I was having coffee with a potential referral partner a couple of weeks ago—a guy in the mortgage industry. He’s a sharp guy, a college graduate, and a seasoned salesperson. But as we talked, he admitted he was really struggling to make it in this market. Then he said something that stopped me mid-sip:
“I look at people without a degree, like you, and I kind of look down on them. Now, don’t take that the wrong way…”
I didn’t take it personally. In fact, it got me thinking.
Here was a man with the “right” credentials and a prestigious-sounding job in mortgage lending, yet he was drowning. Meanwhile, I’m building a life of freedom without the diploma. It reminded me that in the real world, the market doesn’t pay for your pedigree—it pays for your positioning.
Let’s be honest: Sales is a brutal game.
In the mortgage world, or almost any other 100% commission based sales industry, you are on a relentless treadmill. You’re a hunter. You wake up on the first of the month, and your income is $0. You have to find a lead, hope they qualify, hope the appraisal comes in, and hope the deal closes just to get a check. Then, on the first of next month, you’re right back at square one.
- A bad quarter? You’re on a performance plan.
- A bad year? You’re out of a job.
You eat what you kill, and if the “prey” disappears because interest rates went up, you starve. But not us.
The Secret Weapon: The Residual Safety Net
We’re in merchant services. We have a secret weapon that changes the entire definition of winning and failing. It’s the reason why our “BAD” is better than most industries’ “GOOD.”
It’s called recurring residual income.
Think about my friend in mortgages. If he has a “bad month” and closes zero loans, his paycheck is non-existent. He’s under a mountain of stress because his past success doesn’t pay his current bills.
Now, what happens when you have a bad month in Merchant Services? You might hit a slump. You might get a string of “NOs.” You might sign zero new accounts for 30 days straight.
And yet, on the 25th of the month, a deposit still lands in your bank account. Why?
- Because the restaurant you signed three years ago is still processing cards.
- Because the auto body shop you signed last January just had a busy week.
- Because every single “YES” you’ve ever gotten is still paying you, month after month.
In this industry, you aren’t just chasing a commission; you are building a floor for your income. ### The Ultimate Payday: Your Book is a Sellable Asset This is the part that separates the salespeople from the business builders.
If that mortgage guy quits today, his income hits zero tomorrow. But that “book of business” we’re creating isn’t just an income stream; it is a tangible, bankable asset.
Let’s say you’ve built a “decent” book that pays you $5,000 a month in residuals.
- In a normal sales job: You have a $60,000/year income that stops the second you stop selling.
- In Merchant Services: You have a $60,000/year income AND an asset that a larger provider will line up to buy from you.
At current multiples (20x or even higher), that $5,000/month book is a $100,000+ cash-out event waiting to happen. You can even walk into a bank and get a loan against your residuals because they are predictable and proven.
Keep Your Head Up. You’re Playing a Different Game.
So, back to my friend in the mortgage business. He might have the degree and the title, but he’s still a hamster on a wheel, running just to stay in the same place.
Don’t let anyone “look down” on your path. Is this industry tough? You bet. You will face rejection and days where you question your sanity. But remember: You are a builder. Every single “YES”—even that tiny $40/month deal—is a permanent raise.
You’re not just hunting for your next meal. You’re building an empire that will one day pay you to hunt, to sleep, or to do whatever else you want.
In this industry, even when you feel like you’re failing, you’re still stacking wins.
Happy Selling,
David
Payment Lynx Daily 