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!

In this episode of The Paycast Network, we sit down with Brian Booth, Founder & CEO of Enroll & Pay, to explore the power of card-linked loyalty in the payments and fintech space.

Discover how turning standard credit card transactions into frictionless loyalty experiences helps local merchants drive repeat business, gather invaluable customer data, and help ISOs drop merchant churn from 25% down to just 1%. Brian shares the journey of Enroll & Pay from early hardware prototypes to embedded POS software, and explains how AI and transaction data are reshaping customer retention.

Key Takeaways:

Card-Linked Loyalty Explained: How Enroll & Pay turns Visa, Mastercard, and Amex cards into instant loyalty cards right at the payment terminal.

Evolution of POS Software: Moving from bulky standalone tablets to seamless DejaVoo P-Line hardware integration.

Why "Retention is the New Revenue": Why ISOs need value-added services beyond price competition to secure long-term merchant relationships.

Cutting Churn to 1%: How embedded loyalty software creates long-term value for merchants and increases portfolio stability.

AI & Small Business Data: How everyday SMBs can leverage customer transaction insights to build high-converting automated campaigns.

Episode Timestamps:

00:00 – Welcome to The Paycast Network

00:48 – Loyalty Trivia: Green Stamps to Modern Clubcards

02:00 – What is Enroll & Pay?

03:22 – Hardware Evolution: Tablets to Embedded POS Integration

06:00 – Differentiating Your Offering in a Commodity Market

07:45 – "Retention is the New Revenue" & Slashing Churn

10:15 – Real-World Success Stories Across Unconventional Industries

12:00 – Unlocking the Power of AI and Customer Data for SMBs

14:50 – How ISOs Can Partner with Enroll & Pay

Connect & Resources:

Enroll & Pay: https://enrollandpay.com

Connect with Brian Booth on LinkedIn: Brian Booth

ISO Contact: Email Dana Dahms at [email protected]

Enjoying the podcast? Follow The Paycast Network on Spotify and leave a 5-star rating to help others find the show!

In this episode of our Paycast Network series live from Chicago, Paycast favorites Steven Morris (MWAA Board Member) and Jason Isidore stop by the booth for an insider look at MWAA 2026.

Steven shares what goes into planning and executing a major payments trade show, reflecting on the success of the MLS Forum, panel dynamics, and how MWAA's intimate layout creates the ideal environment for high quality networking. Later in the episode, the team discusses the viral growth of the Sell the Duck challenge, leading into an unscripted, high stakes pitch where Steven attempts to sell Jason the exclusive Black Edition Duck for $1,999.99.

In this episode, we cover:

Behind the scenes of planning MWAA 2026 and conference logistics.

MLS Forum panel dynamics and key session takeaways.

Why MWAA's floor layout fosters better networking for first time attendees.

The viral evolution of the Sell the Duck challenge across the industry.

The unscripted Black Edition Duck sales pitch between Steven Morris and Jason Isidore.

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, Stephen McIver and Johnathon Kiriakos from Loyalty Merchant Rewards (LMR) join us to discuss how ISOs and sales agents can break free from the traditional credit card processing rate race to the bottom.

Stephen and John explain how offering volume based merchant rewards flips the script on standard cash discounting and margin cutting. By earning points directly through their processing volume, merchants can redeem rewards for Disneyland trips, Pebble Beach golf getaways, iPhones, and gift cards, turning merchant processing into a perk instead of a cost. Plus, stick around to hear John take on our famous Sell the Duck sales challenge.

In this episode, we cover:

Why credit card processing fee cutting has become a race to the bottom.

How Loyalty Merchant Rewards lets ISOs offer real value through point programs.

How merchants earn points toward Disneyland trips, golf getaways, and tech.

Winning cash discount accounts by pitching rewards instead of lower rates.

The Sell the Duck sales pitch challenge with Johnathon Kyriakos.

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!

Sponsored by Cutter

In this episode of our Paycast Network series live from Chicago, 27 year payments industry veteran Jennifer Ashby joins us to share lessons learned from nearly three decades in merchant processing.

Jennifer takes us back to 1999 during the Y2K panic, preparing merchants with manual imprinters and Verifone Omni 3200 terminals. She breaks down wild real world fraud schemes, including a $10,000 cowboy boot scam and a $30,000 scuba gear chargeback. Jennifer also discusses how chip card technology and prompt security features protect merchants today, why she took the leap to go independent after 25 years in corporate, and finishes with a Chicago origin trivia challenge.

In this episode, we cover:

Preparing merchants for Y2K in 1999 with manual imprinters and early terminals.

Uncovering wild fraud schemes and chargeback horror stories.

How EMV chips and last four digit security prompts prevent modern card fraud.

Leaving a 25 year corporate role to build an independent merchant portfolio.

Discovering the Native American origin of the word Chicago.

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!

Sponsored by Cutter

In this episode of our Paycast Network series live from Chicago, we sit down with Ben and Jordan from Greta Point of Sale to discuss how specialized vertical software is replacing standard payment processing in niche markets.

Ben and Jordan break down how Greta POS serves grocery stores, meat markets, delis, and bakeries by going far beyond basic payment acceptance. They explain the upcoming FSMA 204 food traceability regulations, USDA certified scale integration, and how automated digital shelf tags save store owners massive labor costs. Plus, stick around to hear Ben attempt our famous Sell the Duck sales challenge.

In this episode, we cover:

Why the payments industry is shifting toward deep vertical specialization.

FSMA 204 regulations and food traceability requirements for food merchants.

How integrated scales and digital shelf tags automate pricing across physical stores.

Eliminating labor inefficiencies in retail grocery environments.

The Sell the Duck sales pitch challenge.

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!

Sponsored by Cutter

In this episode of our Paycast Network series live from Chicago, we sit down with local industry professionals Lucio Viezca and Joe Ayala from Neighborhood Payments.

Lucio reflects on nearly two decades in merchant services, covering the evolution from traditional terminal processing to complex, integrated POS systems. Joe shares what it is like navigating his first three years in payments, leveraging new AI software, and growing a team of sub agents. Together, they discuss the power of cross generational mentorship, securing capital to compete with big tech, and the importance of continuous learning in an ever changing industry.

In this episode, we cover:

How MWAA has grown and expanded over the last decade in Chicago.

Major industry shifts including cash discounting, EMV chips, and integrated point of sale software.

How new agents can leverage AI and veteran mentorship to scale their business.

Strategies for recruiting sub agents and securing capital to stand out against big tech competition.

Testing Chicago history knowledge with a famous Great Chicago Fire myth.

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, returning guest Clay Shivers stops by the booth to share his experience at MWAA 2026.

Clay breaks down why regional conferences like MWAA offer a more intimate, community focused vibe compared to massive industry shows like ETA. He dives into how he is building specialized platform software for pool service contractors, the value of evolving from payments into vertical fintech, and what it felt like having his previous Paycast trivia clip go viral with over 100,000 views across social media.

In this episode, we cover:

First time impressions of MWAA 2026 versus larger national trade shows.

Developing specialized software solutions for pool contractors and field service industries.

The reaction to Clay's viral trivia moment on social media.

Why your network is your net worth in the payments industry.

A quick test of Chicago mob history and prohibition trivia.

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 the Paycast Network series live from Chicago, we are joined by MWAA President Rod Katzfey for an inside look at MWAA 2026.

Rod reflects on the record breaking turnout of over 1,600 attendees, the vital role of intentional networking, and why stepping outside your usual circle creates real business value. He also gives us a sneak peek into preparations for next year's 25th anniversary event, including plans to expand keynotes and continue growing partnerships with organizations like Paytech Women and Midwest Fintech.

In this episode, we cover:

Highlights from day two of MWAA 2026 and managing record breaking attendance.

The importance of expanding your network beyond familiar contacts at conferences.

Previewing the upcoming 25th anniversary MWAA conference.

How to get involved as a volunteer on the MWAA advisory board.

A friendly Chicago skyscraper trivia challenge between Rod and the hosts.

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 five star rating, and share this episode with fellow payments professionals!

Sponsored by Cutter

The full Paycast Network Livestream of the MLS Forum form MWAA 2026. The MLS Forum unites the merchant services industry’s top leaders, innovators, and game-changers in one can't miss panel discussion.

We are officially kicking off the Paycast Network interview series live from MWAA 2026 in Chicago!

Following our kickoff hype video, our very first full interview features payments industry veteran Jason Isidore. Fresh off co-hosting the live MLS Forum, Jason breaks down the energy of the opening day, why he's passionate about helping newcomers navigate the merchant services landscape, and what it’s like stepping up to a live, unedited stage.

Plus, stay tuned until the end as we put Jason’s local knowledge to the test with a round of Chicago trivia (including the unexpected historical origin of "The Windy City").

In this episode, we cover:

Recapping the MWAA 2026 MLS Forum and supporting new talent in the industry.

The difference between pre-recorded content and live conference broadcasting.

What’s ahead for the rest of the MWAA conference schedule.

Chicago history & trivia challenge.

Paycast Network is brought to you by Cutter. Find out what a full or partial residual sale could do for your business today: https://cutterfinancial.com/paycastnetwork/

Enjoying the series? Follow the podcast, leave us a 5-star rating, and share this episode with fellow payments professionals!

In this episode of The Paycast Network, industry veterans Scott Morley and Jesse Memmel pull back the curtain on the complex reality of portfolio acquisitions in merchant services. While online forums are often flooded with hype surrounding unrealistic 30x to 50x valuation multiples, our guests break down the real-world mechanics of selling a merchant portfolio—diving deep into critical valuation factors like attrition rates, merchant concentration risk, and card-not-present models. Scott and Jesse share invaluable insider strategies to maximize a book's value before an exit, emphasizing the necessity of portfolio diversification, auditing hidden ISO contract terms, and building "sticky" revenue through POS and gateway integrations. Whether you are navigating the valuation differences between cash discounting and interchange-plus portfolios or learning how to structure a seamless two-year warm handoff to guarantee your earnouts, this episode delivers the ultimate roadmap to a successful and profitable fintech exit.

For more information on Jesse and his company Enroll & Pay email [email protected].

For more information on Scott and his company email [email protected].

In this episode of The Paycast Network, host Chase sits down with Clayton Shivers, US Army veteran and founder of ClayPay Solutions. Clayton shares his fascinating journey from West Point to the merchant services industry, explaining how military principles helped him conquer the world of independent sales.

What You Will Learn In This Episode:

How military discipline translates directly into independent sales success

Why modern agents must focus on technology and vertical specific solutions

The strategy behind scaling a portfolio with fewer, high value accounts

The real, unexpected story behind the name ClayPay Solutions

Special MWAA 2026 Announcements:The Midwestern Acquirers Association conference is happening next week in Chicago on July 22nd and 23rd!

Get completely free registration using our exclusive promo code: Paycast2026

The Paycast Network will be live streaming the premier MLS Forum for the very first time on our YouTube channel

Come visit the Paycast mobile studio at the event to play our Sell This Duck game and win great prizes

In this exciting episode of The Paycast Network, host Chase sits down with Rod Katzfey, the President of the Midwestern Acquirers Association, and Steven Morris, an MWAA Advisory Board member, to drop a major announcement. Paycast is officially the media partner for the 2026 MWAA Conference in Chicago this July 22nd and 23rd! Tune in to discover what to expect at this year's massive event, including the integration of cutting edge fintech, AI, and POS platforms. You will also get an exclusive preview of the premier MLS Forum, which Paycast will be live streaming for the first time in history. The guys also test their skills with some conference trivia, look back at the 24 year evolution of the association, and share a special registration discount code, Paycast2026. Since the main hotel block is already completely sold out, you will want to grab your event ticket fast and start locking down your overflow housing accommodations right away.

In this final episode of The Paycast Network live from SEAA 2026, host Chase Gunnell sits down with Hallett Johnson from Nimble Technologies to unpack how a configurable point of sale platform can empower ISOs, banks, and ISVs to rapidly deploy custom software solutions. Hallett shares the massive evolution of his company over twenty five years, moving from early legacy restaurant setups to their current hardware agnostic software that functions seamlessly across Windows, iOS, and Android. He details the unique modular architecture behind their out of the box personas, explaining how they can configure specialized features in under two weeks for niche markets like bail bonds, or combine retail and restaurant features for a complex butcher deli setup. By providing a highly flexible white labeled system that allows agents to launch their own branded apps in the app store, Hallett outlines why transitioning traditional processing groups into software providers is the ultimate playbook for modern industry growth before closing out with our signature rubber duck sales challenge.

In this episode of The Paycast Network live from SEAA 2026, host Chase Gunnell sits down with Kevin O'Connell and Ron Yannai from Dejavoo to explore the massive industry shift toward software integrations and independent software vendor solutions. The team breaks down a game changing statistic for independent sales organizations: while standard merchant attrition typically hovers between 26 and 28 percent, deploying an integrated payment model drops that portfolio churn rate to near zero.Dejavoo showcases their latest payment hardware architecture, including the brand new P8 Dual Go, a lightweight pocket sized device built without a printer that is perfectly tailored for pay at the table hospitality scenarios. They also reveal major updates on their standalone unattended processing systems, new developer API capabilities, and seamless integrations with massive platforms like Blocko, Bede, and Microsoft Dynamics. Wrapping up with a hilarious round of our signature Sell Me This Duck challenge where Ron successfully negotiates a hardware sign up in exchange for the duck, this executive session proves why software infrastructure is the absolute key to building a stable, long term merchant portfolio.

In this episode of The Paycast Network live from SEAA 2026, host Chase Gunnell sits down with Zach Daily, the acquisitions mastermind at Cutter, to discuss the exact mechanics of merchant portfolio buyouts and residual stream valuations. Celebrating 20 years in the industry, Zach explains how Cutter operates as a strictly static end buyer, purchasing 15 to 30 agent and ISO portfolios a year without ever competing for sales agents or disrupting existing merchant relationships. He pulls back the curtain on how their family owned business evaluates up to 200 portfolio opportunities annually, leverages organic referral networks, and utilizes AI search parameters to capture high value acquisition deals. From building long term industry friendships that naturally transition into strategic business partnerships to tackling our signature rubber duck sales challenge, Zach provides an essential blueprint for independent operators looking to safely maximize the liquidation equity of their processing books.

In this episode of The Paycast Network live from SEAA 2026, host Chase Gunnell sits down with industry specialist Parth Patel to explore a unique software first strategy for scaling a merchant portfolio. Instead of operating like a traditional ISO focused on aggressive agent recruitment, this boutique provider scales by hunting for gaps in the market and building custom software integrated with their own processing rails. Parth details their specialized development playbook, highlighting Edge, a shop management system built specifically for auto repair businesses, alongside custom platforms like Muno for non profit organizations and new software currently in development for pool service companies. He explains how embedding payment capabilities directly into niche operational software creates a highly sticky ecosystem that secures massive merchant retention by providing true value added services instead of standard standalone credit card terminals. Parth also analyzes major upcoming industry shifts, detailing how Tap to Pay on iPhone will completely disrupt small scale retail through supreme ease of use, and why forward thinking ISOs must pivot toward high volume ISV partnerships to secure long term portfolio growth.

Live from SEAA 2026 Carlos Nieto sits down with Ángela Tafur founder of eProfitable to share how software and ISV relationships can rapidly scale your sales pipeline. Ángela details her journey from managing phone setups at Link Systems and WorldPay to securing exclusive regional referral channels for Aloha POS clients alongside NCR and Century Payments. She also delivers an encouraging message for women in fintech recounting how she overcame her fears to close her first massive contract using paper applications and a pocket calculator. Whether you are moving toward business independence or protecting your current portfolio this quick strategy session offers a powerful growth roadmap.En vivo desde SEAA 2026 Carlos Nieto conversa con Ángela Tafur fundadora de eProfitable sobre cómo las alianzas de software e ISV pueden transformar por completo tu canal de referidos. Ángela detalla su evolución desde la gestión de instalaciones telefónicas en Link Systems y WorldPay hasta lograr una distribución regional exclusiva para clientes de Aloha POS junto a NCR y Century Payments. Además comparte un inspirador mensaje para las mujeres en la industria de los pagos electrónicos recordando cómo cerró su primer gran contrato comercial usando solicitudes en papel y una calculadora de bolsillo. Esta sesión es ideal para agentes que buscan la independencia empresarial o proteger sus portafolios actuales.

In this episode of The Paycast Network live from SEAA 2026, host Chase Gunnell sits down with industry legend Matt Price of B4U Financial to discuss the next frontier of merchant processing and digital currency acceptance. With a payments career dating back to 1983, Matt shares incredible history from his early days delivering Twinkies on a Hostess truck to working at Visa where he helped pioneer NFC technology for Apple Pay and executed the first ever end to end chip card transaction in the United States. Transitioning into modern processing, Matt reveals how B4U Financial operates an alternative payment network that completely eliminates traditional merchant fees for digital wallet transactions. Under this consumer funded model, merchants pay zero percent to accept digital currency and settle entirely in standard fiat USD, while independent sales organizations and agents enjoy a revenue positive partnership with no buy rates and lucrative revenue share splits. Drawing parallels to how McDonald's adopting credit cards created a massive domino effect across the quick service restaurant industry, Matt explains the exact adoption triggers needed to capture the massive buying power of the eighteen to thirty five year old demographic and why digital utility is the ultimate scale angle for modern portfolio builders.

In this episode of The Paycast Network live from SEAA 2026, host Chase Gunnell sits down with Alex Daily, a member of the SEAA advisory board and executive at Cutter, to discuss record breaking conference attendance and the shifting landscape of portfolio acquisitions. Alex shares insights into how registration hit an incredible 1,780 attendees as regional events begin competing with major national payment shows. He details his role on the agenda team shaping industry education around buzzwords like AI, RTP, and VAMP, while transitioning into a deep dive on how Cutter operates as a protected end buyer for agent and ISO books of business. Alex explains why Cutter is the preferred referral partner for top tier ISOs, offering a strict non compete model that ensures acquired merchant portfolios are never resold or moved to an internal competitor channel. Wrapping up with a brilliant twist on our signature duck challenge where Alex demonstrates the ultimate consultative sales approach by refusing to sell a product the buyer does not need, this interview provides critical guidance for anyone looking to navigate merchant portfolio valuation and protect their legacy revenue streams.

In this episode of The Paycast Network live from SEAA 2026, host Chase Gunnell sits down with Mandy Dunfee, the Marketing Director at Maverick Payments, to discuss how full-service white-label technology is changing the landscape for independent sales organizations. Mandy explains why having ISOs and agents put their own branding up front on Maverick's platform is the ultimate compliment to their infrastructure, hiding the complex backend rails while completely empowering partners to scale their own identities. She pulls back the curtain on Maverick's unique corporate structure as a privately owned and operated provider, which creates an immediate, real-time feedback loop from the conference floor straight to the founder and COO to rapidly adapt proprietary gateway, ACH, and processing integrations like TSYS and Fiserv. From leveraging advanced AI data extraction to streamline partner education to meeting diverse agents exactly where they are in a noisy market, Mandy highlights the precise marketing and operational blueprints necessary to drive true B2B value across the merchant services industry.

Live from SEAA Day 2, Joseph Cover breaks down how his agency achieved a massive sales milestone: closing an average of one Square deal per day over a 90-day period. Joseph shares how leaning into the Square reseller channel completely transformed his agent recruitment pipeline and allowed his team to systematically replace competitor platforms like Toast and Clover. He details a powerful case study from a recent double-installation in St. Pete where switching a restaurant to Square's premium software instantly slashed their annual overhead by $8,400. Whether you are an independent sales agent or an industry veteran, this conversation proves why treating payments like a tech-first ecosystem is the ultimate strategy for modern portfolio growth.

Live from SEAA, the team from CardTide joins us for a special Spanish-language strategy session on scaling a referral-based payments business. (Note: This video is conducted in Spanish).¡Bienvenidos al primer episodio oficial en español de The Paycast Network! El equipo de CardTide nos comparte las claves para delegar tareas, adquirir talento y cuidar de tus clientes para multiplicar tus ingresos residuales.

What happens when you build a $50,000 monthly residual portfolio from scratch, and lose it all? Live from SEAA, Cameron Bonner from Tap Swipe shares his raw journey of starting in the payments space at 18, navigating non-transparent corporate pitfalls, and completely rebuilding a highly profitable merchant processing business.

If you are an independent agent or ISO looking to protect your book of business, Cameron's advice cuts straight through the noise: put your head down and "just sell" until your stress level drops and you have the room to build a real vision.

Think back-office operations teams can’t sell? Think again. In this episode of The Paycast Network live from SEAA, Nicole "Nikki" Pidra and Marcia DeLeon from Cardtide break down the hidden mechanics of merchant consulting and put on an absolute masterclass during our "Sell Me This Duck" challenge.

Whether you’re a payments veteran or a newcomer to the space, this conversation reveals what it takes to transition from a behind-the-scenes role into a front-facing, deal-closing powerhouse.

In this highly entertaining segment from The Paycast Network at SEAA 2026, host Chase Gunnell fields an impromptu "sell me this duck" challenge from Tyler Cunniff, a sales representative at justt. Rather than relying on a high-pressure product pitch, Tyler deftly steers the conversation toward emotional value and workspace aesthetics, discovering that Chase already proudly displays a large network duck, affectionately dubbed "Duck Norris"on his home mantle. By creatively arguing that an additional orange duck would maximize professional productivity as a dedicated "office duck," Tyler leans into lifestyle-focused sales tactics that completely win Chase over, successfully closing the transaction for $25 while co-guest Kristi Seline looks on with a smile.

In this high-energy episode of The Paycast Network at SEAA 2026, host Chase Gunnell and Carlos Nieto sit down with Robert Livingstone, the mastermind behind NoRate.com, to discuss industry longevity, specialized payment niches, and the evolving role of AI. Reflecting on his journey from feeling like "Bambi" at his very first conference to now confidently navigating his third show, Robert emphasizes the vital importance of face-to-face networking to build trust in a largely remote industry. Celebrating 17 years in business, he breaks down how NoRate.com delivers best-in-class software and hardware solutions while dominating a highly specialized niche in the legal space, streamline processing for law firms utilizing platforms like Clio. Robert also shares his outlook on integrating AI into the sales pipeline to maximize agent efficiency before putting on an absolute masterclass in negotiation during our signature "sell me this duck" challenge, successfully closing Chase with a hilarious, high-pressure, limited-time discount tactic.

In this highly engaging episode of The Paycast Network at SEAA 2026, host Chase Gunnell catches up with Rod Katzfey of Pay Compass to discuss why an "agent-first" business model and raw honesty are the ultimate keys to long-term success in the payments industry. Rod shares deep insights into the power of authentic networking, highlighting why the most impactful business conversations often happen when guards are down in the casual environment of a lobby bar. He also tackles the reality of multi-processor relationships, explaining why Pay Compass actively funds agent attendance at regional shows to lean into competition rather than hiding from it. The episode wraps up with plenty of laughs as Rod aces a local Miami Vice pop culture trivia question and delivers a hilariously persuasive, impromptu sales pitch for the network's signature yellow duck, proving that genuine relationship-building always comes first.

In this insightful episode of The Paycast Network at SEAA 2026, host Chase Gunnell connects with 25-year merchant services industry veteran Clint to map out the incredible evolution of the payments space and explain why long-term persistence is the ultimate key to success. After clearing a round of local Miami history trivia, Clint reflects on how radically payment technology has advanced from the painstaking, static-prone dial-up terminals of 2001 to the lightning-fast software of today, stressing that attending live events like SEAA is absolutely mandatory for staying ahead of shifting PCI compliance regulations. He breaks down his excitement for the upcoming wave of automation, highlighted by the conference's major breakout session on AI and transaction processing, before dropping his number one piece of advice for new sales reps: stick through the tough days to secure life-changing residual income, because turning traditional merchant arrangements into genuine, lifelong friendships makes this the absolute best business in the world. Clint even caps off the session with a hilarious, high-visibility sales pitch for the network’s iconic orange duck, proving that a true industry veteran never loses his closing edge.

In this high-value episode of The Paycast Network at SEAA, host Chase Gunnell sits down with industry veterans Carlos Nieto and Scott Morley of Linked2Pay to pull back the curtain on what it actually takes to build, protect, and scale a highly profitable merchant portfolio. The conversation shifts seamlessly from lighthearted banter about poolside Miami robots to critical industry truths, including the necessity of a solid portfolio exit strategy, why payments professionals shouldn't hide behind anonymous online forums, and why sharing your business "secret sauce" is never a true threat. The guys also issue a stern warning against the dangerous compliance trend of MCC manipulation—reminding viewers that "not all money is good money" and no deal is worth going to jail for—while explaining why ISOs must protect their teams and portfolios by knowing exactly when to fire toxic, abusive merchant clients.

Welcome back to the second official interview in our Paycast Network at SEAA 2026 series! In this episode, host Chase Gunnell sits down with Mitch Buscemi from GR4VY to demystify payment orchestration infrastructure and explain how an agnostic cloud vault protects portfolios, optimizes checkout routing, and leverages a unified dashboard to streamline sub-merchant data for ISOs. After flawlessly nailing our local Miami trivia question, Mitch shares the brilliant "Shift+4" origin story behind the GR4VY name, passes along an unexpected city planning book recommendation, and closes out the interview by facing off in our signature "Sell Me This Duck" challenge—delivering a hilariously creative pitch on why a giant rubber duck is your ultimate bathtub "loophole insurance policy."

The interview drops from SEAA 2026 in Miami Beach have officially begun, and host **Chase Gunnell** is kicking things off with a jam-packed episode featuring our first guest, **Carlos Nieto**, and a surprise appearance from SEAA President **John McCormick**! Chase sits down with Carlos to discuss the power of building stronger industry connections, portfolio protection for new agents, and a sneak peek at Carlos's upcoming bilingual education series on the network. Later, John McCormick joins the booth as our third speaker to celebrate SEAA's monumental 25th Anniversary and their record-breaking attendance of over 1,600 industry professionals. John shares a fascinating look at the 25-year evolution of payment technology—recalling the days when booths required dedicated telephone lines—and explains why advancing tech won't destroy the ISO model, but will actually make the human element more critical than ever for local retailers who need trusted partners. From deep industry insights to hilarious behind-the-scenes chaos involving a missing conference booth and a mysterious delivery of pre-sonic gummies, Chase, Carlos, and John deliver a must-watch kickoff interview you don't want to miss!

In this episode of the Paycast Network, host Chase sits down with industry innovator Zac Gottlieb, founder of Tampa Bay Pay, to pull back the curtain on the often-misunderstood world of payment processing. Zach shares his journey from operating as a solo producer in Richmond, Virginia, to organically building a dynamic sales team in St. Petersburg, Florida, detailing the operational shifts required to scale a business based on reputation rather than cold recruitment. From breaking down the complex mechanics of interchange rates and exposing the hidden costs of flat-rate pricing models, to dropping a hot take on why merchant processors should be held to the same rigorous professional standards as CPAs, lawyers, and bankers, this conversation offers an illuminating, no-nonsense look at how radical transparency and authentic relationships are rewriting the script for local business growth.

In this empowering episode of The Paycast Network, host Chase sits down with industry leaders Raquel De La Fuente, Lynn Soram, and Tina Waldrup for a candid, unfiltered conversation about the realities, challenges, and triumphs of being a woman in the male-dominated industry. After kicking things off with a lively sales trivia game, the panel dives deep into the unique advantages women bring to the table, redefining traditional sales by prioritizing merchant education and forging deep, family-like client relationships built on trust. The guests share deeply personal stories about surviving toxic corporate environments during critical life moments, explaining how those turning points ultimately pushed them to embrace the freedom, flexibility, and uncapped earning potential of becoming their own bosses. Packed with actionable advice on navigating contracts, finding the right mentors, and maintaining long-term success habits like daily goal-setting and structured planning, this episode serves as an invaluable roadmap and a rallying cry for women looking to claim their space and make some noise in merchant services. 

In this episode of The Paycast Network, we sit down with payments industry titan Rod Katzfey—Chief Strategy Officer of Pay Compass and President of the Midwest Acquirers Association (MWAA)—for 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 fraud—including an ingenious old-school trick involving crayons and pizza delivery drivers.

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 frameworks—like his strict "sunset rule" for daily client communication—that 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 Building’s portfolio during the pandemic, this episode is a masterclass in self-discipline, active coaching, and the art of the long-game hustle.

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 event’s highlights, from the debut of "Payments Connection"—a high-energy "speed dating" style product showcase—to 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 industry’s premier events and making lasting connections.

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 you’re 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.

In this episode of the Paycast Network, we’re 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 success—from Andrew’s luxury "Black Card" aesthetic and personal touch at Gill Payment Solutions, to Zach’s hyper-local, blue-collar transparency at Tampa Bay Pay, and Clay’s 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.