First impressions are always important, particularly with a nervous elderly client. Immediately tell her how much you appreciate her coming in to see you. Show her respect from the beginning. Conversely, let clients know that they are welcome to call you by your first name if they prefer. Elderly clients do not like a sloppy office.
Most seniors pride themselves on the condition of their homes and property.
They have pride in their possessions and will want a lawyer who does, as well. Have photos of your family in your office. This can be an icebreaker for a nervous client who is searching for some common ground upon which to start a conversation. Tell them a bit about yourself. That my dad and I worked in a sawmill and my mom worked as a clerk at a small-town bank.