The practice of law presents challenges at every stage. New and seasoned lawyers alike frequently realize the profession demands much more than knowledge of statutes and case law. While mastering a broad range of skills is necessary, these qualities consistently stand out as fundamental to building an effective practice.
It Starts With the Client
First impressions are lasting impressions. Have a meeting office that looks professional, with a neat and orderly desk, appropriate furniture, and tasteful wall hangings. Practice giving a warm greeting. Dress appropriately and exhibit confidence as well as professionalism.
At the first conference with a potential client, exhibit good manners. Show a genuine interest in the client as a person and not just as a potential client. At the conclusion of the discussion, summarize your understanding of what the case or issue involves. Clearly state what you propose should happen next, whether it is to accept or decline the case or any other follow-up activity.
Use good judgment in making legal work selections. Don’t accept work you are not qualified to handle. If you decide to decline a legal matter, refer the client to another lawyer for a second opinion when appropriate. If you decide to accept the legal work, have a clear understanding with the client about money, including fees, costs, or expenses, as well as the payment process. The fee arrangement should be clearly explained and confirmed in writing with clarity and simplicity.
If you accept the job, stay in frequent communication with the client about progress in their legal matter. Most lawyer complaints by clients involve lack of communication. Clients want to know what is happening with their legal matter, including when you have no news to tell them. Make it a habit to send copies of documents and communications to the clients so they will know you are working on their file. Clients equate the fee charged with the amount of work done. Always return phone calls and emails promptly. Explain everything in plain English and not legal jargon. Set realistic expectations for the client. Clear communications prevent misunderstandings, build trust, and engender acceptance of the fee charged. Always give clients a good impression of your professionalism and skill as a lawyer.
Be a Good Listener
Remember, clients want to feel they’ve been heard and understood, even more than they want legal advice. Practice empathy. Although you’ve heard a similar story many times, it’s the client’s first time telling it. Acknowledge their feelings with statements like: “That sounds overwhelming” or “I can imagine how difficult that was for you.”
The first rule of a good listener is to be fully present while the other person is talking. Eliminate any distractions. Turn off your phone and give the client your undivided attention. Let the client do the talking. Resist the urge to interrupt or “jump to a conclusion.” Allow pauses — clients often reveal important details after a moment of silence. Do not finish their sentences even when you think you know what they’re about to say. While they are talking, show active engagement with them. Do this with verbal cues, like “I understand” and “tell me more,” and use body language that signals attentiveness. Learn to control your reactions and resist the urge to interrupt with a solution. Don’t rush to judgment or correct the person. Allow full uninterrupted communication. Stay neutral and composed while the client talks even if the story is emotional, confusing, or difficult to understand.
Use open-ended questions to encourage more discussion. Then ask clarifying questions and summarize what you have heard, for example: “So, what I’m hearing is that your main concern is. …” This will also assure the client that you are truly listening and will avoid misinterpretation.
Be Professional at All Times
Have a professional demeanor at all times. Being loud, hostile, or combative doesn’t make you a good advocate. Calm, prepared, and competent lawyers project credibility. Clients as well as judges and juries respect control, not bluster. Don’t confuse aggression with effectiveness. Always be kind and respectful toward clients and all people involved. With court staff, show sincere appreciation and respect for the importance of their job. Civility toward judges, juries, courtroom staff, clients, and opponents builds credibility. Respect does not mean weakness. You can stand firm when needed, but do so with civility.
Living up to your professional standards requires being a perpetual student of the law and your profession. Keep learning. Laws change. Technology changes. The best attorneys stay curious and keep sharpening their legal skills. Learn your craft by finding a good mentor to guide you. Attend seminars, study trial skills, read good writing, and stay curious. The law is always changing, and so should you. Be prepared for whatever legal work you have accepted. Know and understand the law and local court rules that apply to your work.
Always be truthful and honest in your actions. Be courageous in representing clients. As a lawyer, you regularly face hard choices. Have the courage to stand up to an unjust situation or refuse a request you know is unethical. Courage doesn’t mean lack of fear — it means doing the right thing despite fear.
Be authentic. Stay true to who you are and avoid pretending or putting on a mask. That means living in a way that reflects your inner values, feelings, and beliefs rather than trying to fit into what others expect. It’s about consistency between who you are privately and how you present yourself publicly. Authentic people don’t pretend to be flawless; instead, they’re open about their strengths, struggles, and humanity. Authenticity is not about defiance, but about honesty. That includes relationships, work, and life as your true self, without masks or pretense.
Authenticity in the practice of law means maintaining integrity, transparency, and consistency between one’s values and one’s professional conduct. An authentic lawyer builds trust through their honest communication, respectful listening, and candid representation of clients.
Never Lose Sight of Why
It is important to remember why you chose to become an attorney. The demands of practice may weigh heavily, but the law is a calling to serve — to protect rights, seek fairness, and help those who cannot help themselves. Our profession is grounded in principles of fairness, integrity, and a commitment to helping people. Keep pushing yourself to grow and reach your fullest potential as an attorney.
Paul Luvera is the retired founder of the Luvera Law Firm. He is past president of the Inner Circle of Advocates and the Washington Trial Lawyers Association and a fellow of the American College of Trial Lawyers, the International Academy of Trial Lawyers, the American Board of Trial Advocates, and the International Society of Barristers. He has authored six legal books, including “Luvera on Advocacy,” published by Trial Guides in 2020.
