Be a problem solver

Attended a decent marketing event recently and thought I'd just put a nugget out there.

The speaker's main point was to cut to the essence of lawyering:

Understanding someone's problem and helping them find a solution.

So the next time you're with a prospective client, forget about trying to figure out how to get them to hire you. Rather, relax and focus your attention on understanding the person's problem in all its dimensions. If you can layout a solution...great! If not, it surely doesn't hurt you to cultivate a Referral Source by includling their services in your solution to a problem.