Clients don’t hire lawyers because they have legal problems. They hire them because they have personal problems. People hire elder law attorneys because they have a personal problem caused by poor planning and aging parents. No prospective client comes in because they don’t intend to hire you (unless you’re doing a bad job of marketing or prescreening), unless you’re talking about the wrong things. Don’t talk about legal. They want movement, a change, trading in where they are today for where they want to be tomorrow. You need to have a conversation with the client about their time, their money and their reputation, where they are today and where they can be tomorrow.