I’d like to share a story of a conversation I had with a client of mine just a couple of weeks ago. He’s an attorney who deals in real estate transactions. However, he recently had a deposition that he had to go to court for the first time in two years. Fortunately, and most importantly he won the case, which is great.
He shared with me, “Coach, I won the case and I haven’t been in the court for two years,” so that’s fabulous. However, my question to him was how did he win the case when this is really not what he consistently does?
He told me there were four points. Number one, he felt he was the most prepared. He really took the time to do his due diligence and have his team properly prepare the case so as to know it inside and out so that if any question came his way, he would be able to answer it. Number two was he was in total cooperation with the judge. This I believe was the biggie. The judge would need documents at a certain time and he would have that information in a timely manner. The opposing attorney was uncooperative with the judge. He did not get the proper paperwork and information to the judge timely.
So, before the case even started, before they even went to court, the judge already had an opinion of the two attorneys she was working with because one was working in cooperation and one was not. What that does is my client was most prepared and he was working in cooperation with the judge, which increased his confidence. He showed up and he felt that he did the homework to win the case as obviously the opposing attorney did not. And because of that, he won the case for his client.
The lesson in this was that it was being the most prepared because as true professionals, we’re going to constantly be prepared to deliver our best for our clients. What that does is provides us with additional confidence. However, the real key for me in the learning was the fact that one attorney was in cooperation with the judge and the other one was not. That judge was already getting the feeling of who was doing it right and who was not. And who knows? Before they even went to court that day and before either attorney even got up and said a word, who knows, based on that and that alone, maybe that judge had already made a decision. We won’t know that, but we do know who won the case. And because he was prepared and he worked in cooperation, that gave him confidence and he won the case for his clients.
How do you win? Are you the most prepared? Do you work in cooperation with those around you? Do that and that will give you confidence. And with that, you and whoever you’re dealing with will win.
COACH MICHAEL DILL is an Award-Winning Certified Business Coach, global speaker, and published author. He is a proud Action Coach Franchise partner as well as the President of Power & Ice Wealth Creation a strategic leadership company that works with business owners, leaders, teams, and entrepreneurs to both develop a systematized and structured organization while accelerating their mindset, efficiencies, and effectiveness to grow both personally and professionally to achieve extraordinary results. He brings more than 40 years of business and entrepreneurial experience in his leadership, team training, and mentoring practice. Businesscoachmichaeldill.com