On a beautiful late spring afternoon, many years ago, two young men graduated from the same law school. They were very much alike, these two young men. Both had been better than average students, both were personable and both -- as new lawyers are -- were filled with ambitious dreams for the future.
Recently, these men met for lunch at their local bar association.
They were still very much alike. Both were happily married. Both had two children. And both, it turned out, had become trial lawyers.
But there was a difference. One of the men was a well-recognized courtroom advocate with a long string of winning verdicts. The other was best known for settling cases on the courthouse steps for a fraction of their value.
What Made The Difference?
Have you ever wondered what makes this kind of difference in trial lawyers' reputations? It's not native intelligence or talent or dedication. It's not that one lawyer wants to win and the other doesn’t.
The difference lies in what each lawyer knows and how he or she makes use of that knowledge.
