Ryan Papillo is the Chief Growth Officer at Law Firm Mentor, bringing 20 years of executive leadership experience to the role. Before joining LFM, Ryan built and scaled Graze Craze into the world's largest charcuterie board franchise, and served as a business and revenue advisor for the Acquisition.com portfolio, helping founders grow smarter and faster.
Earlier in his career, he helped scale standout software companies including Workiva (IPO), Resilient Systems (acquired by IBM), and Liazon (acquired by Towers Watson)—giving him a front-row seat to building businesses from early-stage to major exit.
A devoted Boston sports fan, Ryan is also the proud father of two daughters who run Pickled Garden, their own gourmet pickling spice company—proof that building something great clearly runs in the family.
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Christina Stephens
Law Firm Mentor Systems Strategist
Christina E. Stephens brings more than a decade of executive leadership, hospitality operations, and strategic consulting experience to her role with Law Firm Mentor. With a doctorate in Digital and Strategic Communication focused on organizational communication, Christina has built her career at the intersection of people, performance, and operational excellence. She has served as a COO, fractional integrator, and executive partner across multiple industries including legal services, technology, and hospitality. Her background includes scaling multi-million-dollar service organizations, building leadership teams, implementing EOS frameworks, and translating vision into executable systems that drive sustainable growth.
At Law Firm Mentor, Christina is uniquely positioned to help law firm owners bridge the gap between ambition and infrastructure. She believes that profitability follows clarity, accountability, and empowered leadership. Her people-centric yet metrics-driven approach aligns naturally with Law Firm Mentor’s mission to help attorneys build firms that serve their lives rather than consume them. Christina excels at extracting operational knowledge from founders, codifying it into repeatable systems, and mentoring leaders to step fully into ownership of their roles. Her ability to combine strategic insight with practical execution makes her an effective partner for firms navigating growth, scale, and succession.
Outside of her professional work, Christina enjoys cooking, traveling internationally, reading, and spending meaningful time with her family and community. With a background in luxury hospitality, she appreciates thoughtful experiences, beautiful design, and intentional service. She is passionate about mentorship, faith, and contributing to initiatives that elevate women and young leaders. Whether exploring new cultures or hosting friends around a table, she values connection, curiosity, and continuous growth in every area of life.
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Alex Csedrik
Marketing Manager
As Marketing Manager, Alex Csedrik is responsible for the strategy behind Law Firm Mentor, LLC’s brand. His big-picture thinking and ability to execute enables him to execute all things marketing for the company. Previously, he’s worked for ad agencies and scaling teams. In 2022, he was recognized as one of the top 16 performers for a global organization for his impact.
Alex Csedrik received his Bachelor’s degree in English from DeSales University, where he won the 2008 Creative Writing Fiction Award. He also graduated from Montclair State University with a Master’s degree in English and was awarded his MFA in creative writing fiction from Fairleigh Dickinson University. In his free time, he wears many different hats—partially to cover up his bald head. He’s a former college professor, stand-up comedian, and was the Dewey Beach Marketing Committee Chairperson. Mars is for Millennials: The Glow-Up Edition, his short story collection’s second edition, was published in April 2025.
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Kyle Brouillard
Growth Strategist
With over a decade of experience in sales and leadership, Kyle Brouillard has honed his expertise in driving business growth and operational excellence. After earning his B.A. in Philosophy from the University of Wisconsin, Eau Claire, Kyle began his professional journey with a major U.S. telecom company, where he developed a strong foundation in client relations and strategic sales. His career trajectory led him into the legal sector, where he played a pivotal role in continuing legal education. Kyle worked closely with over 70 accreditation boards nationwide, ensuring that legal education programs met the highest professional standards. This experience not only deepened his knowledge of the legal market but also reinforced his commitment to supporting lawyers in their pursuit of success and excellence.As a Growth Strategist with Law Firm Mentor, Kyle leverages his extensive background to empower law firm owners to achieve their full potential. His passion lies in helping clients understand the importance of Key Performance Indicators (KPIs) and data-driven decision-making, enabling them to transform their practices into efficient, profitable enterprises. With a deep appreciation for the complexities of the legal industry, Kyle provides law firm owners with the strategies, structure, and insights needed to scale their businesses while maintaining operational integrity. Beyond his professional endeavors, Kyle enjoys camping with his wife and two sons, training for marathons, and delving into philosophical literature and fantasy novels, reflecting his commitment to personal growth and a balanced lifestyle.
Jean Jones, Operations Manager at Law Firm Mentor, operates behind the scenes, leveraging her expertise in business operations and client services to ensure that client interactions culminate in resounding successes from start to finish. An ardent advocate for refining systems, driving innovation, and optimizing processes subsequently contributes to the seamless functioning of LFM and the team as a whole. Jean has cultivated her expertise in business operations across various industries, including health & wellness, digital marketing, and e-commerce. Her innate knack for pinpointing operational inefficiencies and transforming them into practical, streamlined workflows gives her insight into creating a clear and straightforward process for clients and team members to have the best experience. As a passionate advocate of growth, development, and success, she is committed to empowering individuals to succeed in their businesses. Her background positions her as a proactive problem solver, actively dedicated to employing solution-oriented strategies that yield impactful results.
Jean bolstered her proficiency in Business Operations by acquiring a certification from the Ops Authority, underscoring her unwavering commitment to continuous learning and growth.
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Jasmine Harvey
Human Resources
As Director of HR & Operations, Jasmine is the engine behind the scenes that keeps Law Firm Mentor, LLC running. Her unparalleled organizational and interpersonal skills enable her to manage all aspects of the operation, from payroll and IT management to product merchandising. Formerly a paralegal for the Public Defender’s Office at the Office of Parental Representation, Jasmine also serves as Office Administrator for Williams Law Group, LLC. In this role, she has worked closely with senior management to cultivate an open and healthy company culture and successfully navigate the years of growth that have resulted in a multi-million-dollar firm. Jasmine’s arsenal of talents is complemented by her many years previously spent in retail management and customer service, which enabled her to master the art of multi-tasking, priority setting, and helping people.
Jasmine graduated from Manhattanville College, Summa Cum Laude, in 2012. She also spent 9 months abroad to study at Keio University in Tokyo in 2011, where she fell in love with Japanese culture and cuisine. Outside of work, Jasmine enjoys spending time with her family and pets, camping, and playing video games.
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Tony Le
Manager, Growth Strategy Team & Sales Systems Strategist
Tony’s professional career includes working for some of the largest companies in their industry including Countrywide Home Loans, JP Morgan Chase and Zillow. However, his first memory of having a sales mentality was back in 8th grade where he had to sell tickets for a pancake breakfast to pay for a class trip to Washington D.C. He has more than 20 years devoted to building sales teams, systems, creating KPI’s reporting and sales structures to achieve highly successful team first cultural mindsets. Tony was born in New York and currently resides in Astoria Queens. He is passionate about being active by snowboarding, hiking and living a fitness based lifestyle. Traveling, experiencing other cultures and enjoying all the amazing food this world has to offer is high on his priority list.
Deb is a former professional athlete (softball), Deb started her career beyond athletics as a Mathematics teacher in a Charter school, before transitioning to become the lead instructor of business creation, management and growth for an athletic center in her home city of Salt Lake City, UT. She then transitioned to become a Business Consultant for the Salt Lake City Chamber Women’s Business Center, where she coached more than 1,200 businesses through strategic planning, growth, implementation, product and service creation, brand development, job growth, revenue generation, cash flow forecasting, financing, government contracting, expansion, strategic management, operational planning, sales, and marketing. In this capacity, Deb has helped to start 168 new businesses, 608 new jobs created, $50.6 Million in Revenue, Total increase in profit of $4.86 Million and $2.9 Million in capital accessed. Deb also has worked as the Director of Business Support Services for the Goldman Sachs Global Business Center where she obtained an Executive Certificate in Global Business Management and where she plans, coordinates, and implements a yearly marketing and outreach plan for Goldman Sachs 10,000 Small Businesses Program. There, she is a keynote speaker, trainer and facilitator of business conferences and she manages a team of 3 in coaching small business owners.
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Jorge Santisteban
Law Firm Mentor Systems Strategist
Jorge Santisteban is a dynamic C-Suite executive with a distinguished career spanning over two decades in management, finance, and business development. Known for his ability to drive operational excellence and foster employee satisfaction, Jorge has successfully led transformative initiatives across diverse industries, including financial services, media, international markets, and wealth management. He has held key leadership roles, such as Chief Financial Officer at Lightbox OOH, where he optimized operations for a leading advertising network, and Chief Operating Officer at MFX Solutions, managing a hedge fund specializing in social and impact investments across 55 countries. With expertise in strategic planning, corporate strategy, and risk management, Jorge also serves as an advisor and guest lecturer, demonstrating his commitment to innovation, sustainability, and professional development. Fluent in English and Spanish, he leverages his global perspective to build meaningful relationships and deliver exceptional results.
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Wolfgang Tsoutsouris
Law Firm Mentor Lead Systems Strategist
Wolfgang was a professional violinist for 12 years before becoming a Financial Analyst for a fund of hedge funds, further transitioning to becoming a Financial Advisor to Chief Restructuring Officers, Chapter 11 Trustees, Receivers and Creditor Committees. In that capacity, he worked with distressed companies in many industries, including dissolving law firms, so he understands law firm trust accounting, small business valuation, and profitability and finance. Before starting his own consulting business focused on small businesses, he was Director of Operations for a startup digital marketing company. In that role, he managed both Digital Marketing professionals and e-Commerce Retail associates and learned the nuances of digital marketing in order to hold his team of 12 accountable to KPIs in marketing. Wolfgang has an MBA from Baruch College, a Master’s from Brigham Young University, and spent a year in the Master’s program at the Julliard School.
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Lee Ann Enquist
Chief Operations Officer
As both a lawyer and a business executive, Lee Ann understands the unique needs of legal professionals. She has nearly 30 years of legal industry experience. Prior to joining Law Firm Mentor, LLC as Chief Operating Officer, Lee Ann led and grew several businesses at Thomson Reuters, including West LegalEdcenter, Peer Monitor, Federal Publications and the Legal Executive Institute. She also led the operations, sales, and customer experience teams at National Business Institute. Lee Ann has a passion for developing people, growing businesses and serving her clients.
Lee Ann is an avid photographer and spends her off hours capturing the beauty of the upper Midwest and traveling the open road with her husband and children in their vintage Yellowstone RV.
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Allison C. Williams
Founder & CEO
Allison C. Williams is the owner of not one, but two multimillion-dollar companies. She is Founder of Williams Law Group, a full-service family law firm where she is a Fellow of the American Academy of Matrimonial Lawyers, is Certified by the New Jersey Supreme Court as Matrimonial Law Attorney, and is certified by National Board of Trial Advocacy in Family Law. After taking Williams Law Group from a start-up to a multimillion-dollar law business in 3.5 years, she decided to help other law firm owners do the same by starting Law Firm Mentor. Today, Law Firm Mentor helps law firm owners across the country grow their revenues, crush chaos in business, and make significantly more money, in less time!
Allison is a LawFirm500 award winner, ranking 14th out of the fastest-growing law firms in the nation. She has also been named a Stevie Award Finalist for Female Entrepreneur of the Year in 2017 and 2018, has been voted NJBIZ’s Top 50 Women in Business, and designated as one of the Top 25 Leading Women Entrepreneurs and Business Owners.
Allison has been featured in The Law Entrepreneur, Above the Law, and Modern Solo along with other leading legal publications. She is also the host of the Law Firm Mentor podcast, where lawyers go to learn how crush the chaos in their business.
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Hiring a Non-Attorney Salesperson (Part 2/4): How to Compensate Without Breaking Ethics Rules
Table of Contents
The Real Question: How Do You Pay a Law Firm Salesperson Without Breaking the Rules?
Many law firm owners reach the same moment in their growth journey: We need someone else to sell—because I can’t keep juggling it all. But the next thought comes quickly: How do I pay them without getting into ethics trouble?
In Episode 38 of Crushing Chaos with Law Firm Mentor, Allison Williams breaks down the answer with clarity and strategy, drawing from years of coaching law firm owners through the exact same challenge.
This episode zooms in on the compensation question—one of the biggest barriers for attorneys who want the revenue lift of a dedicated salesperson but fear the ethical landmines.
This blog translates the episode’s key insights into a structured guide you can refer to as you explore hiring your first (or next) non-attorney salesperson.
Why You Can’t Use “Base + Commission” in Most States
In traditional sales industries—automotive, jewelry, luxury goods—salespeople are paid a base salary plus a percentage commission on what they sell. It’s simple, familiar, and effective.
But in law? It’s not allowed in most jurisdictions.
Allison explains that ABA Model Rule 5.4 prohibits fee-sharing with non-attorneys—outside of a few narrow exceptions that do not apply to sales roles.
That means:
You cannot give your salesperson a percentage of a retainer.
You cannot compensate them based on a portion of collected fees.
You cannot structure their pay like a traditional sales job.
The good news? There’s a better, more predictable, and more sustainable way.
Why Bonuses, Not Commissions, Are the Ethical Solution
Allison shifts the paradigm: instead of a commission tied to a specific sale, you pay bonuses tied to performance outcomes over time.
This distinction matters.
A commission rewards someone for selling a specific person. It is directly tied to a fee.
A bonus rewards someone for performing their job well overall.
To stay compliant with ethics rules, your bonus structure should be based on:
Activity standards like CRM usage or outbound touches.
Allison emphasizes that bonuses must represent “performance in excess of minimum expectations.” In other words: the base salary pays for the job. Bonuses pay for exceptional execution.
Start With the Right Base Salary (Here’s Why It Matters)
Legal sales roles aren’t like retail or high-ticket consumer sales. The tasks reach beyond selling:
Nurturing prospects
Building rapport
Passing clients efficiently to the legal team
Following ethical communication standards
Maintaining long-term relationships
Because the scope is broader than pure sales, the salary must reflect that. As Allison notes, this isn’t a “tiny base plus enormous commission” situation. The paycheck must sustain someone who may:
Conduct multiple follow-ups before a sale closes
Spend time relationship-building
Manage data and lead tracking
A strong salary allows you to attract someone who can perform at a higher strategic level—not a transactional one.
How to Set Bonuses That Inspire Performance
To make bonuses effective and ethical, you must anchor them in firm-wide metrics, not individual sales.
Here are the metrics Allison recommends:
1. Conversion Rate Bonuses
You track:
Number of consultations
Number of clients retained
If the salesperson exceeds the firm’s average conversion rate, they earn a bonus.
This rewards skill, consistency, and follow-up—not one-time events.
2. Collected Revenue Benchmarks
Allison is clear: pay bonuses on dollars collected, not dollars billed, and never tied to an individual file.
This ensures:
No per-file compensation
No ethical risk
A direct incentive to nurture clients who actually pay
3. Behavior-Based Incentives
Some behaviors statistically correlate to closed clients, such as:
Timely follow-ups
CRM engagement
Consistent communication
If someone does the behaviors, the outcomes follow.
The Hidden Math: Why You Can Afford a Non-Attorney Salesperson
Many attorneys panic: “How can I afford this salary?” Allison reframes the question entirely.
If you’re a solo owner doing your own consultations, you’re spending hours each week selling that could instead be spent:
Billing
Leading
Marketing
Managing your team
When a salesperson frees up 10 hours each week and you bill even 8 of them at $500/hour, you generate:
$4,000/week → $208,000/year
That alone pays for the role.
And that’s before we even account for:
Better conversion rates
Faster scheduling
More consistent follow-up
Fewer leads slipping through cracks
Allison notes that this is exactly why most firms profit dramatically after hiring the right salesperson.
The #1 Thing to Incentivize: Follow-Up
Selling legal services rarely happens in one call.
Many clients:
Need time
Need reassurance
Need reminders
When you incentivize follow-up, you dramatically increase the number of “slow close” clients.
Allison shares that many firms capture an additional 15% of clients simply by following up consistently. That can mean:
4 more clients per month
$20,000 more revenue
$240,000/year in previously lost opportunities
And because bonuses can be tied to conversion rate and collected revenue—not per-person commission—this remains fully ethical.
Bringing It All Together
Compensating a non-attorney salesperson can feel intimidating, but the truth is this:
You can pay ethically, profitably, and predictably—without fee-splitting.
Bonuses tied to firm metrics, a competitive salary, and clear performance standards give you everything you need to grow without crossing any ethical boundaries.
And when you hire the right person, you don’t just increase revenue. You take back your time, step deeper into your CEO role, and create a business that runs with more consistency, predictability, and peace.
Ready to Dive Deeper? Watch or Listen to Episode 38