Refuse-to-Pays are some of the most difficult debtors to tackle. I much prefer angry customers because when people are angry, they usually care. If I can calm them down, listen to them, solve their issues; then I’m usually able to collect.

But ‘Refuse-to-Pays’ say things like:

  • “Go ahead, get in line, sue me.”
  • “Do what you have to do, I’m not paying.”
  • “I don’t care.”

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Too often I hear collectors Kung-Fu fighting with their customers. Each side hitting the other with verbal reasons about paying and not paying. Often it degenerates into nasty arguments and terminated calls. Some collectors will say, “Well, I taught him a lesson.” The problem is that collectors aren’t paid to teach lessons.  They are paid to collect money and help customers out of negative situations.

So, I try to avoid Kung-Fu and instead use Tai Chi and Judo. These techniques are quick and easy and they have helped me collect money. I will share six debtor situations that work well with Tai Chi and Judo.

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When debt collectors and their customers interact with each other, it reminds me of the old Spy vs. Spy comic in Mad Magazine. Collectors constantly need to update their arsenal of techniques to out-smart consumers on their ever-changing tactics of how not to pay.

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Customer as a Friend

My first job was to be a Customer Service agent at a cellular phone service company. I remember during my induction training, the CS trainer told us how important it was to treat customers friendly, nicely, and delightfully. And I didn’t disagree with all that. The 2-week training ended with a song about how great we treat our customers. I was sold.

Then I was assigned to the Bill Collections department.

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Early in my credit career, I was taught: beware of sales. I was told, “You can make a good sales guy out of a credit guy, but you can never do the reverse.”

 

Perhaps these beliefs were due to the stereotypes we had of each other. Just looking at them I could differentiate the sales guys from the credit guys. The salespeople seemed to always be smiling, even laughing loudly sometimes. They dressed better than us plain credit folks. They had larger expense accounts and drove company cars. Although they looked better, most of them were more disorganized than the average credit guy. They called us “credit geeks” and we called them “sales jerks.” It felt like my old high school days with the nerds vs. the jocks.

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Another blog post

On September 15th, 2009, posted in: Blog, Latest News, Porfolio Category by

Lorem ipsum dolor sit amet, consectetur adipiscing elit. Pellentesque in odio quam, in faucibus turpis. Proin mi risus, tincidunt eu tristique vel, vulputate interdum odio. Quisque rutrum convallis tortor eget pretium. Nulla id urna leo. Phasellus sodales, felis sed sollicitudin fermentum, est lacus dignissim ante, eu semper justo erat eu quam. Sed commodo lacinia augue, ac consectetur sapien viverra a.

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Lorem ipsum dolor sit

On September 15th, 2009, posted in: Blog, Porfolio Category by

Lorem ipsum dolor sit amet, consectetur adipiscing elit. Pellentesque in odio quam, in faucibus turpis. Proin mi risus, tincidunt eu tristique vel, vulputate interdum odio. Quisque rutrum convallis tortor eget pretium. Nulla id urna leo. Phasellus sodales, felis sed sollicitudin fermentum, est lacus dignissim ante, eu semper justo erat eu quam. Sed commodo lacinia augue, ac consectetur sapien viverra a.

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