As lawyers, we rely on specific skills to be effective advocates and advisors: skepticism and analytical thinking. We focus on getting the best possible outcomes. But when it comes to managing our careers, these very same skills can unintentionally undermine our success.
Why? Because building a practice and a successful career require building relationships and trust is the foundation of that.
Since trust-building requires a different approach than practicing law, as attorneys, we should take heed is how fragile trust is and realize how we undermine it.
Here are six ways lawyers unintentionally weaken trust:
1️⃣Using a Harsh Tone: In the courtroom or during negotiations, a sharp tone might convey authority. But in everyday interactions, it can come across as critical or impatient, making others feel defensive rather than understood. To build trust, it’s important to check your tone and ensure your message reflects your true intent.
2️⃣Pushing Urgency Too Hard: Legal work often demands a high sense of urgency, but constantly rushing can leave clients, colleagues, and referral sources feeling dismissed or undervalued. In building relationships, slowing down and being more present can have a bigger impact.
3️⃣Over-Analyzing Instead of Showing Empathy: Analyzing facts and scrutinizing details are crucial in law. But over-analysis can come across as cold in personal interactions. Trust grows when you balance logic with empathy, making people feel heard and valued.
4️⃣Prioritizing Winning Arguments Over Understanding: In arguing a case or negotiating a deal, we want good outcomes for our clients. But in marketing and client relationships, being overly focused on ‘winning’ can be off-putting. Trust grows when people feel genuinely understood, not out-debated.
5️⃣Using Fear-Based Communication: Criticism or pressure may be effective for driving immediate results in legal matters, but it can damage long-term trust in professional relationships. A more supportive, safety-based approach is crucial for creating lasting connections.
6️⃣Neglecting Consistent Follow-Up: In legal practice, you often move from one task to the next. But when it comes to building trust, consistent follow-up is key. Regular, thoughtful communication signals reliability and commitment, showing others you care.
Building trust requires more than just technical legal skills—it requires relational skills that aren’t always part of traditional legal training. But by making small adjustments to how we communicate, we can strengthen relationships and build a more successful practice.