On this episode of The Inside BS Show, Dave Lorenzo interviews commercial insurance specialist Jonathan Mayotte of Thornton Powell. Jonathan shares how he transitioned from a radio career to insurance, and how he’s successfully grown his book of business in a crowded industry. He discusses the power of relationship-building, standing out by asking the right questions, and using local community involvement (like chambers of commerce) to build long-term business connections. The episode is packed with insights for professionals looking to differentiate themselves, start from scratch, and build valuable networks.

What You’ll Discover Today:

• How Jonathan transitioned from radio to commercial insurance
• Why being yourself is your best sales strategy
• The role of community involvement in business development
• How to uncover insurance gaps and win over prospects
• Why building a network is a long-term game
• How to avoid “desperation breath” in sales
• Ways to start meaningful conversations with business owners

Key Topics Discussed:

• Leveraging chambers of commerce and networking groups like BNI and ProVisors
• How to approach cold outreach with valuable information
• Using workers comp expiration data for strategic outreach
• The importance of educating clients on cyber liability
• Balancing client service and new business development
• Jonathan’s ideal clients: restaurants/bars, professional services, and trade contractors
• The industries that are more challenging, like long-haul trucking
• His top three lessons: be patient with networking, celebrate small wins, and don’t be afraid to fail

Call to Action:
Want to grow your business like a pro? Start by downloading your free business development plan at RevenueRoadmapGuide.com. Want to speak to Jonathan? Call him directly at (217) 649-4714.

On this episode of the Inside BS Show, Dave Lorenzo interviews Bridgette Ferraro, CEO of iCopy, a tech-enabled records retrieval firm serving law firms nationwide. Bridgette shares how she grew the company through innovation and operational restructuring, while simultaneously raising three young children. From building client-specific SOPs to navigating fax machines and subpoenas, Bridgette gives us a behind-the-scenes look at a niche industry and how she leads with intention and harmony. Her insights on delegation, scheduling, and business development are essential for any entrepreneur managing a high-growth company and a high-energy household.

What You’ll Discover Today:

• The origin story of iCopy and how Bridgette became CEO
• How iCopy differentiates itself in a crowded market
• Why firm-specific SOPs are key to client satisfaction
• How Bridgette approaches sales, scaling, and leadership
• The role of support systems and structure in work-life balance

Key Topics Discussed:

• Streamlining medical records retrieval for law firms
• Leveraging tech and human teams for growth
• Transitioning from operations to business development
• Structuring calendars for personal and professional harmony
• Advice for entrepreneurs balancing family and leadership

Call Us: (305) 692-5531

WHAT YOU’LL DISCOVER TODAY

• What a “life engineer” is and why Linda adopted the label
• Why energy management beats time management for high performers
• Practical ways to set boundaries and say yes to what truly matters
• How vision boards sharpen focus and motivation
• Choosing clients and colleagues who fuel—rather than drain—your energy
• Tools for escaping the comparison trap and perfectionism
• A simple framework for ethical decision‑making grounded in personal values
• Three daily habits to reclaim control of your calendar (schedule time with yourself, disconnect regularly, invest time deliberately)

KEY TOPICS DISCUSSED

1. Defining life engineering and work–life integration
2. Energy‑management tactics (color‑coded calendars, weekly “Sabbath” time, gladness activities)
3. Gleicher’s Formula for change: dissatisfaction, vision, first steps
4. Victor vs. victim mindset in relationships and leadership
5. Ethics dilemmas: moral temptations versus right‑versus‑right choices
6. Coaching vs. consulting: asking questions that reveal solutions
7. Parenting while building a business: why presence beats perfectio

On this episode of The Inside BS Show, Dave Lorenzo sits down with Jennifer Yousem, founder of I Heart EBITDA, to demystify the financial fog that clouds too many businesses. If your profit margins don’t make sense, your revenue looks great but your cash is gone, or you’re relying on a bookkeeper to handle strategy, they tackle it all here. Jennifer shares hard-earned insights about revenue recognition, why cash flow surprises are a symptom of deeper issues, and what every business owner needs to stop ignoring in their financial statements. This is the crash course in financial adulting that no one gave you.

What You’ll Discover Today:

• Why EBITDA is more than a buzzword and why it matters
• The biggest red flags in your financials (and what they’re trying to tell you)
• How a messy P&L destroys your ability to make decisions
• The real cost of fixing financial chaos versus setting it up right from the start
• Revenue recognition basics for professional service firms (hint: it’s not cash in, revenue booked)
• Why you can outsource execution but not financial thinking
• How Jennifer acts as a financial early warning system for business owners

Key Topics Discussed:

• The “Order to Cash” audit: how to spot the holes in your financial process
• What to do when you’re growing revenue but not making money
• Common bookkeeping and tax filing mistakes that crush cash flow
• Why small businesses are never too small for real financial guidance
• Strategic versus transactional finance: controller versus CFO roles explained
• What to listen for at dinner: red flags that scream “You need Jennifer”

On this episode of the Inside BS Show, Dave Lorenzo sits down with Melissa Costello, CEO and Chief Storyteller of MELISSACOSTELLO.COM, to break down the real power of video, and why most people are doing it all wrong. With decades of experience directing national commercials and high-impact brand stories, Melissa explains how great video isn’t about flashy edits or perfect scripts—it’s about emotional authenticity, vulnerability, and storytelling that connects.

Dave and Melissa discuss how video can transform a business’s brand perception, the neuroscience behind storytelling, and why a well-crafted testimonial beats a polished sales pitch any day. Melissa shares her unique interview process that gets even the driest, most buttoned-up professionals to open up on camera. She also outlines how to pull emotion out of someone who’s trained to hide it (like a litigator), and why the editing process is where the story really comes to life.

Whether you're a lawyer, consultant, business owner, or just someone who wants to use video to actually move people—this episode is a masterclass in how to do it right. If your current video strategy feels like a hostage tape or a bad PowerPoint, this conversation will show you a better way.

Key Takeaways:

• The difference between video that converts and video that gets ignored
• Why authenticity on camera is more powerful than perfection
• How to structure an interview to pull out real emotion and compelling stories
• Why storytelling beats listing credentials every time
• How to shoot once and build an entire content vault

Perfect for business leaders who want their message to resonate, and who are ready to stop wasting money on forgettable video.

In this episode of The Inside BS Show, Dave Lorenzo sits down with seasoned litigator Charles Franklin to unpack a subject most professionals would rather avoid: what to do when you've made a mistake. With over four decades of experience representing licensed professionals—lawyers, doctors, accountants, real estate agents, and even hair braiders—Charles explains the right way to respond when your license is on the line.

Together, Dave and Charles explore real-world examples of regulatory investigations gone wrong, and they highlight the Three Cs—Candor, Contrition, and Cooperation—as the keys to getting through a crisis with your livelihood intact. Charles also shares practical insights about professional discipline, the importance of legal representation, and how the wrong reaction can compound your problems.

Whether you're a licensed professional or you advise them, this episode delivers an unflinching look at what it takes to survive—and recover from—career-threatening mistakes.

What You’ll Discover Today:

• Why professionals get in more trouble for how they respond to a mistake than the mistake itself
• The difference between a licensing board complaint and a malpractice suit
• Why representing yourself is almost always a terrible idea
• Real-world examples of professionals who made things worse by trying to handle it themselves
• How regulators think—and why they often prefer humility over defiance
• What happens when you lie to an investigator
• Why different professions have different “cardinal sins” that trigger harsh penalties
• The career-building power of joining groups and saying yes to new opportunities
• Charlie’s journey from insurance defense to building a niche in licensing defense

Key Topics Discussed:

• The Three Cs: Candor, Contrition, Cooperation
• Regulatory investigations vs. civil lawsuits
• Representation in licensing matters
• Professional discipline case studies
• Networking and career development
• Empathy and emotional intelligence in leadership

Connect with Charles Franklin:
📞 Phone: 847-701-2250
🌐 Website: https://fgcclaw.com

On this episode of The Inside BS Show, Dave Lorenzo interviews Phil Gafka, founder of LEAP Coaching. Phil breaks down the real roadblocks that keep business leaders stuck, and how to overcome them. From cultivating a bold vision to building a strong culture and staying committed when things get tough, Phil shares hard-earned insights on what it takes to grow as a leader and grow your company. This conversation is a must-listen for entrepreneurs ready to move beyond survival mode and toward something meaningful and transformative.

What You’ll Discover Today:

• Why thinking bigger is the key to escaping stagnation
• How to develop vision, culture, and clarity of purpose
• The difference between managing and leading
• Why blind spots and baggage block your progress
• The one guarantee Phil gives clients that transforms their culture
• How to stay committed even when results take time

Key Topics Discussed:

• Vision vs. mission: how to set direction and stay aligned
• Self-awareness and the importance of building around your strengths
• How a toxic team member can hold back your entire organization
• The role of leadership mindset in fostering innovation
• Trust-building in high-stakes coaching relationships
• The real difference between a solid plan and one that actually works

Call Us:
(305) 692-5531

In this candid and insightful conversation, Dave Lorenzo sits down with litigator Brian Haussmann to unpack the emotional and financial landmines business owners face when disagreements turn into disputes. Whether it's a clash with a partner, vendor, or client, Brian brings years of experience in business divorce and partnership litigation to offer strategies that reduce damage, de-escalate conflict, and protect enterprise value. They dive into real stories, including the infamous garbage can tale, to illustrate just how irrational business conflicts can get, and what smart operators do to stay above the fray.

Key Topics Discussed:

• Why litigation is a massive distraction for business owners
• The emotional traps in partnership disputes (and how to avoid them)
• The importance of removing “matters of principle” from business decision-making
• What makes a good litigator (hint: it’s not who yells the loudest)
• The role of personal trust and objectivity in legal counsel
• Real-life stories of business breakups and how emotions cloud judgment
• How to defuse high-stakes situations with calm, clear strategy
• Why good partnership agreements are essential—especially between spouses
• When and how to use mediation effectively
• How to spot a stubborn client headed for disaster (and what to do about it)

Three Takeaways:

1. Plan for the breakup before you ever fight: Every business relationship needs a clear dispute resolution process and aligned incentives from the beginning. Don’t wait until emotions are high to figure it out.
2. Structure drives harmony: Compensation, governance, and responsibilities need to be explicitly spelled out and updated as the business grows or evolves.
3. Get the right lawyer early: A seasoned litigator who understands the cost and chaos of going to court can help you evaluate options before things spiral.

Connect with Brian Haussmann:
📞 312-762-9471

Host:
Dave Lorenzo, Founder of Exit Success Lab

Closing Thought:
Disagreements are inevitable. Destroying your business over them isn’t. This episode shows you how to navigate conflict with clarity, composure, and strategic foresight.