Breaking Out Of Beerport by Al Scheid

Author:Al Scheid [Scheid, Al]
Language: eng
Format: epub
Published: 2014-11-11T05:00:00+00:00

ON TO GMAC

I reported to Mr. Chill on Monday at 9 a.m., wearing a suit and tie with well-shined shoes. He introduced me to Duke Martin, who was to be my trainer. After a twenty-five-year career with GMAC, Duke was training new field reps until his scheduled retirement a year hence. He was a WWII vet and had the kind of big shoulders that reflected weight lifting in a gym. He had a pleasant smile that beamed self-confidence. His handshake was firm as he said, “Al, you’ll learn the business, and we’ll have some fun while you’re doing it. Let’s go.”

In two minutes, we were on the way to our first contact. His first words were, “Here’s a pad and pencil. Take notes on everything we discuss, everything you observe, and questions you have.” He talked constantly, explaining details of the job. I did my best to keep up, writing as fast as the motion of the car permitted.

“Don’t wear sunglasses when you speak to clients,” he instructed. “You want them to see your eyes. Only traffic cops wear sunglasses when talking to people.” He also made a point that I should be aware of my surroundings at all times. “Take in everything. Always know where you are and what’s happening around you. This is for your own safety. As you get experience, you’ll learn to size people up. If you read people well, it makes this job much easier. It’s also important to be friendly and keep eye contact. Never forget, your mission is to solve a collection problem, so don’t let anyone get you off the subject. You control the conversation.” It was all common sense, but I had never heard it before.

When he parked the car, he left a generous space in front of it and he asked if I knew why he did this. I had no idea. He enlightened me. “You may want to leave in a hurry and backing up before pulling out slows you down. Always leave half a car length in front of you, even if it means walking a block or so. And never park facing into a dead-end street; they are traps. Avoid confrontations. You don’t get paid extra for physical contact. When you’re threatened, and you will be, leave the scene at once and always look back to see if you’re being followed.” He finished with, “Got all that?” I got it. This wasn’t Duke’s first rodeo, and it was easy to see he knew the job top to bottom.

As instructed, I stayed about six feet behind him when he began talking with the first client, call her Mrs. Smith. He had reviewed the account papers in the car and remembered all the details. His voice was firm but pleasant, and he had a nonthreatening demeanor.

In a few minutes, he was able to get a check for one payment of the two overdue and a promise of another payment at the end of the next week. He carefully and calmly wrote the promise down on a pad with carbon paper copy.

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