It’s only logical. If people don’t trust you, they won’t hire you or return to you or refer you.

Or follow your advice.

We show them positive reviews, testimonials, awards, endorsements, and our other bona fides, and share stories about the clients we’ve helped. We write articles and give speeches, filled with proof that we know our stuff.

And it’s all good. But sometimes, it’s not enough.

Because other lawyers say a lot of the same things and because we all seem to tell people nothing but the good stuff. We make ourselves look almost perfect.

And people know we’re not.

If you want more people to trust you, the best thing you can do is admit it.

Tell people you’re not perfect. And then, prove it.

Tell them about one of your flaws, weaknesses, or mistakes.

Careful, though. Not all mistakes are created equal.

Tell them about the time you showed up late to a hearing and got yelled at by the Court. Don’t tell them about the case you lost because you sued the wrong party.

Let them see you do things you know you shouldn’t do. You don’t get enough exercise; you spend too much at the Apple store; you tell your grandkids stupid jokes.

You know, the stuff humans do.

People know you’re not perfect. When you admit it and show them a flaw or two, they’re more likely to trust you.

Probably also like you. Even if they don’t laugh at your stupid jokes.