Yesterday I received an email from a CLNC® student wanting to know if she should market to attorneys in her area before she completed the CLNC Certification Program. She wanted to assess which attorneys are interested in hiring her as a Certified Legal Nurse Consultant.
How often in your legal nurse consulting business have you had a client, either a medical malpractice or personal injury attorney, who needed the report yesterday? If you’re like me, one time is one time too many. In the legal nurse consulting business a “yesterday” deadline is no fun for you, and it’s not good for the attorney either.
This year the CLNC Mentors and I have spent a lot of time exhibiting with Certified Legal Nurse Consultants at legal conferences throughout the U.S. You could say we’ve talked to a lot of attorneys.
Here we are deep in the final stages of seminar season and by now I should be a packing expert. Today though, I feel like an amateur. This trip I forgot to pack my underwear. Luckily I’m in Las Vegas ☺. This is the second time I forgot to pack underwear for Vegas and Tom is starting to believe this is just an excuse to go shopping.
We’ve all been taught that what’s on the inside is much more important than what’s on the outside. But contrary to what the experts say, I believe what’s on the outside just might be as important (or even more important) than what’s on the inside.
Over the years, I have become acquainted with the attorneys in one of my oldest attorney-client’s law firm. It’s a large multi-specialty firm. I always find out who the other attorneys in a firm are and contact them, just to introduce myself and let them know I’m working with one of their colleagues. Of course I let them know what I do as a Certified Legal Nurse Consultant and put a bug in their ear that they too can use my CLNC services. One of my most memorable cases came from working with an attorney in the family law department.
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.
When you step out to become a CLNC consultant you’re making the first and most important decision in your new career as a Certified Legal Nurse Consultant. But stepping out also requires that you step up. This means that you’ve got to step up and embrace new thoughts to see yourself as a successful Certified Legal Nurse Consultant. Then you have to step up and embrace discomfort as you study the CLNC Certification Program and learn all kinds of new information that will challenge what you think you know.
While attending the NACLNC Conference I was reminded to keep marketing even when I have cases. Vickie’s conferences always get me motivated and ready to go! When I got home still revved up, my thoughts turned to how to get our CLNC business on more attorney’s radars. I started hearing on the news about one of our local active DA offices. This DA seemed to attract a lot of media attention. The idea hit me that maybe we could help! I talked with my partner, JoAnn, about volunteering to do a case. Giving back to our community would benefit the DA’s office and we would continue to build our CLNC skills.
I completed Vickie’s CLNC Certification Program after a local attorney suggested that I look into legal nurse consulting. I had recently torn an article about legal nurse consulting out of my Nurse Practitioner Journal. I considered those two coincidences to be a sign. What a sign it truly was!