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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:
6.5.23 B2B Sales Training: What REALLY matters in B2B Sales? Jason covers Mindset, Strategy, and Technique.
[0 – 12:15] We’ve said it before and we’re saying it again: You want to close more deals? Prospect! How do you get confident? Practice on people you know. Hit the same businesses 5 times before you move on. Your pipeline is your lifeline. Work the process over and over again.
[12:20 – 17:25] Be aware of what your problem is now: Why are you not getting the results you want? Be honest with yourself.
[17:30 – 22:50] The Big Lie in Sales: We put pressure on ourselves to MAKE people interested, or trying to sell. Focus on finding people who are open to having a conversation.
[22:50 – 32:25] How can we put this strategy into our business model? “It’s our job to offer, it’s their job to decide.” Don’t prospect to decide. Ask them questions, get them to talk about their business. If they are willing to talk about their “numbers” with you, your halfway there. “I really need 15 minutes of your time to show you the program, do you have time now or should we set an appointment for ___ at ___.”
[32:27 – 43:50] Are you always getting ready to get ready? Bad idea. Just get started. Tip from other reps: dropped in to Businesses with a roll of paper. You can buy at Costco. Ice breaker – gives you something to walk in the door with, to give the business owner. Write your contact info on the paper. Order Visa/MC stickers, etc: discoversignage.com Or get a P Series Demo Unit to carry with you.
[43:54 – 45:35] Ask yourself these two questions: 1) Where is the biggest opportunity that would require the least amount of effort? Answer: talk to 7 – 10 new businesses every day. 2) Why haven’t you done it yet?
[45:37 – 56:00] Did you know that less than 2% of salespeople have a solid plan for their business? Do this:
[57:05 – 1:06:35] Lowest hanging fruit? Auto Industry! Why? Six reasons:
5.22.23 FLUID PAY WITH KEVIN CALABRESE
From the founders of the NMI gateway – Fluid Pay is the only Gateway offering fully compliant Surcharge, Cash Discount, and Dual Pricing for card-not-present transactions across the entire platform, including invoicing, shopping carts, virtual terminal, recurring billing. Fluid Pay is great for subscription-based merchants, Pharmacies, churches, retail, e-commerce, automatic payments, gyms and any business using recurring/subscription based-billing.
[0 – 11:25] Kevin shows features of the Fluid Pay Virtual Terminal, and how to use Fluid Pay for Level 1, Level 2 processing.
Support Dejavoo and PAX terminals, plus what Dual Pricing looks like on the Virtual Terminal. Multi-mid can be used within the VT as well.
[11:30 – 17:00] What does Dual Pricing look like on Fluid Pay Virtual Terminal?
The card price will have an automatic 3.99% mark-up built into it. There is no service fee or separate line item in Dual Pricing – it will have a card price with the mark-up built in, ACH will be no mark-up (cash price). On a customer facing invoice with Dual Pricing, they will have the option to choose card or ACH. Please note – ACH does have a cost to the merchant. It is not like taking cash, but it is the cash option for online payments.
[17:03 – 19:00] Invoicing sends a secure link to that customer’s phone and/or email. They put in their payment information right there. The merchant’s logo and color scheme will be on that link so the customer will recognize. Kevin shows what Dual Pricing looks like on the invoice. This can also be set up for compliant surcharging as well – it takes the worry of compliance off the shoulders of the merchant and is automatically handeled by the gateway behind the scenes.
[19:04 – 20:00] Payment page options: Simple pay now / buy now button on merchants’ website. Will route them to the shopping cart (fluid cart). Anybody can add this link to their site.
[20:40 – 25:00] More advanced payment page: Tokenizer – most robust element on the Gateway. Built to compete with Stripe Elements / Brain Tree. Check-out experience stays on the merchants website at all times, integrated with the vault (can set up recurring billing from here) creating a permanent token to store credentials on file. Collects all customer information with no redirects. Does require some development work in order to accept a payment directly from their website.
[25:10 – 27:00] Recurring Billing – how it works, and how to add one-time add-ons/sales/refer friends discounts, etc. What the Vault looks like.
[27:20 – 28:30] Account Updater – Customers in the Vault gets scrubbed on monthly basis with card brands and issuing banks, will return a file with updated cards so merchant doesn’t have to worry about declines/expired cards/card numbers changes/reaching out to customers for new information, etc. Set it and forget. Any vault record is up to date and they never need to touch it again.
[28:32 – 29:30] Creating custom payment plans, selected from drop-down. User customize defaults, can create custom permissions for Admin users and other users.
[29:35 – 48:00] Watch Dog Fraud Tool – machine learning embedded into entire API. Regular watch dog: pre or post submissions filter. Q&A about Quickbooks.
[48:00 – 50:30] New Payment Page / Push Pay Replica (few months out) – Push Pay replica big for giving platform. Thousands of churches looking to utilize this. Exact Replica of Push Pay through Giving Platform. FluidCart specific to online donations. Customer can make donation, merchant can set thresholds $25, $50, $100, other. Is it one-time or recurring, how often? Can be attached to a subscription, and added to the vault, customers can do this all in one click.
[50:35 – 52:22] What’s the best vertical for Fluid Pay? Best niche? Service industry. Pharmacies, churches and donations, retail, e-commerce, automatic payments, gyms using recurring subscriptions. Full omni-channel solution. Card present and not present.
[52:22 – 53:30] What’s the biggest benefit of Fluid Pay? Machine learning fraud tool. Fee-type program Compliance with Visa. API 100% cloud based – only gateway offering this. Zero ties to physical data centers. Can look at status page at any time to see this. Your system is not going to go down.
[53:30 – 56:00] Jason talks about integration into Fluid Pay and how to get your merchant’s software to integrate. The merchant has leverage. Lots of software systems are processors and won’t integrate.
[56:00 – 1:01:30] Housekeeping:
5.15.23 IPOS: Backend of Dejavoo’s P Series Android Terminal. The IPOS Pays Backend provides one place for everything for their terminal, including reporting, virtual terminal and so much more.
[0 – 10:25] Denzel shows the P1 Series and what the person using the terminal will see. Simple and easy user interface.
[11:00 – 14:30] Tina shows the IPOS backend, where the Merchant can login.
[14:50 – 29:00] Tina shows how to use IPOS Gateway. the Virtual Terminal from IPOS Pays Backend. Merchants can be set up with a Virtual Terminal at time of set-up. Can do both or one or the other. Terminal and/or Gateway.
[29:20 – 1:02:00]
New training last week…
5.8.23 OVII POS ~ with Adam Ait from OVVI
[0 – 14:30] OVVI is a comprehensive point of sale solution provider that can help businesses run more efficiently and effectively. OVVI has flexible and customizable features and ala cart offerings and an excellent reseller program.
[15:10 – 40:30] Open Q&A
15 Reasons You Should partner with OVVI POS
Schedule a Demo with OVVI here
Agent Equipment Book Updated 5-1-2023
Partner Training Portal/POS Systems
5.1.23 Today we focused on Dejavoo’s shiny new P Series Terminals! Find out why we love them so much, plus MUCH MORE…
[37:28 – 53:10] P Series Terminals Training
Register for Live Training May 9
Join the PCBancard Payments Experts Facebook Group
P Series Android Terminal Brochure
True Cash Discount Video with P Series
Learn More about MX Merchant here
4.24.22 Today we covered Dual Pricing and Dejavoo, Recommendations for Restaurants on Dual Pricing, plus Red Flags when you are prospecting and open Q&A with advice from our experts!
4.17.23 Dual Pricing and Valor Terminals, and How to Land New Businesses with the Charity Program.
Copy of Email to Merchants about Dual Pricing
View Valor Dual Pricing Receipts
MX Products Pricing (free vs paid)
Charity Form (turn this in with your MPA)
Randy’s Charity Flyer – EXAMPLE ONLY
View Sean’s Charity Flyer at a Business – EXAMPLE ONLY
4.10.23 Non-Cash Adjustment is now Dual Pricing! This is the biggest change to the processing industry we have seen in two decades. NCA is out and Dual Pricing is in.
[0 – 4:11] Housekeeping
[27:50 – 53:45] What will the terminals / receipts look like? Valor will have card price, cash price, EBT. Merchants can purchase a pin pad or swivel stand, or ask “cash or credit”?
[53:50 – 56:35] Dejavoo updates: Z9/Z11 will no longer be available – P series and QD series are cloud based and will be replacing the Z series. The card and cash price will be on the screen.
[56:40 – 1:11:40] What will the new signage look like? See Related Content for our new signage. Open conversation about how this will be displayed.
[1:11:42 – 1:16:00] What does the receipt look like from one of our valor terminals? Jason shows live Valor terminals.
4.5.23 Servicing Your Merchant’s Account & More Details About Changes in the Industry.
There’s a reason you get lifetime residuals! We expect you to service your merchant’s account, and help them get the information they need. Plus: More information about changes coming from VISA and what’s going on in the processing industry!
[0-8:16] Housekeeping: Review of PCI / April Bonus / Changes in the Processing Industry Coming!
[9:20-14:25] How does a merchant get access to statements, batch reports, deposits, etc? Most of our merchants are boarded with PPS or Priority Payments Systems, giving merchants access to MX Merchant.
MX Merchant: How to help your merchant find batches, deposits, statements, etc. Please note you as the rep will not have access to MX Merchant. Your merchant can give you the login if they so choose, or you can send them the steps to finding what they are looking for:
[14:30-27:30] Why Merchants on Cash Discount/Non-Cash-Adjustment/Dual Pricing will not see a full statement with transactions. Where do they find their average ticket, what their volume for the month was, where do they get that? They can login to MX Merchant or they can log into the back office of their specific terminals, and find out about their batches, deposits, refunds, etc. See Related Content for Denovo and Valor back end info.
[27:30-31:25] Best Practice tips for servicing your accounts. Talk to them every 60 days! Don’t assume they know how to reach you. You reach out to them. If you’re not talking to your merchants, someone else will.
Q&A with Kristen:
—Can Kristen log you in to your merchant’s MX merchant account? No. It’s the merchants information. Your merchant can choose to share it with you, however.
—If you have a merchant with two MID’s, do they get two logins? No, they get access to both under one login, and they’ll have access to both.
[31:30-37:10] More talk about Dual Pricing What’s going on in the processing industry? This is the first time in 30 years we have seen a certain program in credit card processing changing in front of our eyes. PCB is staying one-step ahead. We will talk about this more in detail on Monday April 10. We’re giving customers an option for how they would like to pay for their product or service: cash price and card price. You can say this to your merchants: “Have you ever been to a gas station where they charge a different price for cash vs credit? Well, that’s exactly what I’m going to give your business the ability to do.” This helps the business owners understand the program better.
Benefits of Dual Pricing:
DENOVO/DEJAVOO BACKEND (more information)
VALOR BACKEND (merchant login)
SCRIPT FOR GETTING A CONVERSATION STARTED WITH A BUSINESS OWNER
3.27.23 The Industry is moving toward dual pricing, here’s what to expect.
[0-9:30] PCI Compliance Convo: How to help your merchant get this done.
[9:30-53:30] The Industry is moving toward dual pricing, and equipment will be updating! More businesses are adding a fee, and the way to do it right is through a Dual-Pricing Program. Visa is looking for businesses adding a fee non-compliantly. PCB wants to stay one step ahead of the game, and will updating our equipment to a Dual-Pricing program. The equipment will show both prices, where customers can see the regular price and cash price.
[53:30-1:15:30] Prospecting for Dual Pricing
[1:15:30-1:25:15] Open Q&A on PCI, Viewing Merchant’s Statements, and the VX520 end of life
3.13.23 Q&A about PCI Compliance, EMV, Chargebacks, AND How Should PCB Grow to Help YOU?!
In this meeting we had a healthy discussion about PCI Compliance, EMV compliance, chargebacks, and topped it off with asking the group: How should PCB grow? We resist the temptation to run the company like a corporation where decisions are made at the top and reps have no say. We see it as just the opposite. We realize that YOU help our company grow, so why not ask our reps what they want to see? Well we did just that on Monday’s call, and if you missed it make sure you listen to the entire meeting!
Here’s the cliff notes:
PCI Compliance, EMV, & Chargebacks
View the PCBancard PCI Compliance Checklist here.
[Min 23:00] Chargebacks Questions: What should we do if a Merchant has a customer with a Chargeback?
It is getting harder and harder for merchants to win chargebacks. The bank’s responsibility is to look out for their customer. There are organizations in place to help merchants needing to dispute chargebacks (like Chargeback 911). Steve’s advice: Run your business right in the first place, and you will minimize the risk of a chargeback.
[Min 29:00] HotSauce POS has the option of running an S300 for EMV Compliance, but it’s simpler to use HotSauce without the S300. What is your advice on this?
It’s rare for a restaurant to have a chargeback. In many cases they can use HotSauce POS without the S300.
[Min 33:00] How does EMV Compliance work with Virtual Terminals?
There is internal encryption within the gateways that reads the data off the card, so merchants can still dispute a chargeback.
PCB’s Next Phase of Growth: What do you want to see?
[Min 36:00] How can PCB help you grow? We want to hear from you!
Leah says: Who is my competition? Understanding Square, Toast, Clover etc. How can we go into the field more educated about what is out there?
[Min 38:00] Randy: PCB Propaganda! Mug, Coozy, something tangible to leave after a cold-call/drop-in something that allows them to make a closer connection.
[Min 39:00] Steve says show them the website… it shows how great we are, but we are great because of our local reps! (YOU) Burn Card is a great prop to use.
[Min 42:00] How do we sell new businesses? TIP: You can find new businesses at the courthouse. They think the bank is their friend…
[Min 44:00] What do we do about merchants using Clover? Well the service is terrible. (All Clover systems went down over the weekend). They run about $1800 now (they used to be cheap). You can’t re-program Clover. We do sell Clover, but we can only run a Traditional processing program through Clover. BUT we can add a Tender Button on a Clover system and run the credit card transactions through one of our terminals. This way the merchant can keep their Clover system and still do the Non-Cash Adjustment Program through one of our terminals by adding a Tender button to their Clover system.
[Min 47:00] Steve Siegal chimes in with: If a merchant asks a question, let’s get the right answer the first time. Even if it takes a bit longer to get the question answered, we’ll get back to them with the correct answer. That’s could be our PCB philosophy overall.
[Min 52:30] Leah asks: Specific business types to go after and specific industries. How to prospect specific industries?
[54:30] David asks: Who has experience with bike shops? Problems are the same. Take what you know, work with their system, and make it better. Might be a new system, might be a tender button, who knows. Bottomline, they need to increase their revenue and decrease their expenses. You will always find software with processing that works with someone’s business. You may not be able to help or change everyone. Keep the mindset that every single business owner wants to increase revenue and decrease expenses. Well, we have an option for that. You may love your software, but what are you doing to increase your revenue or decrease your expenses?
3.6.23 Is your mindset in the way of making a sale? Listen to Monday’s meeting on shifting your mindset with PCB Payments Experts! You may not notice it at first, but your mindset is being projected on your prospects.
So what do you actually think about adding a fee to a customers card? If you aren’t convinced yourself, you’ll never convince your customers. Here’s tips from PCB Payments Experts about combatting the fear around Non-Cash Adjustment Program.
“Credit cards are a service that you offer to your clients.” (so don’t feel bad about charging them for it). – Steve Siegal
Mindset Shift: How is your buy cycle affecting the way you sell? If you think our NCA program won’t help business owners, or will cause a headache for staff, you’ll project that onto your prospects and you won’t close the sale.
So how do you avoid projecting your mindset onto your prospect? You change your mindset. Here’s how.
Get your merchant to imagine: What can you do with that money you are saving in order to grow your business? We’re giving business owners the ability to grow their business with their current line of customers or revenue. We take one of your top expenses and dump it back into your business. So get your prospect to consider – what would you do with that money if you were able to pump it into your business instead of waste it on your processing fees?
Pamela discusses the struggle she has with helping her merchants understand the mindset she is running into while prospecting. Her prospects would love to do this program but are desperately afraid it is going to hurt their business even more. What should she say?
Steve Siegal Feedback: Be firm in the fact that you are changing the way you do business. Hang a sign in the store that says, “On this date we will start adding a fee….” Download this sign here. Help them understand this could save their business, and if they have to do something to fix their business anyway what do they have to lose? We offer a month to month contract they can cancel anytime. Plus, raising your prices will affect everyone. Adding a fee to customers using a card only affect those customers.
Steve Myhnier offers his solution for getting ahead of a merchants objections that it will affect their business by coming in with a list of merchants who are already running this program. Steve has built his own referral list and offers new merchants the ability to contact people on his list. He also points out that in his area, the State, Federal Courthouses, DMV are already on board.
The Numbers Don’t Lie: How many NCA Accounts cancel in the first 12 months?
Even though we know our attrition rate is low because it doesn’t affect businesses at all – go with the take it away method. Tell them maybe they are in the 2% of businesses that this won’t work for.
What’s Changed in the Payments Industry? (min :57)
Well, a lot. Our reps that built their business on traditional processing only WISH they had the market they have today! The payout on an NCA account is almost 4X the money it was on traditional accounts.
How many businesses out there are adding a fee?
This is huge market potential. One out of every 10 business will be switching to this program by the end of the year.
How can you get up to $10,000 a month in residuals? This is where we want to see our reps. It’ll take 2 deals every month for 10 months. It’s doable!
What do you say when you go in the 2nd, 3rd, 4th time to a business?
Don’t miss Steve Siegal’s story about his old lady hair salon… at min 1:13.
2.27.23 Focus on FluidPay with Tina! FluidPay is a secure Level 1 PCI Compliant Google cloud-based payment gateway for businesses to process transactions from a variety of different devices anywhere in the world. For PCB merchants, it is primarily used as a Virtual Terminal although it can do much more! Listen to our call from Monday where Jason and Tina answer your questions about Fluid Pay Virtual Terminal.
What is the difference between a Virtual Terminal (like Fluid Pay) and a regular Terminal? A Virtual Terminal can be used from anywhere with internet: via phone, tablet, or computer to process payments. It is not a piece of equipment. Business owner must use their own equipment with their login/password to access the FluidPay Gateway. Merchants may use this when they are taking payments over the phone or using recurring billing.
How does recurring billing work when it comes to security and PCI compliance? Credit card information is stored in the vault, and you can bill them on a set schedule, but you cannot view the full card information.
What if a customer’s card expires? Will they continue to be billed to an expired card? Account Updater will automatically update expired cards.
How long after an Application is approved and we get the MID does it take to set up a Virtual Terminal? Once Tina gets the MID and VAR sheet, it takes about 10 min. It’s a great backup option for any business to have in place.
What type of businesses is this best for? Membership based businesses: storage facilities, gyms, manufacturing, insurance, attorneys, etc.
Can you have more than one Multi-Mid (processing program) in the same terminal? Yes you can do both NCA and Traditional from within FluidPay.
Why would you want to do this? For businesses using HSA cards. What does Fluid Pay cost? $15/month and .10 cents per transaction on top of the $64.95 per month.
How do they process on their phone? Fluid Pay has an app called Processa. Find it in the App Store. You can also use the link and login.
How does the fee show up when billing someone? The invoice comes to their inbox or text or both. They click the link and the fee shows up before they pay.
If a merchant wants to allow ACH for their customers, can Fluid Pay offer that service as well? Yes. We have an application for ACH if your merchant would like to offer this as well. (It’s the PAYA Application. Contact Emma if you need help finding it. There’s also ACH through MX Merchant). We have 2 different options for this – make sure to discuss with Jason about which is best.
Can you bill a customer and they can pay a day later? Yes you can bill them and they pay whenever time. You can also bill the customer again if they haven’t paid and you want to remind them. When they pay it shows up in the VT as paid.
How would a merchant know how to use the Virtual Terminal? Tina has basic videos. Accessible here. You can also book a call with Tina and your merchant and she will walk them through it their Gateway.
Go to https://www.fluidpay.com/ to learn more or book a call with Tina for a demo with your prospect.
2.13.23 Charity Program with Randy Sinclair + Tips from The Experts! Randy has pioneered the Giveback Program and is using it to change a community and grow his business.
Randy has some pure magic he has used to grow his business hand over fist in the past year. He focuses on keeping money in the local economy and the Charity Program PCB offers. When Randy walks into new business with this line: We are a credit card processing company with a twist. First and foremost we care about the community and we have a Giveback Program, and here’s a list of businesses that do business with us.
Once a month, Randy takes a new flyer in to his merchant, checks up on them and even cleans their HotSauce system! Randy also is the processor for the local Chamber of Commerce and has decided to give them 100% free processing.
Randy goes for the close at the second appointment. He asks to see their statements so he can actually tell them what they are paying to process. He also asks directly: what is standing in the way of us doing business together?
2.6.23 Terminals with Tina!
From Prospecting to PayDay: Understanding Terminals with Tina
Tina programs and ships our terminals and sets up Gateways for your merchants. Here’s what to expect after you submit your application:
How does the PCB office know what to ship or set-up?
The Download Sheet is in the PCB Merchant Application – it is for Tina to program and ship your merchants terminal asap. If you are using a Gateway, fill out the Gateway Download Sheet in your PTP/Applications section. Fill it out and send it in with your app.
How does your merchant know when their Gateway is set up or their terminal is shipped?
It will be sent to the email on file that you added to the paperwork. Very important this is correct!
What happens before my merchant gets their terminal?
We are programming and testing the terminal! A test transaction will be run before your merchant gets their terminal and receipts will come with the terminal. Cheat sheets for setup are sent as well. Once the terminal is approved you’ll get a notification in your email and it will be shipped via Fed-Ex 2-day shipping.
What should you look for when the terminal arrives?
Plug it in. Make sure the screen pops up and date and time are correct.
Cheat sheet for ethernet or wifi is included.
When the test sale has been run, make sure the address and name of the business printed on the receipt is correct
Make sure they have their NCA signage up
What if your merchant needs help getting set up and running?
Schedule a Zoom meeting with Tina if your merchant needs help getting their gateway set up and or their terminal operating properly. Contact her at Tina@pcbancard.com to set this up.
What type of Terminals does PCB have?
You can also find more information in your Partner Training Portal. Full list of our equipment and prices are in your Equipment Book, downloadable from your Partner Training Portal.
How do you know what terminal to recommend?
Dejavoo or Valor is recommended
Are you a restaurant or retail?
-If restaurant, do they want a tip before or after the sale, or both?
Do they want to auto-close or manually batch out?
Do they have good internet?
-if not use a terminal that uses a SIM card such as the Valor110 or DejavooQD2 or Z9
No terminal does a phone line anymore.
Ask them: What are you doing right now? Closeout at a particular time? Are you on auto close? Tips, not tips? Etc.
What’s the difference between the Valor VL110 and Valor VL100?
VL100 is hardwired, has to be plugged into a power source via ethernet or wifi
VL110 is a wireless, handheld terminal running off of either wifi or SIM card.
How much does a SimCard Cost?
What do you do if you need support for your merchant on the weekends?
PCB support via Denzel or Tina is available 9 am – 6pm EST. Outside of those hours, contact the support offered via the terminal Vendor. Tip: ask your merchant to send you a picture of the sticker on the side and back of the terminal. Have this information ready when you call. Be patient, and be friendly! The contact information for our Vendors has been added to your 2023 Reference Guide for Sales Partners.
1.30.23 Application Training 101: Wondering how to complete a PCB Merchant Application Properly? Watch Jason’s training!
Jason reviews imporatnt Housekeeping items, then dives into the Non-Cash Adjustment Merchant Application. Here’s an overview:
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.
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:
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.
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 email@example.com
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”.
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:
10.3.22 Jason reviews a plan for how to be successful in the Merchant Services Industry.
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.
Here’s some gold nuggets from the 5 Reasons People Buy, with specific examples of how these buy cycles work in Merchant Services: