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dragging out because people aren't practicing social about funding as I write this, but many businesses
distancing or taking it seriously. We have seen a lot are likely seeking the SBA for loan assistance, I'd
of merchants get creative, though, during this time have to assume.
with new ways to accept payments, and the push to
support local businesses has been stronger than ever. Outside of selling payments solutions, I think it's a
great time to focus on personal development and take
It's really nice to see communities rally and support advantage of this time to get ahead when life becomes
one another. For us payments professionals, we need normal again whenever that may be. Whether it's
to be incredibly creative and resourceful to help our reading a sales book, learning something new about
merchants continue running their businesses. payments or just staying active, MLSs need to make
Although we've seen many of our restaurant and sure they aren't wasting this time or falling behind,
retail merchants adapt, such as moving to ecommerce as it's really easy to use this as an excuse to be lazy.
or takeout, our travel and hotel merchants have been
hit the hardest, and it's unfortunately not as easy for 5. It seems like there's so much changing every day
them to pivot to continue bringing in revenue. with new data and reports surfacing, but there's no
doubt COVID-19 will have a major long-term impact
Travelers are canceling trips left and right, and on the global economy, not just the United States.
there's not really much these airlines, hotels or tour
operators can do right now except weather the storm. There seems to be no end in sight, and we probably
Either way, it's a great time to check in with clients to haven't seen the worst of the pandemic yet, but I think
see how they are doing and if you can assist them in it's going to take many months, maybe even years, for
any way. us to recover.

3. We've been having many conversations with However, I really believe we'll come back stronger
clients to see how we can help them. Our clients and much more resilient as an economy because we
have all been adapting, but whether it's delaying fees all know this will not be the last pandemic, and we
a month, helping them set up the website they've were embarrassingly underprepared as a country.
been procrastinating doing, implementing an online There will be record stimulus though to help revive
ordering solution or simply letting them vent to us, the economy and being an election year, too, President
we're just doing whatever we can to be supportive Trump will do everything imaginable to get the
right now. economy and stock market back on its feet again.
For the payments industry, I think this was a big
The same thing goes for our sales agents. Not all wake-up call for many merchants who have been
are impacted in the same ways, but for those who using legacy systems or outdated technologies.
are mainly foot soldiers selling to brick-and-mortar Many merchants are likely more open to contactless
merchants, we're helping them shift their efforts to payments and omnichannel acceptance now, so
ecommerce where these merchants haven't been hit maybe they will get the push they've been wanting
as hard. We're really just making sure our agents to increase adoption. Regardless of what comes from
have all the resources they need to continue signing this, we all had a big reality check, and I know we'll
up new merchants. get our momentum back sooner than we think. I hope
everyone stays safe during this time and remember:
4. Even though this is a frantic time for all of us, your health is your wealth.
there are still opportunities out there to sign up
new merchants or propose new solutions to existing
clients that might be more attractive now. It's critical Mark Dunn
to be respectful and empathetic when selling in this Field Guide
environment, but if you can provide value during
this time, especially when your prospects aren't
getting the support they need, MLSs can be extremely Thanks for your great questions. As a consultant to small
successful right now. to medium-sized ISOs, I have worked out of an office
in my home for 17 out of the last 20 years. So I had no
In fact, we've seen some of our top sales agents write transition to being at home. It’s pretty much a normal flow
more business lately than in normal months because of business for me. But I am doing zero travel where last
they're able to creatively solve the new challenges year I was traveling to meet with clients five to six days a
many business owners are facing. Our biggest month. The cancellation of ETA Transact and rescheduling
solutions have been helping clients transition to of SEAA make this time of year quite different. I get some
ecommerce or helping them set up online ordering of new business from industry trade shows.
some kind. I've only seen one inquiry come through

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