Some lawyers are better than others at helping prospective clients become clients. They have skills that assist them in helping people understand the value of hiring the law firm and helping those same people take action. Being a great lawyer doesn’t seem to correlate all that closely with being good at signing up new clients.

I’ve spent many years studying the lawyers who are good at closing and attempting to compare them to those who aren’t as successful. In an effort to spot good closers early, I’ve tried to identify the traits the great closers possess. So far, I haven’t been very good at identifying good closers before testing them. I’ve pretty much had to put them in the room, give them some prospective clients, and see what happens.

My observations indicate that good closers have the following traits:

1. They listen well. They don’t start solving problems until they understand what’s bothering the client and know that the client feels well understood. They have the ability to keep their mouths shut and listen. They absorb what the client is saying and how the client is saying it.

2. They’re patient. They push clients who need pushing, but they wait for those who need more time. They don’t burn bridges by coming across as pushy or desperate. They know this game is played over the long haul, and they’re ready to help when the time comes.

3. They stay positive even when they get rejected. They understand that some clients are going to go to someone cheaper, someone different, or an inferior competitor. It is what it is, and they don’t get down about it. They’re resilient.

4. They don’t lose sight of the potential client’s needs. They know when they can help and when they can’t. They’re constantly referring potential clients to other professionals, and they won’t offer to do work that isn’t a good fit for the practice. They don’t mind telling a client that he or she would be better off not hiring them.

5. They transmit hope for a better future. They show clients that life can be better. They show the client how legal services can help achieve that vision. They don’t scare clients: they inspire clients to head in the direction of a better life.

6. They explain the value of the legal services. They’re sure to explain the benefits of using the law firm and the losses that the client can avoid. They’re constantly communicating the value of the decision to hire the firm.

7. They believe the firm can make a difference in the life of the prospective client. They are sincere when they sell their services because they are thoroughly convinced that they’re offering help that makes a difference. They believe that what they do can improve the quality of their client’s life.

If you aren’t a great closer, can you become one? Tough question. Thus far, my experience is that some of us are naturals and some of us aren’t. I have failed—miserably—at trying to turn non-closers into closers. I just can’t figure out how it can be done.

But what if you’re good—not great, but good enough? Can you get better? I think so, and I think the key involves focusing on these seven traits and finding your weaknesses and improving on them. You might never be an amazing closer—few are—but you might improve your ratio and find yourself with more clients.