How to Find the ‘Goldilocks Zone of Connection’ in Collections
| Mary ShoresAre your collectors stuck in the friend zone with consumers? In other words, are your collectors sympathetic to consumers to the point where they feel …
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3 Modes for Persuasion in Collections
| Mary ShoresEvery consumer’s decision to pay ultimately comes down to one key component. Every client’s decision to hire your agency, every vendor you’ve ever hired, all …
5 Key Ingredients for Achieving High-Converting Collections
| Mary ShoresYou wouldn’t set out to bake a cake or cook a gourmet meal without having the proper ingredients. Likewise, the strategy you use with your …
3 Keys to Establish Credibility in the New Normal: How to Turn Chaos Into Opportunity
| Mary ShoresThe other day I was sitting in on a sales meeting with a prospective client – a small hospital – and I asked them …
5 Traits to Boost Your Collectors' Emotional Intelligence
| Mary ShoresCollectors have a major hurdle to overcome right away on collection calls. Talking about debt is uncomfortable and makes consumers feel cornered, angry, defensive, and …