Compliant surcharging can be quite profitable for ISOs and their sales reps. But before proceeding, ask yourself:

(1)What is the average ticket size of a prospect/client?

(2)Do we have technology to integrate with the billing system, so statements are accurate and understandable?

(3)Do we have an omni-channel solution?

Payroc, sponsor of this Merchant Sales Insight, has done a fantastic job of building an omni-channel compliant surcharging solution that integrates with billing.

Head over to payroc.com/go to learn more about the program they call RewardPay.

Scott Adams, CEO at Fraud Deflect, joins James & Patti this week to explain Visa's new rule changes around the type of chargebacks commonly referred to as "friendly fraud.' "These changes are going to be a game changer for some merchants," said Scott. Then James addresses what he describes as the race to vertical SaaS solutions, and Patti reports on a chargeback mitigation firm that has found itself in the hot seat.

There are three foundational pillars - tech capabilities - upon which ISOs and agents can build successful merchant services marketing plans.

1. A statement analysis tool that supports quick turnaround with 100% accuracy.

2. A tool for creating instant savings estimates without the need for uploading statements.

3. Customer proposal templates.

ISO Amp, my company and the sponsor of this Merchant Sales Insight, has spent the last several years perfecting the application of technologies that support these three pillars. Plus, we can help ISOs and agents build custom marketing campaigns.

Visit getisoamp.com to learn more.

In this week's featured interview we explore how ISOs and agents can slash merchant attrition with gift card and loyalty programs. Some agents are seeing attrition rates fall by as much as 50%, simply by offering gift card programs, explained Dan Battista, CEO and Partner at Factor4, a leading provider of omnichannel gift card and loyalty programs. Next, James offers insights on selling payment and POS solutions remotely, and doing it right. Then Patti reports on a new survey of consumer payment preferences.

All too often banks make it difficult for ISOs and agents to set up accounts. Not so neobanks.

Neobanks are fintechs with apps that streamline mobile banking. And neobanks are a potential game changer for merchant services.

ISOs and agents are uniquely positioned to profit from neobanking. Maybe even more than they profit from payment processing.

Netivia Banking, the sponsor of this Merchant Sales Insight, is on the cutting edge of neobanking. Go to ccsalespro.com/netevia to open your own Netevia business banking account. I did, and I really like the flexibility and control it gives me.

Learn what it takes to really make it in merchant services. "Focus and intention are critical", says Elaina Smith, CFO at Secure Bancard. Later on in the episode, James draws on his own experiences to offer advice on what it takes to launch a software company, and Patti has some new insights on consumer spending and card usage.

James puts a new spin on an old way of compensating sales agents, the profit true-up. In this episode of the Merchant Sales Insight, you'll learn:

- What a profit true-up is & how it works

- How dual pricing is dramatically changing the math around profit true-ups, as well as overall account profitability

- Using profit true-ups to evaluate potential ISOs/processors for your accounts

This edition of the Merchant Sales Podcast is sponsored by North American Bancard. NAB has one of the best profit true-up programs in the industry, plus a dual pricing program it calls Edge. Visit GoNAB.com, and ask what kind of profit true-ups you might be able to get on an average account.

In this special edition of the Merchant Sales Podcast, James explains Visa's recent decision to cap credit card Surcharges at 3%, and how that will drive more ISOs and agents to pitch Dual Pricing. Plus, James interviews Eric Bernstein, CEO at Valor Paytech, on how Valor terminals can support both Dual Pricing and Compliant Surcharging, and together James & Eric respond to agent questions.

Use excuses to your advantage. Here are three key considerations:

1. Have a good excuse for calling on a business owner in the first place.

2. Justify (have an excuse for) why you're calling on the merchant now.

3. Negotiate for time throughout the process.

Keep the business owner in a negotiating posture for as long as possible. Use lines like, “Well, one more thing, and then I’ll let you go," and, "Would tomorrow work for me to come back and provide a demo?”

This week's podcast features Dave Humphrey, President at Bryte Payment Solutions, discussing the importance of first impressions and maintaining open channels of communication. James shares his insights on starting a vertical-specific software company based on his personal experience, while Patti reports on a new Visa initiative that promotes interoperability between P2P payment networks.