To get attorneys engaged during an interview, Certified Legal Nurse Consultants should ask questions. But not just any question will do. In fact, there is one question you never, ever want to ask. The moment a legal nurse consultant asks an attorney, “What do you need me to do for you? ” she instantly labels herself an amateur. That question pegs her as someone who has no clue what she’s supposed to do as a professional legal nurse consultant.
When we were kids, our parents and teachers told us what to do. When we were in nursing school our nursing instructors told us what to do. When we first started our RN hospital jobs our nursing supervisors told us what to do. The attorney is not your parent, teacher, instructor or supervisor. You are a professional consultant to the attorney, which means you’re supposed to know what to do. You are the one with the knowledge of healthcare that the attorney needs and you are there to teach, counsel and guide the attorney.
Before you talk to an attorney, be clear who you are, confident in what you can do and ready to discuss your legal nurse services like a CLNC Pro. Study your Core Curriculum for Legal Nurse Consulting® textbook. Research the attorney-prospect’s law practice and prepare to pitch your unique selling position (USP), specifically stating how your nursing experience will benefit that particular attorney and his cases.
If your goal is to be a successful Certified Legal Nurse Consultant, never casually ask any attorney “What do you need me to do for you?”
I’m Just Sayin’
P.S. Comment and share whether you’re guilty of asking the one question attorneys never want to hear from a Certified Legal Nurse Consultant.