Now Hiring - Focus Law - Business Development / Salesperson - Legal Services in Anaheim, CA

Full description of the position

About the Role

Focus Law is seeking a polished, emotionally intelligent, and results-driven Business Development / Salesperson to help grow the firm through two equally important areas:

• Converting qualified prospective clients
• Strengthening the referral relationships that generate high-quality business This is not a traditional intake role, and it is not a passive networking position. The right person is a confident consultative salesperson who can speak credibly with business owners, communicate the value of sophisticated legal services, follow up with discipline, and ask for the business when the fit is right. Prospective clients often contact the firm while facing business disputes that also create significant personal, financial, and emotional pressure. The right person must be comfortable leading thoughtful conversations that uncover not only the business or legal problem, but also what the situation means personally to the prospective client. This may include understanding concerns such as:
• Fear of losing a home, business, income, or financial stability
• The impact the dispute may have on the client's family
• Concerns about having to make significant lifestyle changes
• Damage to the client's reputation or professional standing
• The emotional burden of continuing to live with an unresolved dispute The Business Development / Salesperson will help prospective clients identify what they are trying to protect, what they are afraid of losing, and what a successful future state would look like. The goal is to connect the value of Focus Law's services to the practical and personal outcomes the prospective client is seekingwithout pressure, manipulation, legal advice, or guarantees regarding results. Approximately half of the role will focus on inside-sales activities, including:
• Conducting prospective-client conversations
• Following up with leads
• Reactivating existing contacts
• Supporting the client-conversion process
• Managing the sales pipeline The other half will focus on business development, including:
• Strengthening referral relationships
• Reconnecting with former clients
• Engaging strategic contacts
• Representing the firm in purposeful networking activities
• Supporting the firm's overall growth strategy

What You Will Do

• Conduct consultative sales conversations with prospective clients by phone, video, and in person.
• Guide prospective clients through the intake and consultation process with empathy, confidence, and appropriate urgency.
• Ask thoughtful questions to understand the business, financial, personal, and emotional impact of the client's situation, including what they are trying to protect and what a successful future state would look like.
• Clearly communicate the value of the firm's services, discuss high-value engagements, handle objections, and ask for the business when appropriate.
• Follow up consistently with prospects who do not immediately move forward.
• Reconnect with former clients, referral sources, and strategic contacts within the firm's existing database.
• Build and maintain referral relationships and participate in purposeful networking and business-development activities.
• Maintain complete and timely CRM records, including key concerns, decision drivers, objections, commitments, and next steps.
• Coordinate a smooth transition to the legal team after an engagement is signed and support client onboarding and follow-up check-ins.
• Report on lead quality, conversion patterns, referral activity, client concerns, common objections, and opportunities to improve the sales process.
• Partner with the Owner, legal team, and marketing resources to support a consistent client-conversion and business-development strategy.
• Maintain a clear understanding of professional standards and the boundaries of a non-attorney sales role. What Success Looks Like
• Prospective clients receive polished, empathetic, and timely follow-up.
• The salesperson identifies both the practical and emotional factors driving the client's decision.
• Qualified prospects understand the firm's value and move through the sales process consistently.
• The Owner spends less time handling routine sales conversations.
• The CRM provides clear visibility into pipeline activity, follow-up, referrals, and conversion challenges.
• Referral relationships are strengthened, and dormant contacts are reactivated.
• Business-development efforts produce measurable conversations and opportunities.
• The salesperson consistently demonstrates professionalism, sound judgment, empathy, and appropriate persistence.
• The role meets or exceeds the monthly expectation of nine completed client onboardings.

Required Qualifications

• Proven success in consultative, high-value sales.
• Experience selling professional, financial, banking, insurance, enterprise, or other trust-based services to sophisticated decision-makers.
• Strong emotional intelligence and comfort discussing sensitive business, financial, and personal concerns.
• Ability to uncover client needs, identify decision drivers, handle objections, and ask for the close.
• Executive presence and confidence communicating with business owners and professional referral partners.
• Strong phone, email, video, and in-person communication skills.
• Experience using a CRM to manage follow-up, pipeline stages, and results.
• Highly organized, proactive, self-directed, and comfortable working toward measurable goals.
• Excellent judgment, discretion, and attention to detail.
• Ability to work primarily from the Anaheim Hills office during onboarding and attend local business-development activities as needed. Hybrid flexibility may be available once the employee is fully trained and performing independently.

Preferred Qualifications

• Experience in financial services, wealth management, relationship banking, commercial insurance, legal services, consulting, executive search, healthcare services, or B2B sales.
• Experience working with business owners, affluent clients, or clients facing high-stakes decisions.
• Experience developing referral relationships, reactivating dormant contacts, or generating business from an existing database.
• Knowledge of the legal industry or law-firm business development.
• Understanding of the boundaries between client intake, sales, and legal advice.
• Demonstrated maturity, resilience, and commitment to continuous growth.

Compensation

The position offers a base salary of $75,000 per year, plus a performance- based bonus opportunity designed to bring total compensation to $100,000 or more. Any incentive plan will be structured in accordance with applicable professional and ethical requirements. The compensation structure will not involve sharing legal fees with a non-attorney. Pay: $75,000.00 - $100,000.00 per year Application Question(s):

• How many years of consultative sales or business development experience do you have?
• How many years of experience do you have selling high-value professional, financial, legal, insurance, consulting, or other trust-based services?
• How many years of experience do you have managing leads and sales activity through a CRM?
• How many years of experience do you have working directly with business owners, executives, or clients making significant financial decisions? Location:
• Anaheim, CA 92807 (Preferred) Work Location: Hybrid remote in Anaheim, CA 92807