Shows
Phoenix Prosperity PodcastTop Merchant Services with Justin VolrathIn this episode of the Phoenix Prosperity Podcast, host Tim Fergestad sits down with Justin Volrath, CEO and founder of PayCompass, a fast-growing electronic payments company. Since launching in 2020, PayCompass has expanded to support hundreds of independent sales agents across the U.S., processing nearly $2 billion in transactions last year—with projections to more than double that this year!
Justin shares how PayCompass stands out in the competitive world of merchant services by focusing on customer service, transparency, and agent empowerment. He discusses the challenges of payment processing, the importance of reliable deposits, and the dangers of hi...
2025-04-0825 min
AgentFirstEpisode 13 - Selling to Bacon ShopsIn this episode, Jon and Justin discuss different strategies for payment processing sales agents to find success and build their business. In this episode, they discuss: The importance of dedicating significant time to cold outreach and lead generation early on Becoming known as the local expert in your community through chamber memberships, Facebook groups, etc. Leveraging personal hobbies and interests to connect authentically with related merchants Targeting small rural towns that larger competitors may overlook Utilizing social media to build familiarity and likability even before making in-person sales calls The limitations of trying to sell entirely over the ph...
2024-04-1723 minAgentFirstEpisode 12 - We're Not Eating at ApplebeesIn this episode, Jon and Justin talk about the roles referrals play in building a growing and healthy payments portfolio. Along the way, they cover: Setting sales goals and reverse engineering the activities needed to achieve them (appointments, calls, etc.) Tracking ratios to understand your sales funnel performance The importance of networking and joining groups like Chambers of Commerce Being specific when asking contacts for referrals Following up with merchants after install to earn trust and referrals Warm calling businesses around your appointments Having referral partners beyond the usual suspects Powered by caffeine and PayCompass
2024-04-0327 minAgentFirstEpisode 11 - What is Going On?Jon and Justin are hosting the Agent First podcast in a new studio and discussing the recent acquisition in the industry that has affected agents seeking new opportunities. The acquisition of Beyond by Global Payments has raised concerns about industry consolidation and stability. The conversation focuses on challenges in the payment processing industry like portfolio buyouts, unclear fees, and career decisions amidst industry changes. Justin Volrath addresses self-employment, sharing unexpected questions he faced and clarifying misconceptions about his company being a shell company. The episode also touches on perceptions of ISOs, trade show benefits, and the importance of exploring...
2024-03-2026 minAgentFirstEpisode 10 - Larry RobertsIn this episode, Jon and Justin interview Larry Roberts (aka The Bear), a national sales executive at Dejavoo. Larry shares his origin story of sales and getting into payment sales over 15 years ago before working his way to sales manager and national sales roles. He discusses changes in the industry over time, advice for new sales agents, and keys to success. Listen to hear about: How Larry fell into payments sales by chance after a retail career and almost quit after a few unsuccessful days before sticking it out and landing a big deal The transition...
2024-03-0627 minAgentFirstEpisode 9 - Dual or Duel Pricing?In this episode, Jon and Justin discuss the strategies and recent popularity of dual-pricing for merchant services - instances that allow merchants to charge different prices for cash/debit vs credit cards. They provide background on the history of these types of programs, explain the different options available, discuss compliance considerations, and advise on why agents should be having these conversations with their merchants. And try to not get sued by Visa. Powered by caffeine and PayCompass.
2024-02-2129 minAgentFirstEpisode 8 - Chad Rapper (Part 2)In this episode, Jon and Justin continue their conversation with Chad Rapper, president of True North Payment Solutions. Chad shares some of the lessons learned from his competitive gymnast background and his experience with multiple merchant service firms. He talks about the pride and satisfaction of managing a team of sales agents and shares his perspective with anyone new to the merchant services industry.
2024-02-0723 minAgentFirstEpisode 7 - Chad Rapper (Part 1)In this episode, Jon and Justin interview Chad Rapper, president of True North Payment Solutions. Chad shares how he got into sales at a young age as a waiter learning the impact of good customer service before transitioning into real estate, furniture sales, and eventually into the payments industry. Chad recounts his over 20 years of experience in the payments industry, from starting at a regional processor to becoming a sales leader and learning tough lessons about putting people before profits. He offers his perspectives on authenticity, compassion, and what it takes to build sales agents up.
2024-01-2424 minAgentFirstEpisode 6 - Seize Control or Cede ControlIn this episode, Jon and Justin discuss the differences between W2 and 1099 sales agent models and why control is a key consideration for the agents and the organizations paying them. They compare the benefits of each, weighing factors like training, flexibility, earnings potential, and more from both the agent and owner perspectives.
2024-01-1023 minAgentFirstEpisode 5 - Ira Cornelius (Part 2)In this episode, Jon and Justin continue their interview of Ira Cornelius, founder of Membership Merchant. Ira discusses the differences between being a W-2 employee and a 1099 contractor, highlighting the benefits of running your own business and building a scalable model. He shares how he has grown his business through social media and ISV partnerships, and how he started in the industry to provide for his family. Ira also opens up about dealing with anxiety and ADHD in the business world, offering advice to newcomers in the industry and emphasizing the importance of finding your "why."
2023-12-2724 minAgentFirstEpisode 4 - Ira Cornelius (Part 1)Jon and Justin interview Ira Cornelius, founder of Membership Merchant, about his journey in the merchant services sales industry. In Part 1 of this interview, Ira shares how he got his start selling shoes, transitioned to banking, and eventually found his way into the payments industry. He talks about the mentality he gained from being a competitive wakeboarder, finding a niche selling to adventure sports companies, the importance of building genuine relationships with merchants, and overcoming obstacles on the road to success. Stay tuned for Part 2 in two weeks!
2023-12-1323 minAgentFirstEpisode 3 - The Good (Old) DaysIn this episode, Justin Volrath and Jon Skelly, discuss what excites them in today's payments industry. They discuss why right now is an exciting time to be selling merchant services, how the industry has opened up to allow more diversity in successful sales agents, growth areas in integrated payments and e-commerce, how support and optimized offerings can help agents focus on selling, and how changes in residuals and splits have created opportunities to build meaningful portfolios. And they acknowledge, repeatedly, that they sound very, very old while doing it.
2023-11-2928 min
AgentFirstEpisode 2 - Naming the ElephantsIn this episode, Justin Volrath and Jon Skelly honestly discuss issues and gaps they see in merchant services and payments sales. They talk about predatory agent contracts, protecting residuals for agents and their families, offering a wide range of products and services, doing right by both agents and merchants, and a vision for the future where every company operates from an AgentFirst perspective.
2023-11-1534 minAgentFirstEpisode 1 - How it All StartedIn this first episode, co-hosts Jon Skelly and Justin Volrath have a wide-ranging discussion about Justin's career journey in payment sales. Justin shares how he got his start in the family plumbing business before transitioning to real estate and eventually merchant services. He recounts pivotal moments like closing his first big deal and unique opportunities centered around relocating his family. Justin also explains his motivation for starting PayCompass and his vision for creating an AgentFirst company culture focused on helping salespeople thrive.
2023-11-0134 min
One More Round PodcastOne More Round - Justin Volrath - PayCompassIn this Episode, Josh talks to Justin Volrath the founder of PayCompass. PayCompass is a fast growing merchant services company growing all over the country. Justin talks about building a culture for the contractors that sell their services by providing incredible support to their customers as well as helping craft custom solutions to meet the end clients needs. Any scaling business can learn from what PayCompass is doing to scale!0:00 : Intro3:16 : Coming from a family of entrepreneurs4:12 : Transitioning into Merchant Services6:18 : Starting companies during the financial cri...
2022-05-0225 min