Collecting Past Due Accounts

by Jim Finucan

Published on this site: September 2nd, 2005 - See more articles from this month

A Japanese proverb says: "The focused mind can pierce stone."

The novice hiker, out on his first long trek with a heavy backpack soon learns some important lessons such as: it would have been good to have had some training first, walking all day is a bit boring, there's a lot of stuff in that backpack and the straps are biting into the shoulders. Pretty soon the hiker is dwelling on these mental and physical discomforts. But as he gains experience things change for the better: the feet start to toughen up, leg muscles start to develop. The back and shoulders stop complaining about the heavy foreign object they have to support. Now, the hiker can start to enjoy himself!

And so it can be with you and your debt collection efforts. Focus on keeping your mind free of distractions and outside problems. It should be fully in tune with what you are doing. Anything else will be detrimental to the mindset you need in order to achieve top performance.

The discipline necessary to achieve this mental focus comes from training, from an on-going effort to keep your mind free of distractions, from wandering during those times when you need to be completely focused on the collection call. It's not unreasonable to suggest that developing the ability to keep your mind in line can take years to perfect. But that's a very good reason to start working to achieve this rare and very valuable ability right now! I assure you that, once you learn the technique your success rate will skyrocket.

Let 15-year collections pro Jim Finucan show you how to double the money you collect from your accounts receivable. Check out his unique collections manual "Past Due." For more information visit: http://www.tiare.com/pastdue.htm