Description

This webinar provides a complete, start-to-finish approach to effective collections—combining the preparation that drives success with the techniques that produce results during live debtor conversations. Participants will review the principles of collecting, the collector’s role and why it matters, and how first impressions and key collector traits influence outcomes. The session also covers how to identify and reach the true decision maker, anticipate common roadblocks, and prepare for the call with purpose and confidence. 

From there, the webinar moves into collections in action: creating urgency, strengthening listening skills (listening vs. hearing), negotiating for commitment, and handling gatekeepers and irate debtors. Attendees will walk through typical collection conversations, learn how to improve them to increase recovery, and leave with practical tips they can apply immediately to collect more effectively and consistently.

Meet Your Instructor

Jeff Tharnish of Commercial Collection Corp. of NY - Tonawanda, NY

Jeff Tharnish is a Senior Account Executive at Commercial Collection Corp of NY and an IACC Certified Commercial Collector. Mr. Tharnish brings nearly 20 years of experience collecting commercial accounts around the globe, and across a multitude of industries. Beyond collecting receivables, Mr. Tharnish enjoys presenting webinars and custom education to help clients strengthen their own internal credit and collection departments.