Author: David Matney

We just survived the first week of December. The “holiday rush” is no longer coming—it is here. Here is how top-tier merchant sales reps are pivoting their strategy today. The adrenaline of Black Friday and Cyber Monday (BFCM) has worn off, and now your merchants are staring down three weeks of sustained, high-volume chaos.

If you spent this week trying to cold-call with a standard “let me lower your rates” script, you likely hit a wall.(Seriously, never lead with price) Business owners are in operational survival mode, not administrative optimization mode.

However, today is a pivotal day. It is the day you shift from being a “vendor” to a “strategic partner.” You aren’t just selling processing; you are selling stability for the rest of the month.

Here is the professional Top 10 countdown for merchant sales reps looking to close out the week of December 5th with momentum.

From the Home office in Ridgeland, Mississippi, Here are

The 10 Strategic Moves for December

10. The “Equipment Stress Test” Check-In

Systems fail under pressure. Equipment that worked fine in October often glitches when transaction volume triples in December. The Strategy: Call your existing clients or warm leads today. Ask one question: “Now that the dust has settled from last week, did any of your terminals lag or freeze?” If the answer is yes, you have an immediate opening to upgrade them to newer, faster hardware before the Christmas rush peaks.

9. The Gift Card Inventory Audit

It sounds basic, but it is a revenue killer for merchants. Many businesses burned through their physical gift card stock last weekend and forgot to reorder. The Strategy: Remind them to check their inventory. If they are out, offer a digital e-gift card solution that can be spun up immediately. It’s a small sale, but it saves their holiday revenue, building massive trust.

8. The “Line-Buster” Assessment

Walk into your target accounts today. Don’t pitch; just observe the queue. Did they lose sales last week because the line was too long? The Strategy: If you saw long lines, pitch a mobile solution (MPOS) or a secondary terminal strictly as a “line-buster” for the next three weeks. Position it as a temporary necessity that pays for itself in saved sales.

7. The Capital Conversation (Inventory Restock)

Merchants often sell out of top-performing items during the first week of December and need cash now to restock for the final push. Banks won’t move fast enough. The Strategy: If you offer Merchant Cash Advances (MCA) or working capital, today is the day to bring it up. “Do you have the liquidity to restock your bestsellers by Monday?” is a powerful closing question right now.

6. The Fraud & Chargeback Warning

The weeks following Black Friday are notorious for chargebacks and friendly fraud. The Strategy: Send an email to your prospects titled “Protecting Your December Revenue.” Offer a quick 5-minute consult on configuring their AVS (Address Verification Service) and CVV settings to prevent fraud during the rush. It’s value-first selling.

5. The “November Statement” Seed

November statements are hitting mailboxes right now. They are likely high-volume and high-fee. The Strategy: Don’t ask to review it today—they are too busy. Instead, say: “I know you’re slammed. Put your November statement in a folder for me. I want to stop by January 5th to show you how much we could have saved you on that specific volume.” You are booking the appointment for Q1 right now.

4. Acknowledge the “Gatekeeper”

The front-desk staff and store managers are exhausted. They have been yelled at by customers all week. The Strategy: If you are canvassing today, treat the staff better than the owner. Bring value to them. Acknowledging their hard work builds the internal champion you will need when you try to reach the owner in January.

3. Pivot to Service, Not Price

Price sensitivity drops in December; reliability sensitivity skyrockets. No one cares about saving 0.05% if the system goes down on a Saturday. The Strategy: Change your pitch from “I can save you money” to “I offer 24/7 local support so you never face a silent phone line during a rush.” Security sells better than savings right now.

2. Clean Your CRM (The Friday Reset)

You likely gathered business cards, scraps of paper, and vague “call me later” promises this week. The Strategy: Do not go into the weekend with a messy desk. Log every interaction from this week into your CRM today. Set precise follow-up dates for mid-January. If you don’t organize the data today, you will forget the context by the New Year.

And the # 1 Strategic Move for December is ….

1. The Mental Shift: “Planting vs. Harvesting”

Realize where you are in the cycle. For most reps, December 5th marks the end of the aggressive “harvest.” The Strategy: Accept that deals signed today might not install until January. That is okay. Use today to fill the pipeline for a massive Q1 kickoff. A “maybe” today is a “yes” in January—but only if you nurture the relationship respectfully right now.

The Bottom Line

The first week is down. The “Sprint” is over, and the “Marathon” has begun.

Business owners are tired, but they are also seeing exactly where their current systems are failing them. Keep your eyes open for those failures, offer specific solutions to fix them, and position yourself as the partner who makes their life easier, not the salesperson who wastes their time.

Finish strong today.

Have a great weekend,

David

Let’s be honest. If you tell a stranger at a cocktail party that you sell merchant services, you get one of two reactions:

1. Their eyes glaze over like a Krispy Kreme donut.
2. They immediately clutch their wallet and whisper, “Are you the reason my AMEX fees are so high?”

We are the unsung heroes of commerce. We are the people who know that “Interchange Plus” isn’t a highway exit. But the life of a payment processor rep is an emotional rollercoaster.

Here are the five stages we all go through every single month.

1. The “Wolf of Wall Street” Morning

You wake up. You’ve had your coffee. You put on your headset. You are pumped. You are going to close 2-3 deals today, a hat trick. You are going to save local businesses thousands of dollars!

You look at your lead list and think, “I am not just a salesperson. I am a liberator of hidden fees. I am the residuals king or queen!”

2. The Gatekeeper Gauntlet

Then, you make the first call. “Hi there! Is the owner around? I have a quick question about—” Gatekeeper (The 19-year-old host named Clyde): “He’s not here. He’s never here. He actually doesn’t exist. He is a concept. Also, he said to tell you we love paying 4.5% flat rate.” [Click]

You stare at the phone. You respect Clyde’s lying ability, but it hurts.

3. The “Statement Analysis” Forensics

Finally, you get a live one! A business owner agrees to send you a statement. You open the PDF, ready to find the savings.

But this isn’t a statement. It’s a hieroglyphic puzzle designed by a sadistic mathematician. There are “Non-Qualified Surcharges,” “Mid-Qualified Tiers,” and a line item just labeled “BECAUSE WE CAN – $49.95.”

You spend two hours decoding it, only to realize the previous rep locked them into a 48-month lease on a terminal that is technically a calculator from 1998 glued to a phone line.

4. The “It’s Not Plugged In” Tech Support

You closed the deal! The equipment arrived! And then your phone rings at 7:00 PM on a Friday.

The machine is broken. I’m losing millions. Fix it.

“Okay, do you see the little cord? Is it in the wall?”

“Oh. No. Hang on… Okay, it works. Bye.”

5. The Residual Nirvana

Then comes the 20th of the month. The deposit hits. The portfolio grew. You see that passive income tick up just enough to cover our car payment.

Suddenly, the hang-ups, the PCI compliance nightmares, and the demanding pain of clients fade away. You smile. You love this job. You are a payments god.

Time to do it all again. Please see the first Jingle of the 2025 season.

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The Merchant Services Jingle

(To the tune of “It’s Beginning to Look a Lot Like Christmas”)

“It’s Beginning to Look Like Residuals”

It’s beginning to look like residuals, Everywhere I go, There’s a terminal in the store, By the entrance and the door, And the interchange is getting mighty low!

It’s beginning to look like residuals, Leads are on the floor, But the prettiest sight to see, Is the lack of a monthly fee, On your own front door!

A pair of Sky Tab stations is a POS that’s blazing, Is the wish of Barney and Ben, Devices that talk and a Wi-Fi that walks, And a batch that closes out by ten!

And Mom and Dad can hardly wait, To see that brand new processing rate!

It’s beginning to look like residuals, Everywhere I go, There’s a merchant who wants to switch, Without a single glitch, With the cash flow with dual pricing the money flows, let it flow, let it flow!

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And that, my friends, is the cycle. From “Residuals Royalty” back to “Gatekeeper Guy,” we start again each and every day. We know the pain, the triumph, and the soul-crushing terror of a high-risk application.

But seriously, who else gets paid to argue about basis points with a donut shop owner? We’re truly blessed.

Now if you’ll excuse me, I think I just got a notification that a terminal is unplugged at the hibachi restaurant . Wish me luck.

Happy Selling,

David

This week on WWYD Wednesday, we’re diving into a scenario that hits close to home for anyone in the merchant services industry: the tough choice between preserving a long-standing client relationship and maintaining a sustainable business model.

The Scenario

You have a dry cleaning business that has been a loyal client for four years. Their processing has been steady, and their account is currently priced competitively at:

• Basis Points (BP): 0.25%
• Per-Transaction Fee: $0.10
• Your Monthly Residual: Approximately $90

Suddenly, you get a call. The owner is asking for a price reduction, stating that she may switch to a competitor—a new merchant services agent who is the husband of one of her regular dry cleaning customers.

The Competitor’s Promise: He claims he can save her approximately $85 per month.

The Internal Conflict

You instantly run the numbers in your head. With a $90 residual, there is simply no legitimate way for a competitor to provide $85 in savings without either:

1. Massively undercutting the already thin margin (leaving almost no residual).
2. Misrepresenting the true costs or future fee structures (a common tactic).

The Reality Check: The existing margin is so tight, that any significant reduction would virtually wipe out your residual and the profit on the account.

What Would You Do? (WWYD)

Here’s where the rubber meets the road. Do you prioritize the long-term relationship, or do you stand your ground on the current fair pricing?

• Option A: Counter-Offer and Educate. You know the competitor’s claim is mathematically impossible without sacrificing your profit or hiding future fees. You decide to meet with the client, show her the true cost analysis, and offer a small, symbolic reduction.
• Option B: Stand Your Ground. You politely but firmly explain that the current rate is already a four-year loyalty rate and that the savings promised are unrealistic and likely unsustainable. You wish her well if she chooses to leave.
• Option C: Match the “Savings.” You reluctantly drop the price to the point where your $90 residual is virtually zero (or even negative) just to keep the client, hoping to make it up later or banking on the competitor’s deal falling through.
• Option D: The Delay Tactic. You offer to “look into the rates and see what adjustments can be made” and promise to get back to her. Your hope is that by being agreeable and slow-walking the process, the urgency passes and she forgets about the competitor’s offer.

In this situation, the best approach is to re-engage the client, offer value, and educate her on the reality of the merchant services game.

Steps to Take:

1. Acknowledge and Validate: Start by thanking her for her loyalty and for bringing this to your attention. Acknowledge that saving $85 is attractive.“I completely understand why you’d look into that offer. $85 a month is significant, especially for a small business.”
2. Request the Proposal: Politely ask her to share the competitor’s written proposal. This is your key to exposing the inevitable hidden costs.“I’m happy to look at your current statement and their new proposal side-by-side. I know your rates are already excellent, and I want to make sure you’re not missing a hidden fee that might pop up later.”
3. The Loyalty Offer (Small Reduction): Knowing your $90 residual, you can’t give an $85 reduction. But you can offer a small, tangible concession to show goodwill.
   • Reduce the BP to 0.20% and the transaction fee to $0.08. This small tweak retains most of your residual while giving the client a genuine, loyalty-based cut.
   • Value Proposition: Reiterate the four years of dependable service, your direct availability, and the lack of surprise fees.
4. The Hidden Fee Trap: Focus on the other costs the new agent is likely using to inflate the “savings”:
   • Annual Fees/PCI Fees: Are they waived or lowered in your current contract?
   • Equipment Leases/Fees: Is the new agent locking her into an expensive lease?
   • Interchange Padding: Are they simply hiding the true cost in a tiered or non-clear structure?

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Your Takeaway Action

A loyal, long-time client is worth fighting for, but not at the expense of your business. Use this moment to re-establish your value as a transparent partner, not just a rate provider. Show her that the guaranteed, reliable service you provide is worth far more than a likely impossible-to-deliver promise from a brand new agent.

I would like to thank Jim Sauceda for proving this scenario.

So, What do you think? Drop your advice in the comments below!

Happy Selling,

David

We’ve all been there. It’s the first week of December. You pull into the parking lot of a retail strip center. You look at the bakery, the boutique, and the auto shop.

Then, the voice in your head starts talking:

• “Look at that line. They are way too busy to talk to me.”
• “They’re stressed out. If I pitch right now, they’ll kick me out.”
• “Nobody switches processors in December. I should just wait until January 2nd.”

As sales professionals, we are masters at talking ourselves out of a sale before we even unbuckle our seatbelts. I call this the “Holiday Head Trash.”

The truth? While you are sitting in your car rationalizing why you shouldn’t go in, another agent is walking out with a signed application. Here is how to get out of your head and crush it during the holidays.

1. Flip the Script: High Volume = High Pain

The biggest lie we tell ourselves is that merchants don’t care about processing fees in December because they are focused on sales.

The Reality: Merchants probably care more about fees in December than any other month.

Why? Because this is their highest volume month. If a merchant is running $50,000 in December compared to their usual $20,000, and they are overpaying by 50 basis points, they are literally bleeding cash right now.

When you walk in, you aren’t a distraction; you are a solution to their biggest end-of-year expense.

Mental Shift: You aren’t interrupting their busy season; you are there to ensure they keep more of their profit from it.

2. The “January 1st” Close

The fear of “switching” is what stops merchants (and salespeople) during the holidays. Business owners are terrified that if they switch terminals or POS systems now, something will break, and they can’t process cards during the Christmas rush.

The Solution: Don’t sell the “Now.” Sell the “New Year.”

When you approach a merchant, remove the pressure immediately.

• Don’t say: “I want to switch you over today.”
• Do say: “I know you are slammed. I don’t want to touch your equipment right now. Let’s get the paperwork approved and the equipment ordered so that on January 2nd, you start the new year keeping an extra $500 a month. Let’s set you up for 2024.”

This relieves their anxiety about downtime while locking in the deal for you.

3. Gatekeepers are in the Holiday Spirit

Throughout the year, gatekeepers (managers, front desk staff) are trained to block solicitors. However, the dynamic changes during the holidays.

1. The Decision Maker is Present: In retail and hospitality, the owner is often “on the floor” helping out because it’s so busy. You have direct access you usually don’t have.
2. The Atmosphere is Lighter: If you walk in with a smile and perhaps a small token (donuts, holiday cards), the resistance is lower.
3. B2B is Slow: While retail is busy, your B2B clients (wholesalers, manufacturers, professional services) are often winding down. They have more time to talk now than they will in Q1.

4. Use the “Tax Deduction” Angle

This is a massive tool for merchant services sales that gets overlooked.

If you sell equipment (POS systems, terminals) rather than placing them for free, remind the merchant that buying before December 31st allows them to write it off for this tax year.

• The Pitch: “If you’ve been thinking about upgrading that old POS, let’s do it before the 31st so you can lower your taxable income for this year.”

Summary: Your Daily Holiday Checklist

To keep your head in the game, follow this simple daily protocol:

• Check your assumptions: Are you assuming they are busy, or do you know they are busy?
• Lead with empathy: Acknowledge the chaos, then offer the solution for after the chaos.
• Look for the pain: High volume amplifies the pain of high rates. Point that out.
• Focus on B2B: If retail is truly inaccessible, pivot to auto repair, dentists, or B2B services where the lobby is empty.

Don’t let the calendar dictate your residuals. The only “freeze” in December is the one you create in our minds. Get out of the car, walk through the door, and help these business owners start the New Year profitable.

Happy Selling,

David

Happy Monday, and Happy December!

Go ahead and look at the calendar. That’s right—it’s December 1st. The final chapter of the year is officially open, and the countdown has begun.

For many in sales, this day marks the beginning of the “holiday slowdown.” They see a month of distractions, out-of-office replies, and “call me next year” excuses. They ease off the throttle, start thinking about holiday parties, and mentally check out, ready to “hit it hard” on January 2nd.

But for us? This is where we separate ourselves.

This isn’t a slowdown. This is a launchpad.

What you do in the next 31 days doesn’t just determine how you finish 2025—it determines how you start 2026. And the best part? The phone lines are wide open for the most positive conversation you can have all year.

The Power of the “2026 Plan”

This month, we aren’t just selling merchant services. We are selling a stronger 2026 for our merchants.

Think about every single business owner on your prospect list. What are they doing right now, today, on December 1st?

They aren’t just managing holiday inventory. They are sitting at their desks, looking at their 2025 Profit & Loss statements, and asking one critical question: “How do we make more money in 2026?”

They are actively planning. They are setting budgets. They are looking for any and every competitive advantage they can find to make next year better than this one.

And that is precisely why your call isn’t an interruption—it’s an answer.

Make the Calls: You’re Not Selling, You’re Aligning

The “they’re too busy” mindset is a trap. Let’s flip the script.

• Weak Pitch: “Hi, I know you’re busy, but do you have 15 minutes to review your processing statement?” (Translation: “Please let me interrupt you.”)
• Strong Pitch: “Hi [Prospect’s Name], it’s [Your Name]. As you’re heads-down building your budgets for 2026, I’m calling to schedule a 15-minute ‘2026 Kick-off’ call. My goal is to show you a plan to add $X,XXX back to your bottom line before Q1 even starts. When do you have time next week or the first week of January?”

See the difference? You’re not asking for their time now. You’re aligning with their number one priority: planning for a profitable new year.

You are the first, most positive step in their 2026 strategy.

Your December Mission: Build the “January Jumpstart”

This month is about a powerful, positive, two-track mission:

1. Finish 2025 Strong: Re-engage every proposal still on the table. Create urgency by positioning it as a year-end win. “Let’s get this approved before the 31st so you can start 2026 with a fresh, clean P&L and new savings already locked in.”
2. Build Your 2026 Pipeline: This is the real prize. Every call you make today is a seed planted for January. While your competition is slowly waking up from their holiday break on January 2nd, you’ll be walking into a calendar already full of qualified appointments. You won’t be starting your year; you’ll be launching it.

Your Monday Action Plan

The countdown is on, and the energy is high. Let’s make it happen.

• Block Your “Power Hours.” The next 31 days are precious. Protect your call time. From 9:00 AM to 11:00 AM, your only goal is to connect with business owners about their 2026 plan.
• Lead with Positivity. Every call is an opportunity. You have good news to share. You are here to help them start their new year better.
• Call Your “Fans” First. Call your best existing clients. Thank them for their business in 2025. Ask them, “What is your biggest goal for 2026?” Listen. Then ask how you can help them get there (and who they know that you should be helping, too).

This is it. The final month. The final push. The grand finale.

Every call you make, every meeting you set, every connection you build this month is a deposit in your 2026 bank account.

Let’s get on the phones and build a fantastic new year, starting today.

Have a powerful December 1st.

David

“In the tone of It was the night before Christmas”

‘Twas the morning of Black Friday, and all through the town, Not a shopper was sleeping, all were scrolling down. The ad-scans were studied with meticulous care, In hopes that the doorbusters soon would be there.

The children were not in their beds, but were cramped, In a cold, frosty tent, where the bargain-folk camped. While Ma clutched her coupons and Pa checked the ad, “I need that new TV! I need it so bad!”

When at 5 a.m., there arose such a clatter, The doors were flung wide! (What was the matter?) Away to the entrance they flew like a flash, All trampling each other to make the mad dash.

Like animals hunting, a frenzied, wild bunch, A poor fellow fell in the terrible crunch. He’d just reached for a laptop, with true shopping zeal, “Get off me!” he yelled, “That’s a 50-buck steal!”

Two grown men were tussling right by the game rack, Over a console, they’d started to thwack. Flat screens and new gadgets, appliances galore, Were grabbed from the pallets and tossed on the floor.

The shelves were left barren, as shoppers tore through, “It’s MINE!” they all shouted, a chaotic crew. A cart filled with air-frys, just simply because At sixty percent off, they earned great applause.

A woman had tablets, a Target-run spree, Her cart was piled high, how lucky was she! An employee just pointed at TVs in back, “Don’t run!” he advised, “Or you’ll break the whole stack!”

The stores soon half-emptied, the doorbusters gone, A new wave crept in with the first light of dawn. Like vultures descending to pick at the gap, They searched for a bargain left on the map.

The five-dollar-bin searched, ’twas a terrible plight, For all that was left on this frantic, mad night. When from deep in the mess came a joyous shout, “A two-dollar Sharknado!” he cried, heading out.

The shoppers left broke, feeling nearly half-dead, And passed by a jolly man, dressed all in red. He exclaimed as I drove and passed out of sight, “Shop online, my dear friends! It’s the new modern delight!”

Have a Great Weekend everyone,

David

Good morning and Happy Thanksgiving everyone. I know shopping is just a few hours away. The big sales and the huge discounts are all locked and loaded. But for now, in the calm before the storm, I would like to wish everyone reading this blog a very happy Thanksgiving holiday!

So while you’re getting ready to dine on turkey and trimmings, I’m going to offer you up some fun facts about Thanksgiving, its history, and the bird it centers on:

Let’s Talk Turkey

According to the U.S. Department of Agriculture (USDA), turkey production has seen a decline in recent years. After U.S. farmers raised approximately 200 million turkeys in 2024, the forecast for 2025 has dropped to 195 million birds.

Of those, the National Turkey Federation estimates that approximately 33 million found themselves roasting in ovens across the country last Thanksgiving.

So, where do all these turkeys come from?

The USDA’s National Agricultural Statistics Service provides a clear picture. The forecast for 2025’s top turkey-producing states is:

1. Minnesota (32 million)
2. North Carolina (28 million)
3. Arkansas (22 million)
4. Indiana (20 million)
5. Missouri (15 million)
6. Virginia (15 million)

And what about the side dishes? U.S. farmers are forecast to produce 8.13 million barrels (or 813 million pounds) of cranberries in 2025. The top producers remain Wisconsin (by a large margin) and Massachusetts, followed by Oregon and New Jersey.

History of the Holiday

Though many competing claims exist, the most familiar story of the first Thanksgiving took place in Plymouth Colony, in present-day Massachusetts, in 1621. More than 200 years later, President Abraham Lincoln declared the final Thursday in November as a national day of thanksgiving. Congress finally made Thanksgiving Day an official national holiday in 1941.

Sarah Josepha Hale, the enormously influential magazine editor and author, waged a tireless campaign to make Thanksgiving a national holiday in the mid-19th century and is often cited as having an impact on getting Lincoln to declare it. An interesting fact about Sarah Hale: she is the author of the classic nursery rhyme “Mary Had a Little Lamb.”

What Was On The Menu?

The traditional foods we tend to associate with Thanksgiving were most likely not part of the menu that day in Plymouth. The feast was organized by Governor William Bradford and attended by some 50 English colonists and about 90 Wampanoag American Indians. It lasted for three days and had some foods that might surprise you.

National Geographic suggests that the Wampanoag killed five deer for the feast. And that the colonists shot wild fowl—which could have been geese, ducks, or the turkey we all associate with the feast. It is regarded that some forms of Indian corn dishes were also served. The article also suggests that the Wampanoag supplemented the venison with fish, lobster, clams, nuts, and vegetable dishes like pumpkin, squash, carrots, and peas.

Recounting Turkey Day

The aforementioned National Geographic article also suggests Plymouth wasn’t really the first Thanksgiving. It states that American Indian peoples, Europeans, and other cultures around the world often celebrated the harvest season with feasts and gatherings, many of which gave thanks to higher powers for their survival and their sustenance.

In 1541, Spaniard Francisco Vásquez de Coronado and his troops celebrated a “Thanksgiving” while searching for New World gold in what is now the great state of the Texas Panhandle. After that, a similar feast was held in 1564 by French Huguenot colonists in present-day Jacksonville, FL. English colonists and Abnaki Indians feasted together in Maine’s Kennebec River around 1607. And the Jamestown, VA colony celebrated the arrival of a food supply ship that ended a brutal famine in 1610.

More Facts About the Holiday – A Short Top 10:

1. Benjamin Franklin wanted the turkey to be the national bird of the United States. …Just seems wrong.
2. The annual Macy’s Thanksgiving Day Parade tradition began in 1924. …I always wanted to go to that.
3. Congress passed a law on December 26, 1941, ensuring that all Americans would celebrate a unified Thanksgiving on the fourth Thursday of November every year. (And American Express created Small Business Saturday in 2010.)
4. Since 1947, the National Turkey Federation has presented a live turkey and two dressed turkeys to the President. He “pardons” the live one and allows it to live out its days on a historical farm. They should make a movie about that.
5. Each year, the average American eats about 13.8 pounds of turkey (based on 2024 data), a number that has been trending down from over 15 pounds in previous years.
6. Californians consume the most turkey by total volume in the United States (which makes sense, given its large population).
7. Although Thanksgiving is widely considered an American holiday, it is also celebrated on the second Monday in October in Canada.
8. The heaviest turkey ever raised was 86 pounds, about the size of a large dog. (That record, set in 1989, still holds!)
9. Turkeys will have 3,500 feathers at maturity. Now that’s locked in my brain.
10. Weird fact: Male turkeys gobble. Hens do not. They make a clucking noise. I have nothing for that…

So there you have it. A completely incomplete rundown on Thanksgiving and turkeys! Enjoy your meal, watch some football, and get ready for the big shopping blitz to begin later today. Black Friday is upon us, and credit card processing, merchant services, and e-commerce business is about to boom.

One last thing to share: this Thanksgiving, I hope you’re able to avoid the tragedy of the different foods on your plate from touching one another.

Have a Happy Thanksgiving,

David

Good morning everyone,

With Thanksgiving tomorrow, we’re pausing our usual “What Would You Do Wednesday” to reflect on something that’s been on my mind: thankfulness.

First, I want to say how incredibly thankful I am for you. I’m thankful that you allow me into your inbox, that you read these posts, and that you give me your feedback. I truly am.

This holiday always makes me reflective, and I find that the most successful and fulfilled people I know share a deep sense of thankfulness. It’s not just a tactic; it’s a perspective.

As I thought about my own career, here are three things I am profoundly thankful for:

1. I Am Thankful for the Hard Lessons

This might seem odd. Who is thankful for failure?

I’m not thankful for the feeling of failing, but I am incredibly thankful for what the disappointments, the flops, and the “no’s” have taught me.

Once you get past the initial sting, the lessons are what stick. Great salespeople are agile learners, and the most powerful lessons often come from the bad, the disappointing, or the ugly moments. I’m thankful for those “shit sandwiches” because they gave me the tools and skills to grow and succeed later.

2. I Am Thankful for My Clients

I am deeply thankful for every client. Why? Because I know they have other choices.

There is always someone else trying to earn their attention and their business. I’m not entitled to their business, and I’m not just an order-taker. I have to keep earning their trust and showing my value.

In today’s competitive world, no one can afford to take their customers for granted. I’m thankful every time they choose me, and that thankfulness drives me to work hard to earn their loyalty.

3. I Am Thankful for This Career

Finally, I’m so thankful for the opportunity to have a career in sales.

When I look at my life, so many of my most enduring relationships came from this path. I’ve built friendships with people I first met on a cold call, colleagues I’ve sold alongside, and mentors who guided me. (you know who you are)

My life is filled with an abundance of wonderful people—partners, friends, and colleagues—all because of this career. It’s an embarrassment of riches, and for that, I am so very thankful.

If you’re reading this, my note of thankfulness includes YOU. Thank you for letting me into your inbox, your feeds, your businesses, and your brains. I do not take that privilege for granted.

As you head into the holiday, I’d love to know:

In your sales or business practice, what are you truly thankful for this year?

Until next time, stop hoping and start SELLING!

Happy Selling,

David

As we head into day 2 of Thanksgiving week I know many are pushing hard to meet year-end goals while some are shutting it down till the new year. The hustle is part of our DNA, but this holiday reminds us to pause and reflect on the ‘why’ behind the ‘what.’

Let’s use this week to weave gratitude into our work:

1. Count Your Wins: Before you log off for the holiday, take 10 minutes. Write down your three biggest accomplishments from the last quarter. Big or small, acknowledge them.
2. Thank Your Partners: Think of one client and one colleague who made a real difference for you this year. Send them a personal note—no sales pitch, just genuine appreciation. It matters.
3. Give Back: As a team, let’s remember our community. Whether you volunteer your own time or contribute to our company drive, giving back connects us to something bigger than a spreadsheet.
4. Balance Your Time: Hit your targets, but also enjoy the holiday. Be present with your loved ones. A rested and grateful salesperson is an unstoppable one.
5. Reflect for the Future: Use this time to think. What did you learn this year? What’s your biggest goal for the next?

Let’s make gratitude our secret weapon for a strong finish to the year. Thank you all for your hard work and dedication.

Happy Selling,

David

With Thanksgiving only a few days away it’s only natural for me to think of all the things I’m thankful for. But I don’t need to wait till Thanksgiving to think about them.

I think about them daily. Literally every day presents something for me to be thankful for.

Every morning I wake up in my own house. Thankful for functional lungs to breathe the air I breathe. To be able to move around and get ready on my own. To get in my car and go out and make sales calls to make money to pay for my car and house and food etc..

It’s really the little things that matter the most. The things we often take for granted. But I’m sooooo very thankful for them. Even if I complain sometimes. Even if I want more sometimes. I really am grateful for what I have. And I’m grateful for all the people in my life.

I cherish the relationships I have with my family and friends. Old and new. Every interaction we have, every laugh we share, every lesson learned. Good, bad, and ugly. I’m thankful for it all!!

So I challenge you, not only for this week, but for the rest of the year, for 2025, 2026 and for years to come, instead of focusing on what you don’t have, consistently reflect on what you do have and be thankful for.

Happy Selling,

David