Winning Tactics For Building Relationships In Business | 861

Brett Hickey shares how the discipline he gained as a national-level speed skater fuels his success leading Star Mountain Capital. He explains the firm’s flexible capital model that provides loans, minority stakes, or majority buyouts for companies with 20 to 200 million dollars in annual revenue. Data-driven planning, strict risk management, and broad employee ownership underpin Star Mountain’s strategy. Brett details the sectors they favor (business services, healthcare, education, and niche logistics) and why they avoid highly cyclical or vice-related industries. He closes with practical steps owners should take years before seeking private-equity money.What You’ll Discover TodayHow athletic grit translates into private-equity resilienceThe three capital structures Star Mountain offers and when each fitsWhy lower-middle-market firms can out-perform bigger dealsKey filters the firm uses to pick industries and reject othersThe role of data, technology, and alignment in protecting investor capitalActionable advice for founders on de-risking and succession planningKey Topics DiscussedBuilding a flexible capital solution for growth, recapitalization, or buyoutsAligning incentives by giving every employee equity participationCreating a dynamic business plan that balances short-, mid-, and long-term goalsImportance of diversified revenue, long-term contracts, and low customer concentrationSystematic sourcing: local deal teams in more than 20 U.S. cities and centralized underwritingUsing acquisitions to turn fragmented sectors into higher-valued platformsRisk categories you can control versus those you cannot (commodity prices, etc.)Preparing for private equity: robust systems, clear succession, and documented processesCall to ActionReady to position your company for transformative growth? Call us at (305) 692-5531 to discuss how the Inside BS team can help you craft a compelling plan and connect with the right capital partners.

In this episode, Dave Lorenzo reveals the secret to getting powerful client testimonials without the cringe. From when to ask to exactly what to say, Dave breaks down the process so it feels natural and authentic. If you want more referrals, better credibility, and a stronger reputation, it starts with mastering the testimonial ask.Key Topics Discussed:Why professionals struggle to ask for testimonialsThe connection between asking for testimonials and referralsA simple, effective script to request testimonialsWhen to ask clients for testimonials (timing is everything)Why video testimonials are more powerful than written onesHow to follow up if a client delays sending the testimonialThree perfect times to use testimonials in your sales processHow to showcase testimonials on your personal website and LinkedInCall Us: (305) 692-5531

In this powerful episode of the Inside BS Show, Dave Lorenzo sits down with entrepreneur and author Brittany Anderson to explore how personal adversity can become a driving force behind a life of impact and fulfillment. Brittany shares a pivotal story from her childhood that shaped her entrepreneurial journey and her commitment to building a life of abundance and meaning. Together, Dave and Brittany dive deep into the importance of niche marketing for financial advisors, the true meaning of value creation, and how to transform retirement into a vibrant new chapter of purpose and passion. Brittany also introduces the “Dream Architect” process—a revolutionary approach to legacy planning and living fully beyond traditional retirement. This conversation is a must-listen for anyone seeking clarity in their personal or professional path.Key Topics Discussed:How childhood adversity fueled Brittany’s drive for successThe difference between chasing money and creating valueWhy niche marketing creates deeper client relationshipsThe “Dream Architect” process for meaningful life transitionsHow to redefine retirement as a new beginning, not an endCreating a scalable coaching business by living your brand valuesCall to Action: To connect with Brittany Anderson and learn more about the Dream Architect, call 507-235-5587 or email her at [email protected]. Visit SweetFinancial.com to explore their approach to helping professionals live with intention and impact.📞 Call Us: (305) 692-5531

In this episode, Dave Lorenzo shares the six key metrics every professional should track to evaluate their marketing strategy. Whether you're a consultant, CPA, attorney, or small business owner, these insights will help you assess and improve your plan to attract better clients, grow revenue, and boost ROI.📊 Key Topics Discussed:Ideal Client Attraction – Are you bringing in more of your best-fit clients?Revenue Growth – Is your income increasing month over month and year over year?New Client Acquisition – How many new clients are you consistently converting?Client Lifetime Value – Are existing clients buying more, more often?Client Acquisition Cost – Are you lowering the cost it takes to earn each client?Diverse Lead Sources – Are you using multiple methods to attract new business?🚫 One Thing You Should Never Do:Never implement a marketing tactic you can’t measure. If you can’t track the result, it doesn’t belong in your plan.🎁 Free Resource:Grab your free Revenue Roadmap – Dave’s marketing plan template that walks you step-by-step through building a measurable and scalable strategy.

 The episode insists that cold-calling is dead and that the only way to earn a prospect’s attention is to lead with genuine, tangible help: publish thought-leadership content that educates and scales your credibility, introduce prospects to people who can put money in their pocket, become a recruiter who eases their talent crunch, tap your network to fix urgent headaches even when your product isn’t the answer, and—most overlooked, offer the rare gift of attentive listening; stack these five value-first plays and prospects will see you as an indispensable growth partner, making the eventual sale a mere formality. What You’ll Discover TodayWhy thought leadership instantly positions you as the go-to expert.How a well-timed introduction can put money in a prospect’s pocket and fast-track trust.Smart ways to solve a hiring headache so you become indispensable.Why stepping outside your product sandbox to fix an urgent problem cements loyalty.The overlooked power of simply listening to your prospect’s real challenges.Key Topics DiscussedThought Leadership Content – Speeches, videos and articles scale your reach from dozens to hundreds while building credibility. Revenue-Generating Introductions – Bring a prospect a new client first, then ask for their business.Talent Recruitment Support – Supplying qualified candidates demonstrates genuine commitment to their success.Problem-Solving via Your Network – Use your connections to eliminate a critical pain point even when it has nothing to do with your offering.Active Listening – Being a sounding board for another business owner fosters a relationship money can’t buy.Call Us: (305) 692-5531

In this episode, we break down the only seven things you need to focus on to build a high-performing sales team. Forget what you’ve been taught. This is a no-fluff, results-driven roadmap from someone who’s led teams in the trenches. If you're ready to go beyond tired KPIs and outdated scripts, listen in.What You’ll Discover Today:Why setting clear, specific expectations is the foundation of sales team successHow to focus on outcomes instead of micromanaging activityThe few KPIs that actually matter—and how to use them as coaching tools, not weaponsThe role of communication frequency in building trust and driving performanceHow removing internal barriers (like meetings, reports, and commute time) unleashes selling timeThe difference between meaningful recognition and hollow praiseWhy relationship-first leadership creates loyalty, motivation, and long-term performanceKey Topics Discussed:Set expectations that define good and great—then let performers performManage outcomes, not activitiesIdentify KPIs by reverse-engineering top performersCommunicate frequently, especially with struggling repsEliminate meetings, reports, and anything else that drains sales timeCelebrate wins publicly and consistentlyTreat your salespeople like family—because relationships drive resultsLinks and Resources:Subscribe Via Email: GetInsideBS.comListen on Spotify: Inside BS Show on SpotifyListen on Apple Podcasts: Inside BS Show on Apple PodcastsCall Us: (305) 692-5531Call to Action: Want your sales team to crush their goals and stay loyal long-term? Start by fixing your leadership style. Follow this 7-step blueprint—and share this episode with anyone you know who manages a sales team.Let me know if you'd like a short promo blurb or LinkedIn post to go with this.

In this episode, Dave breaks down a no-nonsense digital marketing strategy that every B2B professional can use to grow visibility, build credibility, and differentiate in a crowded market. Whether you're a solopreneur or part of a large sales team, this episode gives you a simple, scalable roadmap for using written content, podcasts, and video to attract ideal clients and close more business. From posting weekly articles to launching your own podcast and producing daily educational videos, Dave lays out the playbook for turning content into cash.WHAT YOU’LL DISCOVER TODAY:Why digital content is the single most important tool in B2B marketingThe 3-part strategy to build visibility, credibility, and differentiationHow to start producing high-value content with just a phoneA real-world example of how a YouTube video turned a doctor into a trusted expertWhy quality and quantity both matter in B2B content strategyHow even highly specialized professionals (like lawyers and doctors) can win business with smart contentThe minimum content cadence for serious growthWhat separates B2B winners from invisible players in the marketKEY TOPICS DISCUSSED:Content strategy for B2B professionalsUsing articles, podcasts, and video togetherBuilding trust through repeated exposureLeveraging interviews with clients and prospectsWhy B2B sales professionals should act like media companiesCreating evergreen video assetsScaling from basic content to professional-grade assetsCALL TO ACTION: Ready to stop hiding and start building authority in your market? Start today. Write one article, record one video, or reach out to a client and book a podcast interview. Want help with your digital strategy? Call Dave at (305) 692-5531 and schedule a strategy audit. 

Most business opportunities die because of weak follow-up. In this episode, Dave Lorenzo breaks down a five-step follow-up system that actually drives revenue. Whether you're networking on Zoom, in-person, or through a referral group like ProVisors, this process keeps you top of mind and builds real business relationships that convert.What You’ll Discover Today:Why follow-up is where all the money isHow to follow up immediately after a meetingWhy handwritten notes stand out in the digital ageHow to create meaningful introductions that build trustThe role of newsletters (email and print) in long-term nurturingKey Topics Discussed:Instant Email Follow-Up: Send your contact info before the Zoom window even closes.Handwritten Note: A lost art that makes a huge impression.Make an Introduction Within 2 Weeks: Stay top of mind by being useful.Weekly Email Newsletter: Be valuable and visible—every single week.Monthly Print Newsletter: Cement your status with old-school consistency.Links and Resources:Watch the related video on newsletter strategy: [Insert link here]Subscribe for email updates: [GetInsideBS.com]Listen on Spotify: [Inside BS Show on Spotify]Listen on Apple Podcasts: [Inside BS Show on Apple Podcasts]Call Us: (305) 692-5531Call to Action: If you’re tired of great conversations going nowhere, start using this five-step follow-up method today. It’s not just about staying in touch—it’s about staying relevant, helpful, and remembered.

Many professionals fumble referrals and wonder why they don’t get any back. In this episode, Dave Lorenzo shares a battle-tested, five-step system for passing referrals that actually drives results. If you want to be the king or queen of referrals, this is your playbook.Key Topics Discussed:Pre-Qualify Every Referral Never blindly introduce people. Always check with both parties first to confirm interest and relevance.Send a Thoughtful Intro Email Include bios, the reason for the intro, and a few suggested meeting times. Make it personal, professional, and useful.Get the Meeting Scheduled Quickly For virtual meetings: within 24 hours. For in-person: within 72 hours. Get it on the calendar or lose momentum.Attend the Meeting Your presence validates the referral and shows it's a priority. Even if you leave after introductions, show up.Follow Up with Both Parties Just like after a blind date. Get feedback, praise good fits, and learn from misfires.Why This Matters: Referral behavior is reciprocal. Sloppy referrals send the wrong message and erode trust. A tight, deliberate system builds a referral machine that feeds your business for years.Links and Resources:Subscribe via Email: GetInsideBS.comListen on Spotify: Inside BS Show on SpotifyListen on Apple Podcasts: Inside BS Show on AppleCall Us: (305) 692-5531Call to Action: Use this referral system once this week. Try it exactly as outlined. Then watch what happens. The return will speak for itself.

In this Q&A episode of The Inside BS Show, Dave Lorenzo answers four of the best questions he received from listeners and LinkedIn followers in June 2025. He tackles what drives business value fastest when you're six months out from an exit, how to manage customer concentration to avoid valuation discounts, which daily habits lead to booked client meetings, and how simple five-minute favors—like handwritten notes and LinkedIn recommendations—can compound into massive long-term returns. It’s practical, unfiltered advice for professionals serious about building enterprise value and nurturing relationships.What You’ll Discover Today:Why recurring revenue is the #1 accelerator of valuation in a short time frameHow to think about customer concentration thresholds when prepping for saleThe outreach activity that best predicts booked meetings (and Dave's exact process)How the Five-Minute Favor strategy builds relationship capital that pays offWhy doing 100 favors is often the cost of earning one great opportunityKey Topics Discussed:Enterprise Value Drivers – What moves the needle fastest six months from an exit?Customer Concentration Rules – How to avoid discount triggers when selling your business.Daily Habit Sheet Results – Which action leads to booked meetings (with conversion data).Five-Minute Favors – Real-world examples and ROI from handwritten notes and LinkedIn recs.Links and Resources:Subscribe Via Email: GetInsideBS.comListen on Spotify: Inside BS Show on SpotifyListen on Apple Podcasts: Inside BS Show on Apple PodcastsCall Us: (305) 692-5531