Seminar: Debt Collection Perfection

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$495.00 AUD (inc GST)

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Seminar Details

  • Seminar
  • 7.45 hours


"I just had to let you know, and thought you might be interested, I have got very pleasing results on my debtors list this month, that I never thought I would get. I got a surprise when I went to type out my overdue list, I have got no 3 month overdue customers and only one customer that owes just over $300.00 in 2 months overdue! Never before in history have I ever had no customers under the 3 months overdue section, or even only one in the 2 months overdue.

That course has definitely proved its value, thank you very much. I have also got a very pleased Boss!" - A very happy customer!


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Seminar Description

Don't pay Debt Collector fees! We'll train you in industry secrets acquired over 25 years of experience that are proven to enhance debt recovery and maintain high customer relations. Book a one day seminar today!

This interactive training session has been compiled especially for staff collecting debts for their employer or business.

Employers are, through necessity, placed in a situation where they have un-cooperative clients who are endeavouring to extend their trading terms by FAILING TO PAY their accounts within the prescribed trading terms.

In order to change this situation, we, the business, MUST change our attitude in order to find out the true reason for non-payment, negotiate suitable repayments and then ‘monitor’ the repayment WHEN PAYMENT FALLS DUE!

Your staff, invariably, have not been trained in all of key areas, namely, conflict resolution, how to ask for a payment that is overdue, listening and question skills, negotiation skills, when to be sympathetic, showing empathy and not taking ‘personally’ a lot of non-payment reasons/excuses that they get bombarded with every day.

We want to create Debt Collect Perfection by training your staff to become efficient in the Debt Collection process.  Because debt collection is a process, not an event.

How are we going to achieve perfection in one day?  We’re not!  We will however, give your staff the information, knowledge and strategies to overcome the ‘day to day’ road blocks handed out by your customers.  We will practice these techniques and give YOU access to the presenter to discuss any situation that may arise in the future – after the training session.  We want to keep the Debt Collection simple and create perfection by your staff.

Our Debt Collection training has achieved some wonderful results both in Australia and New Zealand.

These include one accounts receivable clerk reducing her outstanding (hard to collect) portfolio from $880,000 to $110,000 in eleven (11) months after one of our training sessions.  Another reduced her portfolio to ‘nil’ in 3 months and one account in 2 months.  Very happy bosses and collectors.

  • ACCC Debt Collection Guidelines & Privacy Act overview
  • When to commence the ‘Debt Collection’ process
  • Establishing the ‘REAL’ reason for non-payment
  • Listening to why the client is NOT PAYING
  • Analyse ‘all of the’ information
  • Asking the ‘RIGHT’ questions
  • Learning what to say and how to say it without ALIENATION of the client
  • Changing client behaviour – be the FIRST to be paid
  • Negotiation Skills – learn how to maximize your efforts and get paid by your debtor/s 
  • Make ‘repayment’ arrangements that really work
  • Monitoring repayment arrangement
  • Using ‘stronger’ tactics and approaches to Account Collections – without alienation of client (be decisive!)
  • Letter writing – what to say without alienation of the client – we will draft letters that participants can use
  • How many letters should you send to clients
  • Legal action – should we take legal action to recover our debts – if not, why not?
  • Do we need Debt Collectors to work for us if we cannot get paid
  • Lots of Role Plays, 
  • Brainstorming and discussion on how to get the Debt Collection process PERFECT. 
  • And MORE!

About the Presenter

This session will be led by Horst Guelzow who has been involved in Credit Management for over 25 years and is currently working in the industry doing what he does best ‘collecting money for clients’. Horst draws on his experience in a diverse range of areas including the Finance and Insurance industries as well as the government sector. He has been responsible for setting up credit departments and is a Workplace Trainer and Assessor within the Credit Industry.

Who Should Attend?

Business Owners, Accounts staff, credit controllers, accounts receivable, accounts payable, Business managers, accountants. ALL STAFF who have dealings with customers who are issued with an invoice and who have not paid within YOUR trading terms.

This session runs from 8:45am to 4:30pm, including a 1 hour lunch break and two 15 minute refreshment breaks.

Includes a one day training session, notes, handouts, refreshments and meals, plus access to the presenter after training.

Download File debt-collection-perfection.pdf

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