Episode 267: Your Non-Attorney Salesperson

Hire and Empower with Molly McGrath

In this episode, Molly delves into the transformative shift within law firms, emphasizing the importance of replacing attorneys in initial consultations with non-attorney salesperson. By not shying away from terms like "sales," "close," and "conversion," she provides a comprehensive guide on how to structure these crucial meetings to avoid giving away too much information prematurely. Molly highlights how empowering team members to take on more significant roles can lead to substantial growth and improved retention.

Key Takeaways:

• Empowering non-attorney team members to handle initial consultations can dramatically improve law firm scalability and efficiency.

• A structured shadowing process helps client service coordinators understand the attorney’s role, the client’s perspective, and their responsibilities, leading to better preparation for consultations.

• Avoid giving away extensive legal advice before obtaining an engagement agreement and payment to ensure clients have a genuine reason to retain the firm’s services.

• Splitting consultations into two meetings allows for better client engagement and ensures that attorneys' time is utilized more effectively.

• Trusting and investing in your team’s development can uncover innovative ideas and boost the overall performance and growth of the law firm.

Quote for the Show: "One of the main things, for you, attorneys, is to always replace yourself in your role." - Molly McGrath

Links

• Website: https://hiringandempowering.com/

• Facebook: https://www.facebook.com/hiringandempowering

• LinkedIn: https://www.linkedin.com/company/hiring&empoweringsolutions/

• Law Firm Admin Bootcamp: https://www.lawfirmadminbootcamp.com/

• Get Fix My Boss Book: https://amzn.to/3PCeEhk

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