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Education

see the pricing you offer by reviewing the
agreements you present to them, they have
no way of knowing what added services your
company provides to their agents, so sell them
on what makes your services stand out.

• Technology: Most successful MLSs appreciate
the role technology plays in our ever changing
industry; they recognize that new technology
brings with it new selling opportunities –
whether it's the latest POS system, mobile
technology, gateway, smart terminal, online
merchant tools, or a better agent back office to
help them better manage their office and their
sales team. These are just some of the items
you should have in your arsenal if you want to
be successful at recruiting experienced agents.
They are always seeking ways to run their
businesses more efficiently; any technological
advantages you bring to the table will be
beneficial.
The why

While recruiting experienced MLSs is far more
competitive than ever before, it can be a very profitable
part of your business if done correctly. Considering
that the first impression an agent forms about your
organization is based on the initial phone call, it's
imperative that you have experienced recruiters
handling those calls. Many recruiters focus so much on
pricing that they fail to ask the most basic question of
potential agents, which is: Why are you seeking a new
relationship? The answer will often provide everything
you need to successfully address the concerns of the
agent and form a new relationship.

A good recruiter knows that not all agents have the
same needs. I can't tell you how many times I have
signed up agents at less favorable pricing than they
previously had simply because my company was able
to address their servicing needs. Those MLSs valued
quality of service more so than a few extra bucks. A
good recruiter helps agents assess the overall value of
the partnership, not just the numbers on the paper.

If you take only one thing away from this article, let it be
to listen, understand and address the needs of potential
agents, and you will sign up more partnerships than
you ever could by discussing pricing.

Aaron Nasseh is the founder and Chief Executive Officer at Finical
Inc. His extensive sales and management experience includes hav-
ing previously served as the General Manager of CardPayment
Solutions and Vice President of Sales at iPayment Inc. He may be
reached at anasseh@finicalinc.com or at 818-330-4055.

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