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Monday Morning archives - 2023

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PCBancard is the best-kept secret in the credit card processing industry… and this page is where you’ll find all the secrets to success.

Did you miss a Monday? Or are you new around here? We now have Monday Morning Archives! Get the best segments from Jason’s Monday Morning Meetings and related content, downloads and affiliate links for the topics covered on Monday Mornings, updated here every week. Don’t want to scroll? Skip to the latest updates:

12.18.23 Jam Packed Meeting! 

[0 – 9:00] CrossCheck Recap

Why check acceptance can help you sell more Dual Pricing deals:

  • checks are still about 25% of all payments
  • for the consumer: another form of payment for Dual Pricing
  • for the merchant: they can have their checks guaranteed (don’t have to worry about it bouncing)
  • biggest benefit to merchants is being able to split payments
  • schedule a demo with CrossCheck for merchants interested

[9:00 – 30:00] E-Book and Self Education

  • Ebook for newbies: to help you better understand credit card processing 
  • Online Training Course – available for all agents! 
  • Use Monday Morning meeting to get questions answered from all departments

[30:00 –  59:00] IPOS Training with Kenny (P Series Backend)

  • virtual terminal on the backend
  • if terminal goes down, they can take payments via the cloud on IPOS.
  • merchants can also text a link to pay to the customers phone
  • IPOS mobile app: can take payments directly from your phone (it’s a terminal in your pocket!)
  • can add a tip
  • integrates with QuickBooks Online
  • integrates with software specific for car dealerships
  • app and terminal can be pre-programmed with Dual Pricing
  • Cost: $10/month

[59:00 –  1:09] Open Q&A

Related Content:

CrossCheck in Partner Training Portal

PCBancard’s Credit Card Processing E-Book

James Shepherd Online Training Course

IPOSgo! page

12/11/23 CrossCheck with Todd Little. When it comes to Dual Pricing, check acceptance gives merchants peace of mind that they’re giving their customers one more option as a way to pay for a product or a service. Todd’s been with CrossCheck for 27 years and is an expert in the payments space. 

[0:00 – 2:37] Introduction

[3:00 –  27:00] Multiplatform Check Processing Solution. Guaranteed Checks and ACH is the difference! 

Guarantees checks 3 different ways.

  • Most commonly used is through a desktop and Check Imager
  • Mobile app on a phone or tablet
  • ACH – merchant sends a link to customer

Cost? 1/3 of what processing usually costs. 24/7 customer service, count CrossCheck as a part of the whole processing solution.

What is a Check Imager and how does it work?

  • Reader/Imager – similar to what you see at a bank. Machines take pictures of front/back. Can also be done through a phone or tablet. 

Do merchants still have to take checks to the bank?

  • No – Using CrossCheck allows merchants to no longer have to take checks to the bank. 
  • No more bad checks. Guarantee comes at the point of purchase. We give a yes/no within seconds, and they get funds immediately. Bad checks don’t bounce against merchant. 

What are good industries and verticals for CrossCheck? Most lucrative:

  • Auto Dealerships
  • Auto Aftermarket
  • Building Supply
  • Home Furnishings
  • Medical/Dental/Vet
  • Heavy Equipment
  • Power Sports

Does CrossCheck offer demos?Yes, both for mobile pay solutions and pay-by-link solutions. 

What is a multiple-check transaction?

  • Merchants with high tickets (transmission shops, vet, etc) customers can make payments in 4 separate checks – similar to a buy-now-pay-later option.
  • Spread out payments over 2, 3, 4 payments. Can give up to 90 days to make payment, spread out over time. Merchants knows upfront they are guaranteed on those checks. 

What is the pricing for CrossCheck?

  • Pricing is a wide spectrum, industry-driven. Car dealerships are complex but very lucrative. Book a call with Todd and your merchant, there are a lot of options for merchants depending on what they need.  

How much does the check imager cost?

Nothing. 

[27:00 – 32:00] Open Q&A with Todd

What does it cost a merchant? If in one of our target industries, likely 1.25% range.

Related Content:

How to contact CrossCheck: (800) 843-7354 

Todd: (707) 291-3469

Travis: (707) 481-6143

Email: partnerrelationssupport@cross-check.com

Online demos available or live demos can be provided.

Where can you find more training and online demos? https://www.cross-check.com/iso-resellers-sales-portal

Password: CrossCheckIS

11.27.23 Breaking down Passport, CPX and Plastiq! And answering your questions. 

[0-7:00] Housekeeping:

New Plastiq landing page for signing your merchants is up! Go here to have your merchant apply.

New Documents for Black Tie Funding are in your PTP under Applications/Cash Advance.

Check out PCBancard on LinkedIn and share it to your own page.

[7:00 – 25:45] How does Passport work?

A banking relationship that gives the businesses benefits. It is a bank account, backed by Wells Fargo. Every time a merchant takes a transaction, the money is automatically pushed into that bank account, within 5-10 minutes. From that account, merchants can also pay their vendors. Open Q&A

[25:45 – 35:00] How does CPX work?

Monetize and streamline payables: Allows business owners to monetize their payables by paying with a card and getting a portion of the interchange back. We will get a list of the merchant’s “spend”, run it through VS/MC database to see who accepts cards, then payments are set up through those vendors that accept cards. A portion of the interchange is collected and goes back to the merchant. Open Q&A about how CPX benefits merchants on Dual Pricing.

[35:00 – 44:00] Plastiq: Pay Anyone, Anyway and leverage rewards on your credit card.

Using any card a merchant wants to use (not a virtual card), and transfers the credit card payment into any payment method the vendor receives.

  • Uses any card the merchant decides to use
  • No matter how the Vendor accepts payments, the card is converted into that payment method (card, ACH, wire transfer)
  • Understanding how to leverage 2-7% in rewards and discounts.
  • Free up working cashflow by leveraging the “float” on your cards.
  • Cost is 2.9%
[44:00 – 1:00:00] How can a merchant get a “float”? and Open Q&A about Passport, Plastiq and CPX
Generally speaking, CPX and Plastiq are for bigger businesses, or businesses with a lot of payables. Passport for smaller businesses. You aren’t making a ton of money off of this, but you are making a merchant stick with you for life. Allows you to change the conversation, and not walk in talking about lowering fees. You have to bring more value, and change the conversation. Goal is to keep that account with you for the next 20 years. New way to sell in 2024 as merchants needs change.
 
[1:00:00 – 1:06:00] Open Q&A

Can a merchant use all three? Yes.

 

Related Content:

DOWNLOAD: Merchant Survey

New Plastiq Landing Page for PCBancard: https://prioritycommerce.com/plastiq/?source=priority_pcbancardllc

Black Tie Funding Cash Advance:

DOWNLOAD: Cash Advance  Application (Black Tie Funding )

DOWNLOAD Black Tie Funding – Referral info

DOWNLOAD Black Tie Funding Guide 2

11.13.23 Industry Updates and Open Q&A

Housekeeping:
  • new structure for Monday’s: we’ll provide industry announcements, and ask you to bring your situations to the group. Get some help on the group instead of calling Jason one on one. 
  • restaurants are closing at a record pace, bottom line is suffering, great time to talk to restaurants about how to put money back I to their bottom line. 
  • great job Sean on getting the attorney testimonial. View it in the Facebook group.  
  • new Cash Advance partnerships! More options for your merchants. Talk to your merchants about it or ask Emma to send an email to your list. 
  • fill up your Jan calendar in Nov and Dec. 
 
Topic: Jason answers your questions live, plus some hard truth from Robin! Here’s the questions and topics discussed on today’s call:
  • How do you get in with restaurant owners? 
  • How do you convince a business owner who is surcharging that dual pricing is better?
  • What type of government accounts do you recommend going after and how do you get inside?
  • What do you do when someone is just not interested ?
  • How do I get a merchant signed up with passport? 
  • Plus some continued and healthy conversation about Dual Pricing. Keep coming back to Monday morning meetings to stay on top of the industry and get your questions answered. 

 

Related Content:

Here’s the document by Visa Jason pulled up in the meeting today.

11.6.23 Plastiq, Passport, and important industry updates.

[0-17:30] HouseKeeping

  • DISC assessment, Newsletter Announcements, CrossCheck webinar and misconceptions in the industry, and what our best reps do to keep their accounts forever

[17:30 – 38:30] Examining a merchant statement and helping them change platforms.

  • How to know what to look for on a statement and how to know immediately if you can save a merchant money, and if you should change their platform.
  • Quick overview of Level 2/3 Processing 

[38:30 – 51:00] Passport and How to Monetize Your Payables

  • 1/75% swipe fee
  • Free employee Passport Accounts
  • Save on ACh expenses
  • What is your current bank doing to help you grow?

[51:00 – 1:10:00] Plastiq – use your card for virtually everything.

  • Inventory/Lease/Materials/Shipping/Suppliers/Taxes/Insurance/Tech Services/Marketing & Advertising, etc
  • Pay vendors with a credit card even if they don’t accept cards. 
  • Achieve financial flexibility by extending payment times of major expenses
  • Improve efficiency by leveraging automated invoice scanning and bill approvals
  • Manage payments on the go with our mobile app on iOS & Android 
  • Monetize the use and “float” on their cc’s.

Related Content

Learn more about Plastiq here.

Learn more about  Passport here.

Answer to question about how the merchant and vendor will see Plastiq verbiage on their cc accounts:

  • merchant will see PPQ*VENDOR, the soft descriptor, on their cc statement
  • vendor will see PQ*MERCHANT NAME on the incoming ACH or wire

10/30/23 Why you should target specific business types.

Housekeeping [0 – 28:00]

  • Important announcement about WorldPay and rate increases.
  • Downsides about Toast from a business owner: lots of outages, broken equipment, high rates (3.49-3.61%), additional monthly fees
  • Congrats to Randy and Debbie and their charity program – they just have a check to a local Animal shelter for $887.00
  • Shout out to Pamela! She’s going above and beyond and doing amazingly well learning this business from Real Estate.
  • Cash Advance email has gone out. You will be contacted by Kristen if one of your merchants responds. Ask every merchant you talk to about Cash Advance during this holiday season.
  • Jan – you should have at least 20 appointments in Nov & Dec. You will get business owners in their business. Set your appointments for Jan.
Targeting Specific Verticals [28:00 – 32:00]
  • allows you to create a custom opening pitch
  • allows you to use your background
  • allows you to understand your value proposition
  • allows you to better know issues in that specific industry
  • allows you to create custom marketing materials
  • creates confidence and momentum
Pizza Shops [32:00 – 40:00]
Challenges Pizza Shops face and how to solve them. Give them a Virtual Terminal (Fluid Pay) for phone orders. Consider offering L2/L3. Offer HotSauce. Profit margin: Offer the power of giving your customer a choice with Dual Pricing. Expenses have increased.
Auto Repair [40:00 – 57:00]
What are their challenges and why we love this industry. Easy equipment. Owners are avaialble. Time between service and payment. Not much marketing. Don’t dress up! 
Plus healthy conversation about this topic with our reps.
Retail Specialty Shops [57:00 – 1:00:00]
They have time to talk. Typically hate their processor because their rate is higher. Build referral partner. Flat rate or Dual Pricing.
Nail & Hair Salons [1:00:00 – 1:07:00]
Always super busy, no time for a full presentation. Make it simple – what’s it going to cost? Set them up as multi-merchant. OVVI now has MX POS created specifically for Salons. Reach out to Kenny to schedule a demo for a salon with OVVI. Pitch that works with Salons: 
Industrial Parks [1:07:00 – 1:10:00]
Merchant Services playground! Hundreds of businesses within a few miles. Level 2/Level 3 processing is a good fit.
Related Content
Cash Advance 

10.23.23 Objections and how to handle them! 

Here is your recording from this mornings call focused on Objection Handling. 

Here are the housekeeping announcements as well: 
-talk to your prospects about Cash Advance. Ask them if they need an extra $20,$30,$50K in their bank account for the holidays. Check Fridays newsletter for a Cash Advance email to send out 
-we’ve been deploying P series Demo Units, if you don’t have one you can get one risk free. You pay upfront and after your first 2 deals we’ll reimburse you. Reply to this email if you would like to order a demo unit. 

10.16.23 We all know that tablets are popular at restaurants. Well now we can offer restaurants one! Listen to Monday’s meeting with special guest Scott Appel with Gotham Hospitality as he walks through Tabit POS.

[0 – 40:30] Who is this the best fit for: Applebees-size restaurant, restaurant with outside dining, restaurants doing a million to million and a half annually. Can replace Toast. Full-service system for high-volume restaurant that needs all the bells and whistles. This is not supposed to replace HotSauce – it is for a higher-volume type of restaurant.

What are the benefits to restaurant owners?

The average customer is up 5 to 15% in sales within a few weeks, because taking payment at the table, quickly add drinks or food items, etc.

What type of equipment? 

ipads. Different sizes available, prices depend on the merchants’ need. This is more expensive option than other systems, but you can replace Toast with this system.

[40:30 – 44:45] Jason and Robin discuss TabitPOS

 

[45:00 – 49:00]

Jason introduces our new office assistant, Cori! Robin talks about PCBancard’s growth and Kristen’s promotion. Kristen is now the manager of Customer Service and overseeing tech support.

 

[49:00 – 1:00:00]

Cash Advance (make an extra $20K-$30K this year)

Related Content:

tabit.cloud

gothampos.com

Contact Jason if you have a merchant interested in TabitPOS 

 

10.9.23 Special Presentation: GiftYa overview with Jim Atten and Travis Craten 

[0 – 37:00] GIftYa Presentation with Jim Atten

GiftYa is a text-based gifting platform used by thousands of businesses—both big and small—nationwide. Jim gives a full presentation and answers your questions live about about this program.

Here’s a few questions covered today:

  • Can this program be used in addition to actual gift cards? Yes it is considered a benefit to offer both. 
  • Do merchants receive the funds for the gift card before it is redeemed by the customer? No. 
  • Is this available to both large nationwide merchants and small local merchants? Yes!
  • Is there a cost to the merchant for this program? No. 
  • Does GiftYa link to all cards? At this point Visa, Mastercard and AmEx.

[37:00 –  52:41] Jason reviews Priority University + Open Q&A.

All agents should spend some time learning about these products: https://university.prioritycommerce.com/

Password: priority23!

*Please note: Any Priority Solutions we have covered on Mondays will be added to the Partner Training Portal in the Priority Solutions Section here.

Related Content

YouTube Video: Sending a GiftYa

YouTube Video: Receiving a GiftYa

PDF: GiftYa Product Overview

PDF: GiftYa Partner FAQs

Learn more about GiftYa in your Partner Training Portal here.

10.5.23 Priority and Fluid Pay new releases! Passport and Simple Payments.

Recap:
[0 – 23:30] Kenny gives an overview of how Simply Payments works with Fluid Pay, and gives some examples for what kind of industries this is good for. 
  • Please note that we did confirm during the call that however the merchant’s Gateway is set up is how the Simple Payments page will work! So yes it can do Dual Pricing if that is how the merchant’s gateway is configured.
  • Once Merchants have this feature enabled, they can simply toggle it on or off.
[23:30 –  30:00] Housekeeping 
[30:00 –  51:00] Power Conference
[51:00 –  1:14:00 ] Jason’s take-home conversations from the Power Conference
  • After talking to agents making $100K a month, Jason has a few things to say!
 
Related Content:

9.17.23 Cash Advance Season is here! Randy’s processing plan with his local county, our special one-week bonus offer, and which industries are best for a quick sale.

[0 – 6:00] Randy talks about the County Government Processing Program in Texas that he has started up.

[6:00 –  14:30] One Week Bonus Offer starts today (9/17) through Sunday at midnight (9/24). Two Dual Pricing deals processing $50K in volume will get you an extra $2000. Must submit statements or wait until they are processing for 30 days. You can use the Partner Training Portal to find the Live Price Sheet so you know the cost of terminals without having to call the office or reference outdated materials.

[14:30 – 18:00] Best months for processing are leading up to the holidays. Why? Because they will do a lot of their annual revenue in the next 3-4 months. Their revenue will skyrocket and they will be paying more fees. Now’s a great time to talk to them about getting rid of their bill entirely. Interchange fees will always go up in Sept and April.

[18:00 – 26:00] Sean talks about Cash Advance season and why it starts now, and what he says to merchants:

    • Just ask. Could you use an extra $30K – $50K to help take advantage of the next few months? Do you need to hire some additional employees? Do you need more inventory? New equipment? Do you have an oven or grill or fryer that needs to be replaced? What do you need to leverage these next couple months of business and what if I can get that cash in your bank account in the next 3 to 4 days? Would that be helpful?
    • How does it work? Cash Advance company will buy a portion of their future cc transactions. They pay it back through a portion of their cc sales. 
    • Ballpark: $50K per month in cc processing will get them $50K in cash advance in the next few days.
    • Must submit 3 months bank statements 3 months processing statements.
    • Applying doesn’t lock them into anything. Cash Advance Company (Rapid Finance) will come back with 3 options. Example: $30K, pay it back in the next 10 months, we’ll take 15% of your cc processing each day for the next 10 months and you’ll pay back $33K. Same thing with $40K, etc. Then they decide how much they want to accept.
    • Most of the time they renew 3 times in the next 18 months. You’ll get paid on it.
    • Payoff for rep is 4 to 6 basis points. Means, $2500 give or take.
    • Bank loans are 30-60 days, Cash Advance is 3-4 days.
    • Not everyone will get approved, if not Rapid Advance, we have other partner options.

[26:00 –  30:30] Your PTP/Priority Solutions is where you can find new information on Priority Products such as…

    • CPX: help merchants make money off of their payables
    • Sentinel: help merchants that are having chargeback issues
    • Landlord Station: software for landlords to manage properties.

[31:00 – 46:00] Open Q&A

  • Pamela discusses issues with a merchant who is not using the terminal. Jason and Mac problem-solve.

Related Content:

9.11.23 Landlord Station, Partner Training Portal, PCBancard Payments Experts Facebook page, and what to know about Square.

[0 -38:30] Landlord Station with Jennifer Russell – mini demo of the software and how it works. Specifically created for Landlord/Property Management, etc. This is offered as a part of MX Merchant through Priority. 

[39:00 – 44:38] Where you can find this information in the Partner Training Portal, Why we want you in the PCBancard Payments Experts Facebook Group, and shout out to Debbie and Randy for being voted business of the month by their local Chamber, plus the Sept Bonus:

Two Dual Pricing Deals, combined total volume of $50K – you an extra $500 bucks. (must have statements)

Three Dual Pricing deals at total combined volume of $100K, you get a $1000 bonus. (must have statements)

Don’t forget to mention Cash Advance! 

Related Content:

Visit the Partner Training Portal/Gateways, Virtual Terminals & Priority Solutions  here: https://pcbancard.com/partner-training/gateways-virtual-terminals-and-priority/

8.28.23 This morning’s meeting was fantastic – especially for you newer agents. Make sure you listen to the entire recording! Full notes with downloads will be up on the Rep Blog, and announced in your Friday newsletter.
 

[0 – 13:00] Housekeeping:

[13:00 – 31:30] Partner Training Portal 
[31:30 – 1:00:00] The Opportunity for Newbies
  • Jason lays out how to make $144K in one year. 
Next Monday we are OFF for Labor Day! Make sure you look for your Friday newsletter and updates in the PCBancard Payments Experts Facebook group.

8.21.23 Selling to specific industries such as Salons, Industrial Parks, and Restaurants; how to talk about Cash Advance, how to land major accounts, and what has worked for other PCBancard reps.

Pros and Cons of Salons

  • Nail salons and hair salons are one of the biggest roadblocks, and it takes a lot of time and training to work with them.
  • The number one reason why people have problems with salons is because they are not respecting how busy they are.
  • Keep your pitch short and to the point. They need to understand exactly what it is that you are offering them. If you make a convoluted pitch, they don’t have time to think through it.
  •  Can set them up multi-merchant 

Industrial Parks and Office Buildings

  • Industrial parks and office buildings are the most untapped market out there. They have 50 to 70 different businesses under one roof.
  • Industrial parks and office buildings can be a great opportunity to make a career out of just working with them alone.
  • Manufacturers tend to do a lot of volume, and their decision-makers are within these industrial parks and offices.
  • B2B businesses love the concept of level three processing. Interchange rates can be decreased by almost 50% a huge saving for B2B businesses.

Restaurant Industry with Randy Sinclair

  • On average if a restaurant is doing $100,000 a month in business, they can expect to see an after-tax profit of about 10%.
  • The three areas of the sales process, customer service, technology, and Give Back Program are discussed.

 

Steve S talks about getting started in the Industry

 

How to Deal with Objections

 

Sean talks about why August and September are a great time for Cash Advance 

Selling to pizza shops and the auto service industry

8.14.23 Selling to Pizza Places and Auto Shops!

[0:55 – 2:55] Housekeeping: A note about Funding Delay

[2:55 – 10:00] IPOS Systems’ new updates! Brochure in Related Content below. Plus a note about self-education in merchant services.

[10:10 – 11:00] New Webinar with Sentinel for Merchants dealing with Chargebacks on Aug 22. Register here.

[11:00 –  19:20] The Toast Debacle: went to a congressional hearing! Lost 2.8 billion dollars. Google Toast ..99 cent fee. Print some articles. Pass it out to local businesses. How is your relationship with your merchant service provider? Toast thought they owned the customer relationship: they were wrong! Educate yourself on what’s going on and what alternatives there are (HotSauce, DejaPayPro, OVVI).

[19:20 –  23:30] Selling Merchant Services to Specific Business Types: Why do this?

  • allows you to create a custom opening pitch
  • allows you to use your background
  • allows you to understand your value proposition
  • allows you to better know issues in that specific industry
  • allows you to use custom market materials
  • creates confidence and momentum
[23:30 – 40:00] Selling to Pizza Shops!
  • They are their own business (not just QSRs)
  • What challenges do they face?
  • The per transaction fee is high (per the durbin amendments .22 cent transaction)
  • “The reason I am here is because we have a special program for pizza shops. we understand how the per item fee really hurt pizza shops”
1. pull all the phone sales off the terminal and put them onto a gateway
  • possible set them up with level 2-3
2. offer hotsauce (deliver, built for pizza shops, demo!)
3. profit margin (if worried about customers)
4. expenses have increased (cash buyers)
[40:00 – 42:00] Selling to Auto Service! (our favorite)
  • easy equipment (countertop terminal or fluid pay gateway)
  • Owners are available
  • Time between service and payment
  • Don’t have to beg for business
[42:00 – 50:00] What are their challenges?
  • Types of payments they accept
  • % is the only thing that matters to them
  • interchange fluctuation
  • chargebacks – big deal for auto service
  • “Mr / Mrs why are you paying to take a risk?”
  • Education (encourage debit cards)
  • cross-check (check conversion with guarantee)
[50:00 – 53:30] TIPS!
  • what to wear: be relaxed, jeans. down-to-earth-people
  • start talking about the challenges they face
  • let them know you are brainstorming with other auto service clients
[53:30 – 57:00] Note on Speciality, Boutiques, etc.
Open Q&A
 
Related Content
 

8.7.23 Find out the number one reason for failure in the industry and how you can avoid it.  

 

[0 – 5:00] Why Most Decisions Are Meaningless 

  • The most important part of decision-making isn’t about deciding what you are going to START doing, it’s about deciding what you are NOT going to do.
  • You have to give something up to get the time to do what you want to do.
  • You have to actually be your own boss.

[5:00 – 11:00] Eliminate Your Priorities

  • You should only have 2 priority levels – things important enough and things not important enough to do
  • How to manage your inbox

[11:00 – 15:00] Building Success with Timeblocks

  • How to budget your time

[15:00 – 24:30] Track Your Time for One Week!

  • What you’ll find is where your time is actually going
  • You’ll realize what is really important, and there are always tradeoffs.

[24:30 – 32:00] Template Emails and Short Phone Calls

  • Emails and Phone Calls should be the majority of your time, and building relationships
  • How to get more efficient with emails and phone calls

[32:00 – 40:30] Using Laziness to Your Advantage

  • How are you using your inactivity time?
  • What procedures can you delegate?
  • How to hire someone to help grow your business

Related Content

James Shepherd Online Course: Organized for Success

7.31.23 The Pitch That Always Works in Merchant Services (Spoiler alert: Be yourself!)

 

[6:30] Provide honest information about you and your business.

The best advice for new business owners is to be honest about yourself and your business.

The most common question we get from a new rep is, I’m brand new. What should I be telling these business owners? Jason shares his advice on how to capitalize on the benefit of being new to the field.

Jason shares his experience prospecting and how he uses the questionnaire to gather information about his business.

Be honest about who we are and what we are about. 

 

[13:40] The importance of asking the right questions. 

Let them know you’re not trying to sell anything, but are gathering information to see what problems you can solve.

When they think you’re a salesperson when they believe you don’t care about their business, ask them a couple of questions and be honest about who you are.

The first thing is to ask them questions that they can answer. “Are you leasing your terminal?” Make them feel confident because they are used to being in charge.

The questions you ask with sincerity. “Did you know some businesses in the area aren’t paying fees at all?”

Don’t be a salesperson. This business is about relationship building.

 

[22:15] Call to Action.

Call to action, moving the conversation forward to a close, and be careful of what you say or not to say.

Ask them something obvious and easy, get a yes “Are you paying credit card fees?” “Are you renting or leasing your equipment?”

Say “I’m going to be looking at these answers and putting together a program that solves some of these issues. Would it be okay for me to come back after I do this and let you know what I came up with?”

The biggest step in prospecting is having a call to action to move forward to the next step. Call to action is the biggest thing to look for in a prospect.

Get their permission to come back and share what they found and see if it adds value.

 

[30:00] The most overlooked thing in sales.

The most overlooked thing in all of sales is being honest. Be yourself and let them know you are new to the industry.

Jason shares his opening pitch for an example of a brand new rep going out and talking to local business owner.

Related Content:

Merchant Letter and Questionnaire

Merchant Service Questions Facebook Group to Join

Watch the entire Online Training by James Shepherd here.

7.17.23 Is it an objection or is it a buyers sign? Here’s some helpful tips (with buffer statements) to help you get past an objection.

[0 – 10:00] Housekeeping
[10:29] – Jason recaps Online Sales Training Courses by James Shepherd on Sales Psychology. All reps have access to this, sign up here.

Don’t mistake a Buyer Sign for an Objection! How to deal with…

    • I don’t like you
    • I don’t trust you
    • I don’t care
    • Or I don’t understand…
[19:00] – What a Buyers Sign looks like—means there is interest.
[23:00] How to handle: “I don’t care”
[26:30] How to handle: “Let me check with my partner….”
[37:00] How to handle: “Let me think about it.”
[44:45] How to handle: “I want to check out some other POS systems.”
[54:05] How to handle: “My company is cheaper.”
[1:00] How to handle: “What’s your rate?”
[1:13:00] How to handle: “Send me some information.”
[1:20:00] The Key to Overcoming All Objections (you want them to say YES more than NO)
[1:24:00] Open Q&A
 
Related Content

7.10.23 Selling processing to Dispensaries with Cultivate Payments! Plus, how to place an ATM.

[0 -] Housekeeping: No more VX 520’s! Also 50 Day Challenge Starts Tomorrow. Congrats to our group of 6 who are starting with us tomorrow.

[3:00-] Problems almost all dispensaries are going through right now. Everything has changed when it comes to setting up Dispensaries. We can now set up Dispensaries Legally and Lawfully to process debit cards. 

[9:20 – ] What is a Cashless ATM and how does it work? Why is this a bad idea for dispensaries? 

[11:15 – ] Our solution offered through Cultivate Payments, the bank will know they are a dispensary. Bank statements and receipts will have the name of the dispensary listed. 

[15:00 ] Problems with the voucher system (rounding required). With us they will be treated like a real business, and show proof of income. 

[20:00 ] Why can Cultivate Payments offer this and hardly anyone else can? It took years to get a bank on board. 
[22:29 – ] Customers will also incur additional “out of network” banking fees.

[26:15 – ] Safe option for dispensaries. Will increase sales by 30%. Will improve customer experience. 

[29:33 – ] Yes dispensaries can be set up to where they pass along a convenience fee to their customers… but this is not surcharging. Bank will allow merchant to pass along a convenience fee so you don’t have to take steps to go through cashless ATM. So in this case only, Dispensaries are allowed to pass along a convenience fee to a customer on debit cards with PIN debit transaction. 

[34:45 – ] Pricing: Listed in your PTP under Applications (also in related content below). Pass-through, plus 4% and .50 cents per transaction. Jason goes through this document one by one. 

[40:00 – ] Who is our competition? 

[41:40 – ] What will agents get paid?

[43:30 – ] Agent Paperwork and Application Process – you must follow the process starting with registering as an agent to sell to dispensaries. Contact emma@pcbancard.com for this form. 

[50:55 – ] What equipment will be used? QD2 – $320 and QD4 – $445 Deployed directly by Cultivate Payments.

[52:00 – ] Why we are so excited about the Banking Solution: You could be saving them THOUSANDS per month and helping them be able to pay their vendors and their employees. Bank is First Federal in Florida. ACH will cost $26. Wire $16.

[58:25 – ] ATM Machines!

[1:00 – ] Open Q&A… we left this on because it was so funny… enjoy!

 

Related Content

Interested in selling to Cannabis based businesses? Find all the documents you need in your Partner Training Portal under Applications.

Looking for training, flyers, and applications for ATMs? Go to your Partner Training Portal under Hardware & Terminals.

6.26.23 Three Ways to Close Your Deal!

[12:00 – 20:00] Cannabis Recap: what we can and can’t do with Cannabis and CBD Merchants.

[20:30 – 30:55] 50 Day Challenge

[31:30 – 56:30]

#1: Get Permission. Say, “With your permission I would like to show you how these three options and you can decide which one is best for your business, is that okay?”

#2: Make it personal (with confidence). Say, “I completely understand where you are coming from. Let me just say this—if you decide to work with me, I can promise you, no one wants your business more than I do. I will work tirelessly to make sure you are happy because my business is based off of referrals. Because of that I take this very seriously as you probably do about your customers and business. So, if I am personally guaranteeing that I am going to take care of your business, are you willing to give me a shot?”

#3: No Risk Close: Make an offer of some kind, eliminate the risk. Say, “I really appreciate you taking so much time with me today, and I do understand where you are coming from. There’s one more thing I just thought of. What do you think about this: 

  • Free Equipment Trial Program
    • Equipment Placement for 30 days no charge
    • No Cancellation Fees if they don’t like it

Lock in the Sale (and eliminate buyers remorse). Reassure them they made the right decision. Shoot them a text, give them assurance, continue to make it personal and thank them for trusting you. 

Related Content:

Quick App and JotForm Link with instructions

6.22.23 Thursday Special! Yup – we can now help  Cannabis and CBD businesses! We’ve partnered with Jason from Cultivate Payments to offer solutions for both Cannabis and CBD. Listen to our call and be the first to hear all the details from Jason about what Cannabis and CBD merchants are facing, and how we can finally help them!

Things to know about Cannabis:

  • Debit Card Only
  • Can provide banking solutions (usually can save them $1,000 per month on just the banking alone)

Things to know about CBD:

  • More paperwork is required
  • This is not a generic set-up. This is how all CBD should be set up. Take away the fear of being shut down. 

Related Content:

6.12.23 Selling to Small Business Owners: Understand who you are selling to! This training covers why we sell door-to-door in merchant services, how to leverage trigger events, and how to go from being average to being a Sales Professional in the Payments Industry.

[0 – 8:50] Selling door-to-door is the best way to sell merchant services. It is the best bang for your buck and your time. So why don’t people do it? It’s hard! It’s physically and emotionally draining. How many businesses will you close this month? On average, it’s the number of businesses you consistently prospect every day. Set your expectations right from the start: how to be efficient with your time, and what to do with business owners who aren’t ready to talk.

[8:55 – 15:40] In the next 12 months, 1 in every 6 to 7 merchants is going to switch their payment providers. If you talk to 20 business owners 3 of them will switch in the next 12 months. If you talk to 200 business owners, 30 of them will change in the next 12 months! What makes them switch? One of these trigger events: 

    1. rate increase
    2. no local support
    3. faulty equipment
    4. saw an ad for something different

[15:45 – 22:45] You don’t have to be an expert, you just have to be available when they have a “trigger event”. You can close 4 to 6 sales based just on this! But you have to prospect to capitalize on these trigger events. Even a blind squirrel gets a nut every now and then!

[22:50 – 27:25] The Sales Flow: What sets people apart? 

  • Top sales professionals don’t pressure business owners, they just make a conversation easy
  • It’s not what you say, it’s how you say it
  • Your goal is to eventually control the flow of the whole conversation (once you become an expert)

[27:30 – 32:25] Tips for what to do when you walk in the door of a business owner

  • Don’t start talking right away. Look at them and smile. Walk up to them and say, “Hey how are ya doing today?” (you are trying to disarm them)
  • Act like a customer – look around the store

[32:30 – 43:20] Sales Professionals can take their prospect down two different paths: Comfort or Respect. Both can be successful. But you have to come across one of these two ways, and you have to be intentional about which path you are taking them down. Which one is your style and knowledge base?

[43:30 – 53:25] Listen More and Talk Less! Fishing for the problem.

The more the merchant talks, the higher the chance of the deal closing. Be sure to say, “Tell me more about that” instead of coming up with a rebuttal for their objection. Listen for their problem – then you can come up with a solution for their problem. Don’t just push the product. After listening, say “Based on what you told me, I think there are 3 different directions you can go.”

[53:28 – 1:00:00] Commonly Asked Questions ~ Answered:

  • How should I dress for prospecting?
  • How many times should I visit a business before I give up?
  • When is the best time to set an appointment?
  • What software and POS systems can we integrate with?

Related Content:

Join the PCBancard Payments Experts Group

This training follows the Online Course How to Sell Small Business Owners. (sign up then navigate to the course)

6.5.23 B2B Sales Training: What REALLY matters in B2B Sales? Jason covers Mindset, Strategy, and Technique.

[0 – 12:15] We’ve said it before and we’re saying it again: You want to close more deals? Prospect! How do you get confident? Practice on people you know. Hit the same businesses 5 times before you move on. Your pipeline is your lifeline. Work the process over and over again.

[12:20 – 17:25] Be aware of what your problem is now: Why are you not getting the results you want? Be honest with yourself.

[17:30 – 22:50] The Big Lie in Sales: We put pressure on ourselves to MAKE people interested, or trying to sell. Focus on finding people who are open to having a conversation.

[22:50 – 32:25] How can we put this strategy into our business model? “It’s our job to offer, it’s their job to decide.” Don’t prospect to decide. Ask them questions, get them to talk about their business. If they are willing to talk about their “numbers” with you, your halfway there. “I really need 15 minutes of your time to show you the program, do you have time now or should we set an appointment for ___ at ___.” 

[32:27 – 43:50] Are you always getting ready to get ready? Bad idea. Just get started. Tip from other reps: dropped in to Businesses with a roll of paper. You can buy at Costco. Ice breaker – gives you something to walk in the door with, to give the business owner. Write your contact info on the paper. Order Visa/MC stickers, etc: discoversignage.com Or get a P Series Demo Unit to carry with you.

[43:54 –  45:35] Ask yourself these two questions: 1) Where is the biggest opportunity that would require the least amount of effort? Answer: talk to 7 – 10 new businesses every day. 2) Why haven’t you done it yet? 

[45:37 – 56:00] Did you know that less than 2% of salespeople have a solid plan for their business? Do this:

    1. Print off a calendar for the next year, with 3 months on one page (4 pages total).
    2. Fill out obligations you have (kids, family, etc)
    3. Look at how many days you DO have to work. How many work days do you actually have?
      • Pick one day each month for power prospecting (quick follow-ups)
      • Call your list of business owners and get referrals & a few words for a testimonial.
      • You call to your business owner is keeping you top of mind, identifying any issues they may have, staying consistent

[57:05 – 1:06:35] Lowest hanging fruit? Auto Industry! Why? Six reasons:

    1. Decision makers are present
    2. Google listings in your area! There’s a ton of them.
    3. They are not price sensitive. You go to who you trust.
    4. Easy equipment, little software, basic counter-top terminal.
    5. The time between service and payment gives customers ample amount of time to bring cash or check.
    6. Mechanics love cash. Cards come with risk. Scumbags out there will dispute charges when they don’t have enough money to pay. 
Related Content
Dual Pricing 4×6 Testimonial Cards (with Auto Industry Quote)

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5.22.23 FLUID PAY WITH KEVIN CALABRESE

From the founders of the NMI gateway – Fluid Pay is the only Gateway offering fully compliant Surcharge, Cash Discount, and Dual Pricing for card-not-present transactions across the entire platform, including invoicing, shopping carts, virtual terminal, recurring billing. Fluid Pay is great for subscription-based merchants, Pharmacies, churches, retail, e-commerce, automatic payments, gyms and any business using recurring/subscription based-billing.

 

[0 – 11:25]  Kevin shows features of the Fluid Pay Virtual Terminal, and how to use Fluid Pay for Level 1, Level 2 processing.

Support Dejavoo and PAX terminals, plus what Dual Pricing looks like on the Virtual Terminal. Multi-mid can be used within the VT as well.

[11:30 – 17:00] What does Dual Pricing look like on Fluid Pay Virtual Terminal? 

The card price will have an automatic 3.99% mark-up built into it. There is no service fee or separate line item in Dual Pricing – it will have a card price with the mark-up built in, ACH will be no mark-up (cash price). On a customer facing invoice with Dual Pricing, they will have the option to choose card or ACH. Please note – ACH does have a cost to the merchant. It is not like taking cash, but it is the cash option for online payments. 

[17:03 – 19:00] Invoicing sends a secure link to that customer’s phone and/or email. They put in their payment information right there. The merchant’s logo and color scheme will be on that link so the customer will recognize. Kevin shows what Dual Pricing looks like on the invoice. This can also be set up for compliant surcharging as well – it takes the worry of compliance off the shoulders of the merchant and is automatically handeled by the gateway behind the scenes.

[19:04 – 20:00] Payment page options: Simple pay now / buy now button on merchants’ website. Will route them to the shopping cart (fluid cart). Anybody can add this link to their site. 

[20:40 – 25:00] More advanced payment page: Tokenizer – most robust element on the Gateway. Built to compete with Stripe Elements / Brain Tree. Check-out experience stays on the merchants website at all times, integrated with the vault (can set up recurring billing from here) creating a permanent token to store credentials on file. Collects all customer information with no redirects. Does require some development work in order to accept a payment directly from their website.

[25:10 – 27:00] Recurring Billing – how it works, and how to add one-time add-ons/sales/refer friends discounts, etc. What the Vault looks like. 

[27:20 – 28:30] Account Updater – Customers in the Vault gets scrubbed on monthly basis with card brands and issuing banks, will return a file with updated cards so merchant doesn’t have to worry about declines/expired cards/card numbers changes/reaching out to customers for new information, etc. Set it and forget. Any vault record is up to date and they never need to touch it again. 

[28:32 – 29:30] Creating custom payment plans, selected from drop-down. User customize defaults, can create custom permissions for Admin users and other users.

[29:35 – 48:00] Watch Dog Fraud Tool – machine learning embedded into entire API. Regular watch dog: pre or post submissions filter. Q&A about Quickbooks. 

[48:00 – 50:30] New Payment Page / Push Pay Replica (few months out) – Push Pay replica big for giving platform. Thousands of churches looking to utilize this. Exact Replica of Push Pay through Giving Platform. FluidCart specific to online donations. Customer can make donation, merchant can set thresholds $25, $50, $100, other. Is it one-time or recurring, how often? Can be attached to a subscription, and added to the vault, customers can do this all in one click.

[50:35 – 52:22] What’s the best vertical for Fluid Pay? Best niche? Service industry. Pharmacies, churches and donations, retail, e-commerce, automatic payments, gyms using recurring subscriptions. Full omni-channel solution. Card present and not present.

[52:22 – 53:30] What’s the biggest benefit of Fluid Pay? Machine learning fraud tool. Fee-type program Compliance with Visa. API 100% cloud based – only gateway offering this. Zero ties to physical data centers. Can look at status page at any time to see this. Your system is not going to go down. 

[53:30 – 56:00] Jason talks about integration into Fluid Pay and how to get your merchant’s software to integrate. The merchant has leverage. Lots of software systems are processors and won’t integrate. 

[56:00 – 1:01:30] Housekeeping:

  • Jotform and Quick app in the PTP/Applications
  • Watch Day 4 Merchant Services Training in PTP
  • May bonus for Dual Grill
  • You have a program that every business owner can utilize, whose going to talk to them first? Don’t wait the time is now. 
  • 6.1.23 Webinar from Fluid Pay Recording with the changes in the industry and how Fluid Pay is adapting. Listen here.

5.15.23 IPOS: Backend of Dejavoo’s P Series Android Terminal. The IPOS Pays Backend provides one place for everything for their terminal, including reporting, virtual terminal and so much more.

[0 – 10:25] Denzel shows the P1 Series and what the person using the terminal will see. Simple and easy user interface.

  • Features of Any Desk for Remote Access. 
  • General Familiarization of P Series Terminal and what makes it different from other terminals.
  • Includes How-to Demo Videos on the terminal for the merchant! How to run Sale, Sale with a Tip, Sale with a Fee, Void Transaction, Refund Transaction, Ticket Transaction, Tip Adjustment, Batch Settlement.
  • What it looks like to run a card transaction, and a cash transaction
  • Receipt transactions option: SMS, Email, Print, No Receipt
  • Shows batches so merchant can see the full amount that will be deposited into their back account without the fee and/or tip. Big benefit for Dual Pricing

[11:00 –  14:30] Tina shows the IPOS backend, where the Merchant can login. 

  • Merchant can view/run batch, shows base amount on batch and receipt
  • Can add a tip after batching out (big plus)

[14:50 – 29:00] Tina shows how to use IPOS Gateway. the Virtual Terminal from IPOS Pays Backend. Merchants can be set up with a Virtual Terminal at time of set-up. Can do both or one or the other. Terminal and/or Gateway.

  • Fee is added to the payment made via the Virtual Terminal, just like the terminal.
  • How to run recurring payments
  • Open Q&A about IPOS:
    Does it run on WIFI? Yes it can be WIFI ethernet or SIM
  • What is the cost? This is $10.00 monthly for the backend
  • How does this compare to Fluid Pay? IF a merchant wants the primary want to take payments to be via a Gateway, FluidPay is preferred. There is more a merchant can do through Fluid Pay.

[29:20 –  1:02:00]

  • Jason and the gold rush in front of us. It’s prime merchant services time the next 4 months!
  • Dual Pricing is here to stay. You don’t have time to wait.

New training last week… 

  • It’s time to build your business, we are here to help.
  • Here’s the numbers game: want to close 10 deals a moth? visit 10 merchants a day for 30 days. 
  • What Robin said to merchants she found doing NCA.
  • New Tools PCB has created for you (linked below)
  • Updates from DTI and Dejavoo on Dual Pricing updates
  • How to get Tina’s assistance when placing equipment with your merchant
Related Content:
New Quick App Process for New Reps looking for help from the office with Application and Equipment Placement:

5.8.23 OVII POS ~ with Adam Ait from OVVI

[0 – 14:30] OVVI is a comprehensive point of sale solution provider that can help businesses run more efficiently and effectively. OVVI has flexible and customizable features and ala cart offerings and an excellent reseller program. 

  • Verticals: Fine dining, full service, quick service, bars and lounges, pizza shops and food trucks
  • Small convenient stores, liquor stores, bakeries, clothing stores and more.
  • Software features: Inventory management, stock updates, purchase order generation, and more.
  • 100% cloud based, batch reports, end of day reports, etc. 
  • Back office in 9 different languages
  • Offers world class customer service 24/7 365 – can remote login to diagnose the issue
  • Offers Dual Pricing 
  • Offers ala cart solutions: ordering online platform, accounting and payroll information, and integrated delivery apps.
  • Open API for integrations
  • Hardware POS and OVVi Go with A920 Pro, and self-ordering kiosk

[15:10 – 40:30] Open Q&A

  • What type of QuickBooks does it integrate with?
  • What is the setup process like for merchants?
  • What are the best features of OVVI for restaurant and retail as it compares to other POS on the market?
  • How do we schedule a Demo?
  • Inventory tracking for restaurants?
  • Cost? Check your Partner Training Portal and Equipment Book.

Related Content:

15 Reasons You Should partner with OVVI POS

Schedule a Demo with OVVI here 

Agent Equipment Book Updated 5-1-2023

Partner Training Portal/POS Systems

 

 

5.1.23 Today we focused on Dejavoo’s shiny new P Series Terminals! Find out why we love them so much, plus MUCH MORE…

[0 – 7:15] Randy’s Chamber of Commerce event, and how he gets new business through his event put on by the local Chamber. Randy’s planning on signing 4 – 5 businesses just from this event.
[7:16 – 26:35]Housekeeping
[27:00 – 27:15 ] How to get the best use of your time while prospecting
  • Keep it simple, make it relatable, and let them do the talking
  • Target Auto Service Industry, Stone Delivery, Salons, Restaurants
  • There is no more adding a fee, so don’t say it. Simply “Two Different Prices”
  • Taxes are now done: Did you notice how much you paid in bank fees last year?

[37:28 – 53:10] P Series Terminals Training

  • No more Z series! P1 = Z11 / P3 = Z9 
  • Includes 1-min Demo Videos for Merchant on Running a Sale/Void/Refund/Batch Settlement, etc. 
  • Call Me Back function: they can put in a ticket that will be sent to our IT dept and schedule a callback.
  • Run tips after batching out, and can batch out remotely
  • IPOS runs back end of P series terminals
  • Ability to send a receipt via text or email
  • Backend shows the difference of pricing on the screen and on the report
[53:15 – 1:05:00] Q&A about P Series
  • which one links up with FluidPay? QD Series
  • difference between QD and P series?
  • P series is more geared toward Dual Pricing
  • QD’s better for menu/food truck type businesses
  • Batch out from anywhere
  • Adjust tips after batch out
  • Very fast processing 
  • Uses IPOS backend – more training coming May 15
[1:05:00 – 1:14:00] MX Merchant – how merchant’s using Z’s can see daily deposits
  • How to go to Reports and see how much money went into their account
[1:14:00 – 1:15:00] Next Monday May 3: Jim Sheridan from Priority and OVVI POS
[1:15:15 – 1:31:00] Open Q&A
  • What do other reps bring to appointments? Randy goes through his little red folder and his general presentation
  • Tina shows the receipts from the Dejavoo Z11’s after the update

Related Content:

Dejavoo Dual Pricing Guide

Register for Live Training May 9

Join the PCBancard Payments Experts Facebook Group

P Series Android Terminal  Brochure

True Cash Discount Video with P Series

Learn More about MX Merchant here

Learn More about OVVI POS here

Industries to Target fo rthe P Serieso

4.24.22 Today we covered Dual Pricing and Dejavoo, Recommendations for Restaurants on Dual Pricing, plus Red Flags when you are prospecting and open Q&A with advice from our experts! 

 

[5:30 – 10:20] What’s going on in the field? Dual Pricing is here and so is Confusion. Dual Pricing and Surcharging: What’s the difference? Surcharging and the 3% cap. Listen to the conversation so you know how to talk to your merchants and new prospects. Video will be coming for a quick reference guide for how to do transactions etc, along with a written guide. 
[10:25 –  24:10] Dual Pricing and Restaurants
 Ask them: Have you ever thought about putting two prices onto your menu? A Card price and a Cash price. 
  • PCB will pay up to $200 for new menus for merchants showing both Cash and Card Prices
  • Open Q&A about Dual Pricing, Restaurants, and Surcharging
[24:10 – 35:05] Four Red Flags to Look for Non-Compliance when Prospecting. You can help keep merchants out of harm’s way of secret shoppers.
  • Look for signage expressing Adding a fee or percentage over 3%
  • Any receipts showing adding a fee of a percentage over 3%
  • Surcharging over 3% 
  • Surcharging debit cards
  • Open Q&A about charging debit cards
[35:10 – 51:30] Using your current merchants to gain more business.
  • Sean’s video with a merchant and a local charity is below.
  • Get a picture with your merchant, equipment and YOU and send it to us for our social media channels.
  • Charity Program Recap
  • Other rep tips: Mac put together a one-page flyer with businesses logo’s of current merchants, and it’s 10Xing appointments set. 
[51:30 – 1:51:00] Open Q&A with new reps!
  • Pamela asked her newbie questions and got killer feedback from our experts. 
 
Related Content:
 
 
 

4.17.23 Dual Pricing and Valor Terminals, and How to Land New Businesses with the Charity Program.

[0-20:40] Housekeeping

 

[20:40 – 40:59] Tips for Changing over to Dual Pricing Successfully:
  • Get your merchant access to MX merchant: email kristen@pcbancard.com and ask her to send your merchant login information. Merchant must login within 24 hours or link will expire.
  • Your Merchant will be able to see daily deposits, batches etc. This will show more than the terminals backend.
  • Ask your merchant to take down their current sign to avoid any issues with secret shoppers. New signage is arriving this week and will be shipped to you or your merchants. 
  • Merchant email went out on Thursday April 13 to Dejavoo and Valor merchants, and again on Thursday April 20 to DTI/Dejavoo merchants. See email below.
 
[41:00 – 57:00] How to Land New Business:
  • Getting your business to envision a better future.
  • Leverage the Charity Program – Randy closed Aransas County because of the Charity Program. Randy expects every Department under the Country to be brought on in the next few months. How does this work? A portion of the fee will go to a local charity of the merchant’s choice. Randy pools all of his businesses together, and he is up to donating almost $1000 to charity each month. Charity form is linked below.
  • Leverage the fact that YOU are available to service their account, keep them compliant, give to charity, etc.
  • Leverage MX merchant: free virtual terminal, back end daily reporting, etc. 
  • Look for businesses that are non-compliant. Three things to look for:
      1. any signage showing a % or fees
      2. terminal not displaying cash price and card price
      3. receipts with separate line items
 
[57:00 – 1:01] How to run a cash and card transaction with Valor – Denzel
  • Denzel shows what the new terminal looks like, and what a cash/card receipt looks like
 

Related Content

Copy of Email to Merchants about Dual Pricing

Valor Dual Pricing Guide 

View Valor Dual Pricing Receipts 

PCB Dual Pricing Flyers

Dual Pricing Signage 4×6

MX Merchant Product Suite

MX Products Pricing (free vs paid)

Charity Form (turn this in with your MPA)

Randy’s Charity Flyer – EXAMPLE ONLY

View Sean’s Charity Flyer at a Business – EXAMPLE ONLY 

Link to Feb’s Meeting with Randy and the Charity Program

4.10.23 Non-Cash Adjustment is now Dual Pricing! This is the biggest change to the processing industry we have seen in two decades. NCA is out and Dual Pricing is in.

[0 – 4:11] Housekeeping

[4:12 – 11:25] Changes happening with CD/NCA/Surcharging/Dual Pricing. Visa is cracking down on making sure ISO’s and businesses are running a compliant Cash Discount/Non Cash Adjustment/Dual Pricing program. Why? 
  • Adding a service fee has become unpopular because of the sloppy way it has been done. Business owners are adding a cleaning fee, covid fee etc and VISA has said they want the line items to stop, and dual pricing to be the preferred method instead.
How are they doing this?
VISA/MC is going out and looking for businesses doing non-compliant NCA programs. They have also gone after companies doing compliant programs. Some merchants and some ISO’s have been fined. We are keeping our merchants out of the cross-hairs and making the change now. 
  • Additionally, as of April 15, surcharging will have a cap of 3% maximum percentage
[11:25 –  24:30] What is PCB doing about this change?
All of our current and future accounts will be changed to Dual Pricing accounts.
  • Updates to our website have already taken place. pcbancard.com/non-cash-adjustment now redirects to pcbancard.com/dual-pricing
  • All flyers and our Partner Training Portal will be updated next! Please use the updated versions going forward.
  • No deposits or billing info will change
  • New Technology gives he ability to show cash and card price
  • No more separate line items on receipts (no more adding fees)
[24:35 – 27:45] How will Fluid Pay handle? Fluid Pay will not change for NCA/Dual Pricing merchants.

[27:50 – 53:45] What will the terminals / receipts look like? Valor will have card price, cash price, EBT. Merchants can purchase a pin pad or swivel stand, or ask “cash or credit”?

[53:50 – 56:35] Dejavoo updates: Z9/Z11 will no longer be available – P series and QD series are cloud based and will be replacing the Z series. The card and cash price will be on the screen. 

[56:40 – 1:11:40] What will the new signage look like? See Related Content for our new signage. Open conversation about how this will be displayed.

[1:11:42 –  1:16:00] What does the receipt look like from one of our valor terminals? Jason shows live Valor terminals.

[1:16:00 – 1:18:15 ] How to explain this to your merchants:
  • New technology is now available and it will be easier for your customers to understand.
[1:18:20 – 1:25:10] How are we going to switchover your merchants to a dual pricing model?
  • Merchants will get an email on Monday April 17.
  • Valor Terminals will be updated first, then Dejavoo.
  • Two weeks until new signage will be in.
[1:25:30 – 1:31:00] Open Questions: What if a merchant gets fined? What if the terminal updates before the merchant is notified? How will two MID’s on the same terminal be affected?
[1:31:00 – 1:37:50] Auto updates to Valor and Dejavoo. Why we are telling you, our partners about this before the merchants.
[1:38:30 – 1:46:30] What is the best practice for restaurants and retail? 1) Adding the card price and cash price on the shelf or the menu. 2) Show the customer the cash or card price. 3) purchase a pin-pad or swivel stand so customer can see both prices at the time of purchase.
[1:46:35 – ] Role Playing with a merchant about this change. What should you do when you see merchants doing this non-compliantly?
 
Related Content:

4.5.23 Servicing Your Merchant’s Account & More Details About Changes in the Industry.

There’s a reason you get lifetime residuals! We expect you to service your merchant’s account, and help them get the information they need. Plus: More information about changes coming from VISA and what’s going on in the processing industry!

[0-8:16] Housekeeping: Review of PCI / April Bonus / Changes in the Processing Industry Coming!

[9:20-14:25] How does a merchant get access to statements, batch reports, deposits, etc? Most of our merchants are boarded with PPS or Priority Payments Systems, giving merchants access to MX Merchant.

MX Merchant: How to help your merchant find batches, deposits, statements, etc. Please note you as the rep will not have access to MX Merchant. Your merchant can give you the login if they so choose, or you can send them the steps to finding what they are looking for:

  • Logging in to MX Merchant (process has been clarified after the call): After a merchant is approved, you will receive an email from Kristen saying the account is approved and your merchant will receive a login to MX Merchant within 24 hours. There are also instructions for how to self-enroll in PCI Compliance. Please notify your merchant to watch for this email. If they go past 24 hours and do login, you’ll have to contact Kristen to resend it.
  • Reporting: Only certain terminals will report to this screen. Your merchant will be able to see their volume. 
  • Batches: Go to Reports/Batch – they will see all their batches. 
  • Deposits: Go to Reports/ACH Funding to see daily deposits
  • Statements: Account/Merchant Services. Dual-Pricing Merchants will not see a full statement. Traditional accounts will.

[14:30-27:30] Why Merchants on Cash Discount/Non-Cash-Adjustment/Dual Pricing will not see a full statement with transactions. Where do they find their average ticket, what their volume for the month was, where do they get that? They can login to MX Merchant or they can log into the back office of their specific terminals, and find out about their batches, deposits, refunds, etc. See Related Content for Denovo and Valor back end info.

[27:30-31:25] Best Practice tips for servicing your accounts. Talk to them every 60 days! Don’t assume they know how to reach you. You reach out to them. If you’re not talking to your merchants, someone else will. 

Q&A with Kristen:

—Can Kristen log you in to your merchant’s MX merchant account? No. It’s the merchants information. Your merchant can choose to share it with you, however.

—If you have a merchant with two MID’s, do they get two logins? No, they get access to both under one login, and they’ll have access to both.

[31:30-37:10] More talk about Dual Pricing What’s going on in the processing industry? This is the first time in 30 years we have seen a certain program in credit card processing changing in front of our eyes. PCB is staying one-step ahead. We will talk about this more in detail on Monday April 10. We’re giving customers an option for how they would like to pay for their product or service: cash price and card price. You can say this to your merchants: “Have you ever been to a gas station where they charge a different price for cash vs credit? Well, that’s exactly what I’m going to give your business the ability to do.” This helps the business owners understand the program better.

Benefits of Dual Pricing:

  • Transparency for Merchant and Customer
  • No Separate Line Items
  • Easier to Understand and Explain
  • Updated Technology – Valor/Dejavoo/HotSauce show both prices
[37:14-39:00] Jason reviews the numbers game and breaks down how it is that the number of businesses you talk to on average per day, should be the number of businesses you close in one month.
 
[39:00-46:20]How to get the conversation going with the business owner. This is the hardest part of being successful in this industry. See document below with Jason’s new Script.
 
[46:25-52:50] Open Q&A:
Question about adding a tender button to a car wash.
Does it actually work to compliment a business owner to start a conversation? yes!

Related Topics:

DENOVO/DEJAVOO BACKEND (more information)

VALOR BACKEND (merchant login)

SCRIPT FOR GETTING A CONVERSATION STARTED WITH A BUSINESS OWNER

MX MERCHANT & PCI COMPLIANCE GUIDE

3.27.23 The Industry is moving toward dual pricing, here’s what to expect.

[0-9:30] PCI Compliance Convo: How to help your merchant get this done.

[9:30-53:30] The Industry is moving toward dual pricing, and equipment will be updating! More businesses are adding a fee, and the way to do it right is through a Dual-Pricing Program. Visa is looking for businesses adding a fee non-compliantly. PCB wants to stay one step ahead of the game, and will updating our equipment to a Dual-Pricing program. The equipment will show both prices, where customers can see the regular price and cash price. 

[53:30-1:15:30] Prospecting for Dual Pricing

[1:15:30-1:25:15] Open Q&A on PCI, Viewing Merchant’s Statements, and the VX520 end of life

Related Content

PCI Compliance Step-by-Step Guide

3.13.23 Q&A about PCI Compliance, EMV, Chargebacks, AND How Should PCB Grow to Help YOU?! 

In this meeting we had a healthy discussion about PCI Compliance, EMV compliance, chargebacks, and topped it off with asking the group: How should PCB grow? We resist the temptation to run the company like a corporation where decisions are made at the top and reps have no say. We see it as just the opposite. We realize that YOU help our company grow, so why not ask our reps what they want to see? Well we did just that on Monday’s call, and if you missed it make sure you listen to the entire meeting! 

Here’s the cliff notes: 

PCI Compliance, EMV, & Chargebacks

View the PCBancard PCI Compliance Checklist here. 

[Min 23:00] Chargebacks Questions: What should we do if a Merchant has a customer with a Chargeback?

It is getting harder and harder for merchants to win chargebacks. The bank’s responsibility is to look out for their customer. There are organizations in place to help merchants needing to dispute chargebacks (like Chargeback 911). Steve’s advice: Run your business right in the first place, and you will minimize the risk of a chargeback.

[Min 29:00] HotSauce POS has the option of running an S300 for EMV Compliance, but it’s simpler to use HotSauce without the S300. What is your advice on this?

It’s rare for a restaurant to have a chargeback. In many cases they can use HotSauce POS without the S300. 

[Min 33:00] How does EMV Compliance work with Virtual Terminals?
There is internal encryption within the gateways that reads the data off the card, so merchants can still dispute a chargeback.

PCB’s Next Phase of Growth: What do you want to see?

[Min 36:00] How can PCB help you grow? We want to hear from you!
Leah says: Who is my competition? Understanding Square, Toast, Clover etc. How can we go into the field more educated about what is out there? 

[Min 38:00] Randy: PCB Propaganda! Mug, Coozy, something tangible to leave after a cold-call/drop-in something that allows them to make a closer connection.

[Min 39:00] Steve says show them the website… it shows how great we are, but we are great because of our local reps! (YOU) Burn Card is a great prop to use.

[Min 42:00] How do we sell new businesses? TIP: You can find new businesses at the courthouse. They think the bank is their friend…

[Min 44:00] What do we do about merchants using Clover? Well the service is terrible. (All Clover systems went down over the weekend). They run about $1800 now (they used to be cheap). You can’t re-program Clover. We do sell Clover, but we can only run a Traditional processing program through Clover. BUT we can add a Tender Button on a Clover system and run the credit card transactions through one of our terminals. This way the merchant can keep their Clover system and still do the Non-Cash Adjustment Program through one of our terminals by adding a Tender button to their Clover system.

[Min 47:00] Steve Siegal chimes in with: If a merchant asks a question, let’s get the right answer the first time. Even if it takes a bit longer to get the question answered, we’ll get back to them with the correct answer. That’s could be our PCB philosophy overall.

[Min 52:30] Leah asks: Specific business types to go after and specific industries. How to prospect specific industries?

[54:30] David asks: Who has experience with bike shops? Problems are the same. Take what you know, work with their system, and make it better. Might be a new system, might be a tender button, who knows. Bottomline, they need to increase their revenue and decrease their expenses. You will always find software with processing that works with someone’s business. You may not be able to help or change everyone. Keep the mindset that every single business owner wants to increase revenue and decrease expenses. Well, we have an option for that. You may love your software, but what are you doing to increase your revenue or decrease your expenses?

Related Content

fixing your mindset

3.6.23 Is your mindset in the way of making a sale? Listen to Monday’s meeting on shifting your mindset with PCB Payments Experts! You may not notice it at first, but your mindset is being projected on your prospects.

So what do you actually think about adding a fee to a customers card? If you aren’t convinced yourself, you’ll never convince your customers. Here’s tips from PCB Payments Experts about combatting the fear around Non-Cash Adjustment Program.

“Credit cards are a service that you offer to your clients.” (so don’t feel bad about charging them for it). – Steve Siegal

Mindset Shift: How is your buy cycle affecting the way you sell? If you think our NCA program won’t help business owners, or will cause a headache for staff, you’ll project that onto your prospects and you won’t close the sale. 

So how do you avoid projecting your mindset onto your prospect? You change your mindset. Here’s how. 

Get your merchant to imagine: What can you do with that money you are saving in order to grow your business? We’re giving business owners the ability to grow their business with their current line of customers or revenue. We take one of your top expenses and dump it back into your business. So get your prospect to consider – what would you do with that money if you were able to pump it into your business instead of waste it on your processing fees?

Pamela discusses the struggle she has with helping her merchants understand the mindset she is running into while prospecting. Her prospects would love to do this program but are desperately afraid it is going to hurt their business even more.  What should she say?

Steve Siegal Feedback: Be firm in the fact that you are changing the way you do business. Hang a sign in the store that says, “On this date we will start adding a fee….” Download this sign here. Help them understand this could save their business, and if they have to do something to fix their business anyway what do they have to lose? We offer a month to month contract they can cancel anytime. Plus, raising your prices will affect everyone. Adding a fee to customers using a card only affect those customers. 

Steve Myhnier offers his solution for getting ahead of a merchants objections that it will affect their business by coming in with a list of merchants who are already running this program. Steve has built his own referral list and offers new merchants the ability to contact people on his list. He also points out that in his area, the State, Federal Courthouses, DMV are already on board.

The Numbers Don’t Lie: How many NCA Accounts cancel in the first 12 months?

  • Attrition rate for traditional cc processing is about 11%
  • Attrition rate for NCA average Non-Cash Adjustment attrition rate is .5% 

Even though we know our attrition rate is low because it doesn’t affect businesses at all – go with the take it away method. Tell them maybe they are in the 2% of businesses that this won’t work for. 

What’s Changed in the Payments Industry? (min :57)

Well, a lot. Our reps that built their business on traditional processing only WISH they had the market they have today! The payout on an NCA account is almost 4X the money it was on traditional accounts.

How many businesses out there are adding a fee?

  • 7% of businesses were on adding a fee in 2020
  • 11% in 2021
  • 14% in 2022
  • Projected to be over 23% by the end of 2023

This is huge market potential. One out of every 10 business will be switching to this program by the end of the year. 

How can you get up to $10,000 a month in residuals? This is where we want to see our reps. It’ll take 2 deals every month for 10 months. It’s doable! 

BONUS CONTENT: 

What do you say when you go in the 2nd, 3rd, 4th time to a business? 

  • Leave a flyer
  • Send an email
  • Create a proposal
  • Make an offer your willing to give them
  • Get them to visualize what they would do with their money
  • Or just show up and buy something from them, make a quick touch point with the business owner and build rapport.

Don’t miss Steve Siegal’s story about his old lady hair salon… at min 1:13.

Related Content

2.27.23 Focus on FluidPay with Tina! FluidPay is a secure Level 1 PCI Compliant Google cloud-based payment gateway for businesses to process transactions from a variety of different devices anywhere in the world. For PCB merchants, it is primarily used as a Virtual Terminal although it can do much more! Listen to our call from Monday where Jason and Tina answer your questions about Fluid Pay Virtual Terminal.

 

What is the difference between a Virtual Terminal (like Fluid Pay) and a regular Terminal? A Virtual Terminal can be used from anywhere with internet: via phone, tablet, or computer to process payments. It is not a piece of equipment. Business owner must use their own equipment with their login/password to access the FluidPay Gateway. Merchants may use this when they are taking payments over the phone or using recurring billing.

 

How does recurring billing work when it comes to security and PCI compliance? Credit card information is stored in the vault, and you can bill them on a set schedule, but you cannot view the full card information.

 

What if a customer’s card expires? Will they continue to be billed to an expired card? Account Updater will automatically update expired cards.

 

How long after an Application is approved and we get the MID does it take to set up a Virtual Terminal? Once Tina gets the MID and VAR sheet, it takes about 10 min. It’s a great backup option for any business to have in place.

 

What type of businesses is this best for? Membership based businesses: storage facilities, gyms, manufacturing, insurance, attorneys, etc.

 

Can you have more than one Multi-Mid (processing program) in the same terminal? Yes you can do both NCA and Traditional from within FluidPay.

 

Why would you want to do this? For businesses using HSA cards. What does Fluid Pay cost? $15/month and .10 cents per transaction on top of the $64.95 per month.

 

How do they process on their phone? Fluid Pay has an app called Processa. Find it in the App Store. You can also use the link and login.

 

How does the fee show up when billing someone? The invoice comes to their inbox or text or both. They click the link and the fee shows up before they pay.

 

If a merchant wants to allow ACH for their customers, can Fluid Pay offer that service as well? Yes. We have an application for ACH if your merchant would like to offer this as well. (It’s the PAYA Application. Contact Emma if you need help finding it. There’s also ACH through MX Merchant). We have 2 different options for this – make sure to discuss with Jason about which is best.

 

Can you bill a customer and they can pay a day later? Yes you can bill them and they pay whenever time. You can also bill the customer again if they haven’t paid and you want to remind them. When they pay it shows up in the VT as paid.

 

How would a merchant know how to use the Virtual Terminal? Tina has basic videos. Accessible here. You can also book a call with Tina and your merchant and she will walk them through it their Gateway.

 

Related Content:

Go to https://www.fluidpay.com/ to learn more or book a call with Tina for a demo with your prospect.

2.13.23 Charity Program with Randy Sinclair + Tips from The Experts! Randy has pioneered the Giveback Program and is using it to change a community and grow his business.

 

Randy has some pure magic he has used to grow his business hand over fist in the past year. He focuses on keeping money in the local economy and the Charity Program PCB offers. When Randy walks into new business with this line: We are a credit card processing company with a twist. First and foremost we care about the community and we have a Giveback Program, and here’s a list of businesses that do business with us. 

Once a month, Randy takes a new flyer in to his merchant, checks up on them and even cleans their HotSauce system! Randy also is the processor for the local Chamber of Commerce and has decided to give them 100% free processing. 

Randy goes for the close at the second appointment. He asks to see their statements so he can actually tell them what they are paying to process. He also asks directly: what is standing in the way of us doing business together?

Related Content:

2.6.23 Terminals with Tina!

 

From Prospecting to PayDay: Understanding Terminals with Tina

Tina programs and ships our terminals and sets up Gateways for your merchants. Here’s what to expect after you submit your application:

How does the PCB office know what to ship or set-up?

The Download Sheet is in the PCB Merchant Application – it is for Tina to program and ship your merchants terminal asap. If you are using a Gateway, fill out the Gateway Download Sheet in your PTP/Applications section. Fill it out and send it in with your app.

How does your merchant know when their Gateway is set up or their terminal is shipped?

It will be sent to the email on file that you added to the paperwork. Very important this is correct! 

What happens before my merchant gets their terminal?

We are programming and testing the terminal! A test transaction will be run before your merchant gets their terminal and receipts will come with the terminal. Cheat sheets for setup are sent as well. Once the terminal is approved you’ll get a notification in your email and it will be shipped via Fed-Ex 2-day shipping.

What should you look for when the terminal arrives?

Plug it in. Make sure the screen pops up and date and time are correct. 

Cheat sheet for ethernet or wifi is included.

When the test sale has been run, make sure the address and name of the business printed on the receipt is correct

Make sure they have their NCA signage up

What if your merchant needs help getting set up and running?

Schedule a Zoom meeting with Tina if your merchant needs help getting their gateway set up and or their terminal operating properly. Contact her at Tina@pcbancard.com to set this up.

What type of Terminals does PCB have?

You can also find more information in your Partner Training Portal. Full list of our equipment and prices are in your Equipment Book, downloadable from your Partner Training Portal.

How do you know what terminal to recommend?

Dejavoo or Valor is recommended

Are you a restaurant or retail?

-If restaurant, do they want a tip before or after the sale, or both?

Do they want to auto-close or manually batch out?

Do they have good internet?

-if not use a terminal that uses a SIM card such as the Valor110 or DejavooQD2 or Z9

No terminal does a phone line anymore.

Ask them: What are you doing right now? Closeout at a particular time? Are you on auto close? Tips, not tips? Etc.

What’s the difference between the Valor VL110 and Valor VL100?

VL100 is hardwired, has to be plugged into a power source via ethernet or wifi

VL110 is a wireless, handheld terminal running off of either wifi or SIM card. 

How much does a SimCard Cost?

About $15/month.

What do you do if you need support for your merchant on the weekends?

PCB support via Denzel or Tina is available 9 am – 6pm EST. Outside of those hours, contact the support offered via the terminal Vendor. Tip: ask your merchant to send you a picture of the sticker on the side and back of the terminal. Have this information ready when you call. Be patient, and be friendly! The contact information for our Vendors has been added to your 2023 Reference Guide for Sales Partners.

1.30.23 Application Training 101: Wondering how to complete a PCB Merchant Application Properly? Watch Jason’s training!
Jason reviews imporatnt Housekeeping items, then dives into the Non-Cash Adjustment Merchant Application. Here’s an overview:

 
  • When you should use the PCB Non-Cash Adjustment Merchant Application and when to use the DTI Application.
  • Important information you MUST have on every application. 
  • What to do when you have two signors.
  • And more
 
Everyone needs to watch this entire training! 
 
Related Content
 

1.24.23 From Prospecting to PayDay Part 3: The Presentation to Closing your Deal

 

Housekeeping:
  • PCB emails: Use it or lose it! Accounts will be closed that have been inactive for 3 months
  • Bonus: Keep pushing through the end of Jan! Your efforts will pay off.
  • Book your 1×1 with Jason to reverse-engineer your goals for 2023 here.
  • HotSauce: Still offering $0 service fee until the end of Jan. Savings of $79 per station
  • Need support for your merchant? Please use support@pcbancard.com. You will then see the issue come from our HelpDeskt ticketing system so you know it is being worked on. 
  • Bookmark the Partner Training Portal to your Browser. Recent updates are Charity Form has been added to your Applications section, Example Custom Proposal has been added to Non-Cash Adjustment section.
  • Newsletter: Puts everything all in one place so you don’t have to go searching for what’s new. Monday meetings are always recapped here linking to the RepBlog.
  • OneHub: Must turn in sensitive documents via OneHub. Contact emma@pcbancard.com if you don’t have a link.
 
Meeting Topic: From Prospecting to PayDay Part 3
Reminder to ask to do business with people you are already buying from! Jason uses Steve M’s example of how he went to his local flooring and auto service businesses after he spent money at their place of business.
 
Closing the Deal Plan A: … you bring the application, get supporting documents and close it at the presentation. Sean covers what to do if you don’t have an application but you have a merchant ready to sign up. 
 
Closing the Deal Plan B: … merchant is not ready to sign, but not saying no. What do you do? Steve give his advice on questions to ask before leaving, and Jason covers what to do as another point of follow up so you don’t leave the deal on the table. Ask for statements, build a custom proposal to show them how much money they will be saving. Jason and Emma will build your custom proposal within 24 hours.
 
Related Content

1.17.23: From Prospecting to PayDay Part 2 So you prospected well and got an appointment. Now what? Here’s what’s important to hit when your at the presentation. 

 
MEETING NOTES
  • Jason reviewed prospecting and setting the appointment for the first 25 minutes. If you are new to the industry or sales, this is for you! He also reviewed the 5 touch points doc here and the Rep Spreadsheet here. If you don’t have a spreadsheet, contact emma@pcbancard.com
  • After min 25, Jason gets into the presentation. Everyone presents differently, but keep in mind we offer a suite of services to business owners, and YOU…their very own credit card guy or girl that they can call for support. 
  • Use the Merchant Questionnaire to uncover the problems in their business. Do they need Cash Advance? Better equipment? Would they like to Eliminate their Fees or lower their rate? The questionnaire and merchant letter is attached.
  • Try to gather processing statements at their appointment – and let them know you will create a custom proposal for their business showing them their exact savings, and cost for equipment, etc. A sample proposal is attached.
  • The Charity Program is a HUGE asset to business owners concerned about losing customers. PCB will donate a portion of the merchant’s NCA fee to the Charity of their Choice, as long as it is a 501c3 Organization. Form is attached. Flyers can be made for the merchant as well. 
THANKS everyone! Please contact me with any questions about the above, or to sign up for Friday’s newsletters and Monday’s meeting. Also don’t forget Jason is offering 1×1’s to all of you to set your goals for the year. Book with Jason here. Need marketing materials, emails, or help with your spreadsheet or social media? Book a call with Emma here.

1.9.23 From Prospecting to PayDay Part 1: 2023 will be a record year for the Non-Cash Adjustment program, and a record year for our reps who start planning for their success now! Listen to the entire meeting for the most recent updates from PCB, and how to reverse engineer your goals.

 

 

Housekeeping:

  • Use OneHub. If you don’t have a link, ask kristen@pcbancard.com 
  • Welcome, Denzel! IT in training. In the Office. Make sure to say hello.
  • Bonus is back! What’s the catch? The work you put in to meet the deals will pay off in the long run. But you must meet the deadline.
  • HotSauce deal still going on. Write a deal this month, and your merchant gets free service for the first 2 months. Savings of $79 per month, per station.
  • Partner Training and Development Portal. Use it for your presentation, flyers, equipment and pricing, applications, training, and more. Bookmark this link to your browser: pcbancard.com/pcb-partner-training
  • Weekly social media posts are in the newsletter that goes out every Friday. Please review Friday’s newsletter review Friday’s newsletter here if you haven’t already. Social media links are listed under “PCB HIGHLIGHTS ON SOCIAL MEDIA”.
 
Meeting Focus: Making five points of contact to stay on top of your leads and updated flyers:
  • Who is PCB flyer, HotSauce flyer, Cash Advance flyer, Non-Cash Adjustment General flyer, and Non-Cash Adjustment Auto Industry flyer, and Burn Rate Card are available in the Partner Training Portal in the Non-Cash Adjustment Section. Scroll to DOWNLOADS and find Non-Cash Adjustment Printables and download from there.
    • You can request all of these to be personalized. If you want to target a specific industry for the NCA flyer, just let me know what Industry you want to target. Request them by emailing me at emma@pcbancard.com
Setting Expectations for the Year: From Prospecting to the Appointment.
Jason talked about 5 points of contact, here’s the document referred to on the call covering a process for drop-in, phone call, email, video, and LinkedIn to get your appointment and not lose track of your leads. You are welcome to use this document on your own, or you can book a call with emma to review how to use it.
 
Jason asked: what is your number? Book a call with Jason and enter your numbers into his spreadsheet to reverse engineer your earnings. How much do you want to make at the end of 2023? Jason will help you nail down how many deals per month you’ll need to close, and at what volume. Book your 1×1 with Jason here.
 
Jason also had an in-depth conversation about dual-pricing, what it is and how it work on a terminal, etc. If you are confused about this… make sure you listen to Jason explain it on the call! This is a big way to help business owners get over their fear of losing customers. 
 
Bonus: Open Q&A
Question: What’s a good comeback when a merchant is already charging 3%?
Answer: You’ve bought into the concept already, so why don’t you do it legally? (Then let them know they are surcharging, and they shouldn’t be surcharging on debit cards, so set them up legally and compliantly).
 
Remember: Visit the Rep Blog for Monday Morning Archives, Facebook Group for asking questions and daily support, and look for the Newsletter every Friday for a link to EVERYTHING you need.

Monday Morning Throwback: How to Sell Non-Cash Adjustment to the Automotive Service Industry.

Here’s the top four reasons Jason recommends targeting the Auto Service Industry above all others:
1) they use very simple equipment
2) the business owners are usually available
3) they’re not concerned about losing customers, because typically customers have time between their time of service to their payment
4) they do great volume

Plus, they’re everywhere! Consider prospecting Auto Industry businesses like these: 

  • tire repair
  • local mechanic
  • oil changes
  • muffler repair
  • window tinting
  • audio specialists
  • auto sales
  • collision repair

Wondering how to prospect them: don’t spill your candy in the lobby, say this instead: Hi, my name is Jason, and  I apologize I can’t stay long. I was just working down the road with Joe helping him eliminate his processing fees entirely, and wanted to stop by and introduce myself. It looks like I’m going to be back in the area Wednesday at 2 or Friday at 10, which of these times works better for you?

Plus, Jason covers key points to hit during your presentation AND how to sell to large dealerships and service centers. Dealerships do a lot of volume. Service centers usually have very little profit built in their processing. Most of them are already at .05% and .05%. If they aren’t ready to go for a Non-Cash Adjustment Program, offer the Dealership the NCA program and the Service Center a 1.50% flat rate (Traditional processing with a flat rate of 1.50%.)

Related Content & Downloads

  • 12.19.22 The Partner Training & Development Portal has everything you need to sell merchant services, from training, to marketing materials, to pricing, to equipment, applications and more. Jason reviews each page of the PTP so you know where to find what you’re looking for.

Notes from the call:

 

Recent updates on the PTP:

12/13/22 Monday Morning Call: Timothy Healy from PPS review E|TAB Online Ordering with PPS:

e|tab is online ordering made easy! e|tab facilitates orders for all restaurant types, including:

  • takeout
  • delivery
  • catering

Customers demand the convenience and safety of online ordering, but establishing and monetizing an online presence can be difficult. Priority can help business owners do it all, including catering, from a single, easy-to-use platform. Merchants can offer online ordering through their website to easily convert those third-party service customers into their customers. e|tab will get your merchants ordering in order.

Not sure how Online Ordering can help businesses? Here’s a few facts about Online Ordering post-COVID:

  • Since COVID, online ordering is growing 300% faster than in-house dining.
  • 70% of consumers say they prefer to order directly from a restaurant rather than a third party.
  • 60% of consumers order delivery or takeout once a week
  • 59% of restaurant orders from millennials are takeout/deliver
  • Restaurants reported an 18% increase in customer spending from online orders versus phone orders
  • Customers who place an online order with a restaurant will visit that restaurant 67% more frequently than those who don’t.

Related Content:

12.5.22 How to find free leads and build your business on social media in 30 minutes per day, with Evan Gilbert.

 

The holidays and winter weather are an excellent time to work on building your Know Like and Trust Factor on Social Media AND find leads for free! Evan shows you how. If you have someone managing your social media, have them listen to this call.

 

1) Where to find new leads (first 10 min of day, prospect for new leads)
  • LinkedIn is your top platform. Evan used Steve Siegal’s LinkedIn profile as a great example of how to build up your LinkedIn Profile. We have additional tools for LinkedIn. If you are chatty with a keyboard and already have your LI profile built up like Steve’s you are eligible to use these tools. Talk to emma about how to get your LI profile looking like Steve’s and how to use additional tools on LinkedIn for your prospecting.
  • How to get free leads on Facebook and Instagram. Type in your city, then small business or business on Facebook (ex: Maui Small Business). On Instagram type in hashtag then the city, (ex: #vancouverbusiness) – this pulls local businesses you can then follow, comment, and engage with on social.
2) Share your personality on social media (the second 10 minutes of the day, is make a post or comment on others posts)
  • Share your personality on social (Steve’s profile has a professional headshot, banner image, About section, real stories from the field, and recommendations from customers, and he shares Jason and PCB’s LinkedIn posts)
  • Comment on things you agree with, think are funny, etc. People may decide to do business with you on down the road just from commenting on the same post!
  • 3 Topics you should be posting about every week:
    • share something that happened to you, your own personal story
    • share a testimonial from a client with a Call To Action (book with me here)
    • share a story from your client: something that happened to them and how they overcame the situation with you.

3) ABC even on social: Always Be Closing (the third 10 minutes of the day)

  • Use your Calendly link or book appointments with your prospects from social media.
  • We’re working on a VSL (video sales letter) you all can use to help book qualified leads. Start using social media now so when the VSL is ready you know how to use it. 
  • You can go to Calendly.com and set up your own free account. This will allow others to book appointments on your calendar with a single link.
 
Bonus: FREE Chrome Extensions 
  • Email Tracker: this can be used from your personal email to see if someone opened or clicked on your email. They may not respond but they may open, read and click! Use Email Tracker so you can follow up more efficiently after you send an email to your prospect. 
  • Email Extractor: Pulls an email address from a website! Totally free and legit. You can send them the Cold Email series (ask emma about this if you don’t know how to find it).
  • For you overachievers: check out Pexels.com for free stock images and videos

 

Need help with any of the above? Book an appointment with Emma here.

Ever wish you could sit down with an experienced rep and pick their brain? Well, Jason has done exactly that.

We are offering you the incredible opportunity to learn from others who have found success in this industry. And by success, we mean stability, freedom, and the ability to live the lifestyle of your choice.

 

Here’s a snipped from the interview with Merchant Services Guru Steve Siegal:

 

It’s a business that’s almost unaffected by the economy. When the economy is good people buy stuff and they use credit cards. When things in the economy go bad people still need things and they still use a credit cards. So it’s almost an impervious kind of a job for whatever the economy is.”

 

Here’s the questions Steve answers:

 

How long have you been in the industry? 14 years.

 

What got you started? Selling big equipment when the economy went down, went looking for a new sales career.

Why have you stayed in the industry all this time? I took to the industry like a fish to water and it has treated me well, and I have made money in it.

 

What gives you satisfaction about staying in this industry? I get to help people. I used to be a volunteer EMT for 25 years, so I always look to help people.

 

What advice do you have for someone looking to get into the industry? Be patient. It doesn’t happen overnight. Be persistent. People will eventually learn to trust you. I have clients that have been with me for 10,11, 12 years now and they continue to trust me.

 

What advice do you wish someone gave you from the beginning? Learn the products, learn the services, take time to educate yourself.

 

Why would you choose residual based sales over commission based sales? It’s a business that’s almost unaffected by the economy. As long as you do your part and take care of your clients, they won’t look other places to get their problems solved.

 

How have residuals changed the way you look at sales? I have worked on both ends. With residuals there’s always a steady flow of business that keeps coming in, if you work it enough.

 

What’s the toughest part about building a business in this industry? You still have to work the system, and the competition of others telling business owners wrong information.

 

We’re now in one of the biggest changes we’ve seen in the industry, with the merchant passing along a fee to the customer. What is your opinion on this? It is successful. When it first came out I thought it was the dumbest idea I had ever heard of… (listen to Steve’s story about how his mind was changed!)

 

Why have you chosen to stay with PCBancard for this long?  The ownership. They are in line with my principals, straightforward, honest, if there’s a concern I can bring it to their attention right away.

 

Anything else you want to add? Tremendous opportunity is out there and it just keeps getting bigger and bigger. I’ve been more successful than even what my dreams were years ago. It’s given me the opportunity to do more things for myself and other family members.

11.21.22 Jason covers why we are pushing you to use the Rep Blog and the Facebook Group! Plus, HotSauce Promotion details, why you need to be on Valor Training and what businesses are the best to talk to in November and December.

 

How to Use the PCB Rep Blog and Facebook Group
Valor Training: Build your confidence so you can answer your merchant’s questions yourself!
  • The most recent Valor training recording is pinned in the Facebook group. Future recordings and new trainings offered will be posted there as well. 
  • Go here for October training, and enter this passcode: %iuP@c#8
 
HotSauce Promotion
  • Anyone who signs up from Dec 1 – Jan 31, HotSauce will waive the first two months of the $79 fee
The best industries to pivot toward in Nov & Dec:
  • Retail & Restaurants are busy! Try pivoting toward the Auto Industry, Dentists, Veterinarians, or businesses not affected by the holidays.
  • Get your prospective merchants ready to start come Jan 1. Get all the underwriting done and equipment ready so that when Jan 1 comes around, you’re ready to roll.
  • January 1 you should be BUSY: it is the biggest month of the year for many!

11.14.22 Learn from the best! Here’s what happened with Bob, Steve, Debbie and Steve’s deals this week. Jason asks: What is it that made this business work with you? What problems were you able to solve for them? How did you come across this business?

Bob: My merchant had a high-ticket at $50-$60K because he did foundation repair. Had him on TSYS initially. Then he calls me out of the blue and says he’s tired of paying these fees. Had to educate him on why you don’t want to do this yourself. Just because they say no initially, doesn’t mean they won’t eventually change their mind.

Steve M: Had the walk-in of a lifetime at Kubota (Agricultural machinery company), working on 9 locations at $100K per location on the NCA program. Had success with another business after leaving the Attention Loyal Customers sheet. The general public knows NCA here, and they are accepting it. 1% of $100K = $1,000 a month. The goal is to get 20-30 of those as fast as you can. Before the NCA program, it would take 40-50 business to match that income. Now, everything’s being opened up. These new people coming in are going to get the benefit now. The money’s there, you just have to go get it. 

Steve S: One of my biggest accounts, Garden Supply guy selling Rocks, Dirt and Mulch doing $600-$800K per month not interested in NCA, perfectly okay paying $20-$30K per year in fees. So Steve asks him: what’s your number? He says: $100K. Steve says: good news you didn’t spend $100K, you spent $98,500. Then he said: let’s do this. There was no reaction to his business whatsoever. So far he’s saved $75K in the last 4 months. My other client started adding a service charge himself. Now I have to go back since he has bought into the concept, and help him do it legally. It will happen, it’s just a matter of when. You just have to be there often enough. 

Debbie: People from three years ago are now open to the program when they weren’t before. The current processor will scare them saying they will run off their customers if they switch. More companies are doing it, and there’s more competition, but it’s a good thing because you’re losing the top two biggest objectives.

Related Content:

  • Attention Loyal Customers signage. Try placing this in your prospects store prior to signing them up with NCA. They can test their customers reaction before starting the program.

11.14.22 Monday Morning Meeting: Time is Money and Jason and Emma want to get you the information you need faster. Learn the “why” behind our The Rep Blog, Facebook Group/Newsletter, and Active Campaign.  


The PCB Rep Blog – aka Monday Morning Archives is here! This tool is here for you to access information and motivation 24/7. Emma reviews how to get to the blog, and why we set it up. www.pcbancard.com/rep-blog


Facebook Group: Private group, just for the PCB family. Join us by going here and request membership. Once you’re in, watch this video to make sure you’ll get notifications so you don’t have to go digging to find it.


  • Pinned in the Facebook Group are special training topics. Go to the featured section to find the tutorial on whether or not you should use Active Campaign to organize your leads or send automated emails to your list. You can also find custom made email templates to send as follow-ups from your personal email account, pinned in the Facebook Group.
 

Weekly Newsletter: Monday’s meeting topic announced, recaps from the Rep Blog and what happened this week on Social Media all summarized in one place! You’re welcome. If you are not receiving the newsletter every Friday, please reach out to emma@pcbancard.com

Related Content:

  • Use the PCB Spreadsheet to organize your leads. Please go to File/Make a copy and share it with Jason and Emma. Once your spreadsheet is full, reach out to Emma to get emails going! Watch the video tutorial here and learn how to use this sheet.

Ever wish you could sit down with an experienced rep and pick their brain? Well, Jason has done exactly that.

We are offering you the incredible opportunity to learn from others who have found success in this industry. And by success, we mean stability, freedom, and the ability to live the lifestyle of your choice.

Here’s a snippet from the interview with Mac:

Jason: You could be with any company, why PCBancard?

 

Mac: From day one, we were speaking the same language. The communication is amazing. Communication is my big thing. When I need something, I call someone in the company. I’m not cutting tape to get there, or going through multiple levels with customer waiting for an answer. We do whatever it takes to get them going. You guys have been consistent on that for 10 years, and that’s where I want to be. 

 

Other questions Mac answers on the call:

  • Why did you decide to get into the merchant services industry? 
  • What made you want to stay in this industry? 
  • If someone is just getting started in this industry, where would you tell them to start? 
  • How do you feel about helping business owners pass along a fee to their customers? 
  • If you were to start all over again, what would you do differently? 
  • How has the success you’ve built in this industry shaped your life? 
  • Why PCBancard? 
  • What do you want others to know? 

11.7.22. Bob, Leah, and Sean chimed in on their new deals. Jason asks our reps that brought in deals recently: Share some success stories… What was the situation? How often did you visit the merchant? What kind of problems did you find? How did you come upon this merchant? How did you end up closing them? What was the selling point for them? Sean discusses how he got his guy to start out with traditional and moved him to NCA.

11.7.22 What’s the difference between Surcharging, Non-Cash Adjustment and Dual-Pricing? 

 

Non-Cash Adjustment: Used to be called Cash Discounting, now we call it NCA. It’s an adjustment to the price of a good or service at the time of the sale. Essentially adding a fee to anyone who uses a credit or debit card. Merchants won’t lose money on a product sold in cash. The signage does not mention debit or credit cards. Must have correct signage.

 

Dual-Pricing: Non-Cash Adjustment, simply showing the prices. What if you had equipment showing the cash and credit prices? Then your customer decides! This functionality can be turned on with HotSauce, Valor and Dejavoo. 

 

Surcharging: Adding up to (not over) 4% is added to all credit card transactions. Can only be done on credit cards (not on debit cards). It’s meant for bringing in additional revenue to help offset fees.

 

Jason goes over why it is not necessarily cheaper for merchants to take debit cards—plus Sean, Steve and Randy discuss (debate) over how to approach merchants with different programs. Jason explains how to model the conversations to not offend merchants who are “doing it wrong”.

 

 

Related Content:

11.7.22 BUILDING YOUR BUSINESS THROUGH REFERRAL PARTNERSHIPS AND NETWORKING

11.7.22 This business is a marathon, not a sprint and there’s different ways to do it! Jason, Steve and Randy chime in with different models to scale your business.


We want you to build your business to five digits every month after year two. You can scale through referral partnerships and networking groups! Consider CPA’s, Accountants, Banks, Financial Consultants. 


What is BNI? Steve Siegal gives the run down on how he’s grown his business through this network. BNI is very faithful they stay with the people they know. You must make your meetings to stay in the group. Check your local chapter. 15-30% of his business comes from BNI. 


Chamber of Commerce: Randy has been with PCB for about a year and in that time has brought on 30+ businesses. Randy leveraged his local Chamber of Commerce to launch his payments business, and over time built a program to give back to his local community through credit card processing. Talk about building trust. Randy’s merchants will never leave him!

11.2.22 Long-time PCB rep Sean Carney answers the questions you’re dying to know about this industry!

 

 

  • Why did you decide to get into this industry and why have you stayed in this industry?
  • What would you say to someone thinking about getting into this industry?
  • For someone new to the industry, what advice would you give them about building their business?
  • What is the toughest part about building a successful business in this industry?
  • What are your thoughts on the current changes when it comes to businesses having the ability to pass along the cost of accepting cards back to the consumer via NCA or Dual Pricing?
  • If you had to do one thing differently since you started in this industry, what would it be?
  • Why have you chosen to use PCBancard as your Team ISO?
  • Is there anything else you would like to say about this industry that you feel like everyone should know whether they are thinking about joining the industry or otherwise?

10.24.22 OnPay Training with Katelynn! Learn how to make your merchant accounts more sticky, by adding a simple and easy to use online Payroll system that could save them up to 50% in monthly payroll expenses.

What is OnPay?

OnPay is an online, full-service payroll software similar to ADP/Paychex/QuickBooks Online/Gusto, etc. They offer everything business owners need to navigate Payroll, HR, and benefits.

Who is OnPay for?

Small business owners and companies ranging from 1-50, or 1-100 employees (OnPay can handle more but this is our target). Common industries are restaurants, retail, non-profits, law firms, etc.

Why Do Business Owners need OnPay?

They may be paying more than necessary, or may have a complicated system. Just ask you prospects or merchants the following questions to find out:

  • Who do you use for Payroll?
  • What do you like about your current payroll service?
  • If you could change or improve something what would it be?
  • If I could cut your current cost in half, and introduce you to a simple online payroll solution would you be interested?
 

Related Content:

10.3.22 Jason reviews a plan for how to be successful in the Merchant Services Industry. 

Related Content:

10.3.22 Jason opens the floor from Tips from our top reps. Here’s what they had to say about what works for them:

 

Sean: The game-changing one-liner that changed the way merchants respond to you every single time:

Want to know the one-liner that will change the way a business owner responds to you when you walk into their place of business? 

“Hello, my name is ____, I want to apologize, I can’t stay long…”

What happens when you lead with I don’t have time to stay? “It’s a game changer.” Takes away the barrier. 

 

Steve M: Real-life numbers game: One week of work made him an additional $13,200 per year.

“One week I did 80 walk-ins. Out of those 80 walk-ins, I set 6 or 7 appointments. Out of those appointments, I sold 3 of those accounts. In the end, it gave me an additional $1100 more per month on top of what I’m already making.”

One week of intense work = $1,100 per month and $13,200 per year. Not bad. Not bad at all. Consistency will get you more money!

 

Steve S: When to say “I’m Dead to You”

Business owners sometimes fear having a conversation with me because their afraid of a customer walking in the door and losing business. So I tell them from the beginning: “If a customer walks in the door, I’m dead to you.” It helps them understand that I am there for them and their business first and foremost. I also listen to what they are saying and can usually come up with a story that relates to their business.

 

Let the Prospect stay in control of the conversation

Also, I let them stay in control of the conversation. If I am going to ask them a question I say: Can I ask you a question? They usually say Sure and I ask something like, What don’t you like about your current processor? Or What do you like about your current processor?

Sean talks about the “stupid money” he’s making selling Cash Advance. Watch the video and learn why September and October are the best months to talk to businesses about Cash Advance. 

 

Related Content: 

9.26.22 Five REASONS PEOPLE BUY

Here’s some gold nuggets from the 5 Reasons People Buy, with specific examples of how these buy cycles work in Merchant Services:

  • Acceptance: they want to be accepted by others as a successful business. Say, “What are your biggest goals for your business over the next 6 months or year?”
  • Validation: listen to their objection and validate it! Say, “You may be right! for 2% of businesses, this isn’t the right fit.”
  • Convenience: Switching is a hassle! Say, “Here’s what I’m gonna do, I’m going to bring back the application, we’re going to go ahead and get it signed. I’m going to give it 2-3 days and we’ll have a terminal shipped out. This terminal will be programmed before it ever reaches your location. You’re going to call me when you get it, I’m going to come over and plug it in for you.”
  • Control: Buyers want to feel like they are in control of this process. Show them how to take back control of their business: Say, “I’d guess 70% of your business is probably coming through credit cards correct? Yes. Who’s making the money off these credit cards? I don’t know. The banks!”
  • Greed: What do they want to do with their money? Buy a car? Be the top restaurant on the block? Say, “If I could help you put 50 grand back into your business, what would you do with it?”

Related Content: