Informative

Everyone Communicates and Few Connect

One skill attorneys have to master is how to communicate properly with a potential client as well as with other attorneys. Too often I sit in front of attorneys who love to spew about themselves or who can tell you every reason they are good but they have a close ratio in front of a potential client that is not good. Communicating is much more than knowing your product and telling others about it. In fact other people (Potential Clients) feel more connected with an attorney listens and ask the right questions. I have seen junior attorneys that are very good at this skill, they make the future client feel important by simply sympathizing with them in a sincere way. I have also seen senior attorneys who turn away clients because they are more interested in speaking about themselves. I encourage everyone to read John Maxwell’s book Everyone Communicates Few Connect.

I speak about this subject more than any other subject because it is a skill that can be learned and it is very important for a law firm to teach their attorneys. Communication is key to developing a great internal relationship but even more important in building a successful law practice. Be authentic, teach your attorneys how to close more clients by learning to communicate properly with them.