Shut Up and Listen (Yes, you read that right.)
Attorneys are trained to talk — to argue, persuade, and lead conversations. But when it comes to business development, the most powerful thing you can do isn’t talking. It’s listening.
Too often, lawyers go into meetings ready to pitch their credentials, their experience, their firm, their wins — and they leave those same meetings knowing little to nothing about the person sitting across from them.
They know what they said.
But they don’t know what the client needs.
Here’s the truth:
Every client wants to feel heard, understood, and seen. When you spend more time talking at your clients instead of listening to them, you miss the opportunity to uncover what truly matters — their challenges, frustrations, business goals, and decision-making triggers.
Listening is not passive.
It’s strategy.
In business development, listening gives you the data you need to win business — not assumptions, not rehearsed talking points, but real insight. When you listen deeply, you hear what your clients value, where they hurt, and how you can solve the right problems.
So the next time you’re in a client meeting or networking conversation, remember:
Stop talking.
Start learning.
Listen for what’s said — and what’s not said.
Because the attorney who listens best… often wins first.
Anthonia Berry
CEO + Chief Strategist
Strategy Academy
