When I was three years old, I was so shy I hid behind my father’s leg and wouldn’t speak to anyone. This seems unbelievable today, since I do so much public speaking and really enjoy being on stage. But when I was three, my mother left me to my brother and father. In the 1970s it was unusual for the father to be the custodial parent, but he had little choice － my mother committed suicide.
This trauma in my life has led to many successes and failures. As a lifetime learner, I attend quite a few conferences each year. If I get one kernel of knowledge to take back to the office with me, I am usually satisfied. This year’s Lawyers with Purpose annual retreat filled my briefcase with a lot of chewable popcorn ideas!
The one I’d like to share with you is simple － Tell your story and connect with prospective clients. Were you drawn in by my story? Did you want to know more?
Clients hire people they like. They assume you have the credentials and legal knowledge. Many times I sit down with clients who have been honest enough to say they have met with another lawyer but it just didn’t “click.” What didn’t click? Their personality. Clients are looking for someone with whom they feel comfortable. The only way to really do that is to be yourself and share yourself with them – your personal self.
In my conference room I have pictures of my three-year-old twins, who are adorable. I can almost guarantee my prospective clients will comment on the pictures. I take that moment to really share a personal aspect of my life and connect with the client. It can then lead to a conversation about their grandchildren, with whom they are naturally very fond.
Understand that your vulnerabilities (struggles you have had, pain you have experienced) can be an asset in developing strong relationships with your clients. I share with my clients on my website, in my workshops and during initial meetings that I moved out of my parent’s house when I was 17 years old, still in high school and without any money. After a year and a half of going nowhere, I enlisted in the Air Force. This tells them that I was not born with a silver spoon and that I am “like them.”
What is your story? How can you connect with your prospects? What vulnerabilities are you willing to share?
If you are not used to this, try something small at first. If a client travels, share where you have traveled. If a client’s spouse has a health concern, share if one of your family members had a similar health issue and how you dealt with it. Then build on that and incorporate your story into your marketing messages and conversations.
Immediately notice the connections. Immediately notice the increase in conversation rates. Immediately notice that you have helped someone else by sharing yourself.
If you are currently not a Lawyers With Purpose member and would like to learn more about what we have to offer, please spend some time with us on November 19th at 5:00 EST. We are offering a one hour live webinar where we will share:
- Why clients don’t care how much you know and what they want from you.
- There’s no such thing as crisis Medicaid planning and the preplanning you are missing out on is right in front of you.
- The key features and provisions of grantor, non-grantor, and pure grantor trusts and when to utilize each for asset protection, Medicaid and VA planning.
- The newest forms and procedures to file VA apps and appeals and receive timely decisions.
- Why annuities are often the “lazy-attorney” approach to Medicaid planning and what it fails to consider.
- How to calculate if an IRA should be liquidated and when not to use personal service contracts when Medicaid planning.
Register now by clicking here : https://www3.gotomeeting.com/register/308773030
Victoria L. Collier is a Veteran and Certified Elder Law Attorney, Fellow of the National Academy of Elder Law Attorneys, Co-Founder of Lawyers With Purpose LLC, and author of “47 Secret Veterans’ Benefits for Seniors—Benefits You Have Earned … but Don’t Know About.”
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