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© 2013 Bell Nunnally & Martin LLP. All Rights Reserved.
THE ELECTRONIC CREDIT DEPARTMENT
BY RANDALL K. LINDLEY
NACM ALL SOUTH CONFERENCE SEPTEMBER 23, 2013
DALLAS, TEXAS
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Good Afternoon!!
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THE ELECTRONIC CREDIT DEPARTMENT
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What does that mean?
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A. A department open 24/7 where applicants complete and submit documents entirely on-line
B. A department filled with credit managers and credit analysts, each described as having an…
“Electric Personality”
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FATHER OF ELECTRICITY
Change…
…can be daunting at times…
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Taking the paper credit application
and turning it into an electronic credit application
…can also be daunting…
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Each of you are a modern-day
Benjamin Franklin!!
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We have traveled a long way from Benjamin’s kite
To the Consumer Electronics Convention…
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CUTTING EDGE ELECTRONICS
Includes
• Smart Phones
• Tablets
• HDTVs
And now … we move into the Electronic Future…
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TODAY,
OUR 2½ HOUR MISSION IS…
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…TO BOLDLY GO WHERE
NO CREDIT DEPARTMENT
HAS GONE BEFORE!!!
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WE ARE NOW ENTERING THE
ERA OF THE ELECTRONIC
CREDIT DEPARTMENT
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CREDIT MANAGER’S
Job Description for 2013:
• effectively implement electronic documents
• learn how to make them legally enforceable
• become an “Internet Aficionado"
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TODAY, WE WILL DISCUSS
1. The World of E-Commerce
― Legal Issues and E-Contract Formation
2. Electronic Documents – implementation of
― Credit Application
― Guaranty
3. Using the Internet and Social Media
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POWERPOINT IS AVAILABLE
INSTRUCTION SHEET WITH DIRECTIONS TO A LINK ON LAW FIRM’S WEBSITE
OR
“LEAVE A BUSINESS CARD”
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THE WORLD OF E-COMMERCE
LEGAL ISSUES AND E-CONTRACT FORMATION
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THE AGE OF THE INTERNET
Quite literally – the world is now “connected”
The business world is marching toward the “Paperless Office”
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GLOBAL ECONOMY
Indeed, we have an…
E-conomy
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INTERNET USE…
…has expanded dramatically for two reasons:
• Smart phones • tablets
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THE NUMBERS FOR 2012
• 75% of Americans are online (239 million people)
• 114 million people are mobile internet users
— includes smart phone and tablet users
— this number increased 17.1% from 2011
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THE NUMBERS FOR 2013
• Over 50% of American adults now have a smart phone with access to the internet
• 75% of those smart phones run out of battery power by 3:00 PM
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TO SURVIVE
Businesses must connect via the internet with customers and potential customers
• a competitive advantage
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WRITTEN CONTRACTS…
…are the backbone of free enterprise Two concerns:
• are they enforceable • are they secure
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E-CONTRACTS
We have the same concerns
• are they enforceable
• are they secure
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THREE TYPES OF CONTRACTS
• Traditional Paper Contract
• Hybrid Contract
• E-Contract
All three governed by the well-defined principles of contract law
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TRADITIONAL PAPER CONTRACT
The terms are within the “four corners” of the document
The document is signed by the parties
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TRADITIONAL PAPER CONTRACT
“The Credit Application”
Face-to-face meeting – Applicant signs contract
or
Electronic Transmission – via e-mail or download Signature of applicant is faxed Signature of applicant is scanned and e-mailed
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HYBRID CONTRACT
Paper contract references terms and conditions posted online
Courts are beginning to enforce terms posted on web that are incorporated “by reference” into written agreements
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THE FUTURE IS NOW!!
Today – we will learn about E-contracts that are Electronically…
• Formed • Stored • Signed
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E-CONTRACTS
Governed by the same basic legal principles as written contracts
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E-CONTRACT FORMATION
The mouse is mightier than the pen!
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ONE KEY DIFFERENCE BETWEEN…
Written Contracts
And
Electronic Contracts
is…
the Signature
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SIGNATURES
• Identification of the signer
• Conveys the requisite consent to the contract’s specific terms (i.e. acceptance)
• It’s your…
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FORMATION OF AN E-CONTRACT
Requires that the parties…
• identify themselves – verify they are who they say
• establish they are aware of the terms, and
• confirm they accept and agree to the specific terms
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IDENTIFICATION
Face-to-face business transaction
― not a problem
Electronic business transaction
― verification is problematic
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E-CONTRACT ENFORCEABILITY
• The Law of the “Mouse”
• Two laws:
– E-SIGN
– UETA
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E-SIGN “ELECTRONIC SIGNATURES IN GLOBAL AND NATIONAL COMMERCE ACT”
• Enacted June 30, 2000
• To ensure the legality of electronic contracts and signatures
• Applies to on-line business in all 50 states and across state lines
• Makes electronic contracts just as enforceable as if written on paper
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CONSENT OF SIGNATURE
A Writing —
A Mark —
Electronic —
X
?????
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“ANY ELECTRONIC SOUND, SYMBOL OR PROCESS LOGICALLY
ASSOCIATED WITH A CONTRACT OR OTHER RECORD AND EXECUTED OR
ADOPTED BY A PERSON WITH THE INTENT TO SIGN”
E-SIGN defines E-Signatures as:
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Ding:
“You’ve got mail!”
“Chicks dig me!!”
Electronic Sound?
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UETA
• Uniform Electronic Transactions Act
• Effectively makes the E-SIGN rules applicable under state law
• Adopted in 47 states (not in the states of New York, Illinois or Washington)
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NEW YORK, ILLINOIS AND WASHINGTON
• Still have laws enforcing contracts
• Signatures are enforceable to show consent
• E-Sign and UETA make it easier to prove
• Validates by law the electronic process
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Same challenges as ink-and-paper counterparts:
• Mistaken identity,
• Mistake as to the terms
• Forgery, and
• Unauthorized alteration of terms
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E-CONTRACT PROBLEMS
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E-CONTRACT PROBLEMS
The Solution:
• Obtain a “credible” e-signature
• Maintain the security of the e-contract
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THE E-SIGNATURE SOLUTION
A valid and enforceable E-Signature… • gathers identification information; and • uses an authentication process
― which captures an IP address in an audit trail
― created by an Information Technology Department or an Electronic Signature Service Provider
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THE E-SIGNATURE SOLUTION
Maintain Security by…
• establishing a secure web portal where customers can access the company’s contracts, which are
— stored on independent server; and
— completed securely on-line
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Server for Business
Website
E-contract
Terms
Internet
E-Signature
ESSP Server
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Legally and technologically…
Electronic Signature and
the Digital Signature are
DIFFERENT
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THE PROBLEM…with the simple Electronic Signature
In other words, the
• single mouse-click;
• push of one button; or
• typing of a name
…these are UNRECORDED actions within the computer
(i.e. NO AUDIT TRAIL)
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LORRAIN V. MARKET AM. INS. CO. (2007)
— US District Court of Maryland
Landmark ruling on the admissibility of
electronically stored information (“ESI”),
including electronically signed contracts
Does the Electronic Signature cut it in Court?
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Essential elements of an effective e-contracting process:
“creating and securely archiving and retrieving an audit trail of the entire ESI management process, from the steps to verify the identity of the person signing the record all the way through to sealing electronically the document and then securely archiving and retrieving the e-contract”
LORRAIN V. MARKET AM. INS. CO.
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How to build a better mousetrap?
RELIABLE ELECTRONIC RECORDS
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…the Digital Signature to the Rescue
MIGHTY MOUSE
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DIGITAL SIGNATURE/SEAL
If the contract is changed or altered, the change is noted in the hidden code
ensures the integrity of the underlying contract
secures the content of the document against alterations
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Practically speaking, think of it as …
Tupperware with a pad lock
(i.e. the Digital Seal)
DIGITAL SIGNATURE/SEAL
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The digital record created inside the electronic document provides…
A time-stamped audit log or audit trail that enables the parties to verify when a document was created, viewed, signed and archived
And it records the changes to the document and the time such changes were made
DIGITAL SIGNATURE/SEAL
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DIGITAL SIGNATURE/SEAL
Verifies identity / stops forgery
Also, the audit trail includes the Internet Protocol address of the sending computer (i.e. physical address)
YOU KNOW WHO THE DOG IS!!
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How does the IP Address track
to the Applicant’s location?
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COMPUTER GEEK ALERT!!
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Creditor’s Workstation (IP Address)
Applicant (IP Address)
Creditor’s Server
(Business Website)
Domain Name Service
(DNS Server)
Applicant’s Server
(IP Address)
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Where is the Applicant??
New technology known as…
GEOLOCATION SOFTWARE
uses the IP Address and cross-references a web traffic database in order to map the computer to a specific postal address
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And this might be the Dog…
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…digital signature on its Electronic Credit Application?
Answer: Electronic Signature Service Provider
SPECIALIZED BUSINESS that
sets up a platform or process that is connected with your business website
completes the e-signature process
How Do You Create a…
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THE ELECTRONIC SIGNATURE SERVICE PROVIDER PROCESS…
COMPUTER GEEK ALERT!!
© 2013 Bell Nunnally & Martin LLP. All Rights Reserved.
Provides a separate server which holds the electronic document and facilitates the electronic signature
The electronic document is converted into a “hash value” (numbers), then encrypted with a private key containing the debtor’s IP address (location information)
The debtor electronically signs the document
The creditor then verifies receipt of the signature
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How does the Digital Seal
lock this data?
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Server for Business
Website
E-contract
Terms
Internet
E-Signature
ESSP Server
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Business Website ESSP Server
E-Contract
Hash #s
Converted into
Encrypted with key
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Business Website ESSP Server E-Contract
Applicant completes Credit App and signs
Copy of signed E-Contract is sent…
Applicant
Then, Key verifies it is the same
Credit Manager
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Enough Legal/Technical “Mumbo Jumbo”
Now Let’s Discuss Why You “Go Green” and
How To Do So
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ELECTRONIC DOCUMENTS
CREDIT APPLICATION AND GUARANTY
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PRIOR TO E-CONTRACTING
In the past…several day process
Salesman meets with Customer
Customer signs
Delivery to Credit Department (hand delivery, mail or fax)
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ADVANTAGES OF E-CONTRACTING
Today, the Electronic Credit Department hours extend from 9-5 to 24/7
Greater accessibility
Increased speed of processing
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ADVANTAGES OF E-CONTRACTING
contracts signed faster
reduce paper and postage costs
more legally enforceable than paper
satisfied customers
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CONVERSION PROCESS: FROM PAPER TO ELECTRONIC
1. Design the ECA
2. Keep Security in mind: Safeguard Against Fraud
3. Utilize Tech Savvy Personnel
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#1. DESIGN THE E-CREDIT APP FROM THE CUSTOMER’S POINT OF VIEW
You are the “Electronic” Architect
• Design the online navigational features to replicate the traditional practice of reviewing and signing a paper contract
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THE SIGNING PROCESS
Traditional
#1 Hand the document to the customer
#2 Review and analyze
#3 Find a pen and sign before a notary
Electronic
Click to open the document
Review and analyze
Key into e-signature fields personal data or codes, adopt the signature, and confirm intent
Design the ECA
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DESIGN THE ECA
• Make it “user friendly” with online fill-in forms
• Emphasis on ease of use
• Obtain a valid e-signature
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#2. SECURITY: SAFEGUARDING AGAINST FRAUD
Electronic Safeguards…
Verification of IP address
Password requirement via ESSP
Website needs to be capable of collecting customer’s information securely
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#3. UTILIZE TECH SAVVY PERSONNEL
In-house web department or outside third-party, e.g., an “ESSP”…
VeriSign
EnTrust
DocuSign
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Let’s now walk through the
process of signing your new
Electronic Credit Application
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THE ELECTRONIC SIGNING PROCESS
DocuSign – an e-signature service provider
Microsoft
Wells Fargo Bank
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See Handout
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EXHIBIT - 1
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THE CUSTOMER’S 4 STEP PROCESS
1. Provide personal data
2. Review the document
3. Sign the document
4. Save your copy BELLNUNNALLY.COM
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STEP 1: PERSONAL DATA
Ask for personal/business information
a name and e-mail address of the debtor
this information will be used to automatically populate fields
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EXHIBIT - 2
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• Add data and select document type
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EXHIBIT - 3
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• Review instructions for completing document
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STEP 2: REVIEW THE ECA
The customer arrives at the electronic credit application Presented with general instructions Security features include an audit trail that
will monitor and record the location — i.e. the IP address, and — time stamp of the click
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EXHIBIT - 4
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Read the fine print
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EXHIBIT - 5 • Automatic population features
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EXHIBIT - 6 • Customer asked via pop-ups and electronic sticky notes to complete fields
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EXHIBIT - 7 • Once a customer clicks
on the “Sign Here” tab, customer is presented with a separate pop-up
• Choose a signature with the scroll bar
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EXHIBIT - 8 • Now the debtor can “confirm” the signing
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EXHIBIT - 9
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MISSION ACCOMPLISHED
Electronic Credit Application is Signed!!!
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Electronic Credit Application is Signed!!! …and, you now have the customer’s completed electronic credit application
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MISSION ACCOMPLISHED
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Thank you for your desire to establish an account with ABC Corp. We appreciate the opportunity to take care of your equipment needs as we build a long-term relationship that is mutually beneficial. To begin the online process of opening a credit account with ABC Corp., please provide your name and e-mail address, and click on the “Business Credit Application and Personal Guaranty” link below to fill out the information requested.
Once your application is completed, click on the “ADOPT SIGNATURE” button at the end of the document and the completed Business Credit Application and Personal Guaranty will be automatically delivered to an ABC Corp. credit account representative for processing.
It is important that you understand that by checking the boxes and entering your name and personal information, you are authorizing your signature to the Business Credit Application and Personal Guaranty and you are personally guaranteeing the obligations of the company to ABC Corp.
The process of checking the boxes and entering your name and/or your company’s name into the Business Credit Application and Personal Guaranty will have the same weight and effect as if you had completed a paper copy version of the Business Credit Application and Personal Guaranty and had executed it with your ink signature. If you have any questions about the online process of opening an account with ABC Corp. and your contractual responsibilities under the Business Credit Application a Personal Guaranty, please call one of the ABC Corp. local offices.
TO SECURE AND MAINTAIN YOUR PRIVACY, THE CREDIT APPLICATION AND PERSONAL GUARANTY DOCUMENT IS TRANSMITTED VIA A SECURE CONNECTION. IF YOU WOULD LIKE A COPY FOR YOUR RECORDS, PLEASE PRINT OR SAVE YOUR COMPLETED FORM PRIOR TO SUBMISSION.
Once your account is established, you will be entitled to do business with all ABC Corp. locations.
Once again, thank you for choosing ABC Corp. We are pleased to be a partner in your success and genuinely appreciate your business.
EXHIBIT - 11
Business Credit Application and Personal Guaranty
• Detailed information about the signing procedure on website
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With the E-Credit App signed,
…let’s focus on the E-Guaranty
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EXHIBIT - 12 • The E-Guaranty
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3 REASONS THE ELECTRONIC GUARANTY IS SUPERIOR
Solves all three guaranty mishaps:
reduces “Misidentification of Guarantor” by forcing the collection of personal data
increases clarity of “Personal Liability” – no more corporate title issues
clearly links the guarantor to debt by auto-populating the fields
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What is the basic principle behind every Guaranty?
Here is a scene from the
movie “Jerry Maguire” that illustrates the very essence of
a Guaranty
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I guarantee…
“to pay the indebtedness”…
SHOW ME THE MONEY!!
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If you need assistance … Enforcing your Contracts,
electronic or otherwise…
I leave you with one FINAL POINT…
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HIRE A FIRE-BREATHING ATTORNEY
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…that covers the entire State of Texas