Contrary to what most people think determining the collect-ability of the file is a simple as determining ability and willingness.
Many people have the ability to pay, but they simply lack the willingness.
Other times one may be extremely willing but their bank account suggests a different story.
Most collection firms will try to tell you that collecting requires an amazing skill set by a clairvoyant person, born and raised in the collection industry.
This is simply not true.
Yes being a good communicator, having good intuition, being experienced and most of all professional, is essential.
But at the end of the day, when no one is looking, a seasoned collector does how to determine ability and willingness.
Those that have the ability to pay and no willingness require a sense of urgency and extreme amount of leverage.
Leverage is key.
Providing an economic reason to pay that is in the debtor's best interest is usually the best way to go about effecting the collection.
When individual has all the willingness of the world and no finances this will pose a somewhat different challenge.
Listening is key.
These files are not necessarily noncollectable they simply require more patience and willingness from the collector as well as the client to take less over a longer period of time.
Knowing when to work with the debtor and when to draw a line in the sand is paramount.
Asking probative questions and listening for the answer will assist in determining ability and willingness.
Although in most cases the debtor will tell you his or her excuse right out of the box.
Often times you were not the only person calling for money.
You can almost guarantee that if you are calling several others are calling as well so how will your call be different from the others before you?