The Video That Led to a Long-Term Attorney Client
Here’s how an LNC built a long-term attorney client. Attorney John Michaels had built a strong reputation in prenatal testing cases. He knew those records inside and out. But when a cardiac case landed on his desk, everything slowed down.
The terminology was unfamiliar. The sequence of events didn’t make sense. The medical record felt like a puzzle missing key pieces.
He did what many attorneys do in that situation—he started searching for answers.
That’s when he found a short video explaining how to read cardiac medical records. It was clear, practical, and immediately useful. Within minutes, he understood more than he had after hours of reading.
That video led him to the legal nurse consultant who created it. And that connection turned him into a long-term attorney client.
Why Attorneys Don’t Respond to “Hire Me” Messages
Many legal nurse consultants believe they need to chase attorneys to get work. Emails. Cold calls. Cold visits. Networking events. Reaching out again and again, hoping something sticks.
But think about the attorney in the middle of a case like John’s.
He isn’t looking for a vendor. He’s looking for clarity.
When an attorney feels overwhelmed by medical records, they are not thinking, “I should hire an LNC.” They are thinking, “How do I make sense of this?”
That gap in understanding is where your content becomes powerful.
The Shift: From Push to Pull to Build a Long-Term Attorney Client
There are two ways to get attention:
Push marketing
You reach out and tell attorneys what you do.
Pull marketing
You demonstrate what you can do—and they come to you.
Lisa didn’t call John. She showed him.
Through a blog post and a short video, she answered a question he already had. She reduced his confusion. She made his job easier before he ever contacted her.
That’s what drew him in and led the way to becoming a long-term attorney client.
What Attorneys Are Really Looking For
Attorneys are not primarily searching for a legal nurse consultant. They are searching for answers to problems like:
- “What went wrong in this case?”
- “Is this a deviation from the standard of care?”
- “Am I missing something in these records?”
- “How do I explain this to a jury?”
When your videos address those questions, you become visible in a way that traditional outreach cannot match.
A Simple Way to Create Endless Video Topics
One of the biggest obstacles LNCs face is not knowing what to talk about. A simple framework can solve that problem.
Think of your content like a tree, using Nate Woodbury’s model:
The trunk: Your core focus
This is your main area of work.
Examples:
- Medical malpractice
- Personal injury
- Nursing home cases
- Birth injuries
The branches: Subtopics
These are the categories within your work.
Examples:
- Medical records
- Standard of care
- Damages
- Expert witnesses
The leaves: Specific topics
These are the actual video ideas.
Examples:
- How to spot copy-and-paste errors in medical records
- What a complete triage assessment should include
- Red flags in postoperative documentation
- How to evaluate an expert witness’s credentials
This structure gives you clarity and direction. Instead of wondering what to create, you simply move from broad to specific.
What Makes a Video Work
The goal of your video is not to teach everything you know.
It is to:
- Answer one focused question
- Provide a clear explanation
- Show how you think
- Leave the viewer wanting more
Attorneys don’t need a lecture.
They need insight.
Topics That Attract Attorneys
If you’re unsure where to start, consider these types of content:
- A story about a closed case and what went wrong
- A breakdown of a common documentation issue
- A short explanation of a medical concept attorneys often misunderstand
- Commentary on a medical issue in the news
- A list of practical tips attorneys can apply immediately
These topics work because they connect directly to the attorney’s daily challenges.
The Search Factor Most LNCs Overlook
Attorneys don’t just watch videos—they search for them.
That means your content should reflect the words they use.
For example:
Instead of:
“Fluid overload in neonates”
An attorney is more likely to search:
“Too much IV fluid in a baby” or “IV error in newborn case”
Your wording matters. When your titles and scripts match how attorneys think and search, your visibility increases dramatically.
Why This Approach Works
When you consistently create content that answers real questions:
- Attorneys begin to recognize your name
- They associate you with clarity and insight
- They see how you approach a case
- They start to trust your thinking
By the time they contact you, you are no longer a stranger. You are someone who has already helped them.
The Opportunity in Front of You
Right now, there is an attorney staring at a stack of medical records, trying to make sense of them.
They don’t know you exist. They don’t know what you can do. But they are searching for answers.
Your videos can be the bridge between their confusion and your expertise. The question is simple: What will you create that helps them today?
Turn the person searching for answers into a long-term attorney client. Give them the benefit of your medical knowledge by sharing content with them in an easily consumable format. Video does that, lands well when done well, and gives you a memorable edge.
Pat Iyer MSN RN LNCC is president of The Pat Iyer Group. She develops resources to assist LNCs in obtaining more clients, making more money, and achieving their business goals and dreams.
Have you heard the most recent podcasts on Legal Nurse Podcast? The show is in its 9th year, putting it in the top 1% of all podcasts for its longevity. Watch our podcast on YouTube at http://LNC.tips/YouTube.
Join our Facebook group, LNC Business Growth Circle, to be part of our LNC community.
Pat’s related websites include the podcasts broadcast at podcast.legalnursebusiness.com, and writing tips supplied at patiyer.com.
Get all of Pat’s content in one place by downloading the mobile app, Expert Edu at www.legalnursebusiness.com/expertedu. Watch videos, listen to podcasts, read blogs, watch online courses and training, and more.