Sales Development Representative

How to Manage a Small Law Firm (HTM) helps law firm owners improve the business side of their practices. We are looking for a Sales Development Representative / Appointment Setter to connect with prospective members, understand what they want to improve, and help qualified owners take the next step.

Responsibilities

• You will respond to inbound inquiries, follow up with campaign and event leads, and reconnect with prospects through approved outreach. Your responsibility is to book qualified 60-minute Diagnostics with our New Member Specialists and help prospects arrive informed and prepared. Accurate qualification, consistent follow-through, and appointment attendance are central to this role.
• Respond promptly to assigned inquiries and contact prospective members by phone, email, and text using HTM’s approved messaging and outreach procedures.
• Confirm law firm ownership, understand the owner’s business challenges and goals, and assess fit against HTM’s approved qualification criteria.
• Explain the purpose and expectations of the 60-minute Diagnostic. Address initial questions and scheduling concerns, and involve a New Member Specialist when a prospect needs a deeper conversation.
• Book qualified owners into approved calendar availability. Confirm contact information, time zone, meeting details, and the owner’s ability to attend the full appointment.
• Follow up consistently with prospects who have expressed interest but have not booked. Work assigned campaign, event, outbound, and reactivation leads.
• Support appointment confirmations and preparation. Coordinate personal outreach with automated reminders and the assigned New Member Specialist.
• Help recover cancellations and missed appointments under HTM’s agreed process. Identify scheduling issues, support rescheduling, and update the follow-up plan.
• Maintain accurate GoHighLevel (GHL) records, including lead source, qualification notes, contact preferences, outreach history, appointment status, and next action.
• Provide the assigned New Member Specialist with a clear handoff covering the owner’s goals, challenges, fit, and relevant conversation history.
• Review results with the Member Specialist Lead, participate in call coaching, and share recurring questions and lead-quality feedback. Follow approved communication preferences and opt-out procedures.
• Qualified Diagnostics booked and held.
• Lead response time, contact rate, and conversion from contact to a qualified booking.
• Appointment show rate and recovery of cancellations and missed appointments.
• Follow-up completion, CRM accuracy, handoff quality, and call quality.
• The Chief Revenue Officer sets performance targets based on lead volume, lead quality, and available appointment capacity.
• How to Manage a Small Law Firm (HTM) helps law firm owners improve the business side of their practices. We are looking for a Sales Development Representative / Appointment Setter to connect with prospective members, understand what they want to improve, and help qualified owners take the next step.
• You will respond to inbound inquiries, follow up with campaign and event leads, and reconnect with prospects through approved outreach. Your responsibility is to book qualified 60-minute Diagnostics with our New Member Specialists and help prospects arrive informed and prepared. Accurate qualification, consistent follow-through, and appointment attendance are central to this role.
• Respond promptly to assigned inquiries and contact prospective members by phone, email, and text using HTM’s approved messaging and outreach procedures.
• Confirm law firm ownership, understand the owner’s business challenges and goals, and assess fit against HTM’s approved qualification criteria.
• Explain the purpose and expectations of the 60-minute Diagnostic. Address initial questions and scheduling concerns, and involve a New Member Specialist when a prospect needs a deeper conversation.
• Book qualified owners into approved calendar availability. Confirm contact information, time zone, meeting details, and the owner’s ability to attend the full appointment.
• Follow up consistently with prospects who have expressed interest but have not booked. Work assigned campaign, event, outbound, and reactivation leads.
• Support appointment confirmations and preparation. Coordinate personal outreach with automated reminders and the assigned New Member Specialist.
• Help recover cancellations and missed appointments under HTM’s agreed process. Identify scheduling issues, support rescheduling, and update the follow-up plan.
• Maintain accurate GoHighLevel (GHL) records, including lead source, qualification notes, contact preferences, outreach history, appointment status, and next action.
• Provide the assigned New Member Specialist with a clear handoff covering the owner’s goals, challenges, fit, and relevant conversation history.
• Review results with the Member Specialist Lead, participate in call coaching, and share recurring questions and lead-quality feedback. Follow approved communication preferences and opt-out procedures.
• Lead response time, contact rate, and conversion from contact to a qualified booking.
• Appointment show rate and recovery of cancellations and missed appointments.
• Follow-up completion, CRM accuracy, handoff quality, and call quality.

Requirements

• Experience in appointment setting, sales development, inside sales, or a comparable customer-facing role, with examples of effective outreach and follow-through.
• Clear, confident phone communication, strong listening skills, and the ability to build rapport with law firm owners.
• Ability to ask focused qualification questions, handle initial objections, and explain the next step accurately.
• Experience using a CRM to document conversations, manage follow-up, and maintain reliable records.
• Strong organization and attention to detail when managing contacts, calendars, time zones, and handoffs.
• Comfort working toward measurable goals, receiving call feedback, and applying coaching.
• Experience in appointment setting, sales development, inside sales, or a comparable customer-facing role, with examples of effective outreach and follow-through.
• Clear, confident phone communication, strong listening skills, and the ability to build rapport with law firm owners.
• Ability to ask focused qualification questions, handle initial objections, and explain the next step accurately.
• Experience using a CRM to document conversations, manage follow-up, and maintain reliable records.
• Strong organization and attention to detail when managing contacts, calendars, time zones, and handoffs.
• Comfort working toward measurable goals, receiving call feedback, and applying coaching.

Preferred

• Direct GoHighLevel experience; appointment setting for B2B services, memberships, coaching, or advisory programs; conversations with law firm owners; webinar or event follow-up; and experience coordinating outreach with automated email and text sequences.
• Direct GoHighLevel experience; appointment setting for B2B services, memberships, coaching, or advisory programs; conversations with law firm owners; webinar or event follow-up; and experience coordinating outreach with automated email and text sequences.

How success will be measured

Qualified Diagnostics booked and held.