Is There a Skip in Your Record or Just in the Song in Your Head?

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!

P.S. Click here to comment and tell me about your own experiences with looping and skipping (but only tell me once).

One thought on “Is There a Skip in Your Record or Just in the Song in Your Head?

  1. Vicki,
    I am so happy I went with you for my CLNC® career. I didn’t get an interview with this attorney – just did what you said and told him what a great job he did on the radio the day before. Over one month later I received a letter from that attorney personally signed that thanked me for the compliment and said my information was in his file and he definitely planned on using me. There are so many tracks this marketing can take you. I plan to send him a teaser sample work product in about a month and keep in touch in a casual manner until I nail him.
    You are a genius!

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*The opinions and statements made by Vickie Milazzo, the founder of Medical-Legal Consulting Institute, Inc. are based on her experiences and expertise, should not be applied beyond the specific context provided, and do not guaranty or project actual results. Vickie Milazzo is no longer involved in the operations or management of the business, but is involved as an independent education consultant.

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