In this episode of Your Practice Mastered, Richard James and MPS sit down with Entrepreneurial Attorney of the Year finalist Nicole Lavallee and her husband Warren to discuss how their family and real estate law firm rebuilt its intake and sales process after dealing with turnover, missed opportunities, and inconsistent performance.
This is a behind-the-scenes conversation about what happens when a law firm owner stops guessing and starts looking at the numbers. Nicole and Warren share how they discovered missed opportunities inside their intake process, why their turnover problem was really a systems problem, and how adding stronger sales leadership helped their firm move from frustration to measurable growth.
They also discuss the role of a sales manager, the importance of better onboarding, the challenge of hiring and training intake staff, and why non-attorney salespeople can help attorneys get out of the consult room and back into legal work.
In this episode, you will hear:
- How small law firm owners can find missed revenue inside their intake process
- Why your law firm intake team may need a sales manager, not just more staff
- Why missed calls and weak follow-up can quietly cost a law firm thousands in lost revenue
- How better onboarding helps intake specialists perform with more consistency
- Why non-attorney salespeople can improve law firm consultations and signed cases
- How law firm owners can use data to improve set rates and retained cases
- Why attorneys should not always be the person responsible for closing new clients
- How to build a stronger client journey from first call to retained case
- What growing law firms need to understand before hiring intake staff or salespeople
◼️Access done-for-you services to recruit, place, onboard, and train team members for your law firm: https://yourpracticemastered.com/nonattorneysales/
