Debt Collecting Q & A – Issue #13

Dear Jim –

I am in the collections business and I am determined to become as good at it as you are. The company I work for trains us well but one of the clients I do collections for just doesn't provide us with anything to work with. What I mean is that they don't report delinquents to credit reporting agencies, nor can we threaten to have the company discontinue service. As result the delinquent account doesn't take us seriously because they know there's nothing we can do. Do you have any suggestions for getting around this problem?

It's bad policy for a company to expect anyone to achieve collections and not provide you with any ammunition to achieve thedesired result. That makes it very tough on the collector.

One approach you can try is to work on the debtor's self image, his pride. "Aren't you the type of person who pays her bills?" is a question you should ask early in the phone call. "What do you think of people who don't keep their promises?" Ask those questions quietly and with genuine feeling and try to get the debtor to give you a promise to pay the bill.

Close with "Now do I have your word that you will mail that check?" "And your word is good, right?" "Well, I guess I'm going to find out."

If the debtor can feel your sincerity and conviction the chances are pretty good that he'll come through with a check. Keep at it, and good luck in your effort to become the best!