340 SUPPLEMENT 
It will be noted that the first three letters are very short in- 
deed, and yet they sayall 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 yet 
they form an effective basis [ap the letters that follow to the 
slower and more doubtful debtors. 
The fourth letter takes the plaée 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 brine 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. 
