Learning to Believe in Myself Changed My Life Forever

After successfully completing Vickie Milazzo Institute’s CLNC^® 6-Day Certification Seminar, I recall how excited and enthusiastic I was. However, 18 months later, I still did not have my first case under my CLNC^® belt. Instead of prospecting for attorney-clients, I kept myself busy with paperwork. Fear and procrastination – fear of getting my first case and procrastination to avoid getting that first case – kept me from putting my foot down and taking action.

Eighteen months after becoming a CLNC^®, still mired in self-doubt, I finally mailed out a whopping seven marketing packets. I literally had to dust off the packets that had been sitting on my desk all that time. Shortly after sending out this mailing, I received and completed my first three cases. "Wow!" I said to myself, "I really can do this."

With that realization, I started listening to motivational tapes, reading motivational books and reminding myself of "Vickie’s 5 Promises." I printed them out and posted them in my office:

I will only work my passion.
I will go for it or reject it outright.
I will take one action step a day toward my career goals.
I commit to being a lifetime student.
I believe as a nurse I really can do anything.

Hiring an Administrative Assistant Freed Me to Double My Case Volume

In order to take my practice to the next financial level, I hired an administrative assistant. This decision allowed me to free myself from administrative tasks that had occupied much of my billable and family time.

Once this reorganization was complete, taking on larger assignments became a "no brainer" for me. My firm has doubled its case volume within six short months. I am truly living Vickie’s motto – "We are nurses and we can do
ANYTHING!^®" – and steadfastly multiplying my financial success and freedom.

Public Speaking Opens Up a Whole New Market

The primary signature move that pushed my CLNC^® practice to the next level was embracing the art of public speaking. I speak at every opportunity to groups of every size. I will speak locally or travel to speak. Sometimes I’m paid and sometimes I donate my time.

I attempt to become an expert on every topic I speak about. This way, I not only know the topic, I also widen my circle of experience and my comfort level.

Last year, a local attorney group invited me to speak on short notice – just two weeks. I received this request while finalizing my speech for the NACLNC^® Conference. Although I was asked to educate the attorneys on a topic I was familiar with, I still needed to do some research. I was not sure if I had the time or energy to construct yet another talk so quickly. I was told that 5-20 attorneys would attend and that I would receive a small honorarium of $50. I declined the fee, expecting that the connections I would make with potential attorney-clients would more than make up for the lost speaking fee. I spoke for an hour and then answered questions. More than 30 attorneys attended.

I got SO MUCH business from that one short presentation. It was worth all the preparation and work because I was able to tap into a whole new group of attorneys.

So, if you’re asked to speak, seriously consider it. Always give your best. Do not turn down opportunities because you think the group is too small or too large. Actually, I often find it easier to speak to larger crowds than to an intimate room. Speaking really can be fun and it is certainly lucrative.

One NACLNC^® Conference Speech Motivated Me to Branch Out and Win New Cases

I was focusing on medical malpractice cases exclusively until I heard an NACLNC^® Conference speech on orthopedic injuries and personal injury. I became intrigued with the idea of handling personal injury cases. Interestingly, just before the conference I had gotten a case from a personal injury attorney.

Returning home from the NACLNC^® Conference armed with new information and lots of enthusiasm, I tackled the case feeling much more comfortable. The attorney, who has a well established practice, was pleased with my work, sent me two more cases and referred me to one of his colleagues, who also sent me a case. I am branching out into personal injury and am on my way to more CLNC^® success.

I Went Public by Exhibiting at Attorney Conferences

One of the steps that propelled my business to the next level of financial success was deciding to “go public” and exhibit at legal conferences. In preparing for this step, I used all of Vickie’s marketing suggestions and obtained the services of a professional to lay out and print my brochure and design my exhibit board.

Taking the financial leap to purchase the equipment for setting up the exhibit booth was a decision I labored over for some time. Finally, I "went for it."

The first time I exhibited, I gave away three free case screenings up to five hours. All three attorneys who won my drawing sent very big cases, which I was able to bill over and above the five free hours. Two of these attorneys continue to use me consistently and have increased my business dramatically. In retrospect I am thankful I studied and put into action the Institute’s advice and took the marketing leap of faith that drove my CLNC^® business to the next level.

Suzanne E. Arragg, RN, BSN, CDONA/LTC, CLNC, a CLNC^® Mentor, is the owner of SEA and Associates Medical Legal Consulting, Inc. in California, specializing in long term care cases.

Susan J. Burnham, RNC, CLNC has owned Burnham and Associates in Washington state since 1996 and specializes in quality of care issues.

Lawrence H. Frace, RN, CLNC is an independent CLNC^® with 30 years of nursing experience. He is the founder of Spectrum Medical-Legal Consulting in central New Jersey and specializes in medical malpractice cases.

Gail Jett, RNC, MSN, FNP, WHCNP, CLNC owns Medical Legal Consulting, Inc. in Oregon. Her main specialty is breast cancer cases.

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.

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