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 days. As I thought about the fun things I could do with him while he was here, I decided to arrange for us to go sailing. I’d never been on a sail boat and thought it would be a treat for both of us. What I did not expect was the amount of time I spent listening.
The captain took us into a beautiful unspoiled harbor. We were on the only boat in the harbor and had freedom to go where we wanted. Shortly after we left the dock the captain started talking, and talking, and talking. And we kept listening.
Listen in as Pat Iyer chats about these points
- How does being too talkative relate to working with attorneys?
- Why asking questions and showing interest in the attorney prevents you from babbling about your services
- Do you demonstrate you understand the attorney’s challenges, called “pain points”?
- What are the qualities of full listening?
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The core of being a successful LNC is being able to effectively work with attorneys.
You can have an aggressive marketing program to bring in new clients, but if you cannot retain them, you’ll be endlessly spinning your wheels. Your clients will stay with you when you understand what they want, how they are wired, and how you can do a great job for them.
When I ran my independent LNC business, some stayed with me for more than 20 years.
How to Create Lasting LNC-Client Relationships explains the best way to build a solid client retention program, using strategies that work to identify the desirable clients and avoid the trouble makers.
Pat Iyer has been a legal nurse consultant since 1987. She also built a successful LNC business that was filled with loyal attorney clients who returned over and over with cases.