Catalog

Engage Campus - Course Catalog

Premier Course for Collectors   Back   
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
 
Total: 16 Collapse Description
Course Lessons / Exams 
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.
2 The Realities of Human Behavior
Four dominant psychological traits can be leveraged to persuade others.
3 Timing and Control
Timing and control are keys to success for Collectors.
4 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.
5 Question Types
Various types of questions can be used to achieve desired results.
6 General Guidelines for Handling Objections
There are principles and techniques for handling objections more effectively.
7 Section Exam I
Exam covering lessons 1 through 6
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.
9 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.
10 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.
11 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.
12 Section Exam II
Covering overcoming objections.
13 UNDERSTANDING BANKRUPTCY
This is a condensed tutorial in bankruptcy:
  • Glossary of common terms
  • Chapter differentiation
  • Stakeholder rankings
  • Steps in the process.
14 UNDERSTANDING PROPERTY TAX
Learn more about the "what", "why", "who" and "when" of Property Taxes.
15 FOLLOW UP STRATEGIES
With a clear plan, collections are routine and – somewhat – stress-free.
16 Section Exam III
Covering bankruptcy, property tax and follow up strategies.
Total: 16 Collapse Description
 
E-mail: ljackson@corporatelearn.com
Phone: 1 904 280 7722
Mailing Address:
Corporate Learning Systems
121 Bristol Place
Ponte Vedra Beach FL 32082

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