In this episode of The AgentFirst Podcast, Justin sits down with PayCompass agent, Kristy Thompson, who shares her winding journey from insurance in Chicago to real estate in Florida, and finally into the world of merchant services. 💸🌴

Kristy opens up about the ups and downs of cold calling, building a business alongside her husband, and making bold moves—literally and figuratively—to stay competitive. From crashing in Florida’s saturated markets to rebooting in Arizona, she unpacks lessons on resilience, reinvention, and staying scrappy. Kristy also shares her refreshingly honest take on networking, technology in the payments space, and what’s really working on the street. It’s an inspiring, funny, and unfiltered look at building a business from the ground up.

In this heartfelt bonus episode, Justin honors his late co-host John Skelly with a personal story and a powerful conversation on how agents can turn sales into long-term relationships. The episode dives deep into what comes after the deal is closed—turning merchants into loyal partners, supporters, and referral machines.

Justin shares practical, real-world strategies on:

• Why the first follow-up after install matters more than you think

• How to use early wins to ask for referrals (the right way)

• Building real relationships by becoming a customer of your customers

• Staying top-of-mind without being transactional

• The impact of treating every contact in the business with respect—because the bartender today might be your next business owner tomorrow

It’s a tribute, a masterclass, and a call to agents everywhere to lead with heart.

In this episode of The AgentFirst Podcast, Justin Volrath sits down with industry veteran and all-around good guy Tim Toombs, who opens up about his accidental entry into the world of credit card processing—starting with a Budweiser warehouse job and somehow ending with 18 signed pizza shops in his very first week.   This isn't just a story about selling. It's about grit. It's about taking risks (like starting 100% commission work 13 days before Christmas ). It's about having a partner who believes in you when no one else does (shout out to Tim's better half, Emily!). And it's about lighting someone else's fire just by keeping your own flame burning.   If you're in a slump, feeling alone, or wondering if this whole ISO life is worth it—this one's for you.

This episode of the AgentFirst Podcast is a masterclass in sales, hustle, and learning to trust yourself. Justin welcomes PayCompass' very first agent, Misay Khoundara, who has sold just about everything—vacuum cleaners, cars, credit card processing services and, most importantly, himself as a trusted expert.

 

Misay isn’t just another sales guy; he’s a closer, a relationship builder, and a mentor who chose a career in commission-only sales because he trusted in his abilities and his work ethic. During this episode these two discuss:

 

💡 The Real Hustle – How early rejections fueled his unshakable sales mindset.

💰 The Commission-Only Gamble – Why betting on himself was the best move he ever made.

🤝 Sales = Relationships – The reason his clients stick with him for decades.

🎯 Mentorship & Legacy – His passion for coaching the next generation of sales pros.

 

Whether you’re hustling for your next deal, debating whether to go all-in on commission sales, or just need some raw motivation, this episode is for you.

In this special episode of The AgentFirst Podcast, Justin sits down with his father, Mike Volrath, to discuss his unexpected path into the credit card processing industry. They dive into his career shift at 55, navigating life’s challenges while building a thriving business, and the key lessons he’s learned about customer retention, sales strategies, and the power of relationships.

In this episode you'll hear about:

✅ Mike's Career Reinvention at 55 - How he transitioned from plumbing to the payments business

✅ The Power of Relationships – Why warm leads and referrals trump cold calls and how a Quality Assurance Review process can transform client retention.

✅ The Secret to Long-Term Success – The importance of being present for customers, responding quickly, and establishing trust over time.

Enjoy this episode packed with actionable lessons for anyone in sales, especially those looking to build sustainable, residual income. 💰

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! 🎧🔥

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.

 

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.

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 

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

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