"A factor that comes into play is **the Borrower/Lender Obligation Matrix, which mirrors the vendor-client relationship**. As a new relationship turns into an ongoing one, the sense of obligation for you (the lender, in this scenario) and the customer (the borrower) changes. "**At the start of a new relationship the borrower has a heightened sense of obligation to pay the lender back**, because of the “high” they feel from the acquisition of the goods or the receipt of a loan. **Over time, though, the borrower’s sense of obligation to pay the lender back decreases**. Their focus shifts to other things, the “high” of the initial transaction fades, and they move on to other purchases they need to make. **Conversely, each day without payment increases the lender’s sense of obligation**. Now the lender becomes concerned about getting—or not getting—paid. **As time passes, the responsibility shifts from the borrower’s sense of obligation to pay back, to the lender’s ability to collect what is owed**. Since you are the lender, time is not to your advantage, pal." ([Location 1179](https://readwise.io/to_kindle?action=open&asin=B07SZQMH7Z&location=1179)) --- **Tags** -- [[quotes]], [[sales]], [[business-development]], [[accounts-receivable]] **Source** -- [[202410110432 - B - Fix This Next]]