Sales Agent. Fast Start Training Part 1

Transcription

1 Sales Agent Fast Start Training Part 1

2 Our Business Partnerships and Credentials Retriever Merchant Solutions is a registered ISO/MSP powered by National Processing Company (NPC) and sponsored by Fifth Third Bank. We are proud of these long-standing, high-caliber business relationships. National Processing Company (NPC) Retriever Merchant Solutions enjoys a long-term relationship with NPC, a Vantiv company. Together, the NPC and Retriever Merchant Solutions partnership continues to serve primarily small and medium enterprise (SME) merchant processing businesses. Fifth Third Bank Our ISO/MSP sponsor is Fifth Third Bank, a financial organization with a storied past tracing its origins to The name comes from the union of two banks in 1908.

3 Leads Plus Marketing System Leads Plus National Sales Program Purchase 30,000 New Business listing Outside Sales Program Selling existing merchant New Business Listing 1. No Competition 2. Lots of no answers 3. It wasn t a new business?

4 In 2009, $1.843 TRILLION worth of purchases were made on Visa, MasterCard,andDiscover cards how much of that went to your business? There are million credit cards held by American consumer. If you re not accepting cards, you could be losing out on a lot of business As of 2009, the average cash transaction was only $32, compared to $75 for credit cards

5 Visa Pricing All pricing is built on Inter change Cost Pricing Three Pricing Platforms Tiered Pricing - Flat Pricing- Interchange Plus Tiered Pricing 3 levels of pricing Blended Rate Effective Rate 1.09% Mid- Qualified Keyed Transaction.89 points Non-Qualified add 1.29% Swipe Transaction Rewards Card Business Card or other Flat Pricing Square / Pay Pal 2.75 %

6 FREE PREMIUM SOLUTION Minimum Requirements bill to merchant (Revenue Share): Equal to or Greater than Tiered pricing: Card Present (Retail, Restaurant, etc.) Blended Qualified Rate - Split Rate Qualified (Check Cards) Split Qualified Rate (Credit Cards) - Card Not Present (MOTO/Internet) - Blended Qualified Rate 1.09% + Assessments pass through 0.55% + Assessments pass through 1.58% + Assessments pass through 1.64% + Assessments pass through Split Rate Qualified (Check Cards) 0.95% + Assessments pass through Split Qualified Rate (Credit Cards) 2.08% + Assessments pass through Mid-Qual bump % Non-Qual bump % Authorization Fee - $ 0.03 Dial Up/ IP Plus Interchange Per Item Pass Through Visa/MC/Discover Credit - $ 0.10 Visa/MC/Discover Check Cards - $ 0.22 Interchange plus pricing: Interchange, Dues & Assessments - Pass Through Basis Points - Authorization Fee - Monthly Basic Service Fee: (cost to rep $ 5.00 plus postage) - $ 5.00 Monthly Minimum: (cost to rep $ 0.00) - $ External PIN Pad - Optional Debit Trans Fee: - $ 0.10 plus network acquiring fees Debit Gateway Fee: (cost to rep $ 5.00) - $ or more $ 0.03 Dial Up/ IP

7 Cost Plus Pricing

8 Corporate Pricing Platform Visa MasterCard Interchange Rate Table Interchange is baseline cost to process payments Everyone pays Interchange fees to process, including banks and resellers It s a Flat Rate over Interchange Priced like associations, corporations and national chains Interchange Cost Plus Pricing means you know to the penny what is charged on your processing Click on Interchange.

9 Interchange-plus pricing Larger and more sophisticated merchants usually have their merchant account services priced on an interchange-plus basis. This means they pay a specified markup over and above the interchange costs, as opposed to the typical threeor four-tiered pricing models. For example, interchange plus.40 basis points is not uncommon. In this instance, a merchant processing $100,000 in bankcard volume would yield $400 per month in gross profitability before the revenue share.

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12 Cost Plus Program 40 bases points 0.40pts of $1000 =$4.00 dollar Interchange 1.59% plus 0.40 pts = effective rate of 1.99%

13 FREE PREMIUM SOLUTION VeriFone Vx520 or Vx510 or Vx570 Dual Comm & Smart Card Capable & Optional VeriFone PIN Pad 1000SE or ViVotech; or PC Charge Pro; or Datawire MicroNode Device Minimum Requirements bill to merchant (Revenue Share): Equal to or Greater than Tiered pricing: Card Present (Retail, Restaurant, etc.) Blended Qualified Rate - Split Rate Qualified (Check Cards) Split Qualified Rate (Credit Cards) - Card Not Present (MOTO/Internet) - Blended Qualified Rate 1.09% + Assessments pass through 0.55% + Assessments pass through 1.58% + Assessments pass through 1.64% + Assessments pass through Split Rate Qualified (Check Cards) 0.95% + Assessments pass through Split Qualified Rate (Credit Cards) 2.08% + Assessments pass through Mid-Qual bump % Non-Qual bump % Authorization Fee - $ 0.03 Dial Up/ IP Plus Interchange Per Item Pass Through Visa/MC/Discover Credit - $ 0.10 Visa/MC/Discover Check Cards - $ 0.22 Interchange plus pricing: Interchange, Dues & Assessments - Pass Through Basis Points - Authorization Fee - Monthly Basic Service Fee: (cost to rep $ 5.00 plus postage) - $ 5.00 Monthly Minimum: (cost to rep $ 0.00) - $ External PIN Pad - Optional Debit Trans Fee: - $ 0.10 plus network acquiring fees Debit Gateway Fee: (cost to rep $ 5.00) - $ or more $ 0.03 Dial Up/ IP

14 Equipment Solution Funding

15 Give it away Free Earn $ per sale! No set up fees Blended Rate of 1.09% and 0.10 cents per transaction $5.00 statement-$25.00 minimum Give away 5 per week and earn $ Dollar! Plus Residual Income! On every transaction

16 Residuals Report Sales Agent Commissions! $1100 per year Residual! In two to Three Years You can Build a Six Figure Yearly Residual Sales Agent receive 50% residual on all fees collected How would like to earn residuals on accounts every month!

17 Equipment Leasing Funding 48 Month Term Score Factor Preferred Tier A Tier B Tier C Tier D & E Month Term Score Factor Preferred Tier A Tier B Tier C Tier D & E Month Term Score Factor Preferred Tier A Tier B Tier C Tier D & E

18 Lease Funding Funding Lease Funded Funding Equipment Agent Ratio amount 80% Cost Comm P $49.95 $1752 $1402 $350 $1052 A $49.95 $1693 $1354 $350 $1004 B $49.95 $1637 $1310 $350 $960 C $49.95 $1536 $1229 $350 $879 D-E $49.95 $1042 $834 $350 $484

19 Marketing & Sales Part 2

20 Log on to leadsplus.us Business Resource Center Auto-Dialer Login

21 Sales Presentation selling Free Terminals over the phone This is from merchant services How are today? May I speak to the owner of the business? Great! We are the marketing company of Visa? Master Card and the reason for my call today is that we would like to send give you free information about accepting credit cards! We are offering right now a special promotion of a free set up and rate of 1.09% Is that something you might be interested in? Great! If you can grap a piece of paper and pen I will give so I can give you my name company information. First let me give you my name and phone # The name of my company is Retriever Payments we are a public traded company on the New York Stock Exchange, we are a A rated company with over 300,000 merchants.. You have heard of 5th Third Bank right? ok Well this how our program works you will be able to accept all major credit cards and debit though our New EMV terminal ( stands for Euro Visa Master card) at our New Rate of 1.09% and 10 cents per transaction and all sales though the terminal are deposited in your account the next day! Getting your cash from your sales the next day would help your cask flow right? In our program you have a $5.00 per customer service fee and are e required to do $25.00 in sales? I think you will do $2.00 in sales right? New here is the best part of our program...with our START TODAY PROMOTIONAL we can set up for free...and give you the new EMV terminal for Free! How's that sound to you? Great! So let summarize the deal by starting today we will waive all start up fees, give you a blende drate of 1.09% and you will be able to accept all major credit card and debit with next day deposited of your funds! Dose that sound like something you like to do? DO THE PAPERWORK!

22 Reaching Your Goals! 300 clicks = 2 sales leads 150 Calls 300 Clicks 100 % 90 % 80 % 70 % 60 % 50 % 40 % 30 % 20 % 10 % Hitting 100% of your goal everyday! Will separate you from Failure to Success! 300 clicks = 2 sales leads 10 prospects per week 40% closing ratio 4 SALES / $800.00! Day 1 Day 2 Day 3 Day 4 Day 5 Level of Success Don t be a Underachiever! Do not cheat yourself! Give yourself the best chance of success by staying strong in the learning curve!

23 Sales Script for statement Hi good morning /afternoon, my name is with National Processing Company. How are you today? Great. Now based on our records you are still accepting Visa / MasterCard for payments, Correct? Perfect! Are you are the owner of the business? Great! Let me ask you a question; Have you already up graded to the new EMV security credit card terminal that can save you up to $100 to $200 per month in processing fees? You have heard of Wells Fargo Bank haven t you? Well that being said, we can offer you good saving just by doing apple to apple comparison by just having you fax me your statement. You see Mr. your statement don t lie If you are getting over charged I can show you how to save you money. if you have a good deal, I will also tell you, and you wont have to look into this any longer. Just a couple of questions for you. know who your current processor is? Do you do in credit cards sales per month? Do you know name of your current terminal? BTW, do you own or lease it? Ok great! Ok grap a pen and paper and write down my fax number Make sure you fax me both sides of the statement or all the pages..very important Can you do that now for me? Conclusion: The idea here is to have the merchant fax the statement so you can evaluate how to approach the appointment. DO NOT TRY TO SELLL THE DEAL OVER THE PHONE!!! Send them to your emvnow.com website for more information

24 Existing Business listing Script Hello you do accept Visa and MasterCard don't you? Great This is You are the owner correct? (If not the owner) What is the owners name again? ( call back) Great I am calling on behalf of Retriever Merchant Services You have heard of Fifth Third Bank correct? Great! We are running a HUGE HUGE promotion on our EMV conversion package which allows to receive a ½ percent for processing visa and master card! Which in most cases will save you $150 to $300 per month YOU DO LIKE SAVING MONEY CORRECT? In addition,with this promotion will most likely to be able to also reduce a number of those garbage fees you see on your statement every month PCI and statement fees Which I am sure you would enjoy not paying for them anymore correct? Now I am only in the promotions department, but my senior account manager, has been in the business 25 yrs. and is a specialist in credit card processing. He will be in your area tomorrow, would you like more information on how to lower your rates and begin to save some money? Great What is better for you morning or afternoon to meet with mr/mrs One more thing before I set this appointment, You must have your credit card statement available for the meeting because without it we can help you Thank you and have a great day! For more information : emvnow.com

25 Building a Home Base Lead Generation Team As a team member of Leadsplus you will have access to use our state of the art auto - dialer 24/7 to help you generate sales prospect. But here is the good news.. For those of you who have the ability to hirer and recruit Leadplus offers a turn key training program to train your Lead generators! Imagine having one or two home base lead generators helping you create sales prospects! Leadsplus.us

26 Leads Plus Internet Auto-Dialer Generating Sales Leads is a easy as You Personal Sales 3 to 7 per month! $2500 to $7000 per plus residuals! 5 Sales in a month 1 Free License! 2 nd Free License! Monthly License fee $190.00

27 Placing Free Recruiting Ad s

28 Industry definitions of fees Have a great day in sales!

29 Qualified rate (credit) Interchange-based fees (discount rate) A qualified discount rate is the percentage rate merchants are charged whenever they accept regular consumer credit cards and process them in a manner that has been defined as "standard" by their merchant account providers. Typically, this requires that the cards be electronically swiped and the transaction settled within 24 hours. An average qualified rate is.0175 or 1.75%. Qualified rate for offline debit (debit/check cards without PIN entry) Some merchants prefer to not enter PIN numbers. Thus, processors may offer a reduced discount rate known as the qualified check card rate. This qualified discount rate is the percentage rate merchants are charged whenever they accept regular consumer debit or check cards and process them in a manner that has been defined as "standard" by their merchant account providers Typically, this requires that the card be electronically swiped and the transaction batched/settled within 24 hours. An average qualified rate is.0145 or 1.45%.

30 Mid-qualified rate Also known as a partially qualified rate, the mid-qualified rate is the percentage rate merchants are charged whenever they accept credit cards that do not qualify for the lowest rate (the qualified rate). This may happen for several reasons: A consumer credit card is keyed into a credit card terminal instead of being swiped. A special kind of credit card is used, such as a rewards card, foreign card, or business card. A transaction is held in the terminal or software without being batched within the specified amount of time (24 to 48 hours). A mid-qualified rate is usually.075% to 2.0% and charged in addition to the qualified rate. Nonqualified rate The nonqualified rate is the highest percentage rate merchants are charged whenever they accept credit cards. All transactions that are not qualified or mid-qualified will fall into this rate category. This may happen for several reasons: A consumer credit card is keyed into a credit card terminal instead of being swiped, and address verification is not performed. A special kind of credit card is used, such as a business card, and all required fields are not entered. A merchant does not settle the daily batch within the allotted time frame. A nonqualified rate is usually 1.25% to 2.50% and charged in addition to the qualified rate.

31 Monthly minimum fee The monthly minimum fee is a way to ensure that merchants pay a minimum amount in fees each month. If a merchant's qualified fees do not equal or exceed the monthly minimum, the merchant is charged up to the monthly minimum to satisfy the minimum fee requirements. Example: A merchant has a $25 monthly minimum fee. The qualified fees for the most recent month of processing total only $15. The merchant is charged an additional $10 to meet the monthly minimum Wireless gateway A wireless gateway is charged by a network offering wireless credit and debit solutions for on-the-go merchants. This fee is only relevant or charged when merchants are processing through a wireless device. The fees would typically be: wireless setup/activation fee ranging from zero to $100; monthly wireless gateway fee $12 to $20; additional wireless per item fee 5 to 10 cents. Debit access fee Some acquirers impose a monthly fee on merchants who are set up with PIN-based debit. This fee is usually less than $5 per month and is in addition to the PIN-based debit and network fees

32 Terminal repair/replacement Most acquirers offer a warranty program that extends repair or replacement coverage to POS equipment in the event of a failure Often POS equipment supplies, such as paper rolls or ribbons, are thrown into the package. The typical cost is $5 to $10 per location per month. Retrieval fees If a consumer disputes a transaction, a retrieval request is initiated. It takes the form of a letter requesting all hard-copy sales drafts and/or invoices to demonstrate the validity of the transaction This fee is typically charged whether or not the chargeback is successful and is not dependent on the chargeback amount. The typical cost to a merchant is $10. Chargeback fees An acquiring bank may assess a fee on a merchant when a chargeback occurs. The fee is typically levied only when the chargeback is successful. A typical fee is from $15 to $25 per charge-back.

33 ACH reject fee The automated clearing house (ACH) fee is imposed when a merchant's payment of monthly fees bounces for any reason. Annual fee This is simply an amount that is charged annually for maintaining the merchant account. Some acquirers charge this fee; others do not. A common amount is $195 per year. Payment gateway A payment gateway is an e-commerce service that authorizes payments for e-businesses and online retailers.an example would be Authorize. Net. It is the online equivalent of a physical POS terminal located in most retail outlets. Example payment gateways fees: The setup fee, including software or license, ranges from zero to $195. The monthly fee is $5 to $10; per item is 5 to 10 cents.

34 Reprogram, application, installation or setup fees Many MLSs charge a merchant an upfront, initial fee, which can have a variety of names, to establish the merchant account. In most cases this fee (when collected) is 100% profit to the MLS. Such fees typically range from zero to $195. Cancellation or early termination fees While controversial, most merchant accounts have some sort of cancellation or early termination fee. There is significant cost in setting up and maintaining a merchant account. This fee helps recoup some of those losses should a merchant cancel, especially in the beginning. It's my belief that cancellation or termination fees should be a fixed amount, such as $250, $395, or some other appropriate amount. Purchase: A merchant can buy the equipment. Lease: A merchant may prefer a fixed monthly payment for an extended period, as opposed to the initial capital investment a purchase requires. The average lease for POS equipment is 48 months Free placement: If a merchant agrees to the terms of the offer, a merchant can enjoy the use of POS equipment without specifically paying for it.