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How to get hired: Tips for the first client meeting (access required)

The first meeting with a client can be a make-it or break-it scenario for attorneys. “The foundation for the entire attorney/client relationship comes from that meeting,” said Allison Shields, president of Legal Ease Consulting in Port Jefferson, N.Y., who coaches lawyers on practice management and marketing. Although lawyers may be eager to showcase what they can do ...

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  1. It is important to remember that people only retain 10% of what they hear on a good day. The more reinforcement of message the higher retention by the client. We use firm brochures to reinforce information about procedures and substantive law topics.
    It is also important to send a follow up letter to the client or prospective client. The follow up letter should reinforce what was said and can be used to clarify whether the attorney has or has not been retained. I have had clients return for other services based on the fact that a follow up letter ending the representation with the initial consultation was sent.
    It is also important to determine if the client is a good fit with your law firm. There are as many law firms as there are clients. The prospective client who might drive you up the wall may be just the client your colleague down the street is looking for.

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