713Bankruptcy.Com's Blog

I have lived in Colorado almost 6 weeks now. During that period of time there has been no snow and no rain. In fact, the weather has been like spring with sunny days and wonderful temperatures every single day. But on the day of the Chapter 13 Seminar, a freak blizzard came and covered some areas with over 2 feet of snow. The blizzard caused some of the people attending the seminar to have delayed and canceled flights; and all but two people persevered the storm to attend. The only problem we encountered was that the seminar started late. This is because it took me over 3 hours to drive the icy roads from my home in Colorado Springs to Denver. However, by the time the seminar was over, the roads were clear and it only took 45 minutes to drive back.

Although the seminar started late, everyone brought their laptop computers and worked on all three training modules as a group. I had to extend the seminar to ending around 6:45 pm in order to make sure we got through the training modules and to give everyone the level of training they paid for. However, the exercise of working together helped the attendees feel comfortable in reaching out for help when they are working on petitions rather than guessing and causing a great deal of problems.

Bankruptcy Petition Module No 1

This bankruptcy petition was the hardest to complete. It started out as a Chapter 7 but there were many adjustments that had to be made. I developed this module to cover all the basic scenarios that normally occur in average consumer cases. This way, the attendees would be able to recognize these issues when they encountered them in the real world.

We covered the Means Test in detail and the attendees discovered how to tweak the Schedules in order to make sure that the Means Test is balanced and accurately reflected the debtor(s) situation. I also provided a lot of time-saving tips to help the attendees when preparing petitions as well as what things to look for that trigger additional information they need to gather from the debtor. Little details like this are what make the difference between a good VBA and a professionally trained VBA.

Bankruptcy Petition Module No 2

I structured this entire seminar to go from hard to easy. Therefore, Bankruptcy Petition Module No 2 was easier than Module No 1. In this exercise the petition was already a Chapter 13. The training I covered was how to properly balance out Schedule I and J and use the excess to begin the Chapter 13 Plan payment calculation.

Next, we went over the debt classifications and classified the debts properly. Then we covered the variations within a Chapter 13 Plan and how to correct errors and problems. As I explained to the attendees, no Chapter 13 Plan balances out perfectly the first time. If it does, go out and have a celebration because that is a rare occurrence. Instead, we must tweak the Plan, the Schedules and the classifications until they are accurate and correct.

By learning this level of skill, a more accurate Chapter 13 Plan is submitted to the court. This helps in saving the court as well as the Trustee’s office a great deal of time. I wish the bankruptcy court would recommend my training to law firm employees because it would help to increase their efficiency. However, after years of submitting my ideas to them, simply because I do not meet their educational requirements, and because I am not an attorney, they reject my training.

But it does not really matter. You and thousands of others can utilize the training I have developed to increase your skills and become a professional in the debtor bankruptcy field. And perhaps some of you who are attorneys can take this training and present it to the court. My only goal in all of this is to benefit the average consumer and to help the system work to their advantage. In fact, this should be the major goal of all of us working in debtor law.

Bankruptcy Petition Module 3

The final training module was the easiest of all three. The Chapter 13 petition was already developed. Schedule I and J was already balanced. This time, we concentrated on putting the final touches on the Chapter 13 Plan in a no asset, no secure debt case scenario. We discussed a variety of different ways of how to correct errors that appear on the Plan. We discussed Plans that pay back less than 100% to the unsecure creditors and how these are handled within the system. We also discovered how unsecure and secured debts are classified (long term, fixed and prorata) as well as how other assets may not be protected in Plans under 100%.

Disclaimer

Because I am not an attorney, the training I present takes into account unauthorized practice of law and how to prevent it. Instead, I train non-attorneys in legal ethics as well as covering legal ethics for attorneys that are present. At this particular seminar we had four attorneys present and nine virtual bankruptcy assistants. It was an excellent mix because it prompted discussions of the various methods in which situations and cases are handled in various states.

The Second Day of the Seminar

After the seminar ended, Cheri Graham and I took Sherri Homan and Valerie Clay with us back to Colorado Springs. Both Sherri and Valerie spent the entire day with me and discussed a wide variety of material so that both of them could go back home and build their business. Sherri Homan already had her first attorney and was in the process of doing the first petition for him. However, Valerie still wanted to practice and get more knowledge under her belt before she began marketing to attorneys. We covered topics such as improving Chapter 7 and Chapter 13 skills, interviewing clients, electronic filing, researching online for lien information and marketing. I also provided both Sherri and Valerie with two books I had purchased from Nolo on foreclosures to help take their petition skills to the next level.

Added Benefit

One of the added benefits I provide to people who attend my seminars is the ability to contact me directly if they have questions and concerns after they return home. I do this because bankruptcy is not a topic you can cover in 1 day, 5 days or even 60 days. Instead, debtor bankruptcy knowledge is something you get better at as you work in it. Therefore, I can prepare people with the majority of the basic scenarios so they can have basic knowledge of most scenarios; however, when they will go back home, they normally encounter different situations and need some help. Because they attended my seminar, they only need to pick up the phone and call me or send me an email and I will help them get over the hurdles until they have reached a level of learning that meets the demands of their job.

Future Seminars

This seminar was so popular and well received that I have decided to hold two more. The next seminar will be held sometime in May in Denver, Colorado and the next in August, somewhere around Los Angeles, California. Look for an announcement to arrive in your email box so you can sign up to attend. The only reason I cannot announce the exact dates and places right now is because I am waiting to hear back from the hotels with a price for the meeting rooms.

I hope to see you at the next seminar.

To purchase training materials, visit:
http://www.713training.com/shop

by Victoria Ring, CEO 713Training.Com LLC

I received an inquiry from a law firm last week asking me to provide them with a price for preparing their bankruptcy petitions. Although I normally work on difficult cases and assist my virtual bankruptcy assistants, I decided to pursue this request so I could place myself in the shoes of the VBAs I train in order to help them with marketing. Besides, if I would have been awarded the job I would have given it to a certified VBA anyway; so I had nothing to lose and everything to gain from the experience.

The first thing I did was to call the attorney on the phone and find out exactly what they needed. I was not able to speak to the attorney but I spoke to his wife, who works for him in his office. The attorney’s wife explained that their main petition preparer was going to be out of work for a few weeks having a baby. They wanted someone who was skilled in preparing bankruptcy petitions to step in while she was gone.

From this information, experience told me there would have problems with the pricing. Most law firms was used to paying an employee $10 or $12 an hour; so quoting them a flat fee of $500 or more was going to blow their mind. However, I was in the mood to present my sales approach to see what would happen.

First of all I explained the benefits of using my virtual bankruptcy assistant services. Not only would the petition be compiled, my services also included an online asset search, lien search, criminal search, client intake interview as well as amendments that needed prepared throughout the life of the case. After building up all the benefits and expanding on how my services were different compared to an in-house employee, I told the attorneys wife the price would fluctuate depending on the assets and liabilities of the debtor. But as a ball park figure, the fee would be no more than 25 percent of the attorney fee.

Immediately the attorney’s wife said she would talk to her husband. I knew right then and there that she was not happy with the price. How did I know? Because if she would have been interested in my services she would have begun asking me questions and seeking out details of how my work would be performed. Instead, as soon as she learned the price she dropped the ball and found an excuse to get off the phone. These are things you need to look for when marketing your VBA services. The only way I know about them is through the many years experience in marketing I have endured.

Now, most people at this point would have felt bad. They would have felt compelled to lower their prices just to get the sale. One VBA I met did just that. In fact, she lowered her fee down to $100 and the bankruptcy attorney took advantage of her. While he made $2,500 for every petition, he paid her $100 and made her do all the work. This is modern day slave labor and an attorney who is dirty enough to do this is not an attorney you need to be working for.

Did I feel bad because this law firm turned me down? Of course not. In fact, just to prove my theory I waited a week and sent the attorney’s wife the following email: We spoke last week regarding your paralegal that is going on maternity leave soon. I wanted to follow up and see if you were still interested in my services of preparing your bankruptcy petitions while she is away.

Her respond was almost immediate; it said: We found someone much cheaper than you!

This type of response told me that my first assumption was correct. However, I did not expect her to be rude and unprofessional. A remark like this told me she was angry and she wanted to inflict as much pain as she could. But instead of inflicting pain, her response only showed me her true character. It was clearly evident this lady was NOT a professional. Even if she was not happy with my prices, she would have thanked me for the follow up and politely told me they had decided to pursue another solution. Or, if she was still interested in my services but thought the prices were too high, she would have called and attempted to negotiate a different price with me. I had one attorney do this. He said he could not afford my prices but asked me how much I would charge if I did not do any online searches or client intake interviews. This lowered his per petition cost significantly and we worked out a price that was fair and reasonable to accommodate him. These types of negotiations are common in business and if someone does not try to implement them, it shows you immediately they are not business savvy people.

Moral of the Story

Listen folks. Do a search in any lawyer directory and you will find there are hundreds if not thousands of bankruptcy attorneys in almost every city and town within the United States. As a trained, professional virtual bankruptcy assistant, you save attorneys a great deal of money and you have GREAT WORTH. You help to eliminate paperwork and deficiency notices. You assist the federal bankruptcy court in eliminating time and increasing their efficiency. Your skills are not to be discounted to a level of trash. If an attorney chastises you for the prices you charge, this is not an attorney you want to work for. There are plenty attorneys who will recognize the fact of how you will benefit his or her law firm and appreciate you for the professional you are.

Keep plugging away and keep increasing your knowledge as a VBA. Refuse to settle for less than you deserve but be fair and caring toward your client attorneys. There are a lot of good women and men attorneys seeking your services but you may have to kiss a few toads to get to the prince and princess. Do not worry though. Waiting for the prince and princess is well worth the time. Working for good attorneys is how you build a long-lasting career on solid ground.

By Victoria Ring, CEO www.713Training.Com

Last week I attended a new business group here in Colorado Springs, Colorado. I was very excited to meet other business people in the community and network with them. While at the meeting I met a lady who custom makes and designs her own jewelry. The thing that excited me the most was that I did not need to have my ears pierced to wear these earrings. Instead, the Jewelry Lady had designed her earrings as ear cuffs. Not only did they stay securely on my ear, but they did not cause pain like clip on earrings or magnets that I had worn in the past.

In fact, I was so excited about finding this lady and so impressed with her designs that I spent over $50 on earrings that evening. I also told her that I would be telling others about her jewelry and asked her when we could hookup and meet for lunch. Her reaction was: I am normally busy during the day. I will have to call you later. (However, she did not ask for my business card or a contact number.) This immediately told me she was a negative business person like many others I had met in the past. Whether she realized it or not, she was giving up an opportunity to increase her business.

But since I am the type of person that always gives people second and third chances I decided to try another approach. I told the lady that I had a credit card machine that I would be willing to give her without cost to process credit card orders when she attended shows. I explained that I paid $1,500 for the credit card machine several years ago but since I did not need it, I was willing to help her because I believed in her product. Did she see my generosity? Of course not. Like many unsuccessful business people, she was totally focused on herself; not the opportunity she was passing up. Instead, she immediately made an excuse and said: I do not know if the machine is compatible with my merchant bank so I will have to let you know. Did she ever let me know? Of course not. She did not even care enough to recognize my generosity and follow up to thank me for the offer. Instead, she simply ignored me.

For the ladys third and final chance I visited her website and placed an order for another $50 in jewelry. I immediately noticed that she only had PayPal as an option to pay online. I called her after placing the order and said that I felt uncomfortable using PayPal, but because I loved her products so much I was willing to take the risk. Never once did she thank me for making a purchase or loving her product. She just said she would check and make sure the order went through and confirmed it did. Not once did she apologize for the inconvenience I endured as a customer. Again, she showed me again that she was only focused on herself, not her customers; which is another bad business quality.

In a final attempt to help her sell her products I invited her to drop off my order at my house so I could finally talk to her for a few moments. She came to my home and here is how the conversation went:

Me: I love your product and I think it would be a perfect candidate for advertising on QVC. Why have you not submitted your jewelry to them?

Jewelry Lady: What would happen if I get too many orders and cannot fill them?

Me: Would that not be a wonderful thing to happen? I am sure if you had orders for $26 million you could find a way to fill the orders.

Jewelry Lady: Well, I talked to the ladies at the Chamber of Commerce and they told me I need to sell my jewelry to Nordstrom and Macys.

Notice how she quickly changed the subject instead of pursuing a possible lead. This is what many unsuccessful business people do when they push business away. Instead of coming up with an excuse, she needed to ask me what I knew about submitting products to QVC. This would have enabled her to pick my brain, learn something and then make a better decision once she had examined all angles of the issue. Hint: You should never make a decision until you have looked at all angles and exhausted all information about a topic. Shooting an idea in the foot before you get all the facts is not a wise way to run a company.

Me: Are the ladies at the Chamber of Commerce successful jewelry business owners?

Jewelry Lady: No. They belong to the Chamber of Commerce.

Me: My first word of advice is not to listen to people who are not successful.

Folks, this is another word of knowledge. Stop listening to people who are not successful. Seek out successful people and listen to them. And when you find successful people, do not waste their time arguing with them or give them excuses as to why you do not agree with them. LISTEN and digest the information. Even if you do not agree with everything they say, DO NOT voice your negative opinion. Listen, stay positive and take away the pieces of advice that will benefit you. When you argue or disagree with a person who is taking the time to give you their advice, you are slapping them in the face. This is exactly what the Jewelry Lady did to me.

Jewelry Lady: But what do you consider to be successful?

Note: This was a loaded question. Hundreds of people before her had asked me the same question and I knew she was going to try to trap me in order to make an excuse for her poor attitude. So I replied:

Me: Success is dependent upon your interpretation. Do you think you are successful?

Jewelry Lady: Well, I would like to have more orders.

Me: Then first of all I would suggest that you get away from PayPal. People will place more orders through your website if you have a real merchant account.

Jewelry Lady: But I already have a merchant account through my bank. Most of my customers call me with their orders anyway because they do not like using PayPal.

Me: Then why are you not using it and why are you not listening to your customers?

Jewelry Lady: Because I do not know how to set it up.

Me: You mean to tell me that your bank (who makes money off every transaction you process) will not set up your merchant account for you?

Jewelry Lady: I do not know; but my web host does not understand how to do it.

Note: Do you see that every time I made a suggestion this lady comes back with a negative comment? How often do you do the same thing? If you can recognize yourself doing the same thing when people try to do business with you, then you can understand how you are forcing people not to do business with you; which is the title of this article. Let us continue:

Me: Why do you not switch to another web host? I can recommend my host who not only will set up your merchant account but will install a shopping cart and promote your ecommerce website.

Jewelry Lady: But I am under contract with my current host.

Me: So? How much are you paying?

Jewelry Lady: $16.95 per month.

Me: Would it not be worth $16.95 per month to get more orders? If you charge $26.00 for each set of earrings, only one order would pay for the web hosting that you are losing. Is this not enough to constitute a change?

Jewelry Lady: I do not think I can do it right now.

At this point I gave up. I was getting tired out trying to stay positive when this lady was filled with nothing but negativity. So, I quickly ended the conversation by saying: I have several other appointments this afternoon (as I walked to the door to let her out). My last words, as she walked out the door were: Please call me if you want my help. She said she would and left. However, you know as well as I do that she will never call me. Also, I doubt that she realizes it or not, but I will never order anything from her again. My excitement over her product has been beaten to a pulp simply because she spent more time slapping me down for every positive comment I made. If she would have only taken her eyes off herself and concentrated on her customer she would have kept me as a customer for a long period of time. Also, I would have gone out of my way to recommend her to 100s of potential new customers.

Analyzing the Situation

If I did not care about you as a business owner I would not be writing this article. However, it is so sad but I see this same type of behavior over and over again; which is why I am writing this article to help you. Out of some strange human nature, people who are unsuccessful in business will turn away help as well as potential customers by focusing their eyes on themselves and making up negative responses to positive comments. Then, these same people will look around and say: Why can I not make any money? I am doing everything I know how to do. Their answer is clear but they cannot see the obvious because they have focused their eyes on themselves and no one else.

Back in the middle 1990s when I was publishing a monthly newsletter called The GrapeVine I barely was making ends meet financially. I was bringing in about $5,000 a month in subscriptions and advertising but I was spending about $3,000 a month in printing and postage. Since I was working about 80 hours a week, by the time I broke down all the overhead costs and averaged out my time, I discovered that I was making about 25 cents per hour. This is when I began to ask myself: What am I doing wrong? At this point is when I began growing. I began growing because I stopped blaming everyone else, took my eyes off myself, blamed myself for the current problems and began looking to my customers for answers.

I wish back then I would have had someone come to me and say, Victoria, I would like to help you grow your business. I believe in your newspaper and I think you have the best newspaper on the market. Do you have any idea how quickly I would have jumped at the chance to listen (and absorb) every word this person had to tell me? Especially since the advice was coming from someone who was already successful in business and the advice was free? Do you think I would have even considered pushing them away or making up negative excuses to slap them in the face like the Jewelry Lady did? I do not think so. In fact, I know I would have never done what the Jewelry Lady did which further proves that the Jewelry Lady will never be successful unless she makes some major changes.

But after I became successful in a variety of businesses, I now try to reach out and help others who were in my same position I used to be in. It never ceases to amaze me how many people just like the Jewelry Lady exist. In fact, it is very rare that people take advantage of my knowledge and desire to help them. Perhaps this article will help you to start thinking in the right direction and changing your current attitude.

Moral of the Story

The next time you are upset because you are not making any money with your business, the first person you should be blaming is yourself. Find out how you are forcing customers not to do business with you and once you find the answer, do something about it.

THE MARKETING POWER OF MEETUP.COM

I cannot wait to tell you about all the cool stuff that has been happening since I moved to Colorado Springs a little over two weeks ago. The first thing I did was to find local business groups so I could get to know business owners in the area.

To do this, I joined a social networking internet website at http://www.meetup.com You can do this also. Just sign up, type in search words like: small business, home business or paralegal or legal or any number of words of interest to you. Next, select your zip code and MeetUp will return to you a list of groups that are meeting in your area. Simply join any of the groups (like you would any other internet group) and attend their next meeting.

The reason I like MeetUp versus joining a Yahoo or Google online group is that MeetUp is geared toward meeting and networking with people in your area face to face, not by a computer. I know that communicating on the internet is great for obtaining information, but if you really want to pack some power to the punch, meet with real people and talk to them face to face. It will do wonders for your marketing campaign.

Tonight I attended my first meeting in Colorado Springs and I loved it. Twelve of the members sat up tables and each gave a 3 minute commercial. The group graded the business owners on their presentation and then door prizes were given. I even won a Tshirt. It was a blast. Also, during the meeting I met a lady who owns a cleaning service, an interior designer and a gifted woman who designs her own jewelry. Another lady performed nerve readings to determine weakness in the spine; another lady sold vitamins; another sold Tupperware and another sold healthy tea.

I urge everyone to check out MeetUp and attend some meetings in your own area. Although this meeting may not have increased my bankruptcy training business, I was able to start networking in Colorado Springs. Many beginners to marketing do not understand that networking is an extremely powerful tool. Sales people have used this form of marketing for years. Even though no one at the meeting I attended tonight was interested in becoming a virtual bankruptcy assistant, every person knows at least 100 or more people. Therefore, out of 30 people I got the benefit of exposing my company and its name to over 3,000 people. You will never know how networking can help you until you give it a try. Besides, the cost is free or very low. You cannot go wrong with MeetUp.

I WILL BE SPEAKING IN DENVER

Through my social networking I located a group of entrepreneurs in Denver that presents speakers to their audience who have started their own businesses. I contacted them last night and today the President called and asked me to speak at the March 20 meeting. I am thrilled. The group has 425 members and although not all of them will be present, I have the ability to expose 713Training.Com to a huge crowd in Denver.

If you are interested in attending, I will be speaking at Panera Bread, 1330 Grant Street, Denver CO at 2:00pm. To sign up visit:
http://www.meetup.com/Denver-IDEA-Cafe

JOIN MY VIRTUAL ASSISTANT GROUP

Also, I was inspired by MeetUp to start my own local virtual bankruptcy assistant group. If you would like to join after signing up with MeetUp I would love to have you. Even if you do not live in the area you can get updates on all our meetings and watch the group grow. To sign up visit:
http://www.meetup.com/coloradospringsva/

DO NOT FORGET THE CHAPTER 13 SEMINAR

This will be the first seminar of the year and I hope you can attend. The information you take away from this seminar will escalate your virtual bankruptcy assistant business. Guaranteed. Plus, for everyone who attends, a Certificate will be issued so you can use it when marketing your services to attorneys. To find out all the details and to sign up visit:
http://www.713training.com/seminar

FORECLOSURE MEDIATION SEMINAR

We have had several calls asking us if we are going to have a Foreclosure Mediation seminar. The answer is YES. However, in order to provide you with the best information available, Leanne Levitt, an attorney in Florida who specializes in foreclosures will be the main speaker at this seminar. At the present time, I have forwarded Leanne a list of potential meeting places in Denver so she can decide which one is best for the group. Once Leanne has provided me with a date, time and place, I will announce it so you can sign up and attend.

SUMMARY

I would like to thank everyone for their continued prayers of support during my relocation from Ohio to Colorado. I love living in Colorado Springs and I know there is a reason the Lord directed me here. Not only is it the most beautiful place on earth, the people are kind and accepting of others. So far, I have only met 2 people who lived their entire life in Colorado Springs. Everyone else is just like me. We grew tired of the snub-nosed, rude and hateful people who exist in big cities and moved here to live a peaceful and wonderful life. I think the main reason people are so cheerful and considerate is because the sun shines 300 days of the year plus the air is clean and pure. I know that when you come out for a visit and attend a seminar, you will see the difference too. Although Colorado Springs may not be for everyone; it is the perfect place for me and it will help me to develop and create better training products which is a benefit to YOU.

Hope to meet you in person soon. If not, do not hesitate to let me know if I can help you in any way. 713Training.Com not only provides training products, we work hard to support you and your virtual bankruptcy assistant business after the sale. Allow us to help you by contacting us. We appreciate you.

Victoria Ring, President
713Training.Com LLC
http://www.713training.com

What does this mean to you and bankruptcy law firms?

The United States is on the verge of witnessing the largest bankruptcy filings in recorded history. One of the reasons is due to the new Mortgage Restructuring Bill (now named The Helping Families Save Their Homes Act of 2009) passed by the House of Representatives today with a vote of 234 to 191.

The new Bill allows bankruptcy judges to alter the mortgage terms so as to assist homeowners in avoiding foreclosure. Think about it folks! If you lost your job (like millions of Americans) and you could file bankruptcy and save your home; what would you do? You would file bankruptcy, of course. This is why bankruptcy filings will dramatically increase and people will be needed who have the skills to handle this mountain of work.

This new Bill requires a homeowner to first seek a negotiation or a voluntary loan change from their lender before filing bankruptcy. You know as well as I do that the majority of people do not know how to do this. Therefore, if you offer foreclosure mediation services, you will have no problem getting work from homeowners who are required to complete this first stage at least 30 days before filing bankruptcy.

Bankruptcy judges will then make the determination, based on the person’s income against the payments the homeowner has made before deciding whether an interest rate or principal reduction will be applied. Then, the value of the home will be determined by using federally approved appraisal guidelines.

If you thought the filings in 2005 (before the law changed) pushed the envelope to historical proportions you cannot imagine what is going to occur within the next few weeks and continue for many months and years to come. It is to your advantage to get the training you need to work in the field of debtor bankruptcy law so you will be in a position to earn a good living while helping others. Take a moment and review the reference links below to learn more.

REFERENCES

Upcoming Chapter 13 Training Seminar
http://www.713training.com/seminar

Complete Foreclosure Mediation Training Kit
http://www.713training.com/shop/cart.php?m=product_detail&p=93

Complete Bankruptcy Training Kit
http://www.713training.com/shop/cart.php?m=product_detail&p=59
Purchase for 4 Flex Payments of only $175.00 per month

Other Training Products for Attorneys, Paralegals and Virtual Assistants
http://www.713training.com/shop/cart.php
Orders totaling $150 or more qualify for 4 Flex Payments
Download the form at: http://www.713training.com/pay_in_4_installments.pdf

More Information on House Bill 1106
http://www.washingtonwatch.com/bills/show/111_HR_1106.html

Bankruptcy Filings Increase 31 percent and Business Filings Increase 54 percent. To read all the details:

1. Visit http://www.abiworld.org/
2. Click on NEWSROOM at top of page
3. Select PRESS RELEASES from drop down menu
4. Click on the heading dated March 5, 2009