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Helping agents succeed in the Merchant Services Industry

TABLE OF CONTENTS
PAGE 1 - TABLE OF CONTENTS
PAGE 2 - QUALIFY YOURSELF
PAGE 3 - WHAT IS MERCHANT SERVICES?
PAGE 4 - HOW DO YOU MAKE MONEY?
PAGE 5 - HOW MUCH CAN I MAKE?
PAGE 6 - HOW DO I GET STARTED?
PAGE 7 - HOW DO I FIND PROSPECTS?
PAGE 8 - DEVELOPING YOUR PITCH
PAGE 9 - OBTAINING A PROCESSING STATEMENT
PAGE 10 - HOW DO I SET MYSELF APART?
PAGE 11 - JOIN OUR TEAM
Helping agents succeed in the Merchant Services Industry
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Here are a few things every
agent needs in order to get
started in this industry:
#1 - Reliable transportation
To build and support a large portfolio of cli-
ents you will need to do some driving.
#2 - Minimum 1-to-3 month income cush-
ion
You will need to have some savings or a dual
income household, because your frst few
months in this business will not produce a lot
of income. It will take 12 months to achieve
your true earning potential.
#3 - Sales experience
You can get lots of industry training but we have found agents with previous sales success get off to a
fast start in this business.
#4 - Fairly clean background
Most credit card processors will
perform a criminal background
check and they will check, for
recent bankruptcies or tax liens.
If your credit is unusually low, try
sending in an explanation letter
with your application.
#5 - Regular business hours
Although some agents build their
portfolio part time, your clients will
expect you to be available 9 to 5
Monday through Friday; further-
more, we have found that agents
who work this business full time
have a signifcantly better chance
of succeeding.
Qualify Yourself
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Helping agents succeed in the Merchant Services Industry

The merchant services industry is made up primarily of these 3
major types of organizations.
#1 - Banks
Banks issue check, debit, and credit cards to their customers so that they can more easily access the
money in their accounts or the credit they have been given. Banks charge interchange fees based
on the risk of a transaction and the type of card being used.
#2 - Card Brands
Because there are hundreds of banks, the card brands like Visa and MasterCard tie all of these bank
cards together into networks so that business owners can accept most cards while only needing ac-
cess to 3 or 4 networks to verify the money is available and then hold those funds. The card brands
charge dues and assessments in order to access their network for each transaction. These fees are
very tiny but are charged on every transaction over their network.
#3 - Credit Card Processors
Neither the banks nor the Card Brands want to deal directly with small-business owners to handle ter-
minals, tech support, or billing; so instead, all the interchange fees and the dues and assessments
are charged to the credit card processing company which then marks up these costs and charges
them to merchants (small business owners). Proft or gross margin is created when a merchant is
charged more than the interchange fees and dues and assessments for the transactions they process.
What is Merchant Services?
Helping agents succeed in the Merchant Services Industry
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There are primarily three ways agents in the merchant services
industry make money:
#1 Up front bonuses
When you make a sale, as long as you meet some minimum pricing or proftability requirements most
processors pay $100 to $1,000 up front depending on the size of the account. These bonuses are
either paid on activation after you install the terminal or on approval the day after the account is
approved.
*Understand the chargeback policy Most processors will take back this up front bonus if the merchant can-
cels within a certain period of time, usually 6 to 12 months.
#2 Residual
Depending on the pricing you use, the cost structure of your processor, and the percentage of profts
you get paid, you will generate a monthly proft on each account. This residual can vary from $10 per
month all the way up to several hundred dollars per month on an account. The residual income is
usually 2 to 3 months behind your sales numbers.
*Who owns the residual? What if you stop making sales
for some reason? You need to understand before you
sign an agent agreement if you own the residual or if it
is simply compensation in exchange for future perfor-
mance. With some processors, when you stop selling,
they stop paying residuals.
#3 Equipment sales
Our industry is constantly evolving and new termi-
nals are always being introduced. Many processors
today offer free terminals to their clients, but many
agents prefer to lease or sell these new terminals to
their clients in order to generate additional profts.
*Be Careful! Long-term leases can be a bad deal for the
business owner so look up the value of a terminal and
make sure you are not overcharging them. Keep in mind
that another agent will likely come along and ofer the
same terminal for free at some point.
How Do You Make Money?
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Helping agents succeed in the Merchant Services Industry


The average sales agent working the
business full time makes 6 to 12 new sales
each month depending on sales ability
and number of hours spent prospecting.
Lets say your average residual per sale
is $40. If you were to make 10 sales per
month, your residual would grow by $400
per month and this would be in addition to any income
you generate in up front bonuses.
The frst three months it is unlikely you would have any
residual; however, by month 12, you should have about
90 small-business owners actively processing and gener-
ating residual income. This would create approximately
$3,600 in residual each month in addition to up front
compensation.
How Much Can I Make?
If you were to make 10 sales per month, your
residual would grow by $400 per month and
this would be in addition to any income you
generate in up front bonuses.

Helping agents succeed in the Merchant Services Industry

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Get trained
Ask the processor you are considering some specifc questions about the training they provide. Does
the trainer have actual experience selling merchant services? Will you be trained on how the industry
works and specifc, proven sales techniques or just the basics of the program and compensation?
*At CCBizPro we start with a six-hour live, small group training webinar with James Shepherd, who has hun-
dreds of merchant sales under his belt. Ten we follow this up with podcasts, blog articles, and social media
engagement as well as one-on-one coaching to help you grow your business.
Choose a processor
It is tempting to sign up with 3 or 4 processing companies, but we recommend choosing just one
processor to get started so you maximize your infuence with that processor and learn their systems
inside and out. Make sure you fully understand their residual split, cost structure (Schedule A) and
reputation before signing on.
Get out in the feld
Now it is time to put your training to use and get some feld experience! Dont worry about getting
leads from your processor, just get out in the feld, pick a street, and start walking into small business-
es. Read the next section for tips on how to prospect effectively.
How Do I Get Started?
We recommend choosing just one pro-
cessor to get started so you maximize
your infuence with that processor and
learn their systems inside and out.
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Helping agents succeed in the Merchant Services Industry

How often should I prospect?
The most important tip about prospecting is to do it every single day. Whether
you call and schedule appointments, walk into businesses, or get leads from your
processor, if you consistently prospect and follow up for 6+ hours per day and
have basic sales ability you will succeed in this business.
Which business types are best? You want to go after restaurant, retail, auto-re-
pair, and other small, independently-owned businesses when getting started. Al-
though large, multi-location businesses are tempting prospects when you are frst
getting started, they will eat up too much of your time and seldom work out with
no good references or track record.
When should I prospect?
The four best prospecting hours are 9 to 11 and 1 to 3 for most business types.
You will want to avoid quick service restaurants at lunch time and try to hit those
up early in the day or late afternoon. Try your best to keep these 4 prime pros-
pecting hours free of administrative tasks and focus on prospecting for new clients.
How Do I Find Prospects?
Helping agents succeed in the Merchant Services Industry
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Your frst goal is to make contact with a qualifed
decision-maker. In most cases this means you need
to speak to the small-business owner. I have found
that rather than asking for the owner (which will
identify you as a sales person) it is much better to
simply ask a question that only the decision-maker
would know. Here is the opening I like to use when
I walk into a business for the frst time:
Hi, my name is ____________. How are you doing
today? Great, real quick I was stopping by to introduce
myself today because I am a local business owner ofer-
ing credit card processing services. May I ask who you
are using for credit card processing right now?
You can add some other information to your open-
ing, like other clients you service in the area or
even a specifc beneft you offer like cost savings or
upgraded equipment, but the key is to keep it short
and get to your question to identify if you are speaking with the right person.
Once you fnish this opening, if you are speaking with the decision-maker they will tell you who they
are currently using and you can continue with the pitch. If not, they will say something like, I dont
know, you would need to speak with Mike, he is the owner. You then simply reply, Is he in today?
and repeat the same opening once the decision-maker comes to the counter.
Developing a Pitch
Your first goal is to make contact with
a qualified decision-maker. In most
cases this means you need to speak to
the small-business owner.

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Helping agents succeed in the Merchant Services Industry

In our industry, the most important piece of information you can get is a copy of the credit card pro-
cessing statement. This document is mailed or emailed to the merchant every month and provides
details about the volume of credit card transactions they process and the fees they pay. Most proces-
sors will help you create a free cost analysis so you can outline the benefts of switching to your pro-
cessing service.
You will usually encounter resistance when asking for the statement so dont ask for it, just assume
they will give it to you as follows:
Mr Jones, with your permission I would like to stop by later in the week to give you a free cost analy-
sis which will show you how much I can save you each month and outline some of the other benefts
like local service and the equipment we offer. Would I be able to stop by and drop that off?
Response, Sure
Great, I will bring that by on ______________, the only thing I will need is a copy of a processing state-
ment so that I can do the cost anal-
ysis for you, do you have one handy
or should I pick that up when I come
back later in the week?
*Side note, at CCBizPro we not
only ofer free cost analysis to our
agents, but as part of our extensive
training we teach you how to read
the statement yourself so that you
can have an intelligent conversation
with the merchant before you send
it in to us for analysis.
Obtaining a Processing
Statement
Helping agents succeed in the Merchant Services Industry
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Saving small-business owners money is great, but if all you have to offer is cost savings you may fnd
it diffcult to make many sales because this is the same beneft all your competitors offer. Here are a
few potential benefts that we offer at CCBizPro that set us apart, you will want to talk with any pro-
spective credit card processor you are considering to get their list and make sure they have serious
competitive advantages.
#1 - Month-to-month agreement and free equipment
I believe these two benefts together are very important because they reduce the risk of a merchant
switching to your service. Basically this allows them to try you out and cancel if you dont come
through on your promises.
#2 - Touch-screen point of sale systems
Many small-business owners are currently looking to upgrade to a touch screen point of sale system
that manages their inventory and/or menus. These systems offer powerful reporting and usually
come with a credit card processing service. At CCBizPro we have our own line of point of sale systems
that you can sell your clients to help you make more money up front and secure your residual over
the long haul.
#3 - Local Service
Make sure you point out to
your prospective clients that
you are local and committed
to the community. This will
do more than anything else
to build trust and differentiate
you from your larger competi-
tors that are using telemarket-
ing to generate new accounts.
How to Set Yourself Apart
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Helping agents succeed in the Merchant Services Industry

Get the Sales Training You Deserve!
At CCSalesPro we have trained over 1,000 agents in the merchant services industry and we
know exactly what training you need to succeed!
A few things we ofer:
Free Equipment
$400 Approval Bonus Paid Daily
Prompt Payment of Residual Twice a Month
Merchant-Tracking System (CRM)
Value Added Re-Seller Programs
Advancement/ Team-Building Opportunities
We would love to talk with you more about joining our team! Click on Free Phone Con-
sultation below and fll out the form. One of our team members will give you a call in the
next few days.
Have a great day,
James Shepherd
Free Phone Consultation

Prepare Yourself for Success
Helping agents succeed in the Merchant Services Industry
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