Let’s be honest. That feeling in your gut right before you walk into a new business? The hesitation before dialing the next number on your prospect list? The spike of anxiety when the decision-maker finally picks up and says, “What’s this about?”
That’s fear. And in merchant services, it’s a daily part of the job.
If you let it, that fear will paralyze you. It’s the voice that whispers, “They look busy, come back later.” It’s the hesitation that makes you “organize your leads” for an hour instead of just picking up the phone. It’s the dread that keeps you from asking for the processing statements.
Here’s the truth: Fear is the state of mind that is actively shrinking your portfolio.
Every top producer, if they’re honest, will tell you they feel it too. The difference isn’t that they lack fear; it’s that they’ve learned to manage it. They don’t let the feeling of fear dictate their actions.
The only way to overcome it is to face it head-on. You gain strength, courage, and confidence after you make the call, not before.
- Afraid of cold walking? Set a goal to walk into 10 new businesses before 10 AM.
- Afraid of the gatekeeper? Do it anyway.
- Afraid of asking for the close? Do it anyway.
It’s okay to be afraid. Feel the nerves, and then ask for the statements anyway. Feel the doubt, and then ask for the referral anyway.
That feeling of fear isn’t a “stop sign.” It’s a compass. It’s pointing you directly toward the exact, money-making activity you need to be doing right now.
Your comfort zone is costing you residuals. Your comfort zone is “researching” all day, only calling on “easy” verticals, and avoiding the “big fish” accounts. The real growth—the 10-merchant months, the President’s Club trips, the residual book that pays your bills—is waiting just outside that zone.
Stop worrying about what other people think. The business owner who says “no” today won’t remember you in 5 minutes. But you’ll remember the commission from the owner who says “yes” for the next 5 years.
Your big goal might be a $10,000/month residual book. Fantastic. But you don’t get there in one leap. You get there by winning the day.
Focus on the present action. Don’t be paralyzed by your quota; get obsessed with your next dial. Your next walk-in. Your next statement analysis.
Celebrate the small wins. Getting past the gatekeeper. Setting the appointment. Getting a “yes” on a small account. These are the building blocks of massive success.
Fear will always be part of the process. The next level of success just brings new challenges and new fears. But you must have the mentality to be afraid and do it anyway.
Don’t live with the regret of a thin pipeline and a small portfolio. Your dreams of financial freedom are built one “scary” call, one “nervous” presentation, and one “bold” ask at a time.
Be afraid. Take action. This is your time.
Happy Selling,
David
Payment Lynx Daily 