16 episodes

The Bankruptcy Law Success podcast introduces you to successful bankruptcy lawyers, as well as powerful ideas that will transform your bankruptcy practice. It's hosted by Bob Hiler.

Bankruptcy Law Success Bob Hiler

    • Business
    • 5.0 • 4 Ratings

The Bankruptcy Law Success podcast introduces you to successful bankruptcy lawyers, as well as powerful ideas that will transform your bankruptcy practice. It's hosted by Bob Hiler.

    How to Use Jake Parent’s “Irresistible Bankruptcy Sales Script” to Retain 80% of Your Appointments

    How to Use Jake Parent’s “Irresistible Bankruptcy Sales Script” to Retain 80% of Your Appointments

    I interview Jake Parent, a sales genius who developed what I call a sales script that’s so effective that it can convert 80% of appointments into retained bankruptcy clients. In fact, it’s so effective that I call it the “Irresistible Bankruptcy Sales Script.”

    If you’re a bankruptcy lawyer that’s not converting 80% of your appointments, you need to stop what you’re doing and listen to this podcast. Then you need to listen to it again. And then you need to download Jake’s sales script, practice it, and use it for every consultation.

    To help bankruptcy attorneys retain more clients, Jake has generously agreed to let me offer four things for you to download: http://lawleading.com/the-irresistible-bankruptcy-sales-script/

    1. the exact word-for-word sales script he developed that converts 80% of appointments into bankruptcy clients
    2. his highly effective sales script outline that helps you land clients without sounding canned
    3. the one-page Powerpoint slide that he uses to get prospects to sign on the line that is dotted, and
    4. his comprehensive list of services involved in a bankruptcy that makes clients understand your price is justified, as well as justifying "reasonableness" for any US Trustee.

    You can get all these files for free sent to your email inbox by going here right now: http://lawleading.com/the-irresistible-bankruptcy-sales-script/

    Some of the highlights in this interview include:

    * The exact word-for-word script you can use to retain 80% of the appointments that come into your bankruptcy law office.
    * How to get prospects to sell themselves on filing bankruptcy ASAP (so you don't have to).
    * Which legal questions repel clients—and the questions you should be asking instead.
    * Why it’s actually a positive sign when your clients break down crying while talking to you.
    * And a whole lot more, including exactly what to say to make prospects understand that filing cases pro se is not the way to go.

    You can also subscribe to get an email when we release new episodes of the Bankruptcy Law Success podcast: https://forms.aweber.com/form/76/985243976.htm

    • 1 hr 11 min
    How Don Golden turned himself into a volume bankruptcy filer by reinventing his practice

    How Don Golden turned himself into a volume bankruptcy filer by reinventing his practice

    I interview Don Golden, a bankruptcy attorney in Brandon, Florida who dominates his local Google "map pack" and files about 40 bankruptcies a month.

    In this interview, Don is remarkably candid about how his bankruptcy practice was hobbled by Google's Penguin update, and how he turned things around by obsessively tracking his numbers and building systems.

    Some of the highlights in this interview include:

    * The exact strategies that has helped him build his bankruptcy filing volume to 40 cases a month.
    * The so-crazy-you'll-never-copy-it tactic that has generated 71 Google reviews for his firm, and made Google list him as the #1 bankruptcy attorney for miles around his office.
    * Why he decided years ago to spend $12,000 on software to track his leads--even though he'd just been Google-slapped and lost most of his leads--and how that software paid for itself almost instantly.
    * Why he doesn't offer "zero down bankruptcies," and what he offers instead.
    * And a whole lot more, including how he's replaced himself for day-to-day legal work and precisely how he's totally redefined his full-time job at his own practice...

    You can also subscribe to get an email when we release new episodes of the Bankruptcy Law Success podcast: https://forms.aweber.com/form/76/985243976.htm

    • 1 hr 9 min
    How Dan Garrison helps lawyers maximize their filings with zero-down Chapter 7s

    How Dan Garrison helps lawyers maximize their filings with zero-down Chapter 7s

    I interview Dan Garrison, a bankruptcy attorney who co-founded Fresh Start Funding with Matt Hartley to help other attorneys offer zero-down Chapter 7s.

    I learned two things talking to Dan. First, after talking to Dan, I am much more confident that bankruptcy attorneys should go ahead and offer zero-down Chapter 7s today, as long as they do it properly as described in this interview. (I was more wary before.)

    Second, I was impressed by Fresh Start's "mid-single digit" default rate, as well as its revenue share being up to 75% of post-petition fees.

    One last thing... In this interview, Dan talks about practices growing by 25-30% after implementing zero-down Chapter 7s. I think Dan is being fairly conservative. From what I'm seeing, once you figure out how to sell zero-down bankruptcies (and you figure out your marketing), you can double or triple your filings.

    Some of the highlights in this interview include:

    * Why bankruptcy attorneys who offer zero-down Chapter 7s see huge increases in their bankruptcy filings versus old-school "layaway plans"
    * The specific two requirements you should have prospects meet before you lend them money by doing a zero-down bankruptcy
    * Exactly how offering zero-down bankruptcies helps you avoid clients who use sob stories to try to beat you down on price
    * The ethical and legal reasons you should never "factor" your accounts receivables in order to offer zero-down bankruptcies (and what to do instead)
    * And a whole lot more, including how you can radically reduce the risk of being the first in your district to offer a zero-down bankruptcy

    You can also subscribe to get an email when we release new episodes of the Bankruptcy Law Success podcast: https://forms.aweber.com/form/76/985243976.htm

    • 59 min
    Why Steven Skelton thinks bankruptcy attorneys throw money away when receptionists pick up the phone

    Why Steven Skelton thinks bankruptcy attorneys throw money away when receptionists pick up the phone

    I interview Steven Skelton, a trained salesperson who answers the phone for his bankruptcy attorney clients.

    Steven has spent his career in sales, even before he started helping his wife, Susan Skelton, increase sales at her bankruptcy practice. Simply by exercising his sales muscles, he was able to help his wife's practice go from a one-room subleased office, to become a consistent top-10 filer in the Eastern District of Missouri.

    Some of the highlights in this interview include:

    * Why it's dumb for bankruptcy attorneys to spend thousands of marketing dollars to make the phone ring, and then have somebody not trained in sales picking up those calls
    * The lesson that Steven learned selling cars about the one thing you need to do in order to close a sale.
    * The not-so-obvious reason that it's a bad idea for even sales-y receptionists to be picking up your phone. (Hint: sometimes, it's not even about who picks up the phone, it's about whether they have time to listen to prospects.)
    * The exact reply you should give when asked the most common question: "How much do you charge for a bankruptcy?"
    * And a whole lot more, including the difference between "dreamers" and "problem-solvers," and how all would-be bankruptcy clients can be classified as one or the other (and exactly what to say to each type of prospect).

    You can also subscribe to get an email when we release new episodes of the Bankruptcy Law Success podcast: https://forms.aweber.com/form/76/985243976.htm

    • 51 min
    How Michael Hoverson profits by slaying "zombie debts" that bankruptcy ignores

    How Michael Hoverson profits by slaying "zombie debts" that bankruptcy ignores

    I interview Michael Hoverson, a bankruptcy lawyer in Minneapolis who has filed bankruptcies for 31 years. Over the years, he's also noticed that there are many debts that bankruptcy completely ignores.

    So he's learned legal techniques to slay these "zombie debts," like student loans and tax debts. That's one reason he's been able to spend less on marketing, yet still keep busy in a shrinking bankruptcy market.

    Some of the highlights in this interview include:

    * How Michael learned how bankruptcy can help with student loans, by practicing in a world long ago where the Bankruptcy Code didn't have a huge student loan loophole.
    * How you can turn a single bankruptcy lead into FIVE SEPARATE CASES: (1) a bankruptcy petition, (2) an IRS tax resolution case, (3) a state tax case, (4) private student loan litigation, and (5) a federal student loan rehabilitation case.
    * When Michael uses the "undue harship" standard to discharge student loans (and when he doesn't bother trying).
    * Exactly how he gets clients eager to pay large legal bills to make their tax problems go away.
    * And a whole lot more, including how to make money from enrolling federal student loan borrowers into income-based repayment plans.

    • 55 min
    How Mike Ziegler turbocharged his bankruptcy practice with lucrative consumer plaintiffs' claims

    How Mike Ziegler turbocharged his bankruptcy practice with lucrative consumer plaintiffs' claims

    I interview Mike Ziegler of Clearwater, Florida, a bankruptcy attorney who does more than just bankruptcies. In fact, in addition to foreclosure defense, Mike offers an “alphabet soup” of consumer plaintiffs’ claims, including FCRA, FDCPA and TCPA.

    Mike has blazed a new trail for bankruptcy attorneys who aren’t scared of litigation. And since consumer plaintiff’s claims pay more than bankruptcy filings, it’s easier to make more money doing it, too. In this remarkably candid interview, Mike explains exactly what he does, how he makes money doing it, and how you can do it too.

    Some of the highlights in this interview include:

    * Exactly how Mike has leveraged the "alphabet soup" of FCRA, FDCPA, and TCPA complaints to make a lot more than somebody who just does bankruptcies.
    * Why not being scared of litigation is the first step to offering more than bankruptcies.
    * Exactly how you can get consumer plaintiffs' claims from the exact same people for whom you’re already filing bankruptcies.
    * How focusing on "recovery per time in the case" made Mike realize that consumer plaintiffs' claims were much more profitable for his law firm.
    * How doing plaintiffs’ claim work has been critical to his firm's growth and stability.
    * And a whole lot more, including the exact statute you should leverage to get the overwhelming majority of your consumer plaintiffs' claims to settle before the trial is even scheduled.

    You can also subscribe to get an email when we release new episodes of the Bankruptcy Law Success podcast: forms.aweber.com/form/76/985243976.htm

    • 55 min

Customer Reviews

5.0 out of 5
4 Ratings

4 Ratings

luisgoahead ,

Awesome

I came into this podcast and found it very good. I’m planning on using some of the strategies discussed in my own practice.

JonathanG678 ,

Excellent Marketing Ideas for Lawyers, Bankruptcy and Otherwise

While Bob Hiler's Bankruptcy Law Success podcast focuses on how to market one's bankruptcy practice, the marketing ideas that Bob discusses with his guests have applicability for any lawyer seeking to build his/her practice. This is a must listen podcast.

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