Month: October 2025

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

Is your Pipeline Drier Than a Stack of Old Paper Receipts? Let’s Fix That. Tired of hearing “I’m happy with my current processor” or getting ghosted after you send a proposal? Let’s turn those frustrating moments into fuel. Building rock-solid relationships with merchants is the only way to build a real, long-term book of business and get that keep our residual income flowing.

In this business, it’s not just about all that we offer; it’s about selling trust. Here are ten proven strategies to break out of any slump, cultivate connections that last, and get you back to closing deals.

From the Home Office in Monkey’s Eyebrow, Kentucky, Here are the Top 10 Ways to Get Out of a Sales Slump:

10. Farm Your Own Backyard (Leverage Existing Merchants) Your current book of business is a gold mine. These merchants already know you and trust you. Are they using a clunky old terminal? It’s time to talk about a modern POS system. Do they need a gift card program for the holidays? You’re their go-to. Deepen these relationships to protect your residuals and uncover new revenue.

9. Give to Get (Share Referrals) We all love getting a hot lead dropped in our lap, but are you giving them out? When you refer a great CPA or web designer to one of your merchants, you become more than a processor—you become a valuable partner. It energizes your network and makes it a whole lot easier to ask for referrals in return.

8. Re-engage the Ghosts of Merchants Past Remember that restaurant that left you a year ago for a “smokin’ deal”? It’s time for a friendly check-in. That deal probably came with hidden fees and non-existent customer service. Reach out, see how they’re doing. A simple call can expose their new provider’s weaknesses and open the door to win them back.

7. Practice Active Gratitude Your merchants get pitched by competitors every single day. Show them you appreciate their business. Instead of another sales email, pick up the phone and say, “Hey, just calling to say thanks for being a great client. How did that busy weekend go?” A little gratitude goes a long way in preventing attrition. Start your day by naming five merchants you’re thankful for—it will change your entire perspective.

6. Set Goals You Can Actually Crush Aiming to add $5 million in processing volume is great, but it’s a marathon. Focus on the daily sprint. Set smaller, achievable goals like: “Get 3 new statements to analyze today” or “Make 10 more cold calls than yesterday.” Success builds on success; small wins create momentum.

5. Build Your Own Board of Directors (A Mastermind Group) Connect with a few other sharp B2B salespeople (think payroll, insurance, linen services). Meet regularly to trade leads, share what’s working, and hold each other accountable. You’ll get fresh perspectives and a support system that understands the grind.

4. Solve Their Problems, Not Yours Stop selling processing and start selling solutions. Zig Ziglar was right: “You will get all you want in life if you help enough other people get what they want.” Does your retail client want to compete with online giants? Talk e-commerce gateways. Does the auto shop need to reduce chargebacks? Teach them best practices. Help them win, and you will win.

3. Own Your Morning If you don’t control your day, your day will control you. The top reps in this industry don’t just roll into the day. They’re up early, planning their route, prepping their pitches, and getting their mindset right before the chaos of emails and service calls begins.

2. Celebrate Every Single Win Just closed a small deli that will only process $15k a month? Awesome! Celebrate it. Don’t fall into the trap of comparing your small win to the monster deal you see someone else post on LinkedIn. Comparison is the thief of joy. Focus on your progress and give yourself credit for every signed merchant agreement.

And the #1 Way to Get Out of a Sales Slump is…

1. Build a Bulletproof Mindset A sales slump can be caused by the economy, a new competitor, or just a bad week. But the only thing that can keep you in a slump is your mindset. By actively working on these ten strategies, you aren’t just changing your actions; you’re forging a success-oriented mindset that sees opportunity where others see obstacles.

Remember: Motivation isn’t a one-time event; it’s a daily commitment to the process. Now go make it happen.

Have a Great Weekend,

David

We’ve all been there. You walk into a business, clutching your business cards like they’re a winning lottery ticket. You’ve rehearsed your opener, you got the pitch down, you energy level is at a 10, and you’re ready for battle. But let’s be honest, half the time, the owner’s eyes glaze over before you even get to the part about next-day funding.

My last deal, a liquor store, started just like that. But it ended in a way that reminded me of a crucial lesson in this business: People don’t buy your product; they buy your energy.

I walked into “The Spirited Shipper” (we’ll call it that) on a Tuesday afternoon. The owner was behind the counter, looking like he’d already heard a dozen pitches that day. The usual wall of “No Soliciting” was up, both literally on the door and figuratively on his face.

This is the moment of truth. Do you lead with the tired, “Hi, I’m here to save you money on your credit card processing?”

Heck no.

I walked up to the counter, gave a quick scan of the top-shelf whiskey, and said, “I’ve got a theory. Selling merchant services is a lot like being a great distiller. You have to filter out all the impurities to get a smooth result that won’t give business owner s like you a headache tomorrow.”

He stopped wiping the counter and actually looked at me. A small smirk. “Is that so? And I suppose you’re the top-shelf stuff?”

The door was open. The banter began. We didn’t talk about rates so much he was already on a dual pricing. We talked about his business. We joked about the complexities of his inventory his Clover system that he wished was as simple as a gin and tonic. I wasn’t just another sales rep; I was a human being having a real conversation. I was genuinely interested.

After just a few minutes of this, before I even had a chance to ask for a statement, he cut me off.

He leaned forward and said, “You know what? I’m interested in moving forward. Let’s see what you’ve got. I like your energy.“

That was it. That was the closing line. Not “your fees are lower” or “I love the features on the POS.” It was, “I like your energy.”

The Takeaway: Your Vibe is Your Value Proposition

In a sea of salespeople who sound the same, act the same, and sell the same thing, your personality is your ultimate differentiator. That owner wasn’t buying a POS system from me in that moment. He was buying my confidence. He was buying my positive attitude. He was buying the feeling that working with me wouldn’t be a chore.

So, what does “selling your energy” actually mean?

1. Lead with Personality, Not just a Pitch: Break the ice with something genuine, witty, or observant. Show them you’re a person before you show them you’re a salesperson. Your intro is your trailer; make them want to see the movie.
2. Confidence is Contagious: When you walk in with positive, confident energy, you’re not just showing faith in yourself, you’re projecting faith in your solution. It makes the merchant feel more secure. They believe you can solve their problems because you clearly believe it.
3. Listen More Than You Talk: Good energy isn’t about being a loud, fast-talking sales machine. It’s about being present. By engaging in banter, I was able to listen and connect with the owner’s pain points in a low-pressure way.
4. Make it Fun: Let’s face it, payment processing isn’t the most exciting topic. If you can be the person who makes a dreaded conversation feel easy, or even enjoyable, you’ve already won half the battle.

Next time you walk into a new prospect’s business, I challenge you to leave your rate sheet in the car for the first five minutes. Don’t focus on what you’re going to say. Focus on how you’re going to be.

Master your product, know your numbers, but never, ever forget to sell YOU. Because when the rates are all a wash, your energy is the one thing the competition can’t beat.

Happy Selling,

David

I can still remember the knot in my stomach. I was new in the business, and I’d spent weeks working with a local restaurant I loved. I built a great relationship with the owner, showed him a clear $200 a month in savings, and laid out a plan to upgrade his old, clunky terminal.

He shook my hand and said, “Let’s do it. Get me the paperwork.”

I was ecstatic. I went back to my home office, drew up the agreement, and when I called to schedule a time to sign, he went cold. He told me another rep had come in and offered him a “free terminal” and a rate that was somehow even lower than mine. I knew it was a deceptive lease and a misleading tiered rate structure, but it was too late. I had lost.

I was furious, heartbroken, I remember thinking, “This isn’t fair. I did all the work. I was honest. I deserved that deal.”

If you’re reading this, I bet you know that feeling intimately. You’ve felt the sting of being ghosted, the frustration of being undercut by a shady competitor, the disappointment of a deal falling through for reasons that had nothing to do with you. You’ve probably said those same words to yourself: “This isn’t fair.”

You’re right. It isn’t. And one of the most important lesson I ever learned in this business was to accept that and move on.

For years, I let those “unfair” moments eat at me. I’d blame the merchant, my leads, or the dishonesty of my competitors. But all that complaining did was keep me stuck. It stole my power and my motivation.

The shift for me happened when I decided to stop asking, “Why did this happen to me?” and started asking, “What is this trying to teach me?”

I’ll give you a perfect example. Years ago, in my local market, we had a company that would always write a merchant high and lease a terminal to everyone—yes, a basic terminal! Was this fair to the merchants? Absolutely not, and it was infuriating to see. But for me, it was like finding gold. Because they wrote every account so high, I could walk in, run an analysis, and usually save the merchant what they were paying on the lease and still make good money on the account.

That unethical company, by being so unfair to its clients, made it incredibly easy for ethical reps like me to do right by the merchant and clearly demonstrate our value. The “unfairness” in the market created one of my biggest opportunities.

Every painful loss or frustrating situation became my personal sales coach once I started looking for the angle.

• That big retail account that ghosted me? I realized I never confirmed the final buying process. It taught me to become a master of discovery.
• Losing to the business owner’s deep loyalty to their bank taught me how to create a more compelling and urgent case for change.

I’m telling you this not to dismiss your frustration, but to free you from it. You can’t control the market, but you have absolute control over how you respond. You can let the unfairness of this industry or whatever’s out there to defeat you, or you can decide to let it forge you into a smarter, tougher, and more strategic salesperson.

The choice is yours, every single day.

Oh, and that restaurant I mentioned at the beginning? The one that ghosted me and went with the other guy? About a year or so later, after the hidden fees and terrible lease, the owner called me. He asked if I was still in the business. and wanted to work with me. I signed him up that week, and he’s been a loyal client of mine for several years now.

So, take that tough loss from last week. Let it sting for a minute. Then, pull the lesson from it and nail it to the wall. Let it be the fuel that helps you win the next one. You’re in a tough business, but I know you have what it takes. Now go prove it.

Happy Selling,

David