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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:
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:
1.24.23 From Prospecting to PayDay Part 3: The Presentation to Closing your Deal
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.
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:
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:
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
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:
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:
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.
3) ABC even on social: Always Be Closing (the third 10 minutes of the day)
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.
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:
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.
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:
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:
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 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!
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:
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:
Here’s some gold nuggets from the 5 Reasons People Buy, with specific examples of how these buy cycles work in Merchant Services:
Related Content: