lawyer consultants

when we exhibit at legal conferences withcertified legal nurse consultants they usually start out the day terrified of these attorneysthinking "attorneys are so scary." for me, it's very fulfilling to witness thetransformation that happens with the certified legal nurse consultants by the end of theday. but i wanted you to hear from them and so i will be interviewing some of our clncâ®consultants that we're exhibiting with here today at the beginning of the day and at theend of the day to see just how scary attorneys really are. sherrolyn, what's to you about attorneys?the most scary thing about attorneys to me is that the first time that i came in contactwith one i was on the opposite side of the

table and it was kind of like, "well, whatdid you do?" so it was kind of like being sent to the principal's office and nobodywants to be sent to the principal's office. ever! so i think that's the most scary thingfor me. okay, so you associate attorneys as an adversaryand today you're in the exhibit hall and your goal is to turn these attorneys into yourfriend and obviously as a professional friend. so let's see if we can turn that around for you and i'll check in later in the day. so sherrolyn, earlier you said that you thoughattorneys would be like going to the principal's office and i've been watching you and actuallyyou are knocking it out of the park with these attorneys. so they're really not scary arethey?

not as scary as i thought. they're kind oflike talking to the doctors that i work with. sometimes the doctors are a little crankyand you have to break them out of their head space, but once you break them out of theirhead space and you start having conversations with them it gets easier. yes, and you're really a natural and whati liked about you is that you just have a conversation. you don't come across like you'retrying to sell anything.you're just really talking to them from one person to anotherand that makes them comfortable with you. so i'm so glad to see that they're not asscary as you thought they would be. so am i!

thank you! this is vicky. vickie what's scary to youabout attorneys? they're just intimidating because they speakso eloquently and that can be a little intimidating when you're not used to it. they get theirpoint across, they're knowledge is just a different breed and i'm not used to them yet. okay, i know this is your first time exhibitingand i know you're a little frightened of attorneys. i'm going to check back with you at the endof the day to see how you're feeling then. okay, great! vicky, earlier you were telling me that youwere intimidated because attorneys are so

eloquent and then off video, you kind of mentionedthat they pretty much can persuade and get what they want through language, through articulation.they don't have to raise their voice, they don't have to say a single curse word. youcracked me up when you said that! alright, now that you've been here talkingto these attorneys, honestly, are they still intimidating? not near as intimidating. they're more likereal-life people and they're easier to talk to once you have a few key questions, probingquestions for them. it's working out very well. i'm learning a lot and i'm a lot morecomfortable than i was. great, so just practicing and doing it helpsyou doesn't it?

yes. this has been an enormous help. and so often i'll work with somebody and they'revery shy, but i don't think that's you. you're kind of naturally not that shy of a person.but i've even had shy people say "i just had they're real people.absolutely. thank you.michelle, you mentioned to me that you'renot afraid of attorneys.no i'm not.but, that you're a little nervous to get intothis exhibit hall. so tell me what you'renervous about.i'm nervous about next question, what to sayafter the initial greeting.i know you've been practicing right?i have been.the nervousness is not so much about whatdo i do, it's the actual doing it.right.i'm going to check in with you at the endof the day and see if the actual doing isnot so hard after all.earlier michelle, you shared with me thatyou're not afraid of attorneys but that youwere nervous about talking to them. and so,tell me, has that shifted for you here today?it has shifted! i feel a lot more comfortableand a little bit more confident. one thingis susan's been with us, the clncâ® mentor,and she's awesome for those questions thati didn't know how to answer exactly. she'ssteps in and starts to answer them. i havegained some confidence.and i want to say i am very impressed witheverybody because our mentors do demonstrateand i think it's great to see you guys comebehind and actually learn from that demonstration.just so everybody knows, our mentors are notallowed to sell to these attorneys. they cannotgo home with any business from these attorneys.we, at the institute, and our clncâ® mentorsthey're real people.absolutely. thank you.michelle, you mentioned to me that you'renot afraid of attorneys.no i'm not.but, that you're a little nervous to get intothis exhibit hall. so tell me what you'renervous about.i'm nervous about next question, what to sayafter the initial greeting.i know you've been practicing right?i have been.the nervousness is not so much about whatdo i do, it's the actual doing it.right.i'm going to check in with you at the endof the day and see if the actual doing isnot so hard after all.earlier michelle, you shared with me thatyou're not afraid of attorneys but that youwere nervous about talking to them. and so,tell me, has that shifted for you here today?it has shifted! i feel a lot more comfortableand a little bit more confident. one thingis susan's been with us, the clncâ® mentor,and she's awesome for those questions thati didn't know how to answer exactly. she'ssteps in and starts to answer them. i havegained some confidence.and i want to say i am very impressed witheverybody because our mentors do demonstrateand i think it's great to see you guys comebehind and actually learn from that demonstration.just so everybody knows, our mentors are notallowed to sell to these attorneys. they cannotgo home with any business from these attorneys.we, at the institute, and our clncâ® mentorsto get myself out there and do it to find out that these attorneys are not really scary."are really here for you and your business.you said something else to me that i thinkthey're real people.absolutely. thank you.michelle, you mentioned to me that you'renot afraid of attorneys.no i'm not.but, that you're a little nervous to get intothis exhibit hall. so tell me what you'renervous about.i'm nervous about next question, what to sayafter the initial greeting.i know you've been practicing right?i have been.the nervousness is not so much about whatdo i do, it's the actual doing it.right.i'm going to check in with you at the endof the day and see if the actual doing isnot so hard after all.earlier michelle, you shared with me thatyou're not afraid of attorneys but that youwere nervous about talking to them. and so,tell me, has that shifted for you here today?it has shifted! i feel a lot more comfortableand a little bit more confident. one thingis susan's been with us, the clncâ® mentor,and she's awesome for those questions thati didn't know how to answer exactly. she'ssteps in and starts to answer them. i havegained some confidence.and i want to say i am very impressed witheverybody because our mentors do demonstrateand i think it's great to see you guys comebehind and actually learn from that demonstration.just so everybody knows, our mentors are notallowed to sell to these attorneys. they cannotgo home with any business from these attorneys.we, at the institute, and our clncâ® mentorsare really here for you and your business.you said something else to me that i thinkare really here for you and your business.you said something else to me that i think they're real people. absolutely. thank you. michelle, you mentioned to me that you'renot afraid of attorneys. no i'm not. but, that you're a little nervous to get intothis exhibit hall. so tell me what you're

nervous about. i'm nervous about next question, what to sayafter the initial greeting. i know you've been practicing right? i have been. the nervousness is not so much about whatdo i do, it's the actual doing it. right. i'm going to check in with you at the endof the day and see if the actual doing is not so hard after all. earlier michelle, you shared with me thatyou're not afraid of attorneys but that you

were nervous about talking to them. and so,tell me, has that shifted for you here today? it has shifted! i feel a lot more comfortableand a little bit more confident. one thing is susan's been with us, the clncâ® mentor,and she's awesome for those questions that i didn't know how to answer exactly. she'ssteps in and starts to answer them. i have gained some confidence. and i want to say i am very impressed witheverybody because our mentors do demonstrate and i think it's great to see you guys comebehind and actually learn from that demonstration. just so everybody knows, our mentors are notallowed to sell to these attorneys. they cannot go home with any business from these attorneys.we, at the institute, and our clncâ® mentors

are really here for you and your business.you said something else to me that i think is important. you said "i am an expert atwhat i do. and when i'm talking to attorneys at that, that's when i'm most comfortable."did that happen today? yes, as nurses we're comfortable in our specialtyand we are confident in what we do. and so, not being confident with being new to thiswas what was making me nervous. that's what caused me to be really nervous. but as wego on and i start talking about how i answered court claims for the federal government, itbecomes very easy and i feel more at ease about it. absolutely. well, congratulations.

cathy, you're here exhibiting for your firsttime as a clncâ® consultant and you told me that attorneys are not scary. a lot of ithas to do because your first degree was in advertising, so tell me how that helped youto not be afraid of attorneys. well, when you meet with the client, whichis the same as an attorney, they want to know what you're going to do for them and mostof them want just about three points you cover about yourself. and one of the best thingsyou can do is ask them questions so that that tells you what your next question to themwill be. most attorneys won't ask you a question in court that they don't already know theanswer to anyway. so, engage that person. just get a conversationstarted, just pretend like this is somebody

you're meeting casually and don't be so vestedin the outcome and be so serious about the outcome. great advice. cathy, you told me that your first degreewas in advertising and so attorneys are not so scary to you. so tells us a little bitabout what you learned through advertising. the thing about working with people in advertisingis that if you know what you are talking about you can convince them of anything. so, beconfident, give them a few facts, not more than three or four, about yourself and/orthe product or whatever you're selling. and they will remember you just because of yoursmile or something you said to them. create a relationship between you and the attorneyor their group. that helps you when you call

back, because you always follow up and say"i saw you two days ago and i'm just following up to say hi and ask if you got home safelyand how are you doing?" so great advice for any beginner. attorneysdon't have to be quite so scary if you think about them as more of a friend and as somebodythat you're trying to develop a relationship with. i agree. thank you so much. teena, the question i have is "are attorneysscary to you?" yes, very scary. they're a group of peoplethat i've never had to talk to before. i talk

to ceos, i talk to department heads and italk to doctors and they don't scare me. but i've been doing it for a long time. so yes,i'm a little nervous that i'll seem out of place. okay, i want you to remember what you justtold me -- that you talk to some pretty high level people every day, ceos, doctors andwhen you're in that exhibit hall you remember that when you're talking to these attorneys.i'm going to check in later to see if they're still so scary. okay, i hope they're not! teena, this morning you said "okay, i can talkto ceos, i can talk to hospital administrators,

but these attorneys they're scary." now we'reapproaching the end of the day, are they really to talk about what they need to talk abouttoo. i find that it really is true when you say "they know law, i know medicine." andfor me that made a big difference today. very good. i really enjoyed observing youactually talking about your core expertise as a nurse. i think that was brilliant andyou did it in such a great way. thank you. as you can see, these are real certified legalnurse consultants. they started out this day as you can see, these are real certified legalnurse consultants. they started out this dayas you can see, these are real certified legalnurse consultants. they started out this dayas you can see, these are real certified legalnurse consultants. they started out this dayas you can see, these are real certified legalnurse consultants. they started out this day with most of them saying "i am afraid of attorneys.they are scary." by the end of the day not

a single clnc consultant believes that attorneysare scary. you heard everything from "all i have to do is talk to them like they'rea real person because they are a real person" to "all i have to do is get out there andput myself out there." so go ahead, talk to attorneys. they reallyare not that scary.