Seat at the Table: Maximizing the Value of Non-Attorney Salespeople

About this episode

This episode discusses the role and value of non-attorney salespeople in law firms.

In this episode of the Un-Billable Hour’s Seat at the Table: Get past the stigma: Law firms sell a service, and that’s no different than any other service business. It makes sense to hire a sales pro to find and sign customers What makes for a good non-attorney sales pro? What skills do you look for and where do you find them? Attorneys practice law. They aren’t trained in sales. Don’t waste time giving free advice during a “consult.” Let a sales professional sign the client, then focus on solving their problem. Take a “seat at the table,” with host Christopher T. Anderson and guests Rob Leitner and Elliot and Erik Alicea, experienced pros in building and running successful law firms. In this episode, law firms have grappled for a while with the idea of employing non-attorney salespeople to drive leads. That discussion is probably over, it’s time to talk about maximizing the value of these sales professionals. Let’s remove the stigma, law firms sell services. And lawyers aren’t salespeople. Hire a pro. Whether you call them salespeople or client/attorney liaisons or whatever else, the job of non-attorney salespeople is to welcome clients to the firm while ensuring the firm is a…

People in this episode

Host: Christopher T. Anderson

Guests: Rob Leitner, Elliot Alicea, Erik Alicea

Topics covered

• non-attorney salespeople
• law firm marketing
• sales strategies
• client relations
• service business

Keywords

• sales professionals
• law firms
• client acquisition
• sales skills
• service industry

Mentioned in this episode

Organizations: Un-Billable Hour, Legal Talk Network

More episodes of Un-Billable Hour: Business Management Strategies for the Busy Lawyer Around the Community Table

• Seat At The Table: Getting an “A+” in Client Satisfaction · June 9, 2026 · 45 min
• Putting Profits First. Make Profits a Decision and Priority, not a Leftover. · May 26, 2026 · 37 min
• Your Firm’s Reputation Matters. It Starts With Who You Hire. · April 28, 2026 · 44 min
• Seat At The Table: How To Avoid Wasting Money On Marketing · April 14, 2026 · 38 min
• Getting Control of Your Practice (and Your Life). Beat Burnout, Live Better. · March 24, 2026 · 42 min
• Seat At The Table: How To Establish My Firm’s Brand (Series Premiere) · March 10, 2026 · 41 min