This week James offers encouragement for growing your agent and ISO portfolios in 2020. Recommendations include: embracing online marketing, getting out there and selling cash discounting, partnering with integrated solution vendors, and getting serious about sales training.
John Johnson, Chief Development Officer at Approval Payment Solutions, shares strategies for motivating agents with powerful sales meetings. Plus, James kicks off a mini-series on killer sales scripts, and Patti reports on credit card surcharging developments.
A super-simple concept for quick success. Grab this ultra-simple concept and double your prospecting success in 30 days! Don’t trip over the simplicity. Let me help you see the logic…
Guiseppi (Joey) Marzelli, Co-Founder of Boomtown, explains how ISOs and agents can drive stickier relationships across verticals with smart terminals, like Poynt. James describes how to create marketing funnels that work for merchant services. And Patti reports on credit and debit card fraud trends.
Learn how Sundance Payment Solutions works with new and experienced reps to build strong merchant relationships. "It's not just about getting deals boarded, but getting the underwriting done correctly," explains Erik Martinez, Director of Sales. Plus, James describes how ISOs can maximize sales team performance by getting top performers to shine. And Patti and James discuss cash & mobile payment trends. Discussion
Learn how Park Place Payments is changing the playbook for credit card processing sales. Its sales staff is made up of account executives, not agents, and "we're obsessed with ongoing training," says Founder & CEO Samantha Ettus. Plus, James continues his series on techniques for managing a merchant sales team, with insights on how to activate new sales reps, and Patti reports on prepaid and gift card usage trends.
Shocking trends that bode well for the future of cash discounting. 3 hurdles successfully crossed have been a shock! What seemed controversial at first has generated hardly a ripple. What IS the future for passing costs of processing to consumers?
Learn how Koreana Holmes has been building a successful book of business as The Credit Card Lady in Phoenix, AZ. It's all about networking, referrals and perseverance, she says. Plus James offers advice on building a winning training regimen, and Patti has tips for building your book during the holiday season.
Grab business owners’ attention AND focus on one thing! Get a new perception that is key to selling exciting, new technology to small business owners. Are they always interested but not moving forward? Pinpoint the one thing that will dramatically increase value for your prospect.
Learn how Flexxbuy helps ISOs and agents provide customer financing options for all manner of businesses. It can be a merchant acquisition play as well as a residual play, explains Bob Luvinger, Flexxbuy's President. Plus James counsels managers on how to recruit high-performing sales reps, and Patti reports on an analysis of spending trends at U.S. small businesses.
Get more sales by leveraging telemarketers. How much info do you really need from telemarketers? Get rid of unrealistic expectations. YOU are the sales professional. Here are 3 ways to leverage telemarketers.
Help merchants to not leave money on the table when running B2B transactions...without hurting your margins. Eric Jenks, National Sales Manager at PayTrace, explains how. Also, James shares a proven strategy for getting referrals from accountants and attorneys, and Patti reports on trends in consumer payment preferences.
Who should pay the sales tax on service fees? Here are some tips to keep your merchants compliant with state sales tax. Whose income IS the cash discounting service fee? Continue reading to explore this interesting concept.
Danny Mikhail describes how his company, Zuza, has developed an integrated POS solution, jam-packed with features, that ISOs and agents can label and sell as their own. James explains the pros and cons of different approaches to cash discount pricing. And Patti reports on legislation that could pave the way to banking cannabis businesses.
4 steps to implement a big-winning strategy for selling without cold calling. Here’s the first of two strategies to sell more merchant accounts without cold calling. This one is for you if you love networking and/or producing content. Follow these four steps to implement this strategy successfully.
Payments Attorney James Huber describes traps to watch out for when scaling up your ISO business; also what agents can do to protect their residual streams. Both require detailed agreements. James explains how to leverage your portfolio to grow your business. And Patti provides an update on ecommerce security.
SO, you want to sell without cold calling? Here are 4 prerequisite warnings, then 2 successful strategies to come. You COULD sell without cold calling. I’ll even help by giving two strategies for it. But first, consider these disclaimers on the results.
Learn how Electronic Data Payment Systems successfully competes with Square. "Service is paramount," explains Bill Treciak, the firm's president. Plus James and Patti discuss Square's recent price hike and how ISOs and agents can leverage that to flip Square merchants.
Square is now on a level playing field with the ISO world. Be ready to compete. Two misconceptions about Square are paralyzing our industry! Get rid of the wrong viewpoint and seize the opportunity to compete with Square on a level playing field.
Jaron Rice describes how he built and maintains a successful local brand, Magothy Payments. Hint: he makes it his mission to stay visible & to stand firm on integrity. Plus James explains the art of follow-up, and Patti reports on same-day funding trends.
Make a plan specifically designed to compete with Square. Compete with Square and win! I’m giving you my approach and secret weapons. You CAN get their accounts.
Learn how Danny Hernandez built a successful ISV (integrated software vendor), Global Payment Technologies, from the ground up. Plus James offers advice on creating pipelines of big deals, and Patti reports on consumer spending trends.
How can we compete with Square? Notice their weak points. Is our industry sleeping while Square jumps ahead? Wake up and put a plan in action. You’re in trouble if you don’t know how to compete with Square. I’m giving you my secret weapons for victory in the competitin.
Josh Rosenwald describes how the firm he founded, Hello Lending, enables ISOs and agents to grow revenues by offering merchants a safe and secure digital process that produces qualified financing offers in minutes instead of days or weeks. Plus James and Patti discuss factors contributing to the rise of cash discounting.
My secrets on how to sell your portfolio and get the best deal. Do you need extra capital to take your business to the next level? Be prepared to maximize the value of your portfolio sale. I’ve sold seven portfolios in the industry and learned the good, the bad, and the ugly. Learn from my experiences…
Laura Demke-Calixte, Founder & CEO of EPNA, describes how she's building that ISO, a certified woman-owned business enterprise, on a foundation of trust and integrity, with unique flourishes, like operating a retail storefront where merchants can get statements analyzed and product demos. James drills down on the skill set needed to support successful agent training, and Patti discusses POS debit trends.
Do you want to have more leads and less cold calling? Learn how to dominate your market. There are many different ways to do that once you identify your niche. All these strategies can be simplified into three steps
Cash Discounting programs may still be covered by the Durbin Amendment, and here is why. There has been a lot of talk the last few days that suggests service fee cash discounting programs are no longer compliant. In this video, I want to present the other side of the argument.
This week's podcast features an interview with Ben Brown, Founder and CEO of Journey Business Solutions, who describes his formula for building a high-performing sales team. It includes a combination of W2 and 1099 reps, and a strong focus on in-field training. Plus James explains how investing in agents drives value, and Patti discusses new insights on debit card usage.
Find your best target niche to deepen expertise and customize your value proposition. Focusing on one vertical or business type at a time is the key to continuing education. As your expertise grows, larger opportunities will be within reach.
