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The Green SheetGreen Sheet

The Green Sheet Online Edition

March 23, 2020 • Issue 20:03:02

Street SmartsSM

MLSs still thriving amid tremendous changes

By Dee and Emily Karawadra
Impact PaySystem

The time has come to pass the Street SmartsSM torch to Marc Beauchamp. We have enjoyed the last year writing these articles and getting the participation of the readership. I know Marc has a wealth of knowledge, and he will do a terrific job at writing these articles, not to mention a great book he has written specifically about our industry.

A focus on MLSs

Marc has worked in the merchant services industry since 1995 and has hired and trained several thousand merchant services professionals over the span of his career. His most recent position he served as president of a Super ISO with over 2,000 sales partners and 2 billion in annual processing. We are excited to read his coming articles and hear his perspectives on what will work for enterprising ISOs and merchant level salespeople (MLSs) wanting to fuel growth in today's market. Our focus was always the feet on the street. When we were asked to do these articles for the second time we were honored. The main drive for Street SmartsSM has been to help MLSs in the field close deals, find new technology and to grow in the payment industry space. It's also a great place for new sales professionals to learn about the industry and what they need to become successful, how to run an MLS office like a business so you can secure residuals. It's been a great place for us over the years to see the perspective of other professionals in this industry – to learn from them and integrate their experiences into our own business plan.

A range of perspectives

Over this past year we have heard from many newcomers to the industry, industry leaders and prospective sales agents looking to get re-engaged in the industry. We have sought to convey the trials, tribulations and success stories of ISOs and MLSs. Having been in the industry for 20 years, it's refreshing for us to get new perspectives from others doing the same types of things we do day to day. In an industry that has undergone drastic technological change in the last several years, it's beneficial to all of us to see how others are still able to push forward and find success in this space.

One of the best experiences this last year has been being able to talk shop with others all over the country. This has proven to us that the MLS is still thriving even though technology and compliance have changed dramatically. There still is a place out there for MLSs and agent offices to grow their business in the payment industry.

Marc's background will enable him to give informed advice on how to build and train a sales team. In an industry fueled by sales, this will be extremely beneficial to Green Sheet readers. We have found that the readership is truly looking to grow their book of business, push the limits and recruit. We hope we were able to contribute to this even slightly through this column. For those relationships we have formed over the last year, we are forever grateful for your trust and willingness to contribute to our articles.

An industry to embrace

Struggles arise in any business. The payment industry has unique challenges, but as in every kind of business, there are highs and there are lows. But the rewards outweigh the challenges. We have a flexible schedule, residual income and the possibility of creating a legacy with the next generation taking over. It is a great industry. Embrace it!

We would also like to take this opportunity to thank Laura McHale Holland, our talented editor. She knows how to take our scribbles and convey our message in an eloquent way. It is a commitment when you are trying to run a business and get these articles done every few weeks, but Laura has always been ever so understanding and made it easy for us.

In addition, we would like to thank our dear friend and the president and CEO of The Green Sheet, Kate Gillespie, for trusting us in writing these articles. These two ladies have been amazing. Thank you!

As we close out for the last time, we hope that our articles were beneficial to those MLSs who may have plateaued and needed new strategies for tackling their goals. Likewise, many of you have helped propel us into places we may never have ventured without your perspectives. We wish all of you success in this industry, and if ever you need anything, please feel free to reach out to either of us. God bless, and best wishes to all

Safari Njema! end of article

With this article, Emily and Dee Karawadra bring to a close their turn as Street SmartsSM authors. And what a wonderful year it has been! We've enjoyed two articles per month written by a generous duo who've taken us inside their operations, experiences and hearts to help further the success of other payment professionals and boost the professionalism of the industry overall. Many thanks to this dynamic husband and wife team, who in this, their last article, give a warm welcome to Marc Beauchamp, who is taking up the Street SmartsSM mantle for the coming year. Marc has extensive industry experience and is a consummate trainer and educator. He will bring it all to this column, and we are eager to see where he takes us next. But first, let us bid a fond farewell Dee and Emily. Dee Karawadra is president and CEO of Impact PaySystem, and Emily Karawadra is the company's chief financial officer. Since 2001, Impact PaySystem has been a leading provider of payment processing technologies and services to merchants throughout the United States. Through alliances with payments industry leaders such as Chase Paymentech, First Data, Buypass, Sage and more, Impact PaySystem offers tailored solutions to meet the unique needs of each merchant. Dee and Emily will welcome your questions and comments at dee@impactpays.com and emily@impactpays.com, respectively.

The Green Sheet Inc. is now a proud affiliate of Bankcard Life, a premier community that provides industry-leading training and resources for payment professionals. Click here for more information.

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

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