Overview
Curriculum
Instructor

Overcoming a Prospect’s Objection to Closing

This course teaches attorneys how to overcome a prospect’s objection to closing. Learn that “no” does not mean “no” in the bankruptcy sales closing context. A rainmaker understands that “no” really means that a prospective client lacks sufficient information to feel comfortable engaging the attorney.

When hearing “no,” a rainmaker strives to understand the prospect’s objection to engaging the attorney. Then, it is incumbent upon the lawyer to provide new information to help the prospect overcome his/her own objection. After all, the prospect came to the attorney’s office seeking bankruptcy protection. The attorney is offering bankruptcy protection. But, for some reason, the prospect does not feel comfortable engaging the attorney. So, the lawyer must discover the true objection and provide the necessary new information to help the prospect feel comfortable engaging the attorney.

Never argue with a prospective client. A prospect is acting on instinct and the human brain is telling the prospect not to engage the attorney. But why? It is futile to argue with a prospect or to assert the prospect does not appreciate the benefits of bankruptcy.

Instead, the lawyer must give additional information to overcome the objection and compel the prospect to make the “yes” decision today and engage the attorney. Study this course and learn how to overcome objections to closing.

Attorney Bob Schaller

Bankruptcy/Tax Attorney & Registered CPA

Bob has practiced law for more than 35 years and filed more than 3,000 bankruptcy cases. He has argued bankruptcy cases before the U.S. Court of Appeals, U.S. District Court, and U.S. Bankruptcy Court. He has authored 22 books including the 6-volume "Bankruptcy MasterClass Practice System & Toolkit."