Here's an eight-point checklist used by credit expert T. Frank Hardesty, vice president of management services for Payco American Corp. (Dublin, Ohio) that can help you determine how likely it is that a candidate will succeed at collections:

• Ask for past examples of resourcefulness--things this person did a bit differently from the norm.
• Ask for past examples of how he or she listened well, and then helped somebody.
• Obtain a few imaginative approaches about how the person would collect if you gave him or her a telephone call right now. "These approaches may or may not be correct," says Hardesty. "Look for imagination."
• Test knowledge of policies and procedures at the previous job.
• Observe enthusiasm and energy.
• Ask "What would your ambitions be in our company?" and look for a "quality answer."
• Look for a bit of cockiness and braggadocio. "These are good collector traits," says Hardesty.
• Ask "How well do you handle pressure?" Listen carefully for truthfulness in the answer.

Do you have any other suggestions for identifying good collectors?

Do you disagree with some of Frank's suggestions? If so, why?

Or, perhaps you've identified ways to weed out those who WON'T be succesful.

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