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refer to my previous suggestions regarding change. Just something goes wrong. At those times, they are more
remember, the key is to always be selling. likely to explore other options.

Independent sales offices Don't stop selling, but do research your options. Find
It could be said that an MLS's steps may actually be easier someone who will fit your needs today and into the
than those for offices submitting 25 or more deals a month. future. You may even find someone who can help take
An MLS's efforts pertain to the individual alone; an ISO your business to the next level.
has to protect both a company and several agents.
And find out where a prospective partner falls in the
Most ISOs will be less concerned with contractual payments value chain. Is the business a true processor
provisions and more concerned about delivery after or an ISO? If it's an ISO, what company does it use for
an acquisition. Will new owners continue to deliver the processing? Ask questions about future plans so you
products and services you need to be successful? Will the don't have to look for another partner in a year or two. Do
company's philosophy and core values change? Will the thorough research on the candidates. In this case, Google
same staffing levels be maintained? Changes in any of and other search engines become trusted advisers.
these areas could hamper your growth.
Although 2017 may become known as the year of the
Another question is whether you will now be a little fish acquisition, we will see more acquisitions in 2018. It may
in a big pond instead of the other way around. If you're be worth your while to do your research now – before
an ISO processing between 25 and 75 deals a month, you any potential sales. Remember, change does not need to
may have been in the upper tier with your ISO before, but be negative. It can represent an opportunity to help you
you could now drop to a lower level. This could impact the reach your goals.
support you receive and your ability to reach key people Jeff Fortney is Vice President, ISO Channel Management with Clearent
who helped you in the past. LLC. He has more than 17 years' experience in the payments indus-
try. Contact him at jeff@clearent.com or 972-618-7340. To learn
Think of your company as a merchant. In most cases, about how Clearent can help you grow faster and go further, visit
merchants pay little attention to their processing unless www.clearent.com.

support But the kind where

no one’s crying.

800.882.1352

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