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Collections Karate Part One – Call Structure and the Rules of Motivation and Influence
January 21, 2015
The purpose of your collection attempts is to achieve alignment with your student and their financial obligation.
CALL STRUCTURE Using proper sequence and language in a collection call will work as an attractant not a repellent.
MOTIVATION is a force that compels action. We’ll discuss how to help your students discover their OWN reasons for wanting to take action or change a behavior.
INFLUENCE is a set of rules that most people must obey and when applied properly they can influence the direction of any conversation.