proper credit. If the collector is alert and ingenious he will generally find means of side-tracking such tricks of the debtors. If the debtor refuse altogether to furnish the check number, the collector can do nothing, but further calls should be made and strong letters sent, resorting to force at an early date.
In making the personal call, one should always believe the money is going to be paid. There is a tremendous amount of power in any one if his mind is set on a fixed object. Convincing yourself firmly that the money is going to be forthcoming is an aid to approaching the debtor in the right manner; the debtor at once intuitively “feels” that your words are in earnest, that you mean business, and consequently he imagines somehow that you are not going to be easily put off. There is a something indefinable about you which emphasizes the need of paying the bill and tells him you are going to know the reason why, if it is not paid. Should the debtor have a legitimate reason for not paying, your resultant manner will express extreme disappointment, entirely unassumed, and a cer- tain disconcertedness which will be an aid to securing a part payment, or making collection easier on the next call.
Whenever the debtor does not pay the bill, one should endeavor to obtain at least something on account. Or if he obstinately refuse to pay anything, than a definite promise should be gotten as to when something will be paid, and care taken that a second call is made punctually on the agreed date. Habit has something to do here— educating the debtor to get into the habit of making pay- ments as agreed. Punctuality also impresses upon the
