I just left New York City after my appearance on FOX & Friends. Alisyn Camerota, who interviewed me about my book Wicked Success Is Inside Every Woman, is a pro. It was such an honor to interview with a strong woman who’s interviewed newsmakers like President George H.W. Bush and Secretary of State Hillary Clinton. The entire crew was professional and fun. Everything went so smoothly it would be hard to imagine a better experience.

Contrast my fun day at Fox studio with an earlier experience at a different, unnamed, TV network. Start by imagining yourself in a hot TV studio waiting for an interview. Your host is in New York City and you’re in your hometown (in my case Houston), sitting in an uncomfortable swivel chair wearing an earpiece that allows you to hear some of the chaos going on behind the scenes. In front of you are the camera, an ultra-bright spotlight shining into your eyes and some tech-types running around trying to pull everything together and make it all work. This goes on for 45-50 minutes while you sit there with your best interview face on, trying not to act bored or to allow the people in the studio back in the Big Apple see you fidget.

Unlike my spectacular experience at Fox, everything that could have gone wrong that morning did – connections failed, the lighting was off and cameras malfunctioned. I was sitting in front of the unforgiving eye of the camera the whole time, not knowing who was watching me because while they could see me, I could not see them. I was trying to smile, hold my bladder (nursing experience came in handy) and resist the temptation to pull out my iPhone^® and check email.

Finally, the voices in my ear became serious; someone shouted “Live” and we were rolling for another interview related to Wicked Success. Minutes later we were done and the interview was in the can. As we were leaving, Tom remarked that he was surprised that I sat there so long without visibly fidgeting. He’s used to seeing me move a lot.

It wasn’t easy nor was it my idea of a fun way to spend 45 minutes. So, I just sat there quietly when I preferred to fidget and struggled to practice the interview in my mind instead of focusing on all the things that aren’t getting done while I sit and smile.

The principles that I apply in a TV studio apply to you as a Certified Legal Nurse Consultant when you go into an attorney’s office (whether for an interview or presentation). Appointments will be delayed, important phone calls will come up for the attorney and sometimes you can sit there for what seems at least two eternities before the assistant finally summons you into the attorney’s office. In the meantime, under the watchful eye of the receptionist you can work yourself into an agitated state, squirm, check the time repeatedly and make faces at each passing minute, or sit quietly or start up a friendly conversation (they’re called the gatekeeper for good reason!). Either way, your behavior will be reported to the assistant and maybe even the attorney herself.

Remember, from the moment you walk into that law office, you’re already in the interview or presentation. It’s just not enough to show up on time; it’s how you show up as a CLNC^® consultant.

Success Is Inside!

Vickie,

I live in Las Vegas but grew up in North Carolina and still have plenty of contacts there. Many of those contacts know attorneys. One friend even works at the courthouse. They have all offered to put me in touch with attorneys they know. Should I make a trip to North Carolina to interview these potential attorney-clients face-to-face or should I contact them by phone and email first?

Joseph, RN, CLNC

Hi Joseph,

Congratulations on recognizing that friends and contacts everywhere are valuable to expanding your Certified Legal Nurse Consulting business. Aim to set up 4-6 interviews over a 2-day period. Call or email the attorneys to schedule interview dates and times. You have a higher probability of successfully getting a case if you can get your foot in the door and meet the attorneys face-to-face. Alternatively, if the attorneys trust your contacts enough to hire you based on their references and an email, schedule a telephone call or Skype interview and go for it!

Congratulations on making the most of this great opportunity.

Success Is Inside!

Carol Ann McLawhorn, RN, BSN, CLNC shares a story about an unorthodox interviewing style she accidentally used with an attorney-prospect. While this is definitely NOT one of the interview styles we teach at Vickie Milazzo Institute, she did land a new attorney-client.

Watch Carol Ann as she bares all in this unrated video:

Congratulations, Carol Ann!

Success Is Inside!

When you walk into an attorney-prospect’s office you will want the attorney to view you as a professional who produces quality and professional work. To accomplish this goal, it pays to be prepared. One Certified Legal Nurse Consultant shared with me how she learned this lesson the hard way.

“The biggest mistake I ever made was with my first attorney interview. When I first sat down, I couldn’t think of anything to say. I had forgotten how to start the interview and how to sell my service as a CLNC^® consultant. The situation only got worse as the interview continued.

On my way out of his office empty-handed, I recalled the story about the minister who decided he would not prepare for his lesson, but would let God speak through him. Sunday morning came and when the minister got up to speak, God did speak to him. God said, “You are not prepared.” That was exactly how I felt, very unprepared. I thought I could waltz into the attorney’s office without practicing beforehand, and everything would go smoothly. But that’s not the way it works.

Before my next attorney interview, I re-listened to Vickie’s CLNC^® Certification Program and practiced interview questions, opening lines and closing comments. When I arrived for that interview, I was very prepared and I walked away with a case. Whatever the assignment, I have learned to always be prepared.”

Learn from one CLNC^® consultant’s mistake to ensure you walk out of your next attorney interview with a case.

Success Is Inside!

P.S. Comment and share what you will do to prepare for your attorney-client interviews.

When you communicate to attorneys, whether by speaking or writing, you can choose the response you want. That’s not a typo – I don’t mean your response, I mean the response from the attorney with whom you’re communicating. You can guide the response you’ll get by the words you choose.

For example, if you want to instantly get the attorney’s full attention, use signal words such as, “here’s how to,” “the opposing attorney will probably argue” or “this will almost certainly be an issue in the case.” Phrases like these alert the attorney that important information is about to follow.

Because your goal is to maintain an associative relationship with your attorney-clients, you will also want to use collegial phrases. For example saying, “let me share something I learned” is more collegial than “let me tell you about this.” Hearing these words, the attorney expects to benefit from, and possibly be enriched by what you are about to say, versus feeling they’re about to receive a lecture.

When explaining a medically complex situation, preface with, “this is how I would explain it to a jury” or “if I were explaining this to a jury, I would tell them….” This allows you to get down to the attorney’s level without insulting the attorney’s intelligence.

In addition to “sharing,” you can also use words that stimulate thought, inspire creativity and transform passivity into action. Think about famous persuaders such as Abraham Lincoln, Winston Churchill, John F. Kennedy and Martin Luther King. How did these orators persuade us to their way of thinking?

First of all, great persuaders sprinkle their speech liberally with “fat” words – freedom, love, success, judgment, loyalty, privilege, honor, generosity and together. Try putting any of those words in your CLNC^® tote bag. You can’t see them or touch them, but they sure feel good when you hear them. “Fat” words are empty of content but full of meaning. Take the word pride. You can’t hold pride in your hands. You can’t see it, hear it or taste it, yet it has exquisite meaning. Tell someone “I’m proud of you” and notice their immediate response. Think about these phrases:

“I value your judgment.”

“It’s a privilege to be here.”

“Working together we can…”

When Lincoln said, “Truth is generally the best vindication against slander,” he used three fat words in a total of eight. Look for opportunities to use fat words to inspire or persuade friends, family and associates, then turn your efforts to your attorney-prospects and clients. Notice the difference between “thanks for your time” and “I’m honored you took the time.” Even though both phrases work; they impact differently.

Great persuaders also use presuppositions such as fortunately, unfortunately and luckily. Such words, at the start of a statement, presuppose the next part of the statement to be factual. “Fortunately, you have the stronger position in this case” “Unfortunately, this fact hurts the case.” Another form of presupposition includes such words as odd, aware, know and realize. They presuppose a situation while at the same time embedding a suggestion.

“Are you aware that the medical expert missed an important issue?”

When talking with a prospective attorney-client always say “when” instead of “if,” “When I take a case for you I’ll be sure to…” or “When we’re working together….” Be positive and assume they’re already in a relationship with you and your legal nurse consulting business.

Another powerful use of words is the use of “linking words,” such as and, but, while and even. Linking words suggest cause and effect. Great persuaders use linking words to link verifiable experience with suggestion, making their ideas more believable, more readily accepted.

Most of us use linking words in a negative context. The two most commonly used linking words are and and but. By merely changing your unconscious use of those two words to a more conscious application, you’ll gain persuasion power. When you tell a subcontractor, “I love your work, but I don’t like how you go into too much detail,” the negative message is what is retained. “I don’t like how you go into too much detail” is what comes through loud and clear. “I love your work” goes unnoticed. It gets cancelled by the linking word but. When you change your language to use the linking word and instead of but, you send a different message – one more appropriate, “I love your work and I prefer that next time you avoid so much detail.” Your communication is less damaging and it still sends a constructive message.

Even more effective is linking two verifiable bits of information to a suggestion. This powerful technique takes more thought but is very effective. Here’s an example – “Fuji apples are red” – that’s verifiable, you can see it. “They crunch when you bite them” that’s verifiable too – you can hear them crunch. “And they taste wonderful.” In sales terms this is called a “yes set.” The first two yeses invite the third. Here’s another example – “It’s a beautiful sunny day outside” – verifiable, “that’s a great photo of your family” – verifiable “and as a Certified Legal Nurse Consultant I can save you time and money on your medical-related cases.” Try this technique with an attorney-prospect and see how many more clients you get.

These word power techniques can help you communicate more effectively for your Certified Legal Nurse Consultant business. Now that you’re aware of how persuasive you can be by incorporating fat words, presuppositions and selective linking words into your vocabulary, you’ll want to put them into action for your CLNC^® business. These word power techniques do require practice, so you’ll need to think about what you want to say in advance so that you cannot only practice, but also think up the most persuasive way of saying what you want well before you sit down to talk with an attorney-prospect. It also helps to evaluate an interview afterward and think of ways you would handle it differently next time. Practice using these techniques in your introductions and elevator speeches. You can even incorporate them into your introductory letters and promotional copy.

Practice word power today to reap improved results for your CLNC^® business.

Success Is Inside!

A study published in Speech Management shows that when meeting someone for the first time, 62% of a person’s effectiveness can be attributed to voice and delivery and only 38% to content. In persuasive speeches, such as a sales pitch, delivery accounts for a remarkable 76% of the presentation’s effectiveness, while only 24% is due to content.

Delivery is the way you talk – your speech mannerisms, the sound of your voice and even how you change your posture as you speak. What you say is important, but the way you say it affects listeners as much as three times more. Your voice is a vital communication tool for your legal nurse consulting business. Effective communication is essential to interviewing successfully with attorney-prospects and for assuring your attorney-clients are fully present when you communicate your opinions on a medical-related case.

As a Certified Legal Nurse Consultant preparing for interviews with attorney-prospects and presentations to attorney-clients, you should analyze your voice to discover where it needs improvement. Do you whisper or mumble? Do people constantly ask you to repeat yourself? Do you find yourself using your parent or cell-phone voice in normal conversation? Do you sound interested or bored? Do you race like a runaway train or buzz along in one endless sentence after another, providing no opportunity for the attorney to speak? Do you needlessly punctuate your speech with ahs, ems, hmms, sighs, “like,” “I mean,” “you know” or other fillers? Or worse, do you always sound like you’re lecturing instead of engaging?

Most of us are not aware of how we sound to others. If we were, we might talk a lot less. I’ve appeared on radio, television and DVDs enough to know all too well how I sound. This process has taught me that the best way to learn your own verbal “ticks” is to record a conversation and then listen to it. Use your digital camera, a video recorder like the “Flip” or, if you don’t have video available, use a simple voice recorder. Try and forget the camera/recorder is on, relax, be yourself and just speak. You can do this on the telephone, in a mock interview with a friend or spouse or simply in a casual conversation.

Now assess whether you sound like one of these:

• The Dying Swan fades out at the ends of sentences – losing all sense of command. Sometimes the dying swan doesn’t even close a sentence and just tapers off in mid-thought. Instead, punch those final words for closure. You’ve spent your nursing career learning how to draw conclusions – do it now in your conversation.
• The Flatliner speaks in a monotonous, boring rumble. Open your throat and your mouth. Imagine placing your voice forward, varying the pitch – from occasional high notes to more frequent low notes. Vary the volume too. When appropriate to what you’re saying, raise your volume. Occasionally, if you’re imparting information that can be done with a conspiratorial smile, use a brief stage whisper – your intended audience will lean forward to listen. That’s when you know you have them.
• The Valley Girl pitches up at the end of sentences, as if questioning. “After the meeting, we went to lunch?” “We ate the best Mexican food?” My legal nurse consulting fee is $150.00 per hour?” An upward inflection indicates hesitancy or a question. Most statements should be made with a downward inflection at the end to suggest certainty and confidence. At the end of a sentence, lower your pitch while still sounding confident.
• The Mumbler sounds like “We’re goan to see-um layer.” This usually results from lazy lips and running words together. Like stage actors, you must practice “biting” the words out. Form your vowels carefully. Own those consonants. Speak with the authority of a Certified Legal Nurse Consultant and slow down if you have to.
• The Whisperer sounds like the shyest person on the planet, but being shy is not an excuse. Having a “soft” voice is not an excuse. Open your mouth, inhale deep into your abdomen and speak up. Pretending you’re on your cell phone in a noisy room is a great way to overcome speaking too softly.
• The Artful Dodger leans back when she’s challenged on a point or unsure of her position. She leans forward when confident but fidgets when verbally cornered. Practice sitting still with a slight forward lean.
• The Conjurer waives her hands in the air while speaking like she’s stirring up the spirits. Keep your hands in your lap unless it’s really, really important to wave them around. Also, keep them away from your face and don’t hide behind them (the attorney can still see you).

Recording yourself makes all the difference in the world. Using a video recorder will let you hear what you really sound and look like when you speak. If you consider the time you’ve spent rehearsing your script for an attorney-prospect interview, you need to spend at least as much time, if not more, energizing the instrument that will deliver those important words – your voice. Chances are you concentrated more on content than delivery and it’s delivery that will prove determinative for your legal nurse consulting business.

Read those percentages at the top of this blog again. Now, focus your attention on your verbal delivery. Record your networking introductions and your answers to common attorney interview questions. Listen to the recordings and honestly assess what you can improve. Re-record it until you sound the way you want to sound – a highly confident, skilled and valuable Certified Legal Nurse Consultant with your nursing experience and education backing you up. You have the confidence – you just need to be confident about it.

Take care of your voice as much as you care for your laptop and iPhone^®. With only a little practice this important marketing tool will gain you instant credibility, visibility and profit while you achieve your CLNC^® goals. Ignore it and you might never realize how many attorneys you’ve lost through poor communication. Even one is too many, so start tuning up your voice today.

Success Is Inside!

Purchasing any service or product is an emotional event. A customer buys not primarily to own the item or have the service, but to meet emotional needs: to seek comfort, reduce stress, fulfill social needs, achieve something significant, change status or lifestyle or even invest in the future.

Your attorney-prospects are no different from any other retail shopper. For example, a woman shopping for lipstick at a makeup counter is satisfying the emotional need to feel good, look pretty or just indulge herself after a hard week at her job. When attorneys purchase your CLNC^® services, they are satisfying emotional needs that are high-stake such as:

• Properly representing their client,
• Winning the case,
• Attaining partnership status,
• Garnering referral business from other attorneys,
• Maintaining their comfortable lifestyle, and
• Fulfilling a deep desire to be a winner, not a loser.

They need to believe and validate that they are making a wise choice when they hire you. Your attorney-prospect is shopping and shopping is legal.

Understanding that successful attorneys use emotion in buying decisions just like the rest of us gives you an edge in marketing to them. Credentials and qualifications are nice, but that’s not why attorneys buy. What does sell is getting the attorney-prospect to connect emotionally with how your nursing experience and credentials will make a difference in his medical-related cases.

So how do you get the attorney to shop ’til he drops on your next interview? By tapping into the five senses.

1. Sight. First impressions are everything. As much as 55% of a decision is made before either person says a word. Fair or not, people size you up and form an impression of you within seconds of meeting you. We all do this. Remember that blind date you had years ago? You knew instantly, and before words were exchanged, whether you would have a good time or even go out again.

Are you neat or sloppy? Do you stand tall or slouch? Are you carrying an organizer or a handful of loose papers?

Before you go on any interview, take the time to check out your physical appearance. Dress professionally and conservatively. Pay attention to details – trim your nails, polish your shoes, and buy one powerful business outfit. Then stand tall and walk with confidence.

Pay equal attention to the appearance of your promotional package. A sloppy or amateur promotional package suggests that you are an amateur legal nurse consultant who will submit a poor quality work product. Use the promotional package developed by the Institute or hire a professional designer and copywriter. Your promotional package must look as good as you do.

2. Sound. Another 38% of a first impression comes from how we speak. When we’re nervous, we naturally tighten up and our voices turn squeaky. We talk too fast, stumble over our words or forget entirely what we intended to say.

Have a written checklist of points you want to make. Rehearse these main points well in advance of the interview. Read them again shortly before you enter the meeting. Then relax and concentrate on listening to the attorney. Taking your mind off yourself to pay attention to what the attorney is saying will help you relax. Focus on the attorney, not your state of discomfort and you will conduct a much stronger interview.

3. Taste. How do you respond when a prospect offers you coffee, tea or a soft drink? If the attorney is having something, I recommend you have something too. People associate positive feelings and emotions with their favorite drink, so go ahead and have the same drink unless it’s just not palatable to you. For example, a cup of hot tea symbolizes both relaxation and renewed energy to me. While accepting a drink may seem like you are imposing, it will not only relax you, but will also create an immediate bond between you and the attorney-prospect.

4. Smell. Avoid heavy perfumes and colognes. A scent you find delightful might turn another person’s stomach. Any heavily applied scent will be distracting. Usually, the best choice is to avoid perfume and cologne altogether.

5. Touch. Offer a firm handshake. Once you’ve finished with the introductions, confidently place your promotional package and sample work product in the attorney-prospect’s hands. Like trying on a lipstick color, sampling any product makes the buying decision easier. When the attorney touches your business card, introductory letter, brochure and sample work product, he sees and feels the professional quality you deliver.

One of the biggest mistakes I see beginning legal nurse consultants make is neglecting to put together hypothetical report samples. With your sample in the attorney’s hands, that attorney holds a report similar in size, weight, texture and content to the reports he needs and you can provide to help win cases.

The ability to give your attorney-prospect this hands-on, multi-sensory experience of your work product is the advantage of one-on-one selling. A smart CLNC^® consultant takes every opportunity to capitalize on this advantage to help the attorney-prospect make a positive decision.

Yes, shopping is legal, but make your next interview more than a shopping experience. Make it an emotional confirmation of the attorney’s need for your CLNC^® services and validate that you are an investment in the attorney’s legal practice. If you succeed in doing so, the attorney will shop ’til he drops with you and smile while he does so.

Shopping anyone?

Success Is Inside!

Okay, that’s a question that a lot of new Certified Legal Nurse Consultants might not know how to answer. In the world of digital media and MP3s, we no longer have to deal with skips in the middle of a song like we did when we listened to CDs or LPs. I’m so glad the days are gone that I have to worry about washing the lotion off my hands before handling my Prince CDs, or having to carefully slide an album like Coldplay’s “Viva la Vida” vinyl album into its sleeve and then into the album cover at just the right angle to keep it from catching and scratching one of the tracks.

Digital media and the iPod^® have not only changed how I listen to music, but also the way that I think of music. Since music has become ultra-portable, it’s changed air travel, working on the road and vacationing by giving me the ability to add a soundtrack to my life at any time that I want without disturbing other people. If this wasn’t the best invention in the world, I’m still waiting to see what it is going to be.

Most of us have our own soundtrack running in our heads and sometimes that soundtrack has a loop in it, causing us to hear the same information, right or wrong, over and over. Sometimes, that soundtrack has a skip in it and that skip causes us not to hear what the other person is saying over and over again. There’s a high potential for looping and skipping that can happen to legal nurse consultants too, and when it does, there’s a need to stop it.

As a CLNC^® consultant you’ve been trained to carefully listen to attorney-prospects when you’re in an interview, to relax and not to get so caught up in the soundtrack of your nervousness that the attorney becomes invisible to you.

If an attorney says “You’re hired,” you don’t respond “Thank you, but I have to finish explaining all 32 CLNC^® services I provide as a Certified Legal Nurse Consultant” and then loop back into your script. You’ve got the job – stop, skip the script and start discussing the first case.

Likewise, have you ever fully and completely answered a question for a patient, friend, family member or other party but they didn’t listen to the answer and loop back to ask you the same question again? Or they make the same statement they just made and, no matter what response you make, they skip processing your response to loop and repeat the statement? They become so caught up with the looping in their heads that their soundtrack skips your answer.

In some situations, repetition can be entirely appropriate. I love listening to my twin brother Vince’s “True Hollywood stories” from our childhood in Louisiana. Each time he embellishes a little bit more and it’s fun calling him on those embellishments. One of my staff members has heard my “war stories” almost as many times as I have and to her credit she always laughs as if she’s hearing them for the first time.

But, there’s a big difference between repetition for its own sake and repetition due to lack of focus. I was mentoring a CLNC^® consultant over the telephone on some issues regarding her legal nurse consulting business. She kept trying to go back and rehash the issues we’d just discussed. I realized that if she was that unfocused with me, she would certainly be that way with any attorney-client or -prospect. I called her on it and challenged her to focus for our next telephone call by outlining her questions and checking them off after being answered and avoid the rehash. To her credit she did pretty well.

Recently at a live event I spent some time answering a woman’s questions. I went through all her concerns and questions and I thought she was satisified with my suggestions. To my surprise, the next day she asked me the same questions again. I politely told her that no matter how many times she asked me, my answers wouldn’t change. I later found out that after talking to me, she also approached Tom with the same questions. He politely told her to follow my advice. The internal loop of her soundtrack and story were causing skips in her listening and in her processing of the information she was receiving.

In your career as a Certified Legal Nurse Consultant, you’ll run into plenty of situations where repetition is necessary in education or the case review process. But in other situations, before you start repeating yourself, ask yourself why and if it’s really necessary. It may not be. I repeat, ask yourself why you’re about to repeat and see if it’s really necessary. It may not be.

You will have many opportunities to loop and skip. I challenge you to be like an MP3 in your business and personal relationships for the next three days and let me know the results.

Success Is Inside!

Certified Legal Nurse Consultant David Kuntz

During my career as an ICU nurse, I was always looking for ways to better myself. I took and passed the CCRN exam, but to my dismay I received no recognition from the hospital administrators for this accomplishment. I tried management and found that I was working more hours and getting paid less than the nurses on my unit. Then something happened that changed my career. I tore a ligament in my hand while restraining a patient. I could no longer lift anything over 25 pounds. I was devastated. My ICU nursing career was over. I spent one and half years on light duty and was told that I had to find a different job or the hospital would settle with me. After months of searching, I landed a job in IT as a clinical analyst.

At home after my surgery I had time on my hands, or in my case – hand, so I started to search for different ways to use my nursing knowledge. I came across legal nurse consulting on one of my searches. I spent hours researching legal nurse consulting. The spark was lit and grew with every bad day I had.

It took me five years until I finally decided to just go for it. I enrolled in the CLNC^® Certification Program in July 2009 and immediately started the home-study course. I finished it in a week and was certified the following weekend. I then worked on the NACLNC^® Apprenticeship Program. It took me a little over a week to finish and at that point, I started getting my promotional materials, sample work products and letters refined and ready to send to attorneys.

I started sending out material toward the end of August using all of the techniques I learned from Vickie. One goal that was foremost in my mind was to have a case before I attended the CLNC^® 6-Day Certification Program in October.

I was nervous before I made my first phone call to an attorney, but I kept remembering that they are people just like everyone else and that really calmed me down. In that first call, I introduced myself and gave a brief synopsis of the material I had already sent. I asked for an appointment and the attorney said, “Sure, come in at 4:00pm.”

Now I was really nervous. I looked over the sample interview questions in the online NACLNC^® Community and realized that I knew this information. I met with the attorney and the interview went so well, he is sending me a medical-malpractice case.

Two weeks later, I called another attorney to follow-up on my promotional material. He told me he didn’t receive it, so I presented a short version of how I could assist him. He asked me to set up a meeting with his secretary. The next day I went to his office and he walked into the conference room with a case in his hands and a check for $1,500.00. Inside I was doing cartwheels yet I remained composed until I got in my car and was heading home. The following day I talked with a different attorney and he wants to use me on two cases.

From the end of August to the first week in October, I was able to obtain three attorney-clients.

My first goal was met. I followed what Vickie taught and used her techniques. If everyone follows what they learn in the CLNC^® Certification Program, they will be successful in this business. Vickie and Vickie Milazzo Institute have already done the hard work; all a student has to do is apply what they learn from the CNLC^® Certification Program.

Guest Blogger Profile

David Kuntz, RN, BSN, CLNC has 17 years of nursing experience. He is the owner of David Kuntz and Associates in western New Mexico and specializes in medical malpractice.

Alissa tells us in her video how her Certified Legal Nurse Consultant Certification made her stand out from hundreds of other candidates during the interviewing process and was a determining factor in getting her new job with a major insurance company. Congratulations Alissa!

Success Is Inside!