19 : Stop Pushing Clients Away With Too Much Education and Pull Them In with Curiosity and Connection Instead

In this episode of the NewLaw Podcast for Entrepreneurial Lawyers with Ali Katz, we join a coaching session where Steve, an entrepreneurial lawyer, seeks advice on acquiring his first practice clients in estate planning. Ali offers actionable strategies to shift from educating potential clients to engaging them with curiosity and building meaningful conversations. The episode highlights the importance of setting clear goals, understanding client experiences, and leveraging personal interactions to transition smoothly into a new practice area.

Key Takeaways:

• Engage with Curiosity: Shift from educating potential clients to asking curiosity-driven questions about their experiences and needs in estate planning.
• Set Clear Goals: Establish specific, time-bound goals to stay focused and motivated in your transition to a new practice area.
• Leverage Personal Interactions: Use everyday interactions and past client relationships to initiate conversations about estate planning.
• Offer Value Through Planning Sessions: Emphasize the importance of family wealth planning sessions to provide tailored, valuable advice and solutions.
• Consistent Follow-Up: Maintain regular contact and follow up with potential clients to build trust and move them towards engagement.

01:41 Steve mentions his attempts to get practice clients by sending letters, but notes he hasn't had much success, prompting a deeper look into his approach.

02:22 Steve describes his conversations, which focused more on informing clients about the process rather than engaging their personal experiences and needs.

04:06 Ali advises Steve on shifting his approach to client conversations by using curiosity to understand their unique circumstances, rather than just providing information.

06:51 Ali suggests a script for Steve to explain the family wealth planning session process, demonstrating how to provide value and secure client commitment.

09:44 Ali encourages Steve to set specific goals and dates to ensure deliberate progress in his practice, rather than vague timelines, to drive his business forward.

11:03 Ali gives Steve practical advice on using curiosity questions in everyday interactions to gather market research and foster genuine connections, even during routine activities like attending hearings.