Book Contents

I Introduction
Basic Concepts
Merchant’s Costs
What Merchants are Paying For
Guidelines for Card Acceptance
Durbin Aftermath
PCI Overview
EMV

 

II MLS Development
Legal Strategy for MLS
Information Is Power
Success Playbook
Ethics and Value
Navigating Interchange
Statement Analysis
Switches
PCI
Building a Million-Dollar Portfolio
Underwriting and Fraud
Hiring a Web Designer
Associations

 

III Finding Prospects
Prospecting
Online Presence in 24 Hours
Marketing
Finding a Networking Group
Ideal Referral Partner
Making Networking Work
Six Apps to 60/month

 

IV Selling Process
Laws of Selling
Cold Calling
Phone Sales
Gatekeepers
Consultative Selling
High Risk Merchants
Completing The Application
Customer Service

 

V. Terminals & Gateways
Placing Terminals
Renting vs. Leasing
POS Systems 2
Mobile Payments
Gateways

 

VI Added Value
Check 21 & ACH Processing
Gift Cards
ATM

 

VII. ISO Topics
Legal Issues for ISOs
Opening a Sales Office
Sales Office

 

Appendix A
Recommended Training

 

Appendix B
Recommended Reading

 

Appendix C Products
SaberPay

Study Guide Available