CLNC® SUCCESS STORY
My CLNC® Business Exceeds All My Dreams and It Just Keeps
Getting Better
by Suzanne E. Arragg, RN, BSN, CDONA/LTC, CLNC and Katherine Anderson, RN, MN, FNP, 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.
BEST PRACTICES FOR BUSINESS DEVELOPMENT
8 Ways to Get Your Butterflies Flying in Formation
by Gina I. Rogers, RN, BSN, CLNC
Fear is the single greatest obstacle that keeps CLNC®s from going for their dreams. When I talk with nurses around the country, the question I most often hear from them is this: How do I overcome my fear?
Those butterflies in your stomach do not have to come between you and your dream. Here are some helpful tips to keep your butterflies flying in formation:
Be prepared – Whatever fearful task your attorney-client requests of you, do your homework.
My first attorney interview was a disaster because I was not prepared for the questions he asked. I learned from that experience. Before the next attorney interview I did my homework and practiced all the Institute's interview answers (available in the NACLNC® Community section of LegalNurse.com) until I knew them cold. During that second interview I was completely prepared and comfortable with my answers, and I went home with a case.
Speak confidently – Know what you are talking about and project that confidence in your speech. Rehearsing your answers or your presentation will help you build confidence. Rehearse while looking into a mirror and talking into a tape recorder. The tape recorder will let you know how you sound.
Psych yourself up – Be aware of your "self talk" and tell yourself, "You can do this!" Do not send yourself negative messages of doubt.
Be yourself – People can see right through a fake. You do not have to fake your nursing expertise and experience, so you can relax and be yourself.
Avoid caffeine or alcohol before the event you are preparing for – These can put you on edge and make you jumpy. You want to feel calm and confident, not jumpy.
Work with your body to alleviate nerves –
Eat a well-balanced meal.
Stretch or do some isometric exercises.
Take a deep breath.
Pause to collect your thoughts before speaking.
Give yourself permission to make a mistake – Most people's fear of making a mistake keeps them frozen. Everyone makes mistakes; no one is immune. Don't let fear paralyze you. Always do your best, then learn from your mistakes.
Draw upon your source of strength – People obtain their strength from different sources – from their spouse, children, parents or God. I draw my strength from all of these.
Through facing your fears, you will gain a new confidence level. This confidence will propel you to the next level of your CLNC® success. Overcome your fears, straighten up those pesky butterflies and enjoy the great new world of financial freedom that's waiting for you.
Gina I. Rogers, RN, BSN, CLNC is the founder of Medical Review Consulting, LLC in Kentucky. She serves as a CLNC® Mentor and guest faculty member for the Institute.
