July 9, 2020, 11 AM – 5:30 PM Eastern
Build a Strong Legal Foundation for Your Business
What is the best legal structure for your business – at the time you start it and as you grow? Are your fee agreements strong enough to withstand a challenge by an attorney? Get the inside scoop from a nurse attorney who knows how attorneys think. Her tips will give you insight into the legal mind. Discover communication techniques that will help you build strong relationships with your attorney clients.
Melanie Balestra JD, PNP, MN, BSN, RN
Melanie is a Pediatric Nurse Practitioner and an attorney in Irvine, California, who focuses on legal and business issues that affect healthcare providers. She represents them before their Boards. As and advisor on the legal aspects of starting a practice, Melanie lectures nationally on this subject and liability issues. She is published in Journal for Nurse Practitioners, The Nurse Practitioner and Medscape. She is Past President of the American Association of Nurse Attorneys, the American College of Nurse Practitioners, and the California Coalition of Nurse Practitioners. Melanie continues practicing as a PNP at the Laguna Beach Community Clinic in addition to her law practice.
Negotiating Your Way to a Solid Client Relationship
Your attorney prospect says, “ I’d like to hire you to work on this case, but I am not happy with your hourly rate. Can you do better? And do you really expect me to give you a retainer before I even get your report? Let’s discuss this.” Attorneys are skilled negotiators.
- Are you prepared to withstand their pressure?
- Do you know how to precisely interpret their body language, whether on the phone or via video call, to accurately read their signals and prepare your response?
- Would you like to know the maneuvers that will support you in getting what you want, on your terms, when talking to a wily negotiator?
Greg is a people person who cares for the wellbeing of others. And that’s why he teaches people how to negotiate better to increase their value.
Greg is a Harvard-trained negotiator, with the richness of 30 years of negotiation and reading body language experience. “The Master Negotiator & Body Language Expert” has taught negotiation and reading body language skills to people throughout the world. He is an accomplished author, speaker, trainer, and a recognized worldwide thought leader on the topics of negotiation and reading body language.
In the capacity of TV news contributor, Greg has appeared on all the U.S. major TV networks and some in other countries. Greg has written seven books about negotiations and reading body language, and he’s currently writing number 8. But most importantly, Greg cares about you!
Remember, you’re always negotiating!
Magnetic Marketing: How to Attract Attorney Clients to You
There are a lot of legal nurse consultants vying for an attorney’s attention. How do you stand out from the crowd? This session focuses on what is working today:
- Sharing your knowledge to show you are the right choice for the attorney
- Creating an appealing website that shows your professionalism
- Repurposing your content
In this session, you’ll learn the biggest mistake LNCs make with their website – and how you can use this essential tool to shine.
Patricia Iyer MSN RN LNCC
Pat created her first website in 1996, making her one of the first LNCs to see the opportunities she would generate. She mastered the art of creating content to show her expertise and uses her websites to build her businesses. In 1989, Pat started Med League Support Services, Inc. in Flemington, NJ. In 2009, she started writing the first of over two thousand blogs. Pat is the author or editor of 49 books.
July 10, 2020, 11 AM – 5:30 PM Eastern
Video Marketing Success for LNCs
Are you overwhelmed by all the tech and decisions associated with video marketing? What kind of equipment do you need? What kind of videos should you create? Where should you post them? Are the who, what, when, where, why, and how questions causing you to feel swamped? The truth is: video marketing doesn’t have to be so painful.
In this session, video marketing expert Gina Carr is going to show you simple steps that will empower you to confidently create and post videos that will help you build your LNC business. Gina will cover the different types of videos you need to create, keys to creating great videos, and where you need to post these videos. You will leave this session confident that you can go out and start creating videos immediately. Once you take Gina’s session, you might even ENJOY creating videos!
Gina Carr MBA
As the CEO of Video Rock Starz, Gina Carr works with experts who want to master video marketing and virtual presentations. Gina has an MBA from the Harvard Business School and an engineering degree from Georgia Tech. She is the COO of TEDxDupreePark and is passionate about plant-based living.
Email Marketing: How to Get and Retain Attorney Clients
How do you get your emails opened and read and build a relationship with attorneys so they contact you with cases? Whether you are emailing about cases or marketing through email, part of the secret of reaching clients and prospects is to know how to construct emails. Your subject lines, length and format will get responses if carefully written.
Building the know, like, and trust factors with prospects and clients keeps you top of mind. Emails that provide content and demonstrate expertise are an essential part of the marketing plan. The majority of independent LNCs don’t take advantage of the opportunity to create an opt in list with a free giveaway, followed by email campaigns. This oversight results in lost cases and clients. This session focuses on what is working, not working and how you can incorporate proven strategies to connect with clients.
Pat Iyer MSN RN LNCC
Pat built a large independent LNC practice in part through email marketing, opt in reports, blogging, and autoresponders. She holds a certificate as an Email Marketing Specialist through the EPC Institute. Pat is a past president of AALNC and the host of Legal Nurse Podcast and Writing to Get Business Podcast.
As an independent legal nurse consultant, Pat founded a highly successful independent legal nurse consulting business, which billed more than a million dollars a year for the last 5 years she owned it.
6 Strategies to Achieve Financial Success in Business
Americans face three critical issues:
1) not saving enough,
2) not putting their money in the right places, and
3) not making enough.
Over 90% of people struggle with at least one of these issues—that includes business owners. What kind of strategies do you need to know to overcome these three major issues? This presentation introduces six financial plans that are critical for any business owner to become financially sound. These strategies are linked to many areas of concern for an individual or business, including cash flow, emergencies, retirement, asset management, proper protection, college funding, and estate planning. Exploring and understanding how these strategies work is the key to building a strong financial foundation for your LNC business.
Cammy Wang M.Ed, JD, BA
Cammy Wang is a lifelong educator with an eclectic academic and career background. She earned her B.A. in Communications (UCLA), M.Ed. (Harvard University), and J.D. (Loyola Law School). She has worked in multiple industries: education, law, financial services, business, and government. Being a teacher and counselor allows her to help others find their pathways to success. Currently a Marketing Director with World Financial Group, she has served numerous families and small businesses in assisting them to build a solid financial foundation. Since 2016, she has created and delivered pro-bono financial health seminars to schools, libraries, churches, community centers, and non-profit agencies.
Tales of an Experienced LNC: What I Wish I Knew
Get stimulated by Dana Jolly’s interactive description of how she built a successful LNC practice. Learn from the mistakes of a veteran LNC. Just how do you grow an LNC business?
Dana shares her tips and how she overcome obstacles. The session will increase your confidence in creating the LNC business of your dreams.
Dana Jolly, BSN, RN, LNCC
After graduating from Clemson University, Dana Jolly embarked on a fantastic voyage working in specialties of oncology and intensive care. In 2002, Dana reviewed her first case as an RN expert. By 2004, she left the bedside for independent practice as a legal nurse consultant. Today, she leads a growing legal nurse consultancy working with lawyers throughout the United States.
Dana is a published author and served a recent term on the American Legal Nurse Consultant Certification Board.
July 16, 2020, 11 AM – 5:30 PM Eastern
Tackling Your Fear of Sales
Many legal nurses are not self-professed salespeople. To grow your business, you must learn to differentiate yourself by connecting and building a relationship with attorney prospects - going beyond traditional marketing methods. In this highly interactive, engaging presentation, Jan Spence helps you to take the fear out of prospecting for new attorney clients.
First, you’ll address the barriers that get in the way, and then you’ll discover a step-by-step process to follow to generate more activity and expand your client base. Having started her sales career at age ten, Jan delves into the three key areas that hold people back from the one critical aspect of their business – prospecting, and sales.
She will educate, give examples, and allow participants to practice what they have learned in the areas of Mindset, Measurement, and Method.
Jan Spence BA CS
Jan is a true innovator. She began her sales career at age ten selling donuts for summer camp. She then sold vacuum cleaners door-to-door and went on to consult with national accounts such as Wal-Mart, Pillsbury, and Frito-Lay. Jan now helps individuals and companies to grow their business through sales training and speaking. Jan is the CEO of Jan Spence and Associates and a Certified Speaking Professional.
Tales from the Hot Seat
What are the challenges of being an expert witness and working with attorneys? We may see the case one way; the attorney sees it another way. How do you persuasively sell your point of view? Is it about the truth or about who is the better expert? How do you withstand the pressures of cross-examination? What can an entertaining, experienced expert witness teach you? You’ll find out in this session.
Stephen Cohen MD MBA FAC FASCRS
Double board-certified in both general and colon and rectal surgery, Dr. Cohen has been teaching, training, and educating in the field of surgery for over 30 years. Dr. Cohen is currently an academic surgeon at the Hunter McGuire VA Medical Center and still actively operating and taking care of our Veterans. Furthermore, Dr. Cohen prides himself on staying abreast of evidence-based medicine and can make even the most complex medical issues easy to understand.
Walking the Audit Trail to Truth
The attorney asks you, “Help me find out what happened. Should I ask for an audit trail? And when I get it, can you help me interpret it?” In this session, you’ll discover the hidden data that exists and what the law requires for data creation and retention.
Jon Lomurro Esq. LLM, Certified Civil Trial Attorney
Jon is a trial lawyer focused in the field of medical malpractice. He is a partner with Lomurro, Munson, Comer, Brown, and Shottland. Jon authored numerous books on medical negligence, lectures across the country on audit trails and legal technology, and assisted in drafting the regulations adopted by the federal government for audit trails.
From the Eyes of a Nurse Attorney: Secrets for Success
In this free-wheeling chat, Barbara Levin and Pat Iyer will interview a nurse attorney to have the unique opportunity to hear from someone who started as an LNC and expert witness before becoming an attorney. Our speaker has a deep understanding of both worlds and will share his strategies for success. You’ll get an insider perspective of what you can do as an LNC to help attorneys most effectively.
Joe Flores JD, MSN CCRN FNP Federal Trial Lawyer
While Joe earned his BSN, he started reviewing medical records for attorneys. His expert witness work helped fund his nurse practitioner program and law school. Joe feared attorneys when he was a nurse and did not think of becoming one. His first case as a legal nurse consultant changed his perspective when he found the nursing home lied about how much a resident ate and starved them on purpose. Joe serves in a dual role now: trial attorney and nurse practitioner. As an attorney, he handles personal injury, criminal, administrative law, and civil cases. Joe has experience as a nurse practitioner working with a neurologist and in the critical care units. He currently sees patients in outpatient settings.
July 17, 2020, 11 AM – 5:30 PM Eastern
Complications with Spine Surgery – Impact, Cost and Legal Issues
Have you heard of spinal complications nightmares and wondered if they were expected outcomes? The impact of spine complications is variable regarding cost and effect on health-related quality of life. This session will share some known complications versus the unexpected. How do these impact the value of a case? Case studies will be co-presented by an orthopaedic spine surgeon and nursing point of view.
Sigurd Berven MD
Dr. Sigurd H. Berven is Chief of Spine Service at University of California San Francisco and Professor of Orthopaedic Surgery. Dr. Berven has a strong clinical interest in spinal disorders of children and adults. He focuses on pediatric and adult deformity, degenerative conditions of the spine, spinal tumors, and spinal trauma. He has several research projects.
Barbara J. Levin BSN RN ONC CMSRN LNCC
Barbara Levin, BSN, RN, ONC, CMSRN, LNCC is the Clinical Scholar of the orthopaedic trauma unit at Massachusetts General Hospital. Barbara serves as the Chair of the Massachusetts Board of Registered Nurses. Barbara was the President of the AALNC. She testifies as an expert witness nationally on a variety of topics including spine emergencies. Barbara has been published on many orthopaedic and legal nursing topics and has collaborated with Patricia Iyer on several publications.
Lessons Learned from the Death of Joan Rivers
Comedian Joan Rivers went to Yorkville Endoscopy in Manhattan for what was a minor throat procedure. She died seven days later. The cause of death was cerebral hypoxia. What went wrong? How did the fact that Joan was a celebrity affect her care? What were the violations of patient safety standards? How did team miscommunication contribute to the outcome? What happened to the facility and surgeons after this incident? Find out in this riveting story.
Ken Rothfield MD MBA CPE CPP
Dr. Ken Rothfield serves as Chief Medical Officer at Texas Health Arlington Memorial Hospital. He is nationally recognized for his work in patient safety and advancing healthcare culture. As an anesthesiologist, he is a Certified Physician Executive and holds certification as a Certified Patient Safety Professional from the National Patient Safety Foundation. He also earned an MBA and a Graduate Certificate in the Business of Medicine from the Johns Hopkins University.
The Secrets to Marketing Your LNC Business on LinkedIn
LinkedIn is more than just a platform for you to showcase your professional achievements and updates. You're missing 80% of your leads if you're not actively using LinkedIn. With over 675 million members globally, LinkedIn is the fastest growing social media platform in the world, yet still the most untapped social resource. This session covers the steps you need to follow to attract a strong network, build a robust LinkedIn profile, and craft a winning content strategy. With these strategies, you can expand your reach, maximize your exposure, and spark new sales conversations with the attorney clients that need your services.
Cheri Martin, a social media specialist, has 22 years of online marketing experience. Her proficiency in LinkedIn and Facebook, passion for networking, plus her joy in teaching and coaching, led Cheri to begin assisting entrepreneurs and small business professionals in eliminating the overwhelm, confusion and frustration of social media marketing. Along with Pat Iyer, she created the popular Online Networking for LNCs course in April 2020. Cheri is a former Business Network International (BNI) regional director whose job was to establish networking chapters and teach networking skills to business professionals.
From Bland to Wow: Crafting Personal Injury Reports
How can you ramp up the quality of a personal injury case evaluation report? What documents are crucial? Gain insight into what critical issues must be illuminated in a chronology. This session will cover the legal nurse consultant's role in evaluating the personal injury case. You will gain fresh insight into concepts of liability, causation, and damages as well as evaluating pain and suffering in a case.
Mindy Cohen MSN RN LNCC
Mindy is the President of OnPoint Legal Nurse Consulting. Her company provides consulting, expert witness, and case management services. A graduate of the University of Pennsylvania, Mindy has a varied clinical background. She is a past President of the American Association of Legal Nurse Consultants and holds the credential of Legal Nurse Consultant, Certified.