Certified Legal Nurse Consultant

During my 10+ years as a Certified Legal Nurse Consultant, I have been fortunate to have worked with a few of the most prestigious elder abuse attorney litigators in the U.S. Being a member of the trial team is an experience that for me epitomizes the world of legal nurse consulting. It is the high point of my CLNC^® business and I consider it to be a privilege. While I could share many remarkable stories, two experiences stand out.

The first experience was the second time I had been a part of a trial team. As a CLNC^® consultant, I worked the file inside and out, read thousands of pages of medical records, hundreds of pages of deposition transcripts and worked with the testifying experts in preparation for their trial testimony. Finally, we were in trial. I sat in the first row of the audience and, as my attorney-client instructed, passed notes to the bailiff who in turn gave them to my attorney-client. I watched plaintiff counsel put on their case. Finally, the plaintiff’s RN testifying expert was on the stand. Direct examination completed and cross examination had begun. I began to fervently write potential questions on my note pad and passed them along. Then the judge called for a break.

My attorney-client motioned for me to approach the defense table. He said, “Suzanne, take me through this line of questioning.” Point by point; I lead him through what I thought was a convincing defense clinical argument. Our goal was to “poke holes” in the plaintiff expert’s opinion. My attorney-client was so impressed with my argument, he turned to me and said, “Suzanne, you should be an attorney!” I was flattered and gasped all at the same time! I never thought I could use my nursing expertise to help a legal team! I have no desire to become an attorney, but I am sure thankful and excited to be a successful Certified Legal Nurse Consultant!

My second outstanding experience was as a testifying expert. I was asked to render my opinion regarding the nursing standard of care in a nursing home elder abuse case. The case surrounded a fall, fracture, skin tears and bruises. Many hours went into trial preparation. My opinions were laced into my defense-client’s opening presentation.

Finally, it was my turn to testify. The adrenaline was racing through my veins. Boy, was I pumped! Direct examination went well. Now it was plaintiff’s turn. Cross-examination proceeded fairly well. Counsel repeated questions previously asked and tried to change them in an attempt to trip me up. It wasn’t working. I could see he was becoming frustrated. The volume of his voice began to rise. All the while, I sat relaxed (so I’m told) in the witness chair.

Then came the line of questioning surrounding a dog bite that was sustained during routine pet visits. The resident had pet the dog, as he had so many times before, but this time the dog nipped him. The “bite” healed uneventfully. Because the attorney couldn’t rattle my cage, he blurted out the question, “What kind of dog was it, anyway?” I paused, but before an objection could be given, I responded, “That’s irrelevant.” The jury laughed, my attorney-client at the defense table smiled, and the plaintiff’s attorney was left speechless!

When I got the call that the jury had found for the defense, I was thrilled. My attorney-client was also thrilled with the verdict, and was especially thrilled with my testimony and appreciative of my input as a member of his trial team.

Suzanne E. Arragg, RN, BSN, CDONA/LTC, CLNC

I frequently mentor Certified Legal Nurse Consultants who are challenged by the demands that go with their having created successful CLNC^® businesses with lots of cases and lots of attorney-clients.

Many CLNC^® consultants try to do everything themselves because they feel no one can provide the CLNC^® services to their attorney-clients the way they do. That’s what I thought when I first started my legal nurse consulting business and, it’s true. However, I quickly learned that if I hire the right CLNC^® subcontractor, that person might do some things better. I wouldn’t be where I am today without the many CLNC^® consultants who bring their unique expertise to my legal nurse consulting business.

From the beginning, you want to build a network of CLNC^® subcontractors who will help you offer a wider range of expertise to your attorney-clients. This is the smart way to increase your client list, your caseload and your CLNC^® business revenue.

Subcontracting ensures that as you take on more cases in different specialties, and add more attorney-clients, that you will continue to bring accurate and cost-effective opinions to the table. As you continue to promote your business more aggressively, you will still have time for yourself, which is why you got into business for yourself in the first place.

According to the LA Daily Journal, “On average, a nurse working at a hospital makes $40,000 annually, according to the American Nursing Association, while legal nurse consultants can make $200,000 a year or more if they consult full time….$400,000 a year for an established legal nurse consulting firm is not unheard of.”

There is only one way you can possibly earn $400,000 a year for your legal nurse consulting business: by leveraging time through other CLNC^® consultants.

Leveraging is the principle of using other people’s time, energy, talents, money, knowledge and effort to achieve your desired goals faster than you could on your own. Time and brain power are your two major assets. You can’t control time and can only work so many hours a day no matter how energetic you are. You have to leverage time with CLNC^® subcontractors.

Billionaire oil tycoon J. Paul Getty once said, “I would rather earn one percent of 100 people’s efforts than 100 percent of my own.” That’s leveraging in a nutshell. Subcontracting is a way of leveraging your time, knowledge and efforts.

Larry Frace, RN, CLNC shared this with me about subcontracting.

“I cannot believe that I have been a Certified Legal Nurse Consultant for nine years and it took me eight of those years before I started using Certified Legal Nurse Consultant subcontractors. I must be a slow learner because I vividly remember Vickie saying in the CLNC^® Certification Program nine long years ago, that we all should consider utilizing CLNC^® subcontractors in our business. All I can say at this point is better late than never. I wanted to take my CLNC^® business to the next level and wanted to create my dream team by using CLNC^® subcontractors. Looking back now it was really quite simple to do.

I wanted my utilization of subcontractors to be something special and different. I wanted a dream team. Enter my PEA-POD Concept – I wanted all my CLNC^® subcontractors to feel that they were a part of a team, like Peas in a Pod. The POD would be my company acting as the Point Of Distribution of cases that I would obtain from marketing to attorneys; however, now my marketing focus would be showcasing the combined experience of ten CLNC^® consultants with well over 240 years of nursing experience!

My marketing package turned into a 25-page portfolio that I now send out along with Ghirardelli chocolates, educating attorneys how they will obtain ‘Sweet Results’ if they choose to use my company’s ‘Dream Team!’ I keep in contact with my CLNC^® subcontractors by group teleconferencing once a month and emailing them weekly at first and now as needed. You guessed it…the title of my emailing is PEA-POD PONDERINGS. What makes this concept dear to me however are the PEAS and how we connect with each other.

Professional and passionate CLNC^® consultants

Encouraging each other to take,

Action steps each day to achieve,

Success with spectacular results!

Avoid your fear of subcontracting. Get rid of your own stinking thinking! As I stated above, utilizing CLNC^® subcontractors is a simple way to expand your business by taking it to the next level. Once you decide to use CLNC^® subcontractors, plant that idea firmly in your mind and take action in order to cultivate your decision to grow your own PEA POD!”

This is the smart way to expand your CLNC^® business. Start building your network of CLNC^® subcontractors today.

Success Is Inside!

I just stumbled over what I think has to be the handiest, free, desktop shortcut ever. It’s called “Close All Windows” and that’s exactly what it does! If, at the end of a long day of slaving over a hot keyboard, you hear your spouse shout, “Honey, wine’s open!” What do you need to do? That’s right, close every open window on your computer by shutting down every program one at a time. That can be a tedious task if you’re a busy, multitasking, CLNC^® consultant.

To avoid this hassle, simply visit this page, download the CloseAll.zip file to your desktop or downloads folder and then unzip it. Next, locate the CloseAll.exe program (you’ll see a red “X“). Right click on that x and drag it to your Windows^® Quick Launch toolbar or your Desktop, then let go and left click on “Create Shortcut Here.” That’s it!

Now, at the end of your day, if you’ve stored “Close All Windows” on your desktop, simply click on Window’s cool “Show Desktop” icon (located in your Quick Launch toolbar) to clear your screen, then double-click on the red “X” icon (or skip “Show Desktop” and double-click it on your Quick Launch toolbar). Close All Windows will instantly shut down all open programs, and if you have one running with unsaved data, you’ll get the option to save that data.

This is a handy little program and it’s free. I highly recommend it.

Keep on techin’,

Tom

To paraphrase Seth Godin, there’s only one thing you have to do to be “remarkable” and that’s actually, “to be remarkable.” He has also suggested that a critic, referred to as a troll, can interfere with your remarkability. My concept of a troll is just the opposite – a troll is a pretender selling nothing more than pretense.

I believe to be remarkable, you must deliver remarkable service. You can’t just be a salesperson, promising and promising what you won’t or cannot deliver. That turns you from genuinely remarkable into a remarkable troll.

I recently ran into just such a sales-troll. He personally came to Vickie Milazzo Institute, did a wonderful presentation, charmed our staff, promised the moon and, when it came time to deliver, sent work product that was unsatisfactory, full of errors and which didn’t reflect agreed upon delivery metrics. When he was challenged on the failure to deliver, his troll-like act was to crawl back under his bridge or wherever it is that trolls live.

I’m sure that you’ve run into this troll-type. The person who called you every day to make the sale, but after the sale is suddenly unavailable, out of the office, on a mission trip to Lower Handstandastan, lost his cell phone, has the swine flu or is at the funeral of yet another “close” relative (how many grandparents can you really lose?). Eventually, you get a call back, accompanied with more promises and then, later on, more broken promises and disappointment.

I encourage CLNC^® consultants to offer risk-free guarantees as a standard part of their legal nurse consulting business. After all, the first mission of any company is to serve its customers to their satisfaction. Sure, some customers will be harder to satisfy than others and certainly there are one or two who may never be satisfied. How you and your CLNC^® business handle those customers is what makes you “remarkable,” not your success in ignoring those customers. Sometimes they even push you to another, better level.

For me business is personal and the team at Vickie Milazzo Institute knows that I take the satisfaction of all of our prospects, CLNC^® students and Certified Legal Nurse Consultants personally.

Remember when you were a kid, everyone got a trophy for playing, even if their team came in last. Well we’re not kids anymore – we’re adults in an adult world where if we want to feel good, we have to do something to genuinely feel good about.

Service is what you do for the customers and sometimes in spite of the customers. “Can’t please everyone” isn’t an aphorism, it’s a cop-out. Sam Walton once said, “The customer isn’t always right, but he’s still the customer.” Here at Vickie Milazzo Institute we’re dedicated to providing customer service, delivering what we promise and standing behind our guarantee. Beware of sale-trolls in all their shapes and forms and whatever you do – don’t settle for less than you deserve. That only feeds the trolls and encourages more troll-like behavior.

As for the troll mentioned in this blog, we somehow managed to end our relationship professionally and amicably. I wished him future success, knowing full well he is destined for failure. How do I know?  Because now I am being serviced by someone who is genuinely remarkable. In today’s post bubble economy the world can no longer afford a pretender. I for one will be glad to be rid of the trolls.

Success Is Inside!

Time for another CLNC^® sound off! Not having learned my lesson from last week, once more into the unknown I go, my CLNC^® amigos. Vickie and I have been Blackberry users for so long I can hardly remember a time without omnipresent email, calendar and contacts. So, it’s with a certain amount of fear and trepidation that I bring up the fact that we’ve outgrown our current Blackberries and are looking for the next best thing.

That’s where Certified Legal Nurse Consultants come in. I’ve heard raves about the Blackberry Bold^®, seen the myriad of zombie-like minions tapping and sliding away on their iPhones like Alice-the-Goon from Popeye while muttering, “I love Steve Jobs, I love Steve Jobs.” I even listened to a friend describe his Droid with a near-religious fanaticism. This has left me up in the air about what I should choose for Vickie and my next phones.

The Blackberry tends to be the smartphone of choice for many business users and even regular people. Go to a Little League^® game here in our hood and just about every parent there is busy emailing each other their schedules and updates, but the Blackberry Enterprise software has a propensity to cause synchronization problems for business users who live and die by their calendars.

iPhones stubbornly refuse to multitask, are slaves to AT&T coverage area and have such a high “cool” factor that they’re rapidly becoming “uncool,” but that doesn’t stop me from wanting one. Droids seem to have been adopted entirely by the “geek” class which, believe it or not, includes me out. That’s why I’m asking you for your help.

Let me know what smartphone you use and why you like it or dislike it. Do you use it to surf the Internet or not, do you email, text, keep your calendar on it, etc? Tell me how the sound quality is when you’re making a phone call. If you’ve had issues that have caused you to switch phones, I’d like to know what they were. I don’t want to hear any complaining about a particular carrier, their customer service or anything else. I only want to hear concrete and real advice regarding the iPhone, Blackberry and Droid or another choice. Remember I’m counting on your feedback for making my purchasing decision.

Hurry! Here’s your chance – ready, set, go!

Help keep me techin’,

Tom

To be happy in a million ways

No man must stand alone with out-stretched hand before him

Let your heart be light

Children laughing, people passing, meeting smile after smile

Snowing and blowing up bushels of fun

A swell time to go gliding in a one-horse open sleigh

Jingle bells all the way

A bag filled with toys

All is merry and bright

Laughing all the way

Gone away is the blue bird, here to stay is a new bird

Time to rock the night away

Snow and mistletoe and presents on the tree

Homemade pumpkin pie

Star of wonder, star of night, star with royal beauty bright

Let it snow

To be a child again

Making spirits bright

Angels bending near the earth to touch their harps of gold

Peace on earth, good will to men

Joy to the world

Love and peace this day

Although it’s been said many times many ways:

Merry Christmas to You!

Success Is Inside!

I want to share this video of a brand new Certified Legal Nurse Consultant who attended the Las Vegas CLNC^® 6-Day Certification Seminar. As a VIP, David Kuntz had already studied the CLNC^® Certification Program via DVDs at home, so he came to Las Vegas already certified and excited to share his immediate success. Watch this video as David shares the single strategy that made it easy to launch his CLNC^® business.

Congratulations to David.

Success Is Inside!

Windows^® 7 will officially be released into the wild on October 22 and will be sold with new computers. If you’ll remember, Windows XP^® is no longer officially supported by Microsoft (although it will be available for limited purchases until 2010). People who are buying new computers with Windows Vista will be given the opportunity to make a free or low-cost upgrade. That’s the news.

Here’s the good news. Everything I’m reading, and everyone I’ve talked to who has run the final version of Windows 7 loves it. It has a few bugs but overall, it will be a vast upgrade improvement over Vista. (To be honest, Vista wasn’t really as bad as people like to think.) In fact, 7 is even better and more stable than XP. Some would say that it’s a worthy opponent to Mac’s Snow Leopard, but not being Mac-impaired, I can’t confirm that.

Certified Legal Nurse Consultants may wonder if it’s time to upgrade to a new computer with Windows 7 or instead, suffer through the upgrade process on your existing system. I’d say that depends. If you’re running XP, I think I’d wait until you upgrade to a new computer. There’s no direct upgrade process from XP to Win7. You’ll need to backup your personal data, wipe your hard drives, load the Win7 operating system, reapply your data and finally reload all your programs from their original media or downloads. Any patches or software upgrades would need to be reapplied also. It’s a complicated, but not impossible, process. For this reason alone I recommend holding off until you buy a new computer.

If you are a Certified Legal Nurse Consultant who is running Vista, the upgrade process is easier and you can upgrade directly to the equivalent version of Win7 while keeping all your files and programs in place. If you’re not happy with Vista, this is your chance to upgrade to something faster and more stable.

If you’re seriously thinking about the upgrade process, you’ll want to be sure that your hardware is robust enough to run Win7. Some of the biggest dissatisfactions with Vista resulted from users trying to run it on underpowered machines. Savvy legal nurse consultants will check their hardware before making the same mistake. If you’ve got a machine running Vista comfortably, you’ll probably be safe. No matter what computer you’re running you’ll need to have a DVD-RW (or CD/DVD-R) drive. For the rest of your hardware, these are the minimum specs (and experts tell us to double these numbers) you’ll need to successfully run Win7:

1. Older 32-bit PCs should have a minimum of 1GB of RAM (I’d install as much as the system will hold and recognize), at least 16GB of free space on your hard drive and a processor faster than 1GHz. Your graphics system should be DX9 graphics compatible with at least 128MB of memory (to best utilize the Aero interface).
2. New 64-bit PCs should have a minimum of 2GB of RAM (again I’d install as much as the system will hold and recognize) with at least 20GB of free space on your hard drive and also be DX9 graphics compatible.

If you don’t know how to tell whether or not you have a 32- or 64-bit PC, follow this link. A faster, but less accurate way is to see how much random access memory (RAM) you have. If you’re running 3GB or less, you probably have a 32-bit system. If you have more than 4GB, you’re running a 64-bit system. To see the amount of RAM you have installed (and recognized), right click on the My Computer icon on your Windows Desktop, left click Properties and then look at the General tab. If you have a 64-bit system, it will tell you, but if you have a 32-bit it will not!

The fastest way to find out if your existing computer can run Win7 is to download and run the free “Windows 7 Upgrade Advisor” from Microsoft. Make sure your computer is connected to all your peripheral devices (and they’re turned on) when you run it. It should let you know what you will need to be aware of in the upgrade process. With my cough-cough, ahem-year-old Dell Latitude D820 configured with a 2.00 GHz Intel Pentium T2500 CPU, 3GB of RAM and a 320GB hard drive, it took about 5 minutes and only found a few issues that would need to be corrected prior to any upgrade. Microsoft also has a nifty help site to ease your way through the upgrade process.

If you decide to upgrade, Win7 comes in four consumer flavors, Starter (which will be found mostly on netbooks), Business (which handles remote connectivity), Home Premium (for average users) and Ultimate (for the geeks). You can explore them here, but Home Premium or Professional are the best choices for most Certified Legal Nurse Consultants.

Supposedly, Microsoft has expanded the security software and external hardware compatibility features of Win7 to avoid the issues they ran into with Vista. But I recommend you always search the Internet for information on particular programs before upgrading. For users with Win7 Professional and Ultimate, there’s also a cool XP mode that will allow those users to run applications that are XP but not Win7 compatible. I’ll get into features found in Win7 in a later blog. For today, I just want to let you know that Win 7 will be here before we know it.

As with any new operating system (or new car model for that matter), I wouldn’t rush out and buy it, or rush to upgrade to it, but once it’s here, we’ll be living with it for a long time. I’m going to wait and see how it shakes out before I make my decision.

Keep on techin’,

Tom

I’ve previously blogged about the fact that potential employers are searching social media to discover what people have posted prior to hiring them (and in some cases after they’re on the payroll). Tom has discussed the fact that photos posted on the Internet may contain metadata that includes date, time and even a GPS location of where the photos were taken. We’ve also explained how Certified Legal Nurse Consultants can use deep-web search engines to locate information about an expert or party who is not generally available on the Internet. I’ve also talked about whether legal nurse consultants (or parties involved in a lawsuit) should be blogging or texting about legal cases. Even your cashless toll-pay tag and the information from the computer that runs your car’s motor can provide relevant information. Now it’s time to tie it all together and discuss the potential discoverability of all those postings a plaintiff or defendant has made to Twitter, Facebook, MySpace and other similar sites.

In a lawsuit, almost all communications concerning the suit or its subject matter made by a party to anyone other than their attorney (and in some cases their spouse) are potentially discoverable. These social media communications may be used as a statement against interest, evidence of wrongdoing or character evidence. In the old days, paper records in the custody of a party were the primary source of discovery, but today discovery extends to all sorts of electronic communication.

In any case where the information may be relevant to a plaintiff or defendant, the social media communications of the parties may be discoverable and as Joe Friday used to say, “can and will be used against them.” There is no reasonable expectation of privacy in information generally available to the public. There may be such an expectation for information posted to a “protected” group on Facebook or Twitter where only “Friends” or “Followers” may see the info – but this hasn’t been fully hashed out by the courts. Two famous cases used photos posted on Facebook and MySpace to aid in sentencing of defendants.

The savvy Certified Legal Nurse Consultant should recommend to all attorney-clients that communications or other information relevant to the suit (or likely to lead to the discovery of relevant information) be requested from relevant parties (plaintiff or defense) through interrogatories, requests for production and requests for admission. This would include:

• The email addresses of all email accounts (business and personal) used by a party before, during and after the period relevant to the lawsuit;

• The domain names of any websites (business and personal) owned or operated by a party before, during and after the period relevant to the lawsuit;

• The user names and account information for any social networking sites that a party belonged to or interacted with (such as Facebook, MySpace, Twitter, etc.) before, during and after the period relevant to the lawsuit;

• The domain names or address of any blogs owned, operated or contributed to by a party before, during and after the period relevant to the lawsuit regarding the subject matter of the lawsuit;

• The domain names of any blogs posted to, or comments posted to any blog or similar website(s), before, during and after the period relevant to the lawsuit;

• Whether or not any information posted by a party was posted to a “password protected,” “by invitation only” or otherwise restricted website or portion thereof before, during and after the period relevant to the lawsuit;

• The account names and telephone numbers of any cell phone or other telecommunications account used or belonging to a party before, during and after the period relevant to the lawsuit;

• Names of any web browsers used or belonging to a party before, during and after the period relevant to the lawsuit;

• Names and addresses for any Internet service provider (ISP) used by a party, before, during and after the period relevant to the lawsuit.

An attorney may have to request copies of some of this data pulled from back-ups of the relevant computer systems and may need to request access to the computers of a party to obtain this information.

Finally, think about how you personally use social media. Anything and everything you post online, whether it’s a review of a product, a critique of someone or something, pictures of you, an email you send, a blog you comment on, etc., all are likely to be discoverable and may end up being used as evidence in cases where they are relevant.

If you use your social media wisely it shouldn’t be an issue – but as illustrated by the cases above, not everyone is likely to think before they post.

Success Is Inside!

For the first two months, nothing was happening. What was I doing wrong?

My husband said, “Give it a chance, Melanie. Let me help.”

He began calling the attorneys I had sent postcards to, and he got results. He booked me for presentations at law firms where I discovered that face-to-face interaction is my strong suit. Once an attorney agrees to a presentation, and I show what I can do, closing the sale is a given.

My first big client, however, came by way of a referral from my insurance agent. My agent’s neighbor is an attorney who referred his medical malpractice and personal injury cases to another attorney. That’s when I found out how useful it is to know people who know people who know people. He passed my name along, and I got a call.

“What can you do for us?” the attorney asked.

Boy, did I answer that question. Amazingly, their firm hadn’t used legal nurse consultants. Their paralegal was pulling her hair out, unable to provide what they needed.

In closing I asked, “When may I come to your office and show you what I can do?”

The Work Started Flowing and We Replaced My Husband’s Salary

I handle all of that attorney-client’s cases, including medical malpractice, personal injury and workers’ comp. This single attorney-client can keep me busy full time, but my goal is to grow big enough to hire CLNC^® subcontractors. We’re almost there. We have four attorney-clients now – and the work keeps flowing.

I say “we” now because my husband left his job and came to work for me full time as an office manager. That was one of the smartest moves I made. A disabled veteran, he’s able to take care of our children and still help with our marketing. He also answers the phone, which means an attorney gets a live voice, not an answering machine.

Being responsive is one important reason our business has grown so fast. We make $5,000-$6,000 per month and have already replaced my husband’s salary.

I Like Educating Attorneys – Once They Know You, They Need You

The most amazing thing happens when I give a presentation at a law firm: attorneys pay attention. I wow them with the CLNC^® services I can provide to help them win cases and they treat me as a professional. I use their feedback to refine my presentation for the next time I deliver it.

After attorneys learn what a CLNC^® consultant can do for them, they see the value. Later, when I actually work with them, they begin to rely on me in more and more areas, on more and more cases. Just recently, our biggest attorney-client emailed us to say we had become their best friends and they cannot function without us.

One thing I learned from Vickie is to hold my ground on nonmeritorious cases. That principle is working for me. After I review a case, my client will ask, “Melanie, what’s your recommendation? What do I do with this?”

If the case has merit, fine. I lay it out. But I sometimes have to say, “I understand that something bad happened, and your client is upset about it, but I don’t see merit here.” In the long run, the attorney saves money by not pursuing cases he can’t win.

My attorney-clients listen to me and respect my judgment. That makes me feel that my nursing experience and knowledge are making a difference.

While taking my CLNC^® training, I came up with the slogan we use in our marketing: We make you look best. My attorney-clients love it.

I Enjoy What I Do Every Day

Being a nurse is important to me, and my CLNC^® business makes me happy in many ways I never expected. I enjoy my attorney-client relationships. I enjoy feeling that I’m still helping people, even though it isn’t at the bedside.

On every case, I learn something new, which I can then use on future cases. That’s exciting. While I’m teaching my attorney-clients about medical records and the healthcare side of a situation, they’re handling the legal side and I’m learning from them, too. Together, we make a brilliant team. I help identify issues that will help them look good in the courtroom and win the cases that deserve to be won.

I also enjoy knowing that my children are not spending time at daycare. I used to feel guilty about leaving them, but now they’re getting the best care at home with their father. My CLNC^® business has positively impacted our entire family.

After serving his country in Iraq, my husband came home with limitations that make it hard for him to work outside the home. I created a job for him, and he’s a valuable asset to my CLNC^® business. No one could do a better job running the office, and I love working with him. This could never have happened if I’d stayed full time at the hospital. I’m proud that ours is a family business, that we can grow it together.

Recently, I’ve begun traveling for my attorney-clients, which is another exciting aspect of what I do. On one case, the attorney requested that I meet with his client who needed to be assessed for a life care plan. When I asked the attorney if he wanted me to find someone local to assess his client in order to save on travel cost, he insisted that I go myself because of the quality of my work. I was flattered. My office-manager husband made all the travel arrangements for me to fly in early one morning and come back the same day. This was a wonderful experience! I had never had a frequent flyer card before now. I feel professional!

We Keep Marketing Smart to Attract New Attorney-Clients Like Vickie Taught Us

One day we drove past a billboard for a law firm that specializes in personal injury cases. I told my husband, “We should call on them.” He called and booked me for a presentation.

That’s the sort of marketing that gets big results at low cost. This month we’ll be mailing out and following up on a hundred postcards, which is also low cost.

We offer a discount on the first case. Attorneys are like anybody else when it comes to saving money, they expect to get value for their dollars. The discount encourages them to take a chance, and it costs us nothing until a prospect actually hires us. We do a great job, the client is impressed and hires us again at our full rate. Marketing can be effective without draining your bank account – Vickie taught me that too.

Vickie Made It All Possible

I feel very lucky to have been trained by Vickie Milazzo. She’s amazing. When I came home from the CLNC^® 6-Day Certification Seminar, I told my husband, “She’s a tiny lady but powerful. She looks at you like you’re the only person on the planet. The world around her stops and she listens to you, giving you her time and all her attention.”

It has been a year now since my CLNC^® Certification. A very happy year. I think back to those first two months, when I doubted myself, and I have to laugh. My life has changed in so many wonderful ways since I became a Certified Legal Nurse Consultant.

Guest Blogger Profile

Melanie V. Paquette, RN, BSN, CLNC is co-founder with her husband of Paquette Legal-Medical Consulting Services LLC based in Texas. She has more than 13 years of clinical experience in emergency care, intensive care, level 1 trauma, cardiology, interventional radiology, neurology and has hospital and insurance experience as a case manager.