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In this session of the Inside BS Show, Dave Lorenzo and John Alfonsi sit down with Glenn Wasserman, CFO of Driftwood Capital, to examine how high-net-worth investors actually evaluate trust, competence, and alignment when deploying capital. Drawing on Driftwood’s experience managing billions in hospitality real estate assets, Glenn takes participants inside real investor conversations, not performance marketing. He explains why sophisticated investors focus less on headline returns and more on how numbers are constructed, how fees and incentives align, and where interests can diverge when performance falls short. The discussion moves through the behavioral hierarchy that separates advisors who attract institutional-level capital from those who remain transactional. Glenn details how high-net-worth clients challenge assumptions inside reports, request sensitivity analyses on key variables like cap rates, development costs, and hold periods, and test whether operators are proactive or reactive in volatile markets. Through real-world examples from COVID-era capital decisions, maturing debt, and market-specific risk exposure, Glenn outlines what accountability looks like when performance underwhelms. He also explores the role of courage, both on the investor side, when family offices must make unpopular allocation decisions, and on the operator side, when firms must disclose bad news early and transparently. The session closes with a broader look at empathy and alignment in long-term capital relationships, including how Driftwood has handled investor liquidity needs during personal crises and market dislocations, even when it came at a direct cost to the firm. This episode offers a practical, research-backed view into how high-net-worth investors think, what they listen for in advisory relationships, and why behavior, not credentials, ultimately determines who is trusted with significant capital

Most professionals think high-net-worth clients choose advisors based on credentials, performance, or technical brilliance. They are wrong. In this episode, Dave Lorenzo sits down with two of the most trusted dealmakers in the family-enterprise and advisory world, Harry Cendrowski and John Alfonsi of Cendrowski Corporate Advisors, to expose what actually drives trust, loyalty, and long-term relationships with wealthy families. This is not a fluffy conversation about “relationship building.” It is a behind-the-scenes look at how elite advisors operate when real money, real families, and real legacy are on the line. You will hear why high-net-worth relationships fail when professionals approach wealthy clients as “targets” instead of human beings with emotional, generational, and identity-level stakes involved.  John explains why even a perfectly executed financial plan can collapse if you ignore the emotional side of exits, litigation, or succession. Harry reveals how trust is built not through salesmanship, but through consistency, generosity, and genuine curiosity about a client’s life, not just their balance sheet. They also break down the invisible mechanics of elite advisory relationships, including why asking better questions beats delivering smarter answers, how to communicate complex ideas without losing credibility, and why wealthy families judge you as a reflection of themselves. The conversation moves into generational shifts, showing how millennial and next-generation wealth holders think differently about risk, exits, and advice, and why advisors who fail to adjust will quietly be replaced by those who do. If you work with business owners, wealthy families, or aspirational high-net-worth clients, this episode will challenge many of your assumptions about what “expertise” really means and why most advisors never get invited into the inner circle. This is a masterclass in how real trust is built at the highest levels of the market.

Most professionals say they want high-net-worth clients. Then they spend their time arguing with strangers on LinkedIn and building businesses that make them poor. In this episode, Dave Lorenzo breaks down a real-world case study sparked by a financial advisor who bristled when told that Dave works with advisors serving clients with $5 million or more in investable assets . That simple statement triggered a public social media argument that revealed two brutal truths most professionals refuse to face: First, fighting online kills trust. Prospective clients are watching how you behave long before they ever reach out. When you argue in public, you broadcast insecurity, not authority. Second, targeting small clients is a business model that caps your income. A financial advisor managing $100,000 makes $1,000 a year. That same advisor managing $5 million makes $50,000 for roughly the same amount of work . Same trust. Same acquisition effort. Wildly different return. Dave explains why working with affluent and high-net-worth clients is not greedy. It is rational. If you want to volunteer, do it after hours. If you want to run a business, maximize return on your time and expertise . In this episode you will learn: • Why arguing on social media silently destroys your credibility• How affluent clients think about risk differently than mass-market clients• Why high-net-worth prospects are often easier to acquire than smaller ones• How fee-based advisors make more money by serving fewer, better clients• The hidden cost of being “noble” in your business model If you are a financial advisor, attorney, CPA, or insurance professional who wants to work fewer hours, earn more, and be taken seriously by people with real money, this episode will challenge the way you think about both marketing and growth. Stop fighting online. Start building a business that actually pays. Listen now.

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 advertisingThe difference between networking and sales and why confusing the two destroys trustWhy the goal of networking should be one meaningful conversation, not volumeHow speaking engagements quietly become powerful networking toolsWhy top professionals often refuse referral fees to protect their reputationThe idea of “accept nothing” when adding value to othersWhy connecting people to each other is the highest form of networkingHow structured networking groups create leverage beyond the roomWhy patience is the most underrated networking skillThe biggest mistake people make: trying to sell themselves too earlyWhy defocusing your networking often produces better opportunitiesHow 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 strategyThe danger of publishing content without original insightHow unique research creates authority that cannot be copiedWhy interviews outperform internet-sourced ideasThe role of quantitative surveys in validating expertiseThe seven behaviors shared by professionals who attract high-net-worth clientsHow research becomes a roadmap for repeatable, lifetime revenueWhy 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 volumeBuild authority that compounds over timeUnderstand how research, publishing, and credibility intersectOr see how strategic positioning is built deliberately, not accidentallyThis 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:[email protected] 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 wayWhy most owners wait too long to start the processWhat makes a business unsellable (and how to fix it)The difference between SDE, EBITDA, and profitHow to vet serious buyers and avoid tire kickersWhy relationships and empathy matter in deal-makingThe unique perspective women bring to business brokerageHow social media and networking drive deal flow todayLinks 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

In this episode of The Inside BS Show, hosts pull back the curtain on the broken employer healthcare system with guest Donovan Ryckis, founder and CEO of Ethos Benefits. Donovan reveals how misaligned incentives, opaque pricing, and lazy brokers have cost American businesses billions—and how smart CEOs can fight back. Key Topics Discussed: How the healthcare system is rigged against employers—and what you can do about it.The difference between a broker and a fiduciary—and why it matters more than you think.Why most companies are overpaying by 30–40% for employee health plans.How cash-pay and international mail-order pharmacy programs can slash drug costs.What every CEO should know about PBMs (pharmacy benefit managers) and stop-loss insurance.Why “self-funded” plans can outperform traditional coverage when managed properly.Three compliance steps every business owner must know under the Consolidated Appropriations Act.The coming wave of lawsuits against companies that fail to manage healthcare fiduciary responsibilities.Links and Resources: Watch Donovan’s documentary: It’s Not Personal, It’s Just Healthcare – EthosBenefits.com Connect with Donovan on LinkedIn: Donovan Ryckis Buy The 60 Second Sale book: Amazon Link Subscribe via Email: GetInsideBS.com Listen on Spotify: Inside BS Show on SpotifyListen on Apple Podcasts: Inside BS Show on Apple PodcastsCall Us: (305) 692-5531Call to Action: If you’re a business owner, CEO, or advisor who’s tired of paying more for less when it comes to healthcare, this episode is your wake-up call. Learn how to take control of your benefits strategy, cut costs, and protect your team the right way.

In this special solo episode, Dave Lorenzo announces a planned 30-day break from The Inside BS Show and social media. From October 4 through November 3, he’ll be going “offline” to focus on a major new project, rethink the direction of the show, and manage an intense travel schedule. Dave explains why this reset is deliberate and strategic — not a disappearance — and what listeners can expect when he returns. What You’ll Discover Today: Why Dave is taking a 30-day break from podcasting and LinkedInThe three major reasons for the pause:A new, time-intensive project demanding focusStrategic re-positioning of The Inside BS Show’s format and directionA travel schedule that covers more than half the monthThe difference between this “designed break” and prior hiatusesWhat listeners can expect during the reset, including two interview episodes releasing mid-monthWhen and how the show will relaunch on November 3 at 6 a.m.Key Takeaways: Strategic pauses are sometimes necessary for creative growth and business focus.Consistent creation takes time — reclaiming that time for reflection and planning can lead to stronger output.Taking a deliberate break (rather than disappearing) preserves the relationship with your audience.The Inside BS Show will return refreshed, re-energized, and with a new sense of purpose.Call to Action: Circle November 3 on your calendar — Dave returns with new energy, new ideas, and a new direction for The Inside BS Show. In the meantime, stay subscribed to catch the two upcoming interview episodes.

How to protect your business from the most common—and costly—employment law mistakes. In this episode, employment attorney Susan Lorenc joins Dave Lorenzo to deliver a master class on how business owners can stay out of legal trouble, build productive workplaces, and avoid unnecessary lawsuits. Key Topics Discussed: Why employment law is about more than just compliance—it’s about protecting your business.The biggest mistakes business owners make when hiring, firing, and managing employees.The truth about employee handbooks—and when they do more harm than good.How to keep workplace culture fun without crossing legal lines.The difference between quid pro quo and hostile work environment harassment.Why “I didn’t know” is not a defense when problems happen on your watch.What to know before hiring independent contractors and virtual assistants.How to handle background checks and avoid discrimination claims.Why business owners must manage remote workers differently.How to build policies that actually protect your company instead of exposing it.Links and Resources: Buy the 60 Second Sale Book: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763Call Us: (305) 692-5531Call to Action: If you own a business, don’t wait until you’re sued to learn employment law. Contact an attorney like Susan Lorenc today and get proactive about protecting your company.

In this episode of The Inside BS Show, Dave Lorenzo sits down with Britt Summerill, Partner at Now CFO, to uncover the truth about when and why business owners need a Chief Financial Officer and what happens when they wait too long to bring one in. Britt explains the critical difference between a Controller and a CFO, the telltale signs your company has outgrown its basic accounting setup, and how a fractional or outsourced CFO can transform your business from reactive to strategic. You will hear how companies, even those earning tens of millions, often operate without the right financial systems in place, the costly mistakes owners make when they rely on outdated reporting, and how to spot warning signs like missing visibility, unreliable cash flow forecasting, or weak internal controls. Britt also shares real-world examples from his experience leading Now CFO’s expansion into multiple markets and helping companies nationwide recover from accounting chaos, uncover fraud, and prepare for funding or acquisition. What You Will Discover Today: When to hire a CFO and when a controller is enoughThe most common accounting blind spots that sink growing businessesWhy "clean books" are not enough for scaling or fundingThe role of a fractional CFO during rapid growth or crisisHow Now CFO helps companies restore order, improve visibility, and drive valueThe surprising financial messes Britt has uncovered, even inside billion-dollar companiesKey Takeaway: If you are a CEO who does not fully understand your financials, you are not alone, but you are exposed. The right CFO can give you the insight and control you need to protect your business, prepare for growth, and make smarter strategic decisions. Connect with Britt Summerill: Website: www.NowCFO.com Email: [email protected] Links and Resources: Buy The 60 Second Sale: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763Subscribe for updates: GetInsideBS.comCall Us: (305) 692-5531Call to Action: If you have been relying on "good enough" accounting, it is time to rethink your finance function. Reach out to Now CFO to find out what is really happening behind your numbers and start leading your business with clarity.