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Collect the Cash, Not the Car

October 8, 2025 - October 9, 2025

Description

This course is designed to teach collectors of all experience levels to improve their collection process to maximize the dollars collected per open account, improve customer satisfaction, reduce repossession and charge-offs, and be more effective with their skip tracing while successfully navigating the laws that govern the collection industry.

This one-and-a-half-day course, led by Brent Carmichael, is for new collectors/underwriters, experienced collectors/underwriters looking to improve their skills, collection/underwriting managers and owners who want to better understand the collection process.

Agenda, Day One, 8:00 AM – 5:00 PM

The Mission of Collect The Cash, Not The Car
· Introductions and “Rules of the Road”
· Accountability
What It Takes To Be A Star
· Why and how the BHPH Collections Process is different from all other types of collections
· Tools
Collection Process
· Telephone Effectiveness
· Credit Application
· References
· Adjustments
· Skip Tracing
· Repossessions and Redemptions
· Deficiencies
· Overcoming Objections
· 30 Ways to Get Money
What it Takes To Be A Star – The Numbers
· Standards and Goals

Agenda, Day Two, 8:00 AM – 12:00 PM

What It Takes To Be A Star – Review
Underwriting
· Credit Application
· Internet
How to Read a Credit Report
Final Exam

Led by Brent Carmichael, NIADA Director of Education. Carmichael has more than 30 years of experience in the industry, including nearly 20 years of training and leading 20 Groups.


Sponsored By:

 

Pricing

  • $299 NIADA Members
  • $499 Non-members

Groups of 2+ receive $50 off registration each. NIADA Members receive special pricing for education, training, and events. To learn more about NIADA member benefits, visit https://niada.com/join/. 

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Contact Information

National Independent Automobile Dealers Association
Name: Teresa Orkun
Phone: (817) 837-0633
Email: teresa@niada.com
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