Page 114 - Microsoft Word - NEW 2017 Standard Program.docx

Qualifications of a Professional Skip-Tracer
As in every endeavor, experience developed over time is invaluable to the skip-tracer.
While gaining experience, there is a bonus that comes with it … contacts! There is no
truer statement than, “A skip-tracer is only as good as his contacts.” We will address
contacts later in this section.

Following are some of the qualities necessary for success as a skip-tracer.

1. You should have a well-modulated, non-confrontational and friendly voice that ASKS
for assistance or information rather than DEMANDING it. When speaking on the
telephone, sit erect but not stiff, and smile. With practice, you will be able to
become proficient in projecting a friendly, pleasant and submissive posture. To give
the impression that this is not an “office” call, you might consider soft background
music.

2. Tenacity is critical in skip-tracing. You should be knowledgeable of all available
information sources and how to best use them, and follow them to conclusion in order
to avoid retracing your steps. Seemingly unimportant leads sometimes are the most
important ones and every lead should be fully explored.

3. The importance of having a vivid imagination cannot be overstated in being able to
“read” the skip and figure out where he might relocate or what he might do for
employment. In reviewing all the information you have on the debtor, consider what
you, in the same situation, might do to conceal your whereabouts.

4. Persistence is a virtue. Enough is when you have done all you know how to do. Be
methodical and evaluate each lead thoroughly. “When all else fails, be persistent.”

5. While not necessarily a qualification, proper timing of your calls is extremely
important. You can never be sure if your call will interfere with some family activity,
such as dinner or a favorite TV program, or whether the person may be just leaving.
Remember, your first contact sets the stage for any subsequent calls, and so your first
contact is the most important.
6. Putting the person you have called at ease will usually gain you that individual’s
confidence and cooperation. There are many good approaches, but projecting a need
for help plays a major part in getting the information you need. Try different
techniques and communicate with other skip-tracers and Recovery Agents. All of
them probably have at least one approach you haven’t heard about.