NEWS FLASH
Vickie Advises the Readers of Ladies' Home Journal
RNs across our country shared their inside tips for navigating the healthcare system in the July 2002 issue of Ladies' Home Journal. Writer Hallie Levine interviewed Vickie and other RNs — the real experts on health — to find answers to questions like, "How do you find the right doctor?"
One of Vickie's tips to the magazine's 4,100,000 subscribers is, "Don't hesitate to dump your doctor if she refuses to listen to you. No one knows more about your own body than you do. If your physician isn't willing to pay attention to you, chances are she isn't giving you good medical care. After all, diagnosis is ninety-five percent listening and five percent medical tests and exams."
Check out the July Ladies' Home Journal. You'll love this article full of wise advice from Vickie and your RN colleagues.
Make the Most of Your FREE Mentoring with These Guidelines
All students and CLNC®s rate the mentoring they receive from the Institute's CLNC® Mentors as their favorite FREE benefit. As a CLNC® or student of the Institute, you are not left to figure everything out on your own. Our CLNC® Mentors guide you in starting and growing your legal nurse consulting practice.
We can brainstorm ideas with you and review your CLNC® marketing materials or business practices. Our goal is to help you avoid mistakes and face each new challenge with confidence. Of course, the Institute cannot actually do your work for you. For example, we can't locate an expert for you, but we can answer your questions about how to find an appropriate expert for a particular case.
Our FREE mentoring is available at 3 different levels as long as you remain certified:
Level 1 — VIP Success System:
You have FREE unlimited priority mentoring.
Level 2 — Executive Success System:
You have access to FREE mentoring up to twice a month.
Level 3 — Basic CLNC® Certification(Home-Study or 6-Day Seminar):
You have access to FREE mentoring once a month.
Each time you want to receive mentoring, simply contact the Institute toll free at 1-800-880-0944 OR email us at mail@LegalNurse.com. We have a family of trusted CLNC® Mentors in many nursing specialties, and we will match you with the right one to address your issue. Please do not call or email our CLNC® Mentors directly. Each mentoring request must be made through the Institute.
The Institute is committed to meeting your mentoring needs, and we respond to your calls and emails within 24 hours, Monday-Friday during business hours. If you have a question about your marketing materials, we will review your materials within two business days. We are here to help you make your career as a Certified Legal Nurse ConsultantCM a rewarding success.
Vickie's Incredible Pros are invited to join her for our first quarterly VIP Power Hour, Tuesday, July 9, 2002, 7:30 pm CST. Our topic for this exclusive VIP chat will be MAGICAL MARKETING. All VIPs will be contacted via email and given their password to enter the chat. If you would like to participate in the VIP Power Hour and you are not yet a VIP, call 1-800-880-0944 and take the step to CLNC® certification as a VIP. Many more benefits await you. VIPs, be sure to join us online. This is a great opportunity to network with Vickie and your fellow VIPs!
CLNC® SUCCESS STORY
My Persistence Netted Me "My Biggest Fan"
by Suzanne Arragg, RN, BSN, CLNC
I have been a registered nurse since 1985, but four years ago my path began a slow and steady 180-degree turn. I'd been the director of nursing services in a skilled nursing facility (SNF) for just under a year, when my dad spotted a classified ad in our local newspaper. A defense law firm was seeking a nurse consultant. I later learned that this firm was legal counsel for 3 of the top 5 long-term care corporations in the country. My initial response was, "I don't have that kind of training."
As you may know, my director position included being on call 24 hours per day, 7 days a week. Besides this grueling job, I was going through a nasty divorce and had primary custody of my three children, ages 4, 6 and 8, with no child support. To top it off, I found out I needed a hysterectomy for a pre-cancerous condition. I was depressed, sleep-deprived, stressed, short-tempered, financially upside-down and in debt. A financial advisor told me there was no way I could retire, even with Social Security. I felt like I was on a sinking ship.
Three weeks after my dad showed me the ad, I submitted my resume. I figured I had nothing to lose, and it's always good to keep my interviewing skills fresh. My colleagues at the skilled nursing facility saw the same ad and had submitted their resumes, too.
My Persistence Landed Me the First Interview
I knew consistent follow-up was a MUST, once you submit a resume. Over the next three weeks, I had two pleasant conversations with the chief partner's legal secretary, who told me he was in trial and to keep calling, and I left two voice mail messages for him. Finally, he called me.
At the first interview, we agreed on my hourly rate (more than I was then making), and I left with my first long-term care case. Needless to say, my colleagues never got a call and were shocked at my success (especially since they had 15 years' experience on me).
This first case was voluminous — more than 30,000 pages of medical records spanning 20 years. I worked with the chief partner and one of his associates through the entire legal process. My tasks included organizing and reconstructing medical records, analyzing the medical records, defining standards of nursing care, identifying state and federal regulatory deficiencies, identifying appropriate testifying experts, educating the attorney, assisting with trial preparation, and developing and designing demonstrative evidence used in the trial, just to name a few.
This was the most rewarding experience of my entire nursing career. I was intellectually challenged, and there was nothing mundane about the medical-legal process. I was so impacted by this challenging experience I was convinced this was my future and a way to achieve income to get out of debt. With my parents' support, I attended Vickie's CLNC® 6-Day Certification Seminar and became a CLNC®.
The day I got home from the seminar, I called the attorney, who had just received the jury verdict: We had won this landmark case. I was ecstatic and he was absolutely thrilled. He couldn't thank me enough for educating and assisting him while providing my nursing expertise. He said he would refer ALL his cases to me. I thanked him profusely and informed him of my new CLNC® status. Today, he and I have a term of endearment for each other: "My Biggest Fan!"
Vickie's Certification Is the Difference in My Full-Time Success
Vickie's course and manuals expanded my limited understanding of the LNC's role, helped me improve my reports and presentation style, and provided me with the business strategies needed to become an independent business owner. Vickie is incredibly motivating. She knows how to speak to a nurse's heart. Her endless energy emanates through her words. I, too, have made a commitment to maintain an upbeat and positive attitude in my life and in my business. This attitude encourages my attorney-clients as well.
I continued to work as a director of nursing services in another skilled nursing facility and ran my part-time CLNC® business from home. In the last year, I have been able to buy a home, provide for my three children, including enabling them to participate in sports and many other extracurricular activities they couldn't enjoy previously, reduce my debt and eliminate financial dependence on my parents.
Over the last 6 months, my business income has increased 2½ times over last year. I continue to perform the same services I started with, plus attending mediation conferences, assisting in preparing MD and nurse testifying experts, and participating in risk management seminars for long-term care corporations. My first attorney-client is still my biggest fan — he gives me a full-time caseload and has referred me to many other defense and plaintiff law firms for whom I have worked. I have consulted on more than 60 cases and currently have 30 active cases and I subcontract to 3 RNs who organize and summarize medical records for me.
My number one rule for securing repeat business is being open to and listening for the attorney's need in each and every case I accept. "Attorney-specific, case-specific," is my motto!
Last November, I reached my goal of quitting the SNF and becoming a full-time CLNC®. In December, I held a wine-and-cheese open house to celebrate the opening of my new office and share my success with friends and family, current and potential attorney-clients.
I have always had a deep faith in God and commitment to prayer. The Lord has blessed me with the ability to discern what is important in my life and given me the strength to work hard and learn all I can. Rebounding from divorce, depression and financial inadequacy has been tough, but I have grown tremendously as a person. Vickie's course had loads to do with this change in my life.
I have found a challenging and rewarding lifestyle that will enable me to help my three children through college. Last year during my transition from part-time to full-time, my legal nurse consulting revenues were $85,000. This year I anticipate grossing $200,000. I can DO the things I've only dreamed of doing when I RETIRE! Thank you, Vickie, for giving me the motivation and education to become a successful CLNC®!
EDITOR'S NOTE: When Suzanne Arragg, RN, BSN, CDONA/LTC, CLNC first submitted her CLNC® Success Story to the Institute, her CLNC® practice, SEA & Associates Medical Legal Consulting, Inc., had achieved a level that seemed incredible to her. In just four years she had zoomed from $85,000 a year as a part-time legal nurse consultant to more than $200,000 a year working full-time and subcontracting with four CLNC®s.
Two short years later, Suzanne's business has increased its size by adding more office space, two employees and another CLNC® subcontractor. As a result, her firm has doubled its revenues. We interviewed Suzanne and one of her subcontractors, Katherine Anderson, RN, MN, FNP, CLNC, for an update on this outstanding success story.
LNC Ezine:
Suzanne, your CLNC® business continues to experience phenomenal growth, which means you not only attract new business, you also retain loyal attorney-clients. What sort of magic do you use to make that happen?
Suzanne:
I was fortunate that my first attorney-client took me under his wing. He was so impressed with my work that he spread the word to his associates. You can't beat word-of-mouth promotion. When his associates called me, they were already sold.
I believe the secret to keeping clients happy – and willing to promote your CLNC® services – lies in maintaining an upbeat, positive attitude. You have to address the attorney's specific need, that's a given, but you'll make a better overall impression by always appearing confident, cheerful and optimistic. That's something I learned from Vickie.
Another thing I learned is the importance of bringing the right people together on your team. You need excellent subcontractors, like Katherine, and first-class employees who have an interest in making the business succeed.
My clients say, "Suzanne, you get it." In this industry, success is all about "getting it."
LNC Ezine:
Katherine, what do you see as your role in Suzanne's evolving success story?
Katherine:
Working with Suzanne is a wonderful win-win situation. I feel fortunate that we were able to link up. I know I'm contributing to her business today at even higher levels than when I started because I've learned so much from her.
Suzanne:
Katherine brings a higher degree of analysis to my business. She's a master's level nurse practitioner in family practice, as well as being a CLNC®. Not many nurses have her qualifications. In turn, I complement her analysis because I have the picture of the causation issues. I mentor her on what to look for and what the attorney needs from us.
Katherine:
I love putting the whole physiological picture together. And Suzanne, having been a director of nursing, knows the regulations. When we write our reports, we know where the violations are, and we can back them up.
LNC Ezine:
It sounds like you work well together. What marketing strategies are you implementing to bring in new business?
Suzanne:
We recently finished a presentation for paralegals and attorneys, teaching them how to navigate a medical record. Specifically, this seminar explored laboratory tests – the clinical issues and types of laboratory tests pertinent to a chronology. You can't include every test, or you'd have a 1,000-page chronology. You have to look for the key issues.
That seminar had a superb outcome: The attorneys want more.
LNC Ezine:
Growing so fast, how do you find the time to make such presentations?
Suzanne:
In addition to working with four excellent CLNC® subcontractors, I hired two full-time employees. My first employee is a medical paralegal. She brings a unique contribution to the firm because she worked in a medical office as a CMA for 20 years. She understands medical terminology or knows where to find the definitions, which means I don't have to train her in that area. She transcribes for me and prepares chronologies. She's also my personal assistant. My second employee is my administrative assistant.
LNC Ezine:
As a business manager, how have you incorporated these employees into your CLNC® practice?
Suzanne:
My philosophy is that a close-knit team makes you successful. You treat the people you work with like family, while maintaining a business relationship. You treat them with respect. You understand when they have a rough day, yet you expect a high level of participation and results.
Katherine:
Working with Suzanne's employees is a pleasure. I feel like I'm part of a family.
LNC Ezine:
How has Vickie Milazzo Institute contributed to your success?
Suzanne:
There's no other program out there like Vickie's. She and the Institute provide all the tools I needed to get started. She shows us how to make our CLNC® practice fun and rewarding, not only financially but in other ways.
I landed my first client several months before attending the CLNC® 6-Day Certification Seminar and becoming certified. My nursing experience served me well in handling that first case, but the CLNC® Certification Program taught me the business strategies I needed to become a successful independent business owner.
LNC Ezine:
What specific strategies have been most beneficial to your CLNC® business?
Suzanne:
At the 6-Day Seminar, I learned techniques to improve my presentation style and reports. Vickie also taught me the value of developing a team of CLNC® subcontractors who add their experiences and expertise to my business. It takes those sound business strategies to handle the kind of rapid growth we've enjoyed.
LNC Ezine:
You've given Vickie credit for "speaking to your nurse's heart." How important is that kind of inspiration to you?
Suzanne:
In building a business, it's easy to get discouraged. So I attend the NACLNC® Conferences and Vickie lifts me up again. I also hear success stories from other CLNC®s and gain new insights. Vickie encourages us and shows us new perspectives.
Vickie walks the walk. She's an inspiration, not only as a nurse who pioneered a new industry but also as a keen-minded, successful business woman who openly shares her secrets with us all. Vickie lives her motto, "Revolutionizing Nursing Careers One RN at a Time."
I'm a categorical example of one of those careers Vickie revolutionized. Six years ago I was depressed, financially stressed and riding a sinking ship. Today I love my life. I love my career. I spend time with my children. I consistently bring in a comfortable six-figure income – and it just keeps getting better.
Suzanne E. Arragg, RN, BSN, CDONA/LTC, CLNC, a CLNC® Mentor, is the owner of SEA & Associates Medical Legal Consulting, Inc. in California, specializing in long term care cases.
Katherine Anderson, RN, MN, FNP, CLNC is a consultant with SEA & Associates Medical Legal Consulting, Inc. on long term care cases.
This depends on your relationship with the individual attorney. If you've worked for her firm in the past, the answer is "Yes." However, if you don't have an existing relationship and are simply prospecting for business, the answer is "No, unless you have a contact or referral." Unsolicited email and faxes may be worse than annoying. They are both forms of "spam" and in some states they are actually against the law. They can hurt, rather than help, your marketing success.
Consider using the HWIR (pronounced hi-wire) or "How Would I React" marketing rule: Ask yourself "How would I react to an unsolicited fax or email?"
Spam email is simple for the recipient to deal with. If the attorney doesn't recognize the sender or subject, she usually deletes the message without reading more than the subject line. The message is gone, and the annoyance is momentary. You do run the risk of being reported to your ISP and losing your email service.
Unsolicited faxes are much more annoying. Most attorneys reserve their fax for important communications. Junk faxes are looked down upon and can aggravate your prospect to the point of ruining your chances, especially since your business name will be prominent on the fax. People don't react as negatively to junk snail mail — probably because they didn't pay for the paper and ink.
Marketing messages via email are received more positively by cold prospects IF you have a legitimate referral or contact name you can use to open the door and IF you follow these guidelines:
Mention the referral or contact in the subject line.
Keep your message short and to the point (2-3 sentences max). Do not email a marketing brochure or long list of services you can provide.
Write the email as a personal note to the attorney rather than as a sales brochure. Include contact information for reaching you easily.
Include information from the attorney's website to let him know you have taken the time to research his company and think there may be a connection between his needs and your services. Customize each message to the individual attorney.
Offer free valuable information, such as a relevant article, information newsletter or ezine, to gain the attorney-prospect's permission to continue communicating.
Always remember to ask HWIR — not only when considering email or fax marketing, but when planning all your marketing efforts.
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