Years ago, a mentor told me I needed to be more intentional. At the time, I thought he meant I just needed to work harder. I was already hitting the pavement, dropping off business cards, and making calls. But I eventually realized that working hard without being deliberate is just a fast way to burn out.
In merchant services, everyone wants the shortcut. We all want that one “whale” account and the residuals that hits while we sleep. But the truth? There are no shortcuts to a massive portfolio.
The Myth of the Overnight Success
Success in this industry doesn’t happen because you got lucky with one referral. It’s built on the back of 100% commitment and a mountain of “NO’s.” It takes years of consistency, staying focused when the gatekeepers are tough, and persevering through a botched installation or a technical glitch.
Time is Your Only Inventory
We all have the same 24 hours. In sales, how you spend those hours determines your lifestyle.
- The Unintentional Rep: Reacts to their inbox, wanders into random businesses without a plan, and lets “life” get in the way of prospecting.
- The Intentional Rep: Blocks out time for cold calls, researches the merchant’s pain points (Surcharging? Dual pricing? Integration?) before walking in, and follows up until the deal is dead or signed.
If you aren’t intentional with your calendar, your goals are just expensive daydreams.
Intentionality in Every Phase
This mindset isn’t just for the boardroom; it’s for the dining room, too.
- If you want to be a top producer, you must be intentional about your pipeline.
- If you want to be a great parent, you must be intentional about shutting off the phone when you get home.
- If you want financial freedom, you must be intentional about how you manage your commissions.
Take the Calculated Risk
I’ve met countless agents who are “waiting for the right time” to start or target a new vertical. They have the talent, but they lack the drive to be deliberate. Success requires taking the risk to walk into that high-volume dealership or that complex restaurant group and saying, “I have a solution.”
The most successful salespeople aren’t the ones with the best “luck”—they are the ones who found their purpose and attacked it with a plan. They didn’t just want to “sell credit card processing”; they wanted to dominate a market.
Your Future Self is Waiting
You have the specific set of skills. You have the tools, tools that make you powerful. Now, you need the intent. Don’t wait for the right time, The right time to start is right where you are, with the merchants in your own backyard.
Happy Selling,
David
