Port communicationUnderstand these three sentences，The success rate of debt collection is doubled! ! Introduction：To effectively improve the success rate of collection，You need to deeply understand the following three sentences：The premise of repayment is commitment、The prerequisite for commitment is negotiation、The prerequisite for negotiation is to find him。
How to understand，Next, let’s analyze them separately：first sentence：The premise of repayment is the promise that customers can repay on time when due. It depends on two factors.：The borrower has the willingness and ability to repay，The willingness to repay is a subjective factor，Repayment ability is an objective factor。
We set aside the state's public authorities to help us enforce this path，You want customers to take the initiative to repay the money themselves，The customer must be willing to pay back the money，The manifestation of willingness is that the borrower will make a commitment to repay the loan and fulfill the commitment.。Even if the customer has the ability to repay，He has no intention and will not repay the money。therefore，There must be a commitment to repay before the customer takes the initiative to repay the loan.。
The customer's commitment to repay indicates the borrower's willingness to repay，We talked about it before，Borrowers' willingness to repay is divided into two categories:，Active willingness to repay and passive willingness to repay，in，Proactive willingness to repay depends on the borrower's character and ethics，Passive repayment willingness depends on the borrower's cost of default。
If the borrower is proactive and willing to repay,，Naturally, they will proactively repay the money when it matures.，Even if there is a problem with repayment ability，Borrowers will also try to find ways to repay the money，He will not default on his debts。If the borrower loses his or her willingness to repay,，As a creditor, you usually negotiate first，Soft ones first，Too soft，Come on hard，Put pressure on borrowers，Increase the cost of default for borrowers，This is what we usually call a combination of soft and hard tactics.。
To sum it up，The prerequisite for the borrower to take the initiative to repay is that the borrower must have a commitment to repay.，That is, the willingness to repay，This repayment commitment may be voluntary by the borrower himself，Maybe due to pressure。second sentence，The prerequisite for commitment is negotiation. The prerequisite for repayment is commitment.，So how can you get the borrower's commitment? We need to negotiate with the borrower。About negotiations，There are a few things we need to pay attention to：1Negotiations are everywhere。
Herb Cohen mentioned in his book Negotiation Everywhere："The world is a giant negotiating table，whether you like it or not，Negotiation exists in your daily life。Negotiations include your partner、child、friend、colleague、boss、salesperson etc.。Whether you have excellent negotiation skills has a huge impact on your life。
"Negotiations are really everywhere，For example, dealing with the relationship with parents、relationship with spouse、relationship with children、Go to a clothing store to buy clothes and bargain、Recruitment interviews, etc. are all negotiations.。Negotiations are everywhere，pervading every aspect of our lives，Overdue collection is also a kind of negotiation。2Negotiation is a science of mutual influence、mutual concessions、the art of persuading each other。
Here are some keywords：Influence、concession、persuade，In the process of overdue collection，Sometimes giving in is also a kind of wisdom。3Negotiation is a type of communication in which we expect the other party to behave in a manner that we expect. Negotiation is neither a speech nor a speech.，Not a debate，It's a kind of communication，But this kind of communication is purposeful，That is, a kind of communication in which we hope that the other party will behave as we expect.。So what kind of behavior do you want the other party to do?
4Negotiation has three elements。Any negotiation will involve the following three issues:：First，What is your goal in negotiating? That is to say，What kind of behavior do you want the other person to do?。second，Who are you negotiating with? Only by understanding the person you are negotiating with can you achieve better negotiation results。third，What strategies and steps will you take? You should establish your negotiation strategies and steps based on your negotiation goals and the situation of the negotiation partner.。
in daily life，When you realize something is a negotiation，Just go through the above three questions in your mind.，maybe you will find，Negotiation turns out to be a very simple matter。Overdue collection itself is also a kind of negotiation，Also follow the basic principles of negotiation。
As far as overdue collection is concerned,，Our goal is to get customers to pay back their money (this goal is not specific enough)，The goal can be specifically the amount of repayment、the term、interest rate、method, etc.)，In order to achieve this goal，You need to negotiate with the client，The core strategies of negotiation include negotiation and pressure，To have a good negotiation effect，You need to do pre-negotiation preparations before negotiating，Before formulating a negotiation plan, you must first understand and master the relevant situation of the customer，and evaluate the borrower's willingness and ability based on understanding，Only by understanding and evaluating the borrower's willingness and ability to repay can you determine your negotiation goals and decide what strategy to adopt (V134-170-46218)。
The third sentence：The prerequisite for negotiation is that you have to establish contact with the borrower. The prerequisite for repayment is a commitment.、The prerequisite for commitment is negotiation，But you have to negotiate with the borrower，You need to establish contact with him first，Creditors need to go through various reasonable and legal methods、Find and establish contact with debtors directly or indirectly，Only to establish contact with the borrower，Only then can we have the opportunity and possibility to negotiate with the borrower。
in practice，It is often the case that the whereabouts of borrowers are unknown.，What should we do in this situation? Since the premise of negotiation is that you have to find him，connect with him，If the borrower's whereabouts are unknown，You must find a way to find him and establish contact with him，Really can't find it，The prosecution must be prosecuted，Unknown whereabouts does not prevent creditors from filing lawsuits。How to establish contact with borrowers，There are two directions to consider：First，Contact the borrower directly。
Find the whereabouts of the borrower，Find borrowers directly。There are many ways to find borrowers，For example, using search engines、Use 114、Use credit reports、Leveraging Big Data Companies、Utilize property and security、Use a guarantor、relatives、Colleagues etc.。second，indirect contact。If you cannot contact the borrower directly，We can also "force" the borrower out by contacting people around him or her.，Let borrowers contact us proactively。
Currently, the credit institutions I serve usually have two conventional risk control measures:：One is
Require
Borrowers leave the phone numbers of at least five emergency contacts when applying for a loan，Generally, the arrangement is based on the ratio of two relatives and three friends.，and
Require
When investigating, investigators should consciously collect the contact information of people who have a close relationship with the borrower.，including family members、client、Senior executives and ordinary employees, etc.。
The second is to ask the borrower to leave a phone list of frequently used phone numbers in the past six months when applying for a loan.。If the borrower fails to repay or loses contact，Especially when you lose contact，We can contact people around them through their reserved emergency contact numbers and phone lists.，"Force" it out。
Non-litigation collection means door-to-door collection、Call up、Three types of letters，The cost of making phone calls is relatively low compared to door-to-door visits.，When calling these people，The basic tone is to let these people persuade the borrower to repay in time or inform us of the borrower's whereabouts and contact information，Be sure to pay attention，Collection agents must not maliciously harass these people.。
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