I just spent the past half hour talking to one of our attorneys about initial consultations. She’s worried about being prepared and knowing everything she should know about the law. That’s great. I appreciate her concern.

Unfortunately, it’s probably misguided. It’s fairly common for lawyers to believe they need to know the law. It makes sense. It’s logical.

At an initial consultation our prospective client comes in claiming to want to know their rights and obligations. They want to know what’s going to happen, right?

Wrong. What they usually, not always, but usually, want to do is talk. They want to tell their story. They want someone to listen and understand.

There’s a direct correlation between the amount of time they talk and the likelihood of their choosing to retain you as their attorney. Let them talk. There will be time to explain things later.

Of course, there are exceptions. There are people that come in, sit down and just look at you. You have to pry information from them. It’s excruciating.

Most people, however, come in prepared to talk. Usually I ask them something like “what can I do for you?” and they go on for an hour. I do a lot of nodding. If I say anything it’s usually some variation on “What I hear you saying is…” They really want to tell their story.

That seems to meet their needs. They don’t want a bunch of specifics about the law. They’re so wound up sometimes that they wouldn’t be very good receivers of information if I gave it to them.

They more they talk the smarter you seem. The more they talk the more you seem to understand them. The more they talk the more they like you. The more they talk the more they trust you.

Let them talk.

It doesn’t hurt to know the law. But keep it to yourself.