I keep running into guys who say they just don’t have the money.When I hear that I start to lose my resolve. What can I do?
First, you need to be absolutely convinced in your own mind beforeyou even start the call - that you deserve to be paid and you’re goingto get the money. Everybody has it within themselves to fight for whatis theirs. Think of your past accomplishments and get yourself pumpedup ahead of time. It’s essential that you to come across as strong anddetermined on the phone, otherwise the debtor will sense your weakness.And you can bet that he will try to use that weakness against you.
When he says he doesn’t have the money to pay you, start asking himquestions about his financial situation. Is he paying his employees thesedays, or are they working for vouchers? Has he made any major purchasesin the last 60 days? Could he get approved for a loan? What kind of cardoes he drive? What’s his average annual income? He’s not going to beprepared for all these questions so he’ll have to think fast - make up lieson-the-spot. One of them bound to be ridiculous and thus easy to spot.When it comes call him on it. It’s time to shame him and shame him good
“That’s ridiculous.” “How naïve do you think I am?” “Who do you think you’re kidding?” “Do you handle all your business affairs as pathetically as this?” “Do the other businesses you deal with know you’re in such a bad situation?”
If he is having trouble paying some of his bills it’s likely the other peoplehe deals with aren’t aware of his situation, because he knows they won’tstand for the kind of crap he is pulling on you, so he doesn’t try it onthem.. And you shouldn’t let him pull it on you, either.
He wants you to feel sorry for him. By creating a situation where hehas to lie, and then making him explain his lies he may begin to realizejust how pathetic he sounds to others. I firmly believe that even someonewith a comatose conscience can be awakened and turned around by usingthis approach.
Jim Finucan is a “top gun” bill collector who has been bringing in unpaid bucks for over a dozen years. He is the author of “Past Due A Debt Collections Manual” http://www.tiare.com/pastdue.htm
