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Sep 21

Commercial Collections: Ask the RIGHT Question!

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In every collection call, the collector needs to remain in charge. As a professional collector, you must lead the way toward a resolution. To maintain control and drive the conversation in the direction you need it to go, you must ask questions that pave the way to payment in full. A question like, “When will …

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Aug 24

Throw Debtors This Curveball For Powerful Results

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It’s a well-known fact for both commercial and consumer collections: It’s an adversarial animal by its very nature. No one, and we mean NO ONE enjoys getting a collection call. Stereotypes happen when enough people in a specific common group behave in a similar manner over time. Unfortunately some collectors have a history of bullying …

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Aug 10

Good Debt / Bad Debt: Forbes Offers These Thoughts

A recent article in Forbes titled, The Hard Truth About Debt For Entrepreneurs gave insight into the concept of ‘good debt’ vs ‘bad debt’. The author comes right out and says there’s no such thing as good debt. But then goes on to qualify the statement reminding the reader that defining the term properly is …

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Jul 20

How To Get Your Delinquent Customer On the Phone

When you run into trouble getting your delinquent customer on the phone, it’s easy to jump to conclusions that they are deliberately avoiding you. And maybe they are… but that’s not always the case. One thing we collection professionals know: It’s never safe to assume. The reasons for late payments can run the gamut, so …

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Jul 06

6 Practical Ways to Motivate Your Staff

Productivity goes up when people feel motivated to do their best work. But how can this be accomplished? Motivation typically comes from within the individual. For the business leader, that means s/he must create an environment that fosters self-motivation. And since every industry has its own unique attributes, the ways in which you choose to …

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