Collector - April 2018 - 40

BUSINESSOPERATIONS

Ask the Experts:
Making Connections
We asked three ACA International award winners for their
advice on how to establish a relationship with a legislator.

"What should every collection professional
know about legislative advocacy right now?"
ANITA MANGHISI, IFCCE, President, Independent Recovery
Resources Inc. One of the winners of ACA's 2017 All In™ awards.
"I recently met with one of my senators, who is chairman of the Consumer
Fraud & Protection Committee here in New York. Just like soliciting
a client, I offered the senator a 'value' to him and his constituents. I
suggested we do consumer outreach on some hot topics in the debt
collection industry, including identity theft, blocked calls and robocalling. This was a
tremendous opportunity for us to communicate the message we so desperately want
consumers and legislators to hear. It was extremely effective.
This educational series has made the senator quite popular in his district. As such, he has come
to know us, respect us and work with us. I have staffers coming to me on issues of interest from
my congressman's office, and it's a really nice feeling that they are coming to me for advice."

G. SCOTT PURCELL, President, Professional Credit. One of the
winners of ACA's 2017 All In™ awards.
"First of all, your advocacy matters! In the same way you can articulate your
value proposition to a prospective client, you have the ability to do the same
with a legislator or their staff. They need to know what you know about how
collections actually work. It's actually very relationship oriented. The real
value is in subsequent meetings that build on the experiences you share. Lastly, with the right
frame of mind, it's a lot of fun-and meaningful relationships do get created!"

TOM STOCKTON, IFCCE, CEO, The CMI Group. Winner

of ACA's 2017 Harry Strausser Jr. ACPAC Ambassador Award.
"The first time I scheduled a meeting with my congressman to discuss industry
issues, I was intimidated. But I discovered that my congressman really wanted
to hear what I had to say because I was a voter and constituent. That meeting has
led to a 10-year relationship with my congressman, who now understands how
legislation impacts people in his district who work in our industry.
Whenever he's dealing with legislation that might impact my business, he calls and gets my
input before taking a final position. I truly believe that if all ACA members engaged on some
level with their congressional representatives it would have a very positive impact on our
industry, individual businesses and employees."

40

PICTURE
YOURSELF
ON THIS PAGE
These	industry	leaders	have	devoted	
their	time	to	the	betterment	of	the	
credit	and	collection	industry-and	
in	doing	so	they've	sharpened	their	
skills,	expanded	their	professional	
network	and	taken	home	an	award	
for	their	mantel.	Are	your	ready	to	
join	them?	Learn	more	about	ACA	
International's	member	awards	
program	at www.acainternational.
org/education/member-awards.

ACAINTERNATIONAL.ORG


http://www.acainternational.org/education/member-awards http://www.acainternational.org/education/member-awards http://www.ACAINTERNATIONAL.ORG

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