10. Our 4 Stage Optimized Approach Making Cash Flow ยฎ
11. We Create a Sense of Urgency Making Cash Flow ยฎ
12. Our 4 Stage Optimized Approach Making Cash Flow ยฎ Your Initial Invoice Collections
13.
14.
15. Mixed Media Create Urgency Contact 1: Diplomatic Reminder Letter Contact 2: Diplomatic Reminder Call Automated Reminder Call #1: Hello. This is not a telemarketing call. This is <TSI Client Name> calling regarding your account and a letter we recently sent you on <Date>. This message is for <Debtor Name>. Please contact us at your earliest convenience at <Phone> and reference your account number <Account>. Again, thatโs <TSI Client Name> at <Phone>. Thank you for your immediate attention to this matter. Click here to hear a sample of this message. Making Cash Flow ยฎ
16. Technology Makes a Difference Contact 3: Diplomatic Reminder Letter Contact 4: Diplomatic Reminder Call Automated Reminder Call #2: Hello. This is not a telemarketing call. This is <TSI Client Name> calling for the second time regarding your account and a letter we recently sent you on <Date>. This message is for <Debtor Name>. Please contact us at your earliest convenience at <Phone> and reference your account number <Account>. Again, thatโs <TSI Client Name> at <Phone>. Thank you for your immediate attention to this matter Click here to hear a sample of this message. Making Cash Flow ยฎ
18. You Will be Informed of Progress Making Cash Flow ยฎ
19.
20.
21. 40 Years of Proven Success Making Cash Flow ยฎ Demand 1 โ Diplomatic, Intensive or Bad Check Options
22. Making Cash Flow ยฎ Demand 1 โ Diplomatic, Intensive or Bad Check Options 40 Years of Proven Success
23. Making Cash Flow ยฎ Demand 2 Or Choose A Call Automated Call: Hello. This is an important message from Transworld Systems, a debt collection company. This is an attempt to collect a debt and any information obtained will be used for that purpose. We are calling in reference to a letter we sent you on <Date> regarding our client <TSI Client Name>. Please return the call to <TSI Client Name> at <Phone>. Again, thatโs <TSI Client Name> at <Phone>. When calling please refer to your id code <Account>. Transworld Systems is a debt collection company and any information obtained will be used for that purpose. Thank you. Click here to hear a sample of this message.
25. Making Cash Flow ยฎ Demand 4 Or Choose A Call Automated Call: Hello. This is an important message from Transworld Systems, a debt collection company. This is an attempt to collect a debt and any information obtained will be used for that purpose. We are calling in reference to a letter we sent you on <Date> regarding our client <TSI Client Name>. Please return the call to <TSI Client Name> at <Phone>. Again, thatโs <TSI Client Name> at <Phone>. When calling please refer to your id code <Account>. Transworld Systems is a debt collection company and any information obtained will be used for that purpose. Thank you. Click here to hear a sample of this message.
31. Transworld Systems Inc. Making Cash Flow ยฎ Consultation: Example Chiropractic January 6, 2011 Joan Representative
Editor's Notes
โ Good afternoon, I have been looking forward to meeting with you. If its OK with you, I would like to spend a few minutes sharing some information on my company and then I will ask you some important questions that will help me understand how we may be able to help your business/practice. Is it OK if I get right to it? Great!โ
Slide content, then: โMr. Prospect, our company commitment is very simple: To deliver โฆ..โ. TRANSITION: โHere is what the experts have had to say about TSI:
Slide content, * show MGMA to medical prospects. TRANSITION: โHere are a few quotes from some TSI clients ..โ
TRANSITION: โAnd here are some of the local clients we work with โฆโ
โ I am sure you recognize X and X โฆโ. TRANSITION: Letโs talk about your businessโฆ
โ I want to take a few minutes and ask you some questions about your business/practice that will help me understand exactly where we can be of service โฆโ TRANSITION: โIf I can show you how TSI can make a real difference in your cash-flow, are you the person who could make a decision to implement our service?โ
Slide content, then: โThis US department of Commerce graph shows how dramatic depreciation can be. It shows after just a few months accounts become much harder to collect โฆ after 90 days 1 of 4 will never be collected, after six months 70% of the value of receivables is gone, and after a year 90% of the accounts are uncollectable.โ
โ If you run a business, you know how tough managing cash-flow can be, here is what some experts have had to say about collecting accounts โฆโ TRANSITION: โMost business have a two-stage approach to managing their A-R >>.
Slide content. TRANSITION: So how does TSI help businesses deal with these challenges?โ
โ We recommend an optimized approach to collections that works in four stagesโ (Review stages by name) TRANSITION: โThe most important thing we do for our clients is increase the urgency in the collection process ..โ
โ As the accounts get older โฆ and the risk of loss is greater for you, the intensity increases from usโ. This is very different from what a business can do for themselves and can have a real impact on your cash-flowโ. TRANSITION: Here are our four recommended stages:
Slide content. TRANSITION: โLetโs review the accelerator service โฆโ
Slide content, then โdoes that seem simple enough?โ TRANSITION: โLetโs imagine that we are placing accounts today, and go through the sequence so you can see what you debtors would see โฆโ
Slide content. TRANSITION: โLetโs take a closer lookโฆโ
Slide content then Play reminder message. โWhat do you think?โ TRANSITION: If they ignore this message from you, we take the next step ..โ
Describe contacts (* playing second reminder is not usually necessary unless the prospect wants to hear it) TRANSITION: โThe slow-payer has now heard from your office (through TSI) four times. We will give them a last opportunity to respond to your office โฆโ
Review contact. โI have a question for you: do you think that asking for your money five-plus times gives the customer/patient a fair opportunity to pay?โ TRANSITION: โHow do you keep track of collection progress through the accelerator?โ
Review report. โIf you look at the call time notes, you can see that 8 calls were made by this client (through the accelerator) in less than one minute. Would being able to contact 8 delinquent customers within a minute help your office efficiency? TRANSITION : If the debtor has ignored five-plus requests from your office, is it time to take the delinquency more seriously?โ Thatโs what we think as well โฆโ
Slide content (sections from each quote). TRANSITION: โHere are a few of the large, national clients who trust their cash-flow to TSIโโฆ.
Slide Content. TRANSITION: โWe have been collecting successfully as a collection agency for over 40 years ..โ
Review Courtesy Notice: โwould you agree that most reasonable would not be offended from this kind of collection demand?โ At this point, the debtor has a few options: 1. pay the balance in full, in which case the money would come directly to you, then you would simply log on to your client portal and report the payment. 2. The debtor could make payment arrangements. If you are happy with the arrangements, you can suspend our service. 3. The debtor ignores our demand, in which case we would automatically contact them again, ten days later โฆโ
Review Courtesy Notice: โwould you agree that most reasonable would not be offended from this kind of collection demand?โ At this point, the debtor has a few options: 1. pay the balance in full, in which case the money would come directly to you, then you would simply log on to your client portal and report the payment. 2. The debtor could make payment arrangements. If you are happy with the arrangements, you can suspend our service. 3. The debtor ignores our demand, in which case we would automatically contact them again, ten days later โฆโ
โ you have the choice of how you want to us to make our 2 nd demand, either through an written collection agency demand or with an automated collection agency voice message. Do you want to hear the message? Which do you think you would prefer for your debtors?โ TRANSITION : โIf your debtor ignores us again, we will contact them again ten days later with a higher-intensity collection demand โฆโ
Review demand. โAnother important aspect I want to show you is the address at the top of our written demand. Even though all of the collected money will be paid directly to you, the address that appears here will be the TSI office nearest to your debtor, further influencing the urgency of the situationโ. TRANSITION: โWhat if they continue to ignore the efforts of a licensed collection agency to resolve the debt owed?โ
โ We now know that this is a legitimate debt, and it is no longer disputable by your debtor. For this fourth attempt we can contact them with either the written demand or agency reminder, your choice. Most agencies charge between 30-50% and do not make this many attempts to collect for their clients. This is a key point because a high percentage of debtors require very persistent contact from an agency to resolve their debt โฆ in most cases you are not the only one they owe money to, if you want to be paid first you need frequent & urgent agency contact with your debtor. TRANSITION: โIf the debtor ignores us again they are telling us something very important. They are telling us that they may require legal efforts to pay the money you are due.โ
โ When we know we have a high-risk debtor, we make one last attempt to allow them to pay voluntarily. Here is what we say: (read demand). We have tens of thousands of debts placed with us every single day, and most are resolved before they would reach this stage. When the time comes that one of your accounts reaches this stage, we will have legal & high-intensity options to pursue these kinds of high-risk debts. The five-demand system I have just shown you collects more than double the industry collection average on a fixed-fee basis that averages around $10 per account. Most of the collections we effect with our Profit Recovery service pay early in the cycle. Once they have, you will have the option of having us send a thank-you letter on your behalf. Here it is โฆโ
Review TY letter, then โhave you ever heard of a collection agency sending a collection letter to debtors once they have paid? Do you think you would want us to do so with your debtors?โ TRANSITION: โLet me show you how you can keep track of your collections progressโ
โ This is our enhanced report and you can access it 24/7 through your client portal. Here are some of the important details you will be able to see โฆ (review report)โ TRANSITION: โThis is a sample report. Letโs look at a few in your industry so you can get an idea on how our services will work for you โฆ (show locals and/or vertical)โ
Go back to ARA for system set-up. Steps: 1. โMost clients send their initial statement and place accounts in Accelerator when accounts are not resolved in 30 days, is that the approach you would use?โ Review 30-day numbers โ โthis month it looks like you had X accounts go past 30 days, has this been a typical month for you?โ โ Our systems are good for 24 months, I am going to project your X per month over the 24 months and should you the best per-account price you can qualify for โฆโ โ You qualify for a X account system @ $X per account. This would last you around two years. I will also recommend a test of our services for six months if that is how you would prefer to start โฆ it would be a X account system, and would be $X per account. Which would make more sense for you?โ โ OK. We will always have collected money sent directly to you โฆ do you prefer to use your street address or PO Box?โ โ Letโs review all of your information โฆ does that look right? Great, please approve hereโ TRANSITION: โI have one last service I want to share with you โฆ โ
Slide content, then โfor the option to use our team of intensive and legal collectors on a case-by-case basis, please approve hereโ TRANSITION: โI want to make sure we get off to the quickest start possible in accelerating your cash flow, hereโs what we will need to get organized right away (describe install prep). I am really looking forward to working with you, thank you for your confidence.โ
![Leading Our Industry ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Making Cash Flow ยฎ](data:image/gif;base64,R0lGODlhAQABAIAAAAAAAP///yH5BAEAAAAALAAAAAABAAEAAAIBRAA7)