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Sponsored by Lorman Education
Product ID: 408213EAU
Credit & Course Provided by:

Persuasion and Negotiation for Professional Collectors

OnDemand Webinar (89 minutes)

Gain an understanding of the best persuasion and negotiation policies for collection professionals.Credit and collections professionals face tough challenges from pesky customers on a daily basis. Many customers have become so accustomed to avoiding their obligations that negotiating with them seems pointless at best and a drain on your valuable time and money at worst. This topic will help credit and collections professionals to better develop their negotiation tactics, to implement policies and procedures that will make negotiation easier and more effective, and to better understand when to seek help from outside your organization.


Raymond P. Wendolowski Jr., Esq., Bernstein-Burkley, P.C.


Commercial Collections

• Collecting Internally

- Credit and Collections Policies

- Timing Your Efforts

• Outside Collections

- When to Place

- Collection Agency vs. Attorney

• Managing Your Customer Base

- Being Aggressive Without Losing Future Business

- How to Know When to Cut Bait

Consumer Collections

• FDCPA and State Regulations

- Know the Risks

- Stay Aggressive

• The Importance of Training

- Create a Script/Handbook

- Monitoring and Compliance

• Utilize Outside Collections

- Agencies vs. Lawyers

- Alternative Fee Structures

Unusual Circumstances

• Collateral

- When to Seize and When to Wait

- Doubling Down

• Other Security

- Judgments

- Promissory Notes

- And More