Rainmaking Recommendation #112: Why Can’t They Sleep?

Image courtesy of stock images/freedigitalphotos.net

Image courtesy of stock images/freedigitalphotos.net

Sometimes it’s tough to walk a mile in their shoes – we are so busy taking care of our own lives that it is difficult to think about what worries your clients most.

As attorneys, we are tasked with trying to help people with their legal woes.  Whether it is about their business or whether it is about their families, something is disturbing their sleep. However, if you can determine what keeps your clients (and potential clients) up at night, you can find a way to articulate how you can help them.

Attorneys are really not known, as a gross over-generalization, as being empathetic.  In fact, we are known as being pragmatic, dogmatic, and sometimes lacking in sensitivity.  But empathy, the ability to understand and share in the feelings of others, is one of the best traits you can learn.

Even if what is keeping your client up at night is not a legal issue, by listening, putting yourself in their shoes, trying to help them find a solution, or by referring someone to them that can help them with that issue you accomplish two things:

  1. You position yourself not just as an attorney working on a matter, but become a trusted advisor to your clients and trusted advisors get referrals, and
  2. You have given a referral to someone who is going to try to find way to pay you back because of the Law of Reciprocity.

Developing empathy will not make you a weaker lawyer; it will make you a stronger advocate for your clients.

 “Rainmakers Are Not Born, They Are Taught sm” is a phrase that Jaimie B. Field, Esq. not only believes, but has proven with almost 15 years of teaching attorneys how to ethically build a book of business. Each and every attorney can learn to bring in new business; and now, more than ever, it is imperative to do so in order to control your career. Contact her for more information on Rainmaking Seminars, Workshops, Group Coaching and Individual Coaching to help you and your law firm obtain more business.


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