(After you go over the details of the case with the client, and the client is agreeable to moving forward – BEFORE YOU SIGN A RETAINER AGREEMENT/LETTER OF ENGAGEMENT -- you say…)

“There’s just one thing I want to mention to you – it’s very important – and it’s really crucial in making our relationship of trust and understanding and growth succeed. Now, I take my commitment to every client very seriously. In addition to the legal aspect, I get involved and invested personally with each client. It matters to me not just how your case goes, but also how all aspects of your life, family and work go. Everything is connected. Therefore, when I handle a matter for my clients, it’s more than just me being a lawyer. I’m always there for my clients, just like I’ll always be there for you. I truly care about my clients. As your lawyer, I know you expect certain things from me – a certain level of performance… and a certain level of professionalism, right? (The client will say yes and listen curiously.)

 And obviously, you expect me to be honest with you, right? (The client will say yes.)

And of course you expect me to be prompt in returning your calls and emails… communicate with you… keep you updated on any progress on your case… and to be honest and fair in all money and billing issues – and always have your back and make sure that I have your best interest in mind at all times. Have I pretty much summarized what you’re thinking? (And then the client will enthusiastically affirm, or he/she will smile and nod his/her head yes.)

I thought so. Well, I can promise you that the very moment I become your attorney, I will uphold every commitment I just made to you, ok? (The client will say ok, or that he/she really appreciates your commitment.)

(Then you continue…)

There’s another important part to this. Whenever I take on a new client, I let them know that I expect certain things from them as well (client may seem puzzled by that): If we’re going to have a real business relationship and a real friendship, it has to reciprocal, right? (The client will say, right.) So I’ll do part and you’ll your part (They might acknowledge or nod or even ask, “Well, what’s my part?”)

And so here’s what I expect from you and all of my clients: First of all, I expect that you will always be upfront and honest with me. That’s a given, right? (And they’ll say, yes, of course.) I also expect that when I request information or documents from you, you’ll be accommodating and easy to reach – and that we’ll have open lines of communication. (And they’ll readily agree to that.) I also expect, of course, that you will pay me on time when you receive an invoice -- and if you have questions, you’ll let me know right away, ok? (They’ll say ok.) And, finally, the easiest thing I expect is if I do an outstanding job for you, and I meet or exceed your expectations, you promise to send me quality people and quality clients like yourself as referrals. And the reason I talk to all my clients about this is because obviously, I’m running a law practice and I constantly need new clients coming through the pipeline. Like all law firms, we depend on referrals from our clients. If I don’t have to worry about marketing or advertising my firm, I can focus my attention on being the best lawyer I can for you and give you the best service possible. And, of course, I promise you that any referral you send me will be treated like they are a member of my family, just like I’ll treat you. Does that sound fair? (They say yes.) So I can I count on you to send me referrals – but only after I’ve proven myself to you? (They always say yes.) 

(And then you say…)

Ok, you’ve got a deal… I’m glad we’re on the same page.” 

THEN YOU EXTEND YOUR HAND AND SHAKE THE CLIENT’S HAND RIGHT NOW.

AT THIS POINT, YOU HAND THE RETAINER AGREEMENT TO THE CLIENT TO SIGN.