Collectors from within

Owed on the loan? You quickly find collectors! The main objective of these people - to achieve from your bona fide payments for the collection of debt. Portal Bank.ru spoke with CEO of Russia's largest collection agency «Sequoia Credit Consolidation» Elena Dokuchaeva. - Please tell us how you work? Our cooperation with clients is built on two fronts: work on a commission basis as agent for the lender to collect and purchase of portfolios of distressed debt. As agents we receive a commission on the results of recovery, while ownership of the debt remains with the bank. In the second case, a claim of debt transferred to us. We adhere to sound policies of investment in distressed portfolios, buying only those portfolios, the price which corresponds to their quality. - At what price you buy loan portfolios from banks? - Spread the cost is significant. When it comes to unsecured loans, it could be 0,3%, and maybe 5-6% of the debt. On the price is influenced by factors such as the proportion of principal to the total debt, the period of delay, the type of loan, the earlier study portfolio sale, availability and quality of information for evaluating the portfolio, contract terms and much more. - How can you estimate the proportion of Russians who have problems with accounts payable? - Unfortunately, it is very difficult to evaluate this market. There is no official information on all types of debt: the banking, utilities, communications, etc. More or less accurate data can only lead to debt in the segment of retail lending, as in this case, you can rely on the statistics of the Central Bank. So it's safe to say that more than 7% of Russians have problems with repayment of loans obtained by them. If we talk about the extent of this problem for some banks, the level of overdue loans in their portfolios can range from 3% to 20% or more. - What is the opinion of your organization, the average portrait of the debtor? - Most are male, aged 30-40 years, with secondary special education, having a working career. Such people often take personal loans for the purchase of any items. Should be noted that the payment behavior of men and women are different. Characteristic of women debt on credit cards, due to the fact that they often make impulsive purchases. In this case, those who borrow money to purchase specific items, usually pay better, because pre-plan their expenses. For men, more characteristic of outstanding auto loans and loans for the purchase of large equipment. In this case, a common cause of debt is a re-evaluation of their capabilities in obtaining credit. As early as the third or fourth payment person understands that payment for taking a loan too much for him and stop paying. For similar reasons, the average debt of the stronger sex is much higher than that of women: about 98 thousand rubles for men and about 22,500 rubles - for women. - What is the process of debt repayment? - Received the portfolio of the client, we analyze, segmenting and choose a strategy that would be most appropriate for each group of debtors. Basic methods in dealing with the borrower: it talks in writing or orally by telephone or in person. If the debt can not recover at the negotiation stage, in pre-trial order, we move on to the stage of court penalties and enforcement of judgments. - Do you use the psychological techniques of pressure? For example, telephone calls at six o'clock in the morning, or sending people with pumped muscles to negotiate? - I do not like the phrase "psychological techniques of pressure, it is already present negativity and coercion. Collection business is built primarily on the recovery of court and, therefore, as a result of negotiations with the debtor. Of course, that these negotiations should be correct from a psychological point of view. You will never negotiate with the debtor, if you can not listen, ask questions, find the right arguments and solutions for the individual. Of course, without knowledge of the foundations of psychology can not do. If under "psychological pressure techniques" you see, calls at night or people with pumped muscles, it is not our case. "Sequoia", as one of the founders of the National Association of Professional collection agencies operating in full compliance with the organization developed corporate codes of professional collection agencies - How hard to convince people to pay a debt? - It's important to choose the right tactics. Importantly - to understand the values ??and the real possibilities of man. We teach our staff the right to talk to debtors. Debt collection - it's the same for sale, but in this case, our client - the borrower, and we wish to sell to pay off debts. - What happens when you realize that debt the borrower can not recover? - Let us consider the situation in detail. There are different cases: it is possible, the debtor is faced with loss of income, ie this is a temporary problem, since the work sooner or later, there is also the mortgage payments will be continued. In this case, it is important to find a reasonable payment plan or negotiate with the bank on deferred payment. Perhaps the debtor simply has other priorities in spending, then you should raise the importance of debt repayment. There are also more severe cases, when borrowers are alcohol-or drug-dependent people. But they have a property which may be to foreclose. I can not but admit that in some cases, debt man may at times exceed its ability to repay even in the long term. To solve the problem of debtors, and preparing to adopt a law on bankruptcy of physical persons, which is designed to help citizens who find themselves in extreme features. In this case by the court of the debt will be repaid by selling the existing property of the debtor, the balance of the same debt will be forgiven. - Do you think it would be a good law? - I'm not saying that this is the limit of our dreams, because it believes that the mechanism laid down in the document the right to declare themselves bankrupt or insolvent debtor will be working. It is planned that bankruptcy cases will conduct the arbitration courts with arbitration managers, Yes and the process is quite expensive, so it is unlikely to be available to the debtor in arrears on a credit card. But this law is necessary because it gives a person the right to declare: "I can not pay its debts, and assumes a civilized way out of this situation. - Recently, a new profession - "antikollektory", ie people who help to not return to take loans. Whether you work with them? - Does not work. If you're talking about antikollektorah whose purpose is to assist the borrower to avoid paying the debt, then it is illegal and will generate only more problems for the debtor. I do not advise people to deal with them. Another example of credit counselors I've seen in the U.S., where the banks have created special agencies, credit counselors to help borrowers get the money back. The task of these organizations is to assist the debtor in the planning of its budget to identify potential sources of savings, as well as control over the fact that the released funds will be sent a man to repay the loan. Another important function of credit counselors is the selection of a suitable plan for the debtor to repay debt and its coordination with the bank. In Russia, such a function likely operates collectors than antikollektory. - And you took out a bank loan? Share your opinion about the loans. Yes, it would take. In this carefully studied the contract. Unfortunately, this is not the typical approach to obtaining credit in our country. Often borrowers are signing a credit agreement as a formality, preferring not to spend time to study it, and not building long-term forecasts influence the cost of servicing the loan for a personal budget. The use of credit resources - often the only possible way to solve some of life's problems. But I would recommend to take only such a loan, which will not be an intolerable burden for the family budget. It is desirable that the amount of regular payments do not exceed 20-30% of monthly income. For the same loan, the payment for which will exceed 50-60% of earned income, should be taboo. After all, any change in income, as it was in crisis, or the cost of the family will make it impossible to service the loan. We have yet to learn how to plan their budgets for at least a year ahead. For example, in the same America mortgage loans become problematic in about 3-4 years after receiving them - for so many Americans are able to predict its future. We have difficulties with the repayment mortgage can arise in the first year after receiving the loan. - What advice would you give to those people who took out a loan, can not get it back, but the door had already phoned collectors? - The main thing is not to hide and keep in touch with a view to agreeing on the possibility and timing of payments. Better to do it on the beach, in pre-trial order, than to bring to the enforcement debt.