On this episode of The Inside BS Show, Dave Lorenzo and Nicola Gelormino dive into the #1 reason lawyers and other service professionals struggle with consistent revenue: the feast-or-famine cycle. They introduce the concept of the four types of revenue every professional service firm needs—ad hoc, repeat, recurring, and passive—and explain how to shift focus away from chasing the next big case toward building long-term, sustainable income. This episode is packed with real-world examples, powerful mindset shifts, and strategic advice for any service provider planning to go solo or grow their firm.
What You’ll Discover Today:
– Why most lawyers and professionals are trapped in the revenue rollercoaster
– The four types of revenue every business needs
– How to identify and reduce acquisition intensity
– A simple way to build recurring and passive revenue streams
– The biggest mistake professionals make before going solo
– How to build your business around market needs, not your ego
Key Topics Discussed:
– Ad Hoc Revenue: The big case that pays well, then disappears
– Repeat Revenue: Same client, new matter
– Recurring Revenue: Same client, same type of matter
– Passive Revenue: Mostly referrals
– Strategic alliances to unlock more recurring and passive income
– How to identify high-opportunity relationships before going out on your own
– The fourth sale concept: Set up your business to make the fourth sale, not just the first
– Why professionals should learn to source work for others
– How to build a referral-based business that grows itself
Call to Action:
Buy the 60 Second Sale Book: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763
Call Us: (305) 692-5531
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