Making Your Personal "Pitch"--There is a lot to be gained by having the opportunity to get before your potential customer or client

Earlier this week, a Realtor in my networking group called me for legal fees and expenses involved in converting a three familyinvestment property into a condominium. As a Massachusetts real estate attorney, this is an area in which I have experience and expertise. I have worked on more than 40 condominium conversation in my career, and I can prepare a set of documents and get them recorded in fifteen or fewer days. I also know that my fees, while not the lowest available, are in line for most people, so I am not reluctant to give out the fee information.

I told my referral source that rather than give out this information as cold, hard numbers (to be compared with others also seeking the business), I would prefer a one-on-one with the potential client. By changing the dynamics around a little, my goal was not only to provide costs and fees, but to demonstrate that there was more involved in the conversion process than just slapping some documents together. There are issues that need to be addressed, such as the composition of the Condominium Board or Trustees, and the right type of arbitration provision to satisfy the lending agencies. There is also the right way to prepare the Condominium Budget, and I have experience in that area, too.

I met with the potential customer and really worked on the educational aspects of the process. i also informed her that I have team of an accounatant and a surveyor whom I have worked closely with and whome, I know, will give a competitive "package" price for their services. She told me she would speak to her husband about some of the things which I brought up and get back to the Realtor this week.

While I would like to have the engagement, i know that not every arrow is going to hit the mark. On the other hand, by meeting up close and personal, I furnished information and questions which the potential client is now armed with to speak to another lawyer. I also got away from "numbers" and made my presentation personal.

I always try to get a chance to speak to a potential client. I have found this to be the best way to differentiate who I am from the rest of the pack. I am sure each of you has had similar experiences.