Chapter 1

• Jurisdiction: United States

Chapter 1 Get the Papers

Psychology has been defined as the study of thoughts and behaviors. From the client's perspective, trust is a psychological state that results from a willingness to be vulnerable and dependent.¹ I experienced this during the first few weeks of my career when I was going to meet with a potential client who was looking for a lawyer. I asked my father, an experienced attorney, "What will make him want to retain me?"

"Get the papers," he told me. His explanation still applies, even in today's digital world.

The papers may be a summons and complaint, a will, a lease, or a contract. To a lawyer, paper is the container of important words, paper is the medium of communication, paper is evidence, paper is king. But to clients, paper is the container of trouble, paper is stressful, paper is the reason to go to a lawyer.

The papers reflect clients' problems: a traffic collision report, medical bills, a spouse's credit card receipt from a local motel, a rejection letter from a disability insurance company, hospital records, an autopsy report. Whether they are consulting you about a car accident, an argument with a neighbor, the end of a marriage, or a dispute with a contractor, clients will usually bring paper with them. And while they have the paper, they have the problem.

Just say, "Please give me the papers."

Often, they will be reluctant; they want to describe each one to you.

"No, really, just give me all of them."

They hesitate and tell you that it's a complicated situation.

"Trust me," you say. "I've done this before." And then it's done; you have them. Now your job begins. As you read, your eyes widen in surprise, your forehead furrows with...