"The Harder I Work, The Luckier I Get"

The above quote is something my father used to say. It may not be completely original but, over the years, I have found it does make sense. Whenever I experience a special success in my business, I can usually relate it to some extra effort I previously put in to get there.

The commercial debt resolution profession is not one of those "sit back and wait for the checks to arrive" phony business opportunities. It is a very real profession that requires real efforts to achieve a high level of success.

My Business Plan System provides my students with all the information needed to work this business. However, it is entirely up to each individual to decide exactly how much time and effort they are willing to invest to reach the level of results they desire.

The cases are plentiful and arise by the hundreds daily around the country... but you have to get them.

As with most worthwhile endeavors, the more you put into building your business, the more you will get out. Other people may just think you are "lucky" when you succeed, but you will know the real reason for your success is your hard work.

Scott F. Soape

Build Referral Relationships

As your commercial debt resolution practice grows, you will want to constantly cultivate outside referral relationships to ensure a steady stream of qualified leads. My complete Business Plan System shows you how to do this.

CPAs, bankers, bookkeeping services, business brokers... anyone you can think of that might encounter businesses having financial troubles. ALL of these folks can steer debt resolution cases your way.

Set up a regular marketing program to notify these people of your "risk free" service for their contacts. You may not see the fruits of your labor for some time but, be assured, the cases will be forthcoming. Sending at least a quarterly letter, flyer, brochure or email will keep your name at the front of their mind whenever a situation arises.

Your service will be an arrow in the quiver of these other professionals to assist their clients.

Although some professionals will not take advantage for many reasons, be sure to offer a sharing arrangement for any earned fees from referred cases.

Building a broad and varied network of referral relationships over time will keep your pipeline full of new cases.

Scott F. Soape

BBB Warning

Following is a recent BBB warning...


"Dealing with Phony Debt Collection Calls

Recently several local consumers have notified BBB about phone calls from individuals pretending to be debt collectors and threatening them with legal action or arrest. The consumers are told they must pay a supposed outstanding debt over the phone immediately. In some cases, the callers have social security numbers, bank information and the consumer’s address. BBB wants you to know what to do if a stranger calls claiming you owe them money.

4 Tips to Help You Fight Debt Collection Scams:

1) Ask Questions About the Debt

2) Request Written Proof

3) Don’t Give or Confirm Any Personal Information

4) Tell BBB and the FTC

Have you run across a scam? Be sure to follow us on Facebook and Twitter for the latest trends, tips and to let us know if you have any topics you want BBB to address."

FREE Leads!

One of the most common questions I get from people looking into the commercial debt resolution profession is: "How and where do I locate prospective clients?"

I always know part of their concern is the potential expense of advertising in order to draw in business.

The great news is: "No advertising is needed to get started and... leads are typically FREE to locate and obtain!"

I always advise people new to this profession to start by checking their local court systems for recent lawsuits involving one business suing another for monetary damages. These cases arise all the time, all over the country and, since they are PUBLIC INFORMATION, they are usually FREE to view. The lawsuits will indicate the parties involved including names and addresses, a brief description of the dispute and the dollar amount of the claim. Basically, everything we need.

The added benefit of these situations is their URGENCY. Typically, the defendant (debtor business) only has a short time to respond or they risk a default judgment being issued against them. This typically requires paying an attorney hundreds to thousands of dollars, win or lose. When we offer to negotiate a discounted, out-of-court settlement on their behalf... on a no results / no cost basis... their choice becomes easy.

Of course, my complete Business Plan System provides ALL the information needed to locate these cases, contact the debtor businesses, offer the service and negotiate successful settlements.

There are also MANY other ways to bring in business and these are all covered in my program. But the fastest, least expensive and most productive way to get started is through the court systems. Often, this information is even available on-line.

Scott F. Soape

A Rewarding Career on More Than One Level

There is no question this profession has the ability to provide a substantial ongoing revenue stream from earned fees.

What is harder to express and identify is the psychological rewards that come from helping clients who are experiencing a difficult financial time.

Heavy handed collection agents often refer to debtors as "dead beats" in an effort to place them in an unflattering light so they can justify their collection tactics. I think you would find this attitude is surprisingly prevalent in the boiler-room collection call centers around the country. It helps the collection agents live with what they are doing.

In my many years in this profession, I have found the majority of debtor business owners simply find themselves confronted with circumstances beyond their control. Most have every good intention of paying their debts in a timely manner but, for many different reasons, are unable. Sometimes it is due to poor financial management but more often these businesses are waiting to be paid by other businesses before they can, in turn, pay their own bills. It does not take long for the domino effect to begin.

The emotional reward for assisting these business people in keeping their doors open for business can be as great as any earned fee. As a commercial debt negotiator, you are truly one of the GOOD GUYS.

Scott F. Soape

New FTC Rule for CONSUMER Debt Settlement

Once again the CONSUMER debt settlement industry has drawn the attention of regulators.

Thankfully, this rule does not apply to our Commercial Debt Settlemment industry. You may click on the below link to view an Associated Press article by Candice Choi for the full story...

New rule cracks down on debt settlement industry

Keeping Records

Once you become a professional commercial debt resolution negotiator, you will quickly realize the importance of keeping thorough records.

Start by creating a file for each client as they retain your service. I like to record the primary contact information for my client on the inside cover of the file folder for quick reference. Keep copies of all contracts and other documents for each individual case in this file (multiple cases for one company are common).

You will also want to make notes of each and every conversation relating to a debt settlement. Date, time, name and summary of the conversation can be essential if there is ever a disagreement or failed memory by a party to the case. Always keep a clean legal pad handy for notes.

Additionally, as you work more and more cases, you may find you are dealing with the same commercial creditor and / or the same creditor agent. Keeping track of the past (or best) settlement terms will give you an edge for later negotiations.

Having the ability to review records of your past cases or even just recent communications with clients or agents will allow you to operate efficiently and professionally in a fast paced environment.

Scott F. Soape