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When you’re starting a bankruptcy law practice, it’s easy to experience a rush of fear when sitting in front of a new client. What if they ask me about how many cases I’ve handled? How long I’ve been doing this?
For the new practitioner, this can be overwhelming. You don’t have answers that will inspire confidence – at least, that’s what you think.
I know the feeling. I started my bankruptcy law practice when I was 25 years old. At the time I looked 16 (no joke) and had zero experience. I hadn’t even taken a course in bankruptcy law in law school. To say I was wet behind the ears would be an understatement.
Add to the fact that clients spent most of their time peering at my diplomas to make sure I was actually a lawyer rather than some kid who wandered in off the street.
But you can overcome the fear and insecurity fairly easily by taking these steps:
Be Professional. You don’t need to wear a three-piece suit to be professional. Be neat, clean and unassuming enough to allow your client to concentrate on you rather than your attire. Mickey Mouse wristwatches are fine, so long as they don’t blink and make noise.
Respect The Client. If you talk over the client’s head in an attempt to dazzle him or her into submission, you’ll just come off like a pompous jerk. Respect the client’s intelligence by being approachable and understandable.
Take The Time. Rushing the client out the door is a sure-fire way to alienate him or her. Don’t spend the whole day chatting, but don’t go into overdrive either.
Admit Your Lack Of Experience. Clients instinctively know if you’re new to the field. They’ve looked for your online, checked out Google, Avvo, and a host of other places. If you’re young then you’re not going to escape notice. So if you hide from the inexperience or don’t address it, that’s the big elephant sitting in the room. When you admit that you haven’t been practicing since the dawn of time you put the issue out there for discussion, and appear more honest. In addition, you avoid being in the uncomfortable position of playing defense when the client mentions it to you.
Be Prepared. Nothing oozes confidence like preparedness. Spend your time going to conferences, learning every aspect of the law, and studying and dissecting bankruptcy petitions filed by more experienced attorneys. Spend a few days sitting in on meetings of creditors and hearings on confirmation. Watch how trustees and judges react to various fact situations. Hop onto your court’s ECF system and pull the decisions your judges have posted online.
The upshot is this: you’re never going to be able to buy experience – that comes only with time. Every lawyer in the world was once a total newbie, but they eventually got their first client. You could bemoan your lack of experience and allow it to rip a hole in you, or you can take action to make the most of your present situation.
Knowledge is power. Honesty is power. And when you combine both, you can be unstoppable.
Photo courtesy of juanpg.
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