How to Be More Persuasive

PERSUASION

Who is persuasive & why?  Some attorneys think persuasion is just a matter of telling a judge how you think the facts should be applied to the law.  This is part of your job, but consider this analogy:  You can't push a string--you must pull it.  Someone can't force you to be persuaded and you can't force others to be persuaded. 

   "A person persuaded against his or her will is of the same opinion still."

Here is how you can be more persuasive:

1--The first step is preparation--you must a) know the facts;  b) know the law and c) develop a logical analysis of how the facts apply to the law. 

2--The next step is to anticipate the arguments of your opponent.

3--Third, put yourself in the position of a neutral judge.  What is the most logical, fair thing to do using common sense as a guide?  Answering this question requires lawyers to stop being an advocate.  This is not easy because can we get very passionate about our client's position.  However, the most persuasive attorneys that I have seen use what I call a "suggestion technique."  They briefly argue their case, then say, "Your honor, may I suggest that you..." Or say, "One approach to handling this might be to...."  Then, insert your conclusion as to the "logical, fair thing to do using common sense as a guide" which would be in your client's favor.

4--Consider how to get the judge's attention during your argument.  There are many distractions during an argument: noise, people coming or going, maybe some other case or personal matter affects the judge's concentration.  Writing on a large pad attached to an easel is the cheapest way.  Having a foam board with timeline printed on it is more expensive--$200 to $400.  A powerpoint is good also, but sometimes tough to set up on a motion calendar, but worth the effort if it is an important motion.  Electronics present special problems.  I used a powerpoint in a motion but because my screen resolution was higher than the Court's vga system, the judge only saw 2/3 of each slide on his screen--a problem I hadn't anticipated.

5--Finally, it is easiest to persuade someone with whom you have 1) a relationship 2) who trusts you and 3) respects you.  As our community grows, we have more and more judges.  Fewer and fewer were lawyers you may have practiced against and with whom you had a working relationship. However, you can easily develop the trust and respect of a judge by merely being honest.  Some attorneys either don't care or don't realize that disingenuous arguments (part is true and part is not true) are transparent.  If you say the case holding is X or that the facts are Y, and if you are careful to lay it out without stretching, you will develop trust and ultimately respect.

Want some information about a judge?

This website has some information about Clark County Judges.  It is information posted by the judge, but it contains some useful background and  procedural information.

Clark County Judges

This website has information about Clark County Judges as well but it is from a survey of attorneys, some of whom are happy with a judge's decisions and some of whom are upset about judges who can't see to agree with the attorney.

Attorney Survey of Clark County Judges

How to Capture More Billable Hours

Here are 3 tips to increase your billable hours:

1--bcc yourself on email and insert a key word eg "omega" in the subject line somewhere, you can do a search for "omega" at the end of the day and it will refresh your memory of time you spent that should be billed to a client.

2--another technique to increase hours is to keep a list of your clients on your desk and compare it to the time you have already billed for the day to see if you forgot anything.

3--a third technique is to compare your time entries to your emails for the day.

4--Finally, ask your secretary/assistant to send you a daily email listing the client, account number, and what you did that came through his or her desk, e.g. You may have had a conference call that was placed for you, but you forgot to capture the time.  Other types of time that might not get captured are: motions, letters or other documents that your secretary saw first i.e., came across his or her desk that were forwarded it to you.

How to attract new clients

Click below to attract new clients:
How to attract new clients

 The Secret of Outstanding Performance in Law School

            The first year of law school is like being dropped off in the ocean at midnight on a cloudy night.  You can see the land and a lighthouse, but you must put your head down and swim stroke after stroke until you look up again and see that the lighthouse is to the left of where you are swimming.  So you put your head down and swim, swim and swim until you look up again and the lighthouse is to your right.  You never quite know where you are because the feedback you get is few and far between.  There usually is one exam at the end of the semester.  The volume of material is tremendous.  Imagine being in the backyard of your house and having your neighbor directly behind you back up a dump truck as big as your house and begin to dump manure into your backyard.  The volume is enormous and you have one small shovel to keep your house from being buried by truckload after truckload of manure.  A book for a one semester subject may be a thousand pages long.  An outline of the book to study for the bar exam after law school will be approximately a hundred pages long, and the short outline to memorize prior to the exam will be approximately thirty pages long.  There will generally be seventeen of these outlines to memorize for the bar exam. 


          The students who get accepted to law school are the best of the best.  They must get A's and B's in high school to get into college.  Then they have to work reasonably hard to get A's and B's in college, as well as scoring high on the law school aptitude test.  Therefore, fellow students in law school are natural achievers who know what it means to work hard and get good grades.  However, law school can be quite deflating because in a class of 80 there may be one or two A's, four to six B's, and the rest C's, D's and F's--not quite the grades that these high achievers are used to receiving.

            Additionally, law school is not quite college in terms of what steps need to be taken to get good grades.  College requires 1) memorization of vocabulary or other terms and 2) the ability to regurgitate on the test the exact stuff you memorized.  Law school requires 1) memorization of legal principles (e.g. a gift is donative intent plus delivery of the item) plus the ability to recall them on the test, and 2) you have to be able to apply the law to the facts.  For example, Sally and Bill are in a restaurant.  Sally handed a watch to Bill.  Bill wouldn’t give it back.  Sally sued Bill and claimed she smiled and said, “Bill, you can look at this watch,” then they had an argument because Bill wouldn’t give her back the watch.  Bill claims Sally gave him the watch and said “Bill, you can have this watch.”  Zach, a person sitting in the restaurant, saw Sally and Bill talking.  Zach saw Sally smile as she handed the watch to Bill and Bill put it in his pocket.  A minute or two later, they started arguing.  A judge must decide who to believe.  When you get to be an attorney, you won’t know who will come into your office—Sally or Bill.  Therefore, as an attorney, you need to be able to analyze what facts would persuade a judge that Sally should win or that Bill should win.  In law school, you will need need to show the law school professor that you realize what facts shift the conclusion from Sally wins (Bill has to give it back) or Bill wins (and gets to keep it).  It is less important who wins.  It is somewhat important to show that you have memorized the elements of the law (donative intent + delivery) like college.  However, the more important requirement in law school is showing that you know how the facts can be argued to change the outcome. This called "thinking like an attorney and it is what makes law school different from college.  For example, one law students answer might look like this:

Bill would argue that Sally’s smile showed her intent to give him the watch.  Additionally, they didn’t argue over the watch, they were arguing politics.  Finally, the fact that they did not argue immediately after he put it in his pocket shows that she meant to give it to him forever.  However, Sally would argue that she tried nicely to get the watch back after she let him look at it, but he wouldn’t give it back to her.  Her only recourse was this lawsuit.

           

            The hard part of law school is that the volume of memorization of legal principals is overwhelming.  Watching the professor question the students in class and reading dissenting opinions show law students how certain facts can be argued to change the outcome.  Class notes add to the volume of material to synthesize.

            Some students will easily remember what they learned in class.  Most students need to focus on these tips to spend their time efficiently.  The following five tips will ensure success in law school.  

1.         Don't over prepare for class.  This first tip will be very difficult to follow and will be contrary to every single rule law professors and fellow students, as well as lawyers, will tell law students.  However, the maximum preparation time for each class should be 15 to 30 minutes.  Unfortunately, most law students follow the advice of their professors who want their students to facilitate class discussion. A law student's first year in class can be embarassing.  The student over prepares, think they know the "right" answer. Then, in front of the entire class, the student discovers they were wrong. By not over preparing, you may lose extra credit points and look like you don't "get it" in front of your peers.  However, your peers will change their minds about you when the grades come out because to their amazement, you will get a great grade.    

2.         During class, take furious notes.  Write down everything that is said by the professor.  Everything.  Great note taking is an essential skill for law students as well as lawyers.

3.         After each class, spend 1 to 3 hours reading the materials that were covered in class, then outline or "brief" the cases, and finally integrate the case briefs into your rewritten version of your class notes.  One way to do this is to have a spiral notebook for each class.  Take class notes on the right side of the notebook (don't write on the back of each sheet).  Then rewrite your notes on the left side cleanly, neatly, legibly, with the cases and the professor's comments integrated into the rewritten notes.  The act of writing helps many people memorize the material.

4.         Reread all of your rewritten notes every Friday.  Don't read just that week's notes, but all notes.  Be in a constant state of review!  On Fridays, take your rewritten notes and condense them into an outline form, put them on 3x5 cards and take them with you wherever you go.

5.         Last, but not least, go over your 3x5 cards daily.  Go over all of the cards every day and begin memorizing the outline concepts that you have distilled onto your 3x5 cards.  This memorization technique is absolutely the most important thing you can do in law school. As an alternative, some students condense their outline until it is one or two pages that can be memorized.

                                                                Persistence......

“Nothing in the world can take the place of persistence.  Talent will not; nothing is more common than unsuccessful men with talent.  Genius will not; unrewarded genius is almost a proverb.  Education will not; the world is full of educated derelicts.  Persistence and determination alone are omnipotent.”

        --Calvin Coolidge

How to be an Aggressive Attorney

An aggressive attorney is not the screamer, yeller or intimidator. The most aggressive attorney is one that does not falter from:

1) knowing the rules,

2) asking nicely per the rule for stuff with a date for production,

3) following up ON THAT DATE, and asking nicely again with another date,

4) following up with a phone call ON THE NEXT DATE,

5) following up with a letter requesting a meet and confer on another date because couldn't resolve the issue,

6) holding the meet and confer,

7) filing a motion to compel,

8) getting an appropriate order and starting all over to get compliance--all in a nice way since the judge will probably review all of your communications.

Basically, the very best attorneys at being aggressive are ones that keep to-do lists and a good calendaring system as well as being persistent in following up.

Weak attorneys have LADD (legal attention deficit disorder). They get excited about every new case and forget about the previous ones that need follow up.

Attorneys who try to negotiate by intimidation tactics are fun to watch if you know the game they are playing. If you don’t recognize the game, you will get angry and counter-attack. However, he who angers you, controls you. 

Recognize what is happening and sidestep the aggression by quickly focusing on the exact nature of the disagreement. Then, you must do two things. First, tell counsel in no uncertain terms that "I do not appreciate your personal attack on me. There is no reason to attack me personally because we disagree." Say something like, "We clearly have a difference of opinion regarding what documents the expert is required to bring. Let me make sure I understand your position.  It is your belief that the expert is not required to bring the documents that we have been discussing and I believe he can. We will let the judge resolve that dispute. However, just because we disagree, that is no reason for you to personally attack me." Second attempt to determine what issues you can agree upon. At the very least, you and opposing counsel can crystallize your positions, i.e., determine whether you disagree and the basis of each of your theories. It may be that once you are fully informed of the basis of opposing counsel's objections, you will agree with him. It is much more difficult to accept the validity of opposing counsel's point of view if he or she has made a personal attack upon you, especially if your response escalated the attack.

Professional attorneys don’t need intimidation tactics. They press the case forward as fast as possible. This conduct should be your role model. Keep the opposing attorney always on the defensive. You file the motion, you set the 16.1 conference, you notice the depositions, etc. There is nothing more aggressive than keeping the opposing counsel on his or her heels by holding their feet to the fire.

Aggressive attorneys can grant extensions to answer discovery and still be aggressive by calendaring when the answers are due, sending faxes and calling to try to get a response and filing motions to compel if your opponent does not meet the time deadlines. This means being detailed in calendaring and following up on deadlines. A good system to follow up on these time deadlines is imperative.

If you think your job is to win, you have nothing but disappointment in your future. Your job is to take the facts and package them in the most persuasive way. You can file motions, maneuver and outwit your opponent, but in the end, the judge or jury decides who wins. All that an attorney can do for his or her client is package the facts in the most persuasive way possible.

Aggressive attorneys don’t give up just because a judge has indicated he or she may rule against you. Politely try to make your argument. If the judge won't let you, ask "May I state my objection for the record?"

Deposition Tips

Deposition Tips

Keep a witness file for each witness or potential witness in a case.  In the old days (or today with some older attorneys) a witness file was a bankers box or expando with a folder for each witness. Hard copies of documents including questions for that witness that pop into the attorney's brain would all be located in the witness folders.  Now-a-days, the attorneys that have given up Selectric typewriters create an electronic folder called Witnesses with a sub folder for each witness.  In this sub folder, keep a Word document for depo questions for the witness.  Also, keep a copy of all documents about which you might want to question the witness as well as a copy of all affidavits or other statements under oath given by that witness.  Finally, keep general, deposition starter questions in the file e.g.,

GENERAL DEPOSITION QUESTIONS

NRCP 30(b)(4)

[At the beginning of the deposition you can stipulate to waive some or all of these] Unless otherwise agreed by the parties, a deposition shall . . . begin with a statement on the record by the officer [court reporter] that includes (A) the officer’s name and business address; (B) the date, time and place of the deposition; (C) the name of the deponent; (D) the administration of the oath or affirmation to the deponent; and (E) an identification of all persons present. If the deposition is recorded other than stenographically, the officer shall repeat items (A) through (C) at the beginning of each unit of recorded tape or other recording medium. The appearance or demeanor of deponents or attorneys shall not be distorted through camera or sound-recording techniques.

At the end of the deposition, the officer shall state on the record that the deposition is complete and shall set forth any stipulations made by counsel concerning the custody of the transcript or recording and the exhibits, or concerning other pertinent matters.  [such as "any notary"? which means the court reporter can send the original to counsel, have his or her client read it & make changes, and a notary from his or her office notarize the depo.  Otherwise, the deponent must go to the court reporter's office and the court reporter that took the deposition must notarize the original deposition].

          When taking a deposition, you should consider asking virtually all of these questions of the deponent:

INSTRUCTIONS

1.                  State your name and spell it for the record please.

2.                   Do you understand that your testimony today is under oath with the same penalties for perjury as if you were testifying in court?

3.                   Do you understand that the Court Reporter is taking down everything you say?

4.                   I'm not going to try to trick you with my questions today, but I will assume you understood my question if you answer it.  If you don't understand a question, tell me and I will rephrase it.  After this deposition the Court Reporter will transcribe my questions and your answers and put them in a booklet.  You will have an opportunity to review this booklet and make any changes to your testimony.  However, if you make any changes or if you testify differently at trial, I will be able to question you at trial that you testified differently under oath at your deposition.  Do you understand?

5.                   Please wait until I complete my question before you answer so we both aren't talking at the same time.  Also answer each question out loud instead of nodding your head so the Court Reporter can take down your answer.  OK?

6.                   Are you on any medication today?  Please name all medications and what they are for.  Would any of them affect your ability to understand my questions and accurately answer them?

7.                   Have you ever been convicted of a felony?  If so, where, when and what was the nature of the crime?

8.                   Have you ever been sued individually before this case? If so, explain all of them (who was the plaintiff, defendant and all of the claims for each of them).

9.                   Have you ever individually sued anyone before?  If so, explain all of them (who was the plaintiff, defendant and all of the claims for each of them).

10.              Has any other business corporation or other entity like an LLC or partnership that you were an owner of ever sued or been sued before this case?  If so, explain all of them (who was the plaintiff, defendant and all of the claims for each of them).

11.              Have you ever had your deposition taken before?  How many times and when?  What kind of case?  Were you the Plaintiff or Defendant?

12.              What is your current address?

13.              What is your Social Security number?  I am not sure if you can ask this but the reason is if you get a judgment, there may be someone else whose name is the same and you will need to be able to distinguish the two persons when you seize assets.

14.              What is your drivers license number?

15.              What is your date of birth?

EDUCATION

16.              Are you a high school graduate?

17.              Could you tell me the year and school from which you graduated and spell them for me?

18.              Did you attend college?  What years did you attend?

19.              What was your major?  Did you obtain any post graduate study?  Where?  When?  What areas?

20.              As part of your post-graduate study, did you do any sort of special research or thesis or anything like that?  Did you have any area in which you specialized?

21.              How many credit hours did you accumulate in that specialization?

22.              What sort of papers or articles did you write regarding that specialization?  Can you recall the subjects of any other articles or papers you might have written?

WORK HISTORY

23.              Where are you employed?  How long have you been so employed?

24.              What are your duties at your present employment?

25.              What qualifications (education or experience) were needed for you to obtain your present employment?

26.              Can you give me a chronological description of your work and employment experience starting ______ (i.e., when you came to Las Vegas, 1960, etc., depending on appropriate circumstances).  (Make sure you have the deponent state the date that the job started, name of the company, type of business the company was involved in, how long the deponent held the job, the duties performed at that job and the date the next job started.)

DEPO PREP

27.              Did you review any documents before you came here today?  What documents?

28.              Did you meet with an attorney before you came here today?  Who and where and how long? Was anyone else present?

29.              Did you meet in person or on the phone with anyone else regarding this deposition before you came here today?  If so, what was said?

30.              Other than your attorney have you discussed the case with anyone prior to coming here today?  Who?  When?  Where?

31.              What did you discuss with each person?

32.              Go over in meticulous detail the circumstances of the transactions that led to the lawsuit.  Ask names, addresses and telephone numbers of all potential witnesses as the interrogation proceeds.  Ask what was said during each conversation as to the substance of each conversation with each person as well as what was observed or heard.  You should be looking for relevant evidence and therefore you should make sure the transcript that will be typed will contain complete sentences for your questions and their answers with correct spellings and addresses.

33.              With regard to documents, describe the document on the record before asking questions it.  Ask the deponent: "I show you Plaintiff's Exhibit 1, which is a copy of the joint check agree­ment between you and the general contractor.  Please read it to yourself and tell me when you are done."  When deponent is done, "Recognize it? I this the joint check agreement between you and the general contractor?"

34.             After each area of questioning, ask, “now is there anything else my client said on that date?”

35.             Are there any other document, etc. that you have that relate to our request for production. Where is it located?  Who has control of that document?