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Table of Contents

Lead Story

Holiday season warrants new pursuits


Industry Update

Congress gives interchange reformers luke warm reception

VeriFone addresses PCI enforcement confusion

First Data STARs with PayPal

Visa prefers data-field encryption

Encryption debate heads to court

Payments a strong presence at the AFP


A virtual RDC roundup

Research Rundown

Selling Prepaid

Prepaid in brief

What is stored-value?

New alternative takes flight

Top 15 tips for gift card success


War of words over interchange heats up

Patti Murphy
The Takoma Group


Street SmartsSM:
Don't let distractions hobble your business

Jon Perry and Vanessa Lang

Complexities of multicurrency processing

Caroline Hometh

Tips for new sales executives

Jeffrey I. Shavitz
Charge Card Systems Inc.

Cloud security, a weighty issue

Dale S. Laszig
DSL Direct LLC

Look ahead, prospect and prosper

Bob Schoenbauer
Capitol Payment Systems Inc.

Conducting effective meetings

Vicki M. Daughdrill
Small Business Resources LLC

Company Profile

Whitehall Capital Advisors LLC

New Products

Beefed up RDC

Tellerscan 240
Digital Check Corp.

Fortifying e-commerce with signatures

SignatureLink Inc.


Get real with expectations



Resource Guide


A Bigger Thing

The Green Sheet Online Edition

October 26, 2009  •  Issue 09:10:02

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Get real with expectations

If you accept your limitations, you go beyond them.
- Brendan Francis

ISOs and merchant level salespeople (MLSs) are inundated with motivational phrases. "Dream big" is a popular one. "Set the bar as high as you can" is another. It is true: Ambition and drive are rewarded in the payments industry. But lofty goals and expectations should be tempered with realism. In fact, setting limits on expectations can empower and liberate and, in the long run, make you a better seller.

Ask yourself what happens if you push to attain a high level of residual income, but then fall short. Do you get discouraged, dejected, depressed or even fear you are in the wrong profession? If so, then maybe you have set that proverbial bar too high.

Despite the American ethos that each individual controls his or her destiny, external circumstances such as global economic turmoil or job cuts can profoundly influence your bottom line. Reviewing your sales strategies and professional behavior is invaluable. But impractical goal-setting can hamper your day-to-day sales activities and cause unnecessary anxiety when it comes to closing accounts.

Recognize roadblocks

Having realistic expectations will help you meet goals. MLSs need to recognize their strengths and areas of expertise and build upon what they do well. Having lowered expectations doesn't necessarily equate to poorer results.

To get your expectations in line, first understand your limitations. Many issues affect your performance, but you may not even consider them during the course of a workday. These include:

Embrace strengths

A good starting point might be to define your personal limitations and then set expectations accordingly. Technical writers more than likely don't venture into penning romance novels. Obstetricians wouldn't attempt brain surgery. Lumberjacks who work and live in the outdoors understand they more than likely would not be successful administrative assistants.

Once you've made an honest evaluation of your skill set and industry knowledge, then address how you can use your limitations to create focused goals.

You might find that what you thought were flaws can help you achieve greater success over the long term.

To do a personal, in-depth, self-assessment questionnaire that reflects who you are and not how you wish to be perceived, start by asking yourself such things as:

Establish boundaries

Always consider ongoing expectations of work and family before taking on new projects or responsibilities. Often we accept opportunities and challenges because of the expectations of, or loyalty to, others.

Loyalty and selflessness are admirable traits. However, just because you can do a job doesn't always mean you should. Ask yourself, Will taking on additional commitments adversely affect the boundaries I am trying to set to have the best chance for success?

ISOs and MLSs who take the time to stop and reflect on what they are shooting for - and whether their goals are realistic - are well positioned to set appropriate limits that can, indeed, help them reach their goals.

Notice to readers: These are archived articles. Contact names or information may be out of date. We regret any inconvenience.

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Spotlight Innovators:

North American Bancard | USAePay | Super G Capital LLC | Humboldt Merchant Services | Impact Paysystems | Electronic Merchant Systems