Experts simplify.

I used to have an office mate who enjoyed complexity. He enjoyed it so much that he could take a simple client matter and turn it into a complex problem effortlessly. Maybe he thought it helped his billings. Maybe he thought it made him look smart. Maybe he thought he was helping his client understand all the potential issues in a situation. I could tell from the body language of his clients that this "complexification" was NOT helping. Giving advice is about being helpful, not necessarily about being smart or even being "right."

The Tao Te Ching says:

Governing a large country
Is like frying a small fish.
You spoil it with too much poking.

Patience

This is the hardest for me. Many lawyers jump to the solution before listening to the entire problem. I'm sure you've felt the same way. And, if you're still billing by the hour, it's easy to rationalize interrupting the client's narrative in the name of saving the client money. How helpful is that? Not very. Helping articulate the right question or problem is generally far more valuable than jumping to solutions.

I've found it much easier to remain patient if I ask my client to "tell me a story" because then I can find the patience to just listen and give them 100% attention. Sometimes just having someone listen is all a client really needs. If you're patient, they usually find the solution themselves, and you still end up getting credit for helping solve the problem.

The Tao Te Ching asks:

Do you have the patience to wait
till your mud settles and the water is clear?
Can you remain unmoving
till the right action arises by itself.

Taking some extra time is worth the effort.

Compassion

How many clients have come to you feeling shame? Shame that they haven't taken care of an issue sooner. Shame that they made a mistake. Shame is a powerful feeling and we have the opportunity to remove that shame through compassion.

Do you give your clients loving encouragement when they're struggling with a problem? Do you celebrate your clients' wins like they were your own? Do you give them a bit of good-natured ribbing when they knew the answer all along? Do you have their back if someone threatens their security?

The Tao Te Ching reminds us:

The Tao nourishes by not forcing.
By not dominating, the Master leads.

Treat your clients as your brothers and sisters.

Give your advice with simplicity, patience, and compassion and you will feel greater joy in your work, make a lasting difference in the lives of your clients, and attract the types of clients that you are meant to serve.

Kevin Houchin is a lawyer, graphic designer, husband, father and creative spirit. In his law practice, Houchin & Associates P.C., Kevin advises creative people on how to maximize creativity, build businesses, and protect intellectual property. He is also the founder of The Space Between Center for Creative Spirit in Business, a unique mentorship program designed to equip, inspire and position lawyers and other entrepreneurs to attract and serve their ideal clients in the information age. From vital flat-fee billing schedules to advanced internet marketing strategies, no subject is left uncovered in this groundbreaking mastermind program.