Increase your knowledge and show that you stand out from the rest when you study and earn your designation as a C.F.C.P. (Certified Financial Collection Professional) recognized by the International Center for Professional Collections.
One does not receive certification by attending lectures or reading books – this professional designation must be earned, a minimum of 90% on all testing and assignments. Students should be prepared to invest a minimum of 1 to 1.5 hours of study each week.
The focus is on Business to Business in the PACE Commercial program and includes:
- Ten modules
- Nine exams
- Six e-books (Paid in Full, The Check is NOT in the Mail, Collect Those Debts, Tipping the Scales, Become the Squeaky Wheel, Collect Using Social Media)
- Three assignments
- Live collection call for graduation with ICPC Instructor
- Up to three months to successfully complete the program
NEW – The full program, including all modules is now available on line.
Ready to get started!
At $395.00 per person, price includes all books, testing and modules for a three month period.
Module 1 – Rules:
There are not as many restrictions concerning collection activity for commercial collections compared to the consumer collection field. However, there are important standards to follow and knowing the attributes of professionals will help to increase your performance as well as your comfort level in this often challenging profession.
Important too are the policies and procedures of your own company. If you do not operate by your policies, then the odds favor your operating by the policies of someone else.
Module 2 – Writing Effective Letters, faxes and e-mail:
Collection letters, faxes and emails are useful tools in commercial collections. This module provides students with a rich opportunity to develop their writing skills, increase the odds that their communications will be read and motivate the client to respond appropriately.
Module 3 – How to be assertive – without being aggressive:
While it is important to collect the money, it is also important not to offend the customer. Being too aggressive may produce results that include unwanted complications. Not being assertive enough may not produce results at all. This module teaches students how to be assertive without being aggressive – how to efficiently collect on accounts with techniques that even work with an ‘F.O.B.’ (Friend of the Boss).
Module 4 – The Telephone Collection Call:
Most of our collection efforts will take place on the telephone. Some of the skills we may have been taught elsewhere, even those that may have been effective in different roles, may hamper our performance when we try to collect by telephone.
In this module we will cover the right thing to say when the customer agrees to pay the balance today.
Module 5 – Excuses:
They may go by a different name. It could be R.O.D. (reasons of delinquency), special conditions, excuses, sea-stories and much more. What they are called doesn’t matter that much, but if you are involved in collections – you know you are going to hear them – some reason as to why the customer can’t or won’t pay the amount due.
The professional collector will always be ready to effectively handle any excuse or reason for delayed payment that a customer may offer. We’re going to cover the unusual excuses too – those you have never heard before!
Module 6 – The Special Collection Voice:
In this module, students will learn how to develop their ‘special collection voice,’ which is more compelling to the listener and ensures better understanding.
Module 7 – Tailor Made Collections
Your customers are different. In this module, students will learn how to successfully profile the customers they deal with and select and use the most appropriate techniques.
Module 8 – Working with the Sales Team
The objective of professional collections is to increase sales – profitable sales – within the firm. This module teaches students how to better work with the sales and customer service departments within their organization – for the benefit of all.
Module 9 – Negotiating Techniques for Collections:
Professional collectors often negotiate the terms of a collection for their company. In this section, students learn and practice the specific negotiating strategies for collections.
Module 10 – Bankruptcy, legal and end of line
There are certain actions to take when bankruptcy has been filed or is being threatened. This module expands on a section lifted from negotiations, by focusing on B.A.T.N.A. (best alternative to a negotiated agreement) – if you can’t collect, what then? This may include legal action, assignment to third party or other actions.
Program includes 5 ebooks, 2 CD’s of ten modules and manual excuse terminator. Students have up to six months to complete assignments and testing to receive CFCP designation.
Photo shows material from premium program –