Building Valuable Client Relationships Part 4: Video: Making the Transition

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How Lawyers Build Client TrustThis is the fourth part in our series on improving your income by developing deep client relationships.

How do you make the transition from expert to trusted advisor?

It is not as difficult as it seems.

The key is removing the emotion from the decision-making process and providing guidance to the client based upon commonsense and not based upon your thoughts on an area of the law with which you are unfamiliar.

This video will help bring this transition into focus.

Keep in mind, in this instance, the client is relying upon you for your judgment not for your legal expertise.  Under these circumstances you are an expert in decision-making and not an expert in the legal aspects of this matter.

Sometimes the best guidance a trusted advisor can give is to hire another attorney to advise the client.  This demonstrates the external orientation that is critical to building deep, long lasting relationships.

Putting the client first is not only your fiduciary obligation; it is also a great business practice.

Here are links to the first three parts in this series.  Review them for complete perspective:

Part 1: Developing Relationships as a Lawyer

In this part of the series we discuss relationships that form during your representation of a client.  It is a guide book to better fees and a great life.

Part 2: It’s All About Trust

The characteristics of a Trusted Advisor are detailed in part 2.  Review them and determine how you measure up.

Part 3:  Do You Have Guts?

This is the moment of truth.  Can you provide guidance and support to your client even when it may get you fired?  When this moment comes, will you be ready?