One Putt Could Change Your Life Forever
On Sunday, Oct. 16, 2005, I intently watched my TV as the PGA
Tour's Michelin Championship unfolded in Las Vegas. A golf pro
named Wes Short Jr., who had never won the tournament, was about
to win it, along with $720,000.
I thought, wow, this is amazing. One putt will change the
course of his life forever. One minute later, the announcer said
the same thing, and I immediately applied this principle to the
bankcard industry. Could one putt, in other words, one merchant
processing account, earn us this kind of money? My answer was a
resounding yes! I love the bankcard industry for many reasons,
the biggest reason being the freedom of choice it offers. We
choose our own path and write our own script for failure or
success. We can choose to reap the financial rewards, or we can
choose to complain that everyone else always gets the big breaks
and makes the big money. Our determination leads the course to
In many ways the bankcard industry is immune to the pitfalls
and prejudices that other industries face. This industry doesn't
care about the color of your skin or your faith or politics.
The industry marches on, relatively unaffected by interest
rates, or who currently holds the office of President of the
United States. It continues to grow, steadily, and gains
strength each year.
You may be wondering, who makes all this money in the bankcard
industry? The answer is surprisingly simple: hardworking people
from all walks of life, with a defined purpose and a burning
desire to succeed.
Did our PGA golfer simply get lucky, or did he fall into this
category of concentrated hard work? I think we all know the
answer. Short believed that he found the way to win in
professional golf; he simply put his methods to the test until
he succeeded. His desire to win overshadowed all obstacles. He
had a defined purpose and a burning desire to succeed. I think
almost every one of us can find a parallel in our own lives and
The point is simple: Find a way to make that one putt or write
that one merchant that could change the course of your life
forever. Here's how to start the process.
By being in sales, you are already strategically positioned for
success. All you need to do is to think like a winner; however,
there's more to it than simple daydreaming. You'll also need to
put some concrete pieces into place.
Begin by devising a solid business plan and focus your energy on
that plan. Revise and expand the plan if necessary, but stick to
it and use it as your focus each day. There is no quick fix or
easy way to climb the financial mountain. Climbing any steep
mountain requires skill, stamina, training and a consuming
desire to get to the top.
Define Your Success Level and Create an Action Plan
Start by checking in with your desired success level. Is your
desire to succeed less than 100%? If so, that's OK, but you will
encounter problems, and bankcard might not be the business for
you. If your desired success level is 100% or higher, begin
training to make the putt that could change your life. Also,
start with a solid action plan and put the following motivating
approaches into practice each day.
Work harder and smarter than you ever expected to. Winners
always outwork their competition.
Tell people how much you believe in the industry and that
bankcard is your professional calling.
People want to know that you're committed.
Study and read everything you can about the industry (industry
publications, training manuals and relevant articles in larger
Focus on large merchants. Spend about 30% of your time talking
to very large merchants in the community (merchants who process
more than $1 million a month).
Focus on the right techniques to write large merchants. Larger
merchants have different requirements, and you need to be
prepared to satisfy them.
Read an inspirational book a little each day. A must!
Look to a mentor that has "made that putt." These people do
exist. Find them.
Let your speech and body language reflect your winning attitude.
Merchants know if you're not giving 100%.
Practice and practice making that putt under pressure. When was
the last time you rehearsed your presentation?
Don't quit no matter how tough or slow things get. Your courage
and stamina will be tested, and that's OK.
Doing all these things will not guarantee that you drop the
life-changing putt. However, doing all these things will most
definitely change your life, and they will at the very least
position you to drop that putt.
Winning is a learned skill. Winning in business begins with
realizing how you think and what to expect from that thinking
process and then translating these into action.
I really believe that you, too, can make the winning putt that
changes your financial life. The bankcard industry rewards the
person who stays the course. Short was 41 before he won his
first PGA tournament. He did not give up. He kept his desire
alive until that putt dropped, and so can you.