s a child, Debra A. Aragon wanted to be a scientist. She has, however, spent most of her professional career doing business development, marketing, corporate-level management and venture capital projects. She even did a stint as a nightclub owner.

Directly before founding her own business as a merchant level salesperson (MLS), Aragon ran her own insurance agency. She jumped into the payments industry in 2001 because of the potential it offers to build residual income similar to that of the insurance industry but with less stress, she said.

When Aragon's not on the job, she's riding her custom Harley Davidson motorcycle, jet skiing in the Caribbean, playing poker, puttering in her garden, reading or enjoying her family. In this interview, she discussed the steps she's taking now so she can retire in five years, how to control merchant relationships, her perspective on merchant contracts and the importance of self-reliance.

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

Debra A. Aragon: It's simple. I personally provide services as well as foster new representatives for my agency. I don't believe in the street lingo of "selling merchant services." I don't sell merchant services or credit card processing, and my agents don't either.

I like knowing when I approach a merchant that I am in control, not the merchant. I am not there to sell anything. I am a financial professional who provides, at no cost to merchants, a complete, detailed merchant audit analysis.

I also ask them if they have a copy of the interchange table set by Visa and MasterCard for all processors and banks in this country. Most don't know what I'm talking about. So I give them a copy and educate them.

This is what makes my service separate from all the rest. I'm not just another credit card processing rep. I am not here to negotiate merchants' credit card rates.

I stop in solely to let them know they qualify for lower rates. And I put my money where my mouth is. If I can't lower their rates, I will give them a $50 American Express gift card to compensate for taking up their time.

GS: What keeps you in the industry?

DA: Having just turned 50, I want to retire at 55. So, I'm building channels of residuals and a network of representatives that will support me through my retirement years ... I remain in this industry because of the multiple services one can offer. The key to liking this business is thinking outside of the box.

GS: Describe a typical day in your life.

DA: I have coffee, go to my office and look at my calendar. I see what's pending and what needs to be addressed. Before I put out any fires I go work out.

I am a fifth-level Muay Thai kickboxer. If I am facing an issue, I knock it out on the bag first. Then, I kindly address it with professional ease.

I also work in the usual appointments, installs and interviews. Currently, I'm spending time creating materials for my upcoming recruiting campaign and training. I sometimes work until midnight.

Sometimes I treat myself to some R and R, like playing a few hands of Texas Hold 'Em. I plan to be a female poker star here soon.

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

DA: I'm straightforward. I'm also an effective listener who knows the right time to talk. I always agree and never argue. But my responses are blunt, to the point.

I don't tell merchants what they want to hear; I educate them and tell them the facts. I make sure they realize I'm not a salesperson right off the bat.

Eye contact is everything. Body language is everything. And a smile is the key to everything. I will counteract a negative by first agreeing with the merchant. Then I carry them through my back door where they listen and drop their defenses.

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

DA: Absolutely. Eliminate any potential conflict right from the start.

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

DA: I have built a residual income extremely fast. My closing ratio is 90%. My approach and techniques work, and that's the reason for my success.

GS: How do you generate leads?

DA: I get plenty of referrals and have just landed a huge association in a very high-sales-volume industry.

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

DA: I would impose jail sentences on idiots who charge $275 a month for 48-month leases on terminals - just to place huge commissions in their pockets.

It's unethical, and I would tell them that to their faces. And contracts are ridiculous. If you are taking care of your merchants, who cares about contracts? Do the job right the first time, and you won't lose your merchants. This business still has pavement-thumping individuals who strictly look out for themselves. They need a paradigm shift. As the old saying goes, What goes around comes around ...

GS: What's your experience with agent training?

DA: I have trained sales professionals for 15 years, off and on. I should have written a book, because so many people tend to complicate sales unnecessarily. Not everyone has what it takes to make it in sales.

I am from the old-school way of thinking. If you require a salary (or base pay) plus commission, give me a break. You're getting a base salary for two reasons: 1) because you think it's some form of security, and you don't believe in yourself, and 2) your company is making a load of money on your sales at the back-end.

True sales means stepping up to the plate with confidence, falling in gutters and picking yourself back up over and over and over again. It means relying on yourself to make your career a success and correcting your mistakes while you learn from them.

When the going gets tough, the tough get going. Sales is not an art. We're not painting pictures here or sculpting.

Sales is a profession where you decide your survival depends on you. It comes from your gut, your mind and your willingness to take risks.

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

DA: It requires endurance, determination, vision and more. You have to shoot straight. Ethics and integrity are everything.

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

DA: I ride my custom Harley for stress relief, and I enjoy the blessings of my family. I have two grown children and five grandkids who are all under two years old, including twin boys due to be born this month.

GS: What's your greatest dream?

DA: I want my children and grandchildren to be happy, to love deeply and live life to its fullest. Also, I've always wanted to have a nonprofit organization and help those in emergency need.

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

DA: You are blessed. Look around. Live and love to the fullest today, and stop to listen to your deepest thoughts and dreams. Listen, adjust your wings and fly.

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