Search
Recommended Products
Related Links

 

 

Visit our other Information site at
Find It All Here

Or, have a look at
PIXEL ADs of the WORLD

Visit our other Information site at
Find It All Here

Or, have a look at
PIXEL ADs of the WORLD

Informative Articles

Discover How the Debt Free, Stay Debt Free!
How, because they make a profit when they make a purchase. Now, you say how can they make a profit. It's simple, they make a profit when they invest in the lowest prices. That sounds easy doesn't it . It is... The profit is the money they...
Seven Ways to Consolidate Your Debt
When it comes to debt consolidation the first thing you want to do is consolidate your debt, but the first thing you should consider are all of your options. There are in fact more options and help out there than you imagined and just because you...
The 7 Secrets to Getting—and Staying—Out of Debt
As vice president of the American Credit Foundation, a nonprofit organization that helps individuals and families manage their debt, Mike Peterson knows firsthand how financial problems can wreak havoc in one’s life. Each day, counselors at the...
The Benifits of Debt Consolidation
It is quiet easy to get into financial difficulty having a home mortgage, a car truck or SUV loan and credit card repayments. There are now considerably more individuals than ever before with greater debts than they can afford. If you are in...
What Your Mama Never Told You About Debt Consolidation Services
When someone is extremely deep in debt, and he or she has no other options to prevent bankruptcy, debt consolidation can be his or her savior. Debt consolidation can also be a very wise choice for someone who has many debts on high interest credit...
 

Google
 
Andy's Information Pages Web



Debt Collecting @ & A - Issue 6


DEBT COLLECTING Q & A – Issue #6
By Jim Finucan
© Tiare Publications Group
385 words

Q) Jim: How can I be sure that I’ve gotten to the heart of the problem when I suspect the debtor is being insincere, or even dishonest?

A) Use a technique called “”funneling.” It’s a method of questioning that begins on a broad level and becomes more specific as you progress. Narrow in and focus on the response you’re getting until your suspicions are either confirmed or you can accept the debtor’s excuses as genuine. A typical conversation might go something like this:

“Is there anything preventing you from sending the check for the balance tomorrow?”
“I can’t send it tomorrow; I won’t be in the office.”
“That’s hardly a problem; you could mail it out tonight, before you leave. Do you agree?”
“I told you, I just can’t.”
“You mean, I provide the services to you when you need them and you’re the kind of person who won’t pay because you don’t have the time? Is that right?
“No, it’s not like that.”
“Then you need to tell me now what it is like. What is it, that’s stopping you from taking care of this obligation and leaving yourself exposed to legal action?”
“The company just doesn’t have the funds available.”
“All right,

Watch the latest videos on YouTube.com



Tom,” (Note that the story is changing here. This reason is either more accurate or another stall tactic.) “What I need you to understand is that excuse doesn’t concern me one way or the other. When your company needs funds to continue operating what do you do? That check needs to be in the mail by tomorrow at the latest.”

And regardless of his answer, find out which bills are being paid and which ones are not – and why yours is one of those not on the “pay” list.

Funneling down into an excuse with a more precise line of questioning uncovers the true intentions of a debtor. In fact, this technique actually helps the debtor see himself acting in a way that is not congruent with his own beliefs. That exposure will help him make more honest and forthright decisions in the future.

If something doesn’t feel right during a collections call question it! Throw a whole series of sharp, penetrating questions at it until it cracks. Then both sides can identify and solve the sense of the problem.

(end)


About the Author

Jim Finucan’s debt collections manual “Past Due” teaches his personal collection techniques that can help you double your debt collections virtually overnight. More Info at: http://www.tiare.com/pastdue.htm