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Education
StreetSmarts SM
Co-Founder of
CEO of
How can I grow my business?
By Jeffrey I. Shavitz I don't suggest the latter question sarcastically. I have
TrafficJamming LLC spoken with many of our sales partners who have told
me they are happy doing their six to 12 deals per month,
aving had the opportunity to work with thou- working a casual week and enjoying their quality of life.
sands of entrepreneurial salespeople and to Conversely, I work with other MLSs and ISO groups that
interact with many business owners during can taste getting to 100 deals per month and will not rest
H my career, I am being asked more frequently until their plan for this goal is achieved.
by business owners, salespeople and entrepreneurs, How
can I grow my business? It's a pretty simple question. In my opinion, when selling conventionally, one great
However, the answer is incredibly complex and, unfor- salesperson is going to max out with writing and
tunately, there is no single correct answer, nor is there a submitting from 20 to 30 deals per month. If you are doing
one-size-fits-all formula. more than this every month, I applaud you. However,
many individual MLSs aspire to having an office and
By reading The Green Sheet, you are helping yourself thrive replicating their production by developing a team of sub-
as a sales professional in a fascinating industry. You have agents.
an understanding of interchange; the Payment Card Evaluating potential agents
Industry Data Security Standard; EMV, short for Europay,
MasterCard and Visa (this should be a fun conversation What should you look for when "hiring" new MLSs to join
to have with merchants by the October implementation your team? First, there are certain factors to consider –
deadline; I'm kidding, of course); POS hardware and again, there are no right or wrong answers.
software; and more. But how do you grow your merchant
applications as a merchant level salesperson (MLS) from Do you hire agents with or without industry experience?
a few deals per month to 20 per month – and, as an ISO If you are reading The Green Sheet, you have industry
owner, to hundreds of deals per month, if not thousands? knowledge – but many potential agents or referral
partners you evaluate may have never been exposed to
Working solo versus developing a team our industry. We meet such individuals from all walks
Let's review some possible scenarios to help you reach a of life. They have a blank slate for ease of learning our
decision that is right for you. We all have the same amount methods, and the most important attribute to seek is a
of time in a day, but it seems like some of us get more done strong work ethic, desire to learn and fear of nothing.
in 24 hours than others. For the sake of this discussion
and assuming you are working diligently 40 hours per Some people have bad habits and have sold the same
week, how do you grow and – a very interesting question way for the past decade. In every industry, we all must
– do you want to grow? adapt and, as Darwin said, "It's survival of the fittest." We
must all stay up to date with current trends and industry
42
StreetSmarts SM
Co-Founder of
CEO of
How can I grow my business?
By Jeffrey I. Shavitz I don't suggest the latter question sarcastically. I have
TrafficJamming LLC spoken with many of our sales partners who have told
me they are happy doing their six to 12 deals per month,
aving had the opportunity to work with thou- working a casual week and enjoying their quality of life.
sands of entrepreneurial salespeople and to Conversely, I work with other MLSs and ISO groups that
interact with many business owners during can taste getting to 100 deals per month and will not rest
H my career, I am being asked more frequently until their plan for this goal is achieved.
by business owners, salespeople and entrepreneurs, How
can I grow my business? It's a pretty simple question. In my opinion, when selling conventionally, one great
However, the answer is incredibly complex and, unfor- salesperson is going to max out with writing and
tunately, there is no single correct answer, nor is there a submitting from 20 to 30 deals per month. If you are doing
one-size-fits-all formula. more than this every month, I applaud you. However,
many individual MLSs aspire to having an office and
By reading The Green Sheet, you are helping yourself thrive replicating their production by developing a team of sub-
as a sales professional in a fascinating industry. You have agents.
an understanding of interchange; the Payment Card Evaluating potential agents
Industry Data Security Standard; EMV, short for Europay,
MasterCard and Visa (this should be a fun conversation What should you look for when "hiring" new MLSs to join
to have with merchants by the October implementation your team? First, there are certain factors to consider –
deadline; I'm kidding, of course); POS hardware and again, there are no right or wrong answers.
software; and more. But how do you grow your merchant
applications as a merchant level salesperson (MLS) from Do you hire agents with or without industry experience?
a few deals per month to 20 per month – and, as an ISO If you are reading The Green Sheet, you have industry
owner, to hundreds of deals per month, if not thousands? knowledge – but many potential agents or referral
partners you evaluate may have never been exposed to
Working solo versus developing a team our industry. We meet such individuals from all walks
Let's review some possible scenarios to help you reach a of life. They have a blank slate for ease of learning our
decision that is right for you. We all have the same amount methods, and the most important attribute to seek is a
of time in a day, but it seems like some of us get more done strong work ethic, desire to learn and fear of nothing.
in 24 hours than others. For the sake of this discussion
and assuming you are working diligently 40 hours per Some people have bad habits and have sold the same
week, how do you grow and – a very interesting question way for the past decade. In every industry, we all must
– do you want to grow? adapt and, as Darwin said, "It's survival of the fittest." We
must all stay up to date with current trends and industry
42
