presents
National Seminars Group & Padgett Thompson
a division of Rockhurst University Continuing Education Center
Course Description
Super-Effective Techniques for Collecting Accounts Receivable
Discover the quick, easy and legal way to get the money you're owed pouring in fast in this essential one-day workshop for anyone faced with the tough job of collecting past due accounts!
Program
Description
Collecting
Accounts Receivable is an intensive day of learning designed to get
you up to speed fast on the nuts-and-bolts issues involved with collecting
overdue money. Filled with invaluable tips, how-to's and legal dos and
don'ts, this essential workshop for any professional whose job involves
collecting money covers all the bases, in just one day.
You'll
discover dozens of secrets successful collectors use to get debtors to
pay up fast, such as how to turn the telephone into your most powerful
collection tool, how to handle every excuse under the sun, how to deal
with angry and abusive people and how to write collection letters that
get the job done.
In
addition, you'll learn what you need to know to avoid legal missteps that
could get your organization in hot water. You'll leave this workshop armed
with the tips, tools, and techniques you need to be more productive, more
effective and more confident; not to mention less stressed on the job.
What
You’ll Learn
- Get accounts current while still maintaining goodwill
with valued customers.
- Overcome debtors' excuses, lies and complaints
- Soothe irate and irrational customers with techniques
that work like a charm
- Keep your organization out of legal hot water by knowing
exactly what your legal rights and limits are
- Bring in more money with your collection letters
- Deal with abusive, angry customers without losing
your cool
- Use instant rapport builders to win debtors over to
your way of thinking
- Make your job easier and less stressful with dozens
of practical tips
- Get your receivables organized and keep track of them
with less effort
- Stay in control of the telephone conversation when
debtors try to steer you off track
- Avoid mistakes commonly made by those who aren't skilled
in the art of collecting
- Work successfully with outside collection agencies
- Avoid forgetting to follow up by using tickler files
as a reminder
- Know exactly when and how you should consider legal
action on past due accounts
- Deal with customers with more tact, skill and confidence
Top
of Page
Who
Should Attend
- Accounting Professionals
- Customer Service Managers
- Small Business Owners
- Collections Professionals
- Salespeople
- Credit Professionals
- Bookkeepers
- Financial managers
Workshop
Agenda
Managing
and Controlling Your Receivables: Setting the Stage for Getting the Money
You're Owed
- When is it time to collect? Understand when it's time
for action-and what action to take
- How to steer clear of the collection mistakes made
most often
- Does your company's credit policy ease or impede collections?
- Tools of the trade: staying organized and in control
of your massive workload
- Why no business can afford to ignore collections
- Power techniques for keeping track of what you're
owed
- What you can do to prevent many accounts from becoming
past due
- The importance of using up-to-date and accurate information
Secrets
of Successful Collectors Revealed
- Putting yourself in the debtor's shoes: why people
don't pay
- Why you'll be more effective in collecting if you
make it as painless as possible for the debtor
- How to stay positive when you're surrounded by so
much negative energy
- Keys to establishing a rapport with debtors that helps
you collect more money fast!
- Smart tactics that help you ease the debtor's defensiveness
- Maintaining goodwill so you don't lose potentially
good
long-term customers
- When to turn up the heat-and when finesse will get
you further, faster
- Be consistent-always follow up when you say you will
- Tactics to use when a debtor blatantly lies
- How to handle "special" collections situations-including
when a debtor writes a bad check, how to get full payment from someone
who thinks a partial payment is enough, and more
- When-if ever-should you agree to settle a balance
for less than the total amount owed?
The Telephone as Your Most Powerful Collections Tool
- The importance of adopting a positive frame of mind
before you make the call
- Maintaining a client status report-important info
you need to keep tabs on
- Getting past the gatekeepers who prevent you from
speaking with your debtor
- When's the best time to make collection calls?
- Should you ever put a debtor on hold?
- Listening and questioning skills that'll prove invaluable
in getting customers to pay up
- What days are "prime" collection days?
- Essential follow up documentation to phone conversations
- Does the debtor have the right to demand that you
not call again? You may be surprised at the answer!
- One thing you should never do with a client-argue!
- Soothing the irate customer
- Re-energizing after you've had an emotionally upsetting
call
- Establishing a rapport with clients-especially those
you know you'll be working with in the future
- How to handle abusive insults and yelling
Learn
How to Handle Every Excuse Under the Sun, Including...
- I never received
a bill for the product or service...you probably never sent it -you
sent it to the wrong place -you sent it to the wrong person
- I misplaced the
bill-when you send another, then I'll pay
- The check's in
the mail
- I just don't
have the money right now
- Our computer
prints all checks at the end of the month
- We're expecting
a big check in a month and then we can pay the balance IN FULL
- The computer
is down so we can't print any checks right now.
- I don't owe what
you say I owe you
- Those weren't
the payment terms I agreed to!
- I'm sure we've
already paid that bill-your records must be wrong
- This bill is
way too high-I'm not about to be overcharged!
- We're in Chapter
11 right now so you'll have to wait like everyone else
Collection
Letters & Written Documentation of Conversations
- How to make sure your collection letter is opened-and read!
- How many collection letters are too many?
- What you should always include along with your collection letter
- When should you threaten legal action? And, just as important, when
is it a BIG mistake?
- Phrases and words that do NOT belong in a collection letter
- Standard reminder letters-when to send and what to say
- Follow-ups: The importance of doing what you said you were going
to do
- Documenting a debtor's payment plan agreement-get it in writing!
- Using certified mail-when and why
- Final notice: what to say and how to make sure the debtor understands
you mean business
- Gentle reminders for people who usually pay on time
Legal
Issues
- Can a debtor sue you for harassment? Yes-learn when and how
- What you need to know about Mutual Release Agreements
- Promissory notes-secured versus nonsecured
- What are your options when you know-without a doubt-that the debtor
has no intention of paying
- Working with outside collection agencies
- What you need to know about federal laws that apply to collections,
including the Fair Debt Collection Practices Act and Consumer Credit
Protection Act
- Don't put yourself or your company at risk: learn what law collectors
violate most often
- Tips for tracking down customers who've skipped out on their debts
Your
Guarantee of Complete Satisfaction
We stand behind our seminars
with a 100 percent , iron-clad, money-back guarantee
of satisfaction. If for any reason you’re not completely satisfied
with the solid skills, the tips, tools and shortcuts, and the crucial
information you receive during this workshop, we’ll refund your money
in full. Every penny. Guaranteed!
Program
Hours:
9:00 a.m.
to 4:00 p.m. Registration begins at
8:30 a.m.
Group
Discount: When 3 enroll from your organization, a 4th attends
FREE!
Lunch:
Lunch is on your own.
Continuing
Education:
Continuing education credits may be recognized by your professional
board. Contact your own board to find out what's required.
If you cancel your registration up to five business days before the workshop,
Bring a seminar to your site! For information about bringing a course to your site please call 1-919-847-0331 or email the registry at
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