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This is a Father's Day Special. Nicholas Lorenzo interviews Dave Lorenzo about his career and his life. One of the most interesting questions was: "How did you start your consulting practice in a recession?" Join us for this fun and heartwarming interview that will help you grow your practice and inspire you.Spend a few minutes with the Lorenzo's this Father's Day. You'll be glad you did.

Rejection is a part of life. The only time rejection becomes a problem is when you let your fear of it prevent you from aggressively taking action. On today's show we talk about how you can make yourself rejection proof.Here are the five ways to make yourself rejection proof.First: Make sure you have lots of things happening so you don't rely on only one opportunity. This means multiple streams of revenue. Multiple lead generation strategies, multiple clients in each sector, multiple options for working with clients.  Options, choices and diversity in revenue helps take the sting out of any single set-back.Second: Put your external orientation into practice each day. Give referrals, testimonials, and online recommendations each day. This helps you feel like you're helping people because you are actually helping people. This will come back to you in many ways, not the least of which will be referrals. Third: Read the testimonials people have prepared for you. Watch the video testimonials people have shot for you. They are all true. Reflect on the value you delivered to those people.Fourth: Call some clients. Talk with them about their business. See if they need help with anything. This will strengthen your relationship with them and make you feel great. Fifth: Exercise. That's right, move around. This will help you change your state of mind. It will release endorphins (a chemical that helps you feel good) and it shifts your focus away from work for a little while.Rejection is temporary. You will absolutely remember your big wins and every one of them came as a result of the experience you had from being rejected.   

There are five HUGE networking mistakes most lawyers make and all of them could be avoided. I outline these blunders below. How many of them do you make?Mistake One: Not Showing Up ConsistentlyYou need to show up, on time, every time. People need to find you reliable and predictable. That gives them confidence. If you constantly attend networking events and you always keep your appointments, people will trust you. Trust is the foundation fo referrals. Mistake Two: Not Putting In The WorkWhen you show up, you have to connect with people and listen to them. This is hard work. Don't get me wrong, it's not swinging a sledge hammer or laying concrete, but it is hard work nonetheless. Making a true, empathetic, genuine connection with another business owner is critical to networking success. If you want multiple referrals each month, you need to do this over and over again. That's work and you need to do it. Mistake Three: Not Following UpAfter the initial meeting the real work begins. This is the follow-up. Adding people to your contacts database, sending them weekly email newsletters and monthly direct mail newsletters, and reaching out to have regular conversations, is all part of the program. If you don't do this, you won't generate new referrals. Mistake Four: Not Giving More Than You ReceiveYou cannot expect to get referrals unless you give referrals and it is not proportionate. Successful networkers give about three times more referrals than they receive. So to get 10 new referrals during a month, you should be passing at least 30 referrals per month to people in your network. Why is this? It's because people need to 1). Build up their trust in you. 2). Understand your referral expectations. 3). Discover what to listen for to connect you with someone good. 4). learn how to make the connection to you in a way that is successful.Teach people how to refer you by the way you refer business to them. Mistake Five: Not Asking for ReferralsPeople will refer you if you ask them. Ask to meet someone specific. Give them the name of the person you want to meet. Give them their title. Give them the name of the company they work for. Give them the industry. Tell them why you want to meet that person. All of these things are essential. When you ask with this level of specificy, you'll be successful.If you want to get more referrals and be more successful networking, stop making these mistakes. Your bank account will be glad you did.If you're interested in a shortcut to referral success, join my Inner Circle Community. We not only teach you how to pass business and receive referrals, we help facilitate the referral process among our members. One of the members of my inner circle community just received a closing on a real estate deal that will net him six figures. Another member of the community passes some business that was worth $17,000 directly to the attorney.We are seeking attorneys in all practice areas, in several jurisdictions. In Miami we need a good trust and estates attorney, an immigration attorney, and a bankruptcy attorney, In New York we need trust and estates, real estate, family law and personal injury.In other areas of the country, we are open to suggestions.The investment to become a member of this community is $1,099 per year. This is easily recouped from just one new matter.To join follow this link:https://davelorenzo.com/inner-circle-special-invitation/The investment will increase on June 15, 2020. Don't wait. Take advantage of this offer right now.https://davelorenzo.com/inner-circle-special-invitation/

Each week five or six new people (sometimes more) come to me looking for help in growing their professional practice.  They all start the conversation with the same phrase: "I don't know what I'm doing wrong."  In today's show I give you the answer.You're not moving fast enough.There are three reasons why this happens:You don't realize the problem. This is typical of people who make just enough money to survive. I was once one of those people. Then one day I realized that if I increased my expenses, my income increased to match them. This told me I could make as much money as I wanted. So I set my mind to implementing as many business growth strategies as possible and as quickly as I could. You lack clarity of purpose. We discussed this earlier this week. Your print purpose is to grow, If you're not growing, you're dying. Do Something today to enable the growth of your business. You don't believe in the real solution. If you're stubborn, set in your ways, you're doomed. That's all I need to say about that. If you're not "ALL IN" on business development strategy for your firm - and your individual practice - nobody can save you.Here are the five things you can do today to increase the speed of your growth:First:  Abandon perfection. When it comes to marketing your professional practice, you need to fail, forward, fast. Don't worry about typos. Forget the little stuff. in most cases you can fix anything that is broken before most people notice.Second: Grow each day. I shared a list of ten things I try to do each day. I consistently do 3-5 of those things. I'm clear on the purpose of my business and I complete that mission daily. Third: Set goals. write them down and review them each day. If you have goals and you focus on them, you'll eventually crush them. If you don't, you won't.Four: Ignore unsolicited feedback. There are people all around you who will tell you, you can't or you won't. Remove them from your life. Fifth: Model successful behavior. There are many people who can help you. Look at your peers and copy best practices from those who are successful. If you want a true shortcut, apply to join my Inner Circle Community. We attract the best practitioners, share their success habits and refer business to each other. Follow the link below to join.https://davelorenzo.com/inner-circle-special-invitation/

Many businesses are dealing with creditor calls during the current economic downturn. This recession is different because it was caused by a pandemic and many businesses have been impacted. How should you handle it? This interview has the answer to that question and many more.Join us for an interview with Miami Bankruptcy Attorney, Jeff Bast.About Jeff BastJeff has been practicing insolvency law for more than 25 years. He represents clients on bankruptcy and bankruptcy avoidance, emphasizing corporate reorganization, workouts, creditors’ rights, and commercial litigation both in and out of bankruptcy court. He also provides insolvency-related transactional advice and has extensive experience with all aspects of bankruptcy sales and acquisitions. Jeff represents corporate and individual debtors, shareholders, trustees, receivers, indenture trustees and creditors’ committees, as well as secured and unsecured creditors in complex workouts, reorganizations, and liquidations.After law school, Jeff completed two bankruptcy judicial clerkships in Texas and Florida. He then practiced law in the restructuring groups at two international law firms, where he was elevated to equity partner. In 2008, Jeff left the big firm life to start his own practice. In 2009, he founded Bast Amron LLP with his partner Brett Amron. The firm is now widely recognized as one of South Florida’s top boutique firms delivering sophisticated advice to an array of clients with complex commercial disputes.Jeff is a frequent speaker and writer both in the U.S. and abroad on topics related to insolvency. Jeff has been recognized by his peers and numerous publications for professional excellence including: Best Lawyers in America, Chambers and Partners, Martindale Hubble, South Florida Legal Guide and Florida Super Lawyers.Contact Jeff BastJeffrey P. BastPartnerBast Amron Attorneysjbast@bastamron.comSunTrust International CenterOne S.E. Third Ave., Ste. 1400Miami, Fl 33131T:305.379.7904F:305.379.7905

This is a great interview of Dave Lorenzo about growing a professional practice on your own terms. If you want a business the enables your lifestyle and you want it while practicing law, listen to this interview today. 

If you're looking for entrepreneurial inspiration, this is the interview for you. Lisa Larter runs a highly successful professional service business that includes both online and offline revenue streams. Lawyers, CPAs and all professionals will all benefit from her insights. Enjoy my interview with Lisa Larter.Lisa Larter is a digital marketing expert, business strategist and the founder of Lisa Larter Group.She believes that if someone else can start a business, so can you! And she knows this because she did it herself. As a high school dropout, Lisa successfully built and scaled her own business. And today she helps businesses navigate entrepreneurship to increase their profit.Lisa is the founder of The Pilot Project, a business program that thousands of business owners have gone through to better understand how to build their business.She is known for her no-nonsense approach to helping business owners get results. Highlights of her life have been meeting Oprah Winfrey, helping Deepak Chopra navigate Facebook, being chosen to speak a number of times at the eWomenNetwork International Conference and Business Expo, completing her first book Pilot to Profit: Navigating Modern Entrepreneurship to Build Your Business Using Online Marketing, Social Media, Content Marketing and Sales as well as hosting the annual Ottawa business conference, Money, Mindset and Marketing.If you want to learn more about Lisa, click the links below.Website: https://lisalarter.com/LinkedIn: https://www.linkedin.com/in/lisalarter/Twitter: https://twitter.com/lisalarterHere is your guide to my interview with Lisa Larter02:51 How Lisa became an entrepreneur06:13 The moment when Lisa realized she was in the right business07:45 How Lisa made the transition to a coaching and professional service business10:00 The way you can transform your business to meet the needs of your client10:47 The breakdown of Lisa’s revenue streams13:45 Going from doing the work to running the business14:32 Lisa’s recruiting strategy for an all virtual team16:49 Lead generation strategy19:58 How do business owners generate new leads in a pandemic?24:24 Lisa’s advice to people who want to get new business right now.27:58 What is Lisa excited about in online marketing?32:48 Lisa talks about the lifestyle her business has enabled34:35 Lisa’s best advice for making the pivot in a pandemic 

You must approach each day with clarity of purpose. That means you must focus on the main reason for your business’ existence each day. The reason my business exists is to grow through helping people, so I need to do something to grow my business each day before I do anything else. This means if I have a client project that will take up most of my time, I first focus on doing something to grow my business, and after I’ve accomplished that task, then I focus on the client project. I realize that without new revenue – there is no business.  Growth is my business purpose. I am TOTALLY clear about that.Before I do anything else, I focus on growth in my business. Growth is my purpose. Here are the ten things I do each day to focus on growth. I may not be successful at all of these, but I make sure I am successful in accomplishing at least one.  Close a Deal: Of course, getting a new client on board is great. I try this first.  Send out a New Client Proposal: I have a high closing rate of these proposals so if someone is waiting for one, every minute they wait delays me attracting a new client.  Give a Referral: If I give one, I will get one down the road. Give a Testimonial: This helps me deepen a relationship and that will lead to new business. Receive a Referral: Getting a new referral means I have a deep relationship with a referral source.  Receive a Testimonial: This again reinforces a deep relationship.  Book a Speech or Webinar: This is a great lead generation opportunity. Write and Email or Sales Letter: This will potentially attract a new client. Call a Prospect: I pick up the phone and have a conversation. I don't try and sell I simply ask how the person is doing. Add a New Person to My Database: This is someone I suspect will be a client or a referral source someday. Growing my list is not only important, it is necessary You must have clarity about what you need to do. Growth is job 1. If your business doesn’t grow, it dies.

If you want to close more deals you have to cut off all the other options. This means asking for "NO" a lot. What do I mean? How could this possibly work? Listen to today's show and find out.  Please note: The notes below do not do this strategy justice. I've used this for everything from closing multi million-dollar deals to getting my kids to clean their rooms.  You've got to listen to this episode. Please click the link and listen today. Most people who make decisions are afraid of risk. They're afraid they will get burned or look stupid or not get a great deal or be laughed at or have someone tell them they made a mistake - or all of those things and about one thousand others. This leads them to say "NO." a lot."No" is safe. "No" makes them comfortable. "No" is empowering.When you give people permission to say "No" they trust you. That's when a real dialogue can begin.When you are starting a sales process or a business development process or a negotiation, always give people questions they can answer with a "no" right at the outset."This isn't a good time to talk is it?""You wouldn't be interested in helping me put my kids through college would you?""You don't have an extra million dollars in your budget to invest in my services, do you?"Those are funny little throw-away lines and they can break the ice but they also have a powerful psychological impact because they give your counterpart the opportunity to say "no" to you and that makes him comfortable.  As you go through the sales process you need to keep testing your counterpart and let him know you expect him to say "no.""So Mr. Smith, you said you didn't have a budget number in mind and I understand that.  Would spend one million dollars on this service?  "No.""Ok. Would you spend $100,000?" "No." Ah. So, How about $50,000? If the return on investment looks like it's 100%?"Maybe."You see how that worked? We went from "I'm not giving you a number!" To a reasonable range.You can do this with any question or situation.  "Mr. Jones, when would you like to start?"  "I'm not sure.""Tomorrow?"No."January?"No."Okay so sometime in the next three months."Here's the bottom line, at the outset of your conversation, you give your counterpart the opportunity to say "No" and you can then get the answers you want.

On this episode of the show I share the secret to attracting new referrals for lawyers (actually I share three secrets and a shortcut at the end of the show. be sure to join us.Listen right now!Here are some show notes:Everyone wants to attract business through referrals for three reasons: Your credibility is already high with someone who is referred to you. Why? Because someone they trust introduced this prospective client to you. Referred prospective clients are qualified to work with you. It's highly likely the person referring business to you shared your business terms with the new potential client. If the prospect didn't agree with those terms they wouldn't have agreed to speak with you. Referred clients are less fee resistant. Again, the person referring the new client to you probably shared your fee structure and they shared your terms. If the new client didn't agree with them, they wouldn't be speaking with you.  So everyone wants referrals, but many of your former clients and evangelists do not know that you specifically will accept business by referral. Sometimes people forget - either about sending a referral to you or about you entirely. Reminding people in a way that is professional and aggressive (without seeming needy) is critical to your financial success.I teach people in my Inner Circle Community how to do this.I also teach them other things like: How to connect with new clients using speaking engagements (delivered via Webinar or Zoom meeting as well as from the front of a room on stage). How to get articles published in places where your ideal clients will see them. What to say to a client to increase the fees you charge. How to develop life-long relationships with clients who invest in your services over and over again. In addition we discuss: Prioritizing your time to make sure you never lose focus on the most important business growth initiatives Setting up a business or a practice that runs without your day-to-day involvement so you can enjoy life. How to hire the best possible administrative assistant (either in real life or virtual). And much more. But that's not the best part of membership in this community. The best part is the REFERRALS. That's right. If you are an active participant in the community - meaning you attend some of the Zoom meetings and share your knowledge - people in the community will refer business to you.Right now we have members from all over the United States and even some from foreign countries.Just this past week, one of our members reached out with a $17,000 referral to another member. As the community grows, these referrals will increase - both in size and frequency.If you like referrals, you should apply for membership.  If you are accepted, you'll be a member of a group that has been vetted by me for: Having a high level of integrity Understanding how to qualify and pass a referral Puts the good of the community ahead of personal interest and wants to foster a community of selflessness.  Do this now: Review the information on the webpage below. Pay your membership fee and I will interview you. If you're accepted, I will introduce you to the community at our next weekly meeting. Here's the link to pay and apply.http://WorkWithDaveLorenzo.com If you are not accepted, your fee will be returned.  Oh and the best part: It only costs $1099 per year to join. One referral will literally pay for your membership for ten years or more. Here's the link:http://WorkWithDaveLorenzo.com

About Summer RoseHave you ever stared hopelessly into your cluttered closet thinking, “I have nothing to wear?” Do you ever get overwhelmed from the amount of paperwork and bills piling up on your desk? Are you ever stressed by the disorganization in your home or embarrassed when unexpected company drops by because your home is not presentable? Summer Rose is here to help! She will reorganize every aspect of your life and teach you how to implement the best strategies to properly utilize all the space in your home.After she comes into your home, you will feel freer, be more productive, have more time, and never feel like you have nothing to wear ever again!Born and raised in Miami, Florida, Summer Rose graduated from the University of Florida with a degree in Business Management and a double minor in Entrepreneurship and Communications. As a young girl, she jumped at the chance to organize her friends’ rooms – and still does! Her favorite thing to do was organize her aunt’s hair scrunchies, clips and makeup. Summer has been passionately organizing for over a decade! Due to great demand for her organizational services, Summer realized how much she could improve people’s lives through these skills. As a result, Star Organizers was born. Summer currently resides and works in New York City and travels to organize clients’ homes all over the country. Clients have flown Summer out to fifteen different states for her organizational expertise. Along with her organizational services comes some bonus life coaching. A life coach since 2005, Summer is a certified Master Practitioner of NeuroLinguistic Programming, Timeline Therapy, and Hypnotherapy. She is also a certified Master NeuroStrategist, Performance Strategist, and Flow Consultant. Summer not only helps you create effective strategies for your home and office, but she also helps you create effective strategies for your life. She teaches you how to effortlessly follow these strategies so your space and your life are consistently clutter free. Contact Summer RosePhone: 917.780.2052E-mail: Summer@starorganizers.comFacebook: https://www.facebook.com/starorganizersLinkedIn: https://www.linkedin.com/company/star-organizers/Instagram: https://www.instagram.com/starorganizers/Website: http://starorganizers.comListening Guide to the Inside B.S. Interview with Summer Rose2:27 How Summer got started organizing people’s homes and lives3:21 What are some of the different things Summer has organized over the years?4:43 What is the best approach to organize computer files?8:24 The strategy Summer used to organize a multi-office physician practice.10:44 How to organize your photos on your computer.11:38 The best way to organize your office.12:30 Organization leads to better communication in the office.  13:20 Tools to use to better organize yourself.14:59 How Summer grew her network to include celebrities and thousands of professionals.18:52 The best way to optimize your networking time and stay on track. 20:36 How to decide who is worthy of your investment of time.22:59 Summer teaches Dave about B.E.N.D.W.I.M.P.29:00 Summer tells us how to figure out which business groups are productive and which groups are a waste of time.31:20 We discuss how you determine which groups are a good fit for you and your personality.32:40 How has Summer’s business shifted due to the Coronavirus pandemic?38:24 The way Summer uses language to help people get things done.

Years ago a big company hired me to do some freelance work for them. I was to write an article each day for their website. They also hired a marketing expert to help with strategy. The expert and I became friends. We worked well on that project and eventually, worked on a subsequent project together. We exchanged contact info and passed referrals to each other.  We'd have telephone conversations and share advice. Each year, on our birthdays, we'd exchange cards.As the years passed, the calls became less and less frequent but cordial emails and cards were still exchanged.  Then one day I needed some advice on something and I picked up the phone and called the marketing guru.  He let me ask my question and then responded with:  "You know, I've given you quite a bit of advice over he years, and you've never offered to pay me a penny. If you really want to take your business to the next level, you should..." and he followed up with a sales pitch.I was shocked. After I hung up the phone, I turned to my wife and relayed the conversation.  She said:"Why are you surprised by this? You do the same thing. You give advice to people in your email and online as if they are your friends and then you get frustrated when they ask you for specifics and don't offer to pay you."She was right and the marketing expert was right.  When the marketing expert was sharing information and advice with me, it was on his terms. He was teaching me and providing general guidance. When I reached out to him and asked him for help, I should have entered into a professional relationship with him.   Each day I show up here and have a conversation with you. During this conversation I share educational information, entertain and inform you. I'm happy to do this because it is on my terms. Many people call me for specific advice and they become clients.I make it easy to become a client.  You can join my Inner Circle Community for an investment of $1097 per year.  That's over 100 individual learning sessions and 50 networking events (via Zoom) along with membership in a community that refers you business.The return in investment from this relationship is phenomenal.  You can view the invitation to join at this website: http://WorkWithDaveLorenzo.com

Over the years I have experimented with podcasts a few different times as a way to help me grow my business.  As someone who is no stranger to content creation (I write every day) I have no trouble sharing a topic with an audience for 10 minutes each day. But when I started the Do This Sell More Show I wanted to not only educate but entertain and have fun doing it. That's why I developed this content model for the show.  There are seven different types of content. Here is a brief outline:How To Content: On this show I teach the audience something. I give specific, focused guidance on how to do something to achieve a desired outcome. Sometimes this is positioned as "behind the scenes" and sometimes it's a flat out, "here's how you do it..." show. This show is a "How to..." show.  Mindset Content: On this type of show I help you change your thinking. When it comes to helping people grow, you must do it from the inside out. That means first you change your thoughts, then you change your feelings, then you change your behavior.  On a mindset show I demonstrate how you can change your results by first changing your thoughts.  Edutainment: On this type of show I educate through the telling of a story. The model is Asop's Fables. Asop was a storyteller in Ancient Greece. He told stories that taught a lesson.Promotional Content: This is content that helps me sell something to the audience. It can be a profile of a successful client or an entire show dedicated to promoting a solution I'm offering. Attorney Interviews: Since a large part of my audience is attorneys, I try to interview someone in that field who has a great story or unique talent. Professional Interviews: These are shows on which I interview a CPA, an architect, engineer or other professional. I do this to give the audience the perspective of someone in a profession that is different than theirs.Expert Interviews: These are interviews with experts, authors or some other authority in an area of interest to my audience. The have an interesting story or specific expertise to share with my audience.  Most often they have a book or course they are promoting.  Even though I am 165 episodes into this show, I'm always tweaking and tinkering with the content model. I do this to keep my audience interested and engaged and I also do it to keep from getting bored myself.  If you have an idea for a guest for the show or you have a topic you'd like to see me cover, please email it to me. You can find me at:AskDave@DLorenzo.com 

Dave Lorenzo interviews Brian Tannebaum, a Miami-based ethics and criminal defense attorney. Brian is a mentor and teacher to young lawyers. His advice is applicable for professionals in all industries and particularly valuable for attorneys who own their law firm. Brian began his career as a criminal defense lawyer and now also represents law students & lawyers in Bar admission, discipline and ethics matters, as well as lawyers and law firms in partnership disputes, fee disputes, & other issues facing legal professionals.In 2014, the ABA published his book, "The Practice - Brutal Truths About Lawyers And Lawyering."Brian is President of the Florida Association of Bar Defense Lawyers, and Past President of the Florida Association of Criminal Defense Lawyers & its Miami Chapter. He was Chair of the Florida Bar Traffic Court Rules Committee, is a member of the Criminal Procedure Rules Committee & former member of the Criminal Law Section Executive Council.In November 2018 he began a two-year term as Chair of the Board of the Innocence Project of Florida.Brian’s Not Guilty verdict in the case of United States vs. Dow was recognized by the National Law Journal as one of the “Top 10 Defense Verdicts,” civil or criminal, in the United States.A native Miamian, Brian is AV rated by Martindale-Hubbell & listed in the Bar Register of Preeminent Lawyers and The Best Lawyers in America©. Brian was voted “Best of the Bar” by the South Florida Business Journal, one of Florida's Legal Elite by Florida Trend Magazine, in every edition of Super Lawyers Magazine and voted one of the Top Lawyers in South Florida by the South Florida Legal Guide. He has provided live trial commentary on Court TV, appeared on The O’Reilly Factor, & National Public Radio, & has been quoted in publications throughout the world including The New York Times, People Magazine, and Modern Healthcare.Brian is Past Chairman of the 11th Judicial Circuit Historical Society and a former member of the Board of the Miami Chapter of the American Diabetes Association.Brian is admitted to practice in Florida, the United States District Court for the Southern and Middle Districts of Florida, and the United States Supreme Court. He is also a Certified Sommelier. Contact BrianBrian Tannebaum1SE 3rd Avenue, Suite 1400,  Miami 33131 305-374-7850Email: btannebaum@tannebaum.comhttp://www.tannebaum.comBrian’s Book:The Practice:  Brutal Truths About Lawyers and Lawyering – Amazon LinkBuy the book from the ABA:  ABA LinkInterview Guide03:58 Why Brian has chosen to work with and represent attorneys.05:15 Great advice Brian received about how cases (and often careers) sometimes choose you. 05:58 How hard is it to represent people who think they can do it themselves?07:51 When do you walk away from a client who you know is going to be difficult?09:32 There’s always another case – Why you need to remind yourself of that.12:09 How do I spot a bad lawyer?14:50 Why do we need to admit mistakes and be completely honest when we go to an attorney for help? 17:05 Good lawyers sometimes get in trouble. How much should someone hiring a lawyer care about a past bar infraction when they are seeking representation?20:30 Attorneys are under constant scrutiny. They have to be more careful than the average businessperson. Brian explains why.24:10 Why clients rationalize their behavior and how it hurts them.26:23 How do you break bad news to a client?28:07 When a bad situation is over, how do you help clients move on with their life?32:45 What is the innocence project?  https://www.innocenceproject.org35:40 The question every criminal defense lawyer is asked…37:50 How does Brian handle the income fluctuation of the practice of law?45:19 How does a young lawyer get involved in the community and become a resource for people?48:28 Why is a hobby good for business? 

You must be able to differentiate your business from everyone else who does what you do. This is one of the fundamentals of sales and marketing. Marketing messages should highlight your differentiating factors and they should do so early and often.When it comes to sales, the people who are representing your brand should run TOWARD this differentiation. Many sales professionals hesitate to mention the competition and they shy away from comparisons. This is wrong. You and your team should welcome a comparison so you can draw the distinctions between your business and competitors.Here are the seven areas where you must highlight how you are better than your competitors: Product Quality Service Quality The Experience People Have When Working with You Risk Reduction Speed of Results Prestige  Value / Return on Investment

When the COVID-19 pandemic began I immediately reached out to people in my community and on the periphery of my community. I wanted to help business owners and professionals.  Here's what I did:Offered FREE Daily PodcastsI was already doing a podcast but I increased the frequency and expanded the areas of focus to accommodate people who had been impacted by the pandemic and the business shutdown.This has been highly successful and it will continue.  Many listeners have converted into clients. The reason: I provide enough info for people to act, and they see the value. They want more.Provided FREE VideosThis has also been successful. People will watch videos and act. They also like the perception of a relationship that develops as a result of the videos.  Since the frequency of videos is less than podcasts (I've moved to posting 2-3 videos each week vs. daily podcast) the frequency of contact is proportionate.This is clearly successful and it will continue.Created a Limited-Time Program for Clients Who Were Worried About the EconomyThe success of this remains to be seen. This is a "FREE Trial" and some folks have become clients as a result but some have not taken full advantage of it. Invited Some Former Clients to Participate For a Limited-Time This has been an unmitigated disaster. Many former clients took advantage of this offer and did not convert. In fact, not only did they not pay to be a part of an ongoing relationship, they have not referred me to others, many have not expressed appreciation and few have promoted my services to the people they know.  In fact, in a few cases, these folks have reached out to people and invested in complimentary services or in people who will help execute the services I provide without offering to my a small fee to me.This is going to end soon.  While I certainly will always help people who have been my clients and have invested in my services, that investment is a value exchange.  When there is a sense of entitlement, and no attempt at equity, the relationship needs to end. What you should do for free:Your opinion: You can provide this via articles, podcasts and videos. People will be drawn to you because they want to hear what you have to say.A sample of your service: This is the "free consultation."  If you feel like yo need to provide value in advance, mix a consultation with some of your persuasive skills. Use this as a sales opportunity. Educational information for your ideal clients: This is my favorite tool. Do a free video seminar. Offer educational information in exchange for contact info - so you can follow-up. Tools that require your service: This is something like a checklist or a worksheet Limited use of your product or service as a sample: This could be attendance at the first part of an event and then payment to continue. You can do a half day of a three day event for free and they pay to stay. Here's the bottom line on FREE: Give away only those things that get people MORE interested in you. Podcasts, Videos and reports are great for client attraction. Entire learning programs are not. People value things they pay for. Make 'em pay. Don't give away things you can sell.

As I've matured in my business career I've given a great deal of thought to the relationships I have with my clients.  Some clients are better than others. Why? Because they spend more money with you? Because they stay with you longer? Because they refer other people to you? All of those are important criteria, yes, but one of the most important criteria is the clients who follow your guidance and get the best results. Many "gurus" will tell you to ignore the effort the clients put toward your work with them. They will tell you the only thing that's important is if the client pays you or not. They tell you you cannot control the effort of the client.Imagine if a coach of a professional sports team said that. Imagine if they said: "Look, I came up with the plan. I shared the plan with the players. I opened the practice facility. I gave everyone team uniforms. That's all I can do."  This coach be fired in a heartbeat and they would be out of coaching forever. Why?Because the players didn't execute and the coach chose those players.  Even in a situation where someone else selects the players, the coach chooses who to put in the game and how to prepare those players (mentally) to compete.You have the same responsibility. When people come to you for help, you need to ask them some questions to determine if they are a good fit to be a part of your team. The results they achieve are going to be a reflection upon you. Their satisfaction will be a reflection upon you. If they want to give you their money, and do nothing, you should take it but make it clear at the outset, that's what they are paying for. I have several different options for people who work with me. The money for nothing option is not something people admit they are signing up for but it often is the reality. When those people are honest and they say: "I just feel better when I have a weekly conversation with you, even if I do nothing." The value I provide is clear and we are both on the same page.Below are the qualities of a great client in professional services (clients for lawyers, CPAs, consultants, engineers, architects, etc.):MoneyPeople must be able to afford your services. This means they must have money to pay you, in advance. Anyone who cannot pay you in advance is not an ideal client. You may choose to accept clients who do not meet this criteria, but when they screw you, it is your fault.  You read correctly. If you don't get your money up front, and the client fails to pay, that's your fault for accepting this situation. A Problem You Can Help Them Solve or a Goal You Can Help Them AchieveWhat outcome is the client looking to achieve? If you do your best work and the client is compliant, are you likely to achieve the best possible outcome? Are you the best qualified person to help this client with this issue? If the answer to any of these questions is "yes," he is qualified to work with you. The Ability to Make a DecisionIs the client ready willing and able to do business with you? Are they shopping around? Can they give you a "yes or no" answer to this question?  Many professionals take meetings with prospective clients who only want to pick tehir brain. This is a waste of time.  Every business development meeting should result in a decision.UrgencyWhen does the client want to get started working with you? Are they standing on a burning platform? Why is NOW the right time to address this problem? If the client doesn't have this motivation - if he/she isn't ready to move on this right now, they aren't going to be a good client. Walk away. Honest and Clear Expectations for Our RelationshipIs the client expecting a miracle? Does the client want something that is realistic from your relationship? If not, you're setting yourself up for failure. Too often professionals are hesitant to discuss these expectations in advance because they believe the client will go to someone else who will promise them the moon and then fail to deliver.  FinallySome of this advice is not in my best interest. Some of you reading this and listening to this episode of the show will decide not to work with me because you want to pay me and get rich over night - with minimal effort on your part.  That would be bad for both of us.I want to work with you to help you achieve your goals but we are both going to need to give our best. There will be pain - for you - but I will make it minimal. There will be intense effort on your part, but there will also be satisfaction.And happiness.If that's something you want, you're in the right place.  

James Kohnstamm is an experienced economic development professional who began with the Miami-Dade Beacon Council in 2008. As Executive Vice President in the Economic Development Department, Kohnstamm consults with local, national and international business leaders on the economic trends and attributes of Miami-Dade County and develops customized services to expanding and relocating business to facilitate job generating investments. With a focus in the Aviation industry, Kohnstamm has directly managed over 100 economic development projects that have generated over 4,700 jobs and $1 billion of investment for Miami-Dade County. Clients include: Amazon, The Boeing Company, Brightstar, Cable & Wireless Communications, Cosentino, Deloitte, LAN Cargo, Ryder System, Telemundo, Univision, and UPS.Prior to joining The Beacon Council, Kohnstamm worked for The University of Miami School of Education and was a high school English and History teacher. A Seattle native, he holds a MA degree in International Administration from The University of Miami and a BA in Anthropology from Connecticut College.About The Beacon CouncilThe Miami-Dade Beacon Council, a public-private partnership, is the official economic development organization for Miami-Dade County. Led by a professional staff and Board of volunteer community leaders, the organization facilitates business growth and expansion locally, nationally and internationally. The Council was founded in 1985 as an outgrowth of the Greater Miami Chamber of Commerce to focus on business recruitment, expansion and retention.Contact James:80 SW 8th StreetSuite 2400Miami, FL 33130jkohnstamm@beaconcouncil.comPhone: 305-579-1300Listening Guide to the Inside B.S. Interview with James Kohnstamm02:45 What is the Beacon Council?05:30 How does a public private partnership work?08:12 What does the Executive Vice President of Business Development do?12:31 What are the plans for a business comeback in Miami?14:35 How will the business landscape change in Miami while the Coronavirus Pandemic is ongoing?17:04 What does the future look like for the hospitality industry in Miami? Both short term and long term?21:38 What does the future of Miami Real Estate look like?25:47 James talks about the importance of diversity in the workforce and how it is a competitive advantage in Miami30:20 Who needs to be a member of the Beacon Council?33:45 What is the future of the airline industry in Miami?37:14 How will the cruise industry come back?38:55 How can people connect with the Beacon Council and James?

You have a tremendous opportunity to get out in front of your industry and capture HUGE market share. Why? Because while everyone else is just trying to survive, you can innovate, differentiate and demonstrate value.If you do these three things consistently, people will flock to you in droves.Why? They Receive a Massive Return on Their Financial Investment:  The value you deliver is amazing. Show people what they will receive and compare it to the investment they make. Demonstrate how the value overwhelms the investment. They Receive a HUGE Return on the Investment of Their Time: Under your business model - which includes this modern technology - you will deliver results faster. You have a proprietary process to get results. You show your clients that process and you plug the into it.  The results come quickly. Your Clients are Part of a Group of Savvy Leaders:  The clients that work with you are smart. They demonstrate that intelligence by connecting with you and being a part of your community. You Introduce Your Clients to the Best In the Business:  You help your clients succeed by making introductions to other people who can help them grow. Refer work to your clients. Help them become successful. Use that in your business development process. PLUG IN to My Proprietary SystemI have a proprietary system that I've used to help attorneys, CPAs, Consultants, and independent Professionals for years. This system was developed during the Great Recession and it is highly effective for helping business leaders like you GROW in difficult times. You will: Receive a Massive Return On Your Financial Investment   Receive The BEST return On The Investment of Your Time Be Part of a Group Dedicated to Your Success Discover New Ways to Do Business and Have More Fun If you want more details, visit this website:  https://davelorenzo.com/inner-circle-special-invitation/There's a special offer there for my subscribers but it is only available until the end of the month. 

There is one question I'm asked consistently each time I connect with a new client for the first time. "Why don't I have more clients?Often people think they are doing everything they can to build and grow a professional from. Maybe they join a networking group or hire a company to build a website for them. And they sit back and wait. And wait. And wait.  They believe this one tactic alone should result in an influx of new clients to their doorstep. The reality is, you need a consistent, sustained system in place in order to attract new clients to your firm.  Take a step back and objectively look at your client attraction efforts. See if you recognize any of the issues below.Here are the four reasons you don't have more clients:Client attraction is not a priority.  This is the most common reason you have less business than you'd like. You should spend at least 50% of your time on client attraction activities. If you are a professional(attorney, CPA, architect, engineer) there's a chance you're spending 8-% of your time or more doing the actual work. This is going to kill your business.If you spend 80% or more of your time executing your service delivery, you'll wind up with peaks and valleys in your business. This means you'll attract new work, service that work, then need to go out and start all over again.Your choices are simple: Develop work that is easy to deliver - like advisory services or automate service delivery (through hiring people to deliver the service). Lead generation is non-existent. You need to constantly develop new leads. This means you must constantly get people interested in you, the problems you solve and the value you provide. You can do this through educational seminars (delivered virtually via webinar) and written articles, white papers and courses.  Offer to deliver educational sessions to every organization to which your clients belong. You don't ask for referrals. Clients and evangelists want to refer you. They just don't know you will accept referrals. This sounds crazy, I know. But you need to educate people on how they can refer you. Do this by giving them these specifics:Who is your ideal client?What is his/her role in the company?What industry are they in?How can you help them?When you ask for referrals always be specific.  You don't follow-up. After someone does business with you, you must stay connected to them. Email them weekly. This can be part of an on-going educational campaign. You should educate entertain and inform. This follow-up system will keep you top-of-mind with your clients and evangelists and it will help them stay connected to you.  These four things are the minimum requirements if you hope to build a thriving professional practice.  If you execute them perfectly, you'll develop enough relationships over time to sustain and grow your firm. If you'd like to stay connected to Dave Lorenzo and a group of professionals who will support you, help you grow, and connect you with ideal clients, join Dave Lorenzo's Inner Circle Community. During the Covid-19 crisis, Dave is offering his subscribers the opportunity to join as VIP members for a reduced rate of $147 per month or $1,047 per year. This investment is easily recouped thorough the acquisition of one new client. To apply for membership visit: https://davelorenzo.com/inner-circle-special-invitation/ or call 888.444.5150