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Education
StreetSmarts SM
“Setting up your ISO for success”
WITH
AARON NASSEH
Selecting the right sales model
for your ISO: Five options
By Aaron Nasseh To start, you must have an aggressive recruiting
Finical Inc. plan and great recruiters. You definitely need
to have an experienced team of relationship
t some point, we have all wondered if our sales managers to assist your agents on a daily basis,
model is the right one or whether we should and you must have the ability to offer competitive
try a different model, especially if we observe compensation plans.
A another ISO having success with a new model.
I am sure we can all agree that sales is the lifeblood of any Keep in mind that this is a very competitive
successful ISO. However, to maximize your sales efforts, model, as you will be competing with most of the
it is critical to know which sales model is most suitable for larger ISOs in our industry. So it is important to
both your organization and your management style. This be able to offer something that differentiates your
may seem like an obvious principle, but I am amazed at company from your competitors. However, it is
how many newly established ISOs are overlooking this also the quickest way to build a large sales engine
simple concept. if it is executed properly.
In this article, I'll briefly review five of the most widely 2. Agent recruiting (new agents)
used sales models in our industry.
This model has also been around for quite some
time, and it is a highly profitable model if managed
1. Agent recruiting (experienced) correctly, since by bringing new agents into the
industry you are able to offer less favorable terms
This model has been around for a long time, and than experienced agents command, which results
depending on the size of your ISO, it may or not in your company retaining a higher percentage of
may not be the best option for your organization. the revenue.
If you are targeting experienced agents, then your
organization must be set up to accommodate the In exchange for the lower compensation, you
needs of experienced agents, and often, their would provide top-notch training for the
team. agents, and since they are new to the industry,
you wouldn't have to worry about them having
learned bad habits.
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