Use stories effectively to answer clients' questions

Never forget the power of a story to influence and persuade. Clients often ask about the return on investment for dollars spent in bringing or defending a suit. The truth is that they do not really need lawyers to tell them, “On the one hand: X. On the other hand: Y.” They need us for wisdom. With the right client, at the right time, I say this in response to the ROI question: “Voltaire said there were only two times he was ruined: The first was when he lost a lawsuit, and the second was when he won one.” I almost always get a knowing smile. That’s telling a client a story rather than just laying out the pros and cons. Want to know more? Read “The Story Factor: Inspiration, Influence, and Persuasion Through the Art of Storytelling” by Annette Simmons.