Author: David Matney

We are officially just 5 days away from Christmas Eve. For most of the world, it’s a day to relax, prep food, and watch movies. For us in the merchant services game, it’s usually the final sprint to get that last terminal installed, help a panic-stricken restaurant owner with a batch-out error, or squeeze in one last deal before the year-end closes.

Whether you are powering down for the week or still fielding calls from merchants, I wanted to share a little festive distraction.

From the “Home Office in ” wherever your laptop is today”

here are the Top 10 Things You May Not Know About Christmas Eve—with a payments industry twist.

10 – The Ultimate Marketing Win: In Japan, it is a tradition to eat KFC on Christmas Eve. This started from a “Kentucky for Christmas” marketing campaign in 1974. It is so popular that orders are placed months in advance. Now that is the kind of recurring revenue model we all dream of!

9 – The “Knuckle Buster” Legacy: While we stress about EMV and contactless latency today, remember that until the late 80s, Christmas Eve transactions were almost entirely handled by manual imprinters (aka “Knuckle Busters”). Carbon copies were the original backup internet connection.

8 – The Ghost of Payments Past: Telling ghost stories was an old Victorian Christmas Eve tradition. In our industry, the only ghosts we worry about on Christmas Eve are the merchants who “ghost” us right after we send the DocuSign!

7 – A Moment of Peace: During World War I, the unofficial Christmas Truce began on Christmas Eve 1914. British and German troops ceased fire, sang carols, and exchanged gifts. It’s a good reminder that if warring nations can take a break, we can probably pause the cold-calling for 24 hours.

6 – The Origin of the “Card”: The concept of the credit card was actually born from a holiday-style meal. In 1949, Frank McNamara forgot his wallet while dining out. Determined never to face that embarrassment again, he returned to the same restaurant the following year (Feb 1950) and paid with a small cardboard card—the first Diners Club charge.

5 – The Stripe was an Accident: The magnetic stripe—which has processed billions of dollars in Christmas Eve sales over the decades—was invented by IBM engineer Forrest Parry. He couldn’t get the tape to stick to the card until his wife suggested he use her iron to melt it on. A household iron literally built our industry.

4 – Panic Buying Power: According to retail data, nearly 12% of all holiday purchases happen on December 24th. That means while you are relaxing, your portfolio is working overtime processing transactions. Gotta love those residuals!

3 – The Tipping Point: Christmas Eve is statistically one of the highest tipping days of the year for the service industry. If you have restaurant clients, this is their Super Bowl.

2 – The Speed of Spending: Visa and Mastercard networks can process over 65,000 transaction messages per second during peak holiday rushes. It’s a technological miracle that happens silently while everyone else is opening gifts.

And the #1 Thing you may not know about Christmas Eve is……

1 – Santa vs. The Gateway: Scientists calculated that for Father Christmas to deliver all gifts to people around the world on Christmas Eve, he would have to visit 822 homes a second, traveling at 650 miles a second. That is roughly 10x faster than the average high-risk gateway approval time!

So there you have it—the Top 10 Facts to keep in your back pocket.

Before I leave you to finish wrapping presents (or putting out fires for your merchants), I’d love to hear from you. Do you have a specific tradition—or a crazy “Christmas Eve Service Call” horror story—from your time in the industry?

The only one I can think of is from my first year in sales: I spent Christmas Eve driving a spare power supply to a liquor store owner an hour away because his terminal died during the 5:00 PM rush. He gave me a free bottle of wine, and I’ve kept his account for several years. Worth it.

Just a quick FYI, blog post for December 22-26 will be what I call Re-runs, Christmas themed of course. New ones will arrive on the 29th.

I wish you, your families, and your portfolios a Merry Christmas! See you Monday the 29th.

Have a great weekend,

David

Christmas is next Thursday and while the rest of the world is caught up in a frenzy of last-minute shopping and holiday hustle, I say it’s time for us, to take a breather. We’ve worked hard all year, closing deals, building relationships, and helping businesses thrive. Now, it’s time to reward ourselves with the gift of relaxation and rejuvenation.

Why Unplugging is the Best Holiday Bonus

• Recharge Your Batteries: Our industry can be demanding. Take this time to step away from the pressure, de-stress, and come back in the new year with renewed energy and focus.
• Reconnect with Loved Ones: The holidays are about spending time with family and friends. Put down the phone, close the laptop, and create memories that will last a lifetime.
• Reflect and Re-strategize: Use this downtime to reflect on your accomplishments this year and identify areas for growth in 2025. Set new goals, explore new strategies, and prepare to reach even greater heights.
• Enjoy the Simple Joys: Savor the magic of the season. Indulge in holiday treats, cozy up by the fire, and rediscover the joy of giving and receiving.

Prepping for 2025 While Relaxing

While relaxation is key, you can also use this time to subtly prepare for a successful 2026:

• Network Naturally: Holiday gatherings are a great opportunity to connect with people in a relaxed setting. You never know who might need your services or become a valuable referral source.
• Stay Informed: Casually browse industry news and trends to stay ahead of the curve. A little light reading can spark new ideas and keep you informed.
• Set Intentions: Take some time for introspection and set clear intentions for the new year. Visualize your success and commit to achieving your goals.

A Toast to us all!

So, Let’s put on our comfy pajamas, grab a cup of hot cocoa, turn on a bowl game and embrace the holiday spirit. We deserve this break. Let’s recharge, reconnect, and return in 2026 ready to conquer the world!

Happy relaxing, 

David

As I sit here this morning, the soft glow of our Christmas tree lights fills the room. The garland draped across the mantel sparkles, casting that unmistakable, cozy winter feeling. I know this is Wednesday and we usually do a WWYD thing but today it’s impossible to look at this scene and not feel a deep sense of gratitude.

We, in the merchant services world, are fortunate. We work hard, and we serve an essential function in our economy. While we chase down leads, present proposals, and navigate the tricky waters of prickly personalities, it’s easy to get lost in all the holiday chaos.

But this time of year—it just feels different.

It’s a time for reflection. For realizing that just like the strings of lights on my mantel, our lives, and the lives of our clients, are interconnected and complex. And while my home is bathed in a warm glow of holiday cheer, I know that for many, the lights aren’t quite so bright right now.

The True Meaning Behind the Sparkle

The beautiful truth is, not everyone is enjoying the season. Financial strain, health crises, family struggles—the holidays can amplify the tough times.

This realization isn’t meant to be depressing; it’s meant to be centering. It’s the essential grace note we need to carry into every sales call and client meeting right now.

The Guiding Star: A Foundation of Faith

As we look at the decorations, we are reminded that Christmas has a central, divine meaning. The entire season points to the birth of Jesus Christ. If we are truly grateful, we must acknowledge the ultimate gift of salvation and the hope that transcends any earthly struggle.

In the pursuit of success and stability—in business and in life—the greatest need we all share is the foundational strength and forgiveness offered through a relationship with Jesus. This need for something eternal and unshakeable should inform how we view all our relationships, including our clients. It gives us a perspective that is bigger than any commission.

1. The Light of Gratitude (The Tree)

The Christmas tree is the centerpiece—the beacon of the season. What is the centerpiece of your business? Your clients.

• Actionable Insight: Take a moment to genuinely acknowledge how much you appreciate your top 10 clients. Write a personal card or make a quick, non-sales phone call just to say, “Thank you for your business this year. We know you have choices, and we appreciate you trusting us.” Gratitude is the highest form of client retention.

2. The Golden Rule of Grace (The Garland)

Garlands are used to frame and highlight existing features, like a doorway or a mantel. They don’t demand attention; they complement the space.

• Actionable Insight: This season, approach your prospects with grace, rooted in the understanding that we are all in need of it. Assume they are dealing with year-end stress, budget constraints, or personal issues. Respond with understanding: “I completely understand you’re busy with the holiday rush. How about I just send over a quick summary that you can review later this week?” Grace disarms resistance and builds trust.

3. The Power of Connection (The Plug)

All those beautiful, twinkling lights need to be plugged in to work. They need a reliable source of power. In merchant services, you are the plug—the reliable connection to a better, more efficient business future.

• Actionable Insight: When speaking to a prospect who is hesitant, don’t just focus on the lower rate. Focus on the reliable power you provide: stability, dedicated support, and simplified reconciliation. This season, your sales pitch should emphasize peace of mind more than profit margin. For a struggling business, that stability is priceless.

A Gift You Can Always Give

The greatest gift we have been given is the birth of our Savior. In turn, the most valuable gift you can offer your clients and prospects is something entirely free: Empathy and Perspective.

Remember the individual behind the business owner, the person behind the desk, and the family behind the merchant account. Be the salesperson who listens not just to their processing needs, but also to the underlying stress of running a small business.

May your holiday season be filled with success, but more importantly, may it be defined by the quiet, powerful glow of gratitude, grace, and the true meaning of Christmas.

Happy Selling,

David

As merchant services salespeople, we live and die by the deal. But during the rush of the holiday season, when merchants are juggling inventory, staffing, and massive transaction volumes, the stakes are even higher.

The secret to landing—and keeping—those crucial Q4 deals often lies not just in the initial pitch, but in what happens after the meeting.

I’ve tried every trick in the book, from elaborate email campaigns to perfectly timed phone calls. But my most successful, game-changing follow-up strategy is surprisingly simple, and it’s the perfect gift to give your clients this Christmas: I Let them know I will follow up, and then do it. Every single time.

It’s all about exceeding expectations for your own brand, offering the gift of certainty in a chaotic time.

Building Trust Through Predictable Consistency

In a market saturated with competitors offering different rates and equipment, your greatest asset is YOU. The relationship with an independent sales agent is built on trust, and trust is built on consistency. During the holidays, merchants need a reliable partner—not another frantic elf promising miracles.

A Story About “Teresa’s Cafe”

Several years ago I walked into Teresa’s Café. I met the owner, Mr. Jimmy and his daughter Trinity, in early December. their current processor was giving them fits with slow deposits, and she was already stressed about the holiday rush. I promised them I’d send a detailed comparison and a seamless boarding plan by Friday morning, before they opened for the lunch rush.

Friday came, and I delivered exactly as promised, sending the email at 9:00 AM sharp. No response. Monday, I followed up with a quick call, as I had also mentioned I would. Still no answer—the line was constantly busy with holiday catering orders. Wednesday of the following week, I decided to drive by and drop off a printed copy of the proposal, along with a small, personalized card wishing her a peaceful season.

“Hey Trinity ,” I said, as I caught her out front. “Just wanted to make sure you got my proposal. I know how hectic this time of year is, but I committed to following up until you either tell me to stop or tell me you’re ready to move forward. I promise I’ll be this reliable even after the holidays pass.“

She looked at me, a slight smile forming. “You know,” she said, “you’re the only one who actually followed through exactly when they said they would. I’ve had five other reps call me, and they all sounded desperate. You sounded calm, and you respected my time. That consistency is the best gift I could get right now.“

I closed that account that day, not because my rates were drastically different, but because I had proven, through simple, consistent follow-through, that she could trust me. I didn’t just sell her merchant services; I sold her the gift of peace of mind.

How to Give the Gift of Certainty

Here is a breakdown of why this simple strategy works and how you can implement it to elevate your closing ratio during the busiest time of year:

1. The Power of Setting the Expectation

Before you leave the prospect, clearly state your next step and the timeline. This is your commitment—your personal service contract.

Holiday Pro-Tip Script: “I know your schedule is crazy with Christmas parties and shoppers. I will send over the detailed savings analysis and a proposal outlining our agreement terms by the end of the day tomorrow, Wednesday, at 5:00 PM. You can count on that.“

2. The Delivery: On Time, Every Time

This is where you shine brighter than any Christmas light. When you commit to 5:00 PM, sending the proposal at 4:45 PM is exceeding an expectation. It confirms what you promised.

Some of these merchants are getting bombarded with holiday sales calls. By being the one person who follows through precisely as promised, you are selling reliability and dependability—the two things they need most when their business is at its peak.

3. “They are getting ME” – Your Personal Brand

Regardless of which processor or technology you are selling, the merchant is primarily signing on with YOU. My mentor Mark Aker’s told me this early on when I first started ” People buy from people”

When you consistently follow through, you are delivering a personal brand promise:

• I keep my word. (A promise kept is a promise earned.)
• I respect your time. (Crucial during the holiday crunch.)
• I will be here when there’s a problem. (Their most important need.)

In this industry, service is the true product. And your follow-up is the first taste of your service level. Don’t just meet the bar—be their reliable Santa Claus this season.

Actionable Steps to Make Your Follow-Up Shine

1. Define the Next Step: Never end a conversation without a clear, specific, and mutually agreed-upon next action.
2. Assign a Timeline: Attach a date and time to that next step. Be conservative so you can easily over-deliver—give yourself a holiday buffer!
3. Use Your Calendar: Immediately create a calendar event or a reminder. Treat this internal commitment like it’s a client meeting.
4. The Follow-Up Follow-Up: Even if you send the analysis and hear nothing, your next follow-up should also be scheduled and executed exactly when you said it would be. The spirit of follow-through never takes a holiday.

This Christmas season and beyond, let your word be your currency. By simply doing what you say you are going to do, you are not just selling a service; you are selling unwavering support and the most precious gift of all to a busy merchant: certainty.

What are your thoughts? Drop a comment below and share how you make your personal brand stand out in your follow-up routine this holiday season!

Happy Selling,

David

Lately, as the year wraps up and the holiday rush is in full swing, I’ve noticed many of you in merchant services reaching out, often starting with, “I know you must be absolutely swamped this time of year!”

I get it. Between last minute installs, holiday parties, and all the follow-ups, it’s easy to feel like you’re pulling Santa’s sleigh 24/7. But here’s the cold, hard truth of Q4: There’s a massive difference between being busy and being productive.

I know plenty of salespeople who are busy—their calendars are packed like a gift sack, they’re always rushing, stressed, and seem to be flying by the seat of their red-and-green pants. Busyness does not equal success. It just means you’re running around like a startled reindeer.

We all get the same 24 hours to fill our stocking of accomplishments. How you spend that time is what separates the “Nice” list closers from the “Naughty” list chasers.

My holiday wish for all of is simple: Quit being busy and start being productive. Let’s stop wasting time on low-value activities and start making every second count toward getting those deals signed before the New Year rings in.

Unwrap Your Day with a Morning Routine

Productivity begins before the first carol plays. Starting your morning on the right foot is like getting a head start on the first door pull—it massively impacts your motivation, focus, and stress levels for the rest of the day.

• Win the Morning, Win the Day: Begin with self-care—maybe 15 minutes of quiet reflection (meditating) or a quick exercise session. Treat it like a valuable appointment.

Set Your Daily “Gift-Giving” Goals (SMARTly!)

Don’t just chase shiny objects. Set a priority list of what needs to get done. An effective way to do this is to ensure your goals are S.M.A.R.T. (Specific, Measurable, Attainable, Relevant, and Timely).

• Example Goal: “Sign 3 new restaurants (Specific/Measurable) in the downtown area (Relevant) by Friday (Timely) by booking 15 quality appointments today (Attainable).”

The Gift of Good Rest

Being productive also means making sure your batteries are charged for the day’s sprint. Think of sleep as your body and mind’s essential maintenance.

• Stick to Your Sleep Schedule: Turn off the TV and put the tablet away. Create a quiet, comfortable environment ideal for sleeping. A well-rested salesperson is a sharp salesperson!

Fuel Your Inner Elf

You are what you eat, and your body is the engine that drives those sales calls!

• Eat Healthish & Stay Active: Be mindful of what you’re fueling your body with (maybe swap that extra holiday cookie for some brain food). Exercise is crucial for both body and mind—it lowers stress, enhances energy, and improves your overall mood.

Schedule a Hot Cocoa Break

Keep this in mind: Sometimes, the most productive thing you can do is take a purposeful break.

• The Power of the Pause: Schedule time for breaks and fun. Stepping away from the screen or phone will increase your productivity, energy, and ability to focus when you return.
• Reward System: Set goals and develop a reward system for meeting them. Celebrate those small victories—they’re the sparkle on your tree!

You have a choice right now. Don’t confuse the hustle (busyness) with the closing (productivity). Begin today by working toward your goals and commit to making every second count.

You’ve got this! This is your time to shine! Choose to be productive!

Happy Selling,

David

I’ve been watching a lot of these old holiday classics this month—the stop-motion, the hand-drawn, the heart-warming tales we grew up with. You might think Frosty the Snowman has nothing to teach a high-performing merchant services rep, but trust me, these 1960s TV specials are packed with surprisingly relevant sales wisdom.

Let’s look at how the biggest names in the North Pole faced their own “challenging markets” and closed the deal.

Rudolph the Red-Nosed Reindeer: Embrace Your Value Proposition

Rudolph’s story is the ultimate lesson in finding your unique selling proposition (USP).

• The Problem: Rudolph was an outcast because of his bright, glowing nose. It was viewed as a flaw, a disqualifier.
• The Market: Santa was facing the toughest night of the year—a blinding fog. His current tools (the other reindeer) couldn’t solve the problem.
• The Close: When Santa realized the one “flaw” could be the one thing that saves Christmas, Rudolph became the most valuable asset in the fleet.

❄️ The Sales Takeaway: Are you just quoting a low rate? Or are you selling the Rudolph Value? Don’t let your clients focus on the perceived “cost” (a slightly higher rate than a competitor). Instead, highlight the unique things your service offers: next-day funding, top-tier security, 24/7 personalized support, or an industry-specific gateway feature. That unique value will guide your client through their own “foggy” business challenges.

2. Santa Claus Is Comin’ to Town: Overcoming Regulation and Objections

In this special, the oppressive Burgermeister Meisterburger literally outlawed toys. This is the equivalent of a client telling you, “My current provider told me it’s impossible to integrate with my ancient POS system.”

• The Challenge: The market (Winter Warlock, kids in Sombertown) was skeptical, cold, and heavily regulated.
• Kris Kringle’s Strategy: He didn’t quit. He found creative ways to get his “product” (toys) to the people who needed it most, adapting his process (climbing down chimneys) and working through partners (the forest animals). He chipped away at the regulation until it collapsed.

🎄 The Sales Takeaway: Every objection is just a Burgermeister Meisterburger rule. Don’t take “no” or “it’s against policy” as gospel. Ask discovery questions to understand the root cause of the objection. Can’t get next-day funding? Offer same-day deposit options through a different method. Think like Kris Kringle: Be resourceful, be persistent, and adapt your delivery method until you get the deal done.

3. A Charlie Brown Christmas: Focus on What Matters Most

This special teaches us about transparency and integrity—the foundation of lasting client relationships.

• The Distraction: Charlie Brown was bombarded by commercialism, loud arguments, and flashy aluminum trees. He lost sight of the core purpose.
• The Moment of Clarity: Linus steps up and explains the true meaning of Christmas, pointing away from the superficial to the genuine. He provides the simple, honest truth.

🎁 The Sales Takeaway: Don’t get bogged down in rate sheet wars or trying to sell every add-on under the sun. Your client wants a simple, honest solution that helps them process payments reliably and securely. Be Linus. Cut through the noise of complex fee structures and confusing contracts. Offer a transparent, tailored solution. Sell with integrity, and you’ll build clients who stay with you for years.

4. Frosty the Snowman: Time Kills All Deals

This is a stark, time-sensitive tale. If the temperature rises, the deal melts.

• The Deadline: Frosty needs to get to the North Pole before the heat takes him out. The clock is ticking, and the antagonist (Professor Hinkle) is trying to delay the process.
• The Urgency: The characters move with extreme purpose because they know that inaction has an immediate, negative consequence.

☃️ The Sales Takeaway: In sales, inactivity is melting ice. If you have a client on the fence, they are facing heat from competitors, the frustration of their current processor, or their own internal inertia. You need to create a sense of urgency.

• Example Urgency: “I know your current contract is up at the end of the year. Let’s get this paperwork finalized this week so we can get your new terminal provisioned and installed before the massive holiday rush hits your business.”

Don’t let the deal melt away!

The marketplace is foggy and distractions are everywhere. This holiday season, remember these lessons. Be the Rudolph who solves the unique problem, the Kris Kringle who overcomes every objection, the Linus who sells with integrity, and the rep who closes the deal before Frosty melts.

Now, go out there and lead the sleigh!

Happy Selling,

David

I know that Wednesdays have been reserved for our “What Would You Do” scenarios, and we will be getting back to those in January. But today I’d like to assert that Santa Claus is the greatest salesman who ever lived, and I want to look at his operation through the lens of a merchant services sales processional.

To start, Santa’s North Pole operation boasts two metrics we’d all kill for:

1. Hundreds of Years of Stable Operation: He’s successfully run the same family business since forever. That kind of long-term stability and business continuity is unmatched, especially in a rapidly changing payments landscape.
2. Ever-Expanding Client Base: His customer count grows every year, completely immune to the global economy, recessions, or shifts in consumer spending.

Can our portfolios make those two claims?

But here’s the kicker: I believe Santa is the greatest salesman not because of his business model, but in spite of its glaring inefficiencies. In our world of high-tech payment solutions, Santa’s operation has some major red flags:

Santa’s Inefficient Model

• Technology & POS System: He doesn’t even have a Point-of-Sale (POS) system! He relies on handwritten paper orders (letters!) and a painful manual fulfillment process. Imagine the interchange fees if he accepted cards… oh wait, he doesn’t! No modern business can survive without leveraging seamless, integrated payment processing.
• Delivery System & Logistics: His “One Day Delivery” is literally that—one day a year. In the payment world, merchants demand real-time deposits, 24/7 funding, and instant settlement. A sleigh and reindeer? That’s the equivalent of a dial-up terminal when everyone else has wireless, NFC, and mobile processing. His solution is slow, antiquated, and lacks redundancy.
• Manufacturing & Automation: “Elves” are a deeply labor-intensive, high-cost solution. In merchant services, this means manual underwriting, paper applications, and lengthy onboarding. We know that automation and streamlined digital processes are the only way to compete with high-volume giants.
• Profit Margin & Overhead: He may give the product away, but his operating costs (elves’ housing, healthcare, workers’ comp!) are massive.

So, how does Santa pull it off? Why is he so successful in spite of his terrible technology and inefficient operations?

6 Ways Santa Delivers World-Class Merchant Service

In business, if you continuously attract new clients and retain your current ones, you’re doing something right. Here are the core strategies he nails:

1. He Loves His Job (Culture Matters): Could you manage high-stress clients, troubleshoot terminal issues, and deal with chargebacks day after day and remain jolly? “Ho, Ho, Ho” is his corporate culture. When we are genuinely upbeat and passionate, it translates into trust and retention.
2. He Genuinely Cares for His Customers (Relationship Selling): His sole goal is to meet everyone’s needs, and all he seeks is joy in return. Do you get joy from solving a merchant’s cash flow problem or saving them thousands on processing fees?
3. He Gets Personal (Be Visible): He doesn’t expect clients to come to him. During his absolute busiest time (the holiday rush!), he’s visible everywhere, talking to his customers. How often do you initiate contact with your clients, even when it’s just to check in, not just when a rate review or equipment upgrade is needed?
4. He Creates an Experience (Value Proposition): A toy is just a toy, but when it’s from Santa, it’s magical. It creates anticipation. We aren’t just selling a credit card processing; we’re selling peace of mind, reduced headaches, and optimized cash flow. Do you make the experience of switching processors feel like an upgrade?
5. He Adds Value (Beyond the Rate): People often think “free” means “cheap.” Yet, we value Santa’s gifts because they come from him. Our value isn’t just a free terminal ; it’s our reliable service, our next-day funding, our expertise in compliance. Do your customers see you adding value beyond the monthly statement?
6. He Delivers on His Promise (Reliability is Everything): Santa does what he says. Always on time, no excuses, no extra charge. This is crucial in merchant services. Can your customer rely on you to deliver consistent uptime, accurate reporting, and the support you promised?

The most important takeaway? Everything Santa does is 100% within our power to do with our merchants.

We don’t need magic reindeer or elves. We just need to bring passion, value, and reliability to every merchant interaction. And, thankfully, we don’t have to wear a silly red uniform… unless we want to.

Happy Selling,

David

You’re an entrepreneur. You don’t have a W2, a company car, or a guaranteed salary. You’re 1099. You live the “eat what you kill” life every single day. The pressure to close—to get that upfront bonus, add to your growing residuals and add another dot on the map—is intense.

It’s just you, your hustle, and a portfolio you’re building from scratch.

We often get so caught up in chasing that success—trying to earn more, sign more, and be more—that we forget to ask ourselves why we’re doing it.

Of course, the “why” is freedom. It’s building an asset. It’s the residual stream. But in the daily grind of cold-calling and “rate smashing” competitors, it’s easy to forget what builds a portfolio that lasts.

It’s tempting to just win on price. It’s tempting to be a transaction hunter, get the signature, and move on.

But that’s a short-term game. And as an independent agent, you’re not in this for the short term.

The Real Foundation of Your Portfolio

At the end of the day, it’s not just about how much money you’ve made, what your job title is, or who you’ve become.

What really matters is the relationships you’ve built, the trust you’ve earned, and the integrity you’ve upheld.

For a sales rep at a giant corporation, “brand” is the logo on their business card.

For you and I, Our brand is our name.

Our reputation in our community is our single greatest asset. We don’t have a multi-million dollar marketing budget or a big, fancy headquarters to fall back on. All we have is our word.

When we build our business on that foundation, everything changes.

Churn is Your Enemy. Trust is Your Shield.

There’s nothing wrong with wanting nice things or a big residual check. But there should be something deeper driving us. For me, it all comes down to the people. It’s about creating genuine connections based on trust, respect, and honesty.”

Let’s get practical. Why is “trust” more important than a “low rate”?

Because a merchant you sign on a razor-thin, “transactional” deal will leave you the second another rep walks in and offers a rate (usually a lie) that’s two basis points lower. You won the transactional, but you lost the relationship.

And in the independent agent world, churn is the silent killer of our portfolios.

The merchant who stays with you for 10 years isn’t the one you saved 0.1% for. It’s the one you:

• Called back when they had a batch issue at 8 PM on a Friday.
• Were honest with about PCI compliance before they saw the fee on their statement.
• Admitted to when you didn’t know the answer to a complex POS integration question, but then found the person who did.
• Fought for when they had an unfair chargeback.

That’s integrity. It’s doing the right thing, even when no one is watching. That merchant isn’t just a number in your portfolio; they are an annuity. They are a referral source. They are the foundation of your long-term wealth. They are friends. You shop, eat and do business with them as that are doing with us.

Your Authenticity is Your Competitive Advantage

You are competing against massive, faceless corporations and slick-talking competitors. You will not win by trying to be them. You win by being you. In the end, success isn’t just about being right; it’s about being authentic.

Stop selling processors. Start being the local expert. Be the one person in your town that every business owner knows they can call for an honest answer about payments, even if they’re not your client. That’s the business that endures.

A transaction gets you a bonus. A relationship builds your residuals.

The choice is yours. Are you building a business that’s just a stack of transactions, or are you building a legacy built on relationships?

One is a house of cards. The other is a fortress.

Happy Selling,

David

We’ve all seen it – those heartwarming messages that pop up when we least expect them, reminding us of the simple power of human connection. The image of a chalkboard sign, boldly declaring,

“SOME STRANGER SOMEWHERE REMEMBERS YOU BECAUSE YOU WERE KIND TO THEM”

really hits home, doesn’t it? especially this time of year.

As merchant services sales professionals, we’re constantly striving to meet targets, close deals, and expand our portfolios. But especially now, as Christmas lights begin to twinkle and the spirit of goodwill fills the air, it’s a powerful reminder that our interactions go far beyond just processing payments.

The “Kindness ROI” in Merchant Services

Think about it: in a competitive landscape, what truly sets you apart? While product features and pricing are important, the experience you provide can be the most memorable and impactful differentiator.

1. First Impressions Last: Just like that stranger remembering your kindness, merchants remember how you made them feel during your initial approach. Was it rushed and transactional, or empathetic and genuinely helpful?
2. Listening with Empathy: During your pitch, are you truly listening to their pain points, their hopes for growth, and their concerns? Taking the time to understand their unique business needs, rather than pushing a generic solution, is an act of kindness.
3. Patience and Persistence (with a Smile): The sales cycle isn’t always quick. There will be follow-ups, objections, and moments where you need to reiterate value. Maintaining a positive, patient, and kind demeanor throughout this process builds trust and goodwill.
4. Exceptional Follow-Up and Support: The sale isn’t the end; it’s the beginning. Being responsive, proactive, and genuinely helpful after a merchant signs on is perhaps the greatest act of kindness. It shows you care about their long-term success, not just your commission. This kind of post-sale support can turn a client into a raving fan – someone who remembers you and is eager to refer others.

Christmas: A Season for Connection and Compassion

This time of year amplifies the importance of these connections. Small businesses are often bustling, sometimes stressed, and deeply invested in making the holiday season successful for their customers. As a merchant services professional, you have the opportunity to be a source of calm, clarity, and genuine assistance.

• Are you checking in to see if their holiday processing is smooth?
• Are you offering solutions for increased seasonal traffic or online sales?
• Are you simply wishing them a merry Christmas and thanking them for their business?

These seemingly small gestures of kindness can leave a lasting impression, creating loyalty that no competitor can easily break. They remember the sales rep who was more than just a salesperson; they remember the person who cared.

So, as you go about your calls, meetings, and follow-ups this Christmas season, remember the message on that sign. Every interaction is an opportunity to leave a positive mark. Be the reason “some stranger somewhere remembers you because you were kind to them.” Not only is it the right thing to do, but it’s also incredibly good for business.

Happy Selling,

David