Hypnotize someone on the phone? Really?
It could be that I’ve been skip tracing for so many years that I can read a voice, a hesitation, calmness, and agitation and with that precisely predict how much work I’ll need to invest to the job done. I know I’ve at least earned my honorary degree in psychology and you probably have too if you’ve been skip tracing and working on difficult cases where assets are hidden and you have to find those assets after you’ve found your skip.
A most recent and humorous encounter with a woman whose husband (my debtor) died last January, said to me she never knew he had a Cadillac. She was defensive and hostile with her choice of words and tone. She actually said that her husband must have had a woman on the side insinuating that the car was for some other skirt and she was mad about it. Not really though, he’s had the car for six years and titled it to the home they shared together. Smoke and mirrors right?. The key to dealing with people like this is to just unemotionally state your reason for calling, let them say their piece and then proceed to give a moment of silence.
A silent moment to a defensive person puts them in the frying pan.
When you stop speaking the other person will be psychologically compelled (tricked!) into speaking to fill the void and most of the time they’ll end up giving you the information, if only just a tid-bit, that you’ve set out to get in the first place. In this case, she knows she’s on the hook for this car and it’s not hers. I finally found her and I’ll never leave her alone until she surrenders my client’s collateral. Really I hope she gets herself a new car because she’s driving a dead man’s Cadillac that’s out for repossession.