merchant level salesperson (MLS) for Impact PaySystem since November 2004, Larry McNamara enjoys many aspects of his new .career. He especially likes befriending merchants while providing great savings and service. He also enjoys being able to set his own schedule as an independent agent.

In this interview, McNamara talked about what inspired him to enter the industry. He also revealed how he educates merchants on interchange, discounts and the complexities of credit card statements; follows through with follow-ups; and adapts the sales process in our nation's decidedly rural 23rd state. It's home to Stephen King and L.L. Bean ... You guessed it. McNamara hails from Maine.

The Green Sheet: Why did you choose this profession?

Larry McNamara: I became very interested in the business after following the successful rise of my son-in-law, Deepak Karawadra, Chief Executive Officer of Impact PaySystem.

GS: What business/profession were you in before?

LM: I was and continue to be the owner of a woodworking business that supplies wooden interiors and parts for a Maine-based sailboat manufacturer.

GS: What do you like best about your MLS career, and what's been most challenging?

LM: There are many enjoyable aspects to selling credit card processing: Meeting and speaking with merchants and learning about the various companies is always fascinating. Educating them on the intricacies of reading a credit card statement and helping them to understand discount rates and item fees is satisfying. But the most enjoyable aspect of my job is securing a sale by being able to offer better rates and service than our competitors.

The most challenging part of this career was having to learn, in a relatively short time, something entirely new to me well enough to be able to sell our product and service in the marketplace. Trying to enlighten a 20th-century mind to 21st-century techniques and ways is always challenging.

GS: Are you working as an employee or contractor for someone else, or do you own your own company?

LM: I am an independent sales agent, and I am very satisfied with the contractual agreement I have with Impact PaySystem.

I enjoy the benefit of setting my own agenda each week, while at the same time I have the support of telemarketers and staff personnel if I need them - without the responsibility of having to meet a large payroll.

GS: What has kept you in the industry?

LM: A continuing sense of accomplishment and growth as my portfolio increases with each new merchant I acquire.

GS: Describe a typical day in your life.

LM: I usually begin my day by driving my youngest son to school, six miles from where we live. From there anything can happen: I may do cold calling with some of our local merchants, or perhaps I'll do some follow-ups from previous visits.

I will spend a lot of time on follow-ups to make a sale, sometimes making several visits to the same merchant over a period of many weeks or even months, if necessary.

Typically, I will pick up leads from merchants throughout the day, and I will call or drop by to see them whenever I can. Some days, I may return home early to go over statements I've acquired that day, prepare proposals or fax applications into the office. A good day begins with a discussion of fifth-grade spelling or science and ends with a fistful of statements.

GS: What's been your greatest success so far as an agent?

LM: My greatest success has been discovering which sales techniques work best for my region and locale and seeing the successful results gained by applying those techniques in an honest and ethical manner.

GS: What's unique about your sales style/method?

LM: Maine is a very rural state with many small communities. Here, along the coast, most people know each other or someone who knows someone they know. I approach each merchant and potential customer as I would any of my friends and neighbors.

I have something to offer them that in nearly every instance will save them money, and I know I can provide each of them with the level of service they are entitled to. But before I can expect them to trust me to provide them with credit card processing over their bank or any other company they may have been doing processing with, I must first convince them that I am trustworthy and reliable.

I try to do this by being who I am, not a salesman or a businessman but, hopefully, a decent human being, someone who is not putting his own interests above theirs but is offering a service and product in exchange for fair compensation.

I take the time to get to know each merchant and learn about their business, and I provide them with information about myself which I hope will put them at ease in a way that will help them feel comfortable about turning over their credit card processing to us. It seems to be working.

GS: Merchants are savvier now about credit card processing. How does this affect MLSs?

LM: You have to know what you are talking about and you must be forthright and honest. It makes better salesmen out of us when the public is informed.

GS: What do you think about free terminal programs?

LM: Ha, ha ... those savvier merchants you mentioned should have no trouble with this one.

GS: How do you generate leads?

LM: Mostly by cold calling and some through contact with area merchants. Also, the chamber of commerce has been very helpful in generating leads.

GS: How do you explain interchange rates to prospects?

LM: Many times over. Usually at the beginning of my conversation and then repeating variations of the theme throughout the discussion, reminding them of my initial explanation as I go along.

GS: If you could change anything about this business, what would it be?

LM: I would like to see some uniformity and simplification in the rates charged by Visa and MasterCard. It is difficult to sell and explain processing to a merchant when there are so many different rates for the numerous cards that are issued by both companies.

GS: Why is it important to have a full arsenal of products to offer merchants?

LM: Obviously, you need to convince merchants that you are a serious contender for their business. And by offering a full arsenal of products, they can see that you will be able to accommodate them as well as the next company can, if not better.

GS: Do you have a surefire way to resolve conflict?

LM: No, I wish I did. I try to look for the root cause and resolve the matter as quickly as possible, but sometimes it has gotten so far out of hand that there isn't much one can do except to walk away.

GS: Do you think there will always be street sales?

LM: I hope so. We are already drifting further and further away from human contact in so many forms of business. I would hate to see the art of selling become another lost art.

GS: What is your experience with agent training?

LM: I had some inside training at Impact PaySystem but received most of my training in the field. I would recommend that approach: 10% in-house and 90% outside.

GS: How should an MLS go about choosing an ISO partner?

LM: If your son-in-law doesn't own the company, you should look for someone who can provide you with good service and communication and someone who you feel you can trust and rely on when you are out there selling.

GS: What does it take to succeed in this business?

LM: Patience, fortitude and a commitment to honesty.

GS: How do you balance the demands of your work and personal lives?

LM: I allow enough time each day to spend a part of it with my family. Working as an independent agent from my home affords me ample opportunities to interact with family members, and I am often able to schedule appointments around significant family events.

GS: What hobby or hobbies do you enjoy?

LM: I enjoy music; I play guitar each week at church. I am editor of my high school class newsletter (1964). I like to exercise, and I like to spend time with my children, young and old.

GS: What's your greatest dream?

LM: That my children will be happy and successful in life.

GS: As a child, what did you want to be when you grew up?

LM: I was always unsure of what I wanted to be when I grew up, although there was a time when I thought about becoming a priest or a fireman, which are actually occupations that are not so far apart.

At 59 years old, I'm still unsure ... I've had many occupations in my adult life, sometimes multiple ones at a time. I enjoy new challenges, and the older I get the more I realize how much more I wish to accomplish.

GS: Do you have a motto that you live by?

LM: Be honest and do your best.

Many top-notch agents have inspired others by sharing their perspectives in AgenTalk. Will you be next? If you'd like to participate, please send an e-mail to greensheet@greensheet.com