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In our industry, if you are introduced to a new lead that software involves having a tech background, and selling
is a warm handoff from someone who was trusted by that something other than merchant services is how a lot of
merchant, that is probably the most invaluable type of the more successful companies do it. It is definitely an
referral you can get. Given how valuable that relationship investment, but software that addresses multiple merchant
is, why would you ever switch the contact person after needs integrated with POS systems is really where I see a
the merchant chooses to come to your company? If you do lot of it going. Today, you can't have just feet on the street to
that, you may lose everything. The merchant will wonder, grow your ISO; you also have to have more sales avenues
"Who is this other person on the phone?" when they need and sales channels.
help and they don't know and trust the new person. You
want to keep that salesperson involved because that was
the person in the warm handoff. Besides money, how do you define success?

What motivated you to join Money doesn't buy happiness, but I think if you are
The Green Sheet advisory board? happy, money will follow you. Happiness is being able
to be content and achieve your goals. That is important.
If you help others be successful, you in turn will become
I have known the people who work at The Green Sheet for successful yourself, and the money will follow with it.
many years. I was invited to participate and happy to help
the magazine in any way I could. My boss, Mike Segura, What kind of leader are you?
has always spoken highly of The Green Sheet, and it was
a very big resource for me working in this industry. To
this day, I still refer to it. It is great reading material. It I always train the employees or colleagues that I work
always has been an unbiased source of information for the with to lead from the front. I don't like dictating; I prefer
payments industry. to lead by setting an example. My everyday work ethic
shows them what I expect from them on a daily basis. I
What lessons did you learn while growing up that you don't like micro-managing; I think it is a waste of effort
and resources if someone does that. If I set a good example
still live by today? with my daily routine and how hard I work, I then expect
my employees or colleagues to work just as hard.
My mom was a single parent who raised two boys and
worked on her own. One thing she always instilled in us What matters to you outside of work?
and showed us by her work habits is that being on time is
important. Also, to be honest, that was another big thing.
My family and my friends. My son is involved in baseball
and Cub Scouts. My wife and I are very involved in our
What do you see in the future for the community. If I am not at work, I am at home, a Cub
industry and for Group ISO? Scouts camp out, a baseball practice or a baseball game.
My daughter is five years old. I can only imagine when she
gets into gymnastics or softball or something how much
I don't have a crystal ball, but I do think it will continue to busier we are going to be.
be about technology and value-added services. It has been
that way for some time now, and the more products you
can support to help your merchants flourish, the better. What book or books have inspired you most?
You need to develop partnerships with merchants to help
them grow their businesses. You can't just be a merchant
services company without value-added services. If I had to say one book, it would be the Art of War by Sun
Tzu. Everything about that book is intriguing. I think it
has a lot to do with sales and management. It has helped
Is it necessary to have a tech background me in my professional career. It took me a while to get
to enter the payments industry today? through, but it was a great book. I encourage anybody in a
leadership role to read it.
It depends on the verticals you are going after. For
mainstream ISOs that are going after mainstream, face-to-
face payment retailers, yes, it's very important. Building

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