I received an early morning call from the West Coast today from a woman who is a sub-agent selling Sprint mobile services. She's not having a good day. Here's a few reasons why:

1. She isn't getting paid from her master agent.
2. She doesn't have a contract in place with her master agent.
3. She was unaware of charge-backs.
4. She has no way to track commissions.
5. She was not clear on who she could sell Sprint mobile services to.

Hence, her not getting paid. Charge-backs are a pain, but a frequent occurrence in cellular, especially for the credit challenged. Agents are usually on the hook for six months.

So here are some 6 basic pointers for sub-agents:

1. Use a reputable master agent.
2. Have a contract in place.
3. Understand what you are selling and to whom.
4. Get training from the carrier.
5. Work with the carrier channel manager.
6. Have a way to track commissions.