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Whether it’s being comfortable saying no to some meeting requests or being direct and transparent when talking to clients and prospects, it doesn’t seem like Ron Elgin would make for a good salesman. But that’s where you’d be wrong. Hands down one of the most respected professionals in the ARM industry, Ron’s career started by learning how to collect door-to-door in West Virginia and has only gone up from there. Read on to learn more about Ron, his strategy for turning prospects into close friends, and why he is the guy you want to call when you need travel advice.
Name: Ron Elgin
Job Title: VP of Sales. But I hate job titles.
Company: Number Sentry
Length of time at current company: 1 ½ years
Length of time in industry: Since 1989, I’ve been involved in collections. Whether that’s working in a collections organization or selling services or software solutions into the industry.
How did you get your start in the industry?
After working in the Greyhound racing industry in Massachusetts, I moved back to West Virginia and joined a small finance company owned by Great Western Bank, where I handled collections on outstanding loans. I later transitioned to GTE Wireless, which eventually became Verizon Wireless. Let me tell you, collecting in person in West Virginia gave me a whole new appreciation for how much easier phone collections can be.
What is your career highlight so far?
Turning a few prospects into clients, then building such strong relationships that they became close friends.
When or how are you most productive?
I’m actually most productive early in the morning, in the office, after two cups of coffee. I worked from home for so many years, I find I’m most productive being around others in the office discussing ideas and approaches.
Which industry professional do you admire most?
I have great respect for all of the professionals who have taken over a collection agency started by their father or grandfather, continuing the family legacy and successfully growing the business in today’s regulatory environment.
What is one thing you do better than everyone else?
Creating meaningful, long-lasting relationships with clients, turning initial interactions into trusted partnerships that go beyond just business.
What do you like most about this industry?
This industry is highly competitive, yet there’s a strong sense of collaboration, with professionals always willing to share their expertise to support others, ultimately elevating the entire industry.
What is one thing you wish you could change about this industry?
Creditors need to recognize the increasing pressures and compliance demands placed on their agencies. Expectations are continually rising, yet commission rates seem to be getting more restrictive. Procurement groups are sometimes tripping over dollars, to save pennies.
If you weren’t in this industry, what would you be doing?
I’d probably be a travel agent. I love the entire process of researching, planning, arranging, and booking bucket list trips. I figure this could be done while owning a farm with 100+ rescue dogs. I just need someone to care for the dogs while I’m on my trip.
Describe a typical work day.
I wouldn’t say there is a typical day. But it all starts with some coffee, checking my calendar for the day, and following up with my tasks in our CRM. We are growing with our 5th product rolling out, so there are always a lot of moving parts that make each day different.
What is your guilty pleasure?
When traveling, I’ll get the Family Size bag of snacks and realize I must identify as a ‘family’ since they are all gone.
What is the best advice you have ever received?
Play defense with your time. It’s okay to say ‘no’ to some meeting invites.
What are you currently reading?
“The Challenger Sale” by Matthew Dixon and Brent Adamson
What is one fact you’d like everyone in the industry to know about you?
I’m always direct and transparent when communicating with prospects or clients — perhaps more so than some of my past bosses preferred. I think that’s due to my West Virginia upbringing and lessons learned from my dad.
Who else would you like to see answer these questions?
John Craven at Cox Communications
