In this episode of Inside BS, Dave Lorenzo delivers a blunt, practical framework for one simple but uncomfortable question every professional should ask themselves:

“Am I someone worthy of a referral to a client’s best relationship?”

Broadcast from Chicago, Dave explains that credibility is not built through branding, clever positioning, or self-promotion. It is built through observable behavior. Across client meetings, prospect conversations, and referral partner interactions, serious professionals distinguish themselves by how they show up, how they speak, and how they follow up.

The episode closes with a clear system for follow-up that separates serious professionals from everyone else and reinforces a central theme of the show: if you want to be taken seriously, you must behave seriously

In this episode of Inside BS, Dave Lorenzo interviews Brian Tannebaum, a Miami-based criminal defense and legal ethics attorney whose practice is built entirely on relationships.

Brian represents lawyers, judges, doctors, and high-net-worth individuals facing serious legal and licensing issues. He does no advertising.

Every client comes from referrals. His fees are often charged as flat, upfront amounts that can reach into the tens or hundreds of thousands of dollars.

The conversation explores what real networking looks like in high-trust, high-stakes professional services. Brian explains why networking is not about handing out business cards, why selling yourself too early damages credibility, and why patience is the most important skill in relationship-based business development.

This episode is a practical discussion for attorneys, financial advisors, and other professionals who want to attract high-net-worth clients through reputation, trust, and long-term relationships rather than transactional tactics.

Key Topics and Takeaways

• Why 100 percent of Brian’s business comes from referrals instead of advertising
• The difference between networking and sales and why confusing the two destroys trust
• Why the goal of networking should be one meaningful conversation, not volume
• How speaking engagements quietly become powerful networking tools
• Why top professionals often refuse referral fees to protect their reputation
• The idea of “accept nothing” when adding value to others
• Why connecting people to each other is the highest form of networking
• How structured networking groups create leverage beyond the room
• Why patience is the most underrated networking skill
• The biggest mistake people make: trying to sell themselves too early
• Why defocusing your networking often produces better opportunities
• How long-term reputation compounds into effortless client acquisition

Most professionals say they want better clients. Very few have a system for getting them.

In this episode of the Inside BS Show, Dave Lorenzo breaks down the exact framework he uses with consulting and coaching clients to drive focused, repeatable business development results. It’s called TPAC.

TPAC stands for Target, Process, Accountability, and Confidence and it is the operating system behind Dave’s work with financial advisors, attorneys, consultants, and other professionals who want to attract high-net-worth clients without guessing, chasing, or hoping referrals show up.

You’ll learn why vague goals kill momentum, how to define a precise target, how to build a simple process to reach that target, and how accountability creates confidence rather than pressure. Dave walks through concrete examples including advisors targeting high-net-worth clients, business owners, and affluent professionals and shows how TPAC applies far beyond business development.

This episode is a practical blueprint for anyone who wants clarity, traction, and confidence in their growth strategy.

If you work with high-net-worth clients or want to start, this is a foundational episode you’ll come back to again.