ZARZA We are Zarza, the prestigious firm behind major projects in information technology.
Listen "How Law Firm Owners Can Streamline Sales and Reclaim Their Time"
Episode Synopsis
Episode Summary:
In this episode of Go With Kyle Harbaugh, Kyle welcomes Jill, a non-attorney sales expert specializing in legal services. They dive into how law firms can scale by implementing non-attorney sales teams, freeing attorneys from sales duties so they can focus on legal work. Jill shares her proven consultation model, best practices for intake and conversion, and the key benefits of delegating sales. They discuss essential KPIs, follow-up strategies, and success stories of firms that have embraced this non-traditional but highly effective approach.
Timestamps:
00:00 – Introduction to Go With Kyle Harbaugh
00:04 – Kyle introduces two AI systems for law firms: one for revenue growth and one for hiring
01:18 – Jill’s background in non-attorney legal sales
02:22 – The intake and consultation process for law firms
03:40 – Why clients don’t speak to attorneys until after they sign up
04:46 – Why law firm owners struggle with sales and how to shift focus
05:04 – How non-attorneys handle consultations without giving legal advice
06:36 – Educating clients on law firm structure and who to contact
07:22 – The major benefits of transitioning to a non-attorney sales model
08:13 – How firm owners move from sales to leadership and business growth
09:42 – Expected conversion rates for non-attorney sales teams
10:30 – Follow-up processes and CRM systems for increasing client retention
11:55 – Why attorney time should be spent on legal work, not sales
12:25 – Key performance indicators (KPIs) for sales teams
13:20 – The importance of immediate response times for potential clients
14:21 – Success stories of firms that have scaled using this model
15:23 – Redefining success and transitioning away from the “busyness” mindset
17:05 – The biggest mistake law firms make when implementing this model
17:33 – How to connect with Jill on LinkedIn
About the Show:
Go With Kyle Harbaugh is a podcast focused on helping law firms grow using cutting-edge technology, AI, and business strategies. Hosted by Kyle Harbaugh, the show brings expert insights into revenue growth, hiring, sales processes, and operational efficiency.
In this episode of Go With Kyle Harbaugh, Kyle welcomes Jill, a non-attorney sales expert specializing in legal services. They dive into how law firms can scale by implementing non-attorney sales teams, freeing attorneys from sales duties so they can focus on legal work. Jill shares her proven consultation model, best practices for intake and conversion, and the key benefits of delegating sales. They discuss essential KPIs, follow-up strategies, and success stories of firms that have embraced this non-traditional but highly effective approach.
Timestamps:
00:00 – Introduction to Go With Kyle Harbaugh
00:04 – Kyle introduces two AI systems for law firms: one for revenue growth and one for hiring
01:18 – Jill’s background in non-attorney legal sales
02:22 – The intake and consultation process for law firms
03:40 – Why clients don’t speak to attorneys until after they sign up
04:46 – Why law firm owners struggle with sales and how to shift focus
05:04 – How non-attorneys handle consultations without giving legal advice
06:36 – Educating clients on law firm structure and who to contact
07:22 – The major benefits of transitioning to a non-attorney sales model
08:13 – How firm owners move from sales to leadership and business growth
09:42 – Expected conversion rates for non-attorney sales teams
10:30 – Follow-up processes and CRM systems for increasing client retention
11:55 – Why attorney time should be spent on legal work, not sales
12:25 – Key performance indicators (KPIs) for sales teams
13:20 – The importance of immediate response times for potential clients
14:21 – Success stories of firms that have scaled using this model
15:23 – Redefining success and transitioning away from the “busyness” mindset
17:05 – The biggest mistake law firms make when implementing this model
17:33 – How to connect with Jill on LinkedIn
About the Show:
Go With Kyle Harbaugh is a podcast focused on helping law firms grow using cutting-edge technology, AI, and business strategies. Hosted by Kyle Harbaugh, the show brings expert insights into revenue growth, hiring, sales processes, and operational efficiency.
More episodes of the podcast The GO podcast with Kyle Harbaugh
How to Fix a Toxic Work Culture
16/10/2025
Buy Back Your Time
08/01/2025
In God we trust