Episodes
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In this episode of The Paycast Network, we sit down with payments industry titan Rod KatzfeyâChief Strategy Officer of Pay Compass and President of the Midwest Acquirers Association (MWAA)âfor an inside look at a legendary 40-year career in merchant services. Rod tracks his evolution from a 100% commission sales rep to an industry leader who has spearheaded over 24 M&A deals, sharing his foundational philosophy of selling education over rates to win lifelong clients. Tune in for invaluable entrepreneurial insights as Rod tests his roots in Missouri trivia, discusses his passionate 20+ year volunteer legacy growing the MWAA, and shares classic, boots-on-the-ground strategies for fighting fraudâincluding an ingenious old-school trick involving crayons and pizza delivery drivers.
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In this episode of The Paycast Network, host Chase sits down with Andrew Gill of Gill Payment Solutions to chart his remarkable evolution from a zero-training telemarketer conducting interviews in office stairwells to a powerhouse in the merchant services industry. Andrew pulls back the curtain on his strategic transition from a structured W2 sales manager to a high-earning 1099 independent agent, sharing the exact relationship-building frameworksâlike his strict "sunset rule" for daily client communicationâthat have kept his merchants fiercely loyal through major career pivots. Packed with invaluable sales tactics and incredible anecdotes, including how he landed luxury watchmaker Audemars Piguet and navigated the Empire State Buildingâs portfolio during the pandemic, this episode is a masterclass in self-discipline, active coaching, and the art of the long-game hustle.
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Episodes manquant?
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In this dynamic episode of The Paycast Network, host Chase and a full house of industry experts, including John McCormick of the Southeast Acquirers Association (SEAA), dive into the much-anticipated 25th Anniversary SEAA Conference at the iconic Fontainebleau Miami Beach. The discussion transitions from a lighthearted 1950s sales trivia session to deep insights for new agents, emphasizing the power of mentorship and professional networking in a traditionally siloed industry. Listeners get an exclusive look at the eventâs highlights, from the debut of "Payments Connection"âa high-energy "speed dating" style product showcaseâto the inspiring keynote from former NFL player and magician Jon Dorenbos. Whether you're a seasoned veteran or a newcomer looking to "break the ice," this episode serves as the ultimate guide to navigating one of the payment industryâs premier events and making lasting connections.
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In this episode, host Chase Gunnell sits down with industry expert Jesse Memmel to dissect the critical strategies behind "merchant stickiness". Moving far beyond basic rate and terminal discussions, the conversation shifts to how agents and ISOs can truly lock in their merchant relationships by providing indispensable third-party value. They explore practical solutions like the Enroll and Pay loyalty program and the AI-driven Snap Menu, highlighting how these integrations transform service providers from simple vendors into essential business consultants. If youâre looking to protect your portfolio and elevate your approach from transactional selling to a partnership-focused strategy, this discussion provides the expert insight you need to thrive in the modern payments landscape.
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In this episode of the Paycast Network, weâre joined by industry heavyweights Andrew Gill, Zach Gottlieb, and Clay Shivers to pull back the curtain on what it actually takes to build a standout brand in the 2026 payment landscape. We dive deep into the diverse philosophies behind their successâfrom Andrewâs luxury "Black Card" aesthetic and personal touch at Gill Payment Solutions, to Zachâs hyper-local, blue-collar transparency at Tampa Bay Pay, and Clayâs focus on building ironclad loyalty through expert customization at ClayPay. Between debates on the psychology of the color red and the quirky branding lessons of Albert Einstein, the guys discuss why branding is a "stamina game" that requires long-term authenticity to cut through the noise of AI-generated content. Whether you're looking to scale for a franchise or just trying to survive a weird ChatGPT review, this conversation proves that in an automated world, the person behind the terminal is still your most valuable asset.
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Joining the Paycast Network for an insightful 1-on-1 is Scott Morley, a self-described industry "dinosaur" and the current Director of Strategic Partnerships at Linked2Pay. Scott traces his extensive career from the early days of door-to-door sales to his current role navigating the specialized world of "complex" merchants, such as travel businesses and collection agencies. Throughout the episode, he breaks down why he prioritizes sustainable, long-term partnerships over the common "churn and burn" mentality, offering candid advice for those looking to thrive in the merchant services space. From Detroit trivia to the evolution of payment technology, Scott provides a unique perspective on avoiding the allure of high-volume "shiny objects" and the importance of finding a vertical you truly enjoy.
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In this episode of The Paycast Network, industry veteran Jesse Memmelâformer founder of Paradise POS and current Chief Product Officer for Enroll and Payâshares his evolution from a 2003-era call center "phone guy" to a leading fintech visionary. The conversation kicks off with a look at the psychological tactics that drive high-level sales, including the anchoring effect and the Ben Franklin effect, before transitioning into Jesseâs personal story of the "every door, every floor" hustle that built his multimillion-dollar book of business. Looking toward the horizon, Jesse predicts a shift in the merchant services industry toward hyper-specific, AI-driven software that adapts to the consumer's needs rather than forcing them into a standard box. Throughout the interview, his driving philosophy for entrepreneurs remains clear and uncompromising: long-term, generational wealth only comes when you put your head down, work every day, and operate as if there is no "Plan B".
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In this episode of The Paycast Network, host Chase Gunnell sits down with experts Zack Gottlieb, Andrew Gill, Clay Shivers, and Scott Morley to demystify the high-stakes world of high-risk merchant processing. The panel explores why the 1% chargeback threshold is often subjective and how underwriters evaluate complex factors like bank account liquidity relative to ticket size to determine a merchant's stability. Listeners will gain insight into specific high-risk verticals, including the evolving funding models in the airline industry designed to mitigate bankruptcy waves, the challenges SaaS companies face when scaling beyond Stripeâs risk tolerance, and the strict regulatory landscape surrounding B2C peptide sales that can trigger costly BRAM violations. The discussion also reveals why seemingly standard businesses like furniture stores and collection agencies often fall into high-risk categories due to long delivery timeframes and historical industry reputation. Finally, the group offers invaluable advice for agents on the importance of submitting clean application packages and monitoring Visa Account Monitoring Program (VAMP) ratios to ensure long-term success in the high-risk arena.
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In this high-energy episode of The Paycast Network, host Chase Gunnell sits down with guests Jason Isidore, Carlos Nieto, and Noah Balderas to deconstruct the grit and psychology of merchant services sales. The session starts with a ruthless round of "Sell Me This Duck," where Carlos secures a win with his dramatic "buy it or die" pitch. The team then pivots to hard-earned sales wisdom, debunking the myth that the customer is always right and emphasizing the importance of identifying the true decision-maker through active listening. The discussion further explores the "stickiness" of the Square ecosystem and reveals unconventional tactics for following up with leads without becoming a nuisanceâincluding Carlosâs bold "backdoor" entry to bypass solicitation bans and Jason's signature "foot-in-the-door" cards.
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In this episode of The Paycast Network, we sit down with industry veteran John McCormick, the Owner and VP of General Credit Forms (GCF) and the founder of the Southeastern Acquires Association (SEAA). John shares his unique journey from working as a CPA and attending law school to joining the family business his father built from the ground up starting in 1973. We dive into the fascinating evolution of the payments industryâfrom the days of the three-part carbon "knuckle-buster" credit forms to GCF's modern-day leadership in manufacturing receipt rolls, labels, and distribution services. John offers profound insights into the importance of listening to customer needs and the ethical philosophy of "sleeping straight in bed at night" by treating employees, vendors, and clients with respect. Finally, he recounts the 1999 origin story of the SEAA and how a simple desire to connect with ISOs in Florida grew into one of the most vital associations in the payments landscape.
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In this high-energy episode of the Paycast Network, host Chase sits down with industry heavyweights Kevin OâConnell of Dejavoo and Dave Humphrey of Bryte Payments to explore a payment landscape that is being radically rewritten. After warming up with a bit of vintage tech trivia, the panel dives into Dejavooâs strategic evolution from a legacy terminal provider to a full-fledged Omni-commerce powerhouse. The conversation tackles the shifting tides of the industryâdeclaring the ISV as the "new ISO"âand explores Dejavooâs aggressive expansion into the multi-billion dollar unattended payment sector. From the launch of their integrated "DV Store" to the bold leadership required to manage global tech risks, this episode provides an insiderâs look at how Dejavoo is bridging the gap between traditional hardware and the future of cloud-based, software-driven commerce.
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In this historic episode of The Paycast Network, we celebrate a monumental milestone as we officially announce our role as an Official Media Partner for the Southeast Acquirers Association (SEAA) 25th-anniversary conference. This partnership marks the very first time Paycast has served as an official media partner, and we are thrilled to be joining the industry at the legendary Fontainebleau Miami Beach this June. Joining us to discuss this significant collaboration is SEAA founder John McCormick, who reflects on the associationâs twenty-five-year journey of resilienceâfrom its improbable launch in October 2001 just weeks after 9/11 to navigating the literal storms of Florida's hurricane seasons. We dive into the evolution of this premier "sales show," the introduction of the high-speed "Payments Connection" networking format, and the exclusive details of The Paycast Network's live presence stationed right outside the exhibit hall to capture the pulse of fintech in real-time.
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In this high-energy episode of The Paycast Network, we dive into the powerful intersection of physical fitness and professional peak performance with guests Jason Isidore and Noah Balderas. The crew breaks down eye-opening research revealing that active employees enjoy a significant wage premium and that "fit" CEOs lead companies with up to 10% higher market value. Beyond the statistics, Noah and Jason share their gritty 4:00 AM routines, framing every gym session as a "discipline deposit" that builds the mental fortitude required to dominate the sales floor. From the staggering 60% creativity boost found in a simple walk to the philosophy that your body is your most important business card, this conversation reframes exercise as a high-yield investment rather than a chore. If you've ever wondered how to turn your morning jog into a competitive advantage, this masterclass on why "health is wealth" is exactly what you need to hear.
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In this high-octane roundtable, host Chase sits down with industry heavyweights Steven, Adam, and Kermit to dissect the evolving landscape of merchant services and the thin line between being a commodity and a true partner. From the heated debate over building proprietary POS "moats" versus staying platform-agnostic to the brutal reality of recruiting 1099 agentsâincluding a cautionary tale about why a bad prospecting day might leave you crying in a convenience store parking lotâthis episode is a masterclass in staying relevant in 2026. The group breaks down the "Three Pillars" of merchant services, explores strategic expansions into recession-proof niches like auto repair, and offers a candid look at how AI is revolutionizing back-office efficiency without stripping away the essential human touch in sales and support. Whether you're here for the tactical growth strategies or the trivia about the world's first barcoded pack of gum, you'll leave with a blueprint for working on your business rather than just in it.
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In this episode of The Paycast Network, Chase Gunnell and James Ringstaff explore the silicon-soaked reality of 2026, beginning with the debut of "James AI," a custom application designed to take over the show's trivia segment. The hosts unpack the psychological hurdles of AI adoption, comparing current skepticism to the early days of self-driving cars, while showcasing how tools like Python and Natural Language Processing (NLP) are already disrupting industries from fast-food drive-thrus to fully autonomous pizza shops. Between debating the legal fallout of AI "hallucinations" and sharing personal productivity hacksâranging from Chaseâs refined sales outreach to Jamesâs AI-powered pantry inventory systemâthe discussion culminates in a vision for a near future where physical payment terminals are replaced by biometrics and a life "funded by intent".
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In this episode of The Paycast Network, we dive deep into the world of merchant services and business lending with Adam Niec, the Founder and CEO of RateTracker. Adam shares the "baptism by fire" experience of a grueling seven-month SBA loan process that nearly drained his companyâs cash flowâa journey that ultimately inspired the creation of Score. Described as the "Credit Karma for small business," Score is a real-time financial health platform that moves beyond simple rate-tracking to provide owners with a 0-100 ranking of their businessâs performance. Whether youâre curious about the ancient Mesopotamian origins of lending or looking to escape the "trap" of predatory merchant cash advances, Adam explains why financial literacy and tech-first solutions are the only ways to stay ahead in an increasingly commoditized industry.
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What do you do when a prospect says "no" for four straight years? In this second installment of our masterclass with Steven Morris and Jason Isidore, weâre moving past the pitch and into the grueling reality of the sales cycle. Steven and Jason reveal the specific ritualsâfrom pre-game visualization techniques learned on the baseball diamond to the "Christmas card strategy"âthat keep them top-of-mind with high-value merchants. This episode isn't about quick wins; it's a deep dive into the patience, persistence, and problem-solving required to turn a hard refusal into a career-defining contract. Whether you're struggling with a stubborn lead or looking to build a multi-year pipeline, learn why the most lucrative deals are often found on the other side of a hundred "not yet" responses.
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In this high-energy episode of The Paycast Network, hosts Chase and James sit down with Ron Yannai, VP of Sales at Dejavoo, to explore the cutting edge of mobile payment technology. The conversation kicks off with some surprising industry triviaâuncovering the truth behind Jerry Seinfeldâs legendary role in the Amex Black Cardâs origin and the telegraphic roots of Western Unionâbefore diving deep into the hardware changing the game for micro-merchants. Ron breaks down the power of the lightning-fast, scratch-resistant P12 terminal and the iPOSGo application, which effectively turns any smartphone into a fully functional payment hub. Whether youâre interested in Dejavooâs "POPUP" terminal upgrade program or looking to streamline your sales with Register Lite, this episode offers a masterclass in making enterprise-level tools accessible to everyone from food truck owners to local artisans.
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In this compelling episode of One-on-One Spotlight, Adam Niec of RateTracker pulls back the curtain on the merchant services industry to reveal the human heart behind the high-stakes data. Moving beyond his initial collegiate dreams of the NFL, Adam shares the raw story of his early entrepreneurial stumbles, the pivotal $300 check that changed everything, and the profound influence of his familyâs 100-year-old manufacturing legacy. This isn't just a talk about recurring revenue; itâs a masterclass in intentional living, as Adam discusses his non-negotiable "5:00 PM shutdown" rule, his "5 Ps" for a successful marriage, and his mission to build a business that serves his family rather than consuming it. Tune in for an insightful look at how to balance aggressive professional growth with the authentic, grounded values of a dedicated husband and father.
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Chase and James sit down with industry experts Kermit and Adam to explore how Facebook can serve as a powerful, relationship-driven complement to your existing sales strategy. The discussion reveals two distinct paths to organic growth: Adamâs "80/20" approach to personal branding that prioritizes authenticity over hard selling, and Kermitâs method of building influence by becoming a helpful administrator in niche community groups. Tune in to learn how to generate inbound leads by establishing the "like, know, and trust" factor and turning your network into "raving fans".
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