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Welcome back to Pay It Forward on The Paycast Network! In Part 2 of our high risk series, we sit down with Scott Morley from linked2pay to discuss how established agents with low risk portfolios can safely expand into high risk merchant processing. Scott shares critical insights on evaluating massive residual offers, avoiding costly clawbacks, understanding Visa VAMP rules, and maintaining the right portfolio balance for future resale. What You Will Learn in This Episode: • Walking Away from Bad Deals: Why chasing ten thousand dollar monthly residuals on non compliant accounts leads to clawbacks and lost revenue. • High Risk Sales Realities: Why desperate merchants sign fast, but non compliant accounts destroy processor relationships. • Preparing for Visa VAMP: How to stay ahead of card brand monitoring programs and protect online merchants. • Portfolio Ratios and Resale Value: Why balancing high risk and low risk accounts is crucial if you ever plan to sell your portfolio. • The Power of Pre Vetting: How pre vetting merchants with your partner saves time and protects your income. • The Truth About Peptides: Why caution is required when evaluating peptide processing accounts. Episode Chapters: 0:00 Introduction to Pay It Forward Part 2 0:45 High Risk Expansion for Established Agents 1:00 Chasing Big Residuals and Learning to Walk Away 3:00 Balancing Risk vs Reward in Your Portfolio 3:45 Is Selling High Risk Easier or Harder? 5:15 Navigating Visa VAMP Rules and Compliance 6:35 How to Stay Educated and Pre Vet Merchants 7:40 Peptide Processing Reality Check 8:55 Portfolio Ratios and Resale Valuation 10:00 Wrap Up Follow The Paycast Network on Spotify so you never miss an episode!

Welcome to the debut episode of Pay It Forward on The Paycast Network! In this segment, we sit down with industry leader Scott Morley from linked2pay to break down what every new agent and ISO needs to know about entering the high-risk payment processing space. Whether you are trying to place declined low-risk merchants or looking to build a high-risk portfolio from scratch, Scott shares actionable advice on underwriting, pricing, and risk management. What You'll Learn in This Episode: • Low-Risk vs. High-Risk: Why standard processing rules don't apply and why you need an experienced partner. • Turn Declines into Revenue: How turned-down accounts and web developer partnerships can kickstart your high-risk pipeline. • The #1 Agent Mistake: Why pricing high-risk accounts like low-risk merchants leads to instant declines. • Hidden Red Flags: How reputational risk and negative-option auto-ship models create hidden liability. • Acquiring Banks Explained: Why risk tolerances and prohibited industry lists vary across processors. • The Peptide Warning: A reality check on regulatory scrutiny, litigation risks, and processing peptides. Episode Chapters: 0:00 - Introduction to Pay It Forward with Scott Morley 0:42 - What New Agents Need to Know About High-Risk Processing 1:35 - Can You Be Self-Taught in High Risk? 2:45 - Target Verticals & Developer Referral Partnerships 3:50 - The #1 Pricing Mistake to Avoid 4:55 - Red Flags Beyond Chargebacks: Reputational Risk & Auto-Ship 6:00 - Acquiring Bank Rules & Varying Risk Tolerances 6:45 - The Truth About Peptide Payment Processing 7:45 - Outro & What's Next on Pay It Forward Follow The Paycast Network on Spotify so you never miss an episode!

What is actually happening in your brain when you face rejection on a sales call or door knock? In this episode of The Paycast Network, Chase sits down with show veterans Jason Isidore and Zac Gottlieb, alongside guest Rich Ayala, to unpack the biology, neuroscience, and psychology behind high-level sales performance. From understanding why social rejection triggers the exact same region of the brain as physical pain to mastering daily mindset and protecting your mental "life bar," this conversation breaks down what separates top 1% performers from the 90% who burn out. Plus, stick around until the end of the episode for a special guest appearance from Blue the dog! In This Episode, We Cover: The Optimism Advantage: Why optimistic sales reps outperform pessimistic peers by up to 88%. The Neuroscience of Rejection: How social rejection lights up the brain's physical pain centers and how to manage the reaction. Prefrontal Cortex vs. Limbic System: Why fight-or-flight hormones ruin sales pitches and how to return to baseline. The "Life Bar" Philosophy: How to protect your mental energy from bad prospects so you stay sharp for winnable deals. Action Cures Fear: Practical strategies to get out of your car, knock the door, and make the call. Timestamps: 00:00 - Introduction and Guest Intros 01:25 - Sales Trivia: Optimism Studies & Rejection Neuroscience 04:00 - Mentally Preparing for "No" Every Day 05:40 - Prefrontal Cortex vs. Limbic System in Sales 07:30 - Overcoming Cold-Calling Anxiety 09:30 - Strengthening Discipline and the ACC 10:45 - The "Life Bar" Philosophy 13:50 - Authenticity vs. Scripts in Modern Sales 15:15 - Special Appearance by Blue 16:30 - Wrap-Up and Closing Thoughts In This Episode, We Cover:

Is the traditional ISO model dying, or are software providers and payment processors merging into one? In this episode of The Paycast Network, we sit down with Justin Volrath, Founder and CEO of PayCompass, to break down the rapidly evolving relationship between Independent Sales Organizations (ISOs) and Independent Software Vendors (ISVs). From the shift toward SaaS pricing and AI driven app development to fair revenue sharing models that protect sales agents, Justin shares his perspective on where the industry is headed and why human to human relationships matter now more than ever. Plus, stick around for some hilarious Iowa trivia, including a 600 pound butter cow and Justin’s secret history as a four time competitive bacon eating runner up! Key Topics Covered: How integrated payments blurred the boundary between ISOs and ISVs How to vet quality software vendors in an AI saturated market Why agents who bring ISV opportunities deserve a seat at the revenue share table Why merchant service agents will not be replaced by automated solutions How rising AI fraud is driving merchants back to local, trusted reps Timestamps: 0:00 Intro and Sponsor (DejaVu Payment Technology) 0:25 Welcome Justin Volrath (PayCompass) 1:05 Iowa Trivia: Hogs, Butter Cows, and Bacon 2:40 The History of ISOs vs ISVs 3:50 Why Software Providers Want Processing Revenue 5:15 How to Vet Software Vendors 7:40 Protecting Agents with Fair Rev Share Models 10:30 Will Self Service and AI Eliminate Payment Agents? 11:50 AI Fraud and the Return to In Person Reps 14:10 Closing Thoughts

Why do nearly 90% of commission sales reps quit within their first 18 months? Rich Ayala joins Chase on The Paycast Network to reveal how understanding brain biology holds the key to conquering rejection and building a high performing sales career. Rich shares his wild journey from using telenovelas to close real estate leads at age 17, to surviving terrifying early door knocking experiences, to founding AIP Tech. More than just sharing sales hustle, Rich breaks down the neuroscience behind cold outreach: why fear triggers fight or flight responses in your limbic system, how rejection causes actual physical pain in the nervous system, and why unlearning bad habits is the secret to building permanent sales discipline. In This Episode You Will Learn The secret to closing real estate leads using soap operas How Rich pushed past door knocking panic during his first Gardena listing The hilarious Oxnard story about selling fuzzy fun sets in strip malls Transitioning from sketchy equipment leases to honest merchant processing Why rejection triggers real physical pain inside your nervous system How the limbic system hijacks logic in the prefrontal cortex during pitches Why unlearning bad habits matters more than learning new sales tactics Rich's 2 week sales challenge for training unstoppable reps Featured GuestRich Ayala is the founder of AIP Tech, creator of Courage Club, and a veteran sales strategist specializing in the biology of sales performance.

In Part 2 of our Women in Sales Round Table on The Paycast Network, host Chase Gunnell and Steven Morris sit down with merchant services leaders Lynn Soram, Tina Waldrop, and Raquel de la Fuente for an unfiltered conversation on B2B sales execution, mindset, and industry shifts. Key Highlights The "Sell Me the Duck" Challenge: An impromptu masterclass in consultative sales positioning and creative persuasion. Quota Attainment Realities: Breaking down data on why female sales professionals excel in complex B2B sales cycles through active listening and empathy. Winning Over Gatekeepers: Actionable tactics for turning gatekeepers into internal champions and strategic allies. Career Lessons & Mindset: Overcoming cold-calling anxiety, knowing when to walk away from bad-fit accounts, and prioritizing personal development. Motivation vs. Complacency: Maintaining drive after achieving residual success and building a long-term business legacy. The Future of Merchant Services: Why automated AI systems cannot replicate the high-touch, 1-on-1 personal relationships required in payment processing. Episode Breakdown 00:00 - Sponsor Intro (DejaVu Payment Technology) 00:45 - Panel Introductions & Wishlists 01:30 - The "Sell Me the Duck" Pitch Challenge 03:45 - Sales Trivia: Male vs. Female Quota Attainment 04:55 - Turning Gatekeepers into Best Friends 07:10 - Advice to Our Younger Selves & Handling Rejection 09:30 - Avoiding Complacency & Staying Motivated 12:05 - Payment Industry Future: AI vs. High-Touch Sales 16:20 - Panel Wrap-Up Make sure to follow The Paycast Network on Spotify and leave a 5-star rating to support the show!

In this special Agent Roundtable episode of The Paycast Network, host Chase sits down with guests Steven Morris, Raquel De La Fuente, Tina Waldrup, and Lynn Soram to discuss what it really takes to succeed in payment sales. The panel opens up about their wildest pre payments backgrounds, from cold calling copier sales and managing restaurants to knocking doors at age five. They break down the truth about using sales scripts, navigating industry double standards, overcoming severe burnout, and learning to delegate control to support teams so you can protect your peace while growing a massive residual portfolio. Key Highlights 00:00 | Sponsor Intro & Women in Sales Trivia 03:45 | Do Sales Scripts Actually Work? 06:30 | Pre Payments Backgrounds: Copiers, Restaurants & Door Knocking 11:15 | The Reality of Being a Woman in Payment Sales 15:20 | Overcoming Double Standards & Standing Your Ground 17:50 | Dealing with Burnout & Learning to Delegate Control Enjoying the show? Tap the follow button on Spotify and leave us a five star rating to support the podcast!

In this episode of The Paycast Network, Chase sits down with Raquel De La Fuente to explore her wild path into the payments industry. Raquel shares how going door to door at five years old built her early resilience to rejection and taught her how to handle high pressure public speaking before she even finished elementary school. After years in lending, mortgage, and running a high stress credit restoration business working up to 90 hours a week, Raquel hit severe burnout. She opens up about the physical toll of overworking, how she reclaimed her personal life, and why establishing a strict 5:00 PM hard stop completely transformed her business and client relationships. Plus, Raquel breaks down her relationship first approach to merchant services, how she helped a client boost their credit score by 155 points, her secret trick for using ChatGPT as an anger translator for tough emails, and her top two rules for long term sales success. Key Highlights 03:15 | Door to door sales and overcoming objections at age 5 05:55 | Using ChatGPT as an anger translator for client emails 08:40 | The reality of 90 hour workweeks and severe sales burnout 09:50 | Setting boundaries with clients and the 5 PM cutoff rule 11:25 | Building a referral only business through relationship selling 16:00 | Raquel’s top 2 golden rules for sales success Enjoying the show? Tap the follow button on Spotify and leave us a five star rating to support the podcast!

In this episode of our Paycast Network series live from Chicago, Zach Daily from Cutter joins us to discuss the art and science of residual portfolio valuation and exit strategies for ISOs and sales agents. Zach breaks down what buyers look for when evaluating a book of business, including attrition rates, MID concentration, and industry diversity. He shares essential contract advice for new agents looking to maximize long-term equity, such as securing lifetime residual rights and non-exclusive agreements, and explains how Cutter works with agents to navigate unfavorable ISO terms to ensure a successful portfolio sale. In this episode, we cover: Key factors that determine the valuation of a residual portfolio. Major valuation risks: High attrition, top-heavy MIDs, and lack of diversity. Essential contract advice for new agents: Lifetime residuals and non-exclusivity. How Cutter helps negotiate amendments to unfavorable ISO contracts prior to a sale. Equipment program considerations and their impact on portfolio sellability. Sponsored by Cutter Curious about the true value of your payment processing residual portfolio? Whether you are looking to retire, reinvest in your business, or secure liquidity, Cutter purchases residual portfolios from agents and ISOs with no obligations, no new business requirements, and no lock in contracts. Find out what a full or partial residual sale could do for your business today: https://cutterfinancial.com/paycastnetwork/ If you are enjoying our MWAA coverage, follow the show on Spotify, leave us a rating, and share this episode with fellow payments professionals!

In this episode of our Paycast Network series live from Chicago, Lori Pagnozzi from Bead joins us to discuss how Bead is modernizing payment processing by unlocking 7 alternative payment tenders through a single integration. Lori breaks down how Bead eliminates crypto volatility and chargeback risk for merchants, settling transactions directly into US dollars next-day. She details the revenue opportunities for ISOs and sales agents, explains why 89% of Gen Z and Millennials prefer digital wallets over physical cards, and shares the fascinating backstory of how she and her team originally co-founded Dejavoo. Plus, stick around for a fun round of Chicago history trivia. In this episode, we cover: How Bead simplifies 7 alternative payment methods through one integration (Venmo, PayPal, Cash App, Klarna, Alipay, WeChat Pay, and Crypto). Eliminating crypto volatility and chargeback risk with next-day USD settlement. Revenue models, schedule pricing, and markup opportunities for ISOs and sales agents. Seamless integration into Dejavoo terminals and terminal gateways. The shift toward digital wallets among Gen Z and Millennial consumers. Bonus history: Lori Pagnozzi on co-founding Dejavoo and how the company got its name. Chicago history trivia on reversing the flow of the Chicago River. Sponsored by Cutter Curious about the true value of your payment processing residual portfolio? Whether you are looking to retire, reinvest in your business, or secure liquidity, Cutter purchases residual portfolios from agents and ISOs with no obligations, no new business requirements, and no lock in contracts. Find out what a full or partial residual sale could do for your business today: https://cutterfinancial.com/paycastnetwork/ If you are enjoying our MWAA coverage, follow the show on Spotify, leave us a rating, and share this episode with fellow payments professionals!

In this episode of our Paycast Network series live from Chicago, Hitesh from Gokul POS joins us to share how 14 years of hands-on liquor store experience led to building a specialized, highly customizable point-of-sale platform. Hitesh breaks down what sets Gokul POS apart for ISOs and sales agents, including 24-hour custom software deployments, dual-pricing QR codes, weight scale integrations for grocery, and real-time security camera video triggers for deleted voids. Plus, watch Hitesh overcome his on-camera anxiety to take on our Sell the Duck challenge! In this episode, we cover: Gokul POS history and 14 years of liquor store industry expertise. Rapid 24-hour software customization for ISOs and merchants. Compliance tech: Dual-pricing QR codes & real-time camera void triggers. Expanding Gokul POS to smoke shops, grocery, and general retail. Partnering with Gokul POS as an agent across 17 states. Hitesh takes on the Sell the Duck challenge. Sponsored by Cutter Curious about the true value of your payment processing residual portfolio? Whether you are looking to retire, reinvest in your business, or secure liquidity, Cutter purchases residual portfolios from agents and ISOs with no obligations, no new business requirements, and no lock in contracts. Find out what a full or partial residual sale could do for your business today: https://cutterfinancial.com/paycastnetwork/ If you are enjoying our MWAA coverage, follow the show on Spotify, leave us a rating, and share this episode with fellow payments professionals!

In this episode of our Paycast Network series live from Chicago, Scott Morley and his son Nick Morley join us to discuss their experiences navigating card-not-present (CNP) and medium to high-risk payment processing together. Scott and Nick share how they balance their roles across high-level sales and operational underwriting, what it takes to mentor the next generation in complex payment verticals, and why face-to-face networking at conferences like MWAA remains indispensable for building long-term industry partnerships. Plus, stick around for a quick round of Chicago history trivia. In this episode, we cover: The father-son business dynamic and four years of working together in payments. "Baptism by fire" mentorship in card-not-present and high-risk underwriting. Dividing roles between high-level sales and operational risk management. Strategic value of exhibiting versus walking the floor at trade shows. Why face-to-face networking continues to drive new partnerships. Chicago history trivia on the Western Hemisphere's first planetarium. Sponsored by Cutter Curious about the true value of your payment processing residual portfolio? Whether you are looking to retire, reinvest in your business, or secure liquidity, Cutter purchases residual portfolios from agents and ISOs with no obligations, no new business requirements, and no lock in contracts. Find out what a full or partial residual sale could do for your business today: https://cutterfinancial.com/paycastnetwork/ If you are enjoying our MWAA coverage, follow the show on Spotify, leave us a rating, and share this episode with fellow payments professionals!

In this episode of our Paycast Network series live from Chicago, Joe Cherry (Founder of Xectrus) and Steven Morris (MWAA Board Member) join us to discuss how offering healthcare perks to merchants completely disrupts traditional payment processing sales strategies. Joe shares his personal journey from growing up in Boston to building Xectrus, explaining how Xectrus 360 Healthcare provides 24/7 telehealth, prescription savings, and life insurance at zero cost to employees and under a dollar a day for business owners. He breaks down how this model slashed merchant attrition to 1.7% over 15 years, details Xectrus's exclusive partnership with MWAA to bring healthcare access to 1099 agents, and takes on our Sell the Duck challenge. In this episode, we cover: Joe Cherry's background and evolving Transact into Xectrus. Replacing rate-slashing margin wars with high-value employee benefits. Xectrus 360 Healthcare: 24/7 telehealth, $10,000 life insurance, and prescription savings. How Xectrus achieved a 1.7% merchant attrition rate over 15 years. Wholesale healthcare benefits for ISOs and 1099 sales agents. The exclusive partnership between MWAA and Xectrus. Joe Cherry takes on the Sell the Duck challenge. Sponsored by Cutter Curious about the true value of your payment processing residual portfolio? Whether you are looking to retire, reinvest in your business, or secure liquidity, Cutter purchases residual portfolios from agents and ISOs with no obligations, no new business requirements, and no lock in contracts. Find out what a full or partial residual sale could do for your business today: https://cutterfinancial.com/paycastnetwork/ If you are enjoying our MWAA coverage, follow the show on Spotify, leave us a rating, and share this episode with fellow payments professionals!

In this episode of our Paycast Network series live from Chicago, Kevin O'Connell from Dejavoo returns to the set to discuss the rapid expansion of Dejavoo's hardware and software ecosystem. Kevin highlights Dejavoo's latest integration with Beed, bringing crypto, Bitcoin, Klarna, PayPal, and Venmo straight to P Series terminals. He explains how Dejavoo balances robust features with simple merchant experiences, dives into the massive growth of Dejavoo Pay Pro with direct DoorDash, Uber Eats, and Grubhub integrations, and discusses the untapped opportunities in unattended payment terminals. Plus, stick around to hear Kevin put on a masterclass in the Sell the Duck challenge with a clever charity twist. In this episode, we cover: Why hands-on trade show demos drive adoption for new terminal lines. Expanding payment options with Beed crypto, PayPal, Venmo, and Klarna integrations. Software updates across Enroll & Pay, Blocko, and Microsoft Dynamics CRM. How Dejavoo simplifies omnichannel payments through Cloud POS and iPOS Pay. Dejavoo Pay Pro growth, KDS features, and Android table mapping. Tapping into the multi-billion dollar unattended payment terminal market. Kevin O'Connell's charity edition Sell the Duck challenge pitch. Sponsored by Cutter Curious about the true value of your payment processing residual portfolio? Whether you are looking to retire, reinvest in your business, or secure liquidity, Cutter purchases residual portfolios from agents and ISOs with no obligations, no new business requirements, and no lock in contracts. Find out what a full or partial residual sale could do for your business today: https://cutterfinancial.com/paycastnetwork/ If you are enjoying our MWAA coverage, follow the show on Spotify, leave us a rating, and share this episode with fellow payments professionals!

In this episode of our Paycast Network series live from Chicago, Melissia Fernander, Vice President of Business Development and Corporate Development at PayTech Women, joins us to discuss the organization's 21 year legacy of empowering women across payments and fintech. Melissia shares how PayTech Women drives education, advocacy, and mentorship for over 6,000 members across the United States and Canada. She breaks down the impact of their 20 local chapters, details for the upcoming Annual Leadership Summit in Atlanta, and why male allyship is becoming a vital part of supporting women in executive leadership. Plus, stick around for a lively Chicago history trivia round covering local architecture, the 1893 World's Fair, and city founder Jean Baptiste Point du Sable. In this episode, we cover: The 21 year origin story and evolving mission of PayTech Women. How PayTech Women supports 6,000 members through mentorship, education, and networking. Local chapter growth across 17 US cities and 3 Canadian regions. Details for the upcoming Annual Leadership Summit in Atlanta. The critical role of male allies and Gen X advocates in fintech. Chicago history trivia covering the 1893 Ferris Wheel and Jean Baptiste Point du Sable. Sponsored by CutterCurious about the true value of your payment processing residual portfolio? Whether you are looking to retire, reinvest in your business, or secure liquidity, Cutter purchases residual portfolios from agents and ISOs with no obligations, no new business requirements, and no lock in contracts. Find out what a full or partial residual sale could do for your business today: https://cutterfinancial.com/paycastnetwork/ If you are enjoying our MWAA coverage, follow the show on Spotify, leave us a rating, and share this episode with fellow payments professionals!