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I do not believe in high-pressure sales efforts. I simply and honestly present myself and what I have to offer. If a potential client hires me it is their decision without pressure or coercion.

When contacted by telephone, I listen first, clarify what is needed, offer ideas of what I could do, and offer to meet. If the client is interested, I set an appointment. If they say they will call back, I leave that up to them.

I just discovered that one client hired me because she was frustrated with the constant sales pitches by the other lawyers. She had gotten tired of letters in her mailbox offering help, of attorneys calling her repeatedly. She liked how I presented everything, and left it up to her to decide.

What's unexpected about that, you ask? It was what she said; “I called you, because you were the one who didn't call me back."

Taken out of context, it sounds like I owed her a call and didn't. The reality was I was the most courteous of the attorney's she had dealt with so far.