Page 33 - GS211202

Education

you longer. They can also be a 9. Offers cash discount and/or surcharge programs: The industry is
source of additional revenue. changing—quickly. More merchants are signing up for these programs
Gift cards, loyalty systems, POS, by the day, and more agents are selling them successfully. Profit margins
and merchant financing are are higher than ever, and merchants actually want to sign up for these
things all ISOs/agents should be programs. If you aren't selling these programs because your ISO doesn't
offering in today's landscape. offer them, or doesn't offer them well, you are almost certainly losing out
on a small fortune.
7. Allows you to build your
own team: Would you like to 10. Assists with lead generation: You are a relationship builder and a
build your own team and train skilled salesperson. But who doesn't like having some leads and/or ap-
new agents or recruit agents to pointments provided to them by their ISO? Most processors compete with
make an override on? This isn't their agents and provide their leads to their inside sales team. However,
MLM, and you should not neces- some ISOs will offer leads and appointments to their team. It's worth ex-
sarily hire/recruit everyone you ploring whether your ISO has a leads program that can help you win more
know. However, if this industry business and drive growth. If they don't, others certainly do.
has changed your and your fam-
ily's lives, why not help do this In a hyper-competitive market riddled with uncertainty, small businesses
for others? Taking your time and know they need to rely on professional services providers who have what they
energy to train a new agent can require in their time of need. When vetting an ISO with whom to work, ask the
provide value, and you should hard questions and choose one that gives you—and your customers—the best
consider working with an ISO chance to succeed. Ultimately, your success and growth is tied to the support,
that encourages team build- programs and flexibility of the ISO you pick.
ing, setting you and your team
up for success. Some ISOs al- Dustin Magaziner is CEO of PayBright, a company focused on saving merchants money through
low you to sign sub-agents and fair pricing, no contracts and free terminals. Feel free to reach out to Dustin with any questions at
will pay them directly so that
you can focus on sales, training dustin@gopaybright.com.
and building your team without
worrying about legal, account-
ing and tax issues.

8. Can handle merchant ac-
counts in all verticals: Far too
often ISOs can't work with cer-
tain verticals or industries, so
they tell their agents to avoid
them. This could mean turn-
ing away valuable business in
industries such as CBD, MLM,
travel, credit repair and others.
Instead, look for an ISO that can
compete in virtually all verti-
cals.

Even if you aren't regularly
working with high-risk mer-
chants, it's important to know
that the ISO with whom you
work is able to provide every-
thing under one roof and handle
such types of accounts should
these business opportunities
present themselves. Oftentimes,
if the opportunity presents itself
and you don't have a home for it,
it could be too late.

33