Prospective clients ask about the law, their case, their options. They ask about fees and deadlines and process. They ask about a lot of things but they rarely ask about you.

Why you became a lawyer, what you like most about what you do, what you do best and what isn’t your cup of tea.

They usually don’t ask but you should be prepared to answer questions like these in case they do.

It’s also good to have answers to these types of questions to share with prospective clients, seminar attendees, and interviewers, even if they don’t ask.

Give people a few nuggets about what makes you tick.

Tell them about a case you had that was especially difficult and what did you did to beat the odds. Reveal something about something you may be embarrassed to admit but that helped you become a better lawyer or human being. Talk about something you are proud of and want the world to know, even if it has nothing to do with practicing law.

People prefer to hire and refer and work with lawyers they know, like, and trust. A simple way to foster knowing and liking is to share some insights into who you are and why you do what you do.

Tell them about your values, your philosophies, your raison d’être.

Yes, people mostly want to know about what you can do to help them, their clients, friends, readers or listeners. But they also want to know something about the person who will do the helping.

If you’re in doubt about how to say it, tell a story. Tell them about something you did and what it meant to you or about a client you helped, how they were better off because of it, and how you feel about that.

What you do and how you do it are important. Just as important is why.

How to take a quantum leap in the growth of your practice