Page 113 - CARS Standard Program

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.