Interchange fees are one of the largest — and most misunderstood — costs in merchant services. But new changes from Visa are reshaping how optimization works and creating new opportunities for payment professionals.

In this episode of the Merchant Sales Podcast, James Shepherd speaks with Jeremy Layton, CEO of Verisave, about interchange optimization, Visa’s new Commercial Enhanced Data Program (CEDP), and how merchants can reduce processing costs without switching providers. They explain how interchange works, why many merchants overpay, and how real transaction data is becoming critical under Visa’s new rules.

The episode also explores how ISOs and agents can partner on cost reduction programs, unlock new revenue opportunities, and help larger merchants who aren’t looking to switch processors.

Plus, Patti Murphy’s Today in Payments segment covers major industry developments including Europe’s move toward a new payment network, rapid growth from Toast and Zelle, and emerging payment innovations.

If you’re a merchant sales agent or ISO owner looking for new ways to deliver value — and generate revenue — this episode is a must-listen.

Real-time payments are already transforming how money moves, but most payment professionals still don’t understand the opportunity.

In this episode of the Merchant Sales Podcast, James Shepherd and Patti Murphy sit down with Jim Colassano, Senior Vice President at The Clearing House, to break down the RTP (Real-Time Payments) network and why instant money movement could reshape merchant settlement, cash flow, disbursements, and business payments. They discuss how payments can settle in seconds, why adoption is accelerating, and what ISOs and processors need to do now to stay competitive.

The episode also includes a Today in Payments segment with Patti Murphy covering major industry news, including interchange legislation, consumer spending trends, digital wallet adoption, and emerging payment innovations.

If you’re a merchant sales agent, ISO owner, or payments professional, this episode will help you understand one of the biggest infrastructure shifts happening in the payments industry today.

Where is the payments industry really headed as we move toward 2026?

In this episode of the Merchant Sales Podcast, James Shepherd sits down with Greg Myers, host of the Leaders in Payments podcast, to break down the biggest trends payments leaders are watching—from AI and agentic commerce to embedded finance and evolving ISO strategies.

The conversation cuts through the hype to focus on what’s actually changing, what’s moving slower than expected, and where merchant sales agents still have a major advantage.

The episode also features a Today in Payments segment with Patti Murphy, covering key industry data and headlines, including ACH growth, crypto adoption, system outages, and emerging payment risks.

If you’re an agent or ISO looking to stay ahead of where payments, software, and finance are converging, this episode delivers the insight you need.

In this week’s episode, James sits down with Ben Ross of Green PayTech for a candid discussion on what it really takes to build and scale a payments business in today’s market. They dig into partnership strategy, technology alignment, and why integrated payments are no longer optional for anyone serious about long-term growth.

Later in the episode, Patti Murphy returns with Today in Payments, covering major developments at the Fed, updates on the Credit Card Competition Act, RTP expansion, and other industry shifts every payments professional should be watching.

In this episode of the Merchant Sales Podcast, James Shepherd sits down with Jaron Rice for a candid, unfiltered conversation about growth, control, and the realities of scaling in the payments industry. Jaron shares his personal journey from building a book, registering directly, experimenting with scale, and ultimately redefining what success actually looks like in today’s market.

They break down hard-earned lessons around ownership, operational complexity, team building, and why bigger isn’t always better. The conversation challenges common assumptions about growth and offers a more sustainable framework for long-term success. The episode also includes a Today in Payments segment covering major shifts in crypto cards, stablecoins, and macro payment trends shaping the future of the industry.

Payroll is one of the most overlooked revenue opportunities for payment professionals. In this episode, James Shepherd talks with Evan Perdikouris, President of Nexroll, about how payroll fits naturally alongside payments and how agents can generate new residual income without becoming payroll experts. They break down the economics, the best merchant targets, and simple referral strategies that deepen relationships and increase stickiness. Plus, Patti Murphy joins James for the latest Today in Payments segment, covering key industry updates you need to know. If you’re looking to expand beyond processing and add a high-value service your merchants already need, this episode will show you how to get started.

In this episode, James Shepherd sits down with Blake Wilson for a behind-the-scenes conversation on a rare evolution in merchant services - an ISO scaling the traditional agent channel while simultaneously transforming into a SaaS and technology company. They dig into what it really takes to choose a vertical, build or buy software the right way, and execute integrated partnerships without losing the compensation structures and economics that agents rely on.

This is a practical, honest look at vertical focus, tech ownership, and building leverage at scale, without treating either path like a one-size-fits-all answer.

In this week’s episode of the Merchant Sales Podcast, James Shepherd sits down with Chris Del Grande, payments entrepreneur and ISO operator, for an in-the-weeds conversation on scaling merchant portfolios through the 1099 agent model. They break down what it really takes to grow at scale - where agents struggle, how ISOs can better support them, and why the 1099 channel remains one of the biggest opportunities heading into 2026.

As the industry shifts gears into a new year, James Shepherd sits down with Allan Noe for a timely conversation focused on growth, goal setting, and building the right partnerships to scale an ISO. Allan brings deep experience helping payments businesses grow through strategic relationships - including associations, bank referral programs, and other partnership-driven models that create long-term leverage.

This episode offers practical perspective for agents and ISOs looking to start the year with clarity, prioritize the right opportunities, and think more strategically about how partnerships can accelerate growth in today’s payments landscape.

As the payments industry looks toward 2026, many agents and ISOs are realizing the traditional agent model is under pressure. In this episode, James Shepherd sits down with Keith Sampson for an honest conversation about burnout, goal setting, and why chasing high splits often leads to unsustainable businesses. Keith shares lessons from building and exiting companies, navigating personal and professional burnout, and rethinking how payments fits into a larger long-term strategy.

Together, they break down why the agent model is changing, how to think differently about referral versus dealer structures, and what it really takes to build lasting wealth in today’s integrated payments landscape. The episode also includes a Today in Payments segment with Patti Murphy, covering timely industry news and updates not included in this interview.