Author: David Matney

So you’re curious about the world of merchant services? It’s a fast-paced, technology driven industry that offers a lot of rewards for those who are passionate about helping businesses succeed. But it’s also a field full of surprising facts and figures you might not expect.

Form the Home Office in Last Chance, Iowa

Here are 10 fun facts about Selling Payment Processing:

10. You’re a Problem Solver: It’s not just about selling credit card processing. You’re helping businesses find the right solutions for their payment needs, whether it’s navigating PCI compliance, setting up online payments, or finding the best POS system.

9. Every Day is Different: From small mom-and-pop shops to large e-commerce businesses, you’ll interact with a diverse range of clients across various industries. No two days are ever the same!

8. You’re Part of a Growing Industry: The merchant services industry is constantly evolving with new technologies and payment methods. Think contactless payments, mobile wallets, and even cryptocurrency!

7. Residual Income is Your Friend: Many merchant service providers offer residual income on the accounts you bring in. This means you continue to earn money month after month, as long as your clients are processing payments.

6. You’re a Tech-Savvy Guru: You’ll need to be comfortable discussing technical concepts like payment gateways, EMV chip technology, and data security.

5. Relationship Building is Key: Building trust and rapport with your clients is crucial. You’re not just selling a product, you’re building long-term partnerships.

4. You’re an Independent Entrepreneur (Often): Many merchant service sales positions offer flexibility and autonomy. You can often set your own hours and work independently.

3. You Can Make a Real Difference: By helping businesses accept payments efficiently and securely, you’re playing a vital role in their growth and success.

2. Continuous Learning is Essential: Staying up-to-date on industry trends and new technologies is vital for success in this ever-changing field.

And the #1 Fun Facts About Selling Payment processing is …

1. The Earning Potential is High: For those who are driven and successful, merchant service sales can be a very lucrative career path.

Bonus Fun Fact: Did you know that the first credit card was introduced in 1950 by Diners Club? It was initially made of cardboard!

Have a great weekend,

David

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

As merchant services pros, we’ve all been there. You get that call, the one that makes you sigh, but also reminds you why you’re indispensable. It’s a merchant who, bless their heart, has no clue how their POS works outside of its daily function.

“The internet’s down, and my terminal isn’t working!” they exclaim, as if you’re the wizard who controls all ISPs. Or you ask them for their terminal’s serial number for a crucial update, and it’s like asking them to find a needle in a cosmic haystack. They can never find it.

It reminds me so much of a classic scene from Star Trek: The Next Generation. You know the one: an alien vessel, clearly in distress, hails the Enterprise. An alien comes onto the screen, looking bewildered, and asks, almost pleadingly, “Who’s in charge of engineering?”. Their ship is stranded, and all they know is they need help. They then ask the most fundamental question, “Can you make our ship go?” and repeat the sentiment: “We look for things to make us go”.

That’s our merchants sometimes, isn’t it? Their “ship” (their POS or terminal) is broken, and they just need someone, anyone, to “make it go.” They understand the daily transactions, but the underlying mechanics? The troubleshooting? The serial numbers? That’s our engineering department.

This is where we, as merchant services professionals, truly shine. We’re not just selling solutions; we’re the engineers who get their ships flying again. We simplify the complex, provide the answers, and guide them through the sometimes-mystifying world of payment processing.

So, the next time a merchant calls, stumped by a seemingly simple issue, remember our alien friend from Star Trek. They’re just looking for someone to “make their ship go,” and we’re the ones with the tools and expertise to launch them back into business.

Happy Selling,

David

We are officially a few days into the new year. If I’m being honest, I probably should have posted this on Day One—but here we are. yesterday mornings post I was all about it was a New year & No Excuses.

It’s a fitting start, actually. Because if there is one thing we know about the merchant services industry, it’s this: Sometimes we don’t always start the way we plan.

Maybe you planned to hit the pavement on January 2nd with a list of 50 fresh leads, but a flu bug hit your house instead. Maybe you intended to have your new CRM organized by now, but you’ve spent the first week of the year troubleshooting a terminal issue for a client.

In sales, and especially in payments, the “perfect start” is a myth. What matters isn’t how you felt on January 1st or 5th; it’s how you choose to pivot today.

The “Day One” Trap

We put a lot of pressure on the first day of the year. We treat it like a magic reset button. But the merchant who was happy with their current processor on December 31st isn’t suddenly looking for a change just because the calendar flipped.

The real momentum in this business doesn’t come from a New Year’s resolution; it comes from consistency. If you’re starting “late,” you aren’t behind—you’re just starting in reality.

Three Ways to Pivot Right Now

If your first few days didn’t go as planned, here is how you and I can take control of the rest of the month:

• Audit our “Why”: Why are we in payments? If it’s just for the residuals, you’ll burn out by February. If it’s to help local businesses save $500 a month so they can hire another employee, you’ll find the energy to make that next call.
• Let’s Clear the Deck: Stop staring at the messy spreadsheet or the old leads that didn’t close in Q4. Pick five “Dream 100” businesses in your area and commit to a physical visit or a personalized video message today.
• Forgive the Lag: Don’t let a slow start become a slow season. The difference between a top producer and an average one is the recovery time between a setback and the next action.

The Question Remains…

The beautiful thing about this industry is that every Monday—hell, every hour—is a chance to restart. We don’t need the “New Year” energy to be successful in merchant services. We need the “Right Now” energy.

The messy start is out of the way. The “perfect” plan is out the window. Now, we get to do the real work.

So, I’ll ask you again: How do you want to start?

Happy Selling,

David

Good morning everyone! The holidays are behind us and the first full week of the New Year is officially here. This is the Monday that sets the tone for the next 12 months.

Before you dive headfirst into those standard resolutions, let’s talk about something bigger: Your Mindset. This isn’t just another week; it’s a blank canvas. It’s time to ditch the “same old” and embrace the unapologetically bold version of yourself.

The First-Week Challenge:

• Dream Bigger: Dust off that “crazy” idea you’ve been hiding. Give it some airtime today.
• Embrace Fear: Fear is a liar. Step outside your comfort zone this week and do the thing that scares you.
• Cultivate Gratitude: Amidst the Monday hustle, find three things you’re thankful for. Perspective is everything.
• Lead with Kindness: Small acts ripple outwards. Be the reason someone else has a great start to their year.
• Believe in Yourself: You have the power to create the life you want. Own your potential.

Let’s not just turn the page—let’s start a whole new chapter. Go out there and make this week legendary.

Happy Selling,

David

Did you make any New Year’s resolutions this year? Lose weight? Master a new skill?

Last year, we had a laugh at the Top 10 “Funny-ish” New Year’s Resolutions for Merchant Services Salespeople. This year, we’re checking in to see if we actually kept them!

It’s time for our first Top 10 of 2026, The Top 10 Re-Visited New Year’s Resolutions for Merchant Services Salespeople that will have you nodding in agreement.

From the Home Office in Two Eggs, Florida Here are the

Top 10 Re-Visited New Year’s Resolutions for Merchant Services Salespeople

10. Finally decode interchange and be able to explain it without a prospect’s eyes glazing over.

9. Replace the promise of ‘the lowest rates’ with genuine curiosity about a prospect’s actual needs.

8. No more victory dances when a cold call actually gets answered. Professionalism first.

7. Edit my LinkedIn profile so it looks like I give advice, not just sell. (The rented car selfie is GONE.)

6. Reserve the term “cutting-edge technology” for solutions actually invented in this millennium.

5. Master the CRM to remember every client’s birthday and their dog’s name. (The personal touch pays!)

4. Retire the cheesy closing lines and simply ask, “What are your concerns?“

3. Stop blaming the CRM for my own lack of data entry. Time to learn the damn tool.

2. Fund a proper coffee budget. Burnt tire-flavored coffee does not fuel peak performance.

and the # 1 Top 10 Re-Visited New Year’s Resolutions for Merchant Services Salespeople is …

1.“I will never accept ‘NO’ as a final answer. I will make sure to qualify and follow up accordingly.”(A true closer knows ‘NO’ just means ‘Not right now.’)

These resolutions, though humorous, underscore the importance of continuous improvement. Let’s strive to be more transparent, knowledgeable, and truly customer-focused this year—while still chasing every possible lead!

Here’s to a year of growth, laughter, and success!

Have a great weekend,

David

Happy new Year everyone, As I was preparing this post this morning, I stumbled upon two quotes that perfectly capture the mindset every merchant services sales professional needs right now. January isn’t just a quiet start to the year; it’s the moment to set intentions and chase big goals.

The first quote cuts right to the heart of the matter: “New year, new feels, new chances, and new dreams to chase—January is the time to make it happen.” – Unknown (I’ll take credit for it – LOL)

This sentiment rings especially true in our industry, where success is directly tied to the effort and intention you put in right now. The businesses you serve are finalizing budgets and assessing their vendor relationships, making your proposition—saving them money and providing superior service—more compelling than ever.

The Power of the Dreamer

January holds a unique energy—a perfect blend of reflection on last year and forward-looking momentum. It’s the time to shed old, inefficient habits and embrace the potential of the coming 12 months.

The second quote confirms this hopeful, ambitious outlook: “January is for dreamers—the ones who believe anything is possible in the year ahead.” – Unknown (and I’ll take credit for this one as well!)

We are entrepreneurs, we are inherently dreamers. we dream of uncapped residual growth, and the financial freedom that comes with building a robust portfolio. We believe in the possibility of signing that whale account or hitting a new residual income milestone. January is when we translate those powerful dreams into a tangible, actionable plan.

3 Ways to Make It Happen This January

Don’t let the “new year, new me” sales motivation fade by the second week. Use this moment of peak enthusiasm to lay the foundation for a powerhouse year.

1. Refine Your Target Market and Pitch

New chances mean focusing your efforts where they will yield the greatest return.

• Analyze Your Wins: Look at your most profitable accounts from last year. What industry were they in? What specific processing needs did they have? This is your ideal client profile.
• Segment and Strategize: Create a focused list of the top 2-3 verticals you want to dominate (e.g., medical clinics, specialized retail, auto repair). Tailor your pitch specifically to their unique pain points, focusing on vertical-specific solutions (like advanced terminals or integrated software) rather than just rates.

2. Optimize Your Sales Funnel & Systems

Efficiency is the merchant services agent’s secret weapon.

• Audit Your Tech Stack: Are you using a CRM effectively? Is your proposal process smooth, professional, and mobile-friendly? January is the time to invest time in mastering the tools that save you time and ensure timely follow-up.
• Establish a Discipline Calendar: Block out dedicated time slots this month for prospecting, proposal preparation, and learning. Consistency in action is what builds consistent residuals.

3. Set Residual Targets, Not Just Sales Goals

Focus on the outcome that truly matters for long-term independence: passive income.

• Define Your Freedom Number: How much residual income do you want to be earning monthly by the end of December 2026? Work backward to determine the average number of accounts you need to board each month to hit that number.
• Invest in Expertise: Commit to reading up on the latest industry trends, listen to industry podcasts, and watch for competitive threats. Your knowledge is your most powerful tool for earning trust and closing accounts.

The possibilities in the merchant services industry are truly endless for those who approach it with a strategic, dreamer’s mindset. January isn’t just a quiet transition; it’s the strategic launchpad for the rest of your year.

Believe in the dream, and take the focused action required to make it a reality. Your financial momentum starts now.

Happy Selling,

David

What a year, my friends! As the clock winds down on another 365 days, New Year’s Eve brings a moment of powerful reflection. Did you hit your sales goals? Are you celebrating a hard-fought victory, or is there a lingering feeling that you left some money on the table?

Right now, you’re either outlining your 2026 battle plan, or perhaps you’re planning a long, well-deserved weekend. Whatever your choice, remember this: you need a plan and a destination to reach. A great career isn’t built on chance; it’s built on intentional strategy.

As I took some time off last week to recharge and outline content for the year ahead, I found myself going back through the archives, reflecting on the posts that resonated most with us all. Let’s revisit some of the greatest hits that helped shape our success this past year.

January 9: Conquering the 5 Deadly Sins – The “Me, Myself, and I” Syndrome

This post tackled the biggest killer of sales careers: ego.

The first deadly sin was the “Me, Myself, and I” Syndrome.

“Remember, it’s not about YOU. It’s about your customer. Zig Ziglar nailed it: ‘You can have everything in life you want if you will just help enough other people get what they want.’ Focus on solving their problems, fulfilling their needs, and building genuine relationships. Leave your ego at the door.”

This principle was my North Star this year. Early on, I was focused on how my solution was the best, or how much I knew about the payments industry. The moment I flipped the script—when I started asking deeper questions about the merchant’s payroll stress, their checkout line bottlenecks, or their desire to manage inventory more efficiently—everything changed. When you truly listen and dedicate yourself to being a problem-solver and not just a pitch-man, the sales become a natural byproduct of providing value. It helped me close bigger deals and, more importantly, forge partnerships that will pay dividends for years to come.

February 25: Grandkids, Roblox, and Sales

Adaptability is the name of the game, and this post was a fun reminder of that.

This is where we discussed how playing Hide and Seek Extreme with my grandkids on Roblox wasn’t just fun—it was a lesson in staying current.

The world is changing rapidly, and staying relevant is crucial in any business. If you’re still relying on sales tactics from 15 years ago, you’re becoming obsolete. By immersing myself in the world of Roblox and other emerging platforms, I’m keeping my finger on the pulse of the latest consumer and technological trends. This continuous learning helps me adapt my sales approach, speak the language of modern business owners, and offer solutions that truly meet the evolving needs of my clients, whether they need a sophisticated API integration or just a simple, modern terminal. Relevance is currency.

July 10: Be the “No-Shadow Guy”

We can all get caught up in the daily grind and forget to see the world around us. This post came from my daily trek to work, where I started noticing details others missed.

This story was all about being memorable and not worrying about what other people think. In a saturated industry like merchant services, being forgettable is a career killer. The “No-Shadow Guy” is the person who leaves a distinct impression—not just with their product, but with their presence.

It’s about having the conviction to be different. Are you knocking on doors in a genuine way that makes you stand out from the other payment reps who came through yesterday? Are your follow-up emails insightful, or generic? Don’t be afraid to be the one who does something that raises an eyebrow, as long as it gets you noticed. Stop worrying about the competition and start worrying about being memorable.

Starting September: The WWYD Series

My all-time favorite initiative this past year has to be the WWYD (What Would You Do?) series we kicked off in September.

I love talking with all of you, hearing your stories, and diving into the different struggles we face out in the field—from a merchant getting spooked by a competitor’s FUD (Fear, Uncertainty, Doubt) to the tricky negotiation on interchange costs. The collective wisdom and raw honesty shared in those scenarios are what make this community so strong. It reminds us that we are all facing similar challenges, and that together, we have a wealth of solutions.

The Year Ahead

As you raise your glass tonight, don’t just toast the past. Toast the plan for 2026.

Where will you be 365 days from now? If you didn’t hit your goal this year, use this moment to analyze why. Was it a lack of commitment to the customer (Deadly Sin #1)? Were you irrelevant or resistant to new technology (Roblox)? Were you forgettable (No-Shadow Guy)?

Use these lessons to build a focused, actionable plan. Let’s make 2026 the year we don’t just reach our destination, but blow right past it.

Happy New Year!

I’ll see you out there on the streets, making it happen.

Happy Selling,

David

It’s December 30th, and after a glorious, much-needed week off, I’m back in the saddle! My brain is officially cleared of email backlog and deadlines, and instead, it’s filled with the delightful, chaotic memories of Christmas break.

For the last seven days, my home has been the unofficial headquarters for holiday fun. My own grandchildren, along with half the neighborhood kids, were constantly tearing through the yard, fueled by cookies and holiday excitement. The primary activities? Hide-and-Seek and Tag.

And, surprisingly, watching all that running, giggling, and strategy got me thinking about us—the business of selling merchant services.

The Game of Tag: Speed and Focus

When a child is “It” in the game of Tag, what’s their goal? To make contact with the next person as quickly as possible. Every moment counts.

The Merchant Services Parallel:

In our industry, the “It” is the new technology. The goal is to get that solution in front of the right business owner before a competitor does, or before the business owner resigns themselves to the status quo.

• Speed: If a business has a pain point (high fees, outdated terminals), the first provider to clearly articulate a solution is usually the one who wins. We must be fast in our follow-up and faster in our proposal delivery.
• Focus: You don’t just run blindly. You zero in on the one target who is closest or most vulnerable. In sales, this means identifying the business that is truly ready for a change, has the highest need, and represents the best long-term fit. Don’t chase everyone; focus on the ones you can truly help now.

Hide-and-Seek: Discovery and Trust

In Hide-and-Seek, the players go silent and disappear, hoping to go undetected. The “Seeker” must methodically check every location, be patient, and ultimately, discover the hidden player.

The Merchant Services Parallel:

The “hidden player” is the true objection or underlying concern of a prospect. They might say, “I’m not interested,” or “My current provider is fine,” but the real reason for their hesitation is often hidden.

• The Seek: Our job isn’t to blast features; it’s to ask the right, quiet questions to discover the real reason they are resistant to change. Is it fear of downtime? Uncertainty about a new agreement? A bad experience with a previous provider?
• The “Ally” Seeker: Unlike the playground, our goal is not to “catch” the prospect. It’s to be a trusted advisor who helps them discover the value. When we find their hidden need (e.g., they didn’t know they could integrate their POS with their loyalty program), we’ve “discovered” the sale.

The Power of “Safe on Base”

In both games, there’s usually a designated “Base” or “Safe Zone.” It’s the place where, for a moment, the running stops, the fear of being tagged disappears, and you can catch your breath.

The Merchant Services Parallel:

This is what we must become for our merchants: Their Safe Zone.

In a world of confusing fees, non-stop sales calls, and confusing PCI compliance standards, businesses crave a single point of contact they can implicitly trust.

• Offer Stability: When a merchant knows they can call you directly with a terminal issue, a chargeback question, or a statement inquiry, they feel safe. This comfort stops them from feeling the need to run to the next ‘cheaper’ offer.
• The Ultimate Retention Strategy: Providing outstanding support—being their “Base”—is the single greatest long-term retention strategy we have. It turns a client into a partner.

What Will You Chase in the New Year?

Watching those kids run around, completely absorbed in their simple games, reminded me that success is often about sticking to the fundamentals: Speed, Focus, Discovery, and Trust.

My Christmas break gave me a refreshed perspective, and I’m ready to apply these playground lessons to the business of growing sales in the new year.

Here’s to a fast, focused, and prosperous final push to the end of the year!

Happy Selling,

David

I am officially back, recharged, and refreshed. I needed that break from the daily grind to clear my head, and I hope you all managed to get some downtime with your families, too.

Now, we find ourselves in that strange, foggy period of the year. You know the one—that “odd week” between Christmas and New Year’s. The days blur together, emails are quiet, and it just feels… off.

It is tempting to treat this week like an extended vacation. It is easy to say, “I’ll start fresh next Monday.” Don’t fall into that trap.

The Countdown is On

Here is the reality check: 2026 is exactly 3 days away.

While your competitors are sleeping in or nursing a holiday hangover, this is our window to gain a massive advantage. If you are waiting until January 1st to figure out your sales strategy, you are already behind.

To have the best year on the books, our plan needs to be locked, loaded, and ready to fire right now.

“The separation is in the preparation. While the world is on pause, the top 1% are sharpening their axes.”

Your “End of Year” Checklist

We aren’t just selling merchant services; we are selling solutions for the New Year. Business owners are currently looking at their P&Ls and stressing about their bottom line for 2026. That is where we come in.

Here is how we attack these next 3 days:

• Audit our Pipeline: Look at every deal that stalled in December. Who said, “Call me after the holidays”? Put them on a “Day 1 Priority” list.
• The “Rate Review” Strategy: 2026 usually brings price hikes from competitors. Be ready to offer a transparent rate analysis the moment business owners return to their desks.
• Set Specific Metrics: Don’t just say, “I want to sell more.” Write down exactly how many new MIDs (Merchant IDs) you need in Q1 to hit your residual income goals.
• Mindset Shift: Let’s stop thinking about this week as the end of 2025. Let us start treating today as the beginning of our 2026 fiscal year.

Let’s Get After It

Shake off the holiday rust. Ignore the quiet emails. Use this silence to organize, strategize, and visualize the wins coming your way.

Let’s stop waiting for the ball to drop and start dropping big numbers on the board. We are going to close deals, we are going to grow our portfolios, and we are going to make 2026 the best year on the books.

Let’s get to work.

Happy Selling,

David