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Premier Course for Collectors is the soft skills tutorial for collections.
The course is for everyone: a primer of easy to learn techniques for new collectors and a thought-provoking refresher for the most experienced.
Collectors learn how to leverage human behavior, use questions to persuade, overcome forty-one frequent objections and follow-up on broken promises.
Tutorial Lessons (Understanding Bankruptcy and Understanding Property Tax) expand knowledge of two key issues.
Instructor: Lynda Jackson
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| 1 |
Objectives and Expectations
Review the course objectives, what to expect and how to proceed.
Take a thought-provoking introductory exam to see how closely your own techniques are aligned with those presented in the course.
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The Realities of Human Behavior
Four dominant psychological traits can be leveraged to persuade others.
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Timing and Control
Timing and control are keys to success for Collectors.
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The Power of Questions
The strategic use of questions is the key to persuasion. Learn the six ways that questions influence behavior in this lesson.
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Question Types
Various types of questions can be used to achieve desired results.
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General Guidelines for Handling Objections
There are principles and techniques for handling objections more effectively.
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Section Exam I
Exam covering lessons 1 through 6
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| 8 |
Contract/Document Disputes
This lesson provides methods of effectively handling ten issues relating to contract/document disputes and tax issues.
Each objection is framed in a Sample Script – Problem—Solution—Explanation/Validation—Strategy format.
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Cash Flow Problems; Cash Application Disputes; Invoicing Issues & Personality Conflicts
This lesson provides methods of effectively handling ten issues relating to cash flow problems, cash application disputes, invoicing issues and personality conflicts.
Each objection is framed in a Sample Script – Problem—Solution—Explanation/Validation—Strategy format.
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Equipment Problems and Insurance Disputes
This lesson provides methods of effectively handling ten issues relating to equipment problems and insurance disputes.
Each objection is framed in a Sample Script – Problem—Solution—Explanation/Validation—Strategy format.
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End of Lease & Upgrade Disputes
This lesson provides methods of effectively handling ten issues relating to end of fair market value lease objections and upgrade disputes.
Each objection is framed in a Sample Script – Problem—Solution—Explanation/Validation—Strategy format.
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Section Exam II
Covering overcoming objections.
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UNDERSTANDING BANKRUPTCY
This is a condensed tutorial in bankruptcy:
- Glossary of common terms
- Chapter differentiation
- Stakeholder rankings
- Steps in the process.
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UNDERSTANDING PROPERTY TAX
Learn more about the "what", "why", "who" and "when" of Property Taxes.
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FOLLOW UP STRATEGIES
With a clear plan, collections are routine and – somewhat – stress-free.
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Section Exam III
Covering bankruptcy, property tax and follow up strategies.
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