Monday Morning archives

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

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.

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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!
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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.
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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.
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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? 
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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.

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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

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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!

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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?
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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?
 

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

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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?

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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. 

 

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9.26.22 Five REASONS PEOPLE BUY

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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?”

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