Communicating to Influence

26 05 2011

Communication skills are an essential part to influencing others.  In order to encourage prospective clients, your boss, or even your coworkers, that your thoughts and ideas are important, a number of aspects need to be considered when communicating.  Most of human interactions are nonverbal.  Here are some tips for consciously improving your communication. 

1.  Body Language and Tone of Voice:

Your mood is visible through your voice and posture.  When you are feeling good, your speech tends to be more animated and you appear more confident in your self and therefore your message.  To appear more confident even when feeling blue make a conscious effort to animate your voice and raise your posture.    

2. Bad or Distracting Habits:

Nervous habits can be distracting and therefore detrimental to your message.  Things such as finger fidgeting, touching your face or hair, or jangling coins in your pockets all are distracting attention away from your message.

3. Be an Active Listener:

If you can listen and interpret what your listener really wants, you will be able to arrange your words in a way that fits to his or her needs.

4. Be Confident but NOT Arrogant:

You want to come across strong and confident. You want to be confident that you know your message, but overconfidence can come across as egotistical.  Pay attention to your vocabulary and energy levels during your presentation to avoid crossing this line.

There are many aspects of communication.  Learning and adapting your communication style is an important step in enhancing your influence over people.  Verbal and non verbal communication can either make or break your message.





Recap of 2010: Credit

1 02 2011

The year set a record for property foreclosures in the U.S. The number was 2,871,891 property foreclosures. That is an astounding 23% increase from 2008.  And they said things were getting better?

Statistics, by RealtyTrac:

  • 2.23% of all housing units received at least 1 foreclosure filing in 2010
  • December recorded 257,747 foreclosure filings on US properties – a decrease of about 2% from November and 26% from last year in December.
  • Nevada ranked in as the state with the highest foreclosure rate in the country for the 4th year in a row; Arizona being the 2nd highest for the second year in a row.
  • California, Florida, Illinois, Michigan, and Arizona made up 51% of the country’s total foreclosure activity in 2010.

Another interesting thing to point out that happened in 2010 concerns credit scores and credit card debt. The average credit scores of US consumers fell by 1 point since last year, but the credit card debt also fell by 8% to about $7,000. Credit card companies would be pleased to know that by the end of 2010,  Did US consumers begin to make payments for their debts and thus stabilize their credit scores or was more debt just written off?

It turned out that six cities in the US experienced a greater decline in credit scores than the average of the rest of the nation. For instance, Chicago, Houston, and New York City had a 2-point drop. Los Angeles and San Francisco had a 3-point drop. Philadelphia had a 4-point drop. Are these the cities with high unemployment one might wonder.

If you live in Massachusetts or New Jersey, keep up the good work. These states have the highest national credit scores, averaging 686. However, Alabama, Arkansas, Kentucky, Louisiana, Oklahoma, and South Carolina have an average score of 650 or lower.

Additional information concerning  average consumer spending in 2010 (holding a bank account), by CreditKarma.com:

  • home mortgage loans – decline of 4% to $173,340
  • home equity – decline of 4% to $49,803
  • auto loans – increase of 4% to $15,274
  • student loans – increase of 10% to $29,016

All of these statistics points to one thing. Businesses and Consumers alike are picking and choosing who they will pay and when they will pay. If someone owes you money become the squeaky wheel! Those who sit back and wait will do just that..they will wait and wait and wait to get paid what is owed to them. Picture your customer sitting in front of their desk with a one foot high pile of bills to be paid and a 6 inch pile of money to pay . A decision is made as to who will get paid. Make sure it is you!

Stay tuned for more blogs by Butler, Robbins & White.





New Years Resolution for 2011: Five Ways to improve you collections from 2010 to 2011

14 12 2010
  1. Develop an approval process to reduce the number of problem accounts. Only extend credit to those who pass your approval process. This may include getting a background and asset check before accepting them as your customer. Once you accept a customer, you may want to consider the following:
  • Possibly getting a credit card to secure payments.  Next to cash payments, this is an effective way to ensure the customer is committed to paying you.
  • Consider setting in a Progress Payment Plan for work in progress or Contract Sales.  For example, 15% at placement of order, 40% after 60 days, etc. to lighten the tightness of cash flow and lower the payment for the customer.
  • Set a credit limit for every customer.
  1. Get Deposits. In Large orders, produce to orders, and custom orders, getting a non-refundable deposit of 10-50% of the final price ensures the customers commitment to pay.
  2. Do not wait too long before you attempt to collect. The grace period past the due date should only be about 2 business days.  After that is it time to contact your customer to let them know that you are on top of things.  The longer you wait the less chance you have of collecting. Be friendly with the first reminder.  If your customer still does not pay after you continually contact them, consider hiring a debt collection agency, and FAST!
  3. Document any contact you have with your customers.  Always start a conversation with the terms of the original agreement to let your customer know that you are going to be on top of the issue until the bill is paid.
  4. Be fair and firm.  Creating templates of scripts of what you will say is a great way to be sure that you stay calm and friendly when trying to get your customer to pay.




International Debt Collection

19 11 2010

With the growth of a global economy, more and more companies are able to advertise and sell their products and services in other countries as well as their own.  Global economies also lead to the expansion of debt collections into foreign countries. When doing business in a different country, you need experience and knowledge of the countries government and laws, trade restrictions and requirements, and the differing currencies and credit reporting criteria.

Debt Collection Agencies collecting from or for companies outside the United States need to consider a few factors:

1. Language – Working with people from different countries often presents a language barrier.  It is important to have a translator for communication.

2. Time Zones – Working across time zones presents communication challenges and time constraints regarding when you can talk with someone in the opposite time zone.

3. Foreign Partner Relationships – Gaining the cooperation and a positive attitude while working with a foreign country will build a quality relationship between the client, collection agency, and debtor.

4. Laws – It is important for a debt collection agency to understand their country’s laws and the other country’s laws and policies regarding credit, collection, and the court systems.

At Butler Robbins & White Global Revenue Recovery, we are able to collect foreign debt with our unique research.  We may be able to transfer a judgment to a foreign country. We are sensitive to the different cultures we work with and offer an extended arm, so companies are able to interconnect with the United States.

Let us help you! Email us today at RKluge@brwcollect.com