Track 5
Rapid-Fire Mock Interview
In 30 seconds, what does Legal Karma do?
- Legal Karma is embedded legal infrastructure for credit unions and community banks.
- We let institutions offer white-labeled estate planning inside their own digital banking, so members can finish a will or trust in under 30 minutes.
- The institution sets the price and keeps 100 percent of the margin, we handle compliance and support, and our Business Insights Engine surfaces wealth, insurance, and lending leads.
- Across 100-plus partners, that means 41 percent lower attrition and 23 percent deposit growth among plan completers.
Why is now the right time for a bank or credit union to buy this?
- Three forces are converging.
- First, the Great Wealth Transfer: 84 to 124 trillion dollars is moving to heirs, and 70 to 80 percent of heirs move that money elsewhere.
- Second, the CFPB is squeezing overdraft and NSF fees, so institutions need new, member-friendly non-interest income.
- Third, 95 percent of adults have no estate plan. Institutions that close that gap now anchor the next generation's deposits.
Why do you want to be an SDR at Legal Karma?
- Anchor on mission and market: the company solves a real access-to-justice gap while helping community institutions survive the wealth transfer.
- Point to traction: a 2022 pivot, a seed round led by Everywhere Ventures, and over 100 partners with breakevens as fast as 3.5 months.
- Close with fit: a consultative, peer-proof sale to conservative buyers rewards disciplined prospecting and preparation, which is how you work.
How is Legal Karma different from Trust and Will or LegalZoom?
- Trust and Will is an affiliate model: members leave for its site, it owns the data, and the credit union earns a few dollars at best.
- LegalZoom and Rocket Lawyer are generalist storefronts with no banking SSO and no way to feed asset intelligence back to the institution.
- Wealth.com and Vanilla are built for high-net-worth RIAs, with large minimums and heavy advisor involvement.
- Legal Karma is the only one combining full white label, 100 percent revenue retention, zero operational lift, and two-way data intelligence.
Walk me through how you'd structure a cold call to a Chief Retail Officer.
- Pattern interrupt: Hi, this is my name with Legal Karma. Do you have sixty seconds for me to tell you why I called? If it doesn't make sense, you can hang up.
- Relevance and peer proof: We partner with over 100 credit unions like WyHy, Goldenwest, and Vantage West. Retail leaders tell us 95 percent of members need a will, but attorney referrals mean drop-off, zero revenue, and zero data.
- Value: a white-labeled engine in your digital banking, plans in under 30 minutes, you keep 100 percent of the margin. WyHy broke even in 3.5 months.
- Low-friction ask: I'd love to share our 15-minute executive briefing. How does Tuesday at 10 a.m. look?
A compliance officer asks if this is the unauthorized practice of law. Explain.
- It isn't. Over forty years of precedent hold that self-help software and templates are not the practice of law.
- Legal Karma gives no legal advice. It assembles state-specific documents from the member's own selections, so the member acts pro se.
- Complex cases go to an independent network of licensed attorneys. The institution never gives legal counsel and has no fiduciary liability.
- Add E and O and cyber insurance, indemnification, and immutable audit trails.
What activity metrics would you hold yourself to?
- By week four of ramp: 60-plus dials and 40 personalized emails a day.
- Daily personalized emails in the 35 to 50 range, plus LinkedIn touches in a 14-day omnichannel cadence.
- Keep CRM hygiene in Salesforce or HubSpot, and judge success by meetings booked and pipeline created, not just activity.
Describe your outbound cadence.
- A 14-day omnichannel sequence mixing phone, email, and LinkedIn.
- Day 1: call and voicemail, then a personalized email the same day. Day 3: LinkedIn profile view and connection request.
- Later touches rotate value pillars by persona. Around day 12, a third call focused on CIO simplicity.
- Every touch leads with the prospect's strategic agenda, never product features.
Give me your pitch to a Head of Wealth Management.
- Our data engine helps wealth teams at over 100 credit unions uncover millions in held-away assets.
- Members who complete a trust on our platform are 3.2 times more likely to need advisory services, and 68 percent of members over 55 list no life insurance.
- Instead of sending members to law firms that never refer back, Legal Karma surfaces those warm, verified leads to your advisors.
- Would you be open to a 15-minute conversation this week?
A prospect says Trust and Will is basically the same thing. How do you separate Legal Karma?
- With Trust and Will, the member clicks a 20 percent discount link and leaves your domain, pays Trust and Will, and Trust and Will owns all the asset and beneficiary data.
- You get zero revenue or a few dollars, and you've trained members to go elsewhere.
- Legal Karma runs under your brand inside digital banking, you set the price and keep 100 percent of the margin, and you own the data, which our Business Insights Engine turns into wealth and insurance leads.
Our wealth team already looked at Wealth.com. Why would we need you?
- Wealth.com and Vanilla are excellent for advisors serving high-net-worth clients, but they carry big annual minimums and need an advisor in every plan.
- They can't serve the 95 percent of retail members who will never meet an advisor.
- Legal Karma is self-service for the whole membership, and it feeds your advisors the members who are ready for them, with 3.2 times higher advisory need among trust completers.
You've booked a discovery call with a CFO. Give me three questions you'd ask.
- How is your executive committee evaluating the impact of the Great Wealth Transfer on your deposit balances over the next three to five years?
- With pressure on NSF and overdraft fees, what new non-interest income initiatives are you prioritizing this year?
- When an account holder passes away, what percentage of inherited balances do you retain with the heirs?
What does your day 14 touch look like if a prospect never responds?
- A permission-to-close-file break-up email, with an executive one-page summary attached.
- It respects their time, restates the peer proof, like WyHy's 3.5-month breakeven, and leaves the door open.
Give me a case study that proves members actually finish their plans.
- Partner Colorado Credit Union, over 600 million in assets in the Denver metro.
- 34.3 percent of enrolled members moved into active document preparation, 82 percent completed their plan, and the median time from account creation to signable documents was just 22 hours.
How do you handle constant rejection?
- Treat objections as engagement, not rejection. In this market they're normal expressions of risk aversion.
- Prepare peer-grounded rebuttals, ask about the root concern, and pivot to a small next step.
- Track activity and learn from each call, so the process carries you on tough days.
0:00~8:22
Next: Track 6