OPENING.

(Use TONE/AUTHORITY to get thru GATEKEEPER to DECISIONMAKER)

Good am/pm,
Can I please speak to the Financial Controller/Accounts Receivable Manager?
*Director/VP of Finance *Credit/Collection Manager
• Only if necessary: It’s in regards to past due accounts receivables. (Do NOT sell the gatekeeper.)

SET-UP. (Hi, its ______.!)

Good am/pm Mr. _________,
This is ___________ with Martini, Hughes & Grossman.
IS THIS A BAD TIME?
PAIN Statement.
Example: ________, Every client within your industry tend to have client who owing them money for services
rendered. Regardless of having their own methods in place still their accounts are not being collected 100%.
BENEFIT Statement.
We are a national forensic debt recovery firm, specialized in accounts OVER $5,000. That way we use our
unique collection approach which includes utilizing creditors right attorney’s, CFE’s, PI’S along with assistance
of a federal judge.

PUNCHLINE. >>Small Pause<<

Tell me Mr.______.
HOW DO YOU HANDLE YOUR PAST DUE (DELINQUENT) ACCOUNTS RECIEVABLE?
***************************************************************************************************************************************
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LISTEN to their answers. PROBE and TAKE NOTES:

If they do have accounts… want them to do the talking. Do NOT ask yes or no questions? (Go to Phase #1)

If they have a method in place:

Phase#2 - In House Phase#3 - Attorney/Lawyer Phase#4 - Collection Agency

(Pay close attention:)

PHASE #1: If they do have accounts?

You want to find out: Are they B2B or B2C? How MUCH ($)? How OLD? How MANY (#)? We want COM!!!
PAIN QUESTIONS. QUALIFY HARD “Focus on the PAIN and CLOSE EASY.”
• How long have you had that problem?
• What have you tried to do about collecting that account? And did it work?
• Can you be more specific? What happened?
• How much do you think that has cost you?
• Have you given up trying to deal with that account?
• Would you have done the service knowing you were not going to get PAID?

We suggest you listen to client as these questions are meant to find the pain/the problem…
Once getting to this point you have 2 options: Either turn the call over to a Closer or finish the call and direct
yourself to your Closers.

At this point client should be asking information about us and how we work... and it’s SIMPLE.
Your Response to client how does this work?

MHG coordinates an international network of credit-trained private investigators to conduct in-depth asset and liability
investigations on your debtor companies.

1. First of when you place the accounts with us, we initiate our collections procedures. Our investigator will contact your debtors'
bank officers, key vendors and suppliers to get a full financial profile on the business.
2. Once that in play, we will contact the Secretary of State to verify the corporate status of the debtor as well as all tax-affiliated
state offices.
3. The investigator will also check with the Tax Assessor's office to search for all real property and assets.

All this on contingency meaning we only get paid when we collect and if we do NOT collect then there isn’t any bill.

If they ask about our fee? YOU SHOULD ALREADY KNOW THIS.

Right after this then it’s a done deal “Send me your email or what do I need to do to get started?”

Finish the call!

PHASE #2: In House System

You want to find out “The Pain-The Problem”:
Do they REALLY have a problem collecting their past due account receivable?
PAIN QUESTIONS. QUALIFY HARD. Close easy!
• How‘s that working out?
• Have you been collecting your receivable 100%?
• How often do you have delinquent accounts?
• Do you have any write offs or accounts deemed uncollectible?
• Have you used an agency or an attorney in the past?
• What are your typical credit terms (net 30, 60, 90)?

We suggest you listen to client as these questions are meant to find the pain/the problem…
Once getting to this point you have 2 options: Either you turn the “I’m not interested in to a YES” or hang up
the call and dial the next #!

Your Response to their in house system!

We work as an extension of your in house system; when it fails to collect on any giving client then you either decide to keep
reaching out to the debtor or turn it over to an agency like us.

No w we do work on contingency which means you hire us when your methods fails and if we do collect then I we charge a slight
percentage and if we don’t collect then there is NO CHARGE!

( THE WHOLE POINT OF THIS – IS TO FIND ”THE NEED” – DO THEY HAVE ACCOUNTS RECEIVABLE? Is this a constant issue your
having? IF IT IS… THEN THIS IS HOW I CAN HELP?)

MHG coordinates an international network of credit-trained private investigators to conduct in-depth asset and liability
investigations on your debtor companies.

1. First of when you place the accounts with us, we initiate our collections procedures. Our investigator will contact your debtors'
bank officers, key vendors and suppliers to get a full financial profile on the business.
2. Once that in play, we will contact the Secretary of State to verify the corporate status of the debtor as well as all tax-affiliated
state offices.
3. The investigator will also check with the Tax Assessor's office to search for all real property and assets.

All this on contingency meaning we only get paid when we collect and if we do NOT collect then there isn’t any bill.

If they ask about our fee? YOU SHOULD ALREADY KNOW THIS.

Right after this then it’s a done deal “Send me your email or what do I need to do to get started?”

Finish the call! Ending – Either Interested or marketing or Definitely Not Interested

PHASE #3: Attorney/Lawyer

You want to find out “The Pain-The Problem”: How do they work? Retainer? Hourly Fee? Contingency?
PAIN QUESTIONS. QUALIFY HARD. Close easy!
• Has the attorney been collecting 100%?
• Is he on retainer, hourly Fee or contingency?
• Any judgments? Has he ever taken files to court and not been able to collect from them?
• Have you giving up on collecting on those files?
• How often do you turn your files over to your attorney?

We suggest you listen to client as these questions are meant to find the pain/the problem…
Once getting to this point you have 2 options: Either you turn the “I’m not interested in to a YES” or hang up
the call and dial the next #!!

Your Response to an Attorney!

We understand you work with an attorney and its every one 1st choice.

Please do understand that an attorney didn’t go to Law School to become a bill collector. That’s our JOB and our Specialty in
collecting any monies owed to you…

Now, we are not here to replace your current method but understand that our way of proceeding towards delinquent accounts is
a lot more suitable than what an attorney does when they attempt to collect any debt.

(BASED ON THE QUESTIONS ABOVE WILL BE DEPENDING ON HOW YOU EITHER TURN A NOT INTERESTED TO F*** MY ATTORNEY
AND HOW DOES THIS WORK.) ( THE WHOLE POINT OF THIS – IS TO FIND ”THE NEED” – DO THEY HAVE ACCOUNTS RECEIVABLE? Is
this a constant issue your having? IF IT IS… THEN THIS IS HOW I CAN HELP?)
We work as an extension of your in house system; when it fails to collect on any giving client then you either decide to keep
reaching out to the debtor or turn it over to an agency like us.

HOW DOES THIS WORK?

MHG coordinates an international network of credit-trained private investigators to conduct in-depth asset and liability
investigations on your debtor companies.

1. First of when you place the accounts with us, we initiate our collections procedures. Our investigator will contact your debtors'
bank officers, key vendors and suppliers to get a full financial profile on the business.
2. Once that in play, we will contact the Secretary of State to verify the corporate status of the debtor as well as all tax-affiliated
state offices.
3. The investigator will also check with the Tax Assessor's office to search for all real property and assets.

All this on contingency meaning we only get paid when we collect and if we do NOT collect then there isn’t any bill.

If they ask about our fee? YOU SHOULD ALREADY KNOW THIS.

Right after this then it’s a done deal “Send me your email or what do I need to do to get started?”

Finish the call! Ending – Either Interested or marketing or Definitely Not Interested

PHASE #4: Collection Agency

You want to find out “The Pain – The Problem”
PAIN QUESTIONS. QUALIFY HARD. Close easy!
• How’s that agency working out? Are you satisfied?
• Have they been able to collect 100% of your accounts?
• How often do you turn over accounts to your agency?
• Have you written off any accounts?
• What do you with those accounts your current agency can’t collect on?
• What are your typical credit terms (net 30, 60, 90)?

We suggest you listen to client as these questions are meant to find the pain/the problem…
Once getting to this point you have 2 options: Either you turn the “I’m not interested in to a YES” or hang up
the call and dial the next #!!

Your Response to an Attorney!

Example#1:
We understand you ALREADY work with an agency and maybe it’s working out just fine. But, we are not here to replace your
current method on the contrary we want to work alongside your current method… which means we want to get an opportunity
on those accounts that your agency isn’t successfully collecting on. We have earned several businesses by going after 2nd
placements accounts.
(BASED ON THE QUESTIONS ABOVE WILL BE DEPENDING ON HOW YOU EITHER TURN A NOT INTERESTED TO F*** MY AGENCY
AND HOW YOU CAN HELP) ( THE WHOLE POINT OF THIS – IS TO FIND ”THE NEED” – DO THEY HAVE ACCOUNTS RECEIVABLE? Is this
a constant issue your having? IF IT IS… THEN THIS IS HOW I CAN HELP?)

***Client with collections agency are tough to gain; but there are not always happy. BECAUSE NOBODY COLLECT 100%!!! If they
do, well congrats to them – Because that’s the type of business we wants…****
HOW DOES THIS WORK?

MHG coordinates an international network of credit-trained private investigators to conduct in-depth asset and liability
investigations on your debtor companies.

1. First of when you place the accounts with us, we initiate our collections procedures. Our investigator will contact your debtors'
bank officers, key vendors and suppliers to get a full financial profile on the business.
2. Once that in play, we will contact the Secretary of State to verify the corporate status of the debtor as well as all tax-affiliated
state offices.
3. The investigator will also check with the Tax Assessor's office to search for all real property and assets.

All this on contingency meaning we only get paid when we collect and if we do NOT collect then there isn’t any bill.

If they ask about our fee? YOU SHOULD ALREADY KNOW THIS.

Right after this then it’s a done deal “Send me your email or what do I need to do to get started?”

Finish the call! Ending – Either Interested or marketing or Definitely Not Interested

YOU WANT TO FOCUS ON THE PAIN – CREATE THE PROBLEM AND OFFER A SOLUTION TO IT… IS THAT SIMPLE!

DUMMY UP. Always try to get them to talk (2 ears, 1 mouth). If they ask questions or have concerns, SAY:
• That’s very interesting situation, can you please tell me a bit more about that?
• It’s very interesting you say that, do you mind if I ask you why you said that.
• Not interested. I’m sorry to hear that. Between you and me, why are you not interested?
CLOSE. Please help me understand. ASK:
• Are these accounts a priority to you right now, or is this something that you would like to have collected later on?
• The longer you wait the less money we recover, so what’s keeping you from getting started?
• If you have these accounts collected right now, would it make a positive impact in your business?
DECISION. Who, what, how, when? ASK:
• What do you need to see from me in order to make a decision?
• When do you want to get started?