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Table of Contents

Lead Story

Creating a place for checks at the electronic payments table

Patti Murphy
The Takoma Group


Industry Update

ATM ISOs threatened by MasterCard's new fee structure

Visa rattles payments with CyberSource acquisition

ETA honors top leaders

Selling Prepaid

Prepaid in brief

Government streamlines payments with plastic

Prepaid and next-gen payments


The next generation of the check

Ed McLaughlin


Street SmartsSM:
Referral strategies: What really works?

Ken Musante
Eureka Payments LLC

Two steps toward plentiful referrals

Jeff Fortney
Clearent LLC

Digging into PCI - Part 11:
Regularly test security systems and processes

Tim Cranny
Panoptic Security Inc.

The professional MLS protocol

Jeffrey Shavitz
Charge Card Systems Inc.

Sales and marketing: Allies, not foes

Peggy Bekavac Olson
Strategic Marketing

Company Profile

First Data Corp.

New Products

Radically agnostic

Company: ROAM Data Inc.


Get on track with a business mentor



Resource Guide


A Bigger Thing

The Green Sheet Online Edition

May 10, 2010  •  Issue 10:05:01

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The professional MLS protocol

By Jeffrey Shavitz

As a long-time business owner looking for prospective sales partners, I have met and spoken with many merchant level salespeople (MLSs) with payments industry experience, many of whom are avid readers of The Green Sheet.

I have also spoken with numerous newbies on the verge of selling credit card processing for the first time; they've heard it's a lucrative career with residual income opportunity in an industry that will not be going away (at least we all hope this to be true).

With greater numbers of both experienced and inexperienced salespeople competing for merchant accounts, it's increasingly imperative to become a proficient professional versus just the credit card weekend warrior dabbling in our business. But how do agents go about attaining professional salesperson status?

Take five logical steps

As I sat down to reflect on this question, I started writing simple, common-sense answers. And I'm amazed that many people I encounter in this business are not following a process similar to the protocol that easily arose from my inquiry. These are the MLSs who always ask me, "Why am I not earning as much as the other guy who sells in my neighborhood?"

The protocol I recommend follows:

Always strive for excellence

There are multiple ways to better yourself within our industry. Do not accept mediocrity, and keep pushing yourself outside of your comfort zone to realize the success you desire.

Jeffrey Shavitz is one of the founders of Charge Card Systems Inc. He is also an active member of The Green Sheet Advisory Board and the First Data ISO Advisory Board. He can be reached at or 800-878-4100. For additional information on CCS, please visit or the company's corporate website at

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

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