How to Make a Great Living and Live a Great Life: An Interview with Dave Lorenzo | 846

In this energetic and wisdom-packed interview, Dave Lorenzo joins John Golden of SalesPop to reveal the real secret to increasing your income without sacrificing your personal life: systems. Whether you're a solopreneur or managing a team, Dave makes the case that everything—yes, even replacing your printer toner—needs a system. By embracing systems and processes, you eliminate chaos, free up time, and ultimately create a business that works for you, not the other way around.

Dave draws parallels to airline pilots using checklists and Mariano Rivera closing games with the support of a team—highlighting how structure doesn’t limit performance, it enables greatness. The conversation digs deep into why great salespeople often fail when promoted to management roles, and how organizations should develop separate career tracks to keep top performers doing what they do best. Dave also breaks down the overlooked art of onboarding clients, turning a single sale into a lifetime of business by asking the right personal questions and staying engaged long after the dotted line is signed.

Key Topics Discussed:

• Why systems make you more money and give you your life back
• The difference between style and structure in the sales process
• How promoting top salespeople to managers often backfires
• Creating two separate career tracks—one for managers, one for producers
• Why onboarding is the most profitable moment in the sales cycle
• A real-world story of a car salesman who generated nine sales by following up and staying connected
• How asking “Why is this important to you personally?” creates trust and deepens relationships
• A B2B sales story of turning a mid-level HR contact into a massive deal—and helping her get promoted