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Table of Contents

Lead Story

PCI: Is it working?


Industry Update

FACTA shatters credit, debit card myths

Frontier takes nose dive

Diners Club on Discover's menu

Wish for dying kids takes flight


Interchange fees and ATM usage

Travis K. Kircher

PCI Timeline

Industry Leader

Anna Solomon –
Parent, president, payments advocate


Going green ain't always cheap

Patti Murphy
The Takoma Group

IP yea, dial-up nay

Scott Henry

Smack those hackers down

Ben Goretsky
USA ePay


Street SmartsSM:
Go from middlin' to marvelous

Jason Felts
Advanced Merchant Services

Factors of FACTA compliance

David Mertz
Compliance Security Partners LLC

POS hardware: Lemon or dream machine?

Dale S. Laszig
DSL Direct LLC

Marketing in compliance

Nancy Drexler

Strategizing for ISO growth

Lane Gordon

Company Profile

U.S. Merchant Systems

New Products

Cut out the transaction fat

Slim CD
Company: Slim CD Inc.

Customer stickiness with a single swipe

Company: Chockstone Inc.


MLS reloaded



Resource Guide


A Bigger Thing

The Green Sheet Online Edition

April 28, 2008  •  Issue 08:04:02

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Street SmartsSM

Go from middlin' to marvelous

By Jason Felts

It is often said that top merchant level salespeople (MLSs) work significantly longer, harder and smarter than those who are merely successful. And, the top 10 percent of MLSs regularly earn from five to 15 times - or even more - than the average salesperson. However, no one can sustain working five to 15 times longer, harder and smarter than the norm.

Ironically, the top producing MLSs are not necessarily more intelligent, and they do not work 10 times more hours than those producing in the middle (40 to 60 percent) range. Rather, the top 10 percent make the extra effort it takes to win.

It's the daily commitment to being consummate professionals that sets them apart. Top producers fully understand that in order to get far better results, they must make dramatic changes in the way they sell. They must do what others won't even try: step outside their comfort zones to achieve superior results.

If you are reading this article, you are motivated and likely successful. While it would be easy to contrast the differences between the bottom-of-the-barrel MLSs (who are barely surviving) with top echelon MLSs, the following information will illuminate the differences between successful MLSs and top producers.

Average versus top tier

A top producer in our field is one who exceeds six figures in income annually and is well on the way toward, if not surpassing, a million dollar portfolio. Here are examples of average versus top tier practices:

Do you really want to become one of the best in the business? It's likely you'll have to dramatically change the way you think about the sales process. This makes me remember "The Ant Philosophy," a story told by Jim Rohn, one of America's foremost business philosophers. It goes something like this:

What a great philosophy: Never give up, look ahead, prepare for the future, stay positive and do all you can.

From the MLS Forum

To augment my perspective, I asked members of GS Online's MLS Forum to please post "a little about your success in the industry and what it really takes." I received many great comments; here are some highlights:

TheCreditCardMan (also known as Jim), said, "Success includes sales ability, organizational skills and [the ability] to manage your time efficiently.

"Did I work 12 to 14 hours a day, seven days a week? Did I miss a whole lot of dinners with my family? Did I drive 100 miles to get a signature on a $5,000 a month deal? Did I put my business card on every community board I saw? Did I answer my cell phone 'til 11p.m. at night, at a restaurant or at an [industry] affair? Yes.

"Did it pay off? Yes, both financially and emotionally."

"Jason, my success in sales relates to go the extra mile," posted Desdinova (also known as Chuck Saden). "I was lucky to have a great sales manager/mentor, and he knew I was ready to agree to working the plan in the book, 'The Greatest Miracle in the World.'

"It helps to have read 'The Greatest Salesman in the World' first, but it was the reading of the 'The God Memorandum' chapter each day for 100 straight days that helped me succeed."

Bubbaduck (also known as Michael Wimberly) said, "My success as a MLS in this industry is based on my sincerity and willingness to listen to my merchants, making myself available 24/7 to address any concern.

"If one is willing to maintain a great relationship with their merchants, approach the merchants professionally and be very knowledgeable about the processing business, one will land great accounts.

"Recently, I walked into a business establishment, struck up a conversation with the owner, and by the time I left I signed up five different accounts: an e-commerce account, three of his retail accounts and a wireless account. Be real, honest and establish a rapport, and you will be successful with every merchant."

Thanks for the great feedback. While I cannot use every response, every time, please continue participating; look for the next topic I post on the MLS Forum using the screen name Street Smarts.

Jason A. Felts is the founder, President and Chief Executive Officer of Florida-based Advanced Merchant Services Inc., a registered ISO/MSP with HSBC Bank. From its onset, AMS has placed top priority on supporting and servicing its sales partners. The company launched ISOPro Motion, its private-label training program, to provide state-of-the-art sales tools and actively promote the success and long-term development of its partners. For more information, visit, call 888-355-VISA (8472), ext. 211, or e-mail Felts 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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