Collector - July/Aug 2021 - 41

within the industry is that the portfolio is
being " shopped, " which will devalue the file
and impact the seller's brand.
Q Are sellers looking for
short-term or long-term
arrangements?
it's going to increase the liquidation
rates. Buyers will offer a higher price
when legal is allowed versus a non-legal
strategy. Sellers that do not allow legal
typically want a more conservative
collection approach to their consumers.
If sellers do allow it, they restrict it to a
small percentage of the overall file, often
a maximum of 20%.
Q Can you share with me
how you protect a seller's
branding?
A During the negotiation and review of
the seller's purchase service agreements
used during the transaction for selling
a file to a buyer, there are stipulations
they can mandate regarding a no-resale
policy. We highly recommend that once a
buyer purchases a portfolio, they are not
allowed to resell it.
We recommend that stipulation
because it protects the seller's brand by
mitigating potential complaints and communicating
effectively with consumers.
If the portfolio is not being retraded and
the chain of title is constantly changing,
it is a very clean title from one seller to
one buyer. When the portfolio is constantly
being retraded, it will increase the
number of complaints from consumers
because they will not recognize the name
of their new servicer.
One final note on seller brand protection:
We always encourage sellers to be extremely
selective when considering which firms/
brokers can market their portfolio. When
multiple firms/brokers are marketing the
portfolio at the same time, the perception
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A They want long-term arrangements
because it is important for the seller to
have a partnership with their buyers. They
need a partner that provides the necessary
safeguards required in this industry. For
example, sellers are looking for buyers that
provide a combination of solid pricing,
good reputation, financial stability, compliance
certifications. It's a process to get
buyers approved. Once sellers complete
that due diligence, they have no desire to
circle back and must repeat the process
due to the buyer falling short on one
of the requirements.
Sellers typically want to have buyers in
place on a monthly forward-flow program,
typically for a 12-month term. It's critical
that they have the right buyer in place at
the onset, so it is a smooth transaction
each month.
Q How common is it for buyers
to provide education
and training opportunities
to sellers?
A It depends on the buyer, but I think it
is common. The current state of this industry
requires all buyers to be educated
on applicable laws and regulations. Buyers
that position themselves as a true partner
will provide guidance, best practices,
market trends and education regarding
the industry. We find the buyers that are
currently active have taken the initiative
and financial investment to ensure the
proper education and training requirements
are a core element of their business
model, and frequently share best practices
with sellers.
Reported by Anne Rosso May.
JULY/AUGUST 2021
41
http://www.bit.ly/ACACastDebtBuying

Collector - July/Aug 2021

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