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Street Smarts^SM

The anchor of the "Education" section, this column is the voice of The Green Sheet's core readership. It is dedicated to the Merchant Level Salesperson (MLS) whose feet are firmly planted out on the street and whose opinions, observations, concerns and critiques need to be heard. It is appropriately titled "Street Smarts^SM."

Featured Articles

Written by Allen Kopelman of Nationwide Payment Systems Inc.

From Issue 24:04:02 - Speed dating in the internet age
From Issue 24:04:01 - Let’s blow up the internet!

Written by Nick Cucci of Fluid Pay LLC

From Issue 24:03:02 - Navigating customer confusion—plus a farewell
From Issue 24:03:01 - Friendly fraud, familiar fraud
From Issue 24:02:02 - Trending fraud in 2024
From Issue 24:02:01 - Essential distinctions between cash discounts and dual pricing
From Issue 24:01:02 - How will AI influence the payments industry?
From Issue 24:01:01 - What to look for in a payment gateway, and why
From Issue 23:12:02 - How to overcome sales objections
From Issue 23:12:01 - How to avoid customer service burnout
From Issue 23:11:02 - Making white-label marketing work for you
From Issue 23:11:01 - Merchant underwriting in unprecedented times
From Issue 23:10:02 - What is compliant surcharging? New rules for 2023
From Issue 23:10:01 - Help merchants fight chargebacks like a boss
From Issue 23:09:02 - Body language: Non-verbal cues
From Issue 23:09:01 - Interview with confidence
From Issue 23:08:02 - Making a great first impression
From Issue 23:08:01 - Body language in business: Part 3 - Mirroring
From Issue 23:07:02 - Body language in business: Part 2 - Reading and speaking
From Issue 23:07:01 - Body language in business: Part 1 - the basics
From Issue 23:06:02 - What are marketing tactics? - Part 2
From Issue 23:06:01 - What are marketing tactics? - Part 1
From Issue 23:05:02 - Best practices and trends for training new employees
From Issue 23:05:01 - Social media, a powerful sales tool
From Issue 23:04:02 - Rapidly changing consumer behaviors in major industries
From Issue 23:04:01 - My evolution and product-led growth

Written by Natasa Cvijanovic of Tesla Payments

From Issue 23:03:02 - A fond farewell
From Issue 23:03:01 - What makes a vendor your favorite?
From Issue 23:02:02 - Sometimes the best solution is to say goodbye
From Issue 23:02:01 - Accept no and get closer to yes
From Issue 23:01:02 - Don't have a mentor yet?
From Issue 23:01:01 - Work SMARTER, not harder
From Issue 22:12:02 - The gift of giving back - Part 2
From Issue 22:12:01 - The gift of giving back – Part 1
From Issue 22:11:02 - The niche-selling edge
From Issue 22:11:01 - I am grateful for …
From Issue 22:10:02 - What's scarier: a haunted house or the life of an MLS?
From Issue 22:10:01 - Contract negotiations - Part 3 Top 7 items to check in your agent agreement
From Issue 22:09:02 - Contract negotiations - Part 2 Making agent agreements great again
From Issue 22:09:01 - Contract negotiations - Part 1
Choose the right partner, negotiate the right terms
From Issue 22:08:02 - Happy merchant or loyal merchant: Which would you rather have?
From Issue 22:08:01 - Stay relevant - reinvent your selling style
From Issue 22:07:02 - Should business be a family affair?
From Issue 22:07:01 - Personal branding - what it is and why it's important
From Issue 22:06:02 - Cold calling is a contact sport
From Issue 22:06:01 - Birthdays to marketing strategy
From Issue 22:05:02 - Tradeshows: Show up and reap prime benefits
From Issue 22:05:01 - Breaking through the noise
From Issue 22:04:02 - Get out of your own way
From Issue 22:04:01 - Work tirelessly now, reap the benefits later

Written by Jeff Fortney of The Strawhecker Group

From Issue 22:03:02 - Payments is a true entrepreneur's dream
From Issue 22:03:01 - The many benefits of transparency
From Issue 22:02:02 - One powerful question, a multitude of sales
From Issue 22:02:01 - Take care of yourself first
From Issue 22:01:02 - Gain confidence, grab opportunities in the new normal
From Issue 22:01:01 - Short staffed doesn't mean short on service
From Issue 21:12:02 - Be a disrupting influencer
From Issue 21:12:01 - Now is the time to reassess and make needed changes
From Issue 21:11:02 - New normal, new pains, new questions post-COVID
From Issue 21:11:01 - Out with old questions in today's new normal
From Issue 21:10:02 - Value your selling time by chucking maybes
From Issue 21:10:01 - Listen and mirror your way to sales
From Issue 21:09:02 - Don't duplicate: create your own brand of success
From Issue 21:09:01 - Identify your targets, the top tenet for sales success
From Issue 21:08:02 - Caring is the foundation our careers are built upon
From Issue 21:08:01 - A protracted shutdown took us all by surprise
From Issue 21:07:02 - Lasting, accelerated change in consumer behavior
From Issue 21:07:01 - Challenges, opportunities in our new normal

Written by John Tucker of TreviPay

From Issue 21:06:02 - Aligning with the new age of payments
From Issue 21:06:01 - The promising scope of embedded finance
From Issue 21:05:02 - The payfacs are coming - Part 2
From Issue 21:05:01 - The payfacs are coming - Part 1
From Issue 21:04:02 - The fintech waves
From Issue 21:04:01 - Embedded finance: The time is now

Written by Marc Beauchamp of Bankcard Life

From Issue 21:03:02 - It's been a great ride
From Issue 21:03:01 - Street Smarts^SMCreating powerful partnerships
From Issue 21:02:02 - Relationships - the key to your success
From Issue 21:02:01 - Sustaining sales channel loyalty
From Issue 21:01:02 - Continuing trends that will impact your business
From Issue 21:01:01 - Is it time to expand your offering?
From Issue 20:12:02 - What is your MAP for success?
From Issue 20:12:01 - What did you accomplish in 2020?
From Issue 20:11:02 - Creating new distribution channels
From Issue 20:11:01 - Elite producers live like warriors
From Issue 20:10:02 - Want to scale? Think processes, procedures and systems
From Issue 20:10:01 - Surround yourself with the right people
From Issue 20:09:02 - You have to keep score
From Issue 20:09:01 - Elite producers have powerful habits
From Issue 20:08:02 - Master the 90-day game for success
From Issue 20:08:01 - Do you have clearly defined outcomes?
From Issue 20:07:02 - Responsibility, the route to freedom
From Issue 20:07:01 - It all begins with values and purpose
From Issue 20:06:02 - Mediocrity
From Issue 20:06:01 - Adapt or fade away
From Issue 20:05:02 - What's it going to be: fear or faith?
From Issue 20:05:01 - Are you exposed?
From Issue 20:04:02 - Don't get a 'virus' of the mind
From Issue 20:04:01 - Success grows on a strong foundation

Written by Dee and Emily Karawadra of Impact PaySystem

From Issue 20:03:02 - MLSs still thriving amid tremendous changes
From Issue 20:03:01 - Find your niche
From Issue 20:02:02 - A new agent's journey in payments
From Issue 20:02:01 - What it takes to succeed as an entrepreneur

Written by Dee and Emily Karawadra of Impact PaySystem

From Issue 20:01:02 - Getting educated in payments and business
From Issue 20:01:01 - Lessons learned from a decade of change
From Issue 19:12:02 - Finding the balance with family on the payroll

Written by Dee and Emily Karawadra of Impact PaySystem

From Issue 19:12:01 - Dads and daughters improving payments
From Issue 19:11:02 - How to avoid setbacks at installation
From Issue 19:11:01 - Protecting merchants from fraud at the gas pump
From Issue 19:10:02 - The most valuable tool in your arsenal
From Issue 19:10:01 - United States ambling toward cashless society
From Issue 19:09:02 - Win merchants through astute statement analysis
From Issue 19:09:01 - Boost stickiness with technology partners
From Issue 19:08:02 - Prosper by providing superior service
From Issue 19:08:01 - How to sell in today's environment
From Issue 19:07:02 - What MLSs should expect from ISOs and processors – Part 2
From Issue 19:07:01 - What MLSs should expect from ISOs and processors – Part 1
From Issue 19:06:02 - The emerging inside/outside sales hybrid
From Issue 19:06:01 - Cash discount – more pros than cons
From Issue 19:05:02 - Win and retain merchants with value-adds
From Issue 19:05:01 - The important role of referral partners
From Issue 19:04:02 - Operations and sales depend on each other
From Issue 19:04:01 - Let's journey the payments road together

Written by Steve Norell of US Merchant Services Inc.

From Issue 19:03:02 - Some things I've learned
From Issue 19:03:01 - How good is your customer service?
From Issue 19:02:02 - The last word on hiring MLSs

Written by Dee Karawadra of Impact PaySystem

From Issue 19:02:01 - The POS system buzz

Written by Steve Norell of US Merchant Services Inc.

From Issue 19:01:02 - How do you measure success?
From Issue 19:01:01 - To POS or not to POS
From Issue 18:12:02 - When it's time to say goodbye
From Issue 18:12:01 - The next to last word on surcharging - maybe
From Issue 18:11:02 - Beware the Square effect
From Issue 18:11:01 - A better way to reach merchant prospects
From Issue 18:10:02 - Why didn't you just ask me?
From Issue 18:10:01 - Know and meet your competitor
From Issue 18:09:02 - How effective is third-party telemarketing?
From Issue 18:09:01 - Persistence pays off
From Issue 18:08:02 - How do you recruit, train and manage your sales team?
From Issue 18:08:01 - What is your exit strategy?
From Issue 18:07:02 - Targeting, researching, planning, executing
From Issue 18:07:01 - Let's stir things up a bit

Written by Tom Waters and Ben Abel of Bank Associates Merchant Services

From Issue 18:06:02 - Archives: How do you measure your success?

Written by Dee Karawadra of Impact PaySystem LLC

From Issue 18:06:01 - Archives: Veritably valuable added services

Written by Jason Felts of Advanced Merchant Services Inc.

From Issue 18:05:02 - The sky is falling if you believe it is

Written by Steven Feldshuh of Merchants' Choice Payment Solutions East

From Issue 18:05:01 - Springtime– a time to get energized
From Issue 18:04:02 - Cash discount programs revisited
From Issue 18:04:01 - New merchant fees - who plays dirty, who plays fair?
From Issue 18:03:02 - Merger mania, oh how it can hurt
From Issue 18:03:01 - Merchant services in an app-driven world
From Issue 18:02:02 - Better POS system options for MLSs
From Issue 18:02:01 - Easy ways to care for your 'besties'
From Issue 18:01:02 - What makes an MLS valuable?
From Issue 18:01:01 - What surveys reveal
From Issue 17:12:02 - What if you had $1 million to invest in a payments business?
From Issue 17:12:01 - Cash discounts: Are they right for your merchants?
From Issue 17:11:02 - What gets you pumped?
From Issue 17:11:01 - Making for a better holiday season
From Issue 17:10:02 - The sale of a portfolio
From Issue 17:10:01 - The pain in practicing
From Issue 17:09:02 - MIA in EMV compliance: Card brands
From Issue 17:09:01 - Why not talk to Steve?

Written by Aaron Nasseh of Finical Inc.

From Issue 17:08:02 - Never sell a merchant account again
From Issue 17:08:01 - Identifying strong sales agents
From Issue 17:07:02 - Understanding the cash discount program
From Issue 17:07:01 - Successfully recruiting experienced agents
From Issue 17:06:02 - Finding profitability in a competitive market
From Issue 17:06:01 - Selecting the right sales model for your ISO: Five options
From Issue 17:05:02 - Positioning your ISO for success from the start
From Issue 17:05:01 - Finding the right ISO partner
From Issue 17:04:02 - Should you register as an ISO?
From Issue 17:04:01 - Let's listen, learn and share

Written by John Tucker of 1st Capital Loans LLC

From Issue 17:03:02 - Keep fighting, keep innovating, keep closing
From Issue 17:03:01 - The Wolf of Sterling Heights, Michigan?
From Issue 17:02:02 - Rebranding as an equipment leasing professional
From Issue 17:02:01 - Understanding merchant processing
From Issue 17:01:02 - Mind your mental health
From Issue 17:01:01 - Accounts receivable factoring
From Issue 16:12:02 - Minimalism: A path to financial freedom
From Issue 16:12:01 - More rebranding options for MLSs
From Issue 16:11:02 - Sales as a healing profession
From Issue 16:11:01 - Be bold, be innovative, be different
From Issue 16:10:02 - Industry vets round table wrap-up
From Issue 16:10:01 - Are you in the payments matrix?
From Issue 16:09:02 - Reap the benefits of shifting MLS roles
From Issue 16:09:01 - To own or not to own the POS system sales process
From Issue 16:08:02 - Bid farewell to traditional job security
From Issue 16:08:01 - Rebranding as a technology sales professional
From Issue 16:07:02 - Time to treat MLSs right
From Issue 16:07:01 - Shifting MLS strategies and models
From Issue 16:06:02 - The alternative financing rebrand wrap up
From Issue 16:06:01 - MLS rebranding, the discussion continues
From Issue 16:05:02 - You can fly anywhere you want
From Issue 16:05:01 - The alternative small business loan
From Issue 16:04:02 - The merchant cash advance
From Issue 16:04:01 - Creating complex solutions for complex problems

Written by Jeffrey I. Shavitz of TrafficJamming LLC

From Issue 16:03:02 - Notes on the path less traveled
From Issue 16:03:01 - Do you want a business or a job?
From Issue 16:02:02 - Know your customer acquisition costs
From Issue 16:02:01 - Essential thoughts on 'additional' services
From Issue 16:01:02 - Facts and figures of the MLS
From Issue 16:01:01 - What does the crystal ball say for 2016? - Part 2
From Issue 15:12:02 - What does the crystal ball say for 2016? - Part 1
From Issue 15:12:01 - Let's make the MLS Forum even more useful
From Issue 15:11:02 - Advice from pros on tradeshows
From Issue 15:11:01 - When networking, think ROT
From Issue 15:10:02 - After the deadline, MLSs share thoughts on EMV - Part 2
From Issue 15:10:01 - After the deadline, MLSs share thoughts on EMV – Part 1
From Issue 15:09:02 - Breaking the ice in the MLS Forum
From Issue 15:09:01 - The power of residual income – Part 2
From Issue 15:08:02 - The power of residual income - Part 1
From Issue 15:08:01 - How can I grow my business?
From Issue 15:07:02 - Considering a sale of your portfolio - think again
From Issue 15:07:01 - Let's waste some money
From Issue 15:06:02 - Controversial questions and answers - Part 3
From Issue 15:06:01 - Controversial questions and answers - Part 2
From Issue 15:05:02 - Controversial questions and answers - Part 1
From Issue 15:05:01 - Big data analytics for SMB merchants
From Issue 15:04:02 - Tradeshows and conferences: A good use of your time and money?
From Issue 15:04:01 - Let's share stories, grow our businesses together

Written by Tom Waters and Ben Abel of Bank Associates Merchant Services

From Issue 15:03:02 - Goodbye until hello
From Issue 15:03:01 - Keep calm and process on
From Issue 15:02:02 - The five stages of merchant service sales
From Issue 15:02:01 - Emails: Selling through rain, sleet or snow
From Issue 15:01:02 - Pushing the limits of sales seasonality
From Issue 15:01:01 - Games are for kids — not
From Issue 14:12:02 - Spreading the word: Marketing tactics for the MLS
From Issue 14:12:01 - Merchant attrition – Part 2: Call the locksmith
From Issue 14:11:02 - Merchant attrition - Part 1: Resisting the tide
From Issue 14:11:01 - Investing in partnerships
From Issue 14:10:02 - EMV: A silver bullet in fraud prevention?
From Issue 14:10:01 - Bitcoin: Passing fad or dangerously disruptive?
From Issue 14:09:02 - Are you selling or telling Part 3: Everyone likes to smile
From Issue 14:09:01 - Who has what it takes to be an MLS?
From Issue 14:08:02 - How do you measure your success?
From Issue 14:08:01 - Is the CPP D.O.A.?
From Issue 14:07:02 - Are You Selling Or Telling? - Part 2: Perception is reality
From Issue 14:07:01 - Are you selling or telling? - Part 1: How will you know if you don't ask?
From Issue 14:06:02 - Auto-pilot and self reflection
From Issue 14:06:01 - Pizza pies and basis points
From Issue 14:05:02 - Hiring for success
From Issue 14:05:01 - A Square peg in a round industry - part 2
From Issue 14:04:02 - A Square peg in a round industry - part 1
From Issue 14:04:01 - A day in the life

Written by Dale S. Laszig of DSL Direct LLC

From Issue 14:03:02 - Lean in, sign on, step out
From Issue 14:03:01 - Four ways to leverage machine intelligence
From Issue 14:02:02 - Who's your data?
From Issue 14:02:01 - Best practice takes practice
From Issue 14:01:02 - Back to the future, MLS style
From Issue 14:01:01 - What difference do you make?
From Issue 13:12:02 - Gatekeepers are people too
From Issue 13:12:01 - Letting go of the inevitable no
From Issue 13:11:02 - A heated exchange on cold calling
From Issue 13:11:01 - Nothing succeeds like failure
From Issue 13:10:02 - Are merchant services future-proof?
From Issue 13:10:01 - For richer or poorer: MLS views on customer longevity
From Issue 13:09:02 - It's not what you say
From Issue 13:09:01 - Let's talk price
From Issue 13:08:02 - Five keys to successful partnerships
From Issue 13:08:01 - Who moved my margins?
From Issue 13:07:02 - Smooth apperators
From Issue 13:07:01 - Honest thoughts about pet peeves
From Issue 13:06:02 - Are terminals an endangered species?
From Issue 13:06:01 - MLSs forging right ahead in social media
From Issue 13:05:02 - Seven reasons to love this job
From Issue 13:05:01 - Think like an aggregator
From Issue 13:04:02 - Paperwork in the digital age
From Issue 13:04:01 - Traded my drafting table for a demo bag

Written by Jeff Fortney of Clearent LLC

From Issue 13:03:02 - Don your 'brown shoes' and differentiate yourself
From Issue 13:03:01 - Are leave behinds integral to the sales process?
From Issue 13:02:02 - Heed merchants' red flags to strengthen your business
From Issue 13:02:01 - Lessons from that first call
From Issue 13:01:02 - Tack like a sailor to strengthen your sales
From Issue 13:01:01 - Thwart SAD: Winterize your sales plan
From Issue 12:12:02 - Five predictions for 2013
From Issue 12:12:01 - Building a road map for the coming year
From Issue 12:11:02 - Are you a 10?
From Issue 12:11:01 - Make large merchants your gravy
From Issue 12:10:02 - Formal sales training or OJT?
From Issue 12:10:01 - The song and dance of reputation building
From Issue 12:09:02 - Start with a strong foundation
From Issue 12:09:01 - Perry Mason and the post mortem
From Issue 12:08:02 - Stocking your MLS toolbox
From Issue 12:08:01 - The secrets to overcoming objections
From Issue 12:07:02 - Why should a merchant be fired?
From Issue 12:07:01 - When you hit the doldrums, start rowing
From Issue 12:06:02 - How to avoid post-close mistakes
From Issue 12:06:01 - Do your best and move on - no matter what
From Issue 12:05:02 - The hard, but valuable lessons of failure
From Issue 12:05:01 - How to avoid that 'What just happened?' moment
From Issue 12:04:02 - Lessons for a lifetime
From Issue 12:04:01 - Plotting a prosperous future

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

From Issue 12:03:02 - A year of learning, writing, sharing
From Issue 12:03:01 - Remember your partners
From Issue 12:02:02 - The ins and outs of marketing
From Issue 12:02:01 - Putting the right tools into your tool kit
From Issue 12:01:02 - Hard lessons and easy pickings
From Issue 12:01:01 - The Durbin Amendment: Bust or boon for the industry?
From Issue 11:12:02 - EMV's time is nigh
From Issue 11:12:01 - EMV, are we there yet?
From Issue 11:11:02 - Integrity and ethics from day one
From Issue 11:11:01 - Agent training - more than taking a test
From Issue 11:10:02 - Vertical market tradeshows hold many helpful surprises
From Issue 11:10:01 - The ABCs of SAQs
From Issue 11:09:02 - PCI essentials for MLSs
From Issue 11:09:01 - WSAA or bust
From Issue 11:08:02 - Why MLSs should attend tradeshows
From Issue 11:08:01 - Networking groups and referral marketing - Part III
From Issue 11:07:02 - Networking groups and referral marketing - Part II
From Issue 11:07:01 - Networking groups and referral marketing - Part 1
From Issue 11:06:02 - Timely tips for MLSs
From Issue 11:06:01 - Become the go-to expert on merchant services
From Issue 11:05:02 - Is now the time for registration?
From Issue 11:05:01 - Let's reform our industry's education and training
From Issue 11:04:02 - Spring cleaning the ISO house
From Issue 11:04:01 - Straight talk on professional certification

Written by Ken Musante of Eureka Payments LLC

From Issue 11:03:02 - Finding opportunity in an altered business environment
From Issue 11:03:01 - Earning and keeping merchants' trust
From Issue 11:02:02 - POS systems, yea or nay?
From Issue 11:02:01 - Gaining wisdom from mistakes
From Issue 11:01:02 - Will leasing make a comeback? - Part 2
From Issue 11:01:01 - Will leasing make a comeback? - Part 1
From Issue 10:12:02 - Are you awake to mobile payments?
From Issue 10:12:01 - Enlightening talk about gateways
From Issue 10:11:02 - Counterparty risk: Keeping the discussion alive
From Issue 10:11:01 - What the feet on the street need from acquirers
From Issue 10:10:02 - Making VAR relationships work for you
From Issue 10:10:01 - Are mobile payments a threat to ISOs? - Part 2
From Issue 10:09:02 - Are mobile payments a threat to ISOs? - Part 1
From Issue 10:09:01 - Riding the merchant chargeback learning curve
From Issue 10:08:02 - Variations on valuations
From Issue 10:08:01 - Is dial dead?
From Issue 10:07:02 - Who will benefit when the Durbin Amendment dust settles?
From Issue 10:07:01 - Should an industry attorney review your contracts?
From Issue 10:06:02 - What does a merchant get for a PCI fee? - Part 2
From Issue 10:06:01 - What does a merchant get for a PCI fee? - Part 1
From Issue 10:05:02 - High risk, high reward
From Issue 10:05:01 - Referral strategies: What really works?
From Issue 10:04:02 - No ISO demise with niche markets
From Issue 10:04:01 - Let's interact and be inspired

Written by Jon Perry and Vanessa Lang of Merchant Services Inc., Texas

From Issue 10:03:02 - Parting thoughts for readers
From Issue 10:03:01 - Deal or no deal?
From Issue 10:02:02 - Look ahead, show you care
From Issue 10:02:01 - Gain traction on the red carpet
From Issue 10:01:02 - Don't break the bank
From Issue 10:01:01 - New year, new plan
From Issue 09:12:02 - Time management for 2010
From Issue 09:12:01 - To train or not to train
From Issue 09:11:02 - How much do you factor in price?
From Issue 09:11:01 - Why do we think we're different?
From Issue 09:10:02 - Don't let distractions hobble your business
From Issue 09:10:01 - Microbranding
From Issue 09:09:02 - Every little bit helps
From Issue 09:09:01 - Strategic elements in business and blackjack
From Issue 09:08:02 - Blackjack savvy applied to merchant acquiring
From Issue 09:08:01 - The proper approach to MLS hunting
From Issue 09:07:02 - Unexamined emotion, a pit bull that mangles business
From Issue 09:07:01 - Independents Day
From Issue 09:06:02 - Raising the networking bar
From Issue 09:06:01 - Trusty tips for terrific networking
From Issue 09:05:02 - Developing your elevator speech
From Issue 09:05:01 - What does your billboard say?
From Issue 09:04:02 - Blog on, link in, tweet out
From Issue 09:04:01 - Who are you?

Written by Jason Felts of Advanced Merchant Services Inc.

From Issue 09:03:02 - Go ahead, work some magic

Written by Kelley Felts of Advanced Merchant Services Inc.

From Issue 09:03:01 - A gentle perspective on payments

Written by Jason Felts of Advanced Merchant Services Inc.

From Issue 09:02:02 - Rules by which to thrive, not dive
From Issue 09:02:01 - Remain in service? Be of service
From Issue 09:01:02 - Return to the hunt
From Issue 09:01:01 - Become an enterprising networker
From Issue 08:12:02 - Dreams fulfilled: Six easy steps
From Issue 08:12:01 - E-commerce essentials
From Issue 08:11:02 - Ask and ye shall sell
From Issue 08:11:01 - A closer you'll become
From Issue 08:10:02 - Tough times pass, tough agents last
From Issue 08:10:01 - A day in the life of a successful MLS
From Issue 08:09:02 - Stay the course
From Issue 08:09:01 - MLS compensation options
From Issue 08:08:02 - Telemarketing - The horn of plenty
From Issue 08:08:01 - To Capitol Hill we go
From Issue 08:07:02 - Passing the so-what test
From Issue 08:07:01 - The sky is falling if you believe it is
From Issue 08:06:02 - Add value to enhance your value
From Issue 08:06:01 - Make low price low priority
From Issue 08:05:02 - Potent presentations
From Issue 08:05:01 - ETA wants you, too
From Issue 08:04:02 - Go from middlin' to marvelous
From Issue 08:04:01 - A passion to share

Written by Dee Karawadra of Impact PaySystem

From Issue 08:03:02 - Safari njema - safe journey
From Issue 08:03:01 - Biting the ISO that feeds it
From Issue 08:02:02 - Back to basics
From Issue 08:02:01 - Are you prepared for the big R?
From Issue 08:01:02 - It's 'bons temps' with SEAA in New Orleans
From Issue 08:01:01 - Winter profit-land
From Issue 07:12:02 - New year, new plan
From Issue 07:12:01 - Sale away, team
From Issue 07:11:02 - We're all in the PCI loop, like it or not
From Issue 07:11:01 - Surge with emerging markets
From Issue 07:10:02 - Next stop: Tradeshows
From Issue 07:10:01 - Doing the price thing
From Issue 07:09:02 - Would you rather have a boss or be your boss?
From Issue 07:09:01 - Pay, don't touch: Will contactless fly?
From Issue 07:08:02 - Buyer beware: That means you, dear MLSs
From Issue 07:08:01 - Demand defrays doubts about costly cash advance
From Issue 07:07:02 - Lust for the lodging market
From Issue 07:07:01 - Ruminations on ISO registration
From Issue 07:06:02 - Veritably valuable added services
From Issue 07:06:01 - Good lead hunting
From Issue 07:05:02 - To certify or not to certify: That is the MLS question
From Issue 07:05:01 - The POS system buzz
From Issue 07:04:02 - Proficient prospecting
From Issue 07:04:01 - Something ventured, something gained

Written by Michael Nardy of Electronic Payments Inc.:

From Issue 07:03:02 - An ISO bill of rights
From Issue 07:03:01 - Transaction cost as commodity
From Issue 07:02:02 - Direct Sales: The pros and cons
From Issue 07:02:01 - Potential pitfalls of high acquiring costs
From Issue 07:01:02 - 2006: The year in review
From Issue 07:01:01 - Finding the entreprenuer in you
From Issue 06:12:02 - The ins and outs of ISOship - Part II
From Issue 06:12:01 - The ins and outs of ISOship - Part I
From Issue 06:11:02 - One small man provides giant inspiration
From Issue 06:11:01 - Pricing adequately in the marketplace
From Issue 06:10:02 - Sales in the off season
From Issue 06:10:01 - Residual reporting: An evolving story
From Issue 06:09:02 - What's in a BIN?
From Issue 06:09:01 - Look before you lease: Tips for expanding business
From Issue 06:08:02 - Advice to newbies: Take it slow, think big picture
From Issue 06:08:01 - What to do when things go awry
From Issue 06:07:02 - Technology 2006: What's hot?
From Issue 06:07:01 - The agent bank relationship - Part III
From Issue 06:06:02 - The agent bank relationship - Part II
From Issue 06:06:01 - The agent bank relationship - Part I
From Issue 06:05:02 - What is registration anyway? - Part III
From Issue 06:05:01 - What is registration anyway? - Part II
From Issue 06:04:02 - What is registration anyway?
From Issue 06:04:01 - Your banker doesn't eat here anymore

Written by members of National Association of Payment Professionals:

From Issue 06:03:02 - We're in it for the long haul
From Issue 06:03:01 - The quest for megabucks or mission impossible
From Issue 06:02:02 - A 'bit' of a look at payment data transfer
From Issue 06:02:01 - Primary goal: Keep customers satisfied
From Issue 06:01:02 - A look at the free equipment trend
From Issue 06:01:01 - Friend or Client?
From Issue 05:12:02 - Preparing for the Slow Season
From Issue 05:12:01 - Psychological Selling: Motivating the MLS, Part II
From Issue 05:11:02 - Psychological Selling: Motivating the MLS
From Issue 05:11:01 - MLS Questions About Wireless Answered
From Issue 05:10:02 - Top 10 Contract Pitfalls: A Simple Guide to ISO Agreements
From Issue 05:10:01 - Interchange Insights - Part 1
From Issue 05:09:02 - Security and the MLS
From Issue 05:09:01 - Secret Recipes for Selling to Restaurants
From Issue 05:08:02 - Ending Confusion About QSR/Small Ticket Interchange Categories
From Issue 05:08:01 - Sell a Lease or Free Equipment?
From Issue 05:07:02 - Tricks of the Trade
From Issue 05:07:01 - Psychological Selling
From Issue 05:06:02 - Growing Your Riches by Registering and/or Taking Liability
From Issue 05:06:01 - Networking Tips and Tricks That Work
From Issue 05:05:02 - What to Expect When Attending a Conference
From Issue 05:05:01 - What's in a Lease?
From Issue 05:04:02 - Bridging the Gender Gap With Pride and Determination
From Issue 05:04:01 - It's Never a Sure Thing

Written by Ed Freedman of Total Merchant Services:

From Issue 05:03:02 - 'See You Where the Rubber Meets the Road'
From Issue 05:03:01 - Interchange Confusion
From Issue 05:02:02 - What's in a Name?
From Issue 05:02:01 - The Lighter Side of Selling
From Issue 05:01:02 - Free Lunch?
From Issue 05:01:01 - Staying Alive in 2005
From Issue 04:12:02 - I Feel the Need for Speed!
From Issue 04:12:01 - Asleep at the Wheel
From Issue 04:11:02 - Checking In on the Mind of the MLS
From Issue 04:11:01 - The Best Investment: You!
From Issue 04:10:02 - Ask "Street Smarts"
From Issue 04:10:01 - Class Is in Session
From Issue 04:09:02 - It's Time to Say "Thank You" to Paul Green
From Issue 04:09:01 - The Art of the Portfolio Sale
From Issue 04:08:02 - Blueprint for MLS Success: Part II
From Issue 04:08:01 - Blueprint for MLS Success: Part I
From Issue 04:07:02 - Uncovering the Truth Behind Revenue Sharing
From Issue 04:07:01 - Street Smarts Welcomes First Guest Columnist
From Issue 04:06:02 - MLSs Find a Niche in NAOPP
From Issue 04:06:01 - Update on Leasing
From Issue 04:05:02 - The Mind of the MLS
From Issue 04:05:01 - Street Smarts Grows Up
From Issue 04:04:02 - Taking It to the Next 'Level'
From Issue 04:04:01 - Internet ... or Internot?
From Issue 04:03:02 - It's Time to Cut the Cord
From Issue 04:03:01 - The Gifts That Keep on Giving
From Issue 04:02:02 - Check, Please!
From Issue 04:02:01 - Diamonds in the Rough
From Issue 04:01:02 - Help Me, Help You!
From Issue 04:01:01 - Top Ten List of MLS Fraud
From Issue 03:12:02 - New Year, New Deal?
From Issue 03:12:01 - All For One... and One For All?
From Issue 03:11:02 - The Truth Behind Advertising
From Issue 03:11:01 - Meetings of the MLS Mind
From Issue 03:10:02 - Eye on ETA
From Issue 03:10:01 - Surf the Web with Success
From Issue 03:09:02 - You Are Not Alone
From Issue 03:09:01 - Looking Back and Ahead
From Issue 03:08:02 - Coffee is for Closers
From Issue 03:08:01 - Taking the Lead
From Issue 03:07:02 - Partnerships for Success - Part II
From Issue 03:07:01 - Partnerships for Success - Part I
From Issue 03:06:02 - Show Me the Money
From Issue 03:06:01 - The Key to Success
From Issue 03:05:02 - Where the Rubber Meets the Road

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