Sometimes you build relationships with potential clients before they even know you practice law. Several lawyers I coach have met potential clients on the sidelines of a soccer field or at a swim meet. (There is a lot of time to talk between your child’s races.)

James, a Dallas lawyer I coached knows more about metadata and what goes on with a computer than just about any other lawyer I know. When I first met James, he told me that going to networking events and making small talk was not high on his list of favorite ways to spend time.