[Hiring] Legal Salesperson @MLG

Role Description

The Client Engagement Specialist plays a key role in the Firm’s growth by connecting with prospective clients, understanding their legal needs, and guiding them through the process of retaining the Firm. This is a client-facing, results-driven sales position involving consultations conducted primarily via Zoom and occasionally by telephone. Candidates must maintain a professional appearance, demeanor, and environment during all virtual consultations, representing the Firm with the same level of professionalism expected in an in-person meeting.

The role requires close collaboration with attorneys and Firm leadership, with a primary focus on converting qualified prospective clients (PNCs) into retained clients. Success requires:

• Exceptional communication
• Active listening
• Thoughtful follow-up
• Ability to build trust while guiding prospective clients toward an informed decision to retain the Firm

The ideal candidate has proven sales experience, preferably selling high-ticket, intangible services through a consultative sales approach. They are confident addressing objections and guiding prospects through a professional, empathetic consultation experience. They are comfortable working toward conversion goals, tracking key performance indicators (KPIs), and operating in an environment that values transparency, accountability, continuous learning, and measurable results.

Responsibilities

• Maintain a minimum conversion rate of 50%, securing 15–20 full-matter client engagements per month through active listening, identifying prospective clients’ needs, effectively addressing objections, and consistent follow-up.
• Adhere to all Firm-approved sales scripts, communication guidelines, policies, and standard operating procedures (SOPs).
• Conduct professional, thorough consultations with prospective clients, primarily via Zoom and occasionally by telephone.
• Collaborate closely with attorneys and Firm leadership to ensure prospective clients receive knowledgeable, compassionate guidance.
• Communicate with prospective clients through phone, email, and other approved channels.
• Proactively manage assigned leads, respond promptly to inquiries, and maintain consistent communication.
• Conduct consistent post-consultation follow-up, including GAS calls to prospective clients who have not retained the Firm.
• Demonstrate proficiency with CRM systems by entering lead information and documenting all interactions.
• Complete all assigned Clio tasks by the end of each scheduled workday.
• Keep Clio records current and accurate.
• Pull and organize CRM reports and maintain client data in Google Sheets with at least 95% accuracy.
• Take ownership of individual performance, consistently meet established KPIs and conversion goals.
• Demonstrate a strong team-oriented mindset by collaborating with colleagues.
• Remain receptive to coaching, constructive feedback, and performance evaluations.
• Attend the daily team standup and accountability meeting every weekday from 8:30–9:00 a.m. Eastern Time.
• Maintain professional, respectful, and solutions-oriented communication with colleagues and Firm leadership.
• Provide management with constructive feedback regarding lead quality and conversion opportunities.
• Remain flexible regarding scheduling adjustments, including occasional evening or weekend coverage.
• Strengthen consultative selling, communication, and client engagement skills through ongoing training.

Qualifications

• Demonstrated experience selling high-ticket, intangible services through a consultative sales process.
• A track record of converting qualified leads into paying clients and meeting measurable sales goals.
• Experience conducting sales consultations by phone or video.
• Excellent English verbal, written, and interpersonal communication skills.
• Strong listening skills and sound judgment when working with individuals facing sensitive or stressful circumstances.
• Experience managing a sales pipeline and documenting activity in a CRM.
• Strong organizational skills and attention to detail.
• Comfort working in a metrics-driven environment.
• Proficiency with Google spreadsheets, calendars, email, video conferencing, and other online business tools.
• Ability to work independently and collaborate effectively.
• Professional discretion and the ability to handle confidential client information.
• Availability for the regular Monday–Friday, 8:30 a.m.–6:00 p.m. Eastern Time schedule.
• Speak English clearly and effectively.

Requirements

• Preferred but not necessary: Experience in legal intake/sales, client enrollment, or professional services sales.
• Familiarity with Clio or another legal practice management or CRM platform.
• Experience coordinating consultations, attorney follow-ups, and client handoffs.
• Familiarity with law firm intake procedures and confidentiality expectations.