This month’s Influencers from Around the World article comes to us from down under courtesy of Anthony McLean, CMCT. Like me, Anthony is a Cialdini Method Certified Trainer, the only one in Australia. Reach out to him on Facebook or LinkedIn, or feel free to leave a comment below.
Secrets of an Aussie Debt Collector
I was recently at a social function where I met a guy who, from the outset, sparked my curiosity. When asked what he did he simply replied, “debt collection.” After a bit more discussion he said something that really intrigued me, “I only work with two types of clients; those who can’t pay and those who won’t pay.
Introduce himself with the title of debt collector.
Engage in a very different way to what people expect thus allowing for the contrast to be drawn to other debt collectors and even the debt recovery efforts of the initial service provider.
Providing debtors the opportunity to tell their side of the story and allowing them to do so.
Allowing debtors to make their own choices with one alternatively ensuring confidentiality.
Providing flexibility in repayment options and terms.
Cooperating with the debtor to find solutions allowing for payment rather than making demands.
Genuinely looking at the situation from the debtor’s perspective and letting them know that it was not DC’s job to make this any harder but to in fact help them resolve it without causing further hardship.
By highlighting that others like them have felt better once they commence the payment plan.
Introducing himself by title and organization and quickly explaining the role.
Demonstrating knowledge of options and legislation in the introduction
Carefully ensuring the debtor doesn’t commit to “No” in the early stages thereby taking a stand not to pay.
Getting the debtor to voluntarily commit to a payment plan with a start date and method of payment of their choosing.
Highlight what they stand to lose by this becoming public or by going to court.
this continuum however are those that have learned that if they don’t pay the debt there is a strong chance in the settlement phase the service provider or debt collector will discount the debt in some way to get the debt cleared. Alternatively, if they go to court there is a chance they will have the debt admonished. Either way, by holding out, they “win.”