Law Firm Revenue Growth Without Working More Hours

Jordan Ostroff is a Practice Advisor at Atticus, a law firm coaching and consulting company that helps attorneys increase profitability, grow their practices, and achieve work-life balance. A former prosecutor, he founded Jordan Law, an Orlando-based personal injury firm that grew into a multimillion-dollar practice. He specializes in law firm growth, strategic automation, client acquisition, and operational efficiency. Through coaching and consulting, Jordan helps attorneys reduce burnout, build sustainable businesses, and gain greater freedom in their personal lives.

Lori Pulvermacher is a Practice Advisor at Atticus, a law firm coaching and consulting company that helps attorneys grow profitable practices, improve operations, and achieve work-life balance. She has over 20 years of experience in business development, law firm management, and leadership. She previously spent 17 years supporting attorneys through WealthCounsel and ElderCounsel. Lori’s coaching focuses on team building, client development, and operational systems that help law firm owners scale their businesses and reduce stress.

Steve Riley is a Practice Advisor at Atticus, a law firm coaching and consulting company that helps attorneys increase profitability, grow their practices, and achieve work-life balance. He is also a shareholder at Atticus and has over 20 years of experience coaching attorneys. A former trial attorney and law firm owner, he developed the Double Your Revenue workshop and Practice Growth Program. Steve also hosts the Great Practice. Great Life. podcast, where he shares strategies for building successful law firms without sacrificing personal fulfillment.

Here’s a glimpse of what you’ll learn:

[9:30] Lori Pulvermacher on building strong teams and avoiding common hiring mistakes
[14:14] Jordan Ostroff talks about proactive recruiting and finding the right talent
[16:36] Steve Riley discusses building capacity before increasing law firm revenue
[21:40] Overcoming the mindset barriers to doubling law firm revenue
[25:32] How Jordan improved profitability by simplifying systems and eliminating inefficiencies
[30:53] Steve on prioritizing life goals and focus management over time management
[35:45] Using DISC personality assessments to drive meaningful behavioral change
[37:25] Lori shares about self-awareness and overcoming resistance to change
[45:41] Approach to coaching through strategic questions and self-discovery

In this episode…

Building a successful law firm often means longer hours, more stress, and greater responsibility for attorneys who struggle to delegate. Many law firm owners struggle with hiring, team management, and inefficient systems that keep them from scaling their practices. How can attorneys increase profitability, build stronger teams, and achieve sustainable growth without sacrificing their personal lives?

Jordan Ostroff, a law firm growth and operational efficiency expert, emphasizes simplifying systems, eliminating unnecessary tasks, and focusing on profitability rather than revenue alone. Lori Pulvermacher, a leadership and team development expert, recommends hiring proactively, structuring employee onboarding, and delegating effectively to build high-performing teams. Steve Riley, a law firm growth strategist and business coach, explains why attorneys must build capacity before pursuing revenue growth and shift their mindset from working harder to working smarter. Together, they highlight the value of DISC personality assessments, self-awareness, and strategic coaching in overcoming resistance to change and creating law firms that support both professional success and personal fulfillment.

In this episode of the Inspired Insider Podcast, Dr. Jeremy Weisz interviews Jordan Ostroff, Lori Pulvermacher, and Steve Riley, Practice Advisors at Atticus, about scaling profitable law firms while maintaining work-life balance. They discuss effective hiring and onboarding, building scalable systems through delegation, and overcoming mindset barriers to sustainable growth.

Resources mentioned in this episode:

Special mention(s):

Related episodes:

Quotable moments:

“I think “To Sell Is Human” is just my favorite book on sales because all of us are in sales.”
“What are we going to say no to? What are we getting off your plate? What’s no longer happening?”
“Oftentimes businesses are losing quality team members because of a poor onboarding experience or a poor implementation experience.”
“You have to think differently about the problems that you have. And if you get to a certain stage.”
“The goal for us is to help the lawyer build a great life and a great practice.”

Action steps:

Build a proactive hiring strategy: Continuously identifying and engaging potential candidates helps law firms attract top talent, prevent employee burnout, and support sustainable growth.
Develop a structured employee onboarding process: Creating clear training plans, assigning mentors, and establishing performance benchmarks helps new hires succeed while improving employee retention and team performance.
Focus on profitability rather than revenue alone: Eliminating unnecessary expenses and streamlining inefficient processes improves financial performance and creates a stronger foundation for long-term growth.
Delegate responsibilities and build scalable systems: Empowering team members to handle routine tasks and client intake frees attorneys to focus on higher-value activities while increasing operational efficiency.
Align business growth with personal goals: Defining what a fulfilling life looks like and shifting from time management to focus management helps attorneys achieve sustainable growth, reduce stress, and improve work-life balance.

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Episode Transcript:

Intro: 00:00

You are listening to Inspired Insider with your host, Dr Jeremy Weisz.

Dr. Jeremy Weisz: 00:22

Doctor Jeremy Weisz here, Founder of inspiredinsider.com, where I talk with inspirational entrepreneurs and leaders today is no different. I have some of the team from Atticus here, Lori, Jordan and Steve, which I’ll formally introduce Atticus and what they do in a second. But I always like to point out other episodes of the podcast people should check out. You know, I was thinking what you guys do really? You help companies grow sometimes, probably despite of themselves and their mindset and where they’re at.

And I think what, what helps me, which is it could be distant mentors or actual mentors or coaches. And sometimes that is, I find the best information in books, right? So I’d love to hear some of your favorite books, some of the past guests. I had Blake Erickson, a co-author of Science of Scaling, was a good one. Gino.

Gino Wickman of Traction was a really good episode. Chris Voss of Never Split the Difference. Michael Gerber of The E-myth my favorite, one of my favorites was actually just anything 80/20 because I always look at the edge and Perry Marshall wrote 80/20 Sales and Marketing. So anyways, I’d love to hear some of your favorite books out there. It could have been guests on your podcast too.

Jordan, why don’t you start what I know you were mentioning one before we hit record. What are some of yours.

Jordan Ostroff: 01:49

Favorite book wise? Yeah, yeah. So I, I got Dan Pink on my podcast and in the podcast, I asked him how and he was like, I have no idea how I agreed to this. It was really great. But I think To Sell Is Human is just my favorite book on sales because all of us are in sales, whether we admit it or not.

And just the way that he conveys it in that very long term, truthful situation, I always love.

Dr. Jeremy Weisz: 02:16

And you were mentioning Same As Ever to talk about that.

Jordan Ostroff: 02:18

Oh, yeah. So Morgan Housel Psychology of Money, I think is fantastic is followed to that with Same As Ever. And he talks about like all the things that change and the things that don’t. So like how the markets move, how, you know, humanity goes through cycles. Just really fascinating way to look at, you know, AI and other things that we think are so unique to now being very similar to factory automation, to Systemization to, you know, the scalability of the industrial revolution just in a slightly new format.

Dr. Jeremy Weisz: 02:47

Yeah. It reminds me of, you know, Jeff Bezos, I think, and I don’t remember the exact quote, but he always says, what’s not going to change? People aren’t going to want their stuff slower or more expensive necessarily. So I love that thought of what’s not going to change. Lori, what are some of your favorite favorite books or resources?

Lori Pulvermacher: 03:07

Yeah, absolutely. I love the shout out for Chris Voss. Never Split the Difference. I mean, great sales component, but in a way that he delivers it in such a storytelling way in a, in an FBI, you know, secret agent kind of style that really keeps you pulled in and, and drawn into it. And it’s always interesting to me how you can take those that power of negotiation into other situations.

So in addition to that one, I’ll say big fan of the habit or it’s Breaking the Habit of Being Yourself, I believe, by Doctor Dispenza. I’m probably pronouncing his name incorrectly, Joe Dispenza.

Dr. Jeremy Weisz: 03:45

I’ve heard I’ve heard of him. Yeah.

Lori Pulvermacher: 03:47

Yeah. So the, the Breaking the Habit of Being Yourself, I believe is the title of that book. And, you know, we talk about habits and the need to develop or replace habits on a regular basis to continue to move towards the the target. And I just find it fascinating to the content of that book. Definitely gave me the impression that I have more control than I might have otherwise thought.

Dr. Jeremy Weisz: 04:11

I’ve heard some people for his. I don’t know if they’re his events, but they’ve been life changing for some of the people I’ve talked to. They’ve been. Some of his teachings or whatever it is, and it reminds me of I just bought. I think I’m in the algorithm of like ex FBI hostage negotiators.

So The Like Switch by Jack Schafer, like showed up the other day. And so I bought it and started listening to it. But I love those type of books too. Steve, what about you? What are some of your favorite books? Resources.

Steve Riley: 04:45

It’s hard because I do both fiction and nonfiction, and so I had to think for a moment. The, the. on the fiction side, I just completed A Gentleman in Moscow, I think told the name the author. Terrific book, absolutely wonderful book, wonderful storytelling book. And on the nonfiction side, anything Arthur Brooks, right.

The Meaning of Your Life. I think Arthur Brooks has been on a tear. I think some of his works are really, really good to help you position, you know, how to think about your life and your business inside your life. And I think he’s done a great job. Anything.

Dan Sullivan, the founder of Strategic Coach, writes, I will buy and read multiple times. Angus Fletcher just dropped a book a couple of years ago called Primal Intelligence. And I think it’s probably, for me personally, one of the best books to think help to think about how the transition your business during the age of AI. And I think he just did a remarkable job with that book and, And anything. Paulo Coelho writes as a as as as his fiction I read, I think Paul writes,

II just can’t get away from. He’s just a gifted writer, so I think I, I love reading, so I really appreciate you asking that. And the most interesting book I’ve read in the past couple of years, which is really playing out and I can’t remember the author’s name, but I can get it for you real quick. Yeah, The End of The World Is Just Beginning.

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Double Your Law Firm’s Revenue, Not Your Workload With Jordan, Lori, and Steve