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 advertising
• The difference between networking and sales and why confusing the two destroys trust
• Why the goal of networking should be one meaningful conversation, not volume
• How speaking engagements quietly become powerful networking tools
• Why top professionals often refuse referral fees to protect their reputation
• The idea of “accept nothing” when adding value to others
• Why connecting people to each other is the highest form of networking
• How structured networking groups create leverage beyond the room
• Why patience is the most underrated networking skill
• The biggest mistake people make: trying to sell themselves too early
• Why defocusing your networking often produces better opportunities
• How long-term reputation compounds into effortless client acquisition

Most professionals say they want better clients. Very few have a system for getting them.

In this episode of the Inside BS Show, Dave Lorenzo breaks down the exact framework he uses with consulting and coaching clients to drive focused, repeatable business development results. It’s called TPAC.

TPAC stands for Target, Process, Accountability, and Confidence and it is the operating system behind Dave’s work with financial advisors, attorneys, consultants, and other professionals who want to attract high-net-worth clients without guessing, chasing, or hoping referrals show up.

You’ll learn why vague goals kill momentum, how to define a precise target, how to build a simple process to reach that target, and how accountability creates confidence rather than pressure. Dave walks through concrete examples including advisors targeting high-net-worth clients, business owners, and affluent professionals and shows how TPAC applies far beyond business development.

This episode is a practical blueprint for anyone who wants clarity, traction, and confidence in their growth strategy.

If you work with high-net-worth clients or want to start, this is a foundational episode you’ll come back to again.

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

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

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

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

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

Episode Highlights

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

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

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

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

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

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

If you are a professional who wants to:

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

This episode is required listening.

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