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Wednesday, 14 September 2022
What is the best cash discount program. North American Bancard has the best cash discount program for merchants, agents, reseller, ISOs, Sales Partner
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Selecting the best merchant services agent program when becoming a merchant services agent and selling merchant accounts and selling credit card proce
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Best merchant services agent program list, Top 5 credit card processing agent programs, become a merchant services agent.
Tuesday, 24 January 2023
Become a successful merchant services agent selling merchant accounts and selling credit card processing services. Merchant Services Sales Reps
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Selling Merchant Accounts, Selling Credit Card Processing, Selling Merchant Services with North American Bancard Agent ISO Reseller Sales Partner Prog
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Learn how to sell merchant processing services to all business types. When selling credit card processing we will give you merchant sales training pro

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Selling Your Merchant Account Portfolio (Selling Your Residuals)
Saturday, December 11 2021

There are lots of reasons why starting a merchant services business can be extremely lucrative, not the least of which is the fact that you can build a lasting asset (your residuals), which you can then sell. In fact, I spoke to someone in the industry today, and he was telling me all about his plan when he leaves the business and how he's planning to sell his residuals. What that conversation made me realize, though, is that lots of people underestimate the power of those residuals. The best thing you can do with this income is to use it as capital.

To be able to sell your business in the long-run, you need to make sure that you start the business the right way in the first place. There are some major things you're going to have to take into consideration so that your company is able to grow:

1) Own your portfolio's residuals. Maybe this seems very transparently obvious to you; after all, what's the point if you don't own your source of income? However, it's not uncommon that sales agents will lose their entire portfolio simply because they did not read the agreement that they made with their processor closely enough. You should always consider what might happen if you just decide to stop selling; if the answer is that you will lose your hard-earned residuals, then choose another partner.

2) Be able to sell your residuals. If you can't sell something, do you really own it, then? Sometimes processors will require you to have to consider an offer from them before selling to an outsider, and that's fine, but just make sure you are free to choose.

3) Find out if you can borrow cash against your residuals. A large merchant services ISO that isn't operating as a middle man should be able to lend you money. If they can't, this is a problem. Usually, you're going to want to exhaust several options before a buyout, and this includes borrowing.

So let's assume you have all of these issues squared away and are the proud owner of a growing portfolio of accounts. Now you can start to use that asset to raise some capital!

Before you do anything else, though, take a look at these general guidelines that will help you get a better picture of what is going on when the selling occurs:

Do you qualify? Don't bother trying to pump any cash from your merchant account portfolio before you have at least two dozen accounts or so. Make sure that your accounts are making at least $1000 every month as well. You will be hard pressed to find anyone who would want to buy residuals less than this.

Performing a buyout: When you perform an 100% upfront buyout, you'll get about 12 to 20 times the monthly worth of the accounts that you're selling. This is a rough estimate, but adjust your expectations accordingly.

Performing an earn-out: Basically, this is the same as a buyout, except you get less upfront. Some of the money is upfront, and the rest is sent to you in increments with the stipulation that your accounts don't get canceled and that they continue brining in a certain amount of money. This will yield you more than a buyout in the long run—about 20 to 24 times your monthly income.

Performing a secure buyout: Let's say you have a significantly-sized portfolio and you only want to sell some of your residuals. You can sell some of those accounts, and then use your others as collateral essentially to guarantee against any cancellations. This means less risk for the processor, so they are usually willing to pay more.

Getting a loan: Maybe you just need to borrow some liquid cash and use your residuals as a guarantee. Most ISOs can do this for you. Usually, you can borrow anywhere from a few months to up to a year's worth of residuals. The terms will vary depending on your partner company. Since of course your ISO will be interested in minimizing risk, just show that you are using the funds to grow, and you'll have a better chance at getting the deal you want. Your merchant services ISO program will also usually offer better terms than outside lenders.

Did this article help you learn more about how to turn your portfolio into a machine that pumps out capital? Do you have a portfolio that you're looking to use right now for these sorts of purposes? Contact us and we'll show you the way.

Should You Buy Merchant Services Leads?
Monday, November 22 2021

After I released a post about finding leads, I had a sales agent come to me and ask me about paying for leads. He asked where he could go to get some decent prospects. I responded that he had a few options, such as using a professional lead-generating service or hiring someone to be a telemarketer for his company.

Well, he mentioned that he had used an online lead-providing service before, but that it had just been a waste of money since the quality of the leads were very poor and the conversion rate was awful. So I sat there trying to think of something else that he could try, but my mind just stayed blank. It's not like I'm a newbie in this industry. I've been around for years, and I've networked with many other professionals in that time, and yet I couldn't think of a single source of paid leads that would be worth it. That just goes to show how low-quality most paid leads are.

Few jobs are perfect. And though I love my job very much, there are a few annoyances that I am faced with now and again. One of those consistent annoyances is exactly this problem when I'm trying to teach salespeople how to succeed. You see, I know that they can do it. I've been around long enough that I know that just about anyone can make something of themselves in this field with the right strategy. I even know what that strategy is!

See, this is the annoying part: I might tell 10 sales agents about my methods, and only 5 of them will agree to use the strategy. Out of those, maybe 1 will follow through. The funny thing is, that one agent will have great success and tell me all about how my strategy works, but I can't help but wonder what I'm doing wrong that I can't induce the rest of this hypothetical group of sales agents to follow suit.

My point is that getting paid leads is a bad strategy. I'm not saying that my strategy is the end-all, be-all, but it's one that works. You can make much better leads yourself than relying on a potentially shady company to generate them for you. In fact, let me see if I can show you how my strategy works by presenting it to you as a job offer. Take a look:

Looking for a highly independent sales agent who can really put in the time to find quality leads and follow through with them. About four hours a day spent looking for new merchants and three or four hours spent following up with prospective and current customers. Pay starts at $4000 to $6000, but increases incrementally by $500 every month. After spending about a year working the job, you can keep growing your income, opt for a 6-figure severance package, or just keep working with your current customers and receive about $3000 every month for about five or six hours of work per week. Must be willing to:

  • Visit 20 new merchants per day.
  • Work from 9 to 5 every day, and no more.

Now, does this sound like a job you could do? If so, then go ahead and do it; the position is open!

Don't waste your time trying to find out where you can get the best paid leads. That is what the rest of your newbie competitors are doing, and they're not seeing any results. The best leads are the ones that come from you.

Some of the best strategies are the “dumbest” ones that require no special “secret.” Honestly, the key to creating quality leads is to walk around and look for them! Forget about trolling through online lists. Take to the streets and show your face. Meet merchants in person and learn about their problems. You don't have to close the deal every time you meet a merchant. Even just getting them interested and inserting them into your sales funnel—for example, via an email campaign—can yield a great amount of quality leads.

Another way that you can do this is to build an online presence and get leads from your website. This is also valuable because your lead has already shown basic interest in your product, so your conversion rate is bound to be higher than a paid lead. Generating leads from your website is a whole other concern that we can discuss another time, though. For now, just know that nothing beats meeting people face-to-face and vetting the leads yourself!

Becoming familiar with the prohibited and restricted merchant list
Thursday, May 07 2020

Knowing how to navigate the partner portal is extremely important if you are going to be a successful agent. The partner portal has all of the resources, information, and other tools that you will need and reference on a daily basis. One of the most important places inside the portal is the prohibited and restricted list. Naturally, you probably have a lot of questions about this list. It is one of the most common questions that we get with regards to the partner portal and the information contained within. In this short overview, we are going to answer some of the questions that you undoubtedly have about the prohibited and restricted list that is located inside the partner portal for maximum convenience.

Navigating to the list

The first step is navigating to the list itself. To do this, the first thing you need to do is go to the Tools section of the partner portal. At the bottom right there is a list of documents that is entitled Sales Partner Resources. In this list, you will find important resources related to your relationship as a sales partner. One of those documents is the restricted & prohibited list, which you can click to easily access.

 

If you are not able to locate the list for some reason, then you can also use the search function at the top of the page to search for the restricted and prohibited list and find it in a matter of seconds.

What is the restricted and prohibited list

As you can image, the restricted and prohibited list is a list that dictates what merchants are restricted and what activities are prohibited. This list is a great resource for you as a partner so that you don’t waste time on a merchant that you won’t be able to end up providing services to. You should consult this list any time you have a question about whether you are going to be able to provide services to any given merchant.

 

In this document, you will find a well-organized chart that tells you exactly which businesses are prohibited from using your suite of processing solutions. In addition, the sheet breaks it down by which banks prohibit which businesses, because different banks have different requirements for merchants. This quick reference sheet will save you time and frustration by allowing you to quickly reference it anytime you need to confirm whether you can provide services to a merchant.

 

There is also a remarks section in the document that will give you clarity on the requirements and industries that are allowed or prohibited. For merchants that require a certain additional documentation or submission, you will find those requirements on this sheet.

Benefit to agents

Not only does this sheet help save you time and prevent you from having to consult a complicated resources center to find the answers that you are looking for, but it also helps you to build trust and credibility with the merchants that you are working with. Being knowledgeable on which merchants you are able to provide processing for will make the sales process more smooth and successful.

Selling Merchant Cash Advance (Overview)
Monday, April 20 2020

Have you been considering selling merchant cash advances as part of your merchant services business? For the uninitiated, a merchant cash advance is basically when the credit card processor buys the future credit card sales, giving the merchant a lump sum of liquid cash upfront. This sort of deal can be arranged much faster than a loan from a bank, and approval rates are much higher as well. If you sell merchant services, it's a good idea to make cash advances a part of your offerings.

Cash advances can be very lucrative for your business. Not only are they a fairly easy sell for the kind of merchant who needs money fast, but selling merchant cash advances can result in handsome commissions from the processor. In addition, depending on what program you choose, you can also often provide some of the funding yourself with your own money, which will net you even more revenue. If you're looking for a good added value product to increase revenue, this is a very flexible service that you can sell to the right merchants.

Why would a merchant even need a cash advance in the first place? - Well, there can be many different reasons. They might want the money for growth reasons, for example if they have a great opportunity to upgrade their equipment, but they don't have the liquid cash to do it. Perhaps they are unable to get a normal line of credit for whatever reason and they need to buy inventory in bulk in order to keep costs down. Often, however, you will find that, just as with the more common paycheck cash advances that consumers use, the merchant probably needs the money to cover some unexpected expense or an emergency situation. This is perfectly fine, so long as the merchant is consistently bringing in revenue regardless.

How much the merchant can get depends largely on how much revenue they are bringing in via credit card transactions. Ordinarily, the processor will allow them a loan of between roughly 80% and 120% of their monthly credit card sales.

What do you need to sell a merchant cash advance? - Selling merchant cash advances doesn't have to be hard, but there are a few key things that you will need. First of all, your processor will have to have a cash advance program, ideally one with the possibility of syndication (which is when you are able to also invest your own money). Next, you will need a merchant that is bringing in at least $5,000 or so in credit card revenue every month. The processor also won't consider the business unless it has been running at the very least for 12 months and has a record of processing credit cards for at least 6.

How do you find merchants that need cash advances in the first place? - Of course, not all of the merchants that fit the description above will actually need a cash advance. Really, it is a very all-or-nothing issue with not a lot of space in between: a business either needs cash quickly, or it doesn't. Because of the high interest rate, most business owners wouldn't even consider a cash advance of this kind unless they were hurting for a large lump sum of money.

The best way to find these kinds of merchants is to simply ask the ones that you're already working with. Let them know that you offer these kinds of short term loans, and that you can have the money to them within days, instead of weeks or months like the banks. Network with as many merchants as you can, even those with whom you currently don't work with, and make sure that people are aware that you can bring them the liquid cash that they need as quickly as possible.

How do you present the cash advance to clients? - Selling merchant cash advances is like any other kind of selling in that the presentation is important. Be mindful not to insult your client. The best way to bring up the issue of cash advances is probably when you are consulting with a merchant in order to sell them some other service.

For example, if you are working with a merchant to sell them on a new contract with your processor, mention that you offer merchant cash advances as well. You will find that most of the merchants aren't interested, and this is expected.

Do not push it because the fact of the matter is that most merchants genuinely have no use for this kind of loan, and are understandably wary because they are expensive. However, if the merchant's ears seem to perk up a the prospect of a quick loan, this probably means that he does indeed need some money. Tell him that you can help his business grow and emphasize the ease of this kind of deal. Mention as well that you will be able to help him through the process in person, and that you can take care of much of the paperwork. Make it as easy as possible for the merchant, and try to get them the best deal if you can.

What can you expect to make when you're selling merchant cash advances? - How much you make really depends on a number of factors and also on how much of your own money you're willing to put in. In terms of commissions, this varies a lot between processors as well, and every one of them is different, so make sure to ask ahead of time before you sign up for a program. Typically, though, the higher the factor, the higher the percentage of your commission will be. Also, if the cash advance is for a very short-term period—say, 3 months—your commission will also be higher because the processor is taking less of a risk.

Does selling merchant cash advances sound like something you would like to try? It all comes down to finding the right merchants in need and partnering with a worthwhile merchant services company.


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    © Shaw Merchant Group, LLC. Our goal is to gather accurate, updated information and assist you in your research. We recommended that you check with your service provider or financial institution directly and get independent financial advice before making any commitments or business decisions. 

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