He was pleasantly surprised.

I recently had a call with a prospective attorney client and told him it didn’t make sense to work together at this point.

He described his financial situation and was clearly on the right track.

I bet he was anticipating a hard-sell from me.

I’ve made that mistake in the past and now understand that being truthful always pays the biggest dividends – even if it costs you in the short run.

Being a professional is about doing the right thing and it always leads to more opportunities.

People respect the unexpected.