminal defense lawyer is asked…
37:50 How does Brian handle the income fluctuation of the practice of law?
45:19 How does a young lawyer get involved in the community and become a resource for people?
48:28 Why is a hobby good for business?

May 27 2020



Why Should I Work With You? How To Differentiate Your Business

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You must be able to differentiate your business from everyone else who does what you do. This is one of the fundamentals of sales and marketing. 

Marketing messages should highlight your differentiating factors and they should do so early and often.

When it comes to sales, the people who are representing your brand should run TOWARD this differentiation. Many sales professionals hesitate to mention the competition and they shy away from comparisons. This is wrong. You and your team should welcome a comparison so you can draw the distinctions between your business and competitors.

Here are the seven areas where you must highlight how you are better than your competitors:
  1. Product Quality
  2. Service Quality
  3. The Experience People Have When Working with You
  4. Risk Reduction
  5. Speed of Results
  6. Prestige 
  7. Value / Return on Investment

May 26 2020



People Rarely Appreciate FREE. Make 'em Pay. Don't Give It Away.

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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.

May 25 2020



iTunes Ratings

18 Ratings
Average Ratings

Love The Series

By terryflores - Jan 31 2020
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Sometimes this podcast does a series with many shows on the same topic. Since I listen once a week, I can get my entire business fix in about an hour and a half and listen to an entire series in a couple of hours. Wonderful.

Short and To the Point

By Berber D - Jan 08 2020
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Each day when I go to the gym I get my 10-20 minutes of sales ideas and it helps me get my day going. I learn something new with each show and it keeps me motivated.