From Plumbing to Payments
AgentFirst
In this special episode of The AgentFirst Podcast, Justin sits down with his father, Mike Volrath, to discuss his unexpected path into the credit card processing industry. They dive into his career shift at 55, navigating life’s challenges while building a thriving business, and the key lessons he’s learned about customer retention, sales strategies, and the power of relationships. In this episode you'll hear about: ✅ Mike's Career Reinvention at 55 - How he transitioned from plumbing to the payments business ✅ The Power of Relationships – Why warm leads and referrals trump cold...
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From Linebacker to Deal Closer: Andy Roth’s Playbook for Winning in Payments
AgentFirst
What do football, selling airplane engines, and closing deals in payments have in common? More than you think—just ask . In this episode of the AgentFirst Podcast, sits down with Andy to unpack his journey from the gridiron to the boardroom, including lessons learned from wakeboarding wipeouts, working in aviation sales, and taking a sabbatical in Breckenridge to give back. Andy shares insights on: ✅ The one mindset shift that transformed his sales career ✅ Why picking up the phone (instead of overthinking) is the key to success ✅ How PayCompass is shaking up the payments game by...
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Honoring the Past, Building the Future Part II
AgentFirst
In this continuation of our insightful conversation, , founder and CEO of PayCompass, is joined once again by his wife and co-founder, , and PayCompass agent . They dive deeper into the evolution of PayCompass, reflecting on how the company has scaled rapidly through strategic partnerships, cutting-edge technology, and a strong company culture. In this episode, they discuss: 🤝 The role of partnerships and innovation in scaling PayCompass 🛞 Why leveraging existing products rather than reinventing the wheel is key in the payments industry 🔑 The importance of relationships in the...
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Honoring the Past, Building the Future Part 1
AgentFirst
In this heartfelt episode, , founder and CEO of PayCompass, welcomes special guests , co-founder and his wife of 28 years, and , one of PayCompass’s founding agents. Together, they discuss the evolution of PayCompass over the past five years and share stories of perseverance, growth, and the unwavering commitment to the #AgentFirst philosophy. In this episode, they explore: 🙏 Honoring the legacy of former host John Skelly 🏢 Key milestones in PayCompass's journey from a bedroom office to a 17,000sf office 👨💻 The pivotal role of the #AgentFirst approach in transforming...
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Selling to Bacon Shops
AgentFirst
In this episode, Jon and Justin discuss different strategies for payment processing sales agents to find success and build their business. In this episode, they discuss: The importance of dedicating significant time to cold outreach and lead generation early on Becoming known as the local expert in your community through chamber memberships, Facebook groups, etc. Leveraging personal hobbies and interests to connect authentically with related merchants Targeting small rural towns that larger competitors may overlook Utilizing social media to build familiarity and likability even...
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We're Not Eating at Applebees
AgentFirst
In this episode, Jon and Justin talk about the roles referrals play in building a growing and healthy payments portfolio. Along the way, they cover: Setting sales goals and reverse engineering the activities needed to achieve them (appointments, calls, etc.) Tracking ratios to understand your sales funnel performance The importance of networking and joining groups like Chambers of Commerce Being specific when asking contacts for referrals Following up with merchants after install to earn trust and referrals Warm calling businesses around your appointments Having referral partners beyond...
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What is Going On?
AgentFirst
Jon and Justin are hosting the Agent First podcast in a new studio and discussing the recent acquisition in the industry that has affected agents seeking new opportunities. The acquisition of Beyond by Global Payments has raised concerns about industry consolidation and stability. The conversation focuses on challenges in the payment processing industry like portfolio buyouts, unclear fees, and career decisions amidst industry changes. Justin Volrath addresses self-employment, sharing unexpected questions he faced and clarifying misconceptions about his company being a shell company. The...
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Larry Roberts
AgentFirst
In this episode, Jon and Justin interview Larry Roberts (aka The Bear), a national sales executive at Dejavoo. Larry shares his origin story of sales and getting into payment sales over 15 years ago before working his way to sales manager and national sales roles. He discusses changes in the industry over time, advice for new sales agents, and keys to success. Listen to hear about: How Larry fell into payments sales by chance after a retail career and almost quit after a few unsuccessful days before sticking it out and landing a big deal The transition from carbon copy imprint machines to...
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Dual or Duel Pricing?
AgentFirst
In this episode, Jon and Justin discuss the strategies and recent popularity of dual-pricing for merchant services - instances that allow merchants to charge different prices for cash/debit vs credit cards. They provide background on the history of these types of programs, explain the different options available, discuss compliance considerations, and advise on why agents should be having these conversations with their merchants. And try to not get sued by Visa. Powered by caffeine and PayCompass.
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Chad Rapper - Part II
AgentFirst
In this episode, Jon and Justin continue their conversation with Chad Rapper, president of True North Payment Solutions. Chad shares some of the lessons learned from his competitive gymnast background and his experience with multiple merchant service firms. He talks about the pride and satisfaction of managing a team of sales agents and shares his perspective with anyone new to the merchant services industry.
info_outlineJon and Justin interview Ira Cornelius, founder of Membership Merchant, about his journey in the merchant services sales industry. In Part 1 of this interview, Ira shares how he got his start selling shoes, transitioned to banking, and eventually found his way into the payments industry. He talks about the mentality he gained from being a competitive wakeboarder, finding a niche selling to adventure sports companies, the importance of building genuine relationships with merchants, and overcoming obstacles on the road to success.
Stay tuned for Part 2 in two weeks!