Mastering the art of relationship building The key to building lifetime relationships is in keeping it super simple, RJ Horsley, President of SpotOn Transact, explains in this week's featured interview. Plus, James discusses urgency killers and ways to overcome these...

  Today I want to answer a question, “Does cold calling still work?”  I've noticed an interesting, illogical trend among ISOs.  Some are willing to pay more for an account gotten through marketing efforts than an account gotten through cold calling.  In my opinion...

Learn why cash discounting is a win-win & how to close deals when selling on value This week's podcast features an interview with Adam Ackerman, head of the ISO Sales Channel at Merchant Lynx Services. Adam explains how cash discounting is driving value for MLSs and...

  I’ve noticed a trend as I’ve talked to ISOs and agents who follow my content.  Many of them still in their minds think that surcharging and cash discounting are the same.  There are a lot of differences between the two.  However, I’ll just give a thirty-second...

Making case for surcharging, instant funding; plus value-selling roadmap Robert Maynard explains how his firm, SurchX, partners with ISOs and MLSs to support compliant credit card surcharging. James provides a roadmap for selling on value. And Patti describes merchant...

  Today I want to talk to you about leads, referrals, and cold calls, and how to sell merchant services.  I've enjoyed the opportunity of speaking with thousands of agents who sell credit card processing; I talk to ISO’s; I do consulting.  As a result, I've seen many...