LEADER 05113nam 2200601 a 450 001 9910780455103321 005 20230617022026.0 010 $a1-280-34553-5 010 $a9786610345533 010 $a0-471-48394-X 035 $a(CKB)111090529067354 035 $a(EBL)183837 035 $a(OCoLC)55199642 035 $a(SSID)ssj0000124767 035 $a(PQKBManifestationID)11146530 035 $a(PQKBTitleCode)TC0000124767 035 $a(PQKBWorkID)10023908 035 $a(PQKB)11791417 035 $a(MiAaPQ)EBC183837 035 $a(Au-PeEL)EBL183837 035 $a(CaPaEBR)ebr10113952 035 $a(CaONFJC)MIL34553 035 $a(EXLCZ)99111090529067354 100 $a20030701d2004 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aCollection management handbook$b[electronic resource] $ethe art of getting paid /$fA. Michael Coleman 205 $a3rd ed. 210 $aHoboken, NJ $cWiley$dc2004 215 $a1 online resource (306 p.) 300 $aIncludes index. 311 $a0-471-45604-7 327 $aCollection Management Handbook; Dedication; About the Author; Contents; PREFACE; ACKNOWLEDGMENTS; CHAPTER 1 A New Collection Science Is Born; Preventive Remedies for Credit Grantors; How to Incorporate Protective Legalese into Your Sale Origination Documentation; Law of the Jungle; Building Blocks for Collection Success; Debtor Profiles; Delay Tactics; Integrated Collections; Problem-Solving Techniques; Opening Statements; Initiating a Collection Call; Words and Phrases that Should be Removed; CHAPTER 2 Oratory and Advanced Communication Skills; Grab the Debtor's Attention 327 $aMatch the Debtor's BackgroundBody Language Carries; Value of Communication Skills; Build a Collection of Impact Words and Phrases; Collector's Vocabulary; Value of Humor; Telephone Techniques for Collectors; CHAPTER 3 Selling Psychology Applied to Collections; Change the Debtor's Base of Thinking; Formula for Handling Debtors' Objections; Handling the ""Higher Authority" or "Pass the Buck" Stall; Objection: "I'll Think About It"; Objection: ""Go Ahead and Sue!""; Trial Closes; Alternatives Technique; Solving Built-In Debtor Objections; Interim Collection Closing; False Conclusion 327 $aOf Ignorance and Intellect: How Veteran Collectors Outsmart ThemselvesArt of Listening; Reading the Debtor's Temperature; Deciding What Appeals to Use; Maintaining Control in Telephone Collection Calls; CHAPTER 4 Advanced Collection Techniques; Motivating Techniques: Withdrawal Method; More Advanced Collection Techniques; Postcollection Close; How to Barter a Successful Collection; Pay It With Roses; ""Good Guy, Bad Guy"" Approach; Collection by Draft; Point of Diminishing Returns; Debtor Localization; Mixing-Bowl Concept; How to Collect from a Hard-Core, Judgment-Proof Debtor 327 $aCharitable DonationsHow to Establish Your Own In-House Collection Agency; Attorney Letter Influence; CHAPTER 5 Small-Balance Collection; Effective Techniques to Collect Receivables Less Than 500; How to Implement the Time and Space Technique; Choosing an Agency to Collect Small Balances; Psychology and Framing of Effective Collection Letters; Stamped Reminder or Printed Sticker; Use of Mailgrams or Telegrams; CHAPTER 6 Suing in Small Claims Court; How to Utilize the Small Claims Court System; How to Sue in Small Claims Court; General Information About Utilizing Small Claims Court 327 $aHow to Commence a Small Claims ActionFiling the Complaint; Preparation for Trial; How to Prepare and File a Civil Suit; CHAPTER 7 Making Your Debtors an Offer They Can't Refuse; Risk Versus Reward; Application of Legal Principles; Positioning Your Nonpaying Customer in a Vexing Legal Predicament; Long-Arm Statute Litigation with Applicable Case Law; California Long-Arm Statute Litigation ""Open Book"" Status; Fear-Factored Recoveries; Bankruptcy Remedies; Creditor Remedies for Challenging Fraudulent Conveyances and Adversary Proceedings; Unconventional Bankruptcy Recoveries 327 $aCHAPTER 8 Skip Tracing and Asset Searches 330 $aYou don't have to be gifted to be a great credit collector. All you need is a desire to learn from the best.. . . and that's the level of expertise this exhaustively researched volume puts right at your fingertips. The Collection Management Handbook puts you on the fast track to becoming a debt recovery dynamo. Drawing on actual cases from the collection industry's top achievers, this expanded edition redefines collection methodology. Focusing on multiple avenues of strategic creditor recourse, it goes beyond yesterday's dunning notices, showing you how to extract money from the most ha 606 $aCollecting of accounts 615 0$aCollecting of accounts. 676 $a658.8/8 700 $aColeman$b A. Michael$01547530 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910780455103321 996 $aCollection management handbook$93803959 997 $aUNINA