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Monday Morning Archives - 2026

Welcome to the 2026 Rep Blog! All of your Monday Morning Meetings recapped with notes and downloads are below. Scroll down! Find the 2024 Rep Blog, or 2025 Rep Blog.

8/17/26 Korona POS with Gavin

Now I have everything. Here’s the timestamped rep blog summary:

Monday Morning Call — August 17, 2026 Featuring a Live Korona POS Demo with Gavin Stringham, Senior Channel Account Manager

0:08 — Welcome & Housekeeping Jason opens the call, thanks the team for patience while he was in Nashville Thursday–Friday (more to share next Monday). Flooding is a hot topic — several reps dealing with water in Indiana.

0:09 — ZoomInfo Seats Available Two seats remain available. PCBancard covers the cost above $200/month. Each seat delivers 1,000 leads/month with business owner names, emails, and phone numbers — great for pre-walking a business before you go in cold.

0:09 — Nuclear POS Update (Hot Sauce Technologies) Jason met with Kai, CEO of Hot Sauce, over the weekend. Randy has Nuclear live at two merchants — both love it. Brandi confirms it’s now a viable platform to compete against Toast, though a few features are still coming online in the next 3–6 months. Handhelds are expected Q4 (Sept–Oct). Training will follow. Big selling point: roughly half the monthly cost of Toast with no locked-in processing.

0:15 — “Get the Band Back Together” Meeting — August 25, 11 AM Eastern If you joined PCBancard in 2026, watch for an invite. Jason wants to connect, celebrate wins, find friction points, and help you level up your deal count.

0:16 — August Bonus Reminder — Runs Through End of September Three tiers on the table:

  • $10,000 — 7 dual pricing deals + $300K combined volume
  • $4,000 — ~4–5 deals + $200K volume (details going out)
  • $2,000 — 5 traditional/surcharging accounts + $200K volume

August is on pace to be a record month. Keep pushing.

0:18 — Korona POS Demo with Gavin Stringham

0:19 — Who They Are Combase is the parent company; Korona POS is the product. 30+ years in business (originally Dresden, Germany), 15+ years in the US. US-based support team out of Las Vegas. 24/7/365 emergency support, all in-house.

0:19 — Best Fits

  • Liquor stores, smoke shops, convenience stores, thrift shops
  • Quick service restaurants (coffee shops, bakeries — not full-service)
  • Ticketing venues (museums, amusement parks) — online ticket sales, event capacities, hybrid retail + food service

0:20 — Not a Good Fit

  • Clothing stores (matrix inventory not supported)
  • Full-service restaurants
  • Grocery (coming soon — scale integration being explored)
  • Wholesale businesses with net terms or house accounts

0:21 — What Makes Korona Stand Out

  • Pricing transparency — monthly SaaS fees are publicly posted on the website. No surprises.
  • Fully processor agnostic — contracts are in place that prevent Korona from touching your processing. They have no financial incentive to compete with you.
  • No long-term contracts — month-to-month. Customers can also buy a year upfront to save money, but nothing forced.
  • 30+ years of inventory accuracy — stock history report tracks every movement on every product. When inventory is “off,” Korona can show exactly who did what and when.
  • Strong reviews — leverage ratings vs. Lightspeed, Clover, and Square in competitive situations.

0:25 — Live Demo Highlights

  • Dashboard — fully customizable per user; admin controls who sees what
  • Short Stocks widget — flags low inventory, builds purchase orders automatically
  • Smart reorder algorithm — can analyze sales history and auto-update reorder levels (optional)
  • Purchase orders — generate and email PDFs directly from the back office; or receive vendor drop-offs by scanning items in
  • Price change automation — receive an order, system flags cost changes and can auto-update retail margins
  • Discounting — date, time, day of week, location, buy-X-get-Y, military, etc. Extremely flexible.
  • Multi-location — all under one umbrella dashboard with internal transfer capability and location-specific permissions
  • 100+ reports — tax reports, performance reports, bad seller analysis; exportable to PDF or Excel

0:37 — Pricing

TierMonthlyBest For
Entry$59/registerBasic QSR (coffee shop)
Standard$79/registerLiquor stores, smoke shops, convenience
Advanced$99/registerMulti-location, automations, smart reorder

Priced per register, not per store or per user.

0:40 — Hardware

  • Bundles start at $1,399, up to $2,599 (differences: screen size, customer display, build materials)
  • 5-year manufacturer warranty
  • Also works with existing Windows hardware — not locked into their equipment
  • Credit card reader sold separately; supports PAX and Dejavoo
  • Supports dual pricing, surcharging, and cash discount

0:43 — Delivery Service Integrations Current option: Bottle Caps (~$200–300/month add-on) — includes a white-labeled app, website, and connection to delivery platforms. A direct, lower-cost integration is in development (~6 months out).

0:49 — Convenience Stores & Gas Stations Korona handles the inside store only — pumps are typically controlled by Ruby or similar systems (different owner/operator in most cases). Korona is a strong fit for the inside operation, and includes a tobacco scan data integration for smoke shops and convenience stores.

0:57 — Box Breakdown / Case Packs Supported. Korona handles multiple barcodes under one product (single, 12-pack, 30-pack, etc.). Traditional case-break workflows are also available for stores that prefer them.

1:00 — Closing Reminders

  • Send proposals to proposals@pcbancard.com — do NOT send directly to Jason. This keeps statements filed and pricing tracked.
  • Enhanced comp plan reps: make sure your agent paperwork and direct deposit info are on file or you won’t get paid for proposals.
  • Use your mentors — Josh and Mac are available and knowledgeable. Take advantage of them.
  • Full Korona info is in the Partner Training Portal → Point of Sale → Korona. Q&A will be posted to the website.
  • Contact Gavin directly: gavin.stringham@combase-usa.com | koronapos.com

Second half of August starts now. Bonuses are real. Let’s go get them.

[00:11:26] — Mega Bonus Update
Jason added a third bonus tier so every rep has a reachable target:

  • $10,000 — 7 dual pricing deals | Min $300K volume
  • $3,000 — 4 dual pricing deals | Min $150K volume (NEW)
  • $2,000 — 5 traditional/surcharge deals | Min $200K volume

Deals must be submitted to the office by end of September. Bonus paid once accounts are active and processing. If statements come in with the deal, volume is verified immediately. “80% of you should hit the $10K. 100% of you should hit the $3K.”

[00:15:04] — ZoomInfo Seats Available
2 seats available — $200/month (PCBancard covers the rest). Pull 1,000 business leads/month — names, phone numbers, business owner info, businesses actively searching for processing. Seats rotate every 3 months. Contact Jason or Emma ASAP.

[00:16:36] — Toast Raises Rates Again
Second increase in 6 months — 20 bps this time. 35 bps total in the last 6 months alone, not counting prior year increases. Toast customers are heading well over 4% processing rates. Toast merchants are locked into 3-year agreements with no rate protection.

Talking points: “Why are you letting Toast decide when to raise your rates?” Show them the memo. Present Nuclear POS as a rate-stable alternative with more features. Have the conversation before they sign with Toast — after the contract, options are limited.

[00:21:05] — Reminders

  • Josh’s mentorship call: every other Tuesday, 5PM ET. Contact Emma for the invite.
  • Jason out of office Thursday & Friday (Nashville). Available Thursday; limited Friday.
  • Next Monday: Corona POS system demo — ideal for liquor stores and convenience stores with large inventory. Mark your calendar.

[00:24:23] — Main Topic: Prospecting — The Numbers Game
Jason’s core message: prospecting is the #1 reason reps succeed or fail. Everything else can be coached. Prospecting requires showing up.

Steve Miner’s formula: 8–5, every day, 20 merchants, 2 appointments. Keep it that simple.

How to build pipeline without burning out:

  • You need 20–25 merchants in active sales cycle conversations to close consistently.
  • To get 20 interested merchants, you may need to speak with 200. That’s expected, not a failure.
  • Stop trying to convince disinterested merchants. Find the ones who are open and move on. Quick follow-ups for the rest.
  • “No” in this industry means “not yet.” 70–80% of Jason’s signed merchants told him no first.

How to structure your day (the tip that changed Jason’s career):

  • Sunday night: pick 5 business types for the week. Monday = dog groomers, Tuesday = rockeries, Wednesday = lawyers, etc.
  • Each day: Google 2 locations of that business type. Drive to location 1, cloverleaf 10–15 businesses. Drive to location 2, repeat.
  • Result: 20–30 businesses in 2–3 hours instead of aimlessly driving all day.
  • Mac’s add: join BNI ($700/year) for built-in weekly structure and a room full of owners who can sign.

[00:32:09] — Hot Industries Right Now
Jason and Mac’s current top targets, with a key reason each works:

  • Auto service & auto sales — dual pricing works perfectly; customer has time to get cash while the car is being serviced. Josh just closed 3 locations in one stop.
  • Pizza & quick service — simple terminal, love dual pricing.
  • Bars & taverns — not price-sensitive. Want every margin dollar back.
  • Landscape/rockery supply — $75K–$250K/month, simple terminal, owner always on site. Mac’s top pick for volume.
  • Lawyers — easiest close on the list. Family law is booming. They’ll push you to get the paperwork done. Provisors networking group ($3K buy-in) puts you in a room full of them.
  • Veterinarians — $150K–$350K/month. ShopConnect Pro now bridges their software, which was the previous barrier.
  • Chiropractors & pet groomers — quick, easy closes. Simple terminals, fast sales cycle.
  • Tax preparers, accountants, wealth managers — will sign immediately and ask if they can refer their own clients. Opens an entire book of business.

[00:44:23] — How to Walk Into a Business: Cold Walk-In Tips

  1. Tell them you can’t stay long — say it first, say it fast. Eliminates their fear of getting stuck in a conversation.
  2. Use your full name. Sales psychology: people trust it.
  3. Have an excuse — you were working with a nearby business.
  4. Only ask a yes question: “You’re still taking cards, right?” That’s it. No programs, no pitch.
  5. Set the appointment because you’re too busy — not because they’re busy. Busy people close more deals.
  6. If the owner isn’t there: get the email. Start branding yourself.
  7. Terminal paper (2¼” × 50 ft, ~$30/case at Costco or Amazon) — give a roll, ask when they last saw their rep. Appointment rate is extremely high.
  8. DiscoverSignage.com — free stickers, presentation books, counter stands. Swap out old signage as a door-opener.
  9. Don’t present at the counter. If they have time, only meet with them if they’ll step away from their workspace.
  10. “You’re going out there to make friends. Be yourself. Don’t sound like a robot.”

[00:54:36] — Live Role Play: Cold Walk-In → Discovery Objection
Jason walked a full cold walk-in with Pamela, demonstrating the “take it away” technique when a merchant is busy. Key moment: merchant revealed she was already surcharging 3% on credit cards but not touching debit. Jason’s move — pull the statement, show her what she’s paying on debit, present dual pricing as a trial. “When in doubt, go for the statement. We’re gonna learn a lot the merchant doesn’t know.”

NEW 2-Month Bonus (Ends September 30)

  • $10,000: 7 new dual pricing deals | Min $300K volume
  • $2,000: 5 new traditional/surcharge deals | Min $200K volume

“Don’t wait until September. Build your pipeline in August, close and install in September.” — Mac McRoberts

Prospecting Formula (Steve Mynhier — 10 years in the field)
5 days/week. 9–5. 25 doors. 2 appointments. That’s it. It’s a numbers game — put the numbers in, the results follow.

  • Minimum 15–20 businesses per day. 3–5 will not build a business.
  • Goal: find 20–25 interested businesses, then work your 5 touchpoints until they close.
  • You’re not selling on the cold walk-in — you’re building a list.

The Discovery Appointment — What It’s Really For
The #1 mistake in B2B sales: walking in and presenting before you know what the merchant’s problem is. The discovery call has one job: find a problem to solve.

  • 90% of your talking should be asking questions — not presenting.
  • You have a ~20% chance of closing on appointment #1. This is a rapport-building opportunity, not a closing opportunity.
  • Small talk first. Tour the business. Ask how long they’ve been open, what they love about it.
  • Surface objections here — not at the closing table.
  • Get pre-commitments: “If I can do this, does it make sense for us to move forward?”
  • Always leave with a statement if at all possible.

5 Touchpoints — Map It Out

  1. Cold walk-in — introduce yourself, set the appointment
  2. Discovery appointment — rapport, questions, problems, pre-commitments
  3. Mid-week drop-in — quick check-in, not pushy, keep your face familiar
  4. Pick up the statement — another touchpoint, more rapport
  5. Closing appointment — proposal ready, objections handled, close the deal

Converting Merchants Already Surcharging

  • Get the statement — they usually don’t realize they still have a bill (debit + interchange).
  • Show them: “Your bill went from $5,000 to $600 after surcharging — but that’s still $7,000/year. Want it back?”
  • There’s no data showing customers care about 3% vs. 3.99%.
  • Very few companies can legally offer dual pricing. They may not know it’s even an option.
  • Compliment first: “Great job offsetting fees — you’ve got the concept right.” Then: “So why are you still paying fees at all?”

Mac McRoberts’ Closing Nugget
“The problem isn’t always the cost. I closed someone because they didn’t get a paper statement. I said, ‘We’ll give you a paper statement.’ Write down whatever their problem is. Present it right before the pitch. Say you’re solving it.”

Jason: Don’t assume it’s fees. Fees are just the cherry on top.

 

Related Content

RepBlog_8-3_MondayMorningCall_FULL

7.27.26 How to nail your closing pitch and lock in your deal! Mac Mcroberts Secret Closing Recipe

[00:10:40] — Housekeeping
  • One week left to hit your monthly bonuses — keep pushing.
  • Free Hot Sauce promo: Every $25K in surcharging/dual pricing volume = 1 free Nuclear station. No cap.
[00:11:30] — Jason’s Message: Stop Waiting, Start Working

Jason addressed reps who’ve stalled, made excuses, or gone out a day or two and quit. The message: reps who got started a year ago could be making $10–20K/month by now. Consistency and discipline are everything. If you’re talking to merchants every day, the deals are coming.

[00:13:50] — Mac McRoberts: The Live Pitch Demo

Mac set up a mock closing appointment with Jason playing the merchant (JR’s Bikes). Two problems identified in discovery: a failing terminal and high rates. Dual pricing was off the table — so Mac grayed it out on the proposal. One option = one outcome.

The numbers (pulled directly off the statement):

  • Monthly overcharge: $1,601
  • Annual overcharge: $19,212

The close: “All I need is a voided check, driver’s license, and business license. While you’re grabbing those, I’ll prep the paperwork — just 3 signatures.”

Merchant went quiet. Mac said nothing. Merchant said yes.

[00:27:00] — Key Techniques Mac Broke Down (write these down)
  1. Silence after the close — zip it. First one to talk loses. When they go quiet, the deal is done.
  2. Start with a problem recap. Before going into numbers, re-confirm the 2–3 problems from discovery. Kills surprise objections at the end.
  3. Gray out dual pricing if they said no. One option, one decision.
  4. “I’m not doing anything today” = green light. Fast buy-cycle personality. Mac says 80% of these people sign.
  5. Buffer statement when they push back. “I totally agree, I’m the same way.” Then move forward.
  6. Say “SHOULD” on your numbers. “For your industry, you should be at 0.45%.” Sounds like a standard, not a sales pitch.
  7. Say “OVERCHARGED” — not savings. It stings. It’s personal. It works.
  8. Use their name and business name throughout. Their business is their baby.
  9. Say the numbers are straight off their statement. You’re a consultant, not a salesperson.
  10. Keep your language consistent. Don’t mix percentages and basis points. Pick one. Stay there.
  11. Assumptive close — don’t ask, tell. “While you grab those, I’ll prep the paperwork.” If they want to stop you, they’ll say so.
[00:56:03] — Burn Rate Card (Pipeline Tool)

If they don’t sign, you have their exact monthly overcharge. Come back in a week or a month, hand-write the number on a blank card, and say: “Here’s your report card.” Keep a stack in your car. These are your top pipeline accounts.

[00:58:07] — Q&A Highlights
  • During the silence: Look down, start filling out the app. Assume the sale. Ask for their legal business name and keep writing.
  • How to dress: Golf shirt, khakis, clean shoes. Match the energy of who you’re meeting. Don’t overdress, don’t underdress.
  • Adam’s tip (Jason loved it): Pre-fill the merchant’s info in the app before you walk in. When you close, you’re already done. Mac: “That creates your own yes.”
Related Content:

Mac_Closing_Script

7.13.20: Don’t Let Funds Get Held: Deal Submission Tips & Risk Basics

[0:08:31] Reminders

  • Josh Yagow’s Tuesday Calls — 5:00 PM EST. Bring your real-life field situations — what you’re seeing out there, conversations you’ve had, obstacles you’re hitting. Josh gives real-world advice, not a lecture. If you don’t have the invite, reach out to Jason or Emma.
  • Use the Facebook Group — Post your wins, your losses, your questions. You’re helping yourself AND others. Jason checks in regularly to give feedback.
  • July Bonus — Same as June: $5,000–$10,000 on top of commissions and residuals. Through the year, there’s been roughly $30,000 in available bonus money. Don’t step over it.
  • Free Nuclear POS Placements — Every $25K/month in dual pricing or surcharge volume = 1 free Hot Sauce Nuclear POS station (system + printer + cash drawer). Merchant at $100K/month = 4 free stations. Our cost ~$699, retail value ~$1,500+ per station.
  • Coming Soon — August/September/October Mega Bonus: Jason teased a massive 3-month combined bonus with the potential to earn an extra $25,000. Start building your pipeline now so you’re ready.

[0:15:18] Activity & Pipeline Mindset
There is a direct correlation between proposals submitted and deals closed. Jason pulled the data: if you collect a statement, you have roughly a 73% chance of closing that merchant. Get the statements. The numbers do the work.

Stop spending energy trying to convince disinterested people. Find 20 merchants who are interested in having a conversation, and close them. Stop wasting time on people who are hiding when they see you coming or leading you on. Play the numbers — hit 20 new businesses per day, collect statements, send them in, get proposals, enter the closing cycle.

[0:19:47] Main Topic: Why Money Gets Held & How to Avoid It

The risk department exists to protect merchants — including from fraud they don’t even know is happening. But many holds are avoidable if we ask the right questions at the application stage. Here’s what to focus on:

[0:20:02] 1. Submit a Complete Application
Kristen and Corey scrub every deal before it goes to underwriting. If something’s missing, your deal gets pushed to the bottom of the pile — all new complete deals go first. Don’t make that call asking for a next-day approval on a pended deal. Get it right the first time.

Required documents:

  • ✅ Completed e-application
  • ✅ Voided check or bank letter (deal will not be submitted without this)
  • ✅ Driver’s license (photo is fine)
  • ✅ 3 months processing statements (required for next-day funding approval)
  • ✅ Business license (highly recommended — prevents TIN mismatches)
  • ✅ SS4 form (Kristen’s tip — if available, gets through underwriting fastest)

Note on processing statements: Some processors deliberately don’t send statements so merchants don’t see what they’re being charged. Help your merchant call their processor and say it’s needed for their accountant/taxes. Every merchant has a login to pull their statements online.

[0:25:13] W-9 Questions from Merchants
Reps are seeing merchants ask for a W-9 from PCBancard. The answer is: we don’t provide W-9s because PCBancard is not depositing the processing funds into the merchant’s account — the processor is. Merchants receive a 1099-K instead. This is a common point of confusion. Simply explain that we’re not the entity depositing their funds, so the W-9 requirement doesn’t apply to our relationship.

[0:28:15] 2. Accurate Average Monthly Volume — Including Peak Months
If a merchant normally does $10K/month but spikes to $40K in summer, underwriting needs to know that upfront. An unexpected spike looks like fraud. Let the office know: “They’ll have peak months in June/July/August where volume may double.” This flags it ahead of time so it doesn’t trigger a hold.

[0:32:25] 3. High Ticket — #1 Reason Funds Get Held
This is the most common cause of funds being held. If a merchant’s average ticket is $250 and they run a $30,000 transaction — even a legitimate one — it will trigger a fraud flag.

Ask your merchant: “Do you have any clients or jobs where you’d process a transaction significantly larger than your average?” Let underwriting know about it before it happens.

[0:35:37] 4. Card Present vs. Card Not Present — Get It Right
Don’t just default to 90/10 or 95/5. Ask the merchant what percentage of their transactions are keyed in or processed remotely. If they’re approved as a 95% card-present business and start running 25–30% card-not-present, their funds will be held. Get the real number and put it on the application. Yes, it might prompt a follow-up question from underwriting — that’s fine. Better a question now than a hold later.

[0:39:04] 5. Delivery vs. Payment Exposure (E-Commerce)
For merchants who take payment before shipping, underwriting needs to understand the timeline. Chargebacks spike when customers pay and delivery is delayed. Ask: “When do you accept payment, and when do you ship?” If they take payment 10 days before shipping, note that on the application. Clear delivery/payment policies on their website help too.

[0:41:33] 6. Abnormal Business Practices (Hard to Control, But Watch For It)
Some things are harder to flag in advance:

  • Excessive declines on a small number of cards — major fraud signal.
  • A business trying to run a completely different business type through their MID (e.g., a clothing merchant who sold their car and wants to run a $15K transaction). That’s not allowed — each MID is approved for a specific business type. If they have multiple businesses, they need separate accounts (multi-MID setup).
  • Any transaction that is wildly outside the norm for that industry type.

If you see a merchant trying to run something through a MID it wasn’t approved for, give them the heads up — educate them before it becomes a problem.

[0:46:30] Open Q&A

Josh Yagow — Tap-to-Pay Issues with Dejavoo P5 & P17 Pin Pads
Josh flagged reliability issues with tap-to-pay on the P5 and P17 forward-facing pin pads, especially in stands. Jason’s recommendation in the meantime: the Valor VP800 — built-in customer-facing screen, no external pin pad needed, and highly reliable. Jason committed to following up with Dejavoo directly on the tap-to-pay issue.

Mac McMillan — Google Reviews
Mac raised that merchants are Googling PCBancard and not seeing many recent reviews. Action items:

  • All reps: After this call, Google “PCBancard” and leave a 5-star review. Takes 5 minutes and makes a real difference.
  • Ask your happy merchants: “Would you mind leaving us a quick Google review?”
  • Jason will pay $25 for every 5-star merchant review you generate — let him know when one goes up and he’ll ACH you the $25.

[0:56:42] Closing Motivation
Business owners are struggling. Prices are up, spending is down, vendors are raising costs. They need YOU. Every day you wait is a day your competition might get to that merchant first — and once a merchant is on dual pricing with someone else, it’s very tough to move them. Get out there now.

Remember the Rule of 5: 83% of all B2B sales close on or after the 5th touchpoint. 91% of B2B salespeople quit after the 2nd visit. Be the one who sticks around.

 

Closing Before the Close

7/20/20 Closing Before the Close: Pre-Commitments, Qualifying Questions & Assuming the Sale

[0:08:28] Opening — Mindset & Motivation Jason opened with a reminder that this is the goldmine of the year. If you’re out talking to merchants, deals are coming. Stop trying to convince disinterested people — find the 20 businesses who are open to a conversation and work them hard. Rapport and relationship build interest; you can’t force it.

[0:11:00] Reminders

  • Josh Yagow’s Tuesday Calls — 5:00 PM EST on Zoom. Bring real-world experiences, not just questions. These calls are for sharing what you’re seeing in the field and getting advice on how to handle it. 
  • July Bonus — $5,000 or $10,000 still available. Same structure as the last two months. Don’t leave money on the table — even if you don’t have a deal yet this month, you can still hit the $5K tier quickly.
  • Free Nuclear POS Placements — Still running. Every $25K/month in dual pricing or surcharge volume = 1 free station (system + cash drawer + printer). $100K merchant = 4 free systems. Retail value ~$1,800 per station.

[0:12:52] Main Topic: Tips for Closing More Deals & Prequalification

[0:13:57] Set Yourself Up BEFORE the Presentation Stop waiting until the closing table to find objections. You should already know the deal is done before you sit down with numbers. Ask the right questions early and get pre-commitments throughout your sales cycle.

[0:17:47] Ask Questions — Find the Problem The first and most important job in any sales cycle: find out what the merchant actually needs. Stop fire hosing information. Sales 101 — find a problem, solve it. Your odds of closing go through the roof.

[0:18:21] Discovery Call Questions to Ask:

  • “What would it take for you to make a change in your processing?” — If they say they can’t make a change for 3 months, take it away and move on. Don’t waste your time.
  • “What’s most important to you when it comes to your processing?” — Rates, speed of deposits, technology, local support? You’ll be surprised — 30-40% of deals have nothing to do with rates.
  • “If I could solve [that problem], would it make sense for us to move forward?” — This is your pre-commitment.

[0:21:17] Get Them to Envision the Future Ask: “If I could put $1,000 a month back in your pocket — $12,000 a year — what would you use that for to grow your business?” Once they start picturing new equipment, more marketing, more employees — they don’t want it taken away. Use this before your presentation.

[0:22:40] Ask About Technology EARLY Find out their equipment and integration needs before you come back to close. Send the statement to ProposalPCBancard.com, then immediately call Kenny or Eric to get the tech side figured out. Don’t show up at the closing table and have to leave again to get tech answers — time kills deals.

[0:24:51] Pre-Commitments — The Most Important Tip Get 3 pre-commitments before you get to the closing table. Research shows your close rate goes up ~80% with 3 pre-commitments.

A pre-commitment sounds like: “Jason, if you can save me $200 a month, yes, it makes sense we’d do business together.”

People don’t want to feel like liars. If they said yes and you delivered — they’ll close. If you can’t get a pre-commitment, there’s a hidden objection you need to find and handle NOW, not at the table.

If they won’t pre-commit — take it away. Don’t be an unpaid consultant. Don’t show your proposal until you have pre-commitments. If they’re not ready to commit to a decision, close your folder and let them know you’ll come back when they’re ready. About 90% of the time, they’ll stop you.

[0:28:38] Make Them Qualify for YOU Flip the script — instead of hoping they’ll do business with you, get them hoping they qualify for your programs.

“I’ve been working with some local businesses on a program that’s been really helping them. I need to make sure you qualify — would you mind if I ask you a couple questions?”

Qualifying questions to ask:

  • How much do you process per month?
  • What’s your chargeback ratio?
  • Have you ever been placed on the MATCH list?

This shifts control back to you and builds urgency on their end.

[0:31:47] The Power of a Statement If a merchant gives you their statement, they went out of their way and invited you back. That is a near-closed deal. You should be closing 80% of deals where you have a statement in hand — if you’ve done your pre-work.

Where it goes wrong: reps think the proposal is the closer. The proposal is just the nail in the coffin. The close happens in everything that comes before it.

Get a pre-commitment BEFORE showing the numbers: “If I can show you $500–$1,000 in savings, does it make sense we’d be moving forward together?” If they say no — don’t show the proposal. Find the objection first.

[0:38:44] Assume the Sale After going through the numbers, don’t ask if they want to move forward — assume they do. Start filling out the application. Mac’s approach:

“To get you up and running today, I’ll need a copy of your driver’s license, a voided check, and a few signatures. While you’re grabbing those, I’ll get the paperwork ready.”

If they don’t want to move forward, they’ll stop you. If they don’t stop you — you’ve got a deal. Practice this until it sounds completely natural, not canned.

[0:41:30] Mac McRoberts Shares His Pitch Method Mac shared his approach to walking through a proposal line by line — here’s what’s current, here’s where you should be — making sure the merchant is nodding and has zero unanswered questions before the close. His record: 13 closes in a row.

Key tip: Before going into the proposal, ask if they have any questions. Ask again before you go line by line. Clear every question before you show the numbers.

COMING NEXT MONDAY: Mac will do a live role-play pitch/close demo on the Monday Morning Call. 

[0:47:23] Handling the “I Need to Talk to My Spouse” Objection Don’t ignore it or bulldoze through it — use a buffer statement:

“I totally understand — I’d never want you to make a decision your wife isn’t comfortable with. What do you think her biggest concern would be based on what we’ve talked about so far?”

This keeps the conversation moving, makes them feel heard, and almost always reveals that the real objection is theirs, not their spouse’s.

[0:51:12] The 4 Reasons People Don’t Buy

  1. They don’t know you
  2. They don’t like you
  3. They don’t trust you
  4. There’s something they don’t understand

Ask more questions. Give less information. Close more deals.

[0:55:41] Practice = Results Talk to 20 merchants a day. You’ll know within your first cold call of the day whether you’re on or off. If conversations feel cold, call your mentor — it’s fixable. Don’t wait until your pitch is perfect to go out. Get in front of owners. Nothing closes if you’re not in front of someone.

Filling Your Tool Bag

6/27/26 

Filling Your Tool Bag — Where Everything Lives
With a lot of new team members on board and a steady stream of “where do I find X” calls and emails, Jason spent today walking through the resources every rep should have bookmarked. The goal: stop waiting on a callback and start finding answers yourself.
Partner Training Portal — Your Home Base
If you don’t have this starred, bookmarked, or favorited on every device you use, fix that today. It’s where your sales presentations, flyers, marketing materials, and pricing info all live. Getting caught mid-presentation needing a terminal price or a merchant questionnaire is the worst position to be in — have this saved everywhere.
Priority University
Found under Priority Solutions and Third-Party Products in the portal (password is right there to copy/paste). This is where you get familiar with the tools merchants ask about:
  • B2B Optimizer, payment links, Account Updater, QuickBooks Sync — common merchant questions
  • Passport — FDIC-insured account tied to processing; merchants get funds in 5–10 minutes after batching out
  • Payables / Plastic — monetizing business credit cards to pay vendors, extending float
  • ACH.com — pairs well with dual pricing and surcharging for that extra comfort factor
  • GiftJet — digital gift card program
  • FreedomPay — newer, vertical-specific; Jason’s still getting familiar himself
  • Vertical-specific tools — PayRite Health Solutions, eTab, landlord/rent payment stations, MX Build for contractors
  • Unattended Small Ticket program — new and worth knowing for vending machines and any merchant where 65%+ of transactions average $5 or less
You don’t have to be an expert in all of these — just know they exist so you’re not walking away from a merchant who needs something outside standard processing.
PC Bancard University
Also in the Partner Training Portal, under Merchant Services Training. Courses, content, and quizzes on prospecting, discovery, objection handling, and closing. Jason’s take: merchants sell confidence. If you’re not confident on how dual pricing, surcharging, or traditional actually work, it shows in the conversation — and it costs you the deal.
Flyers, Marketing Materials & Testimonial Cards
Everything lives under Dual Pricing → Downloads in the portal, organized under 2026 Agent Resources. That includes general flyers, automated email series (auto shops, free payroll, general use), and printable testimonial cards — an underused tool Jason specifically called out. Lay a few testimonial cards in front of a merchant during a presentation to build trust fast.
The One Document That Has Everything
At the top of the Partner Training Portal: 2026 Sales Guide — Prospecting to Close. One shared doc covering the entire sales cycle — flyers, email scripts, the video brochure script, the presentation questionnaire, the application/proposal link. Bookmark it. If you prefer working off a tablet instead of a physical pitch book, this is built for that.
 
Related Content

6/16/26 Jason noted that approximately 70% of daily inbound calls are compliance questions — agents encountering merchants running fee programs of unclear or non-compliant status. The goal of today’s session was to clarify each program’s rules and give reps a better approach in the field.

Surcharging
  • Applied to credit cards only — never debit cards
  • Cannot exceed 3%
  • Signage must be posted at the door or point of entry before the transaction
  • ISO must register the merchant with the card brands to do surcharging
  • Most common violation seen in the field: ISOs setting merchants up above 3%, sometimes disguised as dual pricing

How to identify: If a debit card is being charged the same fee, it is non-compliant surcharging. The terminal identifies the card as debit regardless of PIN entry — a Visa/Mastercard-branded debit card processed without a PIN still runs on debit rails and is recognized as debit.

Cash Discounting
  • Prices must be marked at the card (higher) price
  • A discount is applied at the time of payment when the customer pays cash
  • Discount must appear on the receipt
  • Signage is not technically required but is recommended to advertise the benefit to customers
Dual Pricing
  • The correct framing: offering two different prices (card price vs. cash price) — NOT “adding a fee”
  • Applies to both debit and credit cards — this is the key distinction from surcharging
  • Consumer must be notified via technology: the terminal must display both prices before the customer chooses a payment method
  • Verbal disclosure alone is not compliant
  • If a terminal is not showing two prices on screen, the merchant is not doing dual pricing

Language note: Jason flagged that agents should remove “adding a fee” from their vocabulary in merchant presentations. When merchants repeat back “so we just add a fee if they use a card” — correct them. The Visa/Mastercard regulation is based on offering two prices, not imposing a surcharge.

Convenience Fees
  • Used for e-commerce, virtual terminals, and online payment portals
  • Defined as payment via an alternative method to in-person payment
  • Valid as long as the customer has the option to pay in person (even if impractical)
  • ACH pairing is best practice but not required — a mailed check counts as an alternative
  • This is the recommended program for merchants taking online-only or hybrid payments
How Merchants Get In Trouble
State Attorney General letters — Triggered by customer complaints or negative reviews citing non-compliant surcharging. The AG’s office sends a formal letter requiring a response. Not an immediate fine, but violations can escalate.
Visa/Mastercard fines:
  • Current common fine: $1,000
  • Higher fine tier now in market: $5,000
  • PCBancard cannot intervene after the fact — once a fine is issued, it cannot be reversed or covered unless the merchant is doing very high volume with significant profitability (case-by-case)
Sales Approach: Handling Non-Compliant Merchants
Jason’s guidance on approach, given increased field frequency of this situation:
Do not lead with threats or fines. Merchants backed into a corner give you a “no” and shut down. The goal is a conversion, not a confrontation.
Recommended approach:
  • Affirm the behavior: “Good for you — you’ve figured out you shouldn’t be absorbing these fees.”
  • Ask questions: “How exactly are you doing it? Are you showing two different prices, or adding a fee at checkout?” Gather information before commenting on compliance.
  • Educate and consult: Point out what’s working and what needs to be adjusted — no shame, no alarm. Odds are the merchant was set up incorrectly by someone else and doesn’t know.
  • Offer an easy solution: “We can get you a machine that shows both prices — you’re compliant and your workflow barely changes.”

If the deal isn’t closed: More visits, more relationship. Trying to force a close by pushing the compliance angle will generate a “no.” Keep stopping in.

 
Related Content
Main Topic: Overcoming ObjectionsJason recommends Overcoming Objections by Carl Henry — general B2B sales, not just merchant services.

Don’t fight objections too early. Cold reactions like “I’m happy with who I’ve got” or “I don’t have time” aren’t real objections — they’re reflexes from people who don’t know you yet. Don’t waste time convincing strangers to be interested. Out of 10 merchants a day, 2–3 will show real interest — put your energy there. The rest, keep stopping by until they loosen up.

Every objection comes from one of 4 things:

  1. They don’t trust you
  2. They don’t like you
  3. They don’t see value
  4. They don’t understand (this is most of them)

Questions are buyer signs, not objections. “I don’t understand how you’ll save me $1,500 when others only saved me $100” = interest, not resistance. Don’t over-explain — ask back: “Which part do you need to understand before we move forward?” Then keep moving like the sale is happening.

Quick Hits on the Common Ones

“I need to talk to my spouse/partner” — Usually means they’re not sold or don’t fully understand. Steve Siegal’s line: “What do you think they’d say about saving $1,500/month?” Then dig: “What questions do you think they’d have?” Write those down, answer them, and make it risk-free (30-day free trial, month-to-month).

“I need to think about it” — Buffer: “Of course — I’d never want you uncomfortable.” Then ask: “What do you think about it?” You’ll almost always get the real objection back. Before you leave, always ask what’s still holding them back.

“What’s your rate?” — A buyer sign. Flip it: “What do you want your rate to be?” Then walk them into dual pricing.

“I’m in a contract” — Really means “not enough value yet.” Jason’s analogy: “Would you pay $300 once to make $1,200 every month?” Yes leads back into the real conversation.

“I don’t want a contract” — Agree with them: “Smart — good thing dual pricing is month-to-month, no 3-year lock-in, and the terminal’s free for 30 days.”

“Just send me information” — Not a real lead (Steve: one callback in 18 years), but it’s permission to stay in their orbit. Send Emma’s 3-part email drip — then keep talking: “What are you working on to grow the business?”

“I don’t have time” — Buffer: “That’s a great problem to have.” Steve’s close: “I can come early or late — which works better?” On a first cold visit: introduce yourself, say you don’t have time either, and lock in a 15-minute appointment.

“I process with a friend/family” — Buffer, then: “If I can still add to your bottom line, is it worth a look?” If their rates are clearly bad, gently point it out with numbers.

“I already use Square / do dual pricing” — Check if it’s real dual pricing (price shown on item) or surcharging (only at checkout). If surcharging: can’t exceed 3%, can’t apply to debit. Flat fees on small transactions (like 50¢ under $5) are non-compliant — an easy opening.

[0:08:44] Housekeeping & Promotions

Discover Class Action Lawsuit — One week left to sign merchants up. Great door opener: “When’s the last time you saw your rep? Why didn’t they tell you about this?”

[0:09:15] Free Hot Sauce Placements — Merchants doing $25K+/month on dual pricing or surcharge qualify. Best targets: QSRs, sit-down restaurants, bars, and nightclubs.

[0:09:37] Free Digital Audits — A $1,500 value. Use it as your reason to walk in.

[0:10:21] May Bonus — $5,000 for 5 dual pricing deals at $125K combined volume, or $10,000 for 10 deals at $250K combined.

[0:10:44] Small Group Training — Tomorrow, 11 AM Eastern — Topic: overcoming objections. Missing the invite? Contact Emma.

[0:11:13] Introducing ShopConnect Pro

ShopConnect Pro is a Chrome browser extension that sits on top of web-based business software — Jobber, Clio, Techmetric, Housecall Pro, Mitchell One, LawPay, and hundreds more — letting merchants process through PC Bancard without changing their software. Your play: merchants who love their software and won’t switch. You’re not selling them a new platform, you’re unlocking savings they couldn’t get before.

[0:15:08] How It Works

  1. Merchant opens an invoice in their software
  2. ShopConnect sidebar reads the invoice total automatically
  3. Payment is sent via email link, text, or terminal push
  4. Customer pays; ShopConnect automatically reconciles back into the software

[0:15:48] The key point: Most of these platforms have zero capacity for dual pricing or surcharging. ShopConnect changes that — with no workflow change for the merchant beyond 2–3 extra clicks.

[0:19:48] Q&A Highlights

[0:20:45] Software not on the list? Free trial available → 2–3 days to integrate. Paid-only → ShopConnect needs temporary login access for 3–6 hours. They’re adding 5–10 integrations per week. Contact Kenny or Eric with requests.

[0:31:44] Auto/Powersports DMSs — Josh flagged a major opportunity in dealership management systems (Techion, Lightspeed, Shot Monkey, Talon). ShopConnect’s CEO Ashal specializes in this space. A tire chain doing $30M annually is already in the pipeline.

[0:32:22] Square, Lightspeed, Fullstream? Square invoicing → yes. Square hardware → no. Lightspeed → yes. Fullstream/Rapid Garden → likely yes.

[0:34:51] Mobile Coming Soon — App expected in ~6–8 weeks, which will open up field tech payment collection (Service Titan, etc.).

[0:41:41] Can software companies block ShopConnect? No. Kyle’s team reviewed 270+ Terms of Service — only 7 required exclusive use of the software’s processor. Legal position is strong, backed by ad blocker lawsuit precedent.

[0:46:23] What about POS hardware (Toast, etc.)? Hardware gates them out. This is for web-based invoice workflows only.

[0:49:52] Why is Stripe everywhere? Software companies prioritize SaaS fees, not processing rates. Stripe’s onboarding is frictionless so it wins by default — leaving merchants stuck at 3.2–4%+ as they scale. ShopConnect is the exit ramp.

[0:53:02] How to position it to skeptics — Call it a “bridge” or “connector.” “We’re connecting to your software and unlocking dual pricing — without changing your workflow.” Get them to see a demo in their own software and they’ll close fast.

[0:35:42] Onboarding

Standard PC Bancard merchant application → Kenny handles backend setup → merchant downloads the Chrome extension, logs in, done. ShopConnect runs 1–2 test transactions and the merchant is live within days.

[1:05:08] Hardware & Terminals

All Dejavoo terminals work with ShopConnect via Cloud TPN — same install as any terminal swap. [1:07:53] Multiple terminals per location are supported and can be named by department (Parts, Service, Finance, etc.).

[1:10:13] Pricing

$65/month total — merchant pays $50, PC Bancard keeps $15. If ShopConnect saves a merchant $2K–$6K/month in fees, this is an opportunity cost conversation, not a price objection. A non-compete is in place protecting all PC Bancard merchants.

[1:13:25] Jason’s Closing

“If you are out there talking with businesses, your deals are coming. If you’re sitting inside, somebody’s out there writing those businesses.”

Get out and talk to 15–30 businesses a day. ShopConnect reopens every conversation you’ve had to walk away from because a merchant was locked into their software.

Joshua Yagow [1:14:39]: “For those of us who’ve been here a while — this is a major, major development for our company.”

5/4/26 

[Min 0:00] Opening & May Mindset

Jason set the tone for the week — keep momentum from April rolling, lean into consistent outreach, and take advantage of strong field-prospecting conditions through May.

[Min 5:00] April Recap & May Bonus Structure

April performance bonuses will hit soon, once qualifying deals are active and validated. Jason rolled out May’s new incentive tiers… if you closed two Deals in April then:

  • 5 dual pricing deals ($125K volume) → $5,000 bonus
  • 8 deals ($200K volume) → $8,000 bonus
  • 10 deals ($250K volume) → $10,000 bonus

If you closed less than two deals in April then…

  • 5 dual pricing deals ($125K volume) → $3,000 bonus
  • 8 deals ($200K volume) → $6,000 bonus
  • 10 deals ($250K volume) → $8,000 bonus

Reps with fewer than two April deals earn slightly smaller bonuses. The takeaway: consistency month over month is what unlocks the higher reward levels.

[Min 15:00] The Five-Touchpoint Rule (with Mac McRoberts)

Senior mentor Mac McRoberts joined Jason to drive home the follow-up math: 83% of B2B sales close on or after the 5th contact, but 91% of reps quit after the 2nd. Every follow-up needs to add value, not just repeat the pitch. Mac’s framing: improve your “stock value” on each visit by showing genuine interest, not pressing for the sale.

Reasons to Follow Up That Actually Land

Jason walked through value-driven reasons to stay in front of merchants:

  • The Discover class action settlement update.
  • The Enroll and Pay loyalty program (60-day free trial).
  • Free digital marketing audits.
  • Visa/Mastercard surcharging compliance changes — $5,000 fines now being issued for non-compliance.
  • Simple visibility stops to keep the relationship warm.

Prospecting Mindset

In-person beats marketing and cold calls every time. Authenticity, persistence, and professionalism are what build long-term residuals.

“No doesn’t mean no — it means not yet. Build the relationship, keep showing up, and stay consultative.” — Jason

[Min 22:00] Product Spotlight: Dejavoo P18 Terminal (Kenny Neou)

Kenny Neou demoed the new Deja Vu P18, a hybrid unit aimed at restaurants, concessions, and small shops that want modern functionality without Clover-level price or complexity:

  • Flippable dual screen (merchant + customer facing)
  • Touch interface with itemized order entry
  • Accepts tap, chip, swipe, text/email receipts (no built-in printer)
  • Optional Bluetooth or external printer
  • Wi-Fi, Ethernet, or 4G SIM (AT&T)
  • ~$490 price point; runs on the iPass/iPOS platform ($10/month main + $5/additional)
  • Optional DejaPay Pro POS upgrade for full inventory and QuickBooks integration

[10:50 AM] Looking Ahead: May 11 Integration Training

Jason previewed next Monday’s (May 11) major training: new integration technology that connects PC Bancard with cloud-based platforms like ServiceTitan and Jobber. This reopens competitive deals we’ve previously lost on integration limits — don’t miss it.

[10:55 AM] Wrap-Up Takeaways

  • Stay active and consistent — 20+ business visits per day.
  • Use follow-ups strategically to hit 5+ meaningful contacts.
  • Lean into the bonus programs and new tech tools.
  • Be in the room for next week’s integration session.

Related Content:

Discover Settlement Claim Deadline May 18, 2026

Enroll & Pay Reminder

Visa Notice about Charging Fees Incorrectly

P18 / Dejapay Pro Flyer

4/27/26 

Housekeeping Updates

  • Dejavoo loyalty program (Enroll and Pay) is live — merchants using Dejavoo terminals have received emails offering a 60-day free trial. Find Enroll & Pay info Under Downloads.
  • April bonuses of up to $10,000 are still available, with recognition for reps posting videos in the PCBancard Facebook group
  • We’re in the “7-month gold-mine season” — get out in the field, meet merchants, and close deals.

Product & Program Updates

  • Nuclear POS by Hot Sauce is replacing legacy systems. Free placements are available (one per $25,000/month in volume). Positioned as a stronger-value alternative to Toast POS — use this to attract and convert merchants. Nuclear Recordings, Flyers, etc here.

Featured Segment: Black Tie Funding (Mark Perlman) Mark walked us through how to add business funding as a new revenue stream:

  • Market opportunity: 70%+ of small businesses seek funding each year; competitors like Square, Shopify, and PayPal already capture billions in volume.
  • Why it matters for reps: Offering financing retains merchants, blocks competitors from bundling processing + funding, and deepens client relationships.
  • How it works: Black Tie acts as a secondary marketplace, funding through 100+ lenders and handling underwriting and client communication on our behalf.
  • Commissions:
    • 2% of funded amount paid directly to the rep (e.g., $100K funded = $2K)
    • 1% residual on every draw for lines of credit
    • Bonus through June: $50 submission bonus + up to $500 funding bonus
    • “Mailbox money” on renewals and repeat fundings
  • Funding options: Working capital loans, merchant cash advances, lines of credit, and equipment financing — often with same-day approval and fewer industry restrictions than banks.
  • Best-fit use cases: Restaurants, medical practices, salons, automotive, and small trades. Black Tie can also refinance or add to existing advances.
  • Link for New Application: https://blacktiefunding.com/application/ref/PCBancard@1/ (this in the PTP under Applications/Cash Advance)

Closing Notes from Jason

  • Talk about funding with every merchant.
  • Stay active to maximize April bonuses and the new product offers.
  • PCBancard offices and mentors are available for support.

Related Content

Our Point of Contact for Black Tie at PCBancard is Ari@blacktiefunding.com | 754-232-5934

Black Tie – PCBancard funding One Pager

Black Tie – PCBancard is Offering Funding 2

BONUS REMINDER
Only 10 days left to qualify for $5K and $10K April bonuses — keep pushing!

 HOT SAUCE NUCLEAR POS – WHAT YOU NEED TO KNOW
This is our next-gen POS solution built to compete head-to-head with Toast and Shift4. Key highlights:

• Works for bars/nightclubs, table service, and quick-service
• Dual pricing / surcharge ready
• Offline mode — works even when internet goes down
• Cloud back office with reporting, permissions, and analytics
• Loyalty, promotions, and AI marketing segmentation
• Online ordering + website builder with built-in SEO
• Runs on Android and Windows; compatible with PAX A35/A80
• Installs in 2–3 hours with full Hot Sauce support
• Coming soon: DoorDash/Uber Eats integration, ADP/QuickBooks payroll link, in-app reservations

LIMITED-TIME FREE STATION PROMOTION (through May)
• 1 free POS station per $25K in monthly processing volume

• Merchant only pays for card reader / optional peripherals
• You earn an extra $200 Hot Sauce bonus per approved deal
• Applies to dual-pricing or surcharge accounts (volume statements required)
• Includes a built-in 3-year SaaS agreement — add ETF for extra protection
ACTION ITEMS
• Start booking Hot Sauce demos now
• Lead with free equipment + free payroll (merchants under 15 employees) to open and close deals
• Target high-volume merchants — POS placements = long-term retention and bigger bonuses
 
Related Content

Post Card – Final

4.16.26 Cross Check! 

HI eveyrone! Here’s a quick recap of our recent session on CrossCheck‘s payment solutions, presented by Travis Powers (VP of Partner & ISO Relations) and Mary from CrossCheck.

About CrossCheck CrossCheck has been in business since 1983 and processes approximately $7 billion annually in guaranteed payments. They specialize in check guarantee and ACH processing, making it safer and easier for merchants to accept checks. Key industries include auto dealers, building materials, dental and medical offices, law firms, and B2B businesses.

Why It’s a Great Add-On for Your Merchants CrossCheck helps merchants increase sales by accepting checks they’d otherwise turn away, reduces risk through guaranteed payments, and lowers processing costs — often 1% or less per transaction. Merchants also save time with no-trip deposit options.

Solutions Available

  • ACH Pay-by-Link (sent via text or email), with Plaid integration for fast bank verification
  • Remote Deposit Capture — scan or photograph checks for deposit
  • Multiple Check / 30-60-90 Day Program — customers write 2–4 postdated checks, works like a no-credit-check layaway plan

Integration & Support CrossCheck works with gateways including Strictly Zero, DealerPay, and QuickBooks. U.S.-based support is available via Zoom or phone, and loaner check scanners are typically included in pricing.

How to Use This in the Field CrossCheck pairs well with our dual pricing and surcharging programs — offering check acceptance adds value and builds merchant trust. Travis and Mary are available to help with pricing, proposals, and closing deals. Don’t hesitate to reach out directly.

Related Content

Travis Powers — 707-481-6143 (text before calling)

Website: https://www.cross-check.com/

4.6.26 How to get your merchant signed up to receive a payout from the MC/DISC lawsuit! Plus, Dejavoo Loyalty Program

0:00 – 0:06 — Jason opened with the April Bonus Program: 5 dual-pricing deals = $5,000 / 8 deals = $5,000 + 85″ TV / 10 deals = $10,000. Don’t leave this money on the table! (Full details attached.)

0:07 – 0:15 — Reminder that April through October is peak season — the goldmine window for signing new accounts. Keep at least 20 active prospects in your pipeline, collect statements and send them to proposals@pcbancard.com, and use the AI Role-Play Tool to sharpen your pitch — use it and let us know how it works!

0:16 – 0:25 — Big talking point for merchants: the Mastercard/Discover Class-Action Settlement ($1.225B for merchants who accepted these cards between 2007–2023). Priority sent an email with details — deadline is May 18. Use this as a conversation starter to show value and stand out from competitors. (Settlement info attached.)

0:26 – 0:35 — Enroll & Pay Loyalty Program is ready to roll out! Works on Dejavoo, Ingenico, and Pax terminals — no extra hardware, 60-day free trial, then ~$30/month. PCBancard gives merchants a $100 Visa gift card after 60 days of active use. (Info attached — start talking to your Dejavoo merchants now!)

0:36 – 0:45 — Free Payroll Program for merchants with 15 or fewer employees — free for one full year! Find it at the Partner Training Portal Downloads or Priority University (password: Priority23!).

 

Related Content:

April Bonus

Discover Settlement Claim Deadline May 18, 2026

ENROLLANDPAY.COM

ENROLL & PAY P line PCBANCARD

ENROLL & PAY Merchant Pricing

3/30/26

Key Highlights:

  • April Dual Pricing Bonus (BIG ONE)!
  • Charity Check Program: Dual pricing only; use it as a trust builder.
  • AI Roleplay Tool: Practice weekly to sharpen your discovery and objection handling.
  • Merchant Follow-Ups: Check in every 60 days to prevent attrition.

0:00 – 0:15 — Mac McRoberts kicked off the session introducing himself (20 years in the industry, 13 with PCBancard) and set the tone: “Sell the problem you solve, not the product.”

0:16 – 0:40 — Mac introduced BNI (Business Network International) as a game-changer for new reps — an instant referral network of 25+ members, exclusive seats, and warm leads instead of cold calls. Built on the philosophy: “Giver’s Gain.”

0:41 – 0:55 — Jamie Duvall shared how BNI drove 6× business growth in a single year. Mac advised visiting multiple chapters to find the right fit — in-person strongly preferred.

0:56 – 1:10 — Open discussion on referral incentives and affiliate programs. PCBancard can set up residual affiliate splits directly via ACH.

1:11 – 1:27 — Guy Bachar shared his first merchant win! Mac wrapped up with BNI chapter tips (~$1,400/year, ROI potential of $122K+ over 6 years) and encouraged using AI tools like Gemini to craft elevator pitches and presentations.

Related Content:

https://bniamerica.com/en-US/find_a_chapter

3/9/26 Enroll & Pay with Dana
[0 – 32:00] Key Presentation: Enroll and Pay Loyalty Platform
  • Guest Speaker: Dana (Enroll and Pay)
  • Overview: Introduced the Enroll and Pay loyalty technology integrated with Dejavoo P-Line terminals.
  • Functionality: Customers enroll once by entering their phone number at checkout; their card becomes their loyalty ID for future visits.
  • Customization: Merchants can design their own loyalty programs—cash back, points, or discounts.
  • Benefits:
    • 60-day free trial for merchants.
    • Average conversion rate of 50%+, significantly higher than competitors.
    • Increases merchant revenue by 5–12% and reduces churn.
    • Enables text-based marketing campaigns and real-time e-receipts.
  • Next Steps: Merchants can self-board via QR code ads on terminals; PC Bancard may deploy these ads across P-Line devices.
[32:00 – 36:00] Company Updates
  • February Bonuses: Paid out; continued focus on hitting monthly goals.
  • New Application Forms: Use Version 5 of the PPS Priority application for dual pricing/traditional processing.
  • Free Payroll & Digital Audits: Still available for merchants—tools to increase retention and value.
  • Jason’s Schedule: Out of town next week; team support available through mentors and office staff.
[37:00 – 49:00] Training & Tools
  • New AI Role-Playing Platform:
    • Access via PCBISV.com.
    • Two main features: AI Coaching (objection handling, closing, cold calling) and Role-Play Practice (interactive merchant simulations).
    • Tracks progress, provides feedback, and helps refine sales conversations.
[49:00 – 1:07:00] Q&A Highlights
  • Dual Pricing vs. Surcharging:
    • Merchants charging over 3% or on debit cards are non-compliant.
    • Check signage, terminal display, and receipts to confirm compliance.
  • POS Systems Discussion:
    • HotSauce Nuclear recommended as a strong alternative to Toast and SpotOn.
    • MXPOS Retail and KORONA POS suggested for grocery and retail businesses.
  • Future Training Request: Comparison session on top competitors (Square, Toast, Clover) to strengthen objection handling.
Related Content:

ENROLL & PAY P line PCBANCARD

ENROLL & PAY Merchant Pricing

PCBISV.COM

3/2/26 Value Ad’s for Business Owners
10:05 – 10:15 | Housekeeping & New Application Update

Emma Johnson announced a new printable dual‑pricing application (V5) replacing V3.
Key points:

  • Only V5 is accepted starting immediately.
  • FillFaster e‑sign version to be updated by end of day.
  • Reps using paper apps must discard old versions.
10:15 – 10:25 | Free Equipment Program Expansion

Emma and Jason introduced expanded free terminal options for merchants:

  • P1 – $14.95/mo • P3/P8 – $19.95/mo • P12 – $9.95/mo
  • iPOS Go – $10/mo • Valor VP800 – $29.99/mo
    Jason emphasized that equipment should never be a barrier to closing a deal and that new MX and Hot Sauce POS programs would soon offer low‑cost placements.
10:25 – 10:40 | Marketing Materials & Sales Tips

Emma previewed an updated dual‑pricing flyer showing free equipment options.
Mac McRoberts shared how he uses the flyer as a talk track rather than a leave‑behind—circling numbers and engaging the merchant to spark conversation.
Jason reinforced that the goal of the flyer is to capture attention and build rapport, not just to hand it out.

10:40 – 10:55 | Follow‑Up & Retention Training

Jason led a segment on merchant follow‑up strategy:

  • Check in at least every 3 months (ideally every 60 days).
  • Remind merchants how much they’ve saved to reinforce value.
  • Use social media to engage with client posts and share their promotions.
  • Offer additional services (payroll, PCI help, cash advances, digital audits).
    Sean Carney and Randy added field examples of how personal touch and annual savings reviews build loyalty.
10:55 – 11:01 | Wrap‑Up & Next Week Preview

Jason teased a demo of the new AI training tool coming next Monday, which will allow agents to role‑play sales conversations and get instant feedback.
He closed by urging everyone to “get back in front of your merchants—the hawks are out there,” reminding the team that their best customer is always someone else’s best prospect.

Related Content:

New Application PDF

FillFaster DP Application

New Dual Pricing Flyer

Referral Program Form

PCI Compliance Done-For-You

Dejavoo Extra (Now Enroll and Pay)

Free Payroll Services

Cash Advance

New Free Equipment Form Pack

 

2/23/26 Nuclear by HotSauce
10:10 – 10:20 | Housekeeping & Merchant Reviews

Jason encouraged reps to complete their 2025 merchant reviews before the end of February—visiting merchants, reviewing savings, and asking about new needs like payroll or marketing. He stressed that relationship‑building drives retention and referrals, urging everyone to leverage existing clients for new leads.

10:20 – 10:25 | Transition to Hot Sauce Demo

Jason introduced the Hot Sauce POS team, noting that this update had been long‑awaited and would mark a major step forward for PC Bancard’s POS vertical. He handed the session to Kai, who led the presentation alongside David (Ding) and Louisa.

10:25 – 11:10 | Hot Sauce Next‑Gen POS Demo – “Project Nuclear”

Kai unveiled Hot Sauce’s new generation POS platform, code‑named Nuclear, built for multi‑OS compatibility (Windows & Android) and designed to compete directly with Toast and Shift4.
Key highlights included:

  • Modern interface & customizable layout (left/right‑hand modes, dark mode).
  • Offline mode support – terminals communicate locally if internet drops.
  • Marketing & SEO suite – auto‑generates websites, online ordering, and Google search optimization.
  • Built‑in loyalty & SMS marketing with AI‑driven customer segmentation.
  • Hardware partnership with Castles Technologies for mobile and kiosk solutions.
  • Direct DoorDash and Uber Eats integration coming soon.
11:10 – 11:35 | Live Q&A & Field Feedback

Reps asked about offline processing, customer‑facing screens, inventory tracking, and hardware compatibility.
Highlights from the discussion:

  • Offline transactions queue at the processor until internet returns.
  • Legacy Hot Sauce hardware (550 series) can run the new software after update.
  • Conversion process will begin in ≈ 1–2 months and take ≈ 1 day per site.
  • Valor and Ingenico terminals remain supported for processing.
  • Inventory tracking simplified to item‑level (ingredient tracking optional).
11:35 – 11:48 | Wrap‑Up & Next Steps

Jason closed by thanking the Hot Sauce team and highlighting that Nuclear POS is the most complete solution yet for independent sales offices — combining POS, marketing, and AI analytics in one ecosystem.
Emma will upload the recording and marketing materials to the Partner Training Portal, and Jason promised a follow‑up promo campaign the next Monday. 

Related Content:
2.16.26 Valor VP800 with Kenny!
09:59 – 10:10 | Warm Welcome & Housekeeping

Jason kicked off the meeting with greetings across the country and welcomed the new Feb training group. He reminded everyone about the Friday newsletter and emphasized that it contains only practical, business‑building updates. 

10:10 – 10:20 | Equipment Update – VX520 End of Life

Jason announced that the VX520 terminals are officially end‑of‑life and must be replaced with Valor or Deja Vu units. He urged reps to contact IT or operations to schedule swaps before service interruptions occur. 

10:20 – 10:35 | February Bonus & Referral Opportunities

The February bonus offers a demo terminal + two P1 terminals + digital brochures for anyone closing three deals this month. Jason also highlighted tax preparers, accountants, and financial advisors as prime referral partners during tax season, encouraging reps to share a portion of residuals to motivate referrals.

10:35 – 10:50 | Product Spotlight – Valor VP800 Demo

Kenny Neou presented the new Valor VP800 terminal, an all‑in‑one device ideal for small businesses and food trucks. Features include dual pricing, tap‑to‑pay, tip prompts, inventory tracking, and optional cash‑drawer integration.
Randy and Debbie Gregory shared field feedback, praising its simplicity, reliability, and strong Valor support service.

Related Content:
[0 – 10:00] Opening / Housekeeping
[10:00 – 35:00] Main Topic – Understanding Processing Programs

Jason reviewed the differences between Cash Discounting, Surcharging, and Dual Pricing to ensure all reps keep merchants compliant.

Cash Discounting

  • Display card price and offer a discount for cash payments.
  • Visa/Mastercard’s preferred method.
  • Merchants raise prices by 3.99% and terminal applies discount at checkout.
  • Signage: “Use Cash and Save.”

Surcharging

  • Add up to 3% fee on credit cards only (not debit).
  • Must check state laws (6 states still restrict it).
  • Ideal for merchants who want to keep debit transactions fee‑free.

Dual Pricing

  • Show two prices (cash and card) for each item.
  • Must display both prices before payment to stay compliant.
  • PCB covers up to $2,000 for menu/signage updates.

Other Programs Covered

  • Convenience Fees: For e‑commerce or online payments (3.99% fee for card use).
  • Service Fees: For government and educational entities only.

Jason stressed educating merchants to avoid non‑compliant signage and potential Visa/Mastercard fines.

[35:00 – 1:00:00] Open Q&A]

Related Content:

 

 

2.2.26 MX POS V2 with Sergio from Priority Payments

[0:00 – 53:00] Changes from V1 to V2

  • Biggest change is V2 is Android
  • Reps ask Questions
  • US Hours 9-5 & 5- 12 India
  • February 10 Launch Date
  • Ask Kenny/Erik for additional questions

[53:00 – 56:30]  Feb Bonus:

  • 3 Deals any program
    • Get a Demo Terminal
    • Get Two P1 Terminals to place
    • Get three digital brochures
    •  1 Microsite

[56:30 – 1:00:00] Important VISA Notification

  • If business are surcharging cards in a non-compliant way, they will get a $5,000 fine
  • Number 1 Violation is with Restaurants
    • Menus need to have both prices – if Cash Price only they are at risk
    • Retail shops may need a PinPad or Swivel Stand so the cash/card price can be customer facing
    • We will pay up to $2000 to get their menus reprinted
    • Auto Service: Do they have oil change prices listed? They may want to do Cash/Card Price 

[1:00:00 – 1:10:00] Open Q&A

  • Is HotSauce Compliant?
  • Set-up Process/Checklist for MXPOS?

Related Content

MX POS – Retail – Sell Sheet 2025

MX POS – Table Service – Sell Sheet – 2025

MX POS – Quick Service – Sell Sheet – 2025

MX POS – Mobile – Sell Sheet – 2025

Priority_POS Free Hardware Sell Sheet

Hardware Summary – MX POS V2

Visa Notification

1.26.26 new E-Sign Applications and Video Proposals

[0 – 10:00] Housekeeping:

  • Free Payroll for 12 months and $50/month Dual Pricing Program Fee
  • Jan Bonus – 3 Deals (Traditional, Dual Pricing or Surcharge) min $50K volume = $500
  • New Gym Software Coming…
[10:00 – 23:00] New E-signature Application Now Available
-Get your MPA signed instantly
-Can be done face-to-face or via eamil
-Additional forms available (Free Equipment Form, Purchase Agreement)
[23:00 – 35:00]
New one-page proposal and Custom video now available. 24 hours notice required after Jason completes proposal.
[35:00 – 1:00:00] Questions:
-Charging an early termination fee.
-Jason explains where on the applicaiton to do this
-Mac inquires about specific software and how to integrate

Related Content

FillFaster Links

Ai Custom Video Example

Example One-Page Proposal

Example Ai Custom Video

Surcharge Signage

1.12.26 How Surcharging Works and When to Use It

Housekeeping 
  • The $10,000 residual bonus – payments expected around the 20th or 22nd of the month.
  • 2026 Bonus: Grow residuals by…
    • $10K = $10K Bonus
    • $15K = $15K bonus
    • $20K = $20K bonus
  • PCBancard free payroll, for 12 months and $50/month Dual Pricing Fee.
Introduction to Surcharging
  • Surcharging is a method to add a fee to credit card transactions.
  • Surcharging is clarified as only applicable to credit cards, not debit cards, and is heavily regulated by Visa and MasterCard.
  • The maximum surcharge allowed is 3%, with some states (NY, CO, MA) capping it at 2%.
  • Must have proper signage to inform customers about the surcharge.
Benefits and Practical Applications of Surcharging
  • Surcharging can help merchants offset credit card fees by adding a fee to credit card transactions.
  • It is an ADDITIONAL revenue to offset CC fees – but fees still come out. Merchants need to understand this. 
  • Merchants still get a statement at the end of the month. 
  • The difference between surcharging and dual pricing is clarified, with dual pricing being more transparent and immediate in its savings.

 

Related Content:

12 Months Free Payroll Flyer

Traditional, Surcharge, DP Flyer

1.5.26 What brings the new year will depend a great deal on what you bring to the new year. 

Raise residuals by $10,000 bonus to be paid after Dec residuals. 

We grow as a team

  • Training: more sales training and direct product/service training (PPS U, PCB U), including homework
  • New Partnerships: We now have: Valor terminals, Processors: Evolve, SignaPay, 
  • POS Systems: training on MX POS (retail, restaurant, salon)
  • IT: Alternative gateway solutions, MX Products, alternative integration solutions
  • Growing Team: new PCB Reps and Training coming – mentors still needed

2026 Residual Bonus Incentive:

  • grow by $10K = $10,000 bonus
  • grow by $15K = $15,000 bonus
  • grow by $20K = $20,000 bonus

Spreadsheet for Reverse Engineer your Goals: (new sheet attached)

  • Close 3 deals per month and give a $180K raise

Set goals for 2026:

  • Consistency and persistence – Pipeline is lifeline
  • Master 1 or 2 verticals
  • Stop being a salesman and more convos
  • Follow prospect to close sales guide – Appointment / Presentation Discovery to find the problem
  • see how we can grow your business and get savings down for 2026 “I want to see what you paid in 2025 and help you grow your business and save you money in 2026” (end of Jan they will have to have 1099K out)

New Payroll Incentive:

  • Free Payroll for 12 months and $50 per month instead of $64.95
  • Can offer to current merchants! After year one $25/month and $3 per employee
  • *you must email support@pcbancard.com before or with your deal to get your merchant signed up for the demo, and the $50 / month free. 
  • flyers attached please request personalized flyers from me! 

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