View PDF of this issue - The Green Sheet

44
CompanyProfile
communicated in a handshake, gesture or look; as much as 90 percent of communication
is nonverbal. So, when face time is impossible, it is imperative to
communicate precisely and effectively via phone or Internet. MLSs must be
willing and able to be good listeners as well. Mogensen said DRG closes 90
percent of its sales without in-person meetings with clients.
Flexible business model
DRG makes calls on behalf of its acquiring partners to merchants of all types,
not just new businesses. In fact, Mogensen prefers to talk to existing businesses;
she finds they are more willing to listen.
Customized and personalized services are offered at set rates; telemarketing
time is purchased in hours.
Together, DRG and its clients determine the hours needed to make calls and
the minimum number of leads or appointments guaranteed. Even when a low
number is set, DRG's intent is to generate leads or appointments well above
that goal.
"There is a minimum expectation that we guarantee, and we stand behind
that," Mogensen said. As ISOs and MLSs build their businesses, they can
increase the volume of their leads and appointments.
ISOs and MLSs can choose to receive leads or have appointments set. DRG
verifies, validates, and e-mails or faxes leads to clients daily. And DRG can
begin producing for new clients within 24 to 48 hours. The company also offers
cash advance lead generating, and database updating and scrubbing.
The economy and payments industry
are in a state of flux; businesses
must be flexible to keep their doors
open. Thus, DRG does not limit its
market. For example, the company
works with the mortgage industry
amid a housing crunch while also
lending expertise to the merchant
services industry.
"We are so well positioned for this,"
Mogensen said. "We have a lot of
experience with the mortgage industry
… we know how to appointment
set; we know how to cold call;
we know how to look for the decision
maker."
Some mortgage sales professionals
have migrated to the payments
arena because it is seen as a natural
evolution. "Many people have left
mortgage and have gone to MLS
and ISO," Mogensen said. "They
don't mind working on commission,
phone, interest and so forth."
Recurring rewards
DRG's recurring business speaks
volumes: More than 80 percent of
the company's revenue is the result
of repeat customers.
DRG believes its clients remain loyal
because they receive personal attention
and support from the staff. Also,
DRG provides more than its competitors,
Mogensen said.
"What is unique about the products
and services we provide is that
as a boutique shop we are able to
cater to each client's specific needs,"
Mogensen said. "This allows our
clients to get the attention they
need and the results they desire."
While pursuing other opportunities,
Mogensen kept in mind how much
she believes in DRG's mission.
She is happy to be reunited with
a business that endeavors to treat
employees and clients alike like royalty,
and she intends to be instrumental
in ensuring DRG far exceeds
all expectations in terms of production
and personal service, making it
a company that no one would ever
want to forget.