Author: David Matney

Have you ever met someone, had a conversation, and then you part ways only to know that there is a possibility you will see them again? When you do see them again, do you struggle to remember much in regards to the conversation? You see that specific person, and are hoping they do not address you by name since you cannot remember theirs?

This use to be a huge issue for me especially when I would meet someone new in a meeting, have a conversation about their past year and family, but yet forget about almost all of it by the next time I see them.

There is a system I heard about at a chamber meeting with speaker Joel Brown who claims that it may sound crazy, but it works wonders and all we need is a voice recorder.

Here are three easy ways to impress someone by remembering things about them by speaker Joel Brown:

1. Record yourself speaking about the subject of interest after the interaction happens

An example is when going on a date and learning something new about them, I would leave at the end of the date, take out my voice recorder on my phone and repeat anything that I could remember from our conversation such as names, dates, employment, cute quirks, or even her favorite things.

This allowed me to go back and listen to the recording before I saw her again, so when we spoke, I would use more personable words that the majority of people would not remember, but I did. For example, instead of saying “How is your brother doing?” I would say “How is [insert name of brother]?”

For most people, family is very personal, and so remembering the little things such as their names, takes one a very long way. This created a sense of trust, comfort, and feeling as though I was different than the “other men” they had dated.

2. Engage in active listening

This might seem obvious, but I am shocked when I see how many people are engaged in passive listening, or are thinking about what they are going to say while the person they are speaking with is talking. When one actively listens, they fully concentrate, understand, respond and then remember what is being said.

An example is that someone may ask someone “How was your day?” After the person responds, they reply not with a follow up question about their day, but bringing back to conversation to them. This is a big no no. One must inquire if they say “My day was good,” then ask “Why was it good!” “What was the best part of your day?” Have them talk more so you can truly understand why their day was good.

3. Ask questions

Make sure to always ask questions. I have realized that the more I am focused on the conversation, the more I can ask follow up questions without forcing the conversation. One’s goal should be to ask such great follow up questions that the person they are speaking to does not realize that they are still talking. Before they know it, you will know much more about them than they do about you, and that keeps you interesting and mysterious.

Everyone wants to feel valued, loved, and cared for, so by using this technique, you will remember specific details about your conversation that will astonish the other person.

They will find that you are different and actually care, which is the whole purpose of recording whatever details you can remember after the conversation. Be different so that you can be unforgettable to everyone you meet.

“Judge a man by his questions rather than by his answers.” – Voltaire

Joel gave us 3 good points that I know I’ve been guilty doing. How about yall

Happy Selling,

David

Never allow fear to stop you from achieving your dreams. We all have fears. The philosophy that we must adopt is “Be afraid but do it anyway.”

It’s important to recognize that fear is actually part of the process. I remember when my youngest grandson had just turned one and he was in the beginning stages of walking. It was so wonderful to experience to watch him. When he falls, he just gets back up. Nothing in his mindset says ”I don’t think this walking thing is for me.” He has fear but he’s committed to walking. He falls down, but he always gets back up.

Reframe the fear in your mind and realize that fear and setbacks are just temporary. Failure is part of success, and will result in opportunities for all of us to become better. In order to achieve great things, we must step out of our comfort zone. When we do that, the typical emotion is fear. Recognize that it is part of the process and go out and do it anyway. Do not allow fear to stop you in your tracks.

When you realize that fear is part of the process, you must look at the big picture. Instead of focusing on your fear, start focusing on what you accomplished in reaching your goals. Think about how you would feel and how your life would change. Instead of thinking about the fear, start thinking about your vision for success.

Start thinking about some of your previous accomplishments. Whether it’s sports or the business world. In the beginning, you experienced fear and being uncomfortable but you did it anyway. Start making a list of some of your accomplishments and take a look at that list anytime fear starts creeping in. You’ve overcome fear before and you will do it again.

Think about whatever task or opportunity is scaring you. You have an incredible opportunity staring you right in the face. You see others achieving incredible success. This is your time. It’s OK to be afraid but it’s time for you to make it happen. Invest whatever time or energy it takes. The more prepared you are, the fewer reasons you will have to be afraid.

Success involves taking risks. There will never be a better time to take the leap than right now. If you have a dream in your mind, there’s a reason for it. Do not waste this opportunity. Learn everything that you can about your opportunity. Find the people who are in life where you want to be and do what they do. There are no short cuts and it’s time for you to make that 100% commitment.

You are not alone, and your fears are not unique. Transform those fears into power. Never allow fear to bring you down. Give yourself the push you need to move to the next level. This is your time. Be afraid and do it anyway!

Happy Selling,

David

When it comes to attaining success, we all hear the words ‘motivation, inspiration, and dedication’. These words are important when it comes to achieving our dreams. To simplify it, inspiration is what you want and motivation is how badly you want it.

Dedication is the commitment that you make in order to achieve what you want out of life. Any form of achievement, no matter how big or small, can only be accomplished through DEDICATION.

Motivation provides the fuel to get going which inspires you to get started. However, in order to have long-term success, it takes full dedication and commitment.

Getting motivated and inspired is an important part of your success plan. But, ultimately, it’s the dedication to your goals that will make the difference. Dedication means a daily commitment and direction.

You must have a disciplined daily schedule to drive further than the previous day. There will be days when you just don’t feel like making it happen. Remember that your feelings have nothing to do with it. There will be days when you have challenges and nothing seems to be going right. When this happens, most people throw in the towel and give up on their dreams. You must remember why you began in the first place and, no matter what, never give up!

For days when you are not inspired, you must make maximum use of your time and prepare yourself. This means adopting dedication to your schedule and your habits. If you want to accomplish big things, you have to be 100% dedicated to the goal.

Dedication is the quality that you put into your work on a daily basis. That dedication will make achieving your goal much easier and faster. To be a master at your skill, it will take the total effort of your heart, mind, and soul working together. With hard work and dedication, great things are possible.

When you think of individuals who are at the top of their game, you will notice that all these achievers are people that have made a strong and deep dedication to pursuing their goals. Success is not a sprint. It is a marathon. And you must dedicate yourself to doing what it takes in order to have success.

There will be moments when you feel like giving up. Those are the times that you must decide to make every second count and choose to persevere. Success is all about dedication. At this point, you may not be where you want to be in life, but let me assure you that your future looks amazing because of your dedication.

Keeping your vision and your dreams alive will allow you to accomplish great things. Here’s the bottom line… In order to excel in anything, you have to be completely dedicated to what you are doing. There are no shortcuts to success. You must be prepared to work hard and learn through the difficult times. Your goals are worth it.

It’s time to achieve them with a 100% dedication. So this week, write out your short term and long term goals and put together a plan. Get inspired, get motivated, but, most importantly, get 100% DEDICATED!

Happy Selling,

David

Can you still prospect in the months of November and December? Absolutely! Yes, you can. 

Putting in the effort now boosts your fourth quarter, while simultaneously setting up the new year for success. Let’s walk through 10 strategies and approaches that you can use to prospect during the last part of Q4.

From the home office in  Pumpkintown, South Carolina 

Here are The Top 10 Prospecting Hacks for November and December… 

10. Break the Routine

Do things differently. Now, I’m all about having a schedule and staying focused, but never hesitate to break the routine this time of year. That means I may be making calls Friday afternoon, or at eight o’clock in the morning. I’m going to break the routine in how I reach out to people because again, schedules change. Be prepared for that. 

9. Lost customers

They left you because they weren’t happy. Don’t think for a moment that you can’t reach back out to them. In fact, you need to, because the end of the year is the best time of year. 

People begin to evaluate. Imagine hearing, “Yeah, you’re right. We left you guys. We weren’t happy with you, but we went over here. You know what? They’re not any good at all. We need to talk.” 

Year end is a great time to pick up lost customers.

8. Lost deals

You may have had an unbelievable opportunity in the first quarter that you didn’t get, and went to somebody else. Call that customer up. “Hey, how’s that working out for you? I want to find out because we are here to help you.” It’s amazing how much business you can pick up which isn’t involved in that other contract. 

7. Reach out to old customers

Old customers may be buying from somebody else and then suddenly they need you. Yes, even that is prospecting because I’m creating opportunities! You won’t know unless you contact them.

6. Speed meetings

Q4 is not the time to say, “Hey, what’s your calendar look like a couple weeks from now?”  Speed meetings are, “Hey, have you got 15 minutes tomorrow?” 

Think 15 minutes this afternoon, or 20 minutes now. What you don’t want them to say is, “Why don’t we just touch base after the first year.” 

5. December holidays. 

The last two weeks of the year are always weird. This year for instance, Christmas and New Year’s each fall on a Sunday. So the holidays are going to bleed into Mondays. It’s going to mean a lot of disrupted weeks. Just like Thanksgiving week, it’s an excellent time to be making calls. Yes, a lot of people are out, but there will be people you do get a hold of. What a way to jumpstart the first quarter! While most people are just starting to get going, you’ve already got meetings on the calendar. Focus on businesses that aren’t as busy, Tire shops, auto repair, storage units, car dealerships plus many more. 

4. The personal touch

Let’s say you see somebody make a comment somewhere, perhaps on Facebook or Linkedin. Well, you add a personal touch, you add a personal comment back. People’s mindsets shift during November and December and they’re far more open to personal conversations. Take advantage of it. 

3. Thank you calls

You may send out holiday cards, you may send out Christmas gifts, whatever it is. But what I love doing is picking up the phone and calling people and saying thank you. I do this with existing customers, people who perhaps used to do business with me or people I just know. It creates conversation, and from that–opportunities. Prospecting is all about creating opportunities!

2. Holiday hours

Here’s a fun trick Call and let your prospects know your hours, you can call a prospect and say, “Hey, I want to let you be aware that we’re going to be open X day, X time.” You communicate with prospects because they may be buying from a different supplier (and they’re going to be closed!)  Cha-ching. It’s an easy way for you to pick up additional business. 

And the # 1  Prospecting Hacks for November and December is….

1. Thanksgiving week

Believe it or not, it’s a great week to prospect. Why? Because so many people are on a different schedule. There are a lot of people off. I get it. That means meetings that normally occur don’t happen. So I can make phone calls on Thanksgiving week and I can have conversations with people that I don’t normally have the ability to reach. They answer the phone because they’re willing to talk, willing to have a conversation. This is especially true for higher up people that you don’t normally have a chance to reach.

Have a great weekend,

David

In the dynamic world of sales, the battle isn’t just between us and our potential merchants —it’s often within the confines of our own minds. Self-doubt and inner voices can be relentless adversaries, but mastering this internal dialogue is the key to unlocking unparalleled confidence and success in the sales arena.

Let’s look into strategies tailored for salespeople to overcome the voices in their heads and close deals with unwavering assurance.

1. Recognize the Salesperson’s Inner Monologue:

Sales professionals are no strangers to the inner monologue that questions their pitch, value, and ability to close deals. Acknowledge these thoughts, dissect them, and understand that overcoming them is a crucial step toward success.

2. Reframe Objections as Opportunities:

Transform internal objections into opportunities. Instead of seeing obstacles, view them as chances to showcase your problem-solving skills. Every objection is a stepping stone toward a more refined pitch and a stronger client relationship.

3. Confidence through Preparation:

Confidence is born from preparation. Arm yourself with in-depth knowledge about your product or service, anticipate objections, and rehearse your responses. A well-prepared salesperson exudes confidence, both to clients and to themselves.

4. Harness the Power of Positive Affirmations:

Integrate positive affirmations into your pre-sales routine. Affirm your value, expertise, and ability to close deals. These affirmations act as a powerful mental preparation, setting the stage for a confident and successful sales presentation.

5. Embrace Rejection as a Stepping Stone:

In sales, rejection is inevitable. Rather than letting it fuel self-doubt, embrace rejection as a stepping stone to improvement. Learn from each “NO,” refine your approach, and recognize that it brings you one step closer to a successful “YES.”

6. Visualize Success:

Visualization is a potent tool for overcoming self-doubt. Before meetings or presentations, take a moment to visualize success. See yourself confidently presenting, addressing objections, and closing deals. Positive visualization lays the groundwork for actual success.

7. Seek Mentorship and Support:

Connect with seasoned sales professionals or mentors who understand the challenges of the field. Share your concerns, seek advice, and draw inspiration from their experiences. Knowing that you’re not alone in facing these challenges can be a game-changer. Let me know how I can assist you grow your business.

8. Continuous Learning for Continuous Confidence:

The sales landscape evolves, and so should you. Invest time in continuous learning—stay updated on industry trends, sales techniques, and communication strategies. A well-informed salesperson is a confident salesperson.

Overcoming the voices in our heads as a salesperson is not just a personal victory; it’s a strategic advantage. By conquering self-doubt, we enhance our ability to connect with clients, articulate our value proposition, and ultimately close deals with confidence. Remember, in the world of sales, the most convincing pitch often begins within.

Happy Selling,

David

If my objective is to go someplace and I don’t have a map, how will I know when I get there? 

You’d be just as lost in prospecting without a plan. No need to get frustrated, remember, great salespeople own it. They don’t create excuses.

Whether your plan is bad, or nonexistent, here are five easy steps to building one that works.

1. Don’t blame others. 

Even if you don’t have a plan currently, that’s your job.  Don’t say, “Well, my boss hasn’t given me a plan.” No, that’s not your boss’s job. It’s your job. 

You know what you need to do. You know that you need to get X amount of business. Then go get it. 

2. Set small goals that you can achieve. 

Let’s say your plan is to be earning at least a million dollars a year in one year. That’s probably not doable short-term, right? It’s not doable. However, if I set a plan that says I’m going to earn 50,000, 100,000, 150,000, 200,000, whatever it is, during the first year and next year, I make a goal to earn X. That’s how you do it.

I’m going to set small goals I can achieve to create momentum.

3. Build a simple plan and stay focused. 

So many times I see salespeople overcomplicate things. As a result, they become held hostage by their own plan.  There’s a great book out called Checklist Manifesto, and it talks about how the best checklists just have three or four items. That’s it. Because if you get more than three or four items in there, nobody follows the checklist. 

A simple prospecting plan is just three or four steps and it allows you to stay focused. 

4. Rinse and repeat. 

The best prospecting plans are ones that you just do over and over. They’re totally repetitive, which allows you to develop a routine, a system. 

5. Think 3x your sales cycle. 

Too many people build a plan, get into it for a week or two, and find it doesn’t work. Then they throw it out, as well as the next plan and the next one.

You don’t know if your plan is going to work or not unless you have executed it for at least three times the length of your average sales cycle. So if your average sales cycle is three months, you need to build your plan and not change it for nine months.

You’ve got to get enough reps in to really see if it’s going to work.

Happy Selling,

David

 

Listen closely and I’ll tell you a tale Of an epic and gruesome salesperson fail. Heed my warning and you won’t face doom. When dealing with leads, don’t ever assume…

Where it all began… Once, I encountered an exciting lead that seemed like a slam dunk. It seemed like the cards were in my favor that day… but I never suspected how horribly things could go.

I called the company line and was greeted by a friendly woman who informed me that my prospect — let’s call him Tim — wasn’t in the office. When I asked about the best time to reach him, she kindly offered up a number I assumed was his direct line. At this point, I was just starting out and forgot the Golden Rule in sales: “never assume.” 

Where it all went wrong…

I excitedly dialed the number and waited patiently to the ringing on the other end. Unfortunately, I got voicemail, and that voicemail uncovered the number was a personal cell number. It threw me off, so I decided against leaving a voicemail.

During my lunch hour, Tim called me back from his cell and didn’t leave a message either. It was official: we were playing phone tag. This game is lighthearted when between friends or family members, but it can be extremely annoying when you have no idea who the other person is or why they’re calling.

However, Tim’s company was a great fit, so I opted to call him back on his personal line…

I spent about four minutes absorbing his rant about the absurdity of calling his personal cell and how I was “playing games” with him. He did not understand that the number was given to me by his office administrator — or even what “phone tag” was.

Eventually, I found the nerves to politely hang up and spent the next 10 minutes shaking and replaying the call in my head. 

The spook-tacular call.

So there I was, sitting straight in my chair, ready for Tim and the chance to end this game of phone tag. He picked up after only one ring and I jumped right into my explanation of why I was calling. I identified myself, told him how I got his number, and made a casual joke about playing phone tag. Apparently, Tim did not think I was very funny — in fact, he immediately started yelling at me.

The Lesson Learned.

I certainly learned a valuable lesson from this sales horror story: Never assume and always leave a voicemail — that way, you’ll cover your bases and avoid the potential for flip outs like this one.

Happy Selling and Happy Halloween,

David

All of us will experience pain at some point in our lives. Pain is inevitable. The good news is that pain does not have to be something negative. Pain can be turned into something very positive if we learn something from it. The truth is, pain can be a very powerful motivator.

If we choose to use our pain to help us make changes, we can create a passionate and powerful life. Pain can drive us to achieve our goals and create the life that we truly want. All of us will go through difficulty and we will feel pain. That does not mean that we are defeated.

Pain is an inevitable part of being human. We must understand that challenges and difficulties are part of the process. Do not think of pain as a negative thing. Instead, use pain as a tool to help you achieve your dreams and goals.

Make the decision to transform your pain into passion and power. Far too many people think that if you are going through pain, you cannot be feeling pleasure at the same time. The truth is pain and pleasure can coexist. This is why it’s important to use pain as a motivator for success. Take a moment and reflect on how you felt when you made great accomplishments. I am sure you felt a sense of pleasure. When we achieve our goals, it’s a great feeling, which motivates us to do even more things that will give us positive emotions.

Pain works pretty much the same way. When we go through a difficult time, we are often motivated to take action and to do something about it. Pain can be a powerful motivator. If you’re not happy with your current situation, you may be motivated to change it.

Everyone that has achieved high-level success will tell you that the road was full of difficulty and pain. They did not allow the pain to win.

They used that pain as a motivator toward reaching their goals. Going forward, understand that pain is part of the process. Do not be afraid of pain and do not avoid it. Use it as a motivator to reach your goals and achieve greater success than you ever thought possible.

So when you’re going through pain, assess the situation and see it as an opportunity for growth. You can turn that pain into pleasure. Don’t run from it. As a matter of fact, embrace it. You will be amazed what you can achieve.

So when you’re feeling pain, remember, that’s normal and it’s necessary. Embrace both pain and pleasure along your road to success. You will find that you need both pain and pleasure to achieve your ultimate goals. Your future looks amazing. Keep plugging away and enjoy your success journey!

Embrace the pain and you see the gain! 

Happy Seliing,

David

Selling merchant services is a rewarding profession that requires dedication, resilience, and a constant drive to excel.

As the end of the month approaches, salespeople often find themselves in the hot seat, working tirelessly to meet their targets and close those crucial deals. The final day of the month can be a make-or-break moment, a time when every call, every pitch, and every interaction counts more than ever.

To inspire and empower salespeople to give their all on this pivotal day, we’ve put together a collection of motivational quotes that will ignite your passion, boost your confidence, and help you seize every opportunity.

Let these words of wisdom propel you toward sales success and closer to your goals.

From the Home Office in Bird – In- Hand, Pennsylvania Here are the

Top 10 Motivational Quotes to Crush It on the Last Day of the Month

10. “The harder the battle, the sweeter the victory.” — Les Brown

In the world of sales, challenges are a constant companion. However, it’s important to remember that every hurdle you overcome brings you closer to achieving your goals. Embrace the difficulties as opportunities to learn and grow, and know that the victories awaiting you are worth the effort you put in.

9. “You miss 100% of the shots you don’t take.” — Wayne Gretzky

Fear of failure can be paralyzing, preventing you from taking necessary risks. Remember that each call, each pitch, and each conversation is a shot at success. Don’t let hesitation hold you back; embrace every opportunity with enthusiasm and determination.

8. “The only limit to our realization of tomorrow will be our doubts of today.” — Franklin D. Roosevelt

Doubt can be a powerful barrier to success. Believe in your abilities, trust your training, and know that you have the skills needed to excel. By banishing doubt and focusing on your strengths, you’ll be better equipped to face any challenge that comes your way.

7. “Success is walking from failure to failure with no loss of enthusiasm.” — Winston S. Churchill

Not every interaction will result in a closed deal, but each one provides valuable insights. Every “no” brings you closer to a “yes.” Maintain your enthusiasm and determination, even in the face of setbacks. Your resilience will set you apart and drive you toward success.

6. “The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack in will.” — Vince Lombardi

In the final hours of the month, your willpower can be your greatest asset. Success often requires pushing through exhaustion and giving your all when it matters most. Your determination will shape your outcomes, so stay committed and driven until the very end.

5. “Pretend that every single person you meet has a sign around their neck that says ‘Make Me Feel Important.’ Not only will you succeed in sales, you will succeed in life.” — Mary Kay Ash

Building meaningful connections is at the heart of successful sales. Treat every interaction as an opportunity to make someone feel valued and understood. By prioritizing the needs of your clients, you’ll not only close deals but also foster lasting relationships.

4. “The secret of getting ahead is getting started.” — Mark Twain

Procrastination can be a salesperson’s worst enemy. Use the final day of the month as a rallying point to kickstart your efforts. Break down your tasks into manageable steps and take action immediately. The sooner you begin, the closer you’ll be to achieving your objectives.

3. “You can’t have a million-dollar dream with a minimum-wage work ethic.” — Stephen C. Hogan

Dream big, but also be prepared to work tirelessly to achieve your goals. Success rarely comes without hard work and dedication. Push yourself beyond your comfort zone and exceed your own expectations.

2. “The successful warrior is the average man, with laser-like focus.” — Bruce Lee

Focus is the key to accomplishing great things. On the last day of the month, eliminate distractions and concentrate your energy on tasks that directly contribute to closing deals. Your unwavering focus will yield remarkable results.

And the #1 Motivational Quotes to Crush It on the Last Day of the Month is…

1. “The secret to success is to know something nobody else knows.” — Aristotle Onassis

In the competitive world of sales, knowledge is power. Continuously educate yourself about your industry, your products, and your customers. The more you know, the more valuable you become to your clients, and the more successful you’ll be at closing.

Use these quotes to motivate you to crush the last few days of October!

Have a great weekend,

David

All of us are lazy at times.  We can’t always go, go, go and constantly work.  The way we use inactivity or laziness will differentiate us.

Here is a very important concept for building a business.  Understand the difference between these two totally different things:  

1.  Working IN your business 

2.  Working ON your business.

To work IN your business, you must first and foremost be an employee.  Whether you are a W-2 employee or an independent contractor, think of it as a job.  You are the owner and employee of  your business.

Now let’s discuss the other side of this concept:  working ON your business.  There is only a certain level of success which can be achieved by working IN the business.  Then time must be set aside to work ON the business.  The time comes in a single member organization to wear both the employee and the manager hats.  Take time to think about the organization itself, how to delegate things, how to create new procedures, thinking outside the box about changing the structure of your business.  There are some pitfalls of being the only worker in an organization.  By working IN your business on and on, day after day, you’ll get burned out. 

You may be saying, “I’m making sixteen sales a month and can’t seem to make any more than that.  I have customers for whom I need to care.  I have other things going on in my life.  I’m making decent money, but how do I get past this?”

• First, continue working IN your business as you have been.

Continue making those sixteen sales every month and working the same hours.  If you’re burned out and feel you can only give ten hours a day [or whatever number], do that.  But then take thirty minutes or one more hour and work ON your business.  Do this at the beginning of your day when you’re still fresh.   Prospecting, closing deals, and paperwork become so mundane that you could probably do those in your sleep at this point.  Now take some time every morning to think –

*Is there something that I could delegate?

*What daily tasks could I pay someone $10 or $12 an hour to do?

*How can I put procedure in place?  What is step one, step two, etc?

*Think on creating the work load you can delegate.

That is called working ON your business!  There are going to be pitfalls during this transition…

• Hire your first employee. I have used Fiverr and Workup for virtual assistants.  Maybe you have a friend who could do it as well. 

Your mind will be filled with all kinds of bad scenarios when you hire the first person.  You’ll be terrified he/she is going to make a mistake.  Let me save you a lot of time and heartache by assuring you the first new hire WILL make a mistake – every possible mistake you could imagine and other mistakes you didn’t even think of!  That IS going to happen when you hire your first person.  Just embrace it and enjoy the exciting transition.  Making mistakes is awesome; it means we are learning, growing, and expanding.

• Delegation

Don’t delegate a core task to new hires.  For a sales professional who is successfully selling, the new hire should not be the person who closes deals.  If he/she sucks, then you just ruined your whole business!  No, no, no – have the new hire do the paperwork when you close the deal.  Or have him/her do the follow-up phone call.  After establishing procedures and taking the new hire with you a few times, have that person eventually do installation.  Another possibility would be hiring someone to go prospecting for you.  Unless you plan to pay somebody as much as you are making, don’t expect your new hire to do everything as good as you would!  You probably want to hire someone younger and less experienced.  Pay a new hire $25,000 to $35,000 a year while you train him/her.  Then increase the compensation as his/her value to the organization grows.

Think about making a procedure for delegation.  Know where it’s written down or where the screen shot video is.  Then you’re prepared to plug the next new hire right in by saying, “Watch these four videos.” Or “Read these procedures and let me know if you have any questions.”

• Resentment toward your new hire will set in.

You’ll feel the new employee is stealing your attention from more important tasks.  This is a bold-faced lie which every leader faces when hiring begins.  The feeling is, “Why am I spending two hours with this person to help him/her learn how to do something I knew how to do six months ago?” (I learned this the hard way) You don’t ever want to have to do that job again.  So, you must delegate it to be free of it!  Then create a procedure through that delegation process.  When your new hire inevitably moves on and leaves the organization, the next delegation will be even easier.

• Lack of communication.

Lack of communication with your employees is absolutely an irrevocable death sign for your organization.  Without communication your business cannot grow; it will die.  The business will rise no higher than the leader.  The organization will make no more than those sixteen sales you were getting before hiring.  Maybe there’ll only be fifteen sales, instead, now that you’re also dealing with new hires.  You’re wasting time with the new hires if not really communicating with them.

In summary, leverage your laziness by converting thirty minutes to an hour to work ON your business.  That’s the key to growing your organization to the next level. 

Keep working IN your business just as zealously.  Decide how to delegate the things you’ve created which are successful. 

Wear the employee hat AND the manager hat.  You will be set for success!

I hope these tips help you grow your merchant services business.

Happy Selling,

David