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Education

3. Know your sales model and chants have to be sold and serviced every single month in order for them
your market: Do you know your to continue doing business with you for the long term. In short, you have
sales model and target market? to earn your residuals every month.
If the answer is yes, and you are
able to articulate it in clear and These are just a few tips that I hope will help you start off on the right track.
simple terms, then you are likely There is obviously much more that goes into managing and operating an ISO,
experiencing success with your and I hope to cover much more, including perspectives from members of GS
sales efforts. However, if you do Online's MLS Forum, in upcoming articles.
a little bit of this and little bit Aaron Nasseh is the founder and Chief Executive Officer at Finical Inc. His extensive sales and man-
of that and occasionally some-
thing else, then you may want agement experience includes having previously served as the General Manager of CardPayment
to consider focusing on a partic- Solutions and Vice President of Sales at iPayment Inc. He may be reached at anasseh@finicalinc.
ular model and niche. The most com or at 818-330-4055.
successful ISOs have a clear
understanding of their market
and their sales approach. So, for
example, whether your model SnapShot of 2017 Up Coming Events
involves recruiting experienced
agents or you recruit brand new
agents into the industry, focus
on just one model when you are
getting started, and introduce
new channels down the line if
necessary.

4. Sometimes less is more: To
this day, one of the first ques-
tions new MLSs ask me is, How
many employee do you have?
‒ as if that's indicative of an July 17 - 19, 2017
ISO's success. I can tell you with
confidence that it's not. In fact, Chicago Marriott Downtown
there are ISOs in our industry Magnificent Mile | Chicago
with hundreds of employees
that have reported all sorts of http://midwestacquirers.com/
financial distress. You would be
far better served if you run your
business efficiently, and only
hire up when absolutely neces-
sary. Try cross-training your
current employees and pay
them better. Not only will they
be happier, but they will also
be more involved in the initial
growth of your business.

5. Don't forget the name of the
game: At the end of the day,
we are in this business for the
residuals or recurring revenue,
because that's ultimately what
builds value for your company. September 27-28, 2017
Don't fall in love with making Omni Rancho Las Palmas
quick money from equipment
leases and risk alienating the Resort & Spa | Rancho Mirage, CA
same customers that you de- https://westernstatesacquirers.net/
pend on for monthly residuals.
Selling a merchant account is
not a one-time sale. Your mer-

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