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Legal Nurse looking for Business ideas

    • 9 posts
    June 16, 2007 10:46 PM EDT

    Hello...

    I recently started creating a Legal Nurse Consulting business that is taking my career to a whole new interesting, creative and energetic level! 

    I have started my business setup, marketing tools, and a website.  I have also done some small projects for attorneys, of a few hours of analysis work, or educational projects for their clients.

    Going from nursing to business has been an interesting challenge, and I am finding that attorneys are surprised that I actually have a consulting fee, and try to tell me that "I thought you would do this for free because I am helping you with your business". 

    I would appreciate any comments about my website, and suggestions about improving my marketing/sales approach, to be able to get the appointment, and the case ... and get paid!

    Thank you!

    Audrey Friedman RN, OCN, CLNC

    Friedman Certified Legal Nurse Consultants

    http://www.FriedmanCLNC.com

    ---
    Audrey Friedman RN, OCN, CLNC
    Friedman Certified Legal Nurse Consultants
    "Helping You Find The Answers"
    Denver, Colorado
    Tel 720-535-9598
    www.FriedmanCLNC.com

    • 9 posts
    June 17, 2007 9:49 AM EDT

    Steve,

    Thanks for your reply...

    Legal Nursing is relatively new... but only in this form.  Nurses have worked for attorneys individually, or as nurse paralegals, or in insurance forms, but in the role of admin management positions.  Actual certification and courses only started about 10 years ago, and is gaining momentum.  It was new to me too.  I never even heard about it until about a year ago when another nurse I knew was going through the course.  It is a perfect fit for me I found... for my love of teaching, research, broad perspectives, and still medicine.  There isn`t one person I know as a collegue that hasn`t told me it is a perfect fit.

    I started my marketing plan with what was suggested by the program I did for certification (www.legalnurse.com), and talked with some of the mentors there... I developed a promo package (black folder, with gold line on front and place for my business card on the front.  On the inside, I placed an intro letter with 3 brief paragraphs: intro myself, and if I was referred by someone; my experience briefly (4CV pgs into 1/2 paragraph), and then a paragraph about how I can help.  I also include a sample product (one page of a sample report), a brief one page CV review of highlights that would pertain to Legal Nsg, my newsletter, and usually a little extra... a bus card magnet, or what I am using now... a wallet health ID card that I designed as my business giveaway.

    My primary potential client would be attorneys.  I can also do analysis or medical work for insurances, or corporations, hospitals looking to improve to plan for legal issues, or improve quality issues.  I can also talk to any business group about health issues (lunch topics usually) ie Living Wills, etc.  I have been focusing on attorneys because I would really like to get experiences in real cases and different kinds of cases and because it is now the core of what I would like to do and the few cases I`ve done, I really like the work.  I love the educational pieces, and I would like to do them as entry pieces, intro pieces, community service pieces, and because I love them.  I`ve also thought about teaching individual courses at our community `Colorado Free University` where people in the community teach courses on anything, literally, from business to computers, to cooking.

    I usually pick 4 attorneys, or one firm that I have been referred to, or that I have researched in my area.  I look at the websites and the attorney`s bios and look for links that I can connect with them.  About 7-10 days after I send them out, I call the attorney.  I`ve usually get past the secretary into the attorneys voice mail... and leave a brief message saying who I am, referring to the package and that I would like to meet with them.  I`ve never talked with one.  I have sent out a newsletter the next month.

    The two attorneys I have worked for have been referrals, but both have balked when I start to talk about the fee agreement.  My course talks extensively about this, with guidelines, and ideas... but I don`t think I want to not work at the beginning.  I have accepted small offers, if the attorney agrees to keep my name on the education piece, or get me a date as a speaker at their assoc meeting.  Or I have agreed to 4-5hrs sample work for one attorney (which I won`t do again, because after 3 months I never heard back from him).

    I am finding the transition from nursing - talking to anyone/anywhere/anytime/in whatever they are wearing because they`re in a hospital bed to business - talking to people in business seems more intimidating, although in the hospital, I was rather a chatterbox, and people laughed all the time.

    For resources, I am using my Legal Nurse mentor group, the Legal Nurse association, reading "the Little Red Sales book". I also go to women`s business networking groups, and one general business networking group.

    Once people start listening... they are excited about what I do.  I met the attorney for the ed piece for coffee... and we were there 3 hours!

    But I think I need to learn another approach into the office/attorney/client... and how to get to a closing...

    Thank you! I`ll look forward to what you think!

    Audrey

    ---
    Audrey Friedman RN, OCN, CLNC
    Friedman Certified Legal Nurse Consultants
    "Helping You Find The Answers"
    Denver, Colorado
    Tel 720-535-9598
    www.FriedmanCLNC.com

    • 9 posts
    June 20, 2007 12:05 PM EDT

    Hi Steve and Craig...

    Thank you for your posts.  Your questions really had me thinking... I wanted to take a day or two to think about it before I wrote again.

    I think I had no idea how to really explain what I did before and so used the `text` given.   I thought about the conversations I had with friends once I got past that introduction...

    These are some of the things I say in those conversations and that came to me yesterday as I was thinking about your question...

    What are the biggest questions you come across in your medical cases?

    I can help you understand the story behind your medical cases. Do the records make sense? What is missing? What questions should you ask? Help you understand the medical words and treatments noted in the charts.  What are things you should be on the alert for in the case?

    I can help any company that works with medical issues...attorneys  insurance agency, medical or corporate office. I can help design educational materials for your clients, the jury, and your staff.

    No one understands the medical world... like a nurse!

    I`ve also sent you some things at your email address.

    Thanks!

    Audrey

    LegalRN2007-6-20 17:6:2

    ---
    Audrey Friedman RN, OCN, CLNC
    Friedman Certified Legal Nurse Consultants
    "Helping You Find The Answers"
    Denver, Colorado
    Tel 720-535-9598
    www.FriedmanCLNC.com

    • 9 posts
    June 20, 2007 7:02 PM EDT

    Craig...

    WOW!  Your understanding and description of this role is so eloquent. I even found myself glued to every word.

    I am finding it amazing that such a simple statement, as "Say it in your own words..." can be so powerful.

    Thank you for  your suggestions... it is really helping me rethink how I present my `script`, and lead into this conversation.  I still have more homework to do!

    And, I have to say, these emails have really spurred my excitement about growing my business...

    Thank you... I`ll keep you posted.

    Audrey

    ---
    Audrey Friedman RN, OCN, CLNC
    Friedman Certified Legal Nurse Consultants
    "Helping You Find The Answers"
    Denver, Colorado
    Tel 720-535-9598
    www.FriedmanCLNC.com

    • 9 posts
    June 20, 2007 8:49 PM EDT

    What color?

    ---
    Audrey Friedman RN, OCN, CLNC
    Friedman Certified Legal Nurse Consultants
    "Helping You Find The Answers"
    Denver, Colorado
    Tel 720-535-9598
    www.FriedmanCLNC.com

    • 9 posts
    June 23, 2007 8:57 PM EDT

    Hi...

    Thanks for all the suggestions... they have really been changing how I am thinking about my roles...

    I`ve updated the website, but I think the pages about the CLNC services, and my CV could be shortened.  I`ve included a link to the Open Directory that has a pageful of sites for other CLNC`s as a reference to what is out there.

    http://dmoz.org/Society/Law/Services/Medical/Legal_Nurse_Con sultants/

    One CLNC I read about on our CLNC newsletter talked about how she basically cut all the description down to... "I will tell you `the Good, the Bad and the Ugly` about your case."  Now attorneys call her wanting her `GBU Report`.

    Wow.

    I`m looking forward to next week and getting started!

    Audrey

     

     

    ---
    Audrey Friedman RN, OCN, CLNC
    Friedman Certified Legal Nurse Consultants
    "Helping You Find The Answers"
    Denver, Colorado
    Tel 720-535-9598
    www.FriedmanCLNC.com

    • 9 posts
    August 1, 2007 3:43 PM EDT

    Hi Shelley (Nice to meet you!), and Craig,

    The talks are a great idea.  I`ve started doing those as well.  I just did a talk yesterday to a Rotary Club on health issues, and am planning a talk with our local Hadassah as well.    I`m also meeting up with an old friend from a `Get Clients Now!` course I did, who is an image consultant, and does a lot of work with attorneys in town, about networking ideas, and referral ideas.

    I am a big believer in diversifying my plans and actions and planting seeds everywhere. Even if its a group I do a health talk to and not a legal talk, I still tell about what I do, and its impact - and you never know who is in the audience.

    Thanks Shelley for the lead about the LNCExchange Yahoo group - I`ll look into it tonight.

    Hope you both have a great week!

    Audrey

    ---
    Audrey Friedman RN, OCN, CLNC
    Friedman Certified Legal Nurse Consultants
    "Helping You Find The Answers"
    Denver, Colorado
    Tel 720-535-9598
    www.FriedmanCLNC.com

    • 2 posts
    August 1, 2007 2:56 PM EDT

    Audrey,

    Hello! I`d like to proudly introduce myself as another successful CLNC!

         One of the best networking resources I have found was through a yahoo group, believe it or not! It`s known as LNCExchange. This is not only a large network of other legal nurse consultants, but a compilation of others in various aspects of the medical field along with several attorneys. I believe the last count was over 800 members.

         Your input on particular case scenarios proves to be a valuable asset in this forum. The collaboration between peers is an informative and educational jackpot! There are many discussions related to various health topics, case scenarios and policies that may have impact on the potential outcome of a case.

         I have relied on others in the group for ideas on marketing strategies and more, considering my newly established business needed a `boost` in the right direction as well.

         Regardless of how professional your website may look, the key to aquiring clients is through the sound of your voice. 

         As for myself, I had sent out many information packets, followed up with phone calls and finally established an invitation to speak at the local attorney bar meeting.  In doing so, I presented my material with a face, a smile and the attitude of determination that you cannot convey over the internet.

         One of my next ventures, is to aim my marketing in another area, sending out invitations to a conference pertaining to "...the utilization of CLNC`s in your practice and the substantial impact they make on your case." I have booked a conference room at a local hotel that is convenient for the attorneys not wanting to travel a great distance. Since all of the ammenities are provided by the hotel, it is rather cost efficient and a great way to meet new attorney-clients! I will raffle off several gifts that are appealing to their needs, perhaps briefcases, medical books, and a free narrative report. Attendance gifts will be given also(coffee mugs and pens with my company name and logo).

         I wish you the best success in your career!

    Shelley Gilkey, RN, CLNC

    ---
    "Our greatest reward is client satisfaction."
    Shelley Gilkey, RN, CLNC
    Southeastern Ohio Legal Nurse Consulting, LLC
    Middleport, Ohio 45760

    Office:740.992.0313
    Fax:740.992.2823
    http://www.seohiolnc.com

    • 2 posts
    August 2, 2007 12:30 PM EDT

    Craig,

    Many of our professional relationships are developed through presentations at health conferences, legal conferences and many other situations. One marketing prospect is to assist with the registration processes at legal seminars which may pertain to medical issues.

    I have recently updated my website and would like honest input regarding the layout and overall structure. It is hard to judge myself!

    Thank you,

    Shelley Gilkey, RN, CLNC

    www.seohiolnc.com

     

    ---
    "Our greatest reward is client satisfaction."
    Shelley Gilkey, RN, CLNC
    Southeastern Ohio Legal Nurse Consulting, LLC
    Middleport, Ohio 45760

    Office:740.992.0313
    Fax:740.992.2823
    http://www.seohiolnc.com

    • 27 posts
    June 17, 2007 4:01 AM EDT
    Audrey

    what a fascinating business? Is this a relatively new concept - I haven`t
    come across it before.

    I`ll be really interested in trying to help with the sales proposition and
    process if you can let me have an overview of how you approach potential
    clients, present your proposition and then close.

    ---
    Serious about focussing your business on customers?
    visit us at http://www.frontofficebox.com

    • 27 posts
    June 18, 2007 9:58 AM EDT
    Audrey

    can you tell me in your own words, not stuff from the course, who
    benefits from what you do, why and by how much?

    This isn`t a trick question. It`s meant to help me understand where the
    winners are. Then maybe (?) between us we might be able to figure out a
    strategy and tactics you`ll believe in.

    If you would like to, please send me a copy of the material you present to
    potential clients at steve@frontofficebox.com.

    No promises of success, but I`d really like to try and help.

    Steve

    ---
    Serious about focussing your business on customers?
    visit us at http://www.frontofficebox.com

    • 27 posts
    June 21, 2007 8:56 AM EDT
    Audrey

    Thanks for your interest.

    First off I absolutely agree with Craig about the intermediary role. He’s
    expressed this in terms business people will understand. Now if only we
    can find a way of expressing this in terms lawyers will understand!
    I also agree with the points he’s made about your web site so don’t have
    anything to add here.

    What I do want to do is focus your thinking on who benefits in which ways
    and by how much. Then get you so comfortable with your value
    proposition that you are happy to get in to pitching it to anybody in any
    circumstances. When we’ve achieved this, we can set you up with a set of
    positive processes/tactics for getting the biggest bang for your sales
    buck.   It’s so much easier to be politely aggressive in your presentation
    when you understand your value. It’s also much easier to paid for
    delivering it.

    My first recommendation supports the thoughts you’ve already expressed
    about focusing on business with lawyers. I absolutely agree with this and
    suggest you stop talking about hospitals etc. You can adapt your
    proposition for other markets more easily once you’ve proved its success
    with lawyers.

    My second recommendation is you think hard about the end result of
    your efforts and who benefits. I’m neither lawyer nor clinician but can
    make a stab at what this might look like. You’re able to express medicine
    in legal terms and law in medical terms. This to be a value to the side
    you’re working for, helping the lawyer to understand both opportunities
    and risks arising from the medical records. So what can the lawyer
    achieve with your help? Maybe
    1) faster resolution of disputes - getting a resolution as quickly as
    possible reduces costs and risks for everybody
    2) maximize opportunities for compensation by understanding the other
    side’s weaknesses at the beginning of the strategy/planning stage
    3) minimize the risks of opponents taking a position which hasn’t already
    been anticipated and planned for.

    I’m sure you can express these, and others, more clearly than I can but -
    here’s my summary - with your help lawyers will win higher levels of
    compensation, for more clients, with less time and effort, and at lower
    risks.

    Now it that’s true, why wouldn’t they want to work with you, and share
    those benefits with you in terms of your fees. And also if it’s true, why
    would you be saying anything else?

    My third recommendation is you do whatever it takes to get a lawyer to
    help you refine the words you use in your proposition, how you create
    context for it and how you respond to challenges/objections. If you can’t
    find a friendly lawyer amongst your networks I can suggest some
    approaches which might get you a hearing with people you currently
    don’t have a relationship with.

    My fourth recommendation is you spend a modest amount with a
    professional copywriter. These people specialize in getting messages
    across in the fewest words possible. You’ll be so much more comfortable
    when you know which words to use, to press which buttons.

    I could make a number of other suggestions about how to approach,
    pitch and close but this post is already too long. We can get to these
    later, if you think my ideas above are relevant to your business.
    Steve

    ---
    Serious about focussing your business on customers?
    visit us at http://www.frontofficebox.com