Episode 14 - Reigniting the Agent First Podcast: Reflecting on Five Years of Growth and Service Part 1
AgentFirst
In this heartfelt episode, Justin Vollrath, founder and CEO of PayCompass, welcomes special guests Nini Vollrath, co-founder and his wife of 28 years, and Nick Goeman, 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 Agent First 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...
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Episode 13 - 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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Episode 12 - 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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Episode 11 - 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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Episode 10 - 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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Episode 9 - 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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Episode 8 - Chad Rapper (Part 2)
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.
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Episode 7 - Chad Rapper (Part 1)
AgentFirst
In this episode, Jon and Justin interview Chad Rapper, president of True North Payment Solutions. Chad shares how he got into sales at a young age as a waiter learning the impact of good customer service before transitioning into real estate, furniture sales, and eventually into the payments industry. Chad recounts his over 20 years of experience in the payments industry, from starting at a regional processor to becoming a sales leader and learning tough lessons about putting people before profits. He offers his perspectives on authenticity, compassion, and what it takes to build sales agents...
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Episode 6 - Seize Control or Cede Control
AgentFirst
In this episode, Jon and Justin discuss the differences between W2 and 1099 sales agent models and why control is a key consideration for the agents and the organizations paying them. They compare the benefits of each, weighing factors like training, flexibility, earnings potential, and more from both the agent and owner perspectives.
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Episode 5 - Ira Cornelius (Part 2)
AgentFirst
In this episode, Jon and Justin continue their interview of Ira Cornelius, founder of Membership Merchant. Ira discusses the differences between being a W-2 employee and a 1099 contractor, highlighting the benefits of running your own business and building a scalable model. He shares how he has grown his business through social media and ISV partnerships, and how he started in the industry to provide for his family. Ira also opens up about dealing with anxiety and ADHD in the business world, offering advice to newcomers in the industry and emphasizing the importance of finding your "why."...
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!