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Table of Contents

Lead Story

New federal watchdog eyes prepaid cards

News

Industry Update

Heartland nearing closure on breach after favorable ruling

Forensics expert, Google differ on Wallet security

The future of contactless payments

Payment predictions for 2012

Features

PCI SSC rolls out new SIGs

Highlights from Inside Microfinance

Patti Murphy
ProScribes Inc.

Show us the money! - Growing business online by accepting more forms of payment

Brian Crozier
UseMyServices.com

Research Rundown

ISOMetrics:
Online shopping up for holiday season 2011

Lessons from the lemonade stand

Selling Prepaid

Prepaid in brief

Banks exhibit 'appetite for prepaid'

The game card opportunity beyond U.S. borders

Education

Street SmartsSM:
The Durbin Amendment: Bust or boon for the industry?

Bill Pirtle
C3ET Credit Card Consortia for Education & Training Inc.

Kick off 2012 with a plan for success

Peggy Bekavac Olson
Strategic Marketing

Keep it honest in 2012

Jeff Fortney
Clearent LLC

PCI: The year in review, the year to come

Tim Cranny
Panoptic Security Inc.

Company Profile

RocketPay LLC

PAX Technology Inc.

New Products

Going global with online payments

Global Gateway e4
First Data Corp.

A platform for multichannel retailers

Multi-Channel Retail Management Suite
Retail Anywhere

Inspiration

Work through discomfort, expand your reach

Departments

10 Years ago in
The Green Sheet

Forum

Resource Guide

Datebook

Miscellaneous

2012 Calendar of events

Skyscraper Ad

The Green Sheet Online Edition

January 09, 2012  •  Issue 12:01:01

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Keep it honest in 2012

By Jeff Fortney

January is the traditional time for making New Year's resolutions. Whether they're for personal goals, tackling a certain project or changing a habit, we make resolutions to help us accomplish something important in the coming year.

Keeping resolutions can be challenging, but the practice can have a tremendous impact on our lives. In the payments world, we too should make resolutions because they can help us grow our businesses and our bottom lines.

For those of you who are already tossing around some ideas for New Year's resolutions, I'd like to suggest that you add one about honesty to your list, such as "I hereby resolve to be fully honest in my sales efforts in 2012."

You might wonder why I've chosen such a topic, or even be a little put out by it, but let me explain. The majority of independent sales agents and merchant level salespeople will tell you, when you ask them point blank, that they're completely honest.

However, even the most honest people in our industry have moments where they walk the fine line between truth and deception.

Half truths, white lies

Chances are we've all been in this gray area at one time or another when we speak a partial truth or tell a white lie, as some call it. Many times this lie is unintentional, but it still happens.

The primary areas that tarnish honesty revolve around fear, misconceptions and access to information. If we look closely, I bet we can each find instances like this in our recent past. Therefore, it only makes sense that honesty should be a 2012 resolution.

The next step is to make sure that this resolution, like others we've set before, is not too vague or too broad. Otherwise, the result will be like resolutions we set long ago, but have since forgotten.

Many memory tricks can help us remember important information. One is association. So, without further adieu, I'd like to share three television quotes to help drive this point home.

When you keep your resolution to be honest, you'll find your merchants are more cooperative and more likely to send you future business. And best of all, your honesty may result in referrals from merchants who did not sign with you. Keep in mind that honesty really is the best policy.

Jeff Fortney is Vice President, ISO Channel Management with Clearent LLC. He has more than 17 years' experience in the payments industry. Contact him at jeff@clearent.com or 972-618-7340. To learn about how Clearent can help you grow faster and go further, visit www.clearent.com.

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

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