BDC Training Built to Convert Bankruptcy Leads
18 years of dealership experience distilled into scripts, courses, and a step-by-step system your BDC team can follow from day one. Included with every subscription.
Why Generic Sales Training Doesn't Work for Bankruptcy Leads
Different Psychology
Discharged customers aren't browsing — they need a vehicle and need to rebuild credit. Your team must understand their mindset to close.
72-Hour Window
The first dealership to make contact wins. Our training teaches your BDC to prioritize speed and multi-channel outreach from the first morning.
Data-Driven Scripts
Every script and objection response is built from 17+ years of real conversion data — not theory. These are the exact words that close deals.
Full Course Curriculum
Six comprehensive modules covering everything from bankruptcy customer psychology to KPI tracking and BDC certification.
Understanding the Bankruptcy Customer
- ▸Customer psychology after discharge — why they're ready to buy now
- ▸The 72-hour contact window and why timing is everything
- ▸Building trust from first contact without hard selling
- ▸Common fears (credit score, approval odds) and how to address them
Lead Processing & Prioritization
- ▸Reading the daily discharge data delivery
- ▸Prioritizing leads by recency, contact quality, and Chapter type
- ▸CRM setup and lead routing best practices
- ▸Daily workflow for BDC agents handling bankruptcy leads
Phone Scripts & Call Techniques
- ▸Opening scripts that build rapport with discharged customers
- ▸Qualifying questions that uncover vehicle needs and budget
- ▸Transitioning from conversation to appointment setting
- ▸Voicemail scripts that actually get callbacks
Objection Handling Playbook
- ▸"I'm not ready yet" — timing and urgency responses
- ▸"My credit is too bad" — credit rebuilding education
- ▸"I already have a car" — upgrade and trade-in positioning
- ▸"How did you get my number?" — compliance-safe responses
- ▸Turning every objection into an appointment opportunity
Appointment Setting & Follow-Up Cadence
- ▸Setting firm appointments within 48 hours of first contact
- ▸Confirmation sequences that reduce no-shows
- ▸No-show recovery scripts and re-engagement
- ▸Multi-channel follow-up cadence (call, email, SMS)
- ▸When to escalate vs. nurture a lead
KPIs, Reporting & Certification
- ▸Key metrics every BDC agent should track daily
- ▸Daily, weekly, and monthly performance benchmarks
- ▸Using call recordings for coaching and improvement
- ▸Certification checklist and final assessment
Included Resources
Phone Scripts
Ready-to-use scripts for every bankruptcy lead scenario
Email Templates
Proven follow-up templates that get responses
SMS Templates
Text message templates optimized for engagement
KPI Tracker
Track daily performance metrics and benchmarks
What Trained BDC Teams Achieve
Ready to Train Your Team?
BDC training is included with every REM Business Solutions subscription. Get your team converting bankruptcy leads from week one.
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