How One Certified Legal Nurse Consultant Gets Past the Gatekeeper Every Time (Almost)

Gatekeeper means exactly what it suggests – the job of the gatekeeper in any business is to manage who gets to enter the gate – or not. Certified Legal Nurse Consultant Jane Hurst, RN, CLNC, shares her secret recipe for getting through the gate:

“When I’m not able to speak to an attorney the first time I call a law firm, I ask the name of the person answering and also ask for the attorney’s paralegal or assistant’s name. Then, when I call the second time, I can hopefully throw off the gatekeeper by sounding like I’m already consulting with the attorney. The trick is to come across like you’re calling an existing attorney-client. It’s amazing how many times this simple strategy works with the law firm’s gatekeeper.”

Jane’s Secret Recipe:
1 part bluffing
1 part well-rehearsed script
1 heaping dose of self-confidence

Directions: Combine the bluffing, script and self-confidence in a large mixing bowl. Stir until you can’t tell whether you’re really calling an attorney-prospect with information on a case or just trying to get through to a new attorney-prospect. You may have to adjust the cooking time, temperature and proportions to be convincing. Repeat PRN for the best results.


CLNC® consultant: “Hi, this is Jane. Is Tom in today?”
Gatekeeper: Either puts you through or asks what it’s concerning.
CLNC consultant: “I have some information for him.” or “I’m calling him back with some information.”
Gatekeeper: Either puts you through or asks what case it’s concerning.
CLNC consultant: Be direct and professional and say, “I told him I would call.” (This is a true statement because my marketing materials state I will call in a week to discuss how I can help him win cases.) When you get the attorney on the phone go into marketing mode.

Thanks for sharing your recipe for CLNC success with us, Jane! Now I understand why you’re the first international Certified Legal Nurse Consultant.

I’m Just Sayin’

P.S. Comment here and share your own recipe for getting past the gatekeeper.

2 thoughts on “How One Certified Legal Nurse Consultant Gets Past the Gatekeeper Every Time (Almost)

  1. Thanks so much for this approach. My average is 1 appointment for 10 phone calls. This approach got me past the gatekeeper much quicker today with an interview, and the first thing they asked was do I do IME’s?

    This is my most concerning challenge at the moment – so keep sending those tips on how to get past the gatekeeper!!!! Once I have an interview appointment, I can take it from there.

  2. After 40 years of hospital based nursing, I am now CEO of “Barrister Legal Nurse Consulting”. As I have taken this new endeavor head on and full time, I am diligent in following Vickie’s advice of “doing one thing daily” for my business.
    I do not have a problem establishing a good rapport with gatekeepers, but I am learning very quickly that the attorneys make their appts and NOT the guardian answering the office phone. Thank you Jane for sharing your recipe for reaching the attorney. I have scheduled 6 attorney appointments within the next 2 weeks!

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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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