ost merchant level salespeople (MLSs) begin their payments industry careers with good intentions. They hit the ground running and show excitement every single day. They hustle, eat, breathe and sleep their businesses. When faced with increasing pressures and challenges, they work through them and eventually become very successful.

However, some MLSs try to take the easy way out. When pressure starts getting to them, they fall into a slump and dig deeper and deeper holes. Soon they become desperate, and that's when they snap.

For example, an underwriter might ask an MLS for additional information on a merchant account. The MLS types up a letter and forges the signature. The underwriter approves the account and sets it up. And the MLS thinks "that wasn't so bad."

A few weeks later the underwriter needs a bank letter or pre-printed check because the MLS handed in a temporary check. So the MLS gets on his computer and quickly creates a check and another account. He thinks how easy it was to do that.

In another scenario, an MLS goes out on a sales call, but the owner isn't there to sign the contract. An employee offers to sign the application instead. The MLS says, "If I turn my back and turn around and the application and lease are signed then that is ok." And the dark side beckons.

These MLSs try to justify this behavior by thinking that underwriters are too strict and that following the rules isn't really necessary. Although they might get the deals approved, what happens once the deals go bad?

No matter how good salespeople are or how well they think that they know their customers, unless they play by the rules, something will happen; when processors go after their losses, these MLSs will lose.

Some MLSs might think "I know the processor makes money hand over fist, so what does 'x' amount of loss really matter?" It matters. If you're one of these reps, think about it the next time you call your processor and you're on hold too long. Every loss eats at the processor's bottom line, and in order to maximize the bottom line, they'll have to take action. They'll cut your residuals, cut management's pay or fail to hire quality support personnel. Don't become a bad rep. Instead, show integrity by doing the following to help fight fraud, in turn, you'll make more money:

Treat Prospective Deals Like You're on the Hook

Know underwriting rules inside and out. If clients need a certain high or average ticket, which requires bank statements, ask for the statements upfront.

If you don't, the processor might hold merchants' money or delete merchants' transactions because their bank accounts don't support them.

ISOs have underwriters for a reason; no matter how frustrated you get with underwriters or risk analysts, they're only doing their jobs. If ISOs go out of business, what happens to your accounts?

Fully Disclose All Fees

It's a salesperson's job to make customers understand what they are signing. Go over all the terms of the contract and make sure that merchants fully understand them. This might cost you a deal or two, but in the long run you'll have a better attrition rate and a solid portfolio.

One Account Isn't Worth Your Reputation

This industry is small, and our reputations follow us everywhere. Reps who burn leasing companies or ISOs and think that it doesn't matter are wrong. Most ISOs and leasing companies know each other; when they get burned by an MLS, news travels fast.

By following the above principles you'll write better business, earn more profit and have less attrition. ISOs will value your judgments on tough calls because your reputation warrants it.

No one deal is worth a career full of mistrust. Be honest in dealing with merchants and ISOs, and you will benefit in the long run.

Lazaros Kalemis founded Alpha Card Services with Dimitrios Tsikoudis to serve as an agent and merchant-friendly ISO. Alpha Card Services takes pride in teaching agents and groups to be more productive and become more educated. To learn about partnering with Alpha Card Services, e-mail Lazaros at Lkalemis@alphacard-us.com or call him at 866-253-2227, ext 13.