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.

On this episode of The Inside BS Show, Dave Lorenzo breaks down how professionals can stand out in the age of artificial intelligence without losing credibility, voice, or trust.

AI is rapidly becoming table stakes for content creation. Anyone can generate articles, posts, and even books with a prompt. What AI cannot do is original research. It cannot conduct interviews, design methodologies, or extract insight from real people doing real work.

Dave explains how the research behind The High Net Worth Advisor was built through hundreds of interviews and a large-scale quantitative survey. That research revealed clear behavioral differences between professionals who attract affluent clients and those who do not.

The core message is simple and uncomfortable: authority in the AI era does not come from better prompts. It comes from doing the work AI cannot replicate.

If you want your content, your book, or your message to matter, you must produce unique insight grounded in real research. That is how you create defensible thought leadership and long-term revenue in a world flooded with AI-generated noise.
how to stand out in the age of …

Episode Highlights

• Why AI is a force multiplier, not a differentiation strategy
• The danger of publishing content without original insight
• How unique research creates authority that cannot be copied
• Why interviews outperform internet-sourced ideas
• The role of quantitative surveys in validating expertise
• The seven behaviors shared by professionals who attract high-net-worth clients
• How research becomes a roadmap for repeatable, lifetime revenue
• Why every professional is capable of doing meaningful original research

This episode pulls back the curtain on something most professionals get completely wrong: why books are written, how they really get published, and what actually creates authority with high-net-worth clients.

On this Friday edition of the Inside BS Show, Dave walks listeners behind the scenes of his fourth book, The High Net Worth Advisor, and explains why this project is fundamentally different from anything he has done before.

He breaks down the real economics of publishing, including why most authors never make money on their books and why that can still be the smartest strategic decision a professional can make. He contrasts self-publishing, niche publishers, and major commercial publishers, and explains when credibility matters more than royalties.

You’ll hear the unfiltered truth about what publishers actually care about, why a “platform” matters more than great writing, and how a book becomes a leverage asset for speaking, influence, and access rather than a product you hope sells on Amazon.

Most importantly, Dave explains the research engine behind The High Net Worth Advisor. This is not opinion or recycled advice. He outlines a large-scale quantitative study comparing advisors who consistently work with high-net-worth clients against those who do not, and the seven behaviors that clearly separate the two groups. The goal is simple: prove, with data, what actually drives trust, selection, and long-term relationships at the highest levels.

If you are a professional who wants to:

• Attract high-net-worth clients instead of chasing volume
• Build authority that compounds over time
• Understand how research, publishing, and credibility intersect
• Or see how strategic positioning is built deliberately, not accidentally

This episode is required listening.

It is short, direct, and foundational. And it sets the tone for a full year of behind-the-scenes insight into building authority, publishing with intention, and earning trust at the top of the market.

Nobody Gives a Sh*t About You. And That’s Exactly Why You’re Stuck.

If your content sounds like a diary entry, this episode is your wake-up call.

In the first Inside BS Show episode of 2026, Dave Lorenzo comes back swinging with a blunt, uncomfortable truth most professionals refuse to accept: clients do not care about you.

They care about results.

They care about outcomes.

They care about what you can do for them.

This episode is not motivational fluff. It is not branding theory. It is a hard reset for serious professionals who want to attract high-net-worth clients and real business owners, not likes, comments, or sympathy.

Dave breaks down why most LinkedIn content actively repels high-net-worth clients, why “thought leadership” is mostly noise pollution, and what actually works if you want wealthy clients to trust you with their money, businesses, and relationships. You’ll hear a simple, repeatable framework for creating content that positions you as a credible authority instead of a well-dressed amateur.

If you are a financial advisor, attorney, CPA, consultant, or professional service provider targeting high net worth clients, this episode draws a clear line in the sand.

Either you demonstrate value in public, or you stay invisible to the people who matter most.

This is the start of a new chapter for the Inside BS Show and a clear signal of what’s coming in 2026: less ego, more substance, and zero tolerance for clown behavior.

If you are serious about upgrading your clients, your content, and your future, press play.

If you are not, this probably isn’t the show for you.

In this episode, Dave returns after a month-long hiatus and explains the strategic pivot he has made. Over the last 30 to 45 days, he has shifted his business to focus on helping advisors, attorneys, accountants, consultants, and other professionals attract and work with high net worth individuals, family offices, and affluent business owners.

Dave describes why this client segment is resilient during economic downturns and why professionals who want to deliver maximum value should aim to serve at the top of the market. To build a clear, repeatable model for attracting and developing these relationships, Dave has conducted more than 100 conversations and over 25 deep-dive interviews with professionals already working in that space.

Going forward, the Inside BS Show will feature short, frequent updates documenting the build-out of this new business. Dave will share what is working, what is not working, and the thinking behind each move. Listeners can follow the journey in real time across multiple platforms.

This episode is the starting point.

Key Takeaways:

• The firm has pivoted to focus on helping professionals attract high net worth clients.
• High net worth clients remain active in all market conditions.
• Dave is developing and testing a new advisory model built from interviews and practical experience.
• The show will now deliver concise progress reports and lessons from the field.
• You can follow the journey on multiple platforms depending on the type of content you want.

Links Mentioned (include all in your show notes text and description):

Watch behind-the-scenes video updates on Instagram:
https://www.instagram.com/thedavelorenzo

Connect with Dave and subscribe to the LinkedIn Newsletter "The Relationship Economy":
https://www.linkedin.com/in/thedavelorenzo
(Click View Newsletter and Subscribe)

Subscribe to the podcast updates and get alerts when new episodes drop:
https://GetInsideBS.com

Email your questions about working with high net worth clients:
dlorenzo@dlorenzo.com

Call to Action for Listeners:

If you want to learn how to build relationships with affluent families, business owners, and family offices, start by subscribing to Dave’s LinkedIn newsletter and replying with your questions. The show going forward will be shaped by what you ask.

On this episode of The Inside BS Show, Dave Lorenzo, The Godfather of Growth, sits down with Sylvia Mullen, a top business broker with Sunbelt Business Brokers in South Florida. Sylvia breaks down exactly what goes into selling a business — from valuation to vetting buyers — and explains why honesty, preparation, and process are everything.

Key Topics Discussed:

• What a business broker really does (and what they don’t)
• How to prepare your business for sale — the right way
• Why most owners wait too long to start the process
• What makes a business unsellable (and how to fix it)
• The difference between SDE, EBITDA, and profit
• How to vet serious buyers and avoid tire kickers
• Why relationships and empathy matter in deal-making
• The unique perspective women bring to business brokerage
• How social media and networking drive deal flow today

Links and Resources:

Connect with Sylvia: Sylvia Mullen on LinkedIn

Call Us: (305) 692-5531

Call to Action:
If you’re thinking about selling your business, start preparing now. Clean up your books, systematize your operations, and make sure your business can run without you. Want to know what your company is worth or how to make it more valuable? Reach out to Dave Lorenzo today.

Buy the 60 Second Sale Book:
https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763