Q: I have a hard time getting clients to open up about the extent of their legal issues. Is there anything I can do to bring out more information more readily?
A: After you ask the client what their concerns are, you might inquire as to why they think the problems are happening. Try not to narrow their response by giving them your thoughts too soon…ask what is important to them or their organization about the issues, and how the issues have affected them. If their answers are clipped or curt, or…to say that in a nicer way, short and precise…you can always ask them to expand on what they’ve said or simply say “tell me more about that.”
When the client perceives that you are interested in their issues and want to hear their perspective, they will be encouraged to open up and converse more meaningfully.