You get invited to an event at the mall. They’re going to bring in half a dozen lawyers, set up a bunch of tables and chairs, and let mall visitors ask lawyers questions.

It’s called “Free Lawyer Day.” The mall people are very excited. They’re going to advertise it on the radio, put up banners in the mall, and work hard to spread the word.

The woman is on the phone. She’d like you to participate. It’ll cost you nothing except your time. “Will you join us?” she asks.

Will you attend? Will you participate and revel in the free publicity while meeting some potential clients? Will you use the invitation from the mall to grow your business?

Or will you worry?

What Bad Things Could Happen?

Will you think things through and be concerned about:

1. Liability

What if you say something wrong or it gets heard wrong? Will you get sued for trying to help someone out?

2. Image

Will you suddenly be the “free” lawyer instead of the paid lawyer? Will you damage your image? What if your clients see you at the mall (gasp)? Aren’t you better than this? Is this why you borrowed $150,000 for law school?

3. Money

Will you worry that you shouldn’t be giving it away when you could be selling it? Wouldn’t you be better off getting paid that day instead of sitting in the mall?

4. Right People

Are these “mall people” the right people? Are these the folks you really want to meet? Will it must be a bunch of “mall walkers” burning calories between eating another Cinnabon?

5. Insurance

Do you have malpractice coverage for answering questions in the mall? Will your carrier approve? Will they cover you even if you have no retainer agreement or payment? Will you end up paying out big bucks for some claim when your coverage is denied?

6. Conflicts

What about conflicts of interest? Will you have to run a conflicts check for every conversation? What if you realize too late that you already represent the other party in a conflict you’re being asked about at the mall?

7. Embarrassment

Who does this? Is it just a bunch of loser lawyers? What if “real” lawyers are in the mall shopping with their families and see you? What if the judge from your upcoming trial sees you? What if the client you met with yesterday (for a fee) sees you doing free work in the mall this weekend?

8. Grievances

Could a mall client take something the wrong way and file a grievance against you with the state bar? What would happen then? Are you willing to risk your license for the “mall people”?

9. Unexpected Calls

Will these “mall people” call you at the office expecting more free answers? Will you be making more “friends” who just have “one quick question” and suck away your time?

10. Research

What if you need to research the questions you get asked? How will you deal with not knowing the answer? What will you look like if you have to say “I don’t know,” and will you be willing to spend the time to follow up and get back to the mall person?

What If You Think About Things Differently?

By now, you’re completely convinced that you should tell the mall representative something like, “Thanks, but that’s not something I can do. I appreciate the invitation, but I’ll have to pass.”

That’s a big mistake. Don’t decline.

We’re quick to see the risk. We automatically see the downside to everything. We’re more comfortable with no action if action means we could be exposed.

But life is risk. All progress requires exposing ourselves to risk. Getting out of bed is risky (getting tangled in sheets, falling forward, and tumbling out of your window). Going to the bathroom is risky (slipping on the bath mat, falling, hitting your head on the shower ledge, splitting open your head, and dying). Eating breakfast is risky (seriously, my grandfather choked to death). Getting in the car? Don’t even get me started on that death trap (I haven’t owned a car in years).

Life is risk.

Here’s what could happen if you say yes to the mall representative:

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1. Posters

Your face is plastered all over the mall along with your name and number. People start thinking of you as “the lawyer.”

2. Radio

The mall, wanting a good turnout, blasts the event all over the radio. The mall mentions all the lawyers participating. Suddenly, your phone starts ringing.

3. TV

The local TV station decides to cover the event. They interview you. It’s shown on the news at 5:00, 6:00, 6:30, 10:00, and 11:00, and at 6:00 and 7:00 AM the next day. You put the clip on your website and blast it out to prospective clients.

4. Clients

The “mall people” turn out to be people who own homes and businesses, have kids and problems, and can afford to buy stuff. They take your card and call you the following week.

5. Referrals

One of the “mall people” you helped decided she didn’t need you. But she sent her brother to you because you were so nice. He just lost his wife when a drunk driver in a commercial vehicle owned by Apple hit her going the wrong way on a one-way street. She, by the way, was a neurologist, and they have 11 children.

6. Speeches

That dude in the corner, listening in as you helped people, called you on Monday and asked whether you’d be willing to speak at every local chapter of the Rotary Club.

7. More TV

That cute reporter from the TV news liked you. Now you’re getting called upon as a legal expert each time an issue arises.

8. Lunch

One of the “mall people” with a question was a psychologist. He invites you for lunch a few weeks from now. At lunch, he asks whether you’d be willing to make a presentation to his practice.

9. Again

The mall is doing it again in six months. Now you’re taking the mall representative to lunch so you maintain the strong relationship and are sure to be invited back.

10. Additional Staff

Your phone is ringing so much that you’re adding staff to screen calls. Suddenly, your big problem is how to pick the right clients from all the calls you’re getting.

Start Getting to Yes

For many of us, when something new comes along, our inclination is to find a reason to decline. We have a nearly automatic no. We’re on the lookout for a way to skip it. We’ve got reasons why it’s better to avoid the risk.

Don’t do that. Stop it.

Start looking for a way to make it work.

Look for a way to say yes. Suppress your automatic no.

There will always be risk. There will always be liability. There will always be issues and concerns.

You figure out a way to manage the risk when you wake up each day. Now, figure out a way to manage the risks that present themselves in the form of new, different, unique, once-in-a-lifetime opportunities.

Will you be at the mall?

Can you manage the risk? Can you reap the rewards? Life is risk. Figure out a way to get what you want while minimizing the risk.

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Make your automatic response a yes, then figure out how to make it work. I’ll see you at the mall. I’ll be the guy with the Cinnabon.