Client Solutions Specialist - Consultative Sales

Responsibilities

• Conduct scheduled consultations with prospective estate planning and elder law clients.
• Establish trust quickly and lead organized, purposeful conversations.
• Ask thoughtful questions that uncover the client’s concerns, motivations, and decision-making priorities.
• Recommend appropriate planning solutions based on each family’s circumstances.
• Clearly communicate the value of the firm’s services.
• Confidently ask prospective clients to hire the firm when the solution is a good fit.
• Present fees and payment options professionally and directly.
• Maintain consistent, disciplined follow-up with prospects who do not make an immediate decision.
• Accurately track consultations, opportunities, follow-up activity, and results in the firm’s CRM.
• Build relationships with financial advisors, CPAs, healthcare professionals, and other referral partners throughout the St. Louis region.
• Collaborate with attorneys, intake, client services, and operations to provide an exceptional client experience.
• Participate in coaching, role-play, performance reviews, and continuous sales improvement.

Qualifications

• A demonstrated record of success in consultative or high-ticket sales.
• Know how to build rapport without losing control of the conversation.
• Are comfortable discussing emotional, personal, and financial concerns.
• Can make a strong professional recommendation based on what you hear.
• Are comfortable discussing fees and asking for a decision.
• Follow up consistently without needing reminders.
• Take personal ownership of your pipeline, conversion rate, and results.
• Respond well to coaching and actively work to improve.
• Communicate with warmth, confidence, and credibility.
• Want your work to have a meaningful impact on the people you serve.