If a lawyer listens with the intensity that most of us use in talking, he or she will have a much more positive lawyer-client relationship, according to Gerard Riskin. Riskin offers some sage guidance from his book, “The Successful Lawyer: Powerful Strategies for Transforming Your Practice,” in a free ABA podcast.
While listening may not come across as sexy, it is the most important skill many top lawyers have acquired in their training, says Riskin. Most of us are aware of common signs that someone is not listening to us: failing to make eye contact or looking at one’s watch. But how does someone show another person show that he or she is listening?
Riskin suggests:
Taking notes is a visible sign that someone is listening.
When necessary and appropriate, ask a client or potential
client for permission to do so
Demonstrate to a client that you understand their feelings.
Identify that emotion and look for confirmation from your client
Reflect back the basic facts of the case to the client
Finally, assure the client that you understand how they feel, and that you will give your all to help settle the case
Hear more from Riskin in his own voice by accessing the podcast. Learn more about Riskin's book.
