The top lawyers are different. Not necessarily smarter or more accomplished, they do things differently.
The key is their mindset about serving their clients better than any other lawyer could or would, and the reputation they develop as a result.
They make a commitment to their clients and to themself to be the best at every aspect of what they do.
Because they do, their clients unfailingly turn to them whenever they need advice or help.
It starts by letting their clients know that they (or someone on their behalf) will be available whenever they call with a question or to discuss a legal matter.
They aren’t just willing to do it, they are eager to do it.
Being the best also means being honest with their clients or prospects about what they can and can’t do for them. If they aren’t the best lawyer for the job, they don’t fake it, they tell the client. If the client insists that they handle the matter anyway, they say no, even if the client is happy to pay for it.
They explain that the client doesn’t need what they’ve asked for, or that they’re not the best lawyer for the job, and suggest a different solution or refer them to another lawyer who can help them.
The best lawyers are also proactive. They rigorously stay in touch with their clients, even when they’re not actively engaged in legal work for them. They go out of their way to
- Share useful ideas, information, and resources
- Introduce them to prospective clients or customers for their business or practice
- Invite them to sporting or entertainment events they know would appeal to them
- Educate them about how their legal services work so that the client will be better able to recognize when they need help or advice and be better able to work with them
- And they look for ways to spend time with them (off the clock) getting to know them, their families, their customers, and their advisors
It all boils down to this: the most successful lawyers don’t just provide good legal services for their clients, they build strong relationships with them.
As a result, these lawyers never struggle to attract great clients or need to sell them anything. Clients seek them out, stay with them through thick and thin, and go out of their way to refer other clients.
It feels good to be the best, and it pays well.
