Sales Development Representative

How to Manage a Small Law Firm•Miami, FL

About The Position

How to Manage a Small Law Firm (HTM) helps law firm owners improve the business side of their practices. HTM is seeking a Sales Development Representative / Appointment Setter to connect with prospective members, understand their goals, and help qualified owners take the next step. The role responds to inbound inquiries, follows up with campaign and event leads, and reconnects with prospects through approved outreach. Its central responsibility is to book qualified 60-minute Diagnostics with New Member Specialists and help prospects arrive informed and prepared. Accurate qualification, consistent follow-through, and appointment attendance are central to success. Performance is measured by qualified Diagnostics booked and held; lead response time, contact rate, and conversion to qualified bookings; appointment attendance and recovery of cancellations or missed appointments; and 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.

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.

Nice To Haves

Direct GoHighLevel experience.
Appointment setting for B2B services, memberships, coaching, or advisory programs.
Experience speaking with law firm owners.
Webinar or event follow-up experience.
Experience coordinating outreach with automated email and text sequences.

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 owners’ 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 and confirm contact information, time zone, meeting details, and the owner’s ability to attend the full appointment.
Follow up with interested prospects who have not booked and work assigned campaign, event, outbound, and reactivation leads.
Support appointment confirmations and preparation by coordinating 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.