Attention Credit Card Processing Sales Reps
How do you choose the right processor to rep for to help you earn the most income that you can?
Hi, I’m Ginger Gay with Electronic Money Company. I’ve been in this business 25 years. If you’re new to merchant services or even if you’ve been in for a while, let me save you some lost time, frustration, and a lot of lost income.
Why Your Processor Choice Matters
Who you choose to sign with as a processor matters more for your bottom line than any percentage split. I’ve seen talented salespeople come into this industry excited about residuals, excited about freedom and building a portfolio only to get burned and discouraged because they partnered with the wrong processor.
And I’ve also seen reps quietly build six figure residuals by doing one thing right early on.
They choose their processor carefully.
Let me walk you through what really matters based on experience, no hype.
Flexible Pricing Is Critical
So, one thing is flexible pricing. If the only tool you’re given is a low rate, you’re stuck racing to the bottom. If the only tool you are given is a high rate, you are leaving money on the table and not able to close enough deals.
For example, many processors only allow you to sell dual pricing and at the highest rate. The right processor gives you flexibility by industry and risk. Room to protect margins. They give you transparency you can explain confidently.
That allows you to win better merchants. Position yourself as an advisor, not a rate chaser.
Close more deals with more pricing tools.
Support Protects Your Income
Let’s talk about support from your processor. Support isn’t a nice to have. It’s retention and income protection. If they’re not doing that for you, you’re not with the right processor.
The goal isn’t just to close deals. It’s to close deals that stay with you for the life of the merchant’s business.
Here’s something new reps don’t realize right away. When support fails, you take the blame, and you lose the account and the residuals.
Bad support leads to frustrated merchants, emergency calls, long hold times for them calling the 1 800 ignore me number, lost accounts for you and lost income from the lousy service and support.
However, good support fixes problems quickly, keeps merchants calm, makes you look professional, frees you up to sell instead of spending your time troubleshooting, and it enhances your relationship with the merchant.
The processors worth partnering with understand that support is a retention strategy, not a cost center.
Owning the Relationship Matters
Let’s talk about who owns the relationship. If you don’t own the relationship, you don’t really own the account. This is where a lot of salespeople get burned.
You do the work, you prospect, you consult, you close, you support, and then the merchant calls the 1800 line, and suddenly pricing gets lowered, products get added, or the support line doesn’t help the merchant solve their problem.
The merchant gets confused and frustrated. You’re out of the loop and they switch to another processor and you lose your residuals that way.
Processors that bypass you don’t just hurt your ego, they hurt your retention, your referrals and your residuals.
The right processor respects and supports the agent merchant relationship, keeps you involved, treats you as the primary point of trust.
That’s how portfolios grow and keep staying with you instead of churning.
Technology Sells Value, Not Discounts
Let’s talk about technology. Technology matters more than it used to. Today’s merchants expect more than a terminal.
They’re looking for point of sales systems. They’re looking for tap and pay solutions on their phone, invoicing with click to pay buttons, and on and on.
When you partner with a processor that offers reliable point of sale systems, embedded finance tools, embedded integrations with delivery services, lower rates with level two and level three B2B processing, integrations to QuickBooks, invoicing, email, and text to pay, you can sell solutions instead of just how cheap can we do it.
Value instead of discounts.
And the value allows you to sell at higher rates.
Long-term partnerships are more valuable than one-time transactions. So merchants who use technology are stickier. They’re happier. They’re far more profitable over time.
You are their partner and you are earning residuals for a longer time.
Final Advice From Experience
So my final advice from experience, merchant services can absolutely give you recurring income, flexibility, independence, and most importantly, long-term wealth — but only if you choose the right partner.
The processor you sign with will determine whether your portfolio grows and how long your residuals last.
If merchants leave because of lousy support, rate increases, or addition of extra fees and programs they don’t want, your residuals decline.
If you want to build a real portfolio for the future for your retirement, think about talking to us at Electronic Money Company.
We are honest upfront with merchants about rates and fees. We don’t sneak in extra stuff and forget to tell them about it. We never raise rates and fees. The rates our merchants start with are the rates they keep forever.
We have our own in-house team for support and service to help our agents keep their accounts for the life of the merchant’s business and to keep them on the streets selling and closing more deals.
And we believe in strong mentorship enabling long-term portfolio growth.
Our merchants stay with us for the life of their business and our agents stay with us for the life of their career.
We believe in partnerships with merchants that help them grow their business and their bottom line. We believe salespeople deserve to own their relationships, protect their residuals, and build a lasting portfolio they can pass on to their children.
If you’re choosing a processor to work with or questioning the one you’re with, reach out.
Because in this business, who you partner with determines what you earn and what you keep to build wealth.
Ginger Gay with Electronic Money Company. Give me a call if you want to talk. 505-296-2847.
I’m looking for some go-getters to join our team who have integrity and want to build true wealth.
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Other topics you might be interested in: Avoid Costly Mistakes: Download our free report, 5 Mistakes to Avoid When Choosing a Credit Card Processor
