1. David R. Glezerman © 2017, The DRG Group, L.L.C., All Rights Reserved
Early Intervention: Collecting More Money While Retaining More Students
David R. Glezerman
© 2017, The DRG Group, L.L.C., All Rights Reserved

2. Issues and Concerns Retaining students Cash flow Customer service
Minimizing bad debt

3. Techniques
Financial Wellness
Outreach
Pre-Collect

4. Financial Wellness Educate students Enhance experience
Enter into sound payment practices

5. What is “Outreach”? The act or process of reaching out.
A systematic attempt to provide services beyond conventional limits, as to particular segments of a community: an educational outreach to illiterate.

6. Why Use Outreach with Student Accounts?
Resolve delinquent accounts.
Understand reasons for delinquency.
Keep bad debt levels low
Help with retaining students – enrollment management.

7. When Do You Use Outreach?
Before
Canceling students’ registrations when the bill is due.
Placing holds or service restrictions
Referring an account to 3rd party collectors

8. When Do You Use Outreach?
After
Installment payments are missed.
Final installment is due
Placing holds or service restrictions

9. Where Do You Perform Outreach?
Schools/colleges
Departments
Other service offices

10. Who Do You Involve in an Outreach Program?
Financial Aid
Housing
Academic Affairs
Student Affairs
Enrollment Management

11. How Do You Use Outreach? E-Mail Text Telephone
Voice Blasting (Robocalls)
Mail

12. How Do You Use Outreach? Deliver the Message
Short
To the point
Describe what you want/need
Tell when you need resolution

13. Pre-Collect Options Offered by many collection firms Combination
Letters
Phone Calls
Fee-based models

14. Pre-Collect Identify test groups Focus on account resolutions
Evaluate results

15. David Glezerman david@thedrggroup.com
Questions??
David Glezerman

16. Coming Up Next: Dealing with Stress –
Don’t let the job or your students affect your physical and mental health!!!
Wednesday, August 2, 2017 at 1:00 pm (ET)
Register today at:
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