If you're selling payment processing to grocers and c-stores, consider selling EBT processing too, says Kyle Morgan, CEO at Mercantile Processing Inc. "You should be offering it as a value-add," he told James and Patti during this week's featured interview. Also this week, James explains the importance of "next action steps" when working with agents and with prospects, and Patti reports on struggles plaquing the crypto arena.

In a recent poll conducted in the CCSalesPro Community with individual agents, we found that 48% of agents are leading with Dual Pricing and only 33% with Non-Cash Adjustment / Service Fee programs. The remaining agents are leading with true Cash Discounting (14%) and Compliant Surcharging (5%).

Learn why the trend is towards Dual Pricing.

Learn why companies like our sponsor, North American Bancard, are seeing a significant improvement in merchant and agent experience with these programs.

Learn more about North American Bancard and their "Edge" program for Dual Pricing by visiting https://www.gonab.com

This week we speak to one of the founders of OnDeck to learn why he launched a new company, "Lending Front." This company is bringing mainstream lending to merchants through partnerships with payments companies and banks. This is the future of small business lending. Then, James speaks to a brand new field agent who is struggling to walk into businesses, and Patti provides compelling data on ISVs and payments integration.

How well do you understand merchant statements? Learn the ins and outs in this edition of the merchant sales insight. We dive into topics like issuing banks that charge interchange, interchange padding and optimization, card brand fees and processor fees. If you want to become an expert at reading merchant statements, this is a great place to start! Make sure you visit https://www.getisoamp.com to learn more about the sponsor of this edition. ISO Amp is the leader in full service statement analysis.

Tune in this week and learn how Josh Beneditti is building a modern payments company, Card Z3N. "We offer technology with a human touch," Josh explains. James follows that up with insights on raising capital, and Patti closes out the podcast with a report on growing fraud threats.

In this edition of the Merchant Sales Insight, I explain what a vertical specific software company is and what they are looking for from a payment processor. We discuss how to identify a good software company prospect and help you better understand their challenges and needs. This edition is sponsored by Tilled.

In this episode...

We talk with Yonas Marcos, CEO at Star Financial, about the ATM business. We explain why ATMs have become more popular through the rise of cash discounting and now dual pricing.

We also discuss non-compliant ATM systems, such as the Cashless ATMs being used by Cannabis Dispensaries, and how Visa is cracking down.

Then, I discuss some powerful external threats to the ISO / Agent model.

And Patti talks about how the Durbin Amendment is finally being fully implemented with competitors to Visa and Mastercard with debit routing.

Let's face it, the merchant services industry spends way too much money on recruiting and far too little on training. The secret to both recruiting and activating reps is training. Learn the 3 step process that I used in my own ISO and what dozens of consulting clients have used to dramatically reduce the cost per recruiting lead while simultaneously increasing the agent activation rate.

In this episode...

We interview Sebastian Builes, CEO at Arcum Partners.

We discuss how they have created a technology platform that identifies at-risk merchant accounts before they cancel. Thus, ISOs and other payments companies can dramatically reduce the cost of attrition.

James talks to an agent about building a business funding solution alongside payment processing.

Then Patti closes out the episode with a discussion about card tokenization and some stats from Visa on this technology.

In this edition, we focus on the challenge of selling larger volume merchant accounts. I get very specific with tips on how to find data on these local merchants and how to connect with the right decision makers. I asked Dustin Magaziner of Paybright to sponsor this edition as part of the, "No Merchant Left Behind" series. I love what Paybright is doing to ensure that agents don't lose profitable deals because they are too large, too small or need too much free equipment, so definitely check out what they are doing.