• Skip to navigation
  • Skip to main content
  • Skip to primary sidebar
  • Skip to footer

American Academy of Estate Planning Attorneys

AAEPA, Inc

Find a Member Member's Login
Call Today (800) 846-1555
  • Membership
    • Membership Membership
    • submenu
      • Why Join?
      • Member Requirements
      • Become A Member
      • Meet the Team
  • Estate planning software
  • Education
  • Practice management
    • Practice management Practice Management
    • submenu
      • 11 Essential Systems
      • Coaching
      • Law Firm Marketing
  • Resources
    • Resources Resources
    • submenu
      • Live Training
      • Blog
  • Contact Us

Attorney Consultations

Home » Attorneys » Attorney Consultations

We spend a lot of time with Members looking at the results of the marketing that has filled up a law firm calendar. What we find is no surprise—during the hustle and bustle of getting a marketing effort pulled together and having a successful offer that attracts a potential client—often the energy and focus is to fill the seats of a presentation or to make the calendar full with another type of offer to a solution.

The attorney in charge frequently has countless responsibilities on his or her plate, hiring, training, production of the work, decisions on upcoming marketing efforts, legal decisions to solve specific client problems, staffing challenges and the list goes on. If the quality of the consultation isn’t a focus, it doesn’t really matter how fantastic your marketing was. One of the numerous areas that law school didn’t cover is training on effective consultations that lead clients to make decisions that are in their own best interest. Once you’ve spent the time and the money attracting prospective clients—why would you spend little or no time studying and learning the best ways to handle those meetings most effectively and productively?

One very common death trap for attorneys is that they have an inclination to go into presentation mode in consultations to subconsciously increase their credibility or prove that they know how to solve the problems the prospective client has – as though it’s a closing statement in court, because that is what law school prepared them for! However, listening and rapport building skills need to be sharpened more than talking points. The best, most effective meetings are when the client does the talking. The attorney of course guides the meeting with the right questions—but most of the things coming out of the attorney’s mouth should end in a question mark, not a period. The client likely already assumes that the attorney knows the law or they wouldn’t be sitting in that consultation – they just need to decide whether that attorney is the person they trust to ensure theirs and their family’s future.

What better way for the attorney to show the client that he or she can solve their problems than to ask the right questions that delve deeper into their goals, fears, and future – causing the client to feel understood and listened to.

Next time you’re in a meeting – don’t change anything, just listen to yourself. Are you talking or asking?

A great book we have recommended for a long time is called, “You Can’t Teach a Kid to Ride a Bike at a Seminar,” by David Sandler. A fabulous integrity-based approach to consultations.

Jennifer Price
Chief Operating Officer
American Academy of Estate Planning Attorneys, Inc.
9444 Balboa Avenue, Suite 300
San Diego, California 92123
Phone: (858) 453-2128
www.aaepa.com

  • Author
  • Recent Posts
Jennifer Price
Jennifer Price
Jennifer Price, Chief Operating Officer, American Academy of Estate Planning Attorneys
Jennifer Price
Latest posts by Jennifer Price (see all)
  • Do You Thank Those Behind the Scene? - April 28, 2022
  • Give a Wow Experience - April 7, 2022
  • February Sessions for Non-Member Attorneys - February 24, 2022
SHARE

Primary Sidebar

Subscribe to our blog

Recent Posts

  • The Top 3 Estate Planning Must-Haves
  • How Do I Trust Thee… Part III
  • Time for a Mid-Year Check-In?
  • How Do I Trust Thee… Part II
  • Walk This Way

Categories

  • Academy Girl Friday (33)
  • Client Services (238)
  • Coaching (33)
  • Consumer Advantage (3)
  • Counseling (21)
  • Elder Law (5)
  • Estate Planning (929)
  • Estate Planning Documents (5)
  • Estate Planning Education (200)
  • Financial Analysis (3)
  • Financial Services (1)
  • General (20)
  • Law Firm Marketing (282)
  • Law Firm Net Revenue (7)
  • Law Firm Staffing (99)
  • Law Firm Technology (45)
  • Law Firm Web Tips (186)
  • Leadership (191)
  • Legal Education (650)
  • Marketing Tools (2)
  • Medicaid (1)
  • Member Services (1)
  • Owners Compensation (1)
  • Peak Performer Focus (1)
  • Practice Building Calls (1)
  • Practice Management (497)
  • SEO/Social Media Support (3)
  • Software (6)
  • Strategic Planning (10)
  • Uncategorized (15)

Footer

logo of American Academy of Estate Planning Attorneys

About Us

  • Meet the Team
  • Site Map
  • Legal Notice
  • Privacy Policy

Explore Our Services

  • Coaching
  • Estate planning software
  • Events
  • Legal education
  • Marketing
  • Web and SEO

Keep in Touch

Mon-Fri

9444 Balboa Ave. Suite 300

San Diego

(800) 846-1555

info@aaepa.com

Take Back Control of Your Business and Your Life

+

footer section | American Academy of Estate Planning Attorneys

© 2022 American Academy of Estate Planning Attorneys, Inc All rights reserved.

We use cookies on our website to give you the most relevant experience by remembering your preferences and repeat visits. By clicking “Accept All”, you consent to the use of ALL the cookies. However, you may visit "Cookie Settings" to provide a controlled consent. Don't sell my personal information.
Cookie Settings Accept All
Manage consent

Privacy Overview

This website uses cookies to improve your experience while you navigate through the website. Out of these, the cookies that are categorized as necessary are stored on your browser as they are essential for the working of basic functionalities of the website. We also use third-party cookies that help us analyze and understand how you use this website. These cookies will be stored in your browser only with your consent. You also have the option to opt-out of these cookies. But opting out of some of these cookies may affect your browsing experience.
Necessary
Always Enabled
Necessary cookies are absolutely essential for the website to function properly. These cookies ensure basic functionalities and security features of the website, anonymously.
CookieDurationDescription
cookielawinfo-checkbox-analytics11 monthsThis cookie is set by GDPR Cookie Consent plugin. The cookie is used to store the user consent for the cookies in the category "Analytics".
cookielawinfo-checkbox-functional11 monthsThe cookie is set by GDPR cookie consent to record the user consent for the cookies in the category "Functional".
cookielawinfo-checkbox-necessary11 monthsThis cookie is set by GDPR Cookie Consent plugin. The cookies is used to store the user consent for the cookies in the category "Necessary".
cookielawinfo-checkbox-others11 monthsThis cookie is set by GDPR Cookie Consent plugin. The cookie is used to store the user consent for the cookies in the category "Other.
cookielawinfo-checkbox-performance11 monthsThis cookie is set by GDPR Cookie Consent plugin. The cookie is used to store the user consent for the cookies in the category "Performance".
viewed_cookie_policy11 monthsThe cookie is set by the GDPR Cookie Consent plugin and is used to store whether or not user has consented to the use of cookies. It does not store any personal data.
Functional
Functional cookies help to perform certain functionalities like sharing the content of the website on social media platforms, collect feedbacks, and other third-party features.
Performance
Performance cookies are used to understand and analyze the key performance indexes of the website which helps in delivering a better user experience for the visitors.
Analytics
Analytical cookies are used to understand how visitors interact with the website. These cookies help provide information on metrics the number of visitors, bounce rate, traffic source, etc.
Advertisement
Advertisement cookies are used to provide visitors with relevant ads and marketing campaigns. These cookies track visitors across websites and collect information to provide customized ads.
Others
Other uncategorized cookies are those that are being analyzed and have not been classified into a category as yet.
Save & Accept