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Skip Tip: What's in a Name?

Skip-Tip: What’s in a Name? 

By: Alex Price

Anthony "Alex" Price is the National Sales Manager for Masterfiles.

With my travels all across this nation I have a unique opportunity to work and train people from every walk of life—from the auto finance industry, to the bondsman, to the recovery agent. No matter their line of work, the most common question I am asked is, “When should we start working a skip?” How far past-due should someone be before we start skipping them?


The answer is always the same: “Point of Sale.” Early recognition will save you money each and every time. For a Bondsman it comes down to underwriting, but possibly more important is asking the right questions so that your file has the right information up front.

We all have a nickname. My birth name is Anthony Alexander Price, but I have gone by ‘Alex’ since third grade. So anyone calling me and asking for ‘Anthony’ is unwittingly sending me a clear signal that they don’t know me from Adam.

Having the subject’s nickname is like having a key that unlocks doors. It lets you into the inner circle of the subject’s acquaintances so that you can extract the information you need.

Once you’re in the door, getting the information should run like a conversation: ask open-ended questions rather than shutting them down by coming at them like an interrogator. When calling a person’s home or work, listen carefully to the person on the other end of the line. How do they call the person to the phone? This is a first step in putting together a solid file to work from.

Our grandmothers were correct: You can catch more flies with honey than with vinegar!

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