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will happen for me personally and our team when it is to when I was the author of Street SmartsSM) that it is impor-
safe to go back to the office? tant to become an expert and sell within an industry niche.
Pick restaurants, pick retail, pick doctors, pick auto repair—it
2. Using technology to become more efficient: Zoom is doesn't matter what you select as the niche, but become the
now part of our vernacular just like "google" is a word best within that category, attend all industry conferences,
we use on a daily basis. Although the communication read all the trade journals.
tools with our large external sales force were good, we
have implemented new technology to ensure that our However, if your industry niche, for this example, was res-
communication is even better without the opportunity taurants/fast food, your residual probably has gone down
of being face to face. The past months of the virus also significantly (especially in the months of March through
helped me understand that I must continue to have a June) and some of your clients may have even gone out of
budget line item for technology upgrades to ensure that business. I still believe in becoming an expert in a category,
we have the proper infrastructure to support our com- but with some caveats.
pany going forward in case of other issues that are un-
predictable. For example, I recently founded a new company called Tool-
Box, which is a payment app specific for home service con-
3. Human connection is important: Although technol- tractors and tradespeople. We only focus in these industries,
ogy and working from home has worked, I enjoy be- and our vision is incredibly laser focused. However, what
ing with people (co-workers, clients, prospects, friends, I learned from the virus is that our solution, which started
family). This physical interaction is important. Yes, us- out only as a credit card app, has now evolved into a full-
ing technology like Zoom and Microsoft Teams does service mobile back-office solution with numerous features.
enable you to see the person on their computer. How- By offering more than just credit card processing, we are able
ever, it is different than physically being with that per- to create connections with our clients and offer additional
son. Being in the payments space and working with in- products and services. I share this story and the analogy to
terchange rates that are commoditized, the concept of a restaurant credit card salesperson who only did payment
developing a real relationship with a client is important processing. There are so many other solutions to offer your
as we grow our companies in the future. clients. Here's to a great 2021.

4. Motivating employees: Having founded several
payment companies throughout my career and hav-
ing worked with thousands of employees/sales agents, SELLING YOUR RESIDUALS?
I did find it more difficult to motivate our team during
the pandemic. At times, our people were in a funk and
were having "bad" days as our world was/was going HIGHEST MULTIPLES
through unprecedented times.
QUICK CLOSING
5. Empathy for others: Similar to motivating our team,
I always have tried to have empathy for others, and this LARGEST BUYER NETWORK
quality of self-reflection has been more important now
than ever. I remember one of our daily sales meeting
huddles, and our salesperson was not participating or At Portfolio Buyer, our qualified buyer network purchases of all
contributing. Following our meeting, I learned that her or part of merchant portfolios, residual streams, and enterprise
elderly mother had been detected with the virus. sales of any size. Our objective is to provide you with
personalized, professional service. We will evaluate your
situation, analyze your business, and match you with a buyer in
situation, anal
6. Taking a day off is okay and needed: Most of us in- our network that best meets your business needs and financial
volved in the payments space have a Type A personal- goals. We will then negotiate the highest payments industry
ity, as our industry (from the sales perspective) is com- sale price possible. There are no upfront costs for our services.
mission based. Without closing a deal, we don't make We are only paid when we are successful in striking the best
money. However, taking a day off or a week off is good deal for you.
for all of us. With the virus, we have, more than ever, to
learn that all that really matters is health and family. Go
enjoy both today. www.PortfolioBuyer.com
or
7. The new normal: What is it for your company? For
your employees, your salesperson, your prospects and Call 212-631-8110
your clients? The more you can define this, the better
you will fare should another pandemic or other disrup-
tive change occur down the road. Portfolio BUYER

8. Diversification: I am now speaking from both sides
of my mouth as I have stated for many years (going back
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