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Education
applications and keep pushing forward, or we're going to we both understand your future goals." As an
lose merchant customers, as well as opportunities to work employer, do you truly know the goals of your
with newer, savvier credit card salespeople. people? If not, I advise you to set up individual
meetings with your staff and ask them what their
Be selective about which MLSs represent you. Why? We, goals are. It's as simple as that.
like all ISOs and processors, have brand equity to protect
and want to work with people, whether independent Growing your sales office is both exciting and challenging.
contractors or W-2 employees, who portray our companies Remember, the most important decision is to clarify
in the right light. whether you want to continue as an independent
salesperson, join forces with a partner, and/or build a full-
Enjoying the process fledged sales office. All answers are appropriate – just
Following are four additional tips to help you grow your make sure that you have a focus, and plan for whichever
business in a way that serves you best: direction you go. Good luck!
1. Have fun with it: Of course, work is work, but Jeffrey I. Shavitz is Chief Executive Officer of TrafficJamming LLC,
it's a mindset and skill to make your "opportunity" which is a virtual business group for entrepreneurs and small busi-
(not your job) fun. Words are powerful, and I have ness owners to help grow a company’s sales (traffic = customers in his
a real distaste for MLSs when they say their job language). His experience in payments includes co-founding Charge
is selling merchant services. A job is a dead-end. Card Systems Inc., which was sold to Card Connect in 2012; Alternative
We are so fortunate to be in this industry, where Merchant Processing, dedicated to high-risk merchant processing; and
we truly have a real upside on earnings potential. Charge Card Funding, involved in the cash advance space. Jeff has
I am not naïve. I sign our agents' paychecks and published three books: Size Doesn't Matter - Why Small Business is Big
realize that most people are average and earn an Business; Small Business Aha Messages; and The Power of Residual
average wage. However, we have superstars in our Income – You Can Bank on It! He can be contacted at 800-878-4100 or
organization who are earning real power money,
and it's because of their work ethic and their "fun" jeff@trafficjamming.com; his websites are www.jeffshavitz.com and
approach to the business. www.trawww.trafficjamming.com.
2. Shift your perspective: As salespeople, we
think we always need to be selling. Stop selling
and, instead, think of yourself as sharing your Customized advertising
passion with a prospective merchant. By shifting options package
your perspective to sharing valuable information,
you are no longer convincing someone to buy virtual tours
from you, and the entire process becomes that
much easier.
3. Keep track of your successes: I find all Type What are you
A personalities (and I'm assuming many of
you are if you are involved in selling in this waiting for?
industry) routinely fail to take time to enjoy
their successes. When winning a large merchant
account, for example, instead of moving straight
to the next prospect, take a moment in your day to Call and set up your
congratulate yourself. A success journal, whether
written or mental, will help you stay aware of how appointment today!
much you are doing right.
4. Stay focused on your desired outcome: As I
wrote in "How to grow your merchant portfolio,"
The Green Sheet, Nov. 23, 2009, issue 09:11:02, "Plan
your work and work your plan." When speaking
with a prospective agent to join your organization, The Green
ask what the individual's goals are to make sure Sheet, Inc.
you are in balance with each other. In my ISO, one Danielle Thorpe
agent who joined our company stated that once AVP Media Partnerships
his residual hit $7,500 per month he planned to
stop selling and only service his existing portfolio. (800) 757-4441
I said, "I respect your goal and I'm happy that (707) 284-1686
danielle@greensheet.com
5830 Commerce Blvd. Unit #B
43
Rohnert Park, Ca 94928
www.greensheet.com
applications and keep pushing forward, or we're going to we both understand your future goals." As an
lose merchant customers, as well as opportunities to work employer, do you truly know the goals of your
with newer, savvier credit card salespeople. people? If not, I advise you to set up individual
meetings with your staff and ask them what their
Be selective about which MLSs represent you. Why? We, goals are. It's as simple as that.
like all ISOs and processors, have brand equity to protect
and want to work with people, whether independent Growing your sales office is both exciting and challenging.
contractors or W-2 employees, who portray our companies Remember, the most important decision is to clarify
in the right light. whether you want to continue as an independent
salesperson, join forces with a partner, and/or build a full-
Enjoying the process fledged sales office. All answers are appropriate – just
Following are four additional tips to help you grow your make sure that you have a focus, and plan for whichever
business in a way that serves you best: direction you go. Good luck!
1. Have fun with it: Of course, work is work, but Jeffrey I. Shavitz is Chief Executive Officer of TrafficJamming LLC,
it's a mindset and skill to make your "opportunity" which is a virtual business group for entrepreneurs and small busi-
(not your job) fun. Words are powerful, and I have ness owners to help grow a company’s sales (traffic = customers in his
a real distaste for MLSs when they say their job language). His experience in payments includes co-founding Charge
is selling merchant services. A job is a dead-end. Card Systems Inc., which was sold to Card Connect in 2012; Alternative
We are so fortunate to be in this industry, where Merchant Processing, dedicated to high-risk merchant processing; and
we truly have a real upside on earnings potential. Charge Card Funding, involved in the cash advance space. Jeff has
I am not naïve. I sign our agents' paychecks and published three books: Size Doesn't Matter - Why Small Business is Big
realize that most people are average and earn an Business; Small Business Aha Messages; and The Power of Residual
average wage. However, we have superstars in our Income – You Can Bank on It! He can be contacted at 800-878-4100 or
organization who are earning real power money,
and it's because of their work ethic and their "fun" jeff@trafficjamming.com; his websites are www.jeffshavitz.com and
approach to the business. www.trawww.trafficjamming.com.
2. Shift your perspective: As salespeople, we
think we always need to be selling. Stop selling
and, instead, think of yourself as sharing your Customized advertising
passion with a prospective merchant. By shifting options package
your perspective to sharing valuable information,
you are no longer convincing someone to buy virtual tours
from you, and the entire process becomes that
much easier.
3. Keep track of your successes: I find all Type What are you
A personalities (and I'm assuming many of
you are if you are involved in selling in this waiting for?
industry) routinely fail to take time to enjoy
their successes. When winning a large merchant
account, for example, instead of moving straight
to the next prospect, take a moment in your day to Call and set up your
congratulate yourself. A success journal, whether
written or mental, will help you stay aware of how appointment today!
much you are doing right.
4. Stay focused on your desired outcome: As I
wrote in "How to grow your merchant portfolio,"
The Green Sheet, Nov. 23, 2009, issue 09:11:02, "Plan
your work and work your plan." When speaking
with a prospective agent to join your organization, The Green
ask what the individual's goals are to make sure Sheet, Inc.
you are in balance with each other. In my ISO, one Danielle Thorpe
agent who joined our company stated that once AVP Media Partnerships
his residual hit $7,500 per month he planned to
stop selling and only service his existing portfolio. (800) 757-4441
I said, "I respect your goal and I'm happy that (707) 284-1686
danielle@greensheet.com
5830 Commerce Blvd. Unit #B
43
Rohnert Park, Ca 94928
www.greensheet.com
