hat does it take to be successful? For everybody who "makes it," there's an individual success story, of course. But it seems to me that the highest achievers of whom I know, both in this industry and beyond, share some important characteristics. By combining their smart ideas and good habits, you can create a model for your own strategy for success, which might look something like this:

First, learn your craft. You have a responsibility to your profession to invest the time and money it takes to learn the industry and determine where you fit into it.

If you want to go into sales, study sales and selling techniques. If you plan to help run an ISO, you must have a solid grasp of the basics of business.

The ISO business has become very complex; it's no longer possible to simply show up for work and start making money. You need to know the processing industry inside and out, including pricing, interchange, products and competitors.

Help is readily available from processing companies, industry associations, trade journals, card Associations and other sources of valuable information including books and business publications. Spend the time and invest the money to learn about your chosen field.

Let's say you want to sell bankcard processing. You can't do the job if you don't possess the skills of a good salesperson. Seeking out prospects, sending out proposals and closing and overcoming objections are some areas in which you'll need to succeed.

Go to school, teach yourself or find a mentor. No matter what, master the art of sales.

If you're pursuing success on the business side, start thinking and acting like a businessperson, and be receptive. There are approaches and techniques that apply to both start-up and existing companies. Learn to value yourself and your time; work on income, expense, pricing and costs.

Along with choosing a direction, you must also identify your value proposition, the one quality or ability that allows you to stand out from the competition.

Your value proposition makes you distinctive. Whatever differentiates you from the competition, polish it and put it to work so that you can make your sales and keep customers satisfied. And then target your market; this is where your hard work will pay off.

If you keep up the hard work, you will be rewarded. Successful people don't stop doing the things that have helped them attain wealth and respect. They plan carefully, put in long hours, maintain their integrity and stay the course.

To do all of this takes courage and maturity. When you can handle it, you have surely earned success.

Garry O'Neil is President/CEO for Electronic Exchange Systems (EXS), a national provider of merchant processing solutions. Founded in 1991, EXS offers ISO partner programs, innovative pricing, a complete product line, monthly phone/Web-based training, annual seminars and, most of all, credibility. For more information, visit EXS' Web site at www.exsprocessing.com, or e-mail garry.oneil@exsprocessing.com .