340 SUPPLEMENT 



It will be noted that the first three letters are very short in- 

 deed, and yet they say all that is necessary or advisable to say 

 at this stage of the correspondence, and also ask a question that 

 demands an answer whether the debtor is able to pay just at 

 that time or not. They are so mild that they can be sent with- 

 out giving offense, to perfectly good, but slow, debtors and vet 

 they form an effective basis for the letters that follow to the 

 slower and more doubtful debtors. 



The fourth letter takes the place of the usual "threat to sue" 

 letter, and is fully as effective, without committing the writer 

 to any definite action whatever, but leaves the matter open so 

 that he can effectively continue his mail campaign. The fifth 

 letter is a reversal of the "threat to list" or let other business 

 men know of the indebtedness, and is even more effective with- 

 out being offensive. It flatters instead of threatens and winds 

 up by giving the debtor an excuse for his past failures to re- 

 spond to the letters that have been sent him. 



But some men do not read letters and it does not much 

 matter what you write them. Here is where the postal cards 

 come in. While they say nothing whatever about an account, 

 and are consequently perfectly legal, yet they furnish an inex- 

 pensive form of persistency that certainly does get results. 



In conclusion, it is emphatically stated that this system will 

 not get money from a man who has none, or secure any other 

 impossible result, but it will brinp' in the most money out of 

 the past due hundred dollars, if used according to instructions, 

 and it certainly will not involve the user in unnecessary expense 

 or useless litigation. 



