The Paycast Network

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

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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

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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!