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Apr 22, 2021 · 16m · top-founders

They Did $210k Last Month Helping Eliminate Debt in Spain

Christian Tanasi · 8m spoken Nathan Latka · 5m spoken Eric Yuan · 4s spoken
0:00 / 0:00

gold bands on the timeline = statements, start to end. Hover to read, click to jump. CC turns on captions

Christian Tanasi, founder of Lawyer for Your Debts, joins Nathan Latka to detail how his bootstrapped European legaltech company transitioned from a traditional legal agency into an automated SaaS platform generating over 210,000 euros per month helping Spanish consumers resolve personal insolvency.

How this conversation actually went

Every chapter scored 0–10 on four independent dynamics. Hover any point for the reasoning behind the score. Nathan holds 38.6% of the talking time here. How this is scored →

Nathan as informed peer 5.0 Guest teaching 3.8 Guest disagreement 1.4 Nathan pushing back 4.8
05100:0010:001:49–4:01 · Nathan as informed peer 5/10 Transitioning from Traditional Agency to SaaS Platform Latka methodically interrogates Tanasi to differentiate true SaaS automation from agency service workflows. He repeatedly clarifies the installment pricing model to establish real ARPU.4:02–7:14 · Nathan as informed peer 5/10 The Four-Step Spanish Debt Cancellation Legal Process Latka bluntly challenges the logic of bankrupt consumers paying thousands for debt relief, calling the promise too good to be true. Tanasi educates him on the Spanish Second Chance Law and details the four legal steps required.7:14–9:56 · Nathan as informed peer 6/10 Revenue Performance, Upsell Strategy, and Market Scale Latka pinpoints the fundamental churn problem of insolvency SaaS, pressing on why customers would retain once their debt is settled. Tanasi counters with future legal upsell plans and expanding TAM comparisons with France.9:56–12:30 · Nathan as informed peer 5/10 Organizational Team Structure and Outsourced Development Latka drills into headcount allocation, separating internal staff from external contractors. He explores the economics and speed of outsourcing development via Upwork.12:31–15:46 · Nathan as informed peer 4/10 Agency Origins, Financial Evolution, and Acquisition Channels Latka explores Tanasi's transition from an agency doing 1.4 million in 2020 to building software before concluding with the standard Famous Five rapid-fire questions.1:49–4:01 · Guest teaching 3/10 Transitioning from Traditional Agency to SaaS Platform Latka methodically interrogates Tanasi to differentiate true SaaS automation from agency service workflows. He repeatedly clarifies the installment pricing model to establish real ARPU.4:02–7:14 · Guest teaching 6/10 The Four-Step Spanish Debt Cancellation Legal Process Latka bluntly challenges the logic of bankrupt consumers paying thousands for debt relief, calling the promise too good to be true. Tanasi educates him on the Spanish Second Chance Law and details the four legal steps required.7:14–9:56 · Guest teaching 5/10 Revenue Performance, Upsell Strategy, and Market Scale Latka pinpoints the fundamental churn problem of insolvency SaaS, pressing on why customers would retain once their debt is settled. Tanasi counters with future legal upsell plans and expanding TAM comparisons with France.9:56–12:30 · Guest teaching 3/10 Organizational Team Structure and Outsourced Development Latka drills into headcount allocation, separating internal staff from external contractors. He explores the economics and speed of outsourcing development via Upwork.12:31–15:46 · Guest teaching 2/10 Agency Origins, Financial Evolution, and Acquisition Channels Latka explores Tanasi's transition from an agency doing 1.4 million in 2020 to building software before concluding with the standard Famous Five rapid-fire questions.1:49–4:01 · Guest disagreement 1/10 Transitioning from Traditional Agency to SaaS Platform Latka methodically interrogates Tanasi to differentiate true SaaS automation from agency service workflows. He repeatedly clarifies the installment pricing model to establish real ARPU.4:02–7:14 · Guest disagreement 2/10 The Four-Step Spanish Debt Cancellation Legal Process Latka bluntly challenges the logic of bankrupt consumers paying thousands for debt relief, calling the promise too good to be true. Tanasi educates him on the Spanish Second Chance Law and details the four legal steps required.7:14–9:56 · Guest disagreement 2/10 Revenue Performance, Upsell Strategy, and Market Scale Latka pinpoints the fundamental churn problem of insolvency SaaS, pressing on why customers would retain once their debt is settled. Tanasi counters with future legal upsell plans and expanding TAM comparisons with France.9:56–12:30 · Guest disagreement 1/10 Organizational Team Structure and Outsourced Development Latka drills into headcount allocation, separating internal staff from external contractors. He explores the economics and speed of outsourcing development via Upwork.12:31–15:46 · Guest disagreement 1/10 Agency Origins, Financial Evolution, and Acquisition Channels Latka explores Tanasi's transition from an agency doing 1.4 million in 2020 to building software before concluding with the standard Famous Five rapid-fire questions.1:49–4:01 · Nathan pushing back 5/10 Transitioning from Traditional Agency to SaaS Platform Latka methodically interrogates Tanasi to differentiate true SaaS automation from agency service workflows. He repeatedly clarifies the installment pricing model to establish real ARPU.4:02–7:14 · Nathan pushing back 7/10 The Four-Step Spanish Debt Cancellation Legal Process Latka bluntly challenges the logic of bankrupt consumers paying thousands for debt relief, calling the promise too good to be true. Tanasi educates him on the Spanish Second Chance Law and details the four legal steps required.7:14–9:56 · Nathan pushing back 6/10 Revenue Performance, Upsell Strategy, and Market Scale Latka pinpoints the fundamental churn problem of insolvency SaaS, pressing on why customers would retain once their debt is settled. Tanasi counters with future legal upsell plans and expanding TAM comparisons with France.9:56–12:30 · Nathan pushing back 4/10 Organizational Team Structure and Outsourced Development Latka drills into headcount allocation, separating internal staff from external contractors. He explores the economics and speed of outsourcing development via Upwork.12:31–15:46 · Nathan pushing back 2/10 Agency Origins, Financial Evolution, and Acquisition Channels Latka explores Tanasi's transition from an agency doing 1.4 million in 2020 to building software before concluding with the standard Famous Five rapid-fire questions.

speaking balance: gold is Nathan, purple is the guest (3 minute bins)

0:00 · Nathan 58.9% · guest 41.1%0:00 · Nathan 58.9% · guest 41.1%3:00 · Nathan 29.9% · guest 70.1%3:00 · Nathan 29.9% · guest 70.1%6:00 · Nathan 28.6% · guest 71.4%6:00 · Nathan 28.6% · guest 71.4%9:00 · Nathan 27.4% · guest 72.6%9:00 · Nathan 27.4% · guest 72.6%12:00 · Nathan 36.6% · guest 63.4%12:00 · Nathan 36.6% · guest 63.4%15:00 · Nathan 68.5% · guest 31.5%15:00 · Nathan 68.5% · guest 31.5%
Sharpest disagreement ▶ 4:31 Guest justifying charging insolvent clients

Tanasi directly refutes Latka's skeptical premise that bankrupt individuals cannot pay by contrasting the 3,000 euro fee with 30,000 to 50,000 euro debt relief.

 Hardest push from Nathan ▶ 5:11 Latka calling the value proposition too good to be true

Latka challenges Tanasi's business claims directly, stating that nobody will believe debt magically disappears for three thousand dollars.

 Biggest teaching moment ▶ 5:29 Explaining the Spanish four-step insolvency legal framework

Tanasi walks Latka step-by-step through Spanish insolvency law, from documentation gathering and mediation to judicial debt discharge.

 Nathan holds their own ▶ 7:53 Latka highlighting structural SaaS retention flaws

Latka leverages his SaaS expertise to highlight that resolving a customer's debt inherently terminates their need for the core product, forcing high churn.
the scores for every segment, with the reasoning behind each
ChapterTopicNathan as informed peerGuest teachingGuest disagreementNathan pushing backWhy
Transitioning from Traditional Agency to SaaS Platform 5315 Latka methodically interrogates Tanasi to differentiate true SaaS automation from agency service workflows. He repeatedly clarifies the installment pricing model to establish real ARPU.
The Four-Step Spanish Debt Cancellation Legal Process 5627 Latka bluntly challenges the logic of bankrupt consumers paying thousands for debt relief, calling the promise too good to be true. Tanasi educates him on the Spanish Second Chance Law and details the four legal steps required.
Revenue Performance, Upsell Strategy, and Market Scale 6526 Latka pinpoints the fundamental churn problem of insolvency SaaS, pressing on why customers would retain once their debt is settled. Tanasi counters with future legal upsell plans and expanding TAM comparisons with France.
Organizational Team Structure and Outsourced Development 5314 Latka drills into headcount allocation, separating internal staff from external contractors. He explores the economics and speed of outsourcing development via Upwork.
Agency Origins, Financial Evolution, and Acquisition Channels 4212 Latka explores Tanasi's transition from an agency doing 1.4 million in 2020 to building software before concluding with the standard Famous Five rapid-fire questions.

Statements from this episode (17)

Assertion Not checkable as stated
Lawyer for Your Debts Transitioned to SaaS in November 2020
“Basically we started as a law, as an agency, but starting from 2020 November, 2020, we become a SaaS.”
Christian Tanasi Apr 22, 2021 ▶ 2:06
Assertion Not checkable as stated
Insolvency Platform Can Expand to Italy, Romania, Brazil, and Mexico
“We are working now in Spain, but we have a technology to adapt to other European countries, such as Italy, Romania, and also We could adapt the technology to Latin countries, such as Brazil, Mexico, and other Latin countries.”
Christian Tanasi Apr 22, 2021 ▶ 2:16
Assertion Not checkable as stated
Lawyer for Your Debts Charges an Average of €3,000 Per Customer
“So we charge for our service between the medium is 3000 K euro, and our customers pay our services from between six to 10 installments.”
Christian Tanasi Apr 22, 2021 ▶ 2:49
Assertion Supported
Spanish Debt Restructuring Can Yield 20% to 80% Debt Discounts
“If the creditors accept the debt restructuring plan, we could talk here about, let's say, discount of the debts between 20 to almost 80% of the debt.”
Christian Tanasi Apr 22, 2021 ▶ 6:03
Assertion Not checkable as stated
Lawyer for Your Debts Has Almost 700 Paying Clients
“We have between have to say almost 700 clients because the others already paid and now are in progress to solve their debts.”
Christian Tanasi Apr 22, 2021 ▶ 7:26
Assertion Not checkable as stated
Lawyer for Your Debts Generated €210,000 in Revenue Last Month
“Last month we made 202 110 K.”
Christian Tanasi Apr 22, 2021 ▶ 7:47
Assertion Not checkable as stated
Lawyer for Your Debts Converts 90 to 100 Clients Monthly
“Each month we create, we convert between 19 to 100 new clients.”
Christian Tanasi Apr 22, 2021 ▶ 8:53
Assertion Partly supported
Over 170,000 People in France Cancel Debts Annually via Insolvency
“In France, for example, they had this low for more than 50 years. So in France, more than 170,000 people per year goes through this low and cancel their debts.”
Christian Tanasi Apr 22, 2021 ▶ 9:10
Assertion Supported
Spain Sees Over 40,000 Monthly Google Searches for Insolvency Law
“Now we have more than 40,000 people per month searching about this low.”
Christian Tanasi Apr 22, 2021 ▶ 9:42
Disclosure
Lawyer for Your Debts Uses a Six-Person External Engineering Team
“We have an external team of let's say six, six people.”
Christian Tanasi Apr 22, 2021 ▶ 10:10
Disclosure
Lawyer for Your Debts Employs Nearly 25 Full-Time People
“We have almost toward 25 people.”
Christian Tanasi Apr 22, 2021 ▶ 10:44
Disclosure
Lawyer for Your Debts Pays External Dev Team $6k to $10k Monthly
“Between six to 10 K.”
Christian Tanasi Apr 22, 2021 ▶ 11:47
Assertion Not checkable as stated
Lawyer for Your Debts Built Its MVP in Six Months via Upwork
“We start we start in April, May, April, May, and in November we had the MVP.”
Christian Tanasi Apr 22, 2021 ▶ 12:21
Disclosure
Headcount Dropped From 35 to 24 After Transitioning to SaaS Model
“Before we had SAS we had let me say, have almost 35 people. 35. So we now are just 24, so 11 people less.”
Christian Tanasi Apr 22, 2021 ▶ 12:44
Assertion Supported
Lawyer for Your Debts Generated €1.4M in Revenue in 2020
“In 20 21.4 million.”
Christian Tanasi Apr 22, 2021 ▶ 13:02
Assertion Contradicted
Lawyer for Your Debts Bootstrapped to €3.5M Cumulative Revenue Since 2017
“We started from in 2017 with two K and we got from 2017 and 2020 3.5 million euros.”
Christian Tanasi Apr 22, 2021 ▶ 14:09
Disclosure
Christian Tanasi Co-Founded Lawyer for Your Debts With His Wife
“And my spouse, my, it's we have the business with, I have the business with my spouse, my wife.”
Christian Tanasi Apr 22, 2021 ▶ 15:17
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