Debt Collecting Q and A - #25

Q) Jim: I have trouble staying focused when I'm making a collection call. Do you have any suggestions that will help me stay on message

A) Write the four parts of a collections call (Open, Facts, Dun, Close) on a piece of paper or white poster board. Prop it up near the phone or tape it to edge of the computer screen.

Keeping this reminder where you can easily see it while you're on the phone will help you remember where you are in the call process and serve as a continual reminder of your goal. These are tactics tried and tested by top professional collectors to keep the call moving in the desired direction. That, in turn, is vital in getting the results you want.

If you get off the subject, remember where you left off. Did you get all the facts from the debtor If not, you can't demand payment if you don't know whether the debtor even has a job or if he is loan- worthy or have the assets necessary to pay the debt.

It can be easy to fall into discussing issues that don't pertain to the bill. Once you have obtained the information you need you can you can give the debtor some direction. Tell him to pay the bill and show him how he can. At this stage, don't assume you have resolved the problem. Firm up his commitment by re-confirming the agreement when you close the call. ("Do I have your word on that") Everyone needs reminders.

Keeping your objective in front of you will move you to act and close up those delinquent accounts effectively.

By Jim Finucan
� 2004 Tiare Publications Group
273 words

Jim Finucan
Certified Senior Account Manager

Let 15-year collections pro Jim Finucan show you how to double the
money you collect from your accounts receivable. Check out his
unique collections manual "Past Due." For more information visit:
https://www.tiare.com/pastdue.htm