Jim Finucan

#1He’s not going to beprepared for all these
Dear Jimquestions so he’ll have to think fast - make up
I keep running into guys who say they justlieson-the-spot. One of them bound to be ridiculous
don’t have the money.When I hear that Iand thus easy to spot.When it comes call him on it.
start to lose my resolve. What can I do?It’s time to shame him and shame him good
First, you need to be absolutely convinced in your“That’s ridiculous.”
own mind beforeyou even start the call - that you“How naïve do you think I am?”
deserve to be paid and you’re goingto get“Who do you think you’re kidding?”
the money. Everybody has it within themselves to“Do you handle all your business affairs as
fight for whatis theirs. Think of your pastpathetically as this?”
accomplishments and get yourself pumpedup ahead“Do the other businesses you deal with know
of time. It’s essential that you to comeyou’re in sucha bad situation?”
across as strong anddetermined on the phone,If he is having trouble paying some of his bills
otherwise the debtor will sense your weakness.Andit’s likely the other peoplehe deals with
you can bet that he will try to use that weaknessaren’t aware of his situation, because he
against you.knows they won’tstand for the kind of crap
When he says he doesn’t have the money tohe is pulling on you, so he doesn’t try it
pay you, start asking himquestions about his financialonthem.. And you shouldn’t let him pull it on
situation. Is he paying his employees thesedays, oryou, either.
are they working for vouchers? Has he made anyHe wants you to feel sorry for him. By creating a
major purchasesin the last 60 days? Could he getsituation where hehas to lie, and then making him
approved for a loan? What kind of cardoes he drive?explain his lies he may begin to realizejust how
What’s his average annual income?pathetic he sounds to others.