The title of Jaimie’s post made me chuckle a little, since it’s the middle of the night on the east coast at the moment, and I am wide awake, as I’m currently in Shanghai for our Asia Pacific conference. I was awake myself last night on and off, in part because of jet lag, in part because I was worried I’d sleep through my alarm and miss the morning meetings, and in part because I was mentally running through my conference checklists and thinking about all of the emails and work I could be doing instead of sleeping. 

But, despite all of that, I’ve managed to get through almost all of it, as usually is the case, and we’re almost ready for tonight’s kickoff reception and dinner. Keep an eye on our Instagram and Facebook pages for photos from the events! Now, on to Jaimie’s post! 

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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, and 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 as 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.

______
Marketing Field, LLC is being rebranded as The-Rain-Maker.

A new offering of services include:
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· and a VIP day in which you will meet with me and a host
of other legal practice management and legal marketing professionals.

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Photo of Lindsay Griffiths Lindsay Griffiths

Lindsay Griffiths is the International Lawyers Network’s Executive Director. She is a dynamic, influential international executive and marketing thought leader with a passion for relationship development and authoring impactful content. Griffiths is a driven, strategic leader who implements creative initiatives to achieve the…

Lindsay Griffiths is the International Lawyers Network’s Executive Director. She is a dynamic, influential international executive and marketing thought leader with a passion for relationship development and authoring impactful content. Griffiths is a driven, strategic leader who implements creative initiatives to achieve the goals of a global professional services network. She manages all major aspects of the Network, including recruitment, member retention, and providing exceptional client service to an international membership base.

In her role as Executive Director, Griffiths manages a mix of international programs, engages a diverse global community, and develops an international membership base. She leads the development and successful implementation of major organizational initiatives, manages interpersonal relationships, and possesses executive presence with audiences of internal and external stakeholders. Griffiths excels at project management, organization, and planning, writes and speaks with influence and authority, and works independently while demonstrating flexibility in thinking, especially in challenging situations. She also adapts to diverse and dynamic environments with constant assessment and recalibration.

JD Supra Readers Choice Top Author 2019

In 2021, the ILN was honored as Global Law Firm Network of the Year by The Lawyer European Awards, and in 2016 and 2017, they were shortlisted as Global Law Firm Network of the Year. Since 2011, the Network has been listed as a Chambers & Partners Leading Law Firm Network, recently increasing this ranking to be included in the top two percent of law firm networks globally, as well as adding two regional rankings. She was awarded “Thought Leader of the Year” by the Legal Marketing Association’s New York chapter in 2014 for her substantive contributions to the industry and was included in Clio’s list of “34 People in Legal You Should Follow on Twitter.” She was also chosen for the American Bar Association Journal’s inaugural Web 100‘s Best Law Blogs, where judge Ivy Grey said “This blog is outstanding, thoughtful, and useful.” Ms. Griffiths was recently chosen as a Top Author by JD Supra in their 2019 Readers’ Choice Awards, for the level of engagement and visibility she attained with readers on the topic of marketing & business development. She has been the author of Zen & the Art of Legal Networking since February of 2009.