We all hear the cliché, “No risk, no reward.” But for us who sell merchant services, that’s not a cliché—it’s the entire business model. Your residuals aren’t built on safety; they’re built on courage. The problem is, most of us were trained from day one to seek security, to find the “safe” path. That advice, while well-intentioned, is the blueprint for a mediocre portfolio.
If you genuinely want the freedom, income, and lifestyle this industry promises, you have to get comfortable with being uncomfortable. I learned this the hard way.
I remember a pivotal moment early in my sales career. I was working in wholesale seafood and the owner gave me a choice: a safe salary with a small commission, or 100% commission with a much higher earning potential. My brain screamed, “Take the salary! You have bills to pay!” And this time, the fear won. I took the safe bet. I took the salary.
It was fine for a few years. The pay was steady. But then, I got the ultimate lesson in “job security”—the business closed down. My ‘safe’ job vanished overnight.
I found myself back in retail management, working 60+ hours a week. The salary was good, but I was a slave to it. I was constantly at work, missing time with my family, and heading straight for burnout. As I’ve told this story before, I knew if I kept on doing what I’d been doing, I was gonna burn out or die working for someone else.
All this time, a friend of mine—who was and still is selling merchant services—was trying to get me to take a risk and give it a try. He was building a real business with residual income while I was just trading my time for a paycheck. I was terrified to leave the security of that salary, even if the lifestyle was killing me.
Finally, after talking it over with my wife, we decided I had to make a change. We agreed to give this merchant services thing a real try for a few months. Taking that leap of faith—leaving a “secure” salary to finally bet on myself—was the best decision I ever made. That risk gave me back my time, my freedom, and control over my future.
My story shows that “safety” is often an illusion. The real risk is staying in a situation that is slowly draining the life out of you.
You are either growing your portfolio, or you’re shrinking. Where are you playing it safe right now?
- Are you avoiding certain businesses because they look intimidating? That C-store with 10 locations is a risk. Walking in there is a risk. But the reward could be a foundation for your entire portfolio.
- Are you sticking to the same old pitch? The risk is learning a new vertical, like B2B or e-commerce, where the deals are more complex. The reward is higher margins and stickier merchants.
- Are you afraid to ask for referrals? The risk is feeling pushy. The reward is a warm lead, the single most valuable asset in our business.
You were not designed to build a small book of business that just covers the bills. You were made to build an empire. Every top producer in this industry will tell you about the risks they took—the big client they were scared to call, the money they invested in leads, or the leap of faith they took to bet on themselves.
Make a commitment to yourself right now. Be courageous.
- Set a Clear Residual Goal: Don’t just “try to sell more.” Pick a number. Is it $5,000/month in residuals? $15,000? Write it down and look at it every single day. That’s the target. Now, what risks do you need to take to get there?
- Surround Yourself with Killers: Get away from the agents who complain about the industry being saturated. Talk to top performers, ask them what they’re doing differently. Pay for their lunch. Absorb their mindset. Your environment dictates your success.
- Become a Student of the Game: Don’t just memorize your script. Learn about interchange optimization, Level 3 data, and the FinTech that’s changing our industry. The more you know, the more confident you become, and the smaller the risks feel.
Embrace the challenges. The brutal days of door-knocking build resilience. The complex statement analysis builds expertise. The “NO’s” you get build the strength to keep going until you get that massive “YES.”
This is your time. Quit playing it safe. If you aren’t willing to risk the unusual, you will have to settle for the ordinary.
Your future self, living off the residuals you built, will thank you for the risks you take today.
Happy Selling,
David
Payment Lynx Daily 