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).

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