From the Other Side of the Table: The Client Experience 3 weeks ago

Forget your credentials, your clients need you for your problem-solving skills. 

When the phone rings in your office, the person on the other side of the line is often going through the most traumatic experience of their recent life. Too often, as attorneys, we forget that. They are coming to you vulnerable and scared. You have to meet them in that place. Putting yourself in your potential client’s shoes takes a deliberate rewiring of the way we think. 

Let’s take personal injury attorneys for example. The personal injury attorney might assume people know what to do when they get in an accident. It’s what he does (and he advertises a lot to make sure people know!).


But if you’ve never been in a car accident, you actually have no clue what to do. The shock alone can make you forget everything you think you know. Am I injured? I don’t feel that injured. What are my options? Who’s going to pay for these medical bills? What do I say if they call me?

It’s the same thing for clients of attorneys dealing with immigration, divorce, DUIs– the client doesn’t know what to do. They are going through a traumatic event. We’ve discussed how you need to be the expert your clients are looking for. But you also need to remember, as that expert, they don’t need your credentials….they need your problem-solving skills. 

“What are we going to do? What are the next steps? What’s the timeline?” 

You are the person with the answer to the questions that have plagued them. 

From the client’s side of the table. 

As attorneys, when we sit across from someone, we’re often thinking “Can this person really pay me thousands of dollars? How much? Will I end up working for free?” It’s okay. That’s our job and we have to know that we’re going to be paid for our work.

As a client in need of an attorney, when sitting across from you, they’re thinking “How can I get my son out of jail? Do I need to secure housing before leaving my husband? Will I be able to afford to live? Am I going to be deported?”

They are full of thousands of questions, and they already know it’s going to cost a lot. They certainly weren’t planning on this. Clearly, both parties are coming to the table with vastly different interests. 

What if money wasn’t the issue?

Everyone believes that money buys justice or freedom or liberty. The point is – people know that money solves problems! People with money want an affordable way to pay an expert to help them with their case. This begs the question – How affordable are you?

For attorneys who use Fortify by iQualify Lending, the answer is – the most affordable. iQualify Lending is more than just legal retainer financing…it’s the easiest way to get hired, get paid, and get out of the collection business once and for all.

Using Fortify removes you from the financial transaction. And your clients will appreciate the simplicity of the payment options. It supports their belief that you are an expert. Now you get to be the problem solver. 

Now, sitting across from that new client, you can calm their fears and answer their questions, telling them, “With the dice we’ve been rolled…here’s the best-case scenario we can put you in….that is my goal as your attorney.” 

Start using Fortify powered by iQualify, and instantly become affordable to every client that wants to hire you. Now that money’s out of the way, it’s about being present and helping them through the most traumatic experience of their lives. 

Get out of the collections business once and for all. Your clients, your staff, your mental health, and your bank account will thank you!

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