Your Practice Mastered Podcast

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/

In this episode of the Your Practice Mastered Podcast, Richard James and MPS sit down with James Hausen, owner of Hausen Law in Ohio and repeat Entrepreneurial Attorney of the Year finalist.

James had massive growth. His firm added nearly $1 million in revenue in one year and increased owner benefit by more than 80%. Then the pressure hit. In a short window, he lost an associate attorney and almost one-third of his production team. For most small law firm owners, that kind of turnover would create chaos, client service issues, owner burnout, and a full return to doing everything themselves.

He rebuilt the firm around systems, documented training, team specialization, delegation, financial clarity, and stronger leadership. He stopped relying on memory, heroics, and “good people figuring it out,” and started building a law firm that could keep moving without him touching every task.

In this episode, you’ll hear:

• How a law firm owner handled losing nearly one-third of his team during a growth year
• Why scaling a law firm creates production bottlenecks if your systems are weak
• How to train legal assistants, attorneys, and production staff without staying stuck in the weeds
• Why law firm owners must document training before they can truly delegate
• How to build a law firm that depends on systems instead of the owner’s constant involvement
• Why a fractional CFO can help law firm owners make smarter hiring and payroll decisions
• How team specialization improves production, training, and accountability inside a growing firm
• Why sales growth can expose hidden weaknesses in your law firm operations
• How profit sharing and team incentives can improve retention and firm culture

◼️Access done-for-you services to recruit, place, onboard, and train team members for your law firm: https://yourpracticemastered.com/nonattorneysales/

In this episode of the Your Practice Mastered Podcast, Richard James and MPS sit down with Entrepreneurial Attorney of the Year winner, Humberto Rivera, to unpack how he changed the trajectory of his bankruptcy law firm by removing himself from intake and consultations.

Before the shift, Humberto was doing what many law firm owners do.

He was answering calls. Talking to every client. Handling consults. Tracking leads loosely. Managing follow-up manually. Trying to serve clients while also trying to run the business.

He thought he was helping, but the firm was stuck… This episode reveals the changes he made to go from signing roughly 3-4 cases per month to reaching 29 cases in a month, with 15 cases already signed halfway through the next month.

Inside this episode, you will discover:

• How a law firm owner can grow without personally handling every intake call and consultation
• Why your law firm may have a lead conversion problem, not a marketing problem
• How poor follow-up causes law firms to lose signed clients they already paid to attract
• Why tracking law firm intake numbers can reveal hidden revenue opportunities
• How a non-attorney salesperson can help improve consultation flow and owner freedom
• Why law firm cash flow problems often start with a weak payment structure and unclear sales systems
• How removing yourself from intake can create more time to lead, hire, train, and scale
• Why systems, people, training, accountability, and data are required to grow a law firm without burnout

◼️Access done-for-you services to recruit, place, onboard, and train team members for your law firm: https://yourpracticemastered.com/nonattorneysales/