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Rh allows his bill to run, and after a length of time, forgets it more or less. Perhaps six or eight months later he awakes to find that the bill is still owing, but having for- gotten about it and not pressed its settlement, the debtor has naturally forgotten it too. The debtor’s first impluse on having it brought to his attention is to deny owing the money. He may conscientiously believe that he has paid it, but not finding the receipt concludes it has been lost and that the creditor is trying to collect a second time.

The skilful collector must now study his method of approach. He must overcome the debtor’s impulse of surprise and anger and by persistent suggestion awaken in him a sense of his obligation as shown by his creditor’s books of account. Constant suggestion, always courteous and tactful, causes the debtor to doubt whether he really paid his bill as he supposes. Skilful repetition will usu- ally prompt him finally to action and to payment of the account. He must be shown that the creditor’s books are considered correct, that the burden of proof in court rests on the debtor in proving the bill has been paid, and that if he has no receipt or cancelled check the bill must be settled. The account must always be so handled that the debtor can gracefully pay without being caused any humili- ation. It is unwise to ever use the triumphant “I told you so” attitude.

Habit likewise plays an important part in collection work. Periodically some educator tells us through the press that only 14% or 16% of us adults are thinking people, and there is nothing that would indicate this assertion to be untrue. The lives of the unthinking individuals are not guided by reason, but instead by rote,