Buyers and sellers are both eager to get to a solution, so we resist what we may perceive to be a protracted diagnostic phase. We think we understand the problem, and we want to get on with solving it. However, unless you're really lucky, and your prospect is extraordinarily self-aware of their problem and its full range of consequences, you'll find that you have to get beyond surface observations.
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Don't hitch your wagon to specific legal knowledge or skills alone. All knowledge ages and eventually obsoletes itself, and there are countless lawyers offering similar knowledge and skills, making that a race to the bottom. Many desirable clients are looking for a counselor who facilitates the answer instead of always providing it. Here's how and why.