673 – Strategies for Closing the Sale: Confidently Securing Legal Nurse Consulting Cases
Podcast: Play in new window | Download
Subscribe: Apple Podcasts | Email | RSS | http://podcast.legalnursebusiness.com/subscribe-to-podcast/
Welcome to another insightful episode of the Pat Iyer podcast, where today’s focus is on one of the most pivotal—and nerve-wracking—moments in any legal nurse consultant’s career: closing the sale. Have you ever felt that nervous knot in your stomach right before speaking with an attorney about your services? Pat Iyer knows this feeling well and is here to guide you through making that crucial leap from marketing your skills to actually landing the case. From handling those first inquiries—whether by phone, email, or a chance encounter in a hallway—to presenting yourself confidently and following up in ways that leave a lasting impression, this episode gives you a roadmap for success.
You’ll discover practical strategies for handling initial contacts with professionalism—like creating an effective intake system and making timely responses a priority—while learning how to position yourself as a valuable resource, even when you don’t provide the exact service requested. Pat Iyer dives deep into preparing for high-stakes, in-person meetings, avoiding common sales mistakes, and building rapport. She emphasizes the importance of demonstrating your strengths without coming across as boastful, teaching you to close the deal with well-crafted questions and follow-up techniques that keep you top of mind with attorneys.
But closing the sale is more than just a transaction—it’s about building trust and ongoing relationships. Pat Iyer unpacks how understanding your own personality traits (whether introvert or extrovert) can help you navigate sales conversations effectively and authentically. By the end of the episode, you’ll have the confidence to not only ask for the business, but to position yourself as a solution attorneys truly need. Whether it’s your first client or your hundredth, this episode unlocks the strategies for sustaining success and becoming a sought-after legal nurse consultant.
What you’ll learn in this episode on Strategies for Closing the Sale: Confidently Securing Legal Nurse Consulting Cases
Here are five intriguing questions that this podcast episode answers:
- How can legal nurse consultants confidently handle their first interaction with an attorney, whether by phone, email, or in person?
- What are the key strategies for presenting and “closing the sale” when offering legal nurse consulting services to law firms?
- What mistakes should legal nurse consultants avoid during sales presentations to attorneys?
- How can consultants demonstrate credibility and professionalism without coming across as boastful or insincere?
- What follow-up actions help build lasting relationships and repeat business with attorney clients?
Listen to our podcasts or watch them using our app, Expert.edu, available at legalnursebusiness.com/expertedu.
Get the free transcripts and also learn about other ways to subscribe. Go to Legal Nurse Podcasts subscribe options by using this short link: http://LNC.tips/subscribepodcast.
Grow Your LNC Business
13th LNC SUCCESS® ONLINE CONFERENCE
April 23, 24, and 25, 2026
Skills, Strategy, Results
Gain deposition mastery, marketing confidence, and clinical–legal insight from industry leaders you can apply to your next case and client call.
Build a Practice Attorneys Remember
Learn exactly how to showcase expertise, attract referrals, and turn complex medical records into clear, defensible stories that win trust.
Learn From the Best—Then Ask Them Anything
Get step-by-step training, live “hot seat” solutions, and exclusive VIP Q&A time with Pat Iyer to accelerate your LNC growth.
Your Presenters for Strategies for Closing the Sale: Confidently Securing Legal Nurse Consulting Cases
Pat Iyer
Pat Iyer is a seasoned legal nurse consultant and business coach renowned for her expertise in guiding new legal nurse consultants to successfully break into the field. As the host of the Legal Nurse Podcast, Pat addresses critical challenges that legal nurse consultants face, such as difficulty in landing clients and lack of response from attorneys. Through her insightful episodes, she emphasizes the importance of effectively communicating one’s value to potential clients. With a wealth of experience, Pat has empowered countless consultants to overcome these hurdles and thrive in their careers.
Connect with Pat Iyer by email at patiyer@legalnusebusiness.com