Why do you think that some attorneys are begging
for clients at a $125 dollars an hour
when others are charging thousands or whatever they want, because they know that
regardless of what they cost, their schedules are gonna be booked.
Well its the same reason that there's a large variance in price
in any product in the free market... because there's a huge variance in
quality!
As an attorney your duties are to research
and present the case to the jury and the courtroom.
In this video I wanna talk to you about some best practices on how to
optimize your presentation to give you the best chance for success.
I'm Barron Cruz and this is the charisma matrix.
Swoooosh (Sound)
The courtroom is a stage,
and a principle that I what you have in the back in your mind the entirity of your
time spent there
is the "TLH triangle," and what that is
its three adjectives that describe how you always want to be being perceived by
the jury and everyone else the courtroom.
And that's as trustworthy as a likable
and as high status. And in that trustworthiness component comes an
element of
intelligence, because oftentimes those things are seen kinda hand in hand.
So how do we do that well some other basics our body language
we want to be be a recombinant cool deliberately
in our body language we were already in tation typically to be the jury some
time the judge
but also early in a court case we wanna show that were competent
or any ever when the courtroom work of a person we're not afraid of
anything so we're going to take a short amount of time already all around the
courtroom
just for making you know quick phrases just begun to show that note so
consciously
your veterinary better before you're not afraid not intimidated
now when it comes to orienting to the jury
you do you want to spend a lot of your time or unit 2 a.m.
but this leads me to the next point in that I contact
what you wanna be making consistent eye contact with the jury
you don't wanna make anyone feel discomfort
I'm comparable with your presence and by focusing on one person for too long
staring at them in the jury
that's going to create that so be sure that when you or addressing the jury
in your body language is very oriented to them don't be too intense don't be
too intimidated by staring at one person for too long
now you're torn out he wants to be
if or components the majority the time
and the balkan those components is a competent commanding tone hourly
you got everything figured out you know exactly what happened in your gonna
explain it to them
but some other little plotters of tonality that you want to work in
is interested surprise did
and empathetic and I'm gonna get more GM perfect peace
and the surprise peace as we continue the way you express your emotions
the courtroom is hugely impact the in swaying to the jury everyone else
in it we want to use our emotions to our favor
to magnify the attention which is good for ourselves and for our case
and to dissipate in quickly remove attention when it's not
so let's use an example the Seattle I'm questioning he say
in your opinion did your passenger know the narcotics run the truck
aces no I don't think he did your responses
in your opinion did your passenger okay
right on to the next one Knoll reaction almost as if he didn't answer the
question
always it never happened because we want to dissipate that right to answer was
not to our best shot let's say you say
in your opinion did your passion you know there are cars in the truck he says
yeah I think he did really
so he knowingly got into your car
knowing that our culture in the truck okay
so what you're doing by expressing all this emotion when you get a response
that you want
assuming you the prosecution you are
do two things number one people just to me and with emotion levels are high just
natural breast zone and we're creatures a deletion
so we see something out of place a high emotion we zone it we want the jury want
to judge what ever want to hone in on that
but number two were taking advantage up
mirror neurons sought nearly runs do in the jury
and everyone else's human beings is they help us relate to other people
by creating the same emotion in ass is what we see other people experiencing
so when I hear that his passenger new their cocks restaurant where he got
in I'm should huge surprise actually why would he get it
he the passenger new by doing that you're going to create the same emotions
in the jury as you're experiencing by doing at a very powerful piece thanks to
all the different ways that you can use that the courtroom
by transfer in your state by transfer your emotional feelings
to the jury this is what you want because we all know the people make
the ball the decision swayed on emotions ok a little tip here
and this is actually very powerful in a week or a brother situations but
specifically the courtroom
it's that the case begins the minute you walk into that courtroom
he may say to be what just the bailiff a court reporter the judge jury and even
in their
at does it matter because the minute people start performing
the many people start forming impressions at you in their head say it
is just the bailout the court reporter
they see you walk in you look like a clown versus someone who looks really
sharp was use the latter
you really sharp get things together your you're creating a very strong
impression their head
the minute they see that those 'em the pressures being formed by these
adjectives they begin assigning to you to think I'll
discard probably knows his stuff is for copies walking in you tolls non-durables
are in place
but I'm thinking that but subconsciously they are so now the judge in a jury
comes in
and you already have two people who are non-verbal expressing that you got your
stuff together
that the respect you whenever you talk to looking right at you
and that rubs off on other people maybe not hugely but enough for them to begin
pouring their impression
based on what they see other people doing in your presence
so don't think that the first time you open your mouth or
or address the jury is the first time a que start no no no
is the first time did anyone in the courtroom sees you
so be sure you're on your game the minute you walk in because that
impression is beginning
to be created by people there and it's gonna rub off on other people courtroom
obviously in a minute the jury comes in is the military
really starts to snowball because they're seeing your nonverbal mercy you
communicator see everything
and there immediately for me your precious love you yup
what you begin speaking sure you have sixty percent of what they
big you figured out and it's going to be very hard to shake dat
once you begin speaking is much more easy to confirm the confirmation bias
there goes okay sky
walked in you look like a clown he was joking around
and now he's speaking intelligently but maybe I don't know maybe he just got
this this is the front you put on how trustworthy guy
as opposed to you before you start speaking sharpy's focus use carpet
his totality was strong now we start speaking any sounds intelligible
and he says well but make sexy look that way
algis reaffirms that so be sure that your where the committee when release
eyes on you especially the jury
your be judged that case is already starting to be fought
now another chip if you're ever corrected
by the judge you want to never never never never
give up any indication emotion never sat
never mad never angry never combative always
it different as it didn't happen is it
you expected back to be what the judge said because
anytime there's any confrontation between you and the judge
it shows low status and that's gonna hurt you in a triangle that's where the
components that we want you
always to have in the courtroom and the jury's perspective
is high status beary importantly
that whole I want you to take with the jury
is 10 empathy I want them to feel like you're a good friend of theirs
that's trying to help them make a good decision
because the minute we step into that courtroom the buyer seller dynamic is in
place
unfortunately as attorneys we're the seller and the buyer
therefore they're gonna filter everything we say tour a lens I love
he want something for me is trying to persuade me he's trying to trick me
he's not on my team we want to crush all that so we want to show signs of honest
empathy
to get them thinking both consciously and subconsciously all this guy just
trying to help me make a good decision
he's on my team he's a friend of mine Knoll combativeness
much trustworthiness much likability
so how do we do that almost that's gonna be done through non verbals
so when you speak and it's very hard to explain
and but the in nonverbal you're gonna use for soft friendly body language to
rally eye contact
much like you would if you were talking to your mom is on the jury
and your best interests for her to make a great decision speech were
way on an example language that you could use to kinda
arm give an example a bit on how do you want to use
is you know I I know this is gonna be tough to watch but you really need to
watch it
okay your friend you're helping in your warning them it's going to be tough
you're kinda I know I know but you're trying to help you need to take him
there so you want to be very
friendly likable unapproachable and when you're
attorney you're not actually coming in not as likable
and not as trustworthy because the buyer cylinder namic it tells us not
trustworthy his day want something from us
that we don't necessarily want from them a hand if we find out we don't want from
them
then it's gonna be completely bad that's not the case you wanna come across as
someone
days only looking into hope
I a passionate about his
thats only looking to help to make their own right
decision if you go into the courtroom for 40-plus years you've probably
figured a lot of these things out
establishment your own best practices but if you happen to know if you're
looking to still improve
I would suggest you implement somebody's what it's going to do
is gonna greatly shorten the learning curve because instead of blind trial in
a row by you just spending time in the courtroom in seeing different reactions
you're gonna put these best practices in a place and CD immediate pas reaction
to completely wipe out the curve and be working from a top
I would suggest you take a look at some my other videos because commonalities
between charisma
influence persuasion social dynamics or
universal whether you be the street at the grocery store on a date or in a
courtroom
sous la commonalities that I was just you look for and also
when someone's considering coming to you and you consider taking someone's case
a lot of these mannerisms trustworthiness likability
high-status intelligence are actually use that they want to see before they
even decide
if you're going to take their case don't be one of those attorneys scraping to
get by for four years
be a guy that can charge we watch whose book is all
assert have some impact in the courtroom