Open the Company record in HubSpot. Review firm website, practice area, and locations. Identify the likely decision-maker (owner, managing partner, marketing lead). Log notes on the Company record.
- Company record open in HubSpot
- Firm website & practice areas reviewed
- Decision-maker identified
- Notes logged on Company record
Tasks are the system of record. Create a task for every follow-up, mark tasks completed immediately, and always create the next required task. Work leads from assigned sources.
- Cold prospecting lists
- ABM target accounts
- Event lists
- Recycled MDR Exhausted leads
- Prior closed-lost or stalled opps
When a prospect agrees to a meeting, set up the calendar event and create the deal in HubSpot immediately. Meeting goes on the AE's calendar with all required attendees.
- Meeting type: Discovery — BDR
- Title: "Law Firm x Rankings: Intro"
- Duration: 30 minutes
- Attendees: AE + BDR + Client
- Deal created, stage: FTA Booked
- Pipeline direction: Outbound
Execute the 6-step post-set checklist: follow-up email with Loom, thank you postcard, update tracker, attend the meeting, send post-meeting email, and maintain pipeline hygiene.
- Follow-up email with approved Loom
- Thank you postcard logged via HubSpot
- 2026 Tracker updated
- Attend meeting & hand off to AE
- Post-meeting thank you email sent
- Weekly pipeline & tracker cleanup
Follow-Up Email
Send follow-up email with an approved Loom video using the standard template.
Thank You Postcard
Log Postal Mail activity on the Company record. Use HubSpot Mobile: Search Company → Log Activity → Postal Mail → Camera → Take Photo.
Update Tracker
Update your 2026 Tracker with all meeting details. Ensure lead source and AE are noted.
Attend the Meeting
Join the meeting you booked. Introduce the client to the AE, then drop after handoff is complete. If meetings overlap, attend one.
Post-Meeting Thank You
If the meeting is held, send the "After Meeting with AE" email template.
Pipeline Hygiene
Keep tracker and deal stages updated. Block weekly time (Friday recommended) to clean pipeline and trackers.
- Reschedules within the same month do not count as new sets
- A meeting becomes a Reconnect (new set) only if a full calendar month has passed since the original meeting date
- Update tracker accordingly when a reconnect qualifies as a new set