(PFL®) Sales Development & Intake Specialist

About Us:

Personal Family Lawyer® (PFL®) is a companion company to New Law Business Model. While NLBM helps lawyers build a better way to practice law, PFL® helps connect families with trusted estate planning lawyers who can help them protect the people and assets they love.

The Mission

This Sales Development & Intake Specialist role is for a high-performing communicator who thrives on building instant rapport, commanding phone conversations, and turning raw interest into decisive action. You’ll serve as the first meaningful human connection for prospective clients seeking life-changing estate planning solutions. Your mission is to listen deeply, uncover their core family and financial motivations, neutralize hesitation, and guide qualified prospects to take the next step—booking and showing up fully prepared for a Life & Legacy Planning Session with a Personal Family Lawyer® (PFL) Firm Leader.

This is not an administrative scheduling job or an order-taking help desk. It is a high-volume, performance-driven sales execution role where your persuasive communication, relentless follow-through, and conversion discipline directly drive revenue and firm growth.

You should not apply if you hesitate on the phone, dislike high-volume outreach, or view intake as purely transactional scheduling rather than a relationship-building sales conversation.

What You’ll Do

You’ll own the front-end prospect journey, qualifying inbound inquiries, conducting preparation calls, and ensuring families show up for Planning Sessions ready to build a lasting legacy with our firm leaders.

Pillar 1: Lead Qualification & Prospect Engagement

Proactively engage inbound inquiries across multiple channels (webinars, website, support desk, email, and affiliates) within strict response-time SLAs.
Qualify prospects according to criteria and by understanding their needs, goals, concerns, and readiness to move forward by building trust, navigating objections, and creating urgency
Guide prospects toward appropriate entry-level or core estate planning offerings based on established criteria.
Execute multi-touch nurture sequences (phone, email, SMS) to re-engage warm leads, documenting all interactions accurately in HubSpot in real time.

Pillar 2: Qualification Calls, Prep & Appointment Execution

Conduct Zoom prep calls to qualify, navigate objections and help prospects navigate and complete their Life & Legacy Asset Inventory and 95-Point Document Review prior to their sessions.
Schedule qualified prospects onto PFL Firm Leader calendars and execute pre-appointment conversations and reminders (verbal and automated) to maximize show rates.
Maintain direct alignment with Firm Leaders and Client Success Directors, executing post-session follow-ups and processing administrative billing.

Pillar 3: Campaign Support & Operational Discipline

Provide live chat, Q&A, and engagement support during virtual workshops, webinars, and live marketing events.
Perform post-event outbound outreach to convert event attendees into scheduled qualification calls.
Maintain pipeline statuses, submit daily activity logs, and participate in team performance check-ins to continuously sharpen your conversion skills.

What “Success” Looks Like

High Conversion & Show Rates: Qualified prospects consistently book and show up fully prepared for their Life & Legacy Planning Sessions (maintaining target show rates of 80%+).
Speed to Lead: Inbound inquiries are engaged rapidly with zero leads falling through the cracks.
Flawless CRM Hygiene: Every call, note, disposition, and pipeline stage is updated accurately in real time.

Who You Are

You bring 3+ years of proven experience in an SDR, appointment setter, customer intake, or phone-based sales role handling high touchpoint volumes.
You possess active listening skills, high emotional intelligence, and the confidence to navigate delicate financial and family discussions.
You are technically fluent, comfortably navigating CRM platforms (HubSpot preferred), scheduling software, and Zoom video conferencing.
You demonstrate high self-organization, detail orientation, and performance discipline in a 100% remote work setting.

Compensation & Benefits

Base Pay Range: $25.00 – $30.00 / hour (Target Hiring Rate: 28.85/hour, equivalent to~60,000 annualized base for 40 hours/week).
Variable Incentive / Bonus Potential: $12,000 – $18,000+ per year based on objective metrics (attended sessions and show rates), bringing Target On-Target Earnings (OTE) to $72,000 – $83,000+ per year at 100% quota attainment.
Status: Full-Time, Non-Exempt (W2) — 40 Hours / Week (Monday – Friday).
Work Schedule & Compliance: Dedicated 8-hour daily shifts during business hours. As a non-exempt role, all hours are logged in real-time using company software (Clockify), with full state-mandated meal/rest break compliance and pre-approved overtime compensated at 1.5x regular pay.

Why Join PFL®?

100% Remote Work at a Profitable, Growing Company
Comprehensive Benefits Package (Health, Dental, Vision)
Retirement Program
Flexible Paid Time Off
Opportunities for Career Growth and Leadership Development
Be Part of a Mission-Driven Company Transforming the Legal Industry

At PFL®, you’ll have the opportunity to make a lasting impact, scale your career in leadership, and be part of a passionate, supportive team driving innovation and change.

This role operates under a Bring Your Own Device (BYOD) model. Employees are expected to provide their own computer and internet connection, meeting minimum requirements (including at least 16GB RAM) to perform work duties. The company provides required software and system access, and reimburses reasonable and necessary business expenses as required by law.

PFL® is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, protected veteran status, or any other legally protected status.

PFL® respects your time and work. Any portfolio materials, technical breakdowns, or operational insights submitted during this application process are requested solely for the purpose of assessing your qualifications for this position. PFL® will not use, publish, or commercially exploit any material submitted during your application process without your express written consent. By submitting your application, you acknowledge that any skills assessments do not create an employment relationship or a contract for services.

While this position directly serves and grows the Personal Family Lawyer® (PFL) brand community, all official employment operations—including payroll processing, healthcare benefits, 401(k) administration, and HR infrastructure are administered through our affiliate entity, New Law Business Model (NLBM), as part of our unified company ecosystem.

As published by recruitee

Full name, Email, CV, Cover letter, Phone

Are you legally authorized to work in the U.S. without requiring current or future sponsorship? yes / no
Do you currently reside physically in the United States? yes / no
This role requires conducting high-volume phone outreach (typically 50+ scheduled calls per week), plus outbound phone, SMS, and email follow-up to people who have expressed interest in estate planning. Are you able to sustain that volume? yes / no
At least 50% of your working hours must fall within 9:00 AM – 5:00 PM Eastern, and you must maintain bookable client availability across Eastern and Pacific time zones. Can you commit to that? yes / no
Have you worked in HubSpot or a comparable CRM where you personally were responsible for logging every call, note, disposition, and status update — daily? yes / no
Your calls may be recorded, for quality assurance and training purposes and you will be expected to review your own recordings using company-provided analysis tools to refine your technique. Are you comfortable with call recording and performance feedback? yes / no
Are you comfortable participating in live webinars to moderate chat and respond to prospect Q&A? yes / no
As part of the interview process, candidates invited to a Zoom interview will be asked to role play common sales scenarios and such as addressing prospect questions regarding timing, budget, or decision-making. Are you willing to participate in a practical role-play exercise during the interview? yes / no
Our prospects are families deciding how to protect their children and their assets — it is emotional, and many of them have been putting it off for years. Tell us about a time you helped someone in a setter capacity move forward on something they were emotionally hesitant about. What was the hesitation, what did you actually say, and what was the outcome? written answer
Describe a specific time a customer told you what they wanted, but what they actually needed was different. How did you figure it out, what did you say? written answer
You are on a prep call with a prospect who has been engaged the entire time. When you go to book their Life & Legacy Planning Session, they say: “This sounds great, but I need to think about it and talk to my spouse before I schedule anything.” Write out, word for word, exactly what you would say next and share why. written answer
TWO PARTS: (a) A qualified prospect is booked for their Life & Legacy Planning Session in four days and still has not completed their Asset Inventory, despite two emails and a text. Walk us through your next 72 hours: specifically what you send, when, and on which channel to ensure they complete their Asset Inventory. (b) This is a 100% remote employee position requiring strong self-management. What do the first 30 minutes of your workday look like? written answer
What typical performance metrics (such as call volume, set rates, or show rates) did you achieve in your most recent role? written answer
In what way do you believe that you align with our core values? written answer · optional

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