money is almost sure to be forthcoming at an early date. If it isn’t, a gentle reminder will bring it.
Sometimes a debtor neglects some particular account because he feels that his money should be paid for the necessities of life. With the approach of winter, for instance, he may consider that the purchase of his supply of coal, or the purchase of winter clothing, takes prefer- ence over a past due bill. If such be the case, he may be entirely justified in acting thus for it is not uncommon to find dealers in these commodities insisting upon cash sales; as these purchases are necessities, the debtor has no choice but to pay cash or suffer physically. Likewise in the payment of taxes. A vast amount of people are un- eble to lay aside money in advance with which to meet taxes and when the last date for payment arrives, they must bend every effort to pay them or be penalized. Be it remem- bered that small expenditures for taxes or necessities are more difficult for the man of smal! means to meet, than are the large disbursements of the wealthy. Sickness or death in the family also means much to the middle class and be- cause of their conscientiousness they are apt to first pay the entire professional bill, whatever its size, without de- mur, to the detriment of other bills.
Whenever such cases come before the collection man he must be tactful and patient, he must use good judgment and nurse the account carefully. Undue pressure is liable to result disastrously. Personal calls or courteous letters, pointing out the leniency of the creditor, his desire to be of service, and the suggestion of small partial payments, or any suggestion deemed suitable, will help to secure pay- ment and get the debtor on his feet again. Strong, sharp
