Ask Vickie

Vickie,

I am reviewing records on a case and I am summarizing them into a written chronological report for my attorney-client. I have received multiple records from different facilities and I noticed that some of the facilities’ records are duplicates of records I received from other facilities. Do I still include them in my report even though they are repeats?

Tracy Z., RN, CLNC

Hi Tracy,

First establish that the records are truly duplicate records. In your chronology, list only the original source document one time.

e.g. Martin Hope Hospital p. 35

e.g. Dr. James p. 14

Unless the duplicate record has relevance (e.g. the provider states they were not aware of something when they had records containing that information), I would suggest attaching all the duplicate records as a separate section labeled “duplicate records from other facilities and providers.” Confirm with your attorney-client that this approach works for her.

Success Is Inside!

Vickie

Vickie,

My father is very active politically in our county and surrounding counties. He is well respected and loved. He is going to set up a meeting for me with two prominent judges so I can introduce them to my CLNC^® services. These judges know every attorney in my county. Is it okay to use the judges’ names when speaking with the attorney contacts they provide me?

Debbie, RN, CLNC

Hi Debbie,

Congratulations on being well connected. I always say if you want to build your legal nurse consulting business fast, “ride the horse” of the people you know. Two judges sound like the beginning of a stable of terrific horses. Yes, you will want to use the judges’ names when you are speaking to the attorneys they refer you to. This will give you instant credibility for you and your CLNC^® business and easily get you through the “barn door.”

Be sure to get permission from the judges to use their names when contacting the attorneys. Later, remember to add each attorney you work with to your stable of names – every attorney knows other attorneys, so ride those horses too. Send written thank-you letters to both judges for their time. And take your dad to lunch!

Success Is Inside!

Vickie

Vickie,

One of my attorney-clients is willing to provide a letter of recommendation but he wants me to write it, then he will edit and sign. What do I include?

Kerri, RN, CLNC

Hi Kerri,

Congratulations! Letters of recommendation are one of the most impactful components of a legal nurse consultant’s promotional package. When an attorney first asked me to write my own letter I felt uncomfortable. How could I blow my own horn? You may be hesitant too, but go ahead – blow your own horn.

Include comments the attorney made when gushing over your work product, and especially comments regarding:

• The CLNC^® services you provided for his cases.
• How you made a huge impact on the outcome of a case.
• Your report style and its easy-to-understand format.
• Your knowledge of nursing and healthcare issues.
• Your professionalism and ability to beat deadlines.

Here’s a future tip: Capture all glowing comments and get written permission to use them as testimonials. Then place them strategically throughout your CLNC^® marketing materials.

Success Is Inside!

Vickie

Vickie,

I was hired by an attorney to locate a testifying expert. When I sent the contract to the attorney to sign, he sent it back requesting that I put the plaintiff’s name in the contract instead of his. I learned in the CLNC^® Certification Program that the contract is always between the law firm and me and that is how I have always done it. Should I consider his request or stick with the way I was taught?

Leann E., RN, CLNC

Hi Leann,

You are absolutely correct. Stick with the way you were taught. The contract should always be between you and the attorney, never with the plaintiff or defendant. Contact the attorney and politely emphasize that your contract has to be with the attorney, not the plaintiff and that all invoices will be submitted to and paid by the attorney. Communicate that your standard business practice is to collect a retainer check for the amount of your location fee and the signed contract. Upon receipt of both, you will begin work to locate a testifying expert.

Success Is Inside!

Vickie

P.S. The new CLNC^® Certification Program catalog has just been mailed. If you did not receive it, please call my office at 800.880.0944.

P.P.S. Great news! We have renegotiated lower hotel room rates for our 2009 CLNC^® 6-Day Certification Seminars. Call 800.880.0944 for details.

Vickie,

I went to my first interview yesterday with a products liability attorney. He was so interested in my CLNC^® services that he asked me to present to a group of 20 products liability attorneys in the area. Do I charge for this presentation? I don’t think I should since he is basically presenting me to 20 other attorneys.

What legal nurse consulting topic should I present and how long should it to be?

I thought I might take some time on life care planning because the attorney was very interested in this topic and didn’t even know what a “life care planner” was. I also thought I would choose a common injury or issue that they come across. I asked the attorney specifically if there was something he wanted me to cover. He stated, “What we covered today and anything else you can think of.” It’s all up to me. I don’t want to bomb!

Jessica M., CLNC

Hi Jessica,

Congratulations on your interview! What an incredible marketing opportunity to present your CLNC^® services to a group of attorneys. I love it when the room is full of them. Do not charge for this presentation – look at it as an opportunity to market your CLNC^® services quickly and simultaneously to 20 attorneys face-to-face. Presentations like this give you instant credibility and are a powerful way to gain attorneys’ trust. It’s one of the fastest ways to become known as an authority in your field.

Take along plenty of business cards and brochures to hand out and remember to get each attorney’s business card. Do personal introductions before the presentation – it’s a huge mistake to ask them to introduce themselves in a round-robin manner – they already know who they are. They’re there to learn who and what you are.

Ask the attorney how much time you will have for your presentation so you can prepare appropriately and stay within the time allotted. Highlight your CLNC^® services and give quick examples relevant to products liability cases. Include a variety of products and injuries. Only speak about life care planning if you are an expert on it. You want the attorneys to see you as instantly credible, so stick to what you know and know well. Discuss the benefits to the attorneys and also emphasize the pain of their not hiring you on their medical-related cases. Save time for questions at the end. Afterwards attempt to set up personal interviews with each attorney. Get’em while they’re hot.

To prepare your presentation:

a. Identify the topic you would like to speak about.
b. Create a speech that includes an opening, body and close.
c. Prepare the presentation, practice it and time it beforehand.
d. Develop a handout that includes your contact information (take 20+).
e. Do not sell on the platform.

Congratulations on taking this step to expand your CLNC^® business through presentations to attorneys.

Success Is Inside!

Vickie