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I have a good friend who works as a sales trainer. He teaches his students that “attitude is everything.” In a sales context, if you exude confidence and believeability, you have much better chance at making a sale. Conversely, if you give off a “vibe” of defeatism and lack of confidence, your customers will sense your desperation and you will not be successful in sales.
The same ideas hold true in the Social Security disability world. Although you may have been waiting for years to appear before a judge, and you may know with every fiber of your being that you do not have the energy or endurance to work, you must present yourself as a fighter who wants to work and who hates the idea of pursuing disability benefits. Five days a week for 8 hours a day your judge has seen or thought about a claimant who wants that judge to obligate the federal government to pay monthly benefits.
Most disability cases turn on whether the judge finds you credible. You can greatly enhance your credibility by presenting yourself as an honest, hardworking person who has reluctantly given up a fulfilling, financially rewarding career or job.
In this episode, I describe my pre-hearing meeting with a client who has a chronic, debilitating condition. Only at the end of my meeting did I discover a line of questioning that will allow me to portray her as a reluctant claimant.
Jonathan Ginsberg represents clients in disability claims filed with the Social Security Administration.
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