Episode Summary:
In this episode of Go With Kyle Harbaugh, Kyle welcomes Jill, a non-attorney sales expert specializing in legal services. They dive into how law firms can scale by implementing non-attorney sales teams, freeing attorneys from sales duties so they can focus on legal work. Jill shares her proven consultation model, best practices for intake and conversion, and the key benefits of delegating sales. They discuss essential KPIs, follow-up strategies, and success stories of firms that have embraced this non-traditional but highly effective approach.
Timestamps:
- 00:00 – Introduction to Go With Kyle Harbaugh
- 00:04 – Kyle introduces two AI systems for law firms: one for revenue growth and one for hiring
- 01:18 – Jill’s background in non-attorney legal sales
- 02:22 – The intake and consultation process for law firms
- 03:40 – Why clients don’t speak to attorneys until after they sign up
- 04:46 – Why law firm owners struggle with sales and how to shift focus
- 05:04 – How non-attorneys handle consultations without giving legal advice
- 06:36 – Educating clients on law firm structure and who to contact
- 07:22 – The major benefits of transitioning to a non-attorney sales model
- 08:13 – How firm owners move from sales to leadership and business growth
- 09:42 – Expected conversion rates for non-attorney sales teams
- 10:30 – Follow-up processes and CRM systems for increasing client retention
- 11:55 – Why attorney time should be spent on legal work, not sales
- 12:25 – Key performance indicators (KPIs) for sales teams
- 13:20 – The importance of immediate response times for potential clients
- 14:21 – Success stories of firms that have scaled using this model
- 15:23 – Redefining success and transitioning away from the “busyness” mindset
- 17:05 – The biggest mistake law firms make when implementing this model
- 17:33 – How to connect with Jill on LinkedIn
About the Show:
Go With Kyle Harbaugh is a podcast focused on helping law firms grow using cutting-edge technology, AI, and business strategies. Hosted by Kyle Harbaugh, the show brings expert insights into revenue growth, hiring, sales processes, and operational efficiency.
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