How Much Time Are You Willing to Give as a Certified Legal Nurse Consultant?

Certified Legal Nurse Consultants engage in a variety of communications with a variety of people. We discuss cases with our attorney-clients, CLNC® subcontractors and attorney-prospects. The key to having an effective conversation is not just listening, but also engaging and knowing when to end. One of the Institute’s customer service representatives told me about the time he spent almost an hour speaking with a prospective CLNC® consultant. He listened to her talk about her life, family and dissatisfaction with her current nursing position. They talked about legal nurse consulting and the freedom it provides and they just talked, but according to Evan, he did a lot more listening than talking.

At one point, the prospective CLNC® consultant asked Evan, “Does Vickie have a policy that you cannot end a conversation?” Evan laughed and responded, “We have a lot of policies and procedures, but we sure don’t have a policy on that – we’re here for you. As long as you want to talk, we’re here to listen.” Soon the conversation ended with the woman on the path to becoming a Certified Legal Nurse Consultant. But it might have ended with the woman staying a prospect.

Either way, we’re willing to do what’s important, that is to invest the time to listen, whatever the outcome. This strategy works with attorneys too. When you’re interviewing with a prospective attorney-client, the conversation may take different and varying paths. You want to keep it focused, as much as you can, on what you can do for the attorney-client. But at the end of the day, you need to be agile enough to abandon your script and go with the flow. By listening to what the prospect is saying, as well as what they’re not saying, for as long as they need.

Make it your personal policy to be willing to listen for as long as it takes and you’ll see the rewards for your legal nurse consulting business.

I’m just sayin’

P.S. Comment here and share the longest amount of time you’ve spent listening to an attorney-prospect before closing the conversation.

One thought on “How Much Time Are You Willing to Give as a Certified Legal Nurse Consultant?

  1. I try to keep a time limit of one hour when presenting a case to attorneys and allow time for questions. We had a big case to present and after an hour, one attorney continued to ask questions while the other attorney was trying to get up and leave, but stood and waited to hear the answers. The paralegal came in and gave the standing attorney messages. I was patient in taking the time to listen to their needs and understand the facts presented. A few weeks later, the case settled and they were very happy with the work I did for them. So I agree, as long as it takes to meet their goal – then we both win.

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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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