9 strategies for getting past the gatekeeper to the attorney.

What Are the Most Effective Opening Lines You Have Used with a Gatekeeper? "Good morning, my name is Suzanne Arragg. Mr. Black referred me to your firm and to Ms. Smith. I'm a Certified Legal Nurse ConsultantCM, and I specialize in Ms. Smith's area of litigation. I would like to schedule an appointment to meet her." Usually the calendar is opened, and I get the appointment scheduled.

--Suzanne Arragg, RN, BSN, CDONA/LTC, CLNC

I always like being referred to the attorney by someone else. When I can say I got the attorney's name from another person, that brings down some of the roadblocks. I also tell the gatekeeper that since other attorneys have won cases because of my involvement on the litigation team, I am eager to speak to the attorney so I can do the same for him.

--Dale Barnes, RN, MSN, CLNC

When the gatekeeper answers the phone, I respond by saying, "Hi, this is Dorene. May I speak to Mr. Robert Jones please?" Most of the time, she just puts me through because I am very matter-of-fact.

--Dorene Goldstein, RNC, CLNC

For me, networking has always helped. If someone the attorney knows has referred me, I open with: "Mr. Right gave me Attorney Smith's name and said to call because he thought Mr. Smith would benefit from my CLNC[R] services." I usually get right to the attorney or her voice mail.

--Debra Gross, RN, MSN, CPC, CCM, CLCP, MSCC, CLNC

I like to remind myself that the person answering the phone is trained to screen calls. Don't act as if you are asking for their permission to get through. Don't be aggressive, but don't be meek. Ask to speak to the attorney. If the gatekeeper asks what your call is concerning and you have already sent a marketing package indicating that you will be calling, tell the gatekeeper the attorney is expecting your call. Avoid giving the gatekeeper a long explanation where possible.

--Jane Hurst, RN, CLNC

Two opening lines that work for me are:

"I wrote Mr. Jones last week and said I would be calling about assisting with some of the firm's cases."

"I told Mr. Jones I would be calling about some of your high-risk claims."

--Brian Johnson, RN, PhD, CLNC

The most effective opening line I have used with a gatekeeper is a straightforward introduction, omitting my title and profession. I have the most luck when I simply say, "This is Cynthia Lacker calling for Thomas Smith." Including your title or nursing status can alert a gatekeeper to the fact that you are marketing services, and once you're suspected of...

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