Inside BS with Dave Lorenzo

Buy Sell Agreements: What You Need to KnowThis 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 show, we explore the essential topic of buy-sell agreements and why every business owner must have a well-structured one in place. Our discussion begins with Harry Cendrowski and John Alfonsi addressing the common scenarios where business owners either lack a buy-sell agreement or have one that fails to meet their business needs.Harry Cendrowski and John Alfonsi are seasoned experts in business advisory, and they provide in-depth insights into the importance of buy-sell agreements in safeguarding business continuity, especially during unforeseen events like the departure of a key partner, death, or retirement. In this video, they break down the complexities and offer practical advice on how to create a robust agreement that addresses both current and future business goals.Key Topics Covered:What is a Buy-Sell Agreement? A foundational document that outlines how ownership changes hands in the event of key transitions like death, disability, or retirement.  The Consequences of Not Having One:What happens when business owners don't have a buy-sell agreement or have one that is outdated or inadequate?Common Mistakes in Existing Agreements:Harry and John discuss the most frequent errors business owners make when drafting these agreements and how to avoid them.Tailoring an Agreement to Fit Your Business:Learn why a one-size-fits-all approach doesn't work and how to customize a buy-sell agreement to align with your specific business structure and objectives.Steps to Crafting an Effective Buy-Sell Agreement:Practical advice on key provisions, funding mechanisms, and legal considerations that should be included to ensure the agreement is comprehensive and effective.This episode is a must-listen for business owners, partners, and advisors looking to protect the future of their businesses through sound legal and financial planning.

On this episode of The Inside BS Show, Nickola Gelormino and Dave Lorenzo discuss the importance of personal growth and overcoming the fear and lack of support that often hold us back. Nicki shares her personal experience of wanting to try stand-up comedy and how Dave encouraged and supported her in taking the risk. They emphasize the need to surround yourself with people who enable your growth and the importance of being uncomfortable and resilient. They also highlight the value of learning from every experience and using failures as opportunities for growth.Takeaways Take risks and push yourself outside of your comfort zone to achieve personal growth. Surround yourself with people who support and enable your growth. Embrace discomfort and be resilient in the face of challenges. Always be open to learning and growing from every experience. Chapters00:00 Introduction: The Importance of Personal Growth01:02 Being Held Back by Fear and Lack of Support03:32 Taking the Risk to Try Something New05:02 The Importance of Having the Right Support System07:52 Being Uncomfortable and Resilient14:23 Surrounding Yourself with Others Who Enable Your Growth15:21 Embracing Discomfort for Real Growth19:31 Being Uncomfortable and Resilient24:36 Always Learning and Growing26:52 Conclusion: Achieving Personal Growth

In this episode, Nicola Gelormino and Dave Lorenzo share five tips for a great holiday party experience. They discuss the importance of not overindulging in cocktails, keeping conversations positive and light, avoiding sales pitches at holiday parties, understanding the dynamics of different types of parties, and not having serious conversations at social events. The hosts emphasize the need to be mindful of one's behavior and to prioritize building relationships and enjoying the holiday season.Takeaways Moderate your alcohol consumption at holiday parties to maintain a professional image. Keep conversations positive and avoid discussing sensitive or negative topics. Avoid selling or pitching your business at holiday parties; focus on building relationships instead. Understand the dynamics of different types of parties and adjust your interactions accordingly. Avoid having serious conversations at holiday parties and respect others' boundaries. Chapters00:00 Introduction and Setting the Stage01:05 Tip #1: Take it easy on those cocktails03:21 Tip #2: Only happy conversations04:23 Tip #3: Don't sell at holiday parties05:01 Tip #4: Speed date versus third date08:15 Tip #5: Don't pull people aside and ask for advice at a holiday party12:54 Conclusion and Final Thoughts

In this episode, Dave Lorenzo and Nicola Gelormino discuss the need for patience in growing a business. They also share their experiences on their recent trip to Chicago. They reflect on the importance of building relationships in business. They also express gratitude for their audience and the journey they have been on together.Takeaways Building relationships and delivering value are key to success in business. Playing the long game is essential for sustainable growth. Expressing gratitude and appreciation is important in building strong partnerships. Consistency and planning are crucial in achieving long-term goals. Chapters00:00 Introduction and Recap01:12 Working Together and Building Relationships06:08 Playing the Long Game15:33 The Importance of Delivering Value17:19 Expressing Gratitude19:15 Closing Remarks

This episode of The Inside BS Show focuses on fostering a mentally healthy workplace. Dave and Nicola discuss the importance of mental health, the need for conversations about wellbeing, promoting well-being in the workplace, providing access to mental health resources and support, and mental health training for employees and managers.TakeawaysConversations about mental health and well-being should be encouraged in the workplace to remove the stigma and provide support for employees.Promoting well-being in the workplace can include encouraging employees to take vacation days and offering flexibility in work schedules.Providing access to mental health resources and support is crucial for employees' well-being. Reviewing benefits and insurance coverage can help ensure adequate coverage for mental health services.Mental health training for employees and managers is important to recognize signs of mental health issues and provide appropriate support and referrals.Chapters00:00 Introduction01:05 The Importance of Mental Health01:59 Chapter 1: Conversations about Wellbeing and Mental Health07:22 Chapter 2: Promoting Well-being in the Workplace14:22 Chapter 3: Providing Access to Mental Health Resources and Support19:40 Chapter 4: Mental Health Training for Employees and Managers27:28 Conclusion

On this episode of the Inside BS Show, Dave Lorenzo and Nicola Gelormino discuss the concept of a "season of focus" and how it can help individuals achieve their goals. They emphasize the importance of clarity of purpose, breaking goals down into smaller tasks, celebrating small wins, and setting a defined endpoint for the season of focus. They also highlight the need for balance and taking breaks to recharge before starting a new season of focus.

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.

On this edition of The Inside BS Show with The Godfather and Nicki G., Dave Lorenzo, and Nicola Gelormino discuss the seven steps to dominating a new market within 12 months. They emphasize the importance of identifying ideal clients and focusing on those who have the highest lifetime value. They also discuss the need to determine the huge problem that is costing these clients and create urgency around solving it. They stress the importance of giving clients hope and sharing the vision for the future. They also highlight the value of working with experts who have experience in solving these problems. Below are the notes from each step in the process:Step One: Identify the Ideal ClientsDave:  Recap the qualifying process: money, problem, ability to make a decision Talk about leverage – getting in front of them in groups Focus on high lifetime value Nicola: For all of us, our ideal clients are entrepreneurs who have businesses with at least 5 million in annual revenue. Highlight how they meet the qualifying criteria Highlight the lifetime value (repeat and recurring revenue) Step Two: Determine What HUGE Problem Those Clients are Experiencing that Is KILLING ThemDave:  This step can be tricky. People don't share problems they share symptoms of problems. We also need to find a problem that is common among the group It doesn't matter if some of them don't have the problem yet – just that they could have the problem if they are successful (even poor people don't like increasing estate taxes) Nicola: We have trouble getting in front of these entrepreneurs When we do get in front of them, we are poorly positioned and get squeezed on price We spend most of our time looking for referrals to these folks because we don't know how to position ourselves as subject matter experts. Step Three: Have the Clients Calculate HOW MUCH this Problem is Costing ThemDave:There are three costs to every situation: hard financial cost, emotional cost (sleepless nights), and opportunity cost. Get your prospective client to think about each of those. Nicola:How much is your time worth? How many hours do you spend each month networking with people who are not your ideal client? How much of that time is wasted?If you invested that same amount of time each month and landed two new clients, would that be better? Three? Step Four: Explore How Much Worse this Situation Can BecomeDave: We need to help the prospect develop the urgency necessary to solve this problem now.  We must take them to the logical extreme in their mind so they understand what is possible They have to be able to see it and feel the potential impact Nicola: Attending dozens of networking meetings each month without connecting with one new real client is killing your business. Your competitors are signing new clients each week (the best are signing new clients each day) Yet here you are talking to people you HOPE will refer you. How long will you rely on hope as a strategy? Step Five: Give the Clients Hope by Sharing a Solution with ThemDave: In a perfect world, you'd learn what your ideal clients need, learn how to deliver a message that would resonate with them and you'd get in front of them to deliver that message as often as possible You'd have an expert guiding you, showing you shortcuts, and helping you refine your approach You'd have someone working hard to put you in front of your ideal clients Nicola: This is your chance to change everything for you, for your business, and for your life You have the opportunity to discover the secret to using leverage and the experience and knowledge of others to buy money at a discount Simply by coming to this breakfast, you've been taken behind the curtain and given a glimpse at the future of business coaching Step Six: Provide the Clients with enough Knowledge to Evaluate the Need for an ExpertDave: What do you need to know to evaluate a good opportunity? That the person offering it has authority, believability, and credibility?  You'd also need to know that it will work for you – find people who look just like you. You need to know that if you only get it half right, the process will still deliver results  Nicola: During the past 30 years, Dave has refined this system. He's used it to open three hotels and start two businesses. He's used it to win corporate political campaigns against Unions. He's used it to help connect all of us. Dave and I used this system (along with MCD and Lenny) to win over a crowd of 300 people at the ProVisors conference. I've worked with Dave to use this system effectively in my world – to become the GL of the Attorney Affinity Group and to connect with people who have become valuable to my practice.  Step Seven: Share the Vision of the Future for the ProspectDave: Your prospective client needs to have a clear vision of the future after deciding to work with you The picture must be so compelling and the sense of relief so real that they cannot resist This is the answer they've been waiting for Nicola: I'm not telling you what to do. You make good decisions. You know the facts and you know the truth. Nothing changes until you make a decision and make a change. This is easy. Make the choice to join a team of people dedicated to your success make a choice to join a community of people dedicated to making your work fun again.  Dave then recaps the seven steps and gives the audience the call to action to join ESL.  Step 1: Get in front of your ideal clientsStep 2: Figure out what's killing themStep 3: Figure out how much this is costing themStep 4: How much worse can this get?Step 5: Hope: Share the SolutionStep 6: Give them the knowledge to evaluate the expertStep 7: Share the vision for the future

On this episode of the Inside BS Show, Dave Lorenzo and Nicola Gelormino discuss how to select the right business coach. They provide three tips for finding the right coach: 1) Hire someone who has achieved what you want to achieve in your business; 2) Find a coach who specializes in the specific area you need help with; and 3) Talk to both current and past clients of the coach to get a better understanding of their style and results. They emphasize the importance of asking questions and doing thorough research before making a decision.

On today's show, Dave Lorenzo and Nicola Gelormino discuss their busy week in their business, Exit Success Lab (ESL). They onboarded 10 new members into ESL, who then referred two more members. They also had successful orientation sessions where they shared their vision and business plan with the new members. They emphasize the importance of recognizing and celebrating their accomplishments as entrepreneurs. They also discuss the level of preparation and professionalism they bring to their business, which gives people confidence in working with them. They mention upcoming events and plans for the future, expressing excitement and motivation for what lies ahead.

In this episode of the Inside BS Show, Nicola Gelormino and Dave Lorenzo discuss the importance of having a management succession plan in place. They provide seven best practices for implementing a management succession plan, including starting early, identifying key positions and competencies, assessing and developing talent internally, creating individual development plans, implementing a mentoring and coaching program, encouraging cross-training and exposure, and regularly reviewing and updating the plan. They emphasize that having a management succession plan adds value to a business and is crucial for long-term success.

On this episode of the Inside BS Show, Nicola Gelormino and Dave Lorenzo discuss the biggest opportunity that entrepreneurs often miss out on: getting in front of their ideal clients. They emphasize the importance of focusing on ideal clients rather than referral sources and provide three benefits of getting in front of ideal clients. The first benefit is understanding the problems that clients have and being able to solve them. The second benefit is being able to speak the language of the clients and convey the right messaging. The third benefit is the opportunity to do business with the clients and receive direct referrals. The hosts also discuss ways to get in front of ideal clients, such as joining trade associations, immersing oneself in the client's world, hosting industry events, and using targeted advertising or marketing. They emphasize the importance of education and sharing expertise to establish oneself as an expert in the industry. Overall, the episode provides valuable insights and strategies for entrepreneurs to effectively reach their ideal clients.

In this episode of the Inside BS Show, Nicki G. and Dave Lorenzo discuss tips for attracting more referrals for your business. They emphasize the importance of asking for referrals and making it known that you are open to receiving them. They also suggest giving referrals and making key introductions to others as a way to build relationships and establish yourself as a giver. They recommend being specific when asking for referrals, including the name of the person, their position, the company they work for, the industry they are in, and the reason why you want to be introduced to them. Additionally, they suggest making referrals a requirement and incorporating them into your engagement agreement with clients. Lastly, they mention that if someone is unable to provide a referral, you can ask for a letter of recommendation instead, which can also be used as a reference for future work.Referrals should be a part of your small business marketing plan. This show helps you make that happen. 

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.

Dave and Nicola share the six things they have learned through 60 episodes of The Inside BS Show with The Godfather and Nicki G. The first lesson is to stop worrying about what other people think and not let fear hold you back from pursuing your passions. The second lesson is that anyone can learn anything with the right mindset and immersion in the subject matter. Dave and Nicola discuss the importance of frequency of communication in developing relationships, both between themselves and with their audience. They also emphasize the value of working with someone you enjoy and how it can make work easier and more enjoyable. Lastly, they discuss the importance of being conversational and vulnerable in their podcast, and how it has helped them connect with their audience. They express gratitude for their listeners and look forward to the next 60 episodes.

On this episode of The Sunday Special, Dave Lorenzo and Nicola Gelormino discuss their recent absence from the show due to work commitments and health issues. They talk about their experiences with COVID-19 and the challenges of balancing work and personal life as entrepreneurs. Nicola and Dave shared a little of their business strategy and some thoughts about their small business marketing plan. They also shared their recent speaking engagement in front of 300+ people and the level of preparation required. They emphasize the importance of consistency and professionalism in all aspects of their work. Despite the adversities they faced, they believe that these experiences have made them stronger and better prepared for future challenges.

In this episode of the Inside BS show, Dave Lorenzo discusses how a business strategy review can impact enterprise value. He explains that enterprise value is the bottom line of a business and what someone would pay for it. To increase the value of a business, a business strategy review should be conducted every year. The 10 areas that should be reviewed are the drivers of business value, including revenue streams, leadership development, standard operating procedures, human resources processes, legal exposure, brand reputation, sales and marketing systems, market and industry conditions, financial condition and reporting, and cybersecurity and technology systems. After analyzing these drivers, a market analysis is conducted, financial statements are reviewed, operational efficiency is assessed, customer and stakeholder feedback is gathered, and competitive positioning is evaluated. The findings are compiled into a report and a strategic plan is developed to improve the business. By implementing the recommendations from the business strategy review, the value of the business can be increased.

On this episode of the Inside BS Show, Dave Lorenzo and Nicola Gelormino discuss the importance of updating business strategies in three key areas: sales and marketing systems, leadership development, and cybersecurity. They emphasize the need for businesses to shift from old-school approaches to more modern and effective strategies. In sales and marketing, they advocate for delivering value first, building relationships, and focusing on solving customer problems. In leadership development, they stress the importance of structured training programs and continuous improvement to empower employees and provide a better customer experience. Finally, in cybersecurity, they highlight the need for strong passwords, regular updates, audits, and proper procedures to protect sensitive information. They encourage businesses to evaluate their strategies and ensure they are up-to-date to add value and position themselves for success.

On this episode of the Inside BS Show, Dave Lorenzo discusses the difference between business strategy vs. corporate strategy. While many people use these terms interchangeably, there are distinct differences between the two. Business strategy focuses on short-term objectives such as acquiring new customers, increasing customer lifetime value, and crafting the customer experience. On the other hand, corporate strategy zooms out to a higher level and involves choosing the right market to enter, maximizing the value of the company, and entering new markets. Business strategy is more focused on specific tasks and objectives, while corporate strategy takes a broader, long-term approach. It is important to understand the difference between the two as they play a crucial role in driving market share, attracting customers, and ultimately exiting the business. Dave also emphasizes the importance of sharing the show with others to help it grow.

On today's show, Dave Lorenzo discusses the 10 key drivers of business value in a seminar he conducted for professional service providers. He emphasizes the importance of understanding these drivers and employing leverage to attract and retain clients. He also highlights the difference between having a business and having a job, and provides tips on how to convert a job into a business. Throughout the seminar, he engages the audience and encourages them to network and connect with professionals who can help them in areas such as leadership development, operations, human resources, brand reputation, and more. He also introduces his new business, the Exit Success Lab, which aims to connect professionals with entrepreneurs who need their expertise.

On this episode of the Inside BS Show, Nicola Gelormino and Dave Lorenzo discuss the difference between exit planning and management succession planning. They highlight the benefits of management succession planning, such as employee advancement and the open transfer of knowledge. They emphasize the importance of having a clear career path for employees and developing and implementing succession and knowledge transfer plans. They also mention the value of having a management succession plan in place when selling a company. The four steps for creating a management succession plan are identified as: 1). Identifying key areas and positions, 2). Highlighting talent and capability for each position, 3). Identifying career paths and the people who can follow them, and 4). Developing and implementing succession and knowledge transfer plans.

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.

Improve Your Business Strategy with Revenue Diversity on The Inside BS ShowJoin 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.

Every small business owner hopes for a successful conclusion to their entrepreneurial adventure. But, have you prepared a strategy for that success? In this episode of 'The Inside BS Show,' join the dynamic team of Dave Lorenzo, known as The Godfather of Growth, and the always vibrant Nicola Gelormino, also known as Nicki G. They discuss key tactics for business success, from using business brokers to facilitate an efficient exit to building partnerships for the greatest benefit.But there's more! In addition to their main insights, they also introduce an additional overlooked strategy that is just as vital. And when considering a competitor's takeover, could that be the perfect solution for some businesses? Listen in to find out!Whether you're contemplating the final goals for your business or seeking guidance to sharpen your long-term plans, this episode offers invaluable insights. Every business deserves an optimal ending. Start your exit planning today!

When is it Okay to Fire a Client?In an ideal world, all business relationships would be built on mutual respect, understanding, and collaboration. But in reality, not every client relationship is smooth sailing. Sometimes, despite your best efforts, you might find yourself considering the unthinkable: firing a problem client. But when is it okay to take this step?1. Consistent DisrespectIt's one thing for a client to have a bad day or be momentarily curt. It's entirely different for a client to be consistently disrespectful. This can manifest in various ways: belittling your team, using inappropriate language, or showing blatant disregard for your time. No amount of money can justify a toxic relationship that harms the well-being or self-respect of you or your employees.2. Unrealistic ExpectationsSome clients might come to you with unrealistic expectations about the deliverables, timelines, or the scope of the project. While it's often possible to reset these expectations early on with clear communication, some clients persistently push boundaries. If a client continuously demands more than what was agreed upon without willingness to adjust timelines or budgets, it may be time to reconsider the relationship.3. Consistent Payment IssuesCash flow is the lifeblood of any business. A client who is consistently late on payments, or always looking for discounts without justification, can significantly harm your operations. If reminders, renegotiated payment terms, and other solutions don't address the issue, it might be time to sever ties. 4. Lack of TrustTrust is foundational in a client-service provider relationship. If a client constantly questions your expertise, decisions, or recommendations without valid reasons, it not only hampers the project's progress but also erodes team morale. A client who refuses to trust your judgment or expertise might not be the right fit.5. Scope Creep Without CompensationIt's natural for projects to evolve over time. However, consistent scope creep, where a client continually expands the project without adjusting timelines or budgets, can be problematic. If renegotiations don't work and the client expects free work, it's a serious red flag.6. Communication BreakdownsEffective communication is crucial for any successful relationship. If a client is consistently unreachable, doesn't provide necessary feedback in time, or is frequently ambiguous about their requirements, it can derail a project. If efforts to improve communication don't yield results, it may be time to move on.7. Misalignment of ValuesSometimes, you might find a client's values clash significantly with your company's. This could relate to issues like sustainability, ethics, diversity, and more. If these differences impede the project or make your team uncomfortable, it's essential to consider whether the partnership is worth continuing.Steps to Take Before Firing a Client1. Open Communication: Always begin by discussing your concerns openly with the client. They might be unaware of the issue, and a simple conversation can resolve many problems.2. Document Everything: Ensure that all agreements, communications, and issues are well-documented. This can protect you in case of disputes.3. Seek Mediation: In some cases, a third-party mediator can help resolve persistent issues.4. Gradual Disengagement: Instead of a sudden termination, consider a phased approach. This can involve reducing the scope of work or transitioning the client to another service provider.ConclusionFiring a client is never a decision to be taken lightly. It has financial implications and can impact your business reputation. However, it's crucial to recognize when a client relationship is doing more harm than good. Prioritizing the well-being of your team and the health of your business is paramount. Remember, sometimes saying no to one opportunity creates space for many better-suited ones.

On this week's show, Dave reports out on the four milestones Exit Success Lab achieved. Each of them is related to infrastructure and none of them is going to provide immediate feedback, but without them, there would be no business. 

In this episode of the Saturday Side Hustle, Dave Lorenzo discusses the importance of focusing on getting in front of potential buyers rather than wasting time on social media platforms like LinkedIn. He emphasizes that the key is to find people who have the three qualifying qualities necessary for becoming a buyer: money, decision-making ability, and a problem that can be solved. Instead of spending time on social media, Lorenzo suggests doing research to find out where your best clients go, what associations they belong to, and what information they consume. This information can then be used to strategize and figure out how to get in front of more people who are similar to your best clients. The next step is to actually have conversations with buyers and present yourself as a solution to their problems and aspirations. Finally, Lorenzo advises creating an experience that will attract and delight potential clients. The call to action is to spend time talking to your best clients and potential buyers instead of wasting time on social media or networking with referral sources.

In this episode of the Inside BS Show, Dave Lorenzo and Nicola Gelormino discuss the second step in their six-step relationship operating system: competence. They share different ways to demonstrate competence, such as sharing case studies, making introductions to clients, active listening and response, teaching and storytelling, and creating and maintaining a personal brand. They emphasize the importance of pairing competence with integrity to establish authority, believability, and credibility. They encourage listeners to share the show with others to help it grow and add value to their businesses.

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.

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.

On this episode of the Inside BS Show, Nicola Gelormino and Dave Lorenzo discuss the importance of leverage in business growth. They highlight three areas where leverage can be employed: lead generation, sales and conversion, and deepening client relationships. They provide examples and strategies for each area, emphasizing the need to focus on more ways to do more in less time. They also stress the importance of creating a community environment and offering gateway products or services to deepen client relationships. The episode concludes with a discussion of the Exit Success Lab, a program that helps business owners employ leverage and develop a real business.

On today's show, hosts Dave Lorenzo and Nicola Gelormino sit down with special guest, Gina Nelson, a seasoned HR expert. Together, they delve deep into the intricacies of Human Resources, emphasizing its foundational role in establishing successful companies.Topics Discussed Include:1. Introduction of Gina Nelson: A comprehensive overview of Gina Nelson, delving into her expertise in HR.   2. Gina's Journey to HR: How she ventured into the world of HR and the challenges and successes she encountered along the way.3. Attracting, Onboarding, and Retaining Top Talent: The emphasis on the necessity for companies to not just attract, but also onboard and retain the best talent in the industry.4. The Value of Perseverance and Leadership: Gina's personal testament to the impact of perseverance and the importance of robust leadership in the HR field.5. Essential HR Infrastructure for Small Businesses: The critical role that a well-structured HR system plays, especially for small to medium-sized businesses.6. Missed Opportunities in HR: A look into the areas often overlooked in HR, from inadequate training to the non-adherence of regulatory norms.7. Navigating the Return-to-Work Process: Addressing the challenges and possibilities of reintegrating employees post-pandemic, emphasizing the role of clear communication and flexibility.8. Performance Appraisals as Development Tools: The transformative role of performance evaluations in nurturing employee growth and potential.9. Foundational HR Practices: Highlighting vital HR functions and practices, including crafting clear job descriptions, efficient onboarding, meticulous performance management, and retention strategies.10. When to Hire a Dedicated HR Professional: Recognizing the pivotal moments when a company should invest in a dedicated HR individual, based on business size and its complexities.11. Fractional vs. Full-Time HR Professionals: Exploring the pros and cons of hiring a fractional HR professional over a full-time individual, considering the business's specific needs and scale.The insights and expertise shared by Gina serve as a vital guide for businesses to understand, refine, and harness the potential of their HR practices, ensuring consistent growth and success in the industry.Chapters:00:00 Human Resources Increases Business Value01:07 Gina Shares Her Background03:50 The Work Event That Changed Everything08:20 What Makes Gina a Great HR Pro?10:08 HR Needs for Small Businesses11:50 What is the Low-Hanging fruit in HR?16:11 How to Identify HR Issues in your Business19:09 Recruiting Best Practices23:17 Return To Office: What Should You Do?34:16 Performance Appraisals as a Development Tool38:22 Foundational HR Needs for Every Business40:36 How Do You Handle HR Issues as a CEO?42:00 When Should a Company Bring in an HR Leader?45:00 Inhouse vs. Fractional HR Teams - AdvantagesAbout Inside BS Show with The Godfather and Nicki GThe Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding. Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries. A new episode is released at 8 AM each business day.

In this Sunday Special episode of The Inside BS Show, Dave Lorenzo and Nicola Gelormino discuss their week in business. They reflect on the progress they made in terms of strategy and ideas, even though they didn't accomplish all of their to-do list tasks. They also mention meeting with a new salesperson who will be joining their team and share their excitement about the potential partnership. They discuss their plans for recording more live content and testing their message locally before scaling it. They end the conversation by mentioning their upcoming episode with a guest who will share HR knowledge.

The Saturday Side Hustle is a weekly show Dave Lorenzo does to share business strategy guidance with the audience. Many times he posts live audio recordings of a session he facilitates or a keynote address he delivers. Today we share a talk Dave delivered to a group called The Executive Guild in Skokie, IL. The group finished eating dinner and moved on to dessert while Dave was speaking. This means you'll hear a little background noise, but is shouldn't distract from the valuable content on the show. On today's show, Dave Lorenzo discusses leadership influence and how it can attract the right people into a business to achieve its goals. He shares a story about a difficult introduction he once had as a speaker and then goes on to explain the importance of aligning business goals with key objectives such as attracting more customers, increasing customer lifetime value, increasing the value of the company, and planning for exit or succession. He also discusses the four types of revenue streams in a business and emphasizes the value of relationship revenue. Lorenzo introduces a model for influencing others, which includes focusing on the outcome, demonstrating competence, showing empathy, sharing a vision, building a community, and developing professional intimacy. Dave concludes by sharing a personal story about a life-changing event that taught him the importance of relationships and the need to prioritize them in business.

Have you ever had a client who didn't follow your advice?Are you frustrated by people who ask for help and then don't do what's good for them?Isn't it crazy when someone pays you lots of money and then ignores all of your recommendations?If you answered "yes" to any of those questions, You must listen to this episode of The Inside BS Show.On today's show, Dave Lorenzo and Nicola Gelormino discuss how to get people to do what's good for them. They share a story about a client who initially resisted their recommendations but later realized the value of their marketing efforts. They emphasize the importance of understanding the audience and speaking their language, whether it's through rational arguments or appealing to emotions. They also highlight the three reasons people make decisions in business: to make money, save money, or reduce risk. Ultimately, they suggest focusing on the emotional element and supporting it with logical reasoning to motivate people to take action.

Show Notes & Summary:In this candid episode, Dave Lorenzo and Nicola Gelormino delve deep into the challenges that come with increased public visibility. From unsolicited requests to the misconceptions of constant availability, they discuss the importance of setting boundaries, focusing on business goals, and saying "no" when necessary. Through relatable analogies and shared experiences, they highlight the significance of respecting time and the essentiality of clarity in purpose. The episode serves as a reminder to prioritize personal and professional commitments over unsolicited demands.Key Points:1. An Unsolicited Request: Dave Lorenzo opens up about a recent unsolicited email he received. This email was from someone who didn't have a prior relationship with Dave but was requesting him to organize a meeting with industry leaders. He emphasizes the unrealistic and bold nature of such demands, given there's no prior connection or reason for his involvement.2. The Weight of Expectations: Dave elaborates on the pressure and expectations that come with public speaking and broadcasting on platforms like YouTube. Many feel like they know him personally because of his public presence. This often leads to unsolicited interactions where strangers expect Dave to invest his time to help them without offering anything in return.3. Misconceptions: There's a general misunderstanding around professionals who speak or present in public forums. The assumption is they're always available for one-on-one advice or "brain-picking" sessions, without considering the demands on their time or their professional boundaries.4. Ignoring Unsolicited Demands: Both hosts seem to agree that the best way to handle such unsolicited emails or requests is to ignore them. They touch upon the unfair nature of these asks and how they can be disruptive to their schedules and personal lives.5. Value of Time: Dave compares protecting our physical possessions and our time. He likens someone asking for his time without justification to a thief entering his house and stealing. He urges listeners to understand that time is a more valuable asset than physical possessions.6. Saying "No": Nicola stresses the importance of saying "no" more often. In a professional setting, every "yes" can potentially detract from the main goals and business targets. They also discuss the challenges of navigating refusals within smaller communities or networks where everyone knows each other.7. Providing Value: Dave acknowledges that there are platforms and events where he's more accessible for questions and professional interaction, such as his monthly breakfast meetings. However, outside those avenues, he's focusing on building his business.8. Clarity of Purpose: Dave shares his current professional objective: launching the 'Exit Success Lab' and achieving a specific revenue target by a defined date. He believes that achieving these ambitious goals requires eliminating distractions and being laser-focused.9. A Personal Reflection: Dave ends the discussion with a more personal tone, emphasizing how he intends to listen to this episode multiple times as a reminder to himself. He stresses the importance of setting boundaries and prioritizing personal life.10. Conclusion: Dave and Nicola thank their listeners for tuning in, with a humorous nod to the fact that the episode was a candid and raw discussion, and may not be the one to share widely.

In this episode, Dave Lorenzo and Nicola Gelormino discuss the power of the word "no" in the business realm, and how it can be both a motivator and an empowerment tool. While many people dread hearing the word "no", both Dave and Nicola emphasize the significance of understanding and valuing its role in decision-making and business growth.Key Points from the Show:1. Understanding Feedback and Adjusting Strategies:   - It's essential to continually track your progress.   - If something isn't working, make adjustments.   - Receiving negative feedback or 'no' can be common, and it's essential to be prepared for the long game. It can take years to achieve the desired results. 2. Building and Maintaining Client Relationships:   - Developing relationships with larger companies can take up to 10 years, but these can turn into lifelong clients.   - For optimal success, diversify the companies or clients you're trying to engage with.3. Dave and Nicola's Success in Networking:   - Dave and Nicola have successfully built the largest group in a networking organization, Provisors, with 56 people, doubling the average size.   - Their secret? They reached out to 350 people to achieve this number, showcasing the importance of persistence.4. Dealing with Rejection:   - Most people give up after facing a few rejections, but perseverance is the key.   - Nicola recalls a time when someone mistook their networking group for a multi-level marketing scheme. Instead of being disheartened, they pushed forward.   - Remember the 'yes's and forget the 'no's. The people who initially reject might come around later.5. Attitude Towards Rejection:   - Every 'no' should be viewed as a step closer to a 'yes.'   - Having a short memory helps, especially when handling rejections.6. Closing Remarks:   - Rejections are a part of the journey.   - It's crucial to maintain a positive attitude and continue pushing forward.   - Share knowledge and experiences with fellow entrepreneurs for mutual growth.Notable Quotes:- "I mean, you described a five-year period to get there. Working in a professional services space, I've seen it take up to 10 years to get a really excellent client."- "So I'm standing in front of a room full of these people yesterday and I said, everybody comes up to Nicola and me and they ask, Hey, listen, how did you guys get 56 people to join your group? It's amazing. You know how we did it? It was really simple. We asked 350 people to join the group."- "Every time you hear no, the way to look at it is it gets closer. It gets you closer to a yes."- "You're the field goal kicker, which means you have a short memory. The one you missed yesterday has no impact on the shot you're taking today."*Note: These show notes provide an organized and concise overview of the podcast episode. For a more in-depth understanding, it's recommended to listen to the full episode.*

In a discussion led by Dave Lorenzo and Nicola Gelormino, the duo shed light on the importance of understanding and optimizing the sales process. Here are the highlighted points:1. Salespeople Value Different Things: Like everyone else, salespeople have varied motivations. It could be money, time off, competition, or other incentives. Recognizing individual motivations can drive improved sales results.2. The Sales Cycle: Dave mentions the concept of the sales cycle, which includes the length of time it takes to close a deal and the number of deals required to meet targets. He stresses the importance of setting realistic expectations for salespeople.3. Sales Training: An ongoing sales training program is crucial. Dave cites that salespeople need consistent guidance, coaching, and training to hone their skills and improve their results.4. Ego in Sales: Dave shares a personal story about his competitive nature and his willingness to place his reputation on the line. He emphasizes the role of his ego combined with preparation and hard work. He counters the perception that an ego is equated to arrogance, explaining that when combined with effort, it's a vision into the future. Successful figures like Elon Musk, Richard Branson, and Jeff Bezos are examples. They might seem arrogant due to their strong personalities, but their success came from finding a market need, in-depth research, sacrifices, and sheer hard work.5. Compensation and Equity: Dave highlights the significance of fairly compensating salespeople. He recounts personal experiences where he earned more than a CEO due to his contributions. Business owners should realize these individuals' value and compensate them accordingly, even if it means giving a stake in the business.Throughout the discussion, the primary takeaway is that understanding and motivating a salesforce requires a nuanced and individualized approach. Tailoring incentives and providing consistent support, training, and fair compensation can propel a business to greater heights.

In this episode of the Inside BS Show, hosts Nicola Gelormino (Nicki G) and Dave Lorenzo delve into the concept of ensuring the continued success of a business year after year. Drawing inspiration from an interview with legendary quarterback Tom Brady, they emphasize the power of consistent discipline, not just in the world of sports but in personal and professional spheres as well.Show Notes: The Success Formula of a Repeat ChampionSegment 1:  Holding onto Success- Emphasizes the challenge of maintaining success once achieved.- Uses the analogy of winning a championship and then working hard to ensure no one takes it from you.- Highlights Tom Brady's mindset: After securing his position following Bledsoe's injury, he worked relentlessly to ensure no one could take it away. Segment 2: The Importance of Preparation- Explains how preparation in advance is where victories are won, whether it's a trial, a speech, or a game. - Discusses the emphasis on the hours and years of preparation, honing skills, and perfecting delivery rather than just the execution moment.- Points out that genuine mastery and confidence come from this thorough preparation.Segment 3: Delivering in the Moment- The culmination of hard work is showcased when you deliver in the real moment, like Tom Brady demonstrating his skills on Sundays.- Mentions that anyone can achieve success by flawlessly executing the fundamentals, sacrificing, and surrounding themselves with the right people.- Talks about his own experience doing standup comedy late at night, honing his skills in challenging environments, emphasizing perseverance and dedication.Segment 4: Daily Commitment to Success- Nicola emphasizes the need for individuals to consistently put in the hard work and make sacrifices to achieve success.- Discusses the importance of building success day by day, focusing on the unseen efforts.- Points out that success is not about having innate talent but about putting in consistent work.Segment 5: Handling Haters and Staying Consistent- Dave Lorenzo discusses the naysayers in every profession and how dedication and consistent effort are the clues to future success.- Shares a personal anecdote about conducting a meeting from a closet in his parents' house, stressing the importance of consistency and dedication.Segment 6: Closing Thoughts- Nicola challenges listeners to decide on the level of dedication they will bring to their work, emphasizing the importance of daily decisions in determining overall success.- Dave wraps up by encouraging listeners to share the show with others to help spread the insights and knowledge.Endnote: Dave Lorenzo and Nicola Gelormino stress the importance of daily dedication, consistent hard work, and sacrifices to achieve and maintain success.

Dave Lorenzo and Nicola Gelormino have the weekly business strategy meeting and they invite you to join them. Each Sunday we take a step back and examine what Dave Lorenzo and Nicola Gelormino are doing to grow their business. Today's show is the sixth episode of a weekly journal they are keeping to highlight what they are doing to build this business from scratch. This is not a separate show from The Inside BS Show it is a bonus inside look at how someone builds a business from the very beginning. 

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. 

Five Reasons to Listen to This Episode of The INside BS Show with The Godfather and Nicki G. 1. Self Awareness is Your Super Power: Discover how understanding your true worth and confronting internal biases can elevate your entrepreneurial journey, giving you the confidence to charge what you're worth.2. Tackle the Guilt Factor: Understand the common emotional barriers like guilt that entrepreneurs face when setting prices and learn actionable strategies to overcome them.3. Value Recognition: Benefit from Nicola Gelormino's personal anecdotes, highlighting the importance of recognizing and charging for the cumulative value of your experience and expertise, beyond just the immediate deliverable.4. Boosting Conversion: Learn the golden rule that it only takes one "YES" out of a hundred to validate your pricing and why it's crucial to stay firm in your value proposition.5. Sales Mastery: Delve into the nuances of selling effectively by focusing on client benefits, ensuring you present your services in the best light and get the compensation they truly deserve.Navigating the world of entrepreneurship comes with its own unique set of challenges, especially when it comes to recognizing and pricing the true value of one's offerings. In the latest episode of the Inside BS Show, seasoned hosts Dave Lorenzo and Nicola Gelormino shed light on these intricate aspects. Drawing from their rich tapestry of personal experiences and bolstered by industry insights, they explore the role of guilt in shaping business decisions and the critical importance of standing firm on one's worth.Key Takeaways:1. Understanding Value and Pricing:  The value of your product or service is determined by its quality and uniqueness; it shouldn't be undervalued due to external pressures or guilt. Our ideas about money were developed when we were young and this is where guilt can begin.  You only need one client out of 100 to say "YES" and if they think your price is right, that's all that matters 2. Recognize Your Value:  Charging for services isn't just about the immediate time spent with a client but encompasses years of experience and expertise. Nicola shares a personal experience where her strategic pitch was used by a potential client who opted for a cheaper service provider, emphasizing the need to value one's offerings. The market takes you at your own appraisal 3. Eliminating Guilt in Business Decisions:    Entrepreneurs should focus on the business's best interests rather than letting personal feelings dictate decisions.    Selling effectively involves helping potential clients realize how they can benefit from your offerings.    Only reduce your price if you remove value. In a landscape rife with competition and varied market dynamics, entrepreneurs are often at the crossroads of pricing decisions. This episode underscores the significance of acknowledging the comprehensive value embedded in one's services or products and the pitfalls of letting guilt steer the ship. By embracing the wisdom shared by Dave Lorenzo and Nicola Gelormino, business owners can arm themselves with the confidence and strategy to set their prices right, ensuring a fair exchange of value and laying the foundation for long-term success.

In this episode of the Inside BS Show, Nicola Gelormino and Dave Lorenzo dive deep into the topic of blind spots and how they can affect our personal and professional lives.Introduction: The episode begins with Nicki introducing the topic of how blind spots can have a detrimental effect on businesses. Dave comments on his new headset, humorously comparing his look to a European soccer announcer or an air traffic controller. Nicola's Personal Story: Nicola shares a poignant personal story about an acquaintance with documented disabilities. This person, who has a handicapped parking pass, was confronted in a parking lot for using a handicapped spot. The person questioning them assumed the disability was non-existent since it wasn't visually evident. Nicola reveals that the confronter is someone she knows professionally and has interacted with for years. She expresses her shock at the insensitivity displayed.Blind Spots: Nicola highlights that the story is a perfect example of blind spots - where the person confronting made assumptions based solely on visual evidence. This not only has repercussions on a personal level but can translate to professional ones too.Dave's Perspective: Dave expresses gratitude that Nicola sought his perspective on the situation. He acknowledges her vulnerability in sharing the story and attempts to explore the mindset of the individual who made the confrontation. Dave introduces a hypothetical scenario - if the confronter had a handicapped child, would that alter perceptions of the confrontation? While it wouldn't justify the behavior, it might offer some context.Key Points: Context Matters: The conversation kicks off with the idea that understanding the background of a person's actions can help recontextualize them. This doesn't mean excusing negative behavior, but rather understanding its roots to address the issue more effectively. Empathy as a Tool: Both Dave and Nicola emphasize the importance of empathy. By putting oneself in the other person's shoes, it's easier to understand their actions and the underlying reasons behind them. The Business Context: Nicola expands the topic by discussing how blind spots don't only impact personal relationships but also have implications in the business world. A failure to recognize these blind spots can lead to deteriorating professional relationships, loss of clients, or even employees leaving. Seeking External Help: Having a trusted circle who can point out your blind spots is crucial. This is because blind spots, by their very nature, are hard for individuals to identify by themselves. Role Reversal as a Solution: Dave offers a practical solution by suggesting role reversal or reframing the discussion. This helps individuals see the issue from the other person's perspective, fostering understanding and resolution. Personalizing Workplace Relations: Nicola further emphasizes the importance of truly knowing the people you work with. By understanding their personal circumstances, leaders can address issues more effectively. Immediate reactions without understanding can lead to escalated conflicts. Final Takeaway: Recognizing and addressing blind spots, both personal and professional, is essential. The conversation underlines the importance of empathy, open communication, and understanding as tools to handle these effectively. The conversation is an enlightening discussion about interpersonal dynamics, the role of empathy in resolving conflicts, and the importance of recognizing and addressing blind spots in both personal and professional settings. It offers actionable advice for anyone looking to improve their relationships and interactions with others.

Cyber Security and Technology InfrastructureIn this enlightening episode of The Inside BS Show, Dave Lorenzo, known as "The Godfather of Growth," and his esteemed partner Nicola Gelormino, affectionately referred to as "Nicki G.," deep dive into the pivotal role of cybersecurity in enhancing business value. This show is a follow-up to a recent episode with "Cyber" Cathy Miron, "The Queen of the Cloud." Dave and Nicki underscore the importance of fortifying your business against cyber threats and lay out the roadmap for doing so.Key Areas Discussed:1. Planning A Cyber Security Strategy: A comprehensive approach to ensure that a business's digital assets, data, and networks are protected. This includes identifying potential threats, implementing measures to counteract them, and ensuring that the organization remains proactive in its approach.2. Cyber Security Audit and Assessment: An evaluation of a business's current cybersecurity measures, aiming to identify vulnerabilities and areas of improvement. It involves assessing both the technological and human elements that might expose a company to cyber risks.3. Cyber Attack Emergency Response: A pre-defined plan that is activated when a cyber attack is detected. It involves measures to contain the breach, mitigate its effects, communicate with stakeholders, and recover lost data or assets. A timely and well-coordinated response can minimize damages and restore normal operations quickly.4. Cyber Insurance: A type of insurance policy that offers coverage against losses resulting from cyber-related security breaches or other cyber incidents. It can cover various expenses, from legal fees to notification costs and data recovery efforts.Dave emphasizes that the episode's purpose isn't to be exhaustive but to spur business leaders into thinking about cybersecurity critically and adopting necessary measures proactively. As cyber threats evolve, so should our strategies to combat them, and this episode is a call to action for businesses to prioritize and invest in their digital safety.Chapters:00:00 Cyber Security and Technology 01:38 Planning07:50 Audit and Assessment13:30 Emergency Response15:50 Cyber InsuranceAbout Inside BS Show with The Godfather and Nicki GThe 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.

Financial Reporting and AccountabilityIn this episode of The Inside BS Show, Dave Lorenzo, also known as The Godfather, dives deep into the financial metrics he believes are essential when assessing the health and value of a business. 1. Cash Flow: This represents the amount of cash a business generates and spends over a particular period. It provides insights into the business's liquidity and its ability to cover its operational expenses. 2. EBITDA (Earnings Before Interest, Taxes, Depreciation, and Amortization): A measure of a company's operational profitability, EBITDA focuses on the earnings from core business operations, excluding financial and non-cash items.3. Client Lifetime Value (CLV): This metric forecasts the total value a business can derive from its entire relationship with a customer. It emphasizes the importance of customer retention and the long-term value customers can bring to a business.4. Cost of Customer Acquisition (CCA): This indicates the cost associated with acquiring a new customer, taking into account marketing expenses and other associated costs. A lower CCA is typically favored as it implies a more efficient customer acquisition process.5. Return on Investment (ROI): A ratio used to evaluate the efficiency of an investment. ROI measures the amount of return on an investment relative to its cost, and it's a vital tool for comparing the efficiency of different investments.Following Dave's insights, Nicola Gelormino (Nicki G) shares her perspective on these metrics, adding depth and dimension to the discussion. Through their combined knowledge, viewers gain a comprehensive understanding of how financial reporting and accountability can significantly impact business value.Chapters:00:00 Financial Reporting and Accountability01:59 Cash Flow03:45 EBITDA08:35 Client Lifetime Value12:24 Cost of Customer Acquisition16:39 Return on InvestmentAbout Inside BS Show with The Godfather and Nicki GThe Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding. Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries. A new episode is released at 8 AM each business day.

Inside BS Show: Market, Industry, & Supplier Diversity w/ The Godfather & Nicki G.** Join Dave "The Godfather" Lorenzo and Nicola "Nicki G." Gelormino in the 8th episode of a riveting 10-part series on the Key Drivers of Business Value! In this episode, dive deep into the world of Market, Industry, and Supplier Diversity. Discover how embracing diversity in these areas can skyrocket your business's value, propelling it to new heights. Whether you're a budding entrepreneur or a seasoned business owner, this episode offers a treasure trove of insights to help you reimagine and amplify the value of your venture. Don't miss out on this game-changing perspective on diversification in business!  #BusinessValue #DiversityInBusiness #InsideBSShowStay tuned for the next episodes as we continue to uncover more drivers that can boost your business!Chapters:00:00 Diversification of Business Strategy01:07 Market, Industry, and Supplier Diversity03:30 Market Diversification08:26 Industry Diversification17:00 Supply Chain DiversificationAbout Inside BS Show with The Godfather and Nicki GThe Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding. Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries. A new episode is released at 8 AM each business day.

Dave Lorenzo and Nicola Gelormino discuss the past week in their business and what they have learned from it. This week Dave and Nicola make a discovery about how much fun they have at work and how it is infectious. Below is Chat GPT's summary of the show:Dave shares an update about the week, discussing: The new workbook he has developed for CEOs to accompany the sessions he delivers. The workbook focuses on adding value to businesses, helping them prepare for potential exits. His recent article on management succession planning, which he encourages listeners to read on the website "exitsuccesslab.com." A talk he delivered titled "Questions to Ask a CEO," emphasized the importance of adopting the right mindset when selling to CEOs. This topic was particularly resonant with an audience of professional service providers. Their decision to have some of their episodes as audio-only, allowing for a more relaxed setting. Dave jokingly contrasts Nicola's consistent fabulous appearance with his more casual look. An important conversation that they had after an event, hinting at a significant breakthrough in their work together. The episode blends professional insights, and lighthearted banter, and teases future content, making it a must-listen for their regular audience and those in the business field.

Today's show is a live talk Dave Lorenzo did in front of an audience in Florida. Dave shares his insights on the critical questions professionals need to answer to effectively sell to these top-level executives. What problem can you solve and why should they solve it? Understand the specific problems the CEO is facing. Instead of a generic approach, probe deeper into industry-specific issues. For instance, knowing industry-specific shortages can establish instant credibility. Why now? Why does the CEO need to address this problem immediately? Understanding the urgency behind a problem increases the chances of making a sale. Why you? Understand and communicate why you are the right person to solve the CEO's problem. The UVP should be more than just tenure; it could be an experience, unique insights, or a poignant personal story. The host shared his personal story of building two successful businesses but then facing a life-changing accident which shaped his approach to business. How can you get in? Innovate beyond traditional approaches like emails or LinkedIn connections. Deep research, understanding the industry trade shows your potential clients attend, and speaking their language can help you get that essential meeting. Are you willing to play the long game? Building relationships with CEOs is often a long-term commitment. The immediate conversion rate after reaching out might be as low as 1%, but with consistent follow-up and value addition, it can grow significantly over time. Using data from his client database, the host noted that while only 1% might sign up immediately, around 28% do so over a span of five years. Can you handle rejection? Dave shared some ideas for dealing with rejection. This includes desensitization.  Do you know when to shut up? This part of the talk is about selling past the close. Dave shares a story about how this happened right in front of him to one of his clients.  Throughout the podcast, the emphasis is on deep understanding, genuine problem-solving, and patience. It's not just about making a sale, but about building a relationship that can lead to sustainable business over time.

Sales and Marketing Systems and SupportOn this episode of The Inside BS Show with The Godfather and Nicki G, Dave and Nicola discuss how Dave evaluates the sales and marketing function in a business. They also talk about how you can enhance the value of your business if you improve the sales and marketing systems. Chapters00:00 Sales and Marketing Systems and Support01:00 Dave Reveals the Entire System05:45 Drive Suspects to Your Business08:00 Converting Suspects Into Clients10:30 Converting Prospects Into Customers11:04 Deepening Customer Relationships15:25 SupportAbout Inside BS Show with The Godfather and Nicki GThe Inside BS Show with the Godfather and Nicki G provides business leaders with inside business secrets to help them make a great living and live a great life.Since its inception in 2020, the show has been a valuable resource for CEOs and business leaders seeking the personal and professional knowledge they need to take their businesses to the next level while making the journey more rewarding. Dave Lorenzo and Nicola Gelormino have the unique ability to get their guests to share the insider secrets that have helped them dominate their industries. A new episode is released at 8 AM each business day.

Brand ReputationIn this episode of the Inside BS Show, Dave Lorenzo, the Godfather of Growth, and his partner, Nicola Gelormino (aka Nicki G) discuss the vital role brand reputation plays in influencing a business's valuation, especially during an exit. The duo breaks down five actionable ways businesses can improve and maintain their brand reputation.Overall, businesses aiming to increase their valuation should pay attention to their brand's reputation. From the moment a negative review comes into the everyday interactions with customers, every touchpoint matters and plays a role in the business's overall value.Watch the full episode for more insights and actionable tips!Chapters00:00 Brand Reputation01:20 Managing Online Reviews06:25 Collect Testimonials and Letters of Recommendation10:50 Use Quantitative Brand Measurement Tools14:36 Public Relations Strategy17:35 Achieve Industry Recognition About Inside BS Show with The Godfather and Nicki GThe 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 Protect and Back Up Your Data On today's Inside BS Show with the Godfather and Nicki G, Dave and Nicola interview Cathy Miron, CEO of eSilo.In this insightful video, Cathy Miron delves deep into the realm of data protection while simultaneously shedding light on her journey as a successful female CEO in the tech industry.The video begins with a captivating session by Dave and Nicola, emphasizing the importance of safeguarding data. Cathy soon shares her personal trajectory, from her early memories and inspirations to her venture into the dynamic world of technology. She reflects on the motivations behind her entrepreneurial pursuits and offers a detailed overview of her approach to company acquisitions.Shifting focus to the challenges, Cathy reveals the hurdles she encountered upon assuming leadership at Esilo. Her decision-making processes, particularly in navigating the sea of advice that entrepreneurs often receive, is another highlight. She further unveils the strategic framework that underpins her business.A deeply personal segment sees Cathy discussing the profound impact her parents' journey had on her aspirations and ethos. She subsequently addresses the unique experiences and trials of navigating the tech world as a female CEO.On the technical front, Cathy elucidates Esilio's distinctive business model and provides guidance for startups considering Esilio's services. A deep dive into the intricacies of real back-up systems and data protection mechanisms offers viewers a comprehensive understanding of these critical areas. Practical advice is also at the forefront, with Cathy highlighting best practices for password storage and introducing the concept of VPNs. The video concludes with a glimpse into Esilio's strategies for establishing its footprint in New York.This video serves as a treasure trove of personal anecdotes, business acumen, and tech-savvy advice, catering to entrepreneurs, tech aficionados, and those keen to grasp data protection's intricate landscape.Chapters00:00 How to Back Up and Protect Your Data00:30 Dave and Nicola Scare Everyone04:23 Cathy's Story07:15 How Cathy Got Into Tech10:21 Why Cathy Became an Entrepreneur11:50 What Was Cathy's Process for Buying a Company?14:00 What Were Some Early Challenges Cathy Faced at Esilo?16:25 How Does Cathy Decide What Advice to Take?21:00 Cathy Shares How She Structures Her Business25:20 How Did Cathy's Parents' Journey Impact Her?28:44 What Is It Like Being a Female CEO in a Male-Dominated Tech Field?32:50 What is the Esilio Business Model?39:30 How Early in Start-up Phase Should a Company Retain Esilo?43:10 What is a Real Back-up System?52:00 How is Back-up Data Protected?55:20 What is the Best Place to Store Your Passwords?57:55 What is a VPN59:48 How Does Esilio Generate New YorkAbout Inside BS Show with The Godfather and Nicki GThe 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.