Clients
How to Cut Your Advertising Costs and Get More LNC Business
Does it sound counterintuitive that you should be able to cut your advertising costs and yet get more attorney clients? It did to me, until I took to heart the concept that it costs five times as much to attract a new attorney client than to keep an existing one. Before I really focused on…
Read MoreNegotiating with a Bully
Have you seen the impact of bullying? Have you observed it in your home, workplace, or business? I know I have, in all those locations. Have you been involved in negotiating with a bully? A year ago, a publisher came to my colleague Greg Williams and said, “We want you to write a book about…
Read MoreHow to Build Strong Relationships with Your Clients
One of the ways I keep getting new ideas for my business is to learn from people outside of the legal nurse consulting industry. What did I learn from how professional speakers build strong relationships with meeting planners? The tips really apply to anyone in a service industry who wants to develop stronger relationships with…
Read MoreAre You Too Talkative as an LNC?
When was the last time you were around a person who was too talkative? Are you talking at your prospects instead of with your prospect? The Talkative Captain It was a beautiful South Florida day – clear skies, light wind. Our older son, who lives in India, was staying with us for a few precious…
Read MoreDo Intimidating Clients Get Under Your LNC skin?
An LNC picks up the phone to answer a call from an intimidating client. He is inquiring about her fees for locating an expert witness. After she names her flat fee, he says, “That is way too much money for what is involved. All I need is a well-qualified, imminent neurosurgeon expert witness for my…
Read MoreTips for Getting Along with a Conscientious Attorney
The DISC profile highlights 4 major personality types that you’ll recognize in yourself and the people with whom you work. In another blog post I highlighted the personality of the Decisive attorney. The C in the profile stands for Conscientious. You’ll be able to spot the conscientious attorney because this personality is mirrored in most…
Read MoreThe Decisive Attorney – How to Recognize This Dominant Personality
The decisive attorney is quickly telling you about his case, in a precise, outlined format. This person could be a “D” personality, based on the DISC style. People who are quick to act and fast-paced, questioning, and skeptical are typically known as the “D” style. These attorneys want fast results. They’re self-confident. They’re direct. They’re…
Read MoreHow to Spot the Good Attorney Client: 10 Signs
I put a lot of emphasis on how to connect with attorneys and build strong relationships with them. And now I am turning that around to share what makes a good attorney client. How can you spot a good attorney client? Actions of the Good Attorney Client 1. The good attorney client sends a retainer…
Read MoreSelling to Attorneys: How to be C Personality with a D Personality Attorney
In my previous post, I described the 4 types of personalities according to the DISC model. Selling to attorneys involves understanding both you and your prospect’s personalities. There are lots of sources for taking a DISC assessment. Lorna Kibbey’s podcast highlights a source she trusts. The DISC assessment does not specifically create a label of…
Read MoreAttorney Personalities: Watching Behavior to Identify the DISC Components
The more you can recognize attorney personalities, the more effective you can be at communicating with them. There are lots of systems for defining personalities. Lorna Kibbey shared one, called the DISC model, in her podcast with me this week called LNP 120 How Your Personality Affects Your LNC Business Success. Once you understand the…
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