AgentFirst podcast

1
From Linebacker to Deal Closer: Andy Roth’s Playbook for Winning in Payments 25:43

cách đây 11 ngày trước25:43

25:43

What do football, selling airplane engines, and closing deals in payments have in common? More than you think—just ask Andy Roth . In this episode of the AgentFirst Podcast , Justin Volrath 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 actually putting agents first Whether you're a seasoned agent or just getting started, this episode is packed with golden nuggets you won’t want to miss. 🚀 Hit play and get ready to level up! 🎧🔥…

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Honoring the Past, Building the Future Part II 26:02

cách đây 5 weeks trước26:02

26:02

In this continuation of our insightful conversation, Justin Volrath , founder and CEO of PayCompass, is joined once again by his wife and co-founder, Nini Volrath , and PayCompass agent Nick Goeman . 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 industry and how they drive long-term success 🧰 The impact of PayCompass's proprietary boarding tool, Navigo, in enhancing operations ⚙️ How investing in infrastructure and support systems has fueled growth and improved agent experience 👥 The significance of perseverance and mentorship for new agents entering the competitive world of fintech sales With candid insights and plenty of humor, Justin, Nini, and Nick share their experiences navigating challenges, making tough decisions, and staying committed to their #AgentFirst philosophy.…

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Honoring the Past, Building the Future Part 1 28:37

cách đây 12 weeks trước28:37

28:37

In this heartfelt episode, Justin Volrath , founder and CEO of PayCompass, welcomes special guests Nini Volrath , 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 #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 the lives of agents 📈 How leadership and culture have driven PayCompass's exponential growth 💛 The importance of hiring with heart and creating a service-first environment Whether you’re a sales agent, business owner, or just love hearing stories about turning challenges into success, this episode will inspire you to think big, stay focused, and never lose sight of your values.…

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Selling to Bacon Shops 23:38

cách đây 45 weeks trước23:38

23:38

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 before making in-person sales calls The limitations of trying to sell entirely over the phone without establishing genuine relationships…

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We're Not Eating at Applebees 27:12

cách đây 47 weeks trước27:12

27:12

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 the usual suspects Powered by caffeine and PayCompass…

1
What is Going On? 26:32

cách đây 49 weeks trước26:32

26:32

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 episode also touches on perceptions of ISOs, trade show benefits, and the importance of exploring options post-acquisition.…

1
Larry Roberts 27:02

cách đây 51 weeks trước27:02

27:02

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 mobile payments and tap-to-pay Advice for new sales agents on dealing with rejection, playing the numbers game, and leaning on friends/family for initial sales How the payments industry has adapted nimbler product development strategies focused on agent and merchant needs And this time we actually introduce the speaker. There's a first time for everything. Powered by caffeine and PayCompass…

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Dual or Duel Pricing? 29:56

cách đây 1 year trước29:56

29:56

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.…

1
Chad Rapper - Part II 23:43

cách đây 1 year trước23:43

23:43

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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Chad Rapper Part I 24:08

cách đây 1 year trước24:08

24:08

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 up.…

1
Seize Control or Cede Control 23:51

cách đây 1 year trước23:51

23:51

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.…

1
Ira Cornelius Part II 24:26

cách đây 1 year trước24:26

24:26

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."…

1
Ira Cornelius Part I 23:37

cách đây 1 year trước23:37

23:37

Jon 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!…

1
The Good (Old) Days 28:44

cách đây 1 year trước28:44

28:44

In this episode, Justin Volrath and Jon Skelly, discuss what excites them in today's payments industry. They discuss why right now is an exciting time to be selling merchant services, how the industry has opened up to allow more diversity in successful sales agents, growth areas in integrated payments and e-commerce, how support and optimized offerings can help agents focus on selling, and how changes in residuals and splits have created opportunities to build meaningful portfolios. And they acknowledge, repeatedly, that they sound very, very old while doing it.…

1
Naming the Elephants 34:54

cách đây 1 year trước34:54

34:54

In this episode, Justin Volrath and Jon Skelly honestly discuss issues and gaps they see in merchant services and payments sales. They talk about predatory agent contracts, protecting residuals for agents and their families, offering a wide range of products and services, doing right by both agents and merchants, and a vision for the future where every company operates from an AgentFirst perspective.…

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