Rather than answer the question with a question, when I meet someone for the first time, I ask questions about THEM and let them do the talking, while I do the listening. I have found this to be more genuine and more effective. People naturally like to talk about themselves and appreciate those who are genuinely interested in them. By listening and asking relevant questions, I am more likely to determine whether they, or someone they know, have a need with which I (or someone else in my firm) can help them, or even whether I can direct them to someone who can. It doesn’t matter whether it is a legal or non-legal issue. What matters is that it acknowledges that I have listened to them and care about their need, whether it benefits me or not (it usually does benefit me, whether immediately, or in the future). It will always be about relationships and trust. Instant gratification rarely works.

The funny thing to me as lawyers we think of ourselves as business lawyers, estate planning lawyers, or personal injury lawyers. The rest of the world thinks we should know about every area of law.

I’m a recovering litigator, now focusing on Estate & Business Planning. I used to say “I sue people and defend people who get sued” or “business and commercial litigation.” I think most of my friends had no idea what I really did.

Now I tell be people “I help people create an estate plan that helps them pass down their values, not just their assets.” It’s a new pitch, so I’ll let you know soon how it is working.