SOMETIMES, LISTENING IS THE BEST LEGAL STRATEGY HEAR TO WIN
I was on the phone with a gentleman about a year ago who had a legal question that, honestly, I couldn’t help him with. I intended to refer him to another attorney, but he had clearly prepared what he wanted to say. He had notes. He had a story.
Plenty of research underscores the importance of listening closely to our spouses, kids, other family members, and friends. But listening is crucial in business settings, too, to understand what clients really want and figure out how to help. Sometimes, people don’t know what they need or whether they even have a case. Asking questions and listening gives us a chance to catch what matters — not just the words, but the things people don’t know enough to ask questions about! If you ever have someone in your life who’s going through a tough time — especially after a vehicle collision — send them our way. We’ll listen. We’ll ask the right questions. We’ll figure out what matters. And as the story of this gentleman’s wife shows, the outcome could turn out to be life-changing.
So, I listened.
He went on for quite a while. Some lawyers would have cut it short. But about 15 minutes into his monologue, almost in passing, he mentioned that his wife had been injured in a car crash six months earlier, but the other guy didn’t have insurance. That one sentence changed everything. She hadn’t called a lawyer. She didn’t think she had a case. She was still hurting, and she was still missing work. We took her case, and it turned into a large six-figure personal injury victory. But that never would have happened if I hadn’t just shut up and listened for a few extra minutes.
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