CLNC® SUCCESS STORY
How I Matched My Hospital Income in 5 Months as a Part-Time CLNC®
by George H. Cox, RN, BSN, MS, CRNA, CLNC
EDITOR'S NOTE: Congratulations to 2005 CLNC® Success Story contest winner
George Cox. His story of how he matched his hospital income in 5 months as a CLNC® won him free tuition to the 2005 National Alliance of Certified Legal Nurse Consultants (NACLNC®) 10th Annual Conference in New Orleans plus hotel accommodations for three nights.
After 26 years in critical care nursing including 16 years as a certified registered nurse anesthetist (CRNA), I had become restless again. My CRNA practice provided me with professional recognition, respect within the community and the economic security of a six-digit income. Still, I was not happy. I wanted new challenges and more excitement in my all-too-routine professional life. I had often thought about attending law school. Realistically, however, at the age of 51 and with two children soon heading off to college, a complete career change was not an option.
For years I had seen ads for the Vickie Milazzo Institute's CLNC® Certification Program in various nursing publications, but I did not know what a Certified Legal Nurse ConsultantCM did. One day I came across the Institute's ad again. This time I called and asked to speak with a CLNC® Mentor. My call was promptly returned and my many questions were answered. The most remarkable thing about that 30-minute conversation was the sincerity and genuine enthusiasm of the CLNC® Mentor. This turned out to be one of the most significant phone calls of my life. Immediately, I enrolled in the 6-Day CLNC® Certification Seminar.
For me, the seminar was simply fascinating. Beyond the wealth of information and the quality of the instruction, I was completely enthralled. I found the class atmosphere exciting and inspiring. I studied each evening, not because I had to, but because I wanted to. It had been a long time since something had peaked my interest like the idea of practicing as a CLNC®.
Vickie's Warmth and Encouragement Sparked My Determination
After the CLNC® Certification Examination on day six, I ran into Vickie in the hall. I told her how much I had enjoyed the seminar and how determined I was to make the knowledge I had gained work for me. She hugged me, thanked me and told me she was looking forward to someday reading my CLNC® Success Story. From that moment on, I became determined to pursue my CLNC® practice until I had a success story I could proudly send to Vickie.
During the next four weeks, I read everything I could get my hands on about legal nurse consulting. I watched Vickie's videos and listened to her audio program. I took notes and created a reference binder. I had faith in my ability to succeed. I had a burning desire to make it work. I hoped I had the courage and persistence to see it through.
Because I already possessed specialized training, knowledge and experience in critical care nursing and anesthesia nursing, I decided to emphasize anesthesiology, operating room, post anesthesia recovery, critical care and emergency care in my CLNC® practice. While I recognized this choice could limit my opportunities, I felt most familiar and confident in these clinical areas. I also set my fees higher than the national average because I believed my specialties could command higher rates. With my busy anesthesia practice limiting my availability for appointments with local attorneys, I decided to also market to established CLNC®s who might need my specialized knowledge.
With those decisions made, Southern Nevada Professional Legal Nurse Consultants was born. I had business cards and a marketing brochure printed and built a simple, informative website. I mailed out dozens of introductory letters and brochures to law firms and legal nurse consulting firms nationwide. I also used my current anesthesia practice as a stepping-stone, networking for my CLNC® business at every appropriate opportunity.
With this strategy, my first attorney-client became my easiest to secure. That one contact has since blossomed into others. Attorneys really do talk to each other.
I Equaled My Top-Level CRNA Income in Just 5 Months as a CLNC®
Five months after completing the CLNC® Certification Program, I had achieved the following:
Consulted on a case involving an anesthesiologist for a plaintiff attorney on the East Coast.
Consulted on a case involving a CRNA for a defense attorney on the West Coast.
Provided expert opinion in a case involving a CRNA for a government healthcare facility in the Midwest.
Reviewed a number of records closer to home for both plaintiff and defense attorneys.
Performed subcontracting work for other CLNC®s.
By far, the most interesting and personally rewarding case I have been involved in was a medical records review in which I identified tampering with the record.
The best part is this: I have more work than I could ever have imagined finding so quickly. In order to devote more time to my CLNC® practice, I recently resigned from an administrative nursing position I had held for years.
Based on a 12-month period, my earnings as a CLNC® closely approximate my established earnings as a very well-paid CRNA. Could I give up my anesthesia practice and earn the same amount as a full-time CLNC®? Yes, I could, perhaps even significantly more. But right now, I want to continue practicing as a CRNA. I enjoy anesthesia nursing and the patients it brings me into contact with each day. Sometime in the future, I will end my anesthesia practice and become a full-time CLNC®. For now, it is just nice to know I have that option.
Becoming a CLNC® Gave Me Satisfying Options
That is what becoming a CLNC® has given me: options. Although I'm extremely busy balancing two careers, I am investing the additional time not because I have to, but because the work is fun. Professionally, I am enjoying my activities more than I ever have. I often think to myself, "They call this work?" I love the challenge. I love the “investigative detective” work. I love the professional recognition for a job well done.
So Vickie, this is the CLNC® Success Story you said you'd be looking for. I don't think either of us thought it would happen so fast. For that, I have one special person to thank: Thank you, Vickie!
George H. Cox, RN, BSN, MS, CRNA, CLNC is the owner of Southern Nevada Professional Legal Nurse Consultants. He specializes in anesthesiology, post anesthesiology, recovery, critical care and emergency care.
BEST PRACTICES FOR MARKETING
Marketing Strategies from the NACLNC® Conference Really Work
EDITOR'S NOTE: In the marketing workshop at the sold-out 2005 NACLNC® Conference, our presenters challenged all the CLNC®s to put the marketing strategies they learned into practice the moment they left the conference. Congratulations to the following participants who left that dynamic workshop with a genuine commitment to take action immediately. These are just a few of the CLNC®s who shared the results they achieved.
You can move your CLNC® practice into high gear just the way they did. Master the marketing strategies you need to succeed with interactive, action-focused CLNC® training at the 2-Day NACLNC® Apprenticeship from the experts who live it, do it and master it every day.
I Used My Elevator Speech to Triple My Client Base
I spent today riding elevators and passing out my cards. For my effort I now have two new attorney-clients. Both sent me home with two cases and promises of more to come. If I hadn't been there myself, I never would have believed how well this strategy worked. In just one day I tripled my attorney-client pool. I am now on FIRE! Next week I'm going to another building to do the same.
I cannot thank you enough for all the wonderful tips that I'm continuing to use in my expanding practice. They really work. If we put what we learn to work for us, we will become even more successful CLNC®s.
– Maria McCarthy, BA, RN, CLNC, Iowa
I Got My Second Case by Networking at the
Cab Stand on My Way Home
Thanks to your great ideas, I signed a new attorney-client this afternoon. When I got back to New York on Sunday, I asked the man behind me in the taxi line if he wanted to share a cab. As it turned out, he has a brother in Manhattan who just happens to be a PI attorney. I followed up on that lead, met him today and am starting on a case for him tonight.
Thanks for such a wonderful workshop. Everyone obviously really cares about helping each other.
– Colleen Galligan, RN, BSN, CDDN, CLNC, New York
I Got 2 Attorney-Clients Just By Following Up
When I got home from the NACLNC® Conference, I was all pumped up. I knew it was time to follow up on the networking I'd initiated after attending the CLNC® 6-Day Certification Seminar last fall.
A week after the Institute's 6-Day Seminar, I'd asked an attorney friend if he knew about any networking activities for attorneys in our area. His reply was "No," followed by a pause (never interrupt a pause), then, "But I am responsible for putting together a seminar for attorneys in January. Would you be interested in speaking?"
I said a strong, confident "Yes, I'd love to!" With no CLNC® experience I'd committed to speaking at an all-day seminar for 200 plaintiff personal injury attorneys. The brochure displayed my name prominently among the other speakers, four attorneys and two state court judges. What in the world had I gotten myself into?
With a lot of practice and my daughter's help on my PowerPoint presentation, I prepared for the big day. At the seminar I gave my 40-minutes-on-the-nose talk to a room full of attorneys. Afterwards, I received numerous compliments, along the lines of "That was excellent. You really know your stuff." I knew I had projected the image I wanted in spite of the fact that I had yet to review a case.
The only problem was, I didn't follow up on the contacts I made with that speech. At the NACLNC® Conference, I found the motivation I needed to follow through. I went to the first attorney's office and got FOUR cases with the promise of three more.
So far I have received work from two attorneys. One case involves eight years of medical records for me to organize and review. Another attorney has me review his personal injury cases before submitting them to make sure he's covered all the damages and all the potential defendants.
The moral of my story: NEVER fail to follow up on the leads you receive.
I loved the NACLNC® Conference and look forward to San Diego in 2006.
– Diane Wise, RN, BSN, MSN, CNM, CLNC, Georgia
One Phone Call Will Put My Name in Front of Thousands of Attorneys
Last Saturday night after the workshop, I found the Illinois Bar Association's website and emailed the person in charge of the newsletter. I asked to write an article about what a CLNC® is and how we differ from legal secretaries and paralegals. The director emailed me back on Monday morning and asked when I could get the article to her. I'm writing it now.
I am so excited about where this opportunity may lead. The newsletter is distributed to thousands of attorneys in 42 different areas of practice in my home state.
Thanks for the great marketing workshop. I appreciate the time and effort that went into it. I found so many ideas and so much helpful information to get my CLNC® business up and going.
