Getting Started as an Agent for Leaders

1. National Sales Agent Training

2. Objectives
• Leaders Merchant Services was founded with one goal in mind: to provide the
solutions needed for businesses to reach their goals. By providing cost-effective,
technologically advanced products and services, in an ethical and service-oriented
environment, we strive to do that each and every day.
• Our National Sales Agent Program provides you with the pricing, products and
support you need to be successful in today’s competitive market.
• The primary objectives of this New Agent Training Program is designed to give you
a basic understanding of:
1. The payment processing industry.
2. Leaders Merchant Services products and services.
3. Pricing and how to sell.
4. How you’ll make money!

3. • About LEADERS
• Payments Industry 101
• Products & Services
• Selling
• Pricing
• Application Process
• Credit / Risk Management
• Compensation
Agenda

4. About Leaders
• Leaders Merchant Services is a leading provider of payment processing products
and services with solutions for Retail, Restaurant, Mobile, Internet, Grocery,
Hospitality and Mail/Telephone Order.
• Registered with Visa and MasterCard as an Independent Sales Office (ISO),
sponsored by Wells Fargo Bank, N.A.
• Founded in 2000, a privately owned company with 26,000 square foot
headquarters in Camarillo, CA.
• Over 50 dedicated, full-time employees plus an outside National Sales Agent (NSA)
sales force.
• 100,000+ merchants signed nationwide since inception, representing billions of
dollars in processing volume.
• www.leadersmerchantservices.com

5. Payments Industry 101

6. Payments Industry 101
Who is involved in a typical transaction?
• Consumer (Cardholder) - Makes a purchase using his/her card.
• Merchant - Accepts the card as payment for goods or services.
• Issuer - Provides the card to the cardholder and maintains that cardholder's
account.
• Payment Processor (along with sponsoring bank, may be referred to as the
“Acquirer”) - Processes the card sales for merchants (Leaders Merchant Services
uses the First Data processing platform – the largest platform in the U.S. and our
sponsoring bank is Wells Fargo.)
• Card Brand (“Associations”) - Includes Visa, MasterCard, Discover or American
Express.
• Gateway – in some cases, a third party that provides a means of electronic
communication between the merchant and the payment processor.

7. Payments Industry 101
How does the transaction process work? From the time a business accepts a
consumer payment to the time the business is paid, there are a number of steps:
1. Cardholder makes a purchase from a Merchant (either face-to-face, online by mail or
telephone.) The business records the card information by swiping it through a Point-of-Sale
(POS) terminal, or by entering card information into an online or PC-based solution.
2. The authorization request is routed from the terminal to LEADERS, through the appropriate
Card Brand, and finally to the Issuer to see if credit is available. An “Approved” or “Declined”
response is then sent back to the Merchant.
3. If approved and subsequently settled by the Merchant (in an end of day batch), the Issuer
deducts the amount from the Cardholders credit line (or from his bank account in the case of
a debit transaction) and forwards it through the Card Brand, to LEADERS, who then pays the
Merchant.
4. The Merchant typically receives the money in 1 – 2 days and the Issuer sends the billed
amount to the Cardholder on their monthly statement. The Issuer is paid when the
Cardholder pays their bill.

8. Payments Industry 101 | Transaction Flow

9. Payments Industry 101
Fees involved in a payment transaction:
• Many factors influence how much a merchant pays to have its payments processed:
o Type of business
o Method of transaction
o Type of card used
• The bulk of the overall fees paid by a Merchant are due to base costs set by the Card
Brands and Debit Networks. These fees (commonly referred to as “Interchange” or
“Network” fees are used primarily to pay the Issuers for providing the cards to
consumers and to fund the marketing and administrative functions of the Card Brands.
(These fees are complicated but are essentially the same for everyone.)
• Payment processors add fees to pay for the systems and support needed to get
authorizations, settle payments, manage risk, provide reporting, resolve disputes, etc.
(These fees are represented on the “Schedule A” of your agent agreement.)
• The fees collected from a merchant, above Card Brand fees and Payment Processor
fees, represents the Revenue that we share.

10. Payments Industry 101
What is PCI?
Payment Card Industry Data Security Standard (PCI DSS)
• A set of requirements, first implemented in 2008, designed to ensure that ALL companies (including
merchants) that process, store or transmit credit card information maintain a secure environment.
• Administered and managed by the PCI Security Standards Council (www.pcisecuritystandards.org), an
independent body that was created by the major payment card brands (Visa, MasterCard, American
Express, Discover and JCB.).
• There are four categories of Merchants under this program (Level 1 – 4). Most merchants fall into
Level 4 (ecommerce merchants fewer than 20,000 transactions per year and all other merchants,
fewer than 1 million transactions per year.) PCI DSS requirements for level 4 merchants include:
o Annual completion of Self Assessment Questionnaire (SAQ)
o Quarterly “scans” if storing cardholder data or if card processing is connected to the internet
• Merchants of LEADERS fulfill PCI obligations via https://compliance.merchant-info.com/
• Visit www.pcicomplianceguide.com for more detailed information.

11. Payments Industry 101
What is EMV?
• EMV® is a trademark dating back to 1999, after Europay, MasterCard, and Visa founded EMVCo with
the purpose of developing specifications for secure payment transactions and to ensure
interoperability between chip-based payment cards and terminals.
• EMV refers to payment chip cards that contain an embedded microprocessor, a type of small
computer that provides strong security features not possible with traditional magnetic stripe cards.
• When inserted into a card reader, such as a terminal, the contact plate allows the chip to connect to a
reader. This connection enables the chip to get power from and exchange data with the terminal.
• Through the use of features including data authentication, PIN entry, and cryptographic technology, it
provides added security against certain types of fraud (e.g. counterfeit and lost/stolen.)
• Over eighty countries are in various stages of EMV chip migration, including Canada, Europe, Latin
America and Asia. The U.S. is one of the last countries to migrate to EMV chip technology.
• As of October 1, 2015 - The party that has made investment in EMV deployment is protected from
financial liability for card-present counterfeit fraud losses. If neither or both parties are EMV
compliant, the fraud liability remains the same as it was. This date excludes automated fuel
dispensers (October 1, 2017.).

12. Payments Industry 101
What is the Durbin Amendment?
• An amendment to the Dodd-Frank Wall Street Reform and Consumer Protection Act of 2010. It went
into effect on October 1, 2011.
• The legislation tasked the Federal Reserve with establishing Interchange Fees at a level “reasonable
and proportional to the cost incurred by the issuer with respect to the transaction.”
• The result was to cap debit interchange (both PIN and signature) at $0.21 cents per transaction, plus
0.05% for fraud losses, plus $0.01 per transaction for anti-fraud measures (referred to as “regulated”
debit.)
o It exempts financial institutions with less than $10 billion in assets, a designation that includes most
community and state banks, and credit unions (referred to as “unregulated” debit.)
• Other Provisions included:
o Merchants can impose up to a $10 minimum on credit card transactions.
o Merchants are allowed to give discounts at the register to those who pay with cash or debit cards.
o Eliminate requirements that debit cards be processed on only one network.
• The regulation capped Interchange Fees, but not the total price that a processor can charge.

13. Products & Services

14. Products & Services
Leaders Merchant Services offers a comprehensive suite of payment processing
products and services, including:
• Mobile Payment Solutions
• eCommerce
• Credit Card Terminals
• Point-of-Sale Systems
• Credit & Debit Card processing
• Gift Card & Loyalty programs
• Electronic Check Acceptance
• Merchant Cash Advance & Business Loans

15. Products & Services
Credit & Debit Card processing:
• Processing for Visa, MasterCard, Discover, American Express, Diners and JCB and Debit
o One batch / One settlement / One funding
• Credit Card
o Base Interchange Fees set by the respective card associations
o Purchase amounts added to cardholder’s credit card bill
• On-line PIN Debit
o Requires 4-digit PIN at the point of sale / No signature required.
o Base Interchange Fees set by the Debit Networks
o Purchase amounts deducted from cardholder’s bank account
• Off-line Debit (Signature Debit)
o Requires cardholder signature rather than 4-digit PIN
o Base Interchange Fees set by Visa and MasterCard, typically lower cost than credit card
interchange
o Purchase amounts deducted from cardholder’s bank account

16. Products & Services
Gift Cards (also called Stored Value Cards):
• Replace paper gift certificates.
• Merchant typically pays a nominal fee for set-up, design and cards. Additional monthly fee and
separate transaction fee applies.
• Leaders offers a free 50-card, introductory gift card program for merchants.
o Standard card designs to choose from with merchant name added.
o Merchant pays only shipping to receive the cards.
o Merchant pays monthly and transaction fees and cost to re-order more cards.
• Only certain equipment supports Gift Card programs
Loyalty Programs
• Create programs to encourage repeat sales and reward loyal customers
• Card and mobile phone based programs
• Very basic to very advanced options

17. Products & Services
Electronic Check Acceptance:
Several options to assist with merchant’s acceptance of checks as a form of payment:
• Paper Check Guarantee
Provides an “Authorization” of the check but still deposited as a paper check at merchant’s bank.
• Electronic Check Acceptance
Converts a paper check into an electronic transaction. Check is given back to consumer as a
receipt.
• Internet Check Acceptance
Transfers funds directly from a consumers checking account to the merchant’s bank account.
• Telephone Check Acceptance
Transfers funds directly from a consumers checking account to the merchant’s bank account. No
need to wait for a check to arrive in the mail.

18. Products & Services
Merchant Cash Advance (MCA) and Business Loans:
Merchant Cash Advance:
• More costly than a bank loan but much easier to qualify and much faster funding. Average
approval in 1-2 days and funding in 2-4 days.
• Funding from $5,000 - $500,000. Amount funded typically equal to 1 month of merchant’s sales.
No restrictions on the use of funds.
• A fixed amount of a merchant’s future credit card sales are purchased at a discount. For
example, we may pay the merchant $10,000 today to purchase $12,500 of their future credit
card sales.
• Repayment is made over a 3 – 12 month period by deducting a small percentage of the
merchants daily credit card processing. Not a fixed amount. If sales are down, they pay less. If
sales are up, they pay more.
Business Loan:
• Similar economics to MCA but fixed payments are deducted daily. Also an ACH option.

19. Products & Services
Mobile Payment Solution:
• Accept payment on mobile phones and tablets. Can work on devices the customer already
owns. Just add a low-cost, plug-in card-swiper.
• Compatible with many Apple, Android and Windows devices.
• Simple set-up. We provide a merchant account. Customer downloads an app on their device
and plugs in the card-swiper.
• PCI and EMV compliant. PIN capable.
• End-to-end encryption and tokenization, so transactions are safe.

20. Products & Services
eCommerce:
Gateway:
• If a merchant wants to sell products to a consumer via a website, it must have both a merchant account
and a payment gateway account. A payment gateway is a service that sends credit card transactions
from the merchants website to the merchant’s processor.
• Some gateways also provide simple “check-out” features allowing the consumer to initiate a sale from
the merchant’s website.
• A merchant may develop and integrate it’s own web-interface for displaying, compiling and tracking
items sold through it’s website.
• Leaders currently resells the Authorize.net payment gateway.
Shopping Cart:
• In lieu of the simpler checkout features offered by some gateways, or the resources need to develop
their own payment interfaces, merchants may use the services of integrated “Shopping Cart” service
providers. These providers offer sophisticated products that can serve as the merchant’s on-line
catalogue and ordering process.
• Leaders currently resells the Cart Manager shopping cart (certified to Authorize.net payment gateway.)

21. Products & Services
Credit Card Terminals:
• Most common means of card acceptance
• Leaders offers only PCI and EMV compliant equipment for new sales.
• Options include support for:
o Credit Card acceptance via magnetic stripe or chip
o PIN Debit via integrated PIN Pad or peripheral
o Gift and basic Loyalty
o Electronic Check Acceptance
o Contactless / Near Field Communication (NFC)
o Wireless (Wi-Fi / GPRS)
• Terminals can be sold, leased or placed for free (specific equipment only)

22. Point-of-Sale Systems:
• More and more merchants are interested in the benefits available from Point-of-Sale Systems
and are replacing cash registers and credit card terminals with more sophisticated systems:
o Payment Acceptance
o Inventory Management
o Employee Time-clock
o Integrated Gift / Loyalty
o Reporting
• The introduction of tablet based systems has made these systems affordable, even for small
merchants.
Products & Services

23. Selling

24. Selling
Ethics & Marketing. As part of the NSA application process, all agents were required to sign
a “Statement of Ethics” document. Some key components are:
• Fully disclose to each prospective client that you are representing LEADERS, a registered ISO of
Wells Fargo Bank. You may not represent that you are part of Wells Fargo Bank or selling on
behalf of Wells Fargo.
• Use LEADERS approved merchant applications and marketing materials when representing
LEADERS products and services to prospective merchants and not solicit any merchant who is
already a customer of LEADERS.
• No Visa, MasterCard or other card brand logos can be used without the express written
permission of LEADERS.
• Adhere to simple truth and integrity and not engage in any deceptive or misleading sales
practices.
• Conduct due diligence and complete all site inspections truthfully, and accurately report the
nature of any business in which a prospective client is engaged.
• Do not accept any payment in cash from a client or prospective client and ensure that all checks
are properly made out to Leaders Merchant Services, LLC.

25. Selling
Strategies. Offering to save a merchant money on the fees they pay to process
payments is certainly an effective way to sell, however, there are many other techniques
to consider that will offer value to a prospective customer while preserving profit for us to
share:
• PCI and EMV compliant equipment – newer industry security standards and mandates for chip
card acceptance present opportunities to lead with equipment offerings rather than with
price. Agents have options to sell, lease or place free equipment with new customers.
• Gift and Loyalty programs – many merchants still do not have these programs. The ability to
offer a “free” starter gift card program as well as loyalty programs to help drive more business
to the customer are effective conversation starters.
• The ability to offer working capital to a business that might not otherwise qualify to get a loan
from their bank can be a powerful selling tool.
• Upgrading a growing merchant from a standard counter-top credit card terminal to a state-of-the-
art tablet based or full-scale point-of-sale system can help sign larger merchants.

26. Developing Prospects. The most important aspect of selling. No prospects = no sales.
• If you are new to this industry, talk to your friends and family, especially anyone you know that
owns a business. Tell them about your new line of work and ask them to spread the word.
• Leave a business card and/or brochure at every business that you frequently shop at. Ask if you
can come in early one day and talk to them about their payment processing.
• Never forget to ask for the statement. This is the best way to show the merchant how much
you can save them on their current processing fees.
• Never forget to ask for a referral.
o This may be the most overlooked opportunity in any type of sales. Whether you sign a deal with
your prospect or not, NEVER FORGET to ask for a referral.
o What if only 1 out of every 50 requests results in an actual new customer? Well, if you ask for a
referral 10 times a day, that equals 50 times a week, which equals 1 extra deal per week. That’s
52 extra deals per year!
• No fear of cold-calling. By phone or by knocking on doors, this is still one of the most effective
ways of building a sales pipeline.
Selling

27. Selling
Statement Analysis
• Leaders offers our National Sales Agents one of the industry’s best statement analysis
and proposal writing services, at no cost.
• Many merchants are not aware how much they are actually paying. Our analysis gives
them a detailed breakdown of what they are actually paying, how much they would pay
with us, and what their on-going savings will be.
• In many cases, we can save them enough on a monthly basis to more than subsidize the
cost of a new terminal, or a gift card program, etc…
• You can provide your prospective customer, in writing, with a professional looking
proposal that will set you apart from the competition.

28. Selling
Overcoming Objections / Closing
• “You’re the third salesperson in here this month”
Well my goal is to build your trust and be the last account manager you ever work with.
• “The last salesperson promised me savings that never materialized”
I hear that all the time. That’s why we offer a free, in writing, pricing proposal and savings analysis.
• “I’m under contract”
That’s very common. We have a contract as well. But we’re so sure that our program is a better fit
for you that we will offer to reimburse you for any fee that your current provider might charge to
cancel your contract (up to $250.)
• “I prefer to deal with my bank”
I hear that a lot, but what we find is that, out of loyalty or comfort with their bank, many
businesses don’t realize that they are over-paying. They also don’t realize that we may be using the
very same technology platform that the banks are using.
• “I’m too busy”
I respect that. But I’m so confident that our program is a better fit for you that I can offer to meet
you anytime of day that is convenient for you. And I promise to take no more than 15 minutes of
your time.

29. Selling
Sales Resources
• Selling 101: What Every Successful Sales Professional Needs to Know, by Zig Zigler
o For anyone in sales.
• Little Red Book of Selling, by Jeffrey Gitomer
o For those new to sales.
• How to Survive and Thrive in the Merchant Services Industry, By Marc J.
Beauchamp and William Graham
o For new and experienced reps.
• Certified Payments Professional (CPP) certification course, offered by the
Electronic Transactions Association (ETA)
o Minimum of 1 year industry experience.

30. Remember…
Selling
“Nothing happens until somebody sells something.”
- Arthur H. “Red” Motley – Parade Magazine

31. Pricing

32. • As previously discussed, there are 2 primary sets of cost that need to be considered
when determining the proper pricing for a merchant.
o “Interchange” and “Network Fees” – the complex set of fees charged by the Card Brands
(Visa, MasterCard, American Express, Discover, etc.) and the Debit Networks (Star, NYCE,
Pulse, Honor, etc.)
o Processor Fees – see Schedule A fees.
• The fees charged to a merchant in excess of these two sets of cost are what make
up the net revenue or “Residual Income” that Leaders and it’s Agents share.
• There are several different merchant-level pricing methodologies that can be used,
however, the two most prominent are:
o Tiered Pricing
o Interchange Plus Pricing
Pricing

33. Tiered Pricing:
• Generally results in higher overall margin to the Agent.
• Interchange Fees, Processor Fees and margin are blended into 3+ pricing tiers.
• Example: 3 tier = Qualified, Mid-Qualified, and Non-Qualified
• Example: 4 tier = Qualified, Mid-Qualified, and Non-Qualified, Signature Debit
• 10 different standard rate grids to choose from for Tiered Pricing
o Varying allocation of interchange categories between tiers
o Suggested rates with “built-in” profit
o Agents have flexibility
o See Preferred Rate Plans
Pricing

34. Pricing
Interchange Plus Pricing:
• Interchange fees are passed through at cost to the merchant
• Processor Fees / Margin are billed as separate line items
• Advantages
o This type of pricing was initially reserved for only very large merchants. Now it is
available to merchants of any size.
o No “hidden fees” to the merchant.
o Easier for processor to predict it’s margin / profitability.
• Disadvantages
o Easier for merchant to understand processor’s mark-up
o Usually results in lower over-all margin

35. Pricing
Credit vs. Debit:
• Except for very low ticket merchants (under $5.00), adding debit card processing is
a way to save a merchant money on processing costs.
o For medium to large ticket merchants
Credit (Visa CPS/Retail) $50.00 x 1.51% + $0.10 = $0.86
Unregulated Signature (Visa): $50.00 x 0.80% + $0.15 = $0.27
Unregulated PIN (Pulse): $50.00 x 0.86% + $0.13 = $0.56
Regulated Sig or PIN: $50.00 x 0.05% + $0.22 = $0.25
o For smaller ticket merchants
Credit (Visa CPS/Retail) $15.00 x 1.51% + $0.10 = $0.33
Unregulated Signature (Visa): $15.00 x 1.55% + $0.04 = $0.27
Unregulated PIN (Pulse): $15.00 x 0.86% + $0.13 = $0.30
Regulated Sig or PIN: $15.00 x 0.05% + $0.22 = $0.23

36. Pricing
Resources:
• http://usa.visa.com/merchants/merchant-support/interchange-reimbursement-
fees.jsp
• http://www.mastercard.com/us/company/en/whatwedo/interchange.html
• http://www.nerdwallet.com/blog/banking/durbin-amendment-explained/

37. Application Process

38. New Application Received Validation Dept/Data Entry
Verifies all paper requirements
Validation Notice sent to Agent
Underwriting Dept
Approves applications
New Accounts Dept
Enters Account into System
File Build Dept
Builds electronic
file for terminal
Deployment Notice sent to Agent
Training & Installation Dept
Verifies shipping address and/or
lease info
Downloads new terminals
Can assist in reprogramming
terminals & training merchants
Ships terminals and/or supplies
Application Process

39. Credit / Risk Management

40. • Approving Accounts – several factors are considered when underwriting a new merchant
o Type of business / Time in business
o Sales Volume and Average Ticket
o Personal Credit / TMF
o Processing history – from prior processing statements
• Monitoring Risk – exception criteria are used to identify potentially risky transactions or
activity. These can result in a merchants deposits being suspended while an investigation
is conducted. Some examples are:
o Large, even dollar amounts (i.e. $1000 transactions)
o Excessive volume or high ticket amount
o Multiple transactions on same card / many transactions for same amount
• Customer Disputes – even non-fraudulent transactions can result in a dispute
(“chargeback”.)
o Defective merchandise or not-as-described
o Merchant not offering a refund
o Fraud
Credit / Risk Management

41. Compensation

42. Compensation
There are multiple ways to earn income in the Leaders Merchant Services – National
Sales Agent Program.
• Signing Bonuses
• Equipment Sales / Leases
• Residual Income
• Value Added Products and Services
• Optional Incentives

43. Signing Bonuses:
Compensation
• Standard Bonus - $100 for each qualified, activated deal.
• Productivity Bonus - $1,000 each month that Agent submits 10+ qualified, activated deals.
• Quick Start Bonus - $5,000 if an agent submits 50+ qualified, activated deals in first 90 days.
*Above bonuses require the following to qualify: 3-year Merchant Agreement, Standard ETF, Standard PCI
and Industry Compliance Fees, and $25.00 Monthly Minimum Fee
• Volume Bonus
o $100 for each activated merchant that processes $15,000+ monthly.
o Requires 2 recent processing statements to show volume consistency.
Notes:
o A merchant deal is “activated” upon the merchant submitting 1 non-test batch.
o Paid each Monday for Bonuses earned the prior week.

44. Compensation
Equipment Sales:
• Agent will receive a percentage of the income derived from selling equipment to merchants.
• The amount shall be calculated by subtracting the wholesale cost of the equipment (per the
most current Preferred Equipment Pricing Grid) from the sale price to the merchant, and then
multiplying by the most recent residual revenue share percentage earned by agent.
• Equipment sale income earned by Agent will be paid in the next available weekly bonus cycle.
Example: Verifone Vx520
o Sell for $399.00
o Cost of $210.00 (including overnight delivery)
o Profit = $189.00
o Commission to Agent (assuming 70% Revenue Share) = $132.30

45. Compensation
Equipment Leases:
• Agent will receive a percentage of the income derived from leasing equipment to merchants.
• The amount shall be calculated by subtracting the wholesale cost of the equipment (per the
most current Preferred Equipment Pricing Grid) from the lease revenue earned by LEADERS, and
then multiplying by the most recent residual revenue share percentage earned by agent.
• Equipment leasing income earned by Agent will be paid in the next available weekly bonus cycle.
Example: Verifone Vx520 - 36 Month Lease at $39.95 per month (with A Credit)
o Lease Revenue of $1,109.72
o Cost of $210.00 (including overnight delivery)
o Net Commission = $899.72
o Commission to Agent (assuming 70% Revenue Share) = $629.80

46. Residual Income:
• Build long-term recurring income stream.
• Base costs include Interchange, Debit Network Fees and Processor Fees (Schedule A)
• Fees charged to merchant above base costs result in monthly revenue.
• Leaders and Agent share this revenue each month (Residual Income) according to the residual
percentage the Agent qualifies for that month (based on number of deals activated.)
• Monthly residuals are paid by the end of the following month.
Example: Merchant ABC
o Total Fees collected from Merchant = $450.00
o Base costs = $324.00
o Monthly revenue = $126.00
o Residual to Agent (assuming 70% Revenue Share) = $88.20
o Assuming Agent signs an average of 5 deals per month for 12 months, monthly residual to agent
would be $5,292.00
o Bonuses could add an additional $500-$1,000 per month. Selling / Leasing equipment adds even
more.
Compensation

47. Compensation
Value Added Products and Services - There are additional income opportunities for Agents
via additional products and services offered by Leaders.
• Gift / Loyalty programs
• Electronic Check Acceptance
• eCommerce Solutions
• Merchant Cash Advances / Business Loans
o Agent will receive a percentage of the commissions earned by LEADERS for Merchant Cash
Advances or Business Loans sold to merchants by Agent.
o The amount shall be calculated by multiplying the Merchant Cash Advance / Business Loan income
earned by LEADERS by the most recent residual revenue share percentage earned by agent.
o Merchant Cash Advance / Business Loan commissions earned by Agent will be paid in the next
weekly bonus cycle
Example:
• $10,000 advance to Merchant
• Payback amount of $12,500 x 10% = $1,250
• Commission to Agent (assuming 70% Revenue Share) = $875.00

48. Optional Incentives:
Compensation
While not producing direct income to the Agent, these optional programs enable the Agent to sign
more deals, resulting in more Residual Income.
• Free Equipment Placement Program:
o Offer limited to new merchants and one device per merchant.
o One-time shipping fee of $35.00 paid by merchant (or Agent.)
o Free equipment is provided on a “Loaner” basis and must be returned to LEADERS upon
termination of merchant account. Failure to return within 10 business days will result in an ACH
debit to merchant’s bank account as payment in full for the equipment.
o Agent must elect Free Terminal Option (with Merchant Acknowledgement Form) at time of deal
submission.
• To qualify for Free Equipment Placement Program, the following criteria must be met:
o 3 Year Merchant Processing Agreement
o Standard Early Termination Fee
o Standard PCI / Industry Compliance Fees
o $25.00 Monthly Minimum Fee

49. Compensation
Optional Incentives:
• Early Termination Fee (ETF) Reimbursement Program:
o Offer limited to new, approved and activated merchants
o Merchant must provide proof (Bank Statement) of ETF within 60 days of the debit.
o Maximum ETF reimbursement of $250.00
o Agent must elect ETF Reimbursement Option (with Merchant Acknowledgement Form) at time of
deal submission.
• To qualify for ETF Reimbursement Program, the following criteria must be met:
o 3 Year Merchant Processing Agreement
o Standard Early Termination Fee
o Standard PCI / Industry Compliance Fees
o $25.00 Monthly Minimum Fee
o $5,000+/month in merchant’s processing volume
o 2 recent processing statements

50. Thank You!
Everyone at LEADERS looks forward to your success.
NSA Support Team Phone:
Submit new applications to:
800.506.9039
Email: nsa@lms-corp.com
Fax: 866.831.7431