If there’s anything that we as attorneys have learned from the recession, it’s that we can’t assume that our clients will always be with us, just because we’ve done a good job for them in the past. Now more than ever, it’s important to remind ourselves that each of us is responsible for maintaining our clients, and that clients respond to us based on what’s happening now, not what happened a few months or years ago. So, what does this mean in practical terms? Well, you have to stay in touch … [Read more...] about Once a Client, Always a Client? Not Necessarily
Regardless of your estate planning talent and skill... without rapport, people in general don’t feel like they “know” you. Trust is nearly impossible without rapport. Even if building rapport is not your strength, there are a few specific efforts you can fine tune and practice on everyone from the dry cleaning lady to the guy next to you in line at the airport. Eye Contact: It’s old news, but guess what, you just can’t trust someone with shifty eyes. Pay attention to your own eye contact and … [Read more...] about Are Your Rapport Building Skills Magic or Tragic?