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Exposure, preparation, being willing to just say you’ll look into something.
I considered this something I was absolutely terrible at when I started practicing and it made me doubt my ability to be a lawyer at all. I really didn’t know how I was going to “fake it.” I also dreaded phone calls because of this. But as I have become more senior, I find myself just… knowing things, lmao, or having the experience to anticipate how something will go or otherwise say something intelligent. I have been exposed to enough of this stuff to trust my preparation.
You will get there and one day someone will ask you something and you’ll have the answer and surprise yourself. Go easy on yourself until then—knowing that you are not there is a *good* thing. It would be far worse to be confident when you should not be. You will always and forever have things where you need to give an initial response and say “I am going to confirm and follow up with you,” so practice that now. This even happens with very experienced practitioners in court when asked something by a judge, I’ve seen some of the most brilliant litigators I know do this.
Eventually, the body of things you know without having to do that will grow, and you’ll surprise yourself. In the meantime, focus on being kind to yourself and keep plugging away.
A big part of it is that 90% of the time I’m not thinking on my feet. I generally know the questions that will be asked, the arguments that will be raised, etc. This largely comes from experience and reps. On the rare occasion that something comes out of left field, it is totally fine to give an initial thought but note that you will come back on that point after confirming.
My advice is, take the call, listen to the client, and tell them you will review the matter and answer in writing.
It is much better to answer after having had some time to process and research, since otherwise you will eventually get something wrong, but its not a reason to avoid phone conversations.
If you know what will be discussed and asked, you can and should review the matter before the conversation