Does Bankruptcy Board Certification Actually Bring Clients?
Does a bankruptcy certification actually help you win more clients when building a bankruptcy practice? That’s what Eron Epstein and I discussed in this week’s episode of the 720 System Strategies podcast. Here are the three main takeaways:
- Board certification is more about craft, focus, and credibility than lead volume.
- Long game wins: serve clients first, be transparent, hire help for HR and marketing, and specialize.
- Value adds and consistent branding lift trust and referrals more than a single credential.
I sat down with my friend and longtime client, Eron Epstein, who has spent 45 years building a consumer bankruptcy practice that feels boutique. We talked about board certification, what it signals, and what actually moves the needle for growth.
If you are weighing certification, staffing, and marketing, this conversation gives you a practical roadmap from someone who has lived the solo journey and scaled it without losing heart.
Frequently Asked Questions
- Does board certification help you win more clients?
- What does board certification actually require?
- Is certification worth it for a newer debtor attorney?
- Will clients assume a certified lawyer costs more?
- If you had to start again, would you get certified?
- What are the top three principles for building a debtor practice?
- Why does compassion matter so much in intake and staffing?
- When should a small firm bring in HR help?
- Why specialize in consumer Chapter 7 and 13 instead of being a generalist?
- What value adds help you stand out with debtors?
- Do you really need a dedicated marketing coordinator today?
- What marketing approach worked for the long haul?
FAQ: Does board certification help you win more clients?
The short answer is that certification helps your credibility more than your raw client count. Some callers will notice the credential and feel reassured, while many will care more about empathy, clarity, and price fit. Over time, certification supports referrals from lawyers, trustees, and informed consumers who value commitment to the craft. Think of it as a quality signal that strengthens trust rather than a switch that floods your calendar.
FAQ: What does board certification actually require?
Board certification requires a sustained debtor-focused practice, extra CLE, documented competence, and higher professional standards such as robust liability coverage. It is a structured way to prove you live in this lane. That discipline keeps you current and sharp. The coursework and renewal rhythm push you to step out of daily fires, learn, and return with better judgment for your clients.
FAQ: Is certification worth it for a newer debtor attorney?
Certification is worth it if your goal is mastery and a durable reputation. If you chase it only for lead flow, you may be disappointed. Early in your career, the biggest gains come from clean process, consistent communication, and a strong intake experience. Certification then becomes a reinforcing layer that shows you are serious about this work.
FAQ: Will clients assume a certified lawyer costs more?
Some will assume a higher price, and that can scare off pure price shoppers. The antidote is to frame value clearly and show outcomes. Most people would not pick a non-certified surgeon for a knee replacement. When you make that analogy with sincerity and keep your pricing transparent, the credential reads as confidence and care, not a surcharge.
FAQ: If you had to start again, would you get certified?
Yes, I would get certified again for personal and professional reasons. It keeps focus tight and signals standards to colleagues, trustees, and clients. The time investment is modest compared to the hours you already pour into the practice. The habit of staying current pays off for decades.
FAQ: What are the top three principles for building a debtor practice?
The top three are serve the client first, be radically transparent, and play the long game. Money follows when clients feel respected and informed. Screen cases carefully, overdisclose, and avoid pressure tactics. The cases you do not take often protect your reputation more than the ones you file.
FAQ: Why does compassion matter so much in intake and staffing?
Compassion is the difference between a transaction and trust. You can teach systems and scripts, but you cannot teach heart to someone who does not have it. Hire for empathy in front-line roles. Clients in financial distress remember how you made them feel long after they forget the technical steps.
FAQ: When should a small firm bring in HR help?
Bring in HR help earlier than you think, even part-time. HR workflow, compliance, and people issues can burn you out faster than legal work ever will. An HR-leaning office manager who tracks tasks, nudges follow-ups, and handles sensitive issues keeps your practice steady and your head clear.
FAQ: Why specialize in consumer Chapter 7 and 13 instead of being a generalist?
Specializing builds speed, pattern recognition, and a brand that referrals understand. Depth beats breadth when trust and efficiency drive results. You will give up some cross-marketing, yet the market will learn exactly who you are and send the right matters to your door.
FAQ: What value adds help you stand out with debtors?
Value adds like a structured credit-rebuilding path signal that you care about life after discharge. That differentiator can decide close calls with prospects. Whatever program you choose, integrate it into your branding and talk track so it shows up in every touchpoint, not only in the fine print.
FAQ: Do you really need a dedicated marketing coordinator today?
A dedicated marketing coordinator is close to essential once you have steady volume. You cannot wear every hat and still show up fully for clients. That role keeps messaging consistent, manages buys, tracks results, and helps you triple down on what works. Consistency wins more than sporadic spikes.
FAQ: What marketing approach worked for the long haul?
The approach that worked was comprehensive and relentless. Test channels, keep what performs, and stay visible where real clients look. From bus tails to late-night spots to digital, the rule is the same: find the message that lands and expand it. Branding that feels human beats gimmicks every time.