Sales Development Representative

About the role

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.

Responsibilities

- 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.

Required qualifications

- 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 experience

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.
- 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. About the role

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.

Responsibilities

- 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.

Required qualifications

- 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 experience

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.
- 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.