Client Development Executive

Client Development Executive – Estate Planning

Role Overview

We are an established estate-planning business providing professional services including Wills, Lasting Powers of Attorney, Trusts and related estate-planning solutions.

We are looking for a confident, personable and commercially minded Client Development Executive to help develop relationships with existing clients, previous enquiries, referrals and prospective new clients.

This is primarily a telephone-based client development and appointment-setting position.

The successful candidate will be responsible for contacting clients and prospective clients, identifying potential estate-planning needs, following up previous enquiries and arranging qualified appointments with the Estate Planner.

Previous estate-planning or legal experience is not essential, as full training on our services, processes and client approach will be provided.

The role would particularly suit someone with previous experience in telesales, appointment setting, recruitment, estate agency, insurance, financial services, customer development or another target-driven client-facing environment.

Main Duties and Responsibilities

The successful candidate will be responsible for:

• Making outbound telephone calls to existing clients, previous enquiries, referrals and prospective clients.
• Following up clients who have previously expressed an interest in estate-planning services.
• Contacting existing clients regarding potential reviews of their current arrangements.
• Building professional and trusted relationships with clients over the telephone.
• Asking appropriate questions to identify whether a client may benefit from speaking with an Estate Planner.
• Identifying potential requirements relating to Wills, Lasting Powers of Attorney, Trusts and associated estate-planning services.
• Explaining the company's services and appointment process clearly and professionally.
• Booking qualified appointments for the Estate Planner.
• Confirming appointments and helping to minimise cancellations and missed appointments.
• Following up prospective clients who are not immediately ready to arrange an appointment.
• Maintaining regular contact with leads through telephone, email and text where appropriate.
• Responding professionally to common client objections and concerns.
• Maintaining accurate records of telephone conversations, client requirements and follow-up actions.
• Updating the company's CRM or client-management system.
• Prioritising leads and identifying the strongest opportunities for follow-up.
• Working through existing client and prospect databases systematically.
• Developing relationships with referral and introducer contacts where appropriate.
• Supporting campaigns designed to generate new estate-planning enquiries.
• Achieving agreed activity, appointment and client-development targets.
• Providing regular feedback regarding common client questions, objections and opportunities.
• Working closely with the Estate Planner to improve the quality of appointments generated.
• Maintaining confidentiality when dealing with sensitive personal, family and financial information.

Important Scope of the Role

The Client Development Executive will not be expected to provide legal, tax or estate-planning advice.

The purpose of the role is to identify client needs, explain our services at a general level and arrange an appointment with the Estate Planner where professional advice may be required.

All technical advice and recommendations relating to Wills, Trusts, inheritance tax, Lasting Powers of Attorney and estate planning will be provided by the appropriately experienced Estate Planner.

Person Specification

We are looking for someone who is:

• Confident and comfortable speaking to people by telephone.
• Friendly, professional and able to build rapport quickly.
• Comfortable making outbound calls.
• Resilient and able to deal positively with rejection.
• Organised and disciplined with follow-up activity.
• Comfortable working towards targets.
• Naturally inquisitive and able to ask good questions.
• Able to listen carefully and identify opportunities.
• Persuasive without being overly aggressive.
• Professional when discussing sensitive family and financial matters.
• Self-motivated and able to work independently.
• Reliable and consistent.
• Comfortable using basic CRM, email and office systems.
• Willing to learn about estate planning and develop their professional knowledge.
• Coachable and willing to improve their sales and communication skills.

Preferred Experience

Previous experience in one or more of the following would be beneficial:

• Telesales
• Appointment setting
• Business development
• Recruitment
• Estate agency
• Insurance or protection sales
• Financial services
• Mortgage services
• Telecoms
• Customer retention
• Call-centre sales
• Professional-services sales

Previous legal or estate-planning experience is not required.

Pay: From £12,480.00 per year

Benefits:

• Referral programme

Work Location: Hybrid remote in Birmingham B43 6NN