he sky is falling, the sky is falling! This Chicken Little mantra has a tendency to spread like wildfire whenever the payments industry hurls change upon us.

For example, many banks, processors, ISOs, equipment companies and leasing companies are consolidating. The card brands have restructured their businesses. Interchange rates are now public information, and ISOs want their agents to give merchants free POS terminals.

As expected, some people are growing nervous. But all this does not necessarily mean doom and gloom. On the contrary, it's an exciting time. Change is exciting, because none of us really knows the outcome.

Why listen to us? Perspective. Since 1983, The Green Sheet has witnessed and reported on an evolving payments industry. Every shift has brought new opportunities for you as ISOs and merchant level salespeople (MLSs). If you don't believe us, spend a few hours on GS Online browsing our archive, which goes back more than 10 years.

Who could have foreseen the industry of today when BankAmericard (then it was part of Bank of America; now it's known as Visa) was still in its infancy? Back then everyone knew that only bank employees could sell bankcard services to merchants ... until someone else had a different idea.

From credit and debit card processing, ATMs, electronic check services, and gift and loyalty programs, to merchant cash advances and wireless solutions, the payments industry has distended into a bulging market of opportunity. You have unlimited ways to bring merchants solutions tailored to their own unique requirements.

Rather than flapping your arms and running about, assuming disaster is imminent, take steps now to prepare for the next generation of payments and your career in it.

Read articles submitted by our contributing writers. They are successful salespeople, and they know what they're talking about. Attend industry training events. Focus on vertical markets. Stay abreast of the latest technologies, and educate your merchants.

Most importantly, don't forget how hard it was to get where you are today. You probably didn't do it on your own. Help one another by sharing information.

We believe ISOs and MLSs will be alive and well in the payments industry of the future. Rather than asking, Will I be selling? The question is, What will I be selling?