In today’s Rainmaking Recommendation from expert and trainer, Jaimie Field, she’s discussing one of my favorite things – working with your clients to find out what they really want.
With all due respect to the Spice Girls (don’t tell anyone, but I know all of the lyrics to their most famous songs), the title of this post is actually referring to the fact that in order to become a Rainmaker, you need to know what your clients want.
And there is only one way to do this – ask them.
At the very beginning of the relationship, you need to sit down with your clients and determine what it is that would constitute success and develop your legal strategy to match it (within reason and ethically).
Now, before you go yelling at me that clients don’t know what they want, or that what they want is unrealistic, you must understand that in most cases, clients are getting their information from the internet prior to meeting with you.
Much like “Dr. Google,” where you put your symptoms into a search engine and try to diagnose your own illness, rash, contusion, etc. (and don’t tell me you don’t do this, because I will not believe you), every person who may have a case will search online and become an internet lawyer. It, therefore, becomes your job to manage their expectations.
Remember, contrary to what they have read, not every personal injury case will be a 7-figure settlement, not every business contract will be resolved in their favor, and not every matrimonial case will wind up the way they want. It is up to you, based on your experience and the facts of the case, to, as the clichéd phrase goes, “under-promise and over-deliver.”
Once you have figured out what they want, and you have managed their expectations, the only thing left to do is give it your all.