ID-702-Otis Landerholm

Q: Six months ago I was doing a lot of consultations, to the tune of fifteen to twenty every week. I was salivating and really wanting to hire a non-attorney sales person so I wouldn’t have to be doing so many of these consults. About four months ago we had a transition in our website and our leads have gone down a little bit. Now we have a little bit more capacity to be doing consults. My question is do I need to be having a certain number of consults before it makes sense to bring in the non attorney sales person where I know it’s profitable or am I thinking about it the wrong way?
A: I think you need the non-attorney sales person because you needed the non-attorney sales person. If the non attorney sales person was there doing the non sales attorney person work instead of you, I suspect you would have probably seen the problem coming, gotten ahead of the problem and prevented the problem. And if the non sales attorney person was there right now you would have nothing better do with your time except bring in more business and keep that non attorney sales person busy. If I gave you ten hours of your time every week because a non attorney sales person was there and I said to you take these ten hours a week and do nothing but generate more business, how much more business would you be generating? Enough to keep two non-attorney sales people busy.