AgentFirst

It takes a lot of strength to put your ego aside. Agent Rob Cervantez has been humbled, challenged, and pulled in every direction, but he never gave up on his mission to serve people. That mission took many forms, from church marketer to Marine Sargeant, and he eventually found his true calling in Payments. Now he's building a life he's proud of while uplifting others. ----------------------------------------------------------------------------- The AgentFirst Podcast is hosted by payments veteran, Justin Volrath. Each episode he explores the journey of Agents in the payments industry, uncovering what makes them tick, how they approach selling merchant services, and why they ventured into this career path in the first place. New episodes every other Wednesday! Follow PayCompass on LinkedIn, Instagram, and TikTok. Originators of #AgentFirst. Learn more at paycompass.com.

Despite an amazing run in the corporate world, Agent Kristina Meyer knew it wasn't her endgame. The long hours weighed on her, and she didn't want her kids growing up with misery as the standard. The decision to let that go and dive into the unknown was daunting—but she put her trust in God and overcame her fear. The abundance poured in once she committed to being an Agent, and now Kristina works on her own terms. No more long nights, no more fear. Just pure faith and gratitude.

Thirty years ago, Mary Hogue's first paycheck as an Agent was $2.30. But after going from job, to job, to job, she wasn't going to give up. No more struggling. No more bologna sandwiches. She put in the work and built an empire—now she's a legend known as "The Credit Card Lady" in her hometown of Abilene, Texas, and she's sharing every bit of the journey with us in our Season 3 Finale.

When Justin Farnsworth joined the industry a few years back, he didn't see his small town as a setback—he used it as leverage.  Every mom & pop shop was an opportunity to get to know his neighbors and make their lives easier. Every relationship built led to more referrals. He bet on local business owners, driven by his relentless passion to serve others. Fast-forward to today: his numbers are off the charts, and he'll be the first to tell you it's all because of the community behind him.

Brad Withrow has worn many hats, but he only found the perfect fit when he discovered payment processing—through an ad on Craigslist. He didn't know it, but that ad would change his life. Now, Brad leads a whole team of Agents, and reflects on his past experiences that prepared him to be a leader.

With 24 years of sales under her belt, Agent Connie Lewis still feels like she's only beginning. She's been through it all to keep a roof over her family: waitressing, cleaning, manufacturing—but she truly found her stride once she got into the payments industry. Connie opens up about her approach to cold calling, the freedom of 1099, and how she rides the wave of change in industry tech.

In a way, Richard Brown has been training to be a sales Agent since he was a kid. His job selling newspapers in adolescence set the tone for the rest of his career: service, consistency, and perseverance are the only things that matter. Now an industry veteran, he reflects on all of the changes he's seen in the past three decades and what the future holds for his career.

When he was a full-time employee, Brandon Springer barely made it to his son's birth. Years of long hours and being told what to do pushed him to fight for the freedom he craved—and he finally found that in the payments industry. It didn't happen overnight, but now just a few years later, he never misses his kids' milestones or ballgames.

A career pivot is hard—especially after retiring. So how did Carol Steen become an Agent after years of being a manager at AT&T? Carol took advantage of the resources around her and made networking the cornerstone of her business. Her testimony is proof that sales doesn't always mean door knocking or cold calling.

Agent John Williams is no stranger to hard times. From struggle meals to successful payment vet, his story isn't just inspiring—it's refreshingly honest. He and Justin reminisce on the early days of their careers while sharing the importance of work ethic and why sales Agents shouldn't pose themselves as a commodity.

Our favorite duo takes on AgentFirst once again, and this time they fully flesh out the PayCompass journey. Tune in to listen to our kickass co-founders, Justin and Nini, discuss their roles and what it's like navigating the growth while maintaining authenticity.   Justin shares his deep involvement in sales throughout his career, and how his experiences emphasized the importance of listening to Agents. This sentiment continued to inform his leadership decisions and ultimately led to the fruition of the #AgentFirst philosophy. Nini expands this perspective by highlighting operational priorities and the importance of team balance.   Throughout the episode, they weave in personal stories about the entrepreneurial grind — touching on everything from imposter syndrome to the emotional rollercoaster of startup life: how to know when to pivot, when to double down, and how to communicate your company's value authentically.

We're switching things up with a very special guest: local legend and State Forty Eight CEO/Co-founder, Mike Spangenberg.   PayCompass has developed a strong partnership with State Forty Eight over the years, creating some of our best swag to date. Most Arizona locals know and love the iconic clothing brand but very few know Mike's inspiring journey as a local entrepreneur. His story is one we knew our audience needed to hear.   Mike discusses the power of local pride, and how that force ultimately led to the company's launch with the help of his friends. From slinging tees at pool parties to partnering with pro sports teams, Mike gets candid about the hustle and heart behind it all. There were challenges, there were hard lessons—but State Forty Eight (and Mike) have continued to thrive.   While the brand has been going strong for twelve years now, Mike's latest passion project is the State Forty Eight Foundation, which PayCompass has been fortunate enough to contribute to. This episode is packed with wisdom and solidifies the importance of establishing community. 

In this episode of The AgentFirst Podcast, Justin sits down with PayCompass agent, Kristy Thompson, who shares her winding journey from insurance in Chicago to real estate in Florida, and finally into the world of merchant services. 💸🌴 Kristy opens up about the ups and downs of cold calling, building a business alongside her husband, and making bold moves—literally and figuratively—to stay competitive. From crashing in Florida's saturated markets to rebooting in Arizona, she unpacks lessons on resilience, reinvention, and staying scrappy. Kristy also shares her refreshingly honest take on networking, technology in the payments space, and what's really working on the street. It's an inspiring, funny, and unfiltered look at building a business from the ground up.

In this heartfelt bonus episode, Justin honors his late co-host John Skelly with a personal story and a powerful conversation on how agents can turn sales into long-term relationships. The episode dives deep into what comes after the deal is closed—turning merchants into loyal partners, supporters, and referral machines. Justin shares practical, real-world strategies on: Why the first follow-up after install matters more than you think How to use early wins to ask for referrals (the right way) Building real relationships by becoming a customer of your customers Staying top-of-mind without being transactional The impact of treating every contact in the business with respect—because the bartender today might be your next business owner tomorrow It's a tribute, a masterclass, and a call to agents everywhere to lead with heart.

In this episode of The AgentFirst Podcast, Justin Volrath sits down with industry veteran and all-around good guy Tim Toombs, who opens up about his accidental entry into the world of credit card processing—starting with a Budweiser warehouse job and somehow ending with 18 signed pizza shops in his very first week.   This isn't just a story about selling. It's about grit. It's about taking risks (like starting 100% commission work 13 days before Christmas ). It's about having a partner who believes in you when no one else does (shout out to Tim's better half, Emily!). And it's about lighting someone else's fire just by keeping your own flame burning.   If you're in a slump, feeling alone, or wondering if this whole ISO life is worth it—this one's for you.

This episode of the AgentFirst Podcast is a masterclass in sales, hustle, and learning to trust yourself. Justin welcomes PayCompass' very first agent, Misay Khoundara, who has sold just about everything—vacuum cleaners, cars, credit card processing services and, most importantly, himself as a trusted expert.   Misay isn't just another sales guy; he's a closer, a relationship builder, and a mentor who chose a career in commission-only sales because he trusted in his abilities and his work ethic. During this episode these two discuss:   💡 The Real Hustle – How early rejections fueled his unshakable sales mindset. 💰 The Commission-Only Gamble – Why betting on himself was the best move he ever made. 🤝 Sales = Relationships – The reason his clients stick with him for decades. 🎯 Mentorship & Legacy – His passion for coaching the next generation of sales pros.   Whether you're hustling for your next deal, debating whether to go all-in on commission sales, or just need some raw motivation, this episode is for you.

In this special episode of The AgentFirst Podcast, Justin sits down with his father, Mike Volrath, to discuss his unexpected path into the credit card processing industry. They dive into his career shift at 55, navigating life's challenges while building a thriving business, and the key lessons he's learned about customer retention, sales strategies, and the power of relationships. In this episode you'll hear about: ✅ Mike's Career Reinvention at 55 - How he transitioned from plumbing to the payments business ✅ The Power of Relationships – Why warm leads and referrals trump cold calls and how a Quality Assurance Review process can transform client retention. ✅ The Secret to Long-Term Success – The importance of being present for customers, responding quickly, and establishing trust over time. Enjoy this episode packed with actionable lessons for anyone in sales, especially those looking to build sustainable, residual income. 💰

What do football, selling airplane engines, and closing deals in payments have in common? More than you think—just ask Andy Roth. In this episode of the AgentFirst Podcast, Justin Volrath sits down with Andy to unpack his journey from the gridiron to the boardroom, including lessons learned from wakeboarding wipeouts, working in aviation sales, and taking a sabbatical in Breckenridge to give back. Andy shares insights on: ✅ The one mindset shift that transformed his sales career ✅ Why picking up the phone (instead of overthinking) is the key to success ✅ How PayCompass is shaking up the payments game by actually putting agents first Whether you're a seasoned agent or just getting started, this episode is packed with golden nuggets you won't want to miss. 🚀 Hit play and get ready to level up! 🎧🔥

In this continuation of our insightful conversation, Justin Volrath, founder and CEO of PayCompass, is joined once again by his wife and co-founder, Nini Volrath, and PayCompass agent Nick Goeman. They dive deeper into the evolution of PayCompass, reflecting on how the company has scaled rapidly through strategic partnerships, cutting-edge technology, and a strong company culture. In this episode, they discuss: 🤝 The role of partnerships and innovation in scaling PayCompass 🛞 Why leveraging existing products rather than reinventing the wheel is key in the payments industry 🔑 The importance of relationships in the industry and how they drive long-term success 🧰 The impact of PayCompass's proprietary boarding tool, Navigo, in enhancing operations ⚙️ How investing in infrastructure and support systems has fueled growth and improved agent experience 👥 The significance of perseverance and mentorship for new agents entering the competitive world of fintech sales With candid insights and plenty of humor, Justin, Nini, and Nick share their experiences navigating challenges, making tough decisions, and staying committed to their #AgentFirst philosophy.  

In this heartfelt episode, Justin Volrath, founder and CEO of PayCompass, welcomes special guests Nini Volrath, co-founder and his wife of 28 years, and Nick Goeman, one of PayCompass's founding agents. Together, they discuss the evolution of PayCompass over the past five years and share stories of perseverance, growth, and the unwavering commitment to the #AgentFirst philosophy. In this episode, they explore: 🙏 Honoring the legacy of former host John Skelly  🏢 Key milestones in PayCompass's journey from a bedroom office to a 17,000sf office 👨‍💻 The pivotal role of the #AgentFirst approach in transforming the lives of agents 📈 How leadership and culture have driven PayCompass's exponential growth 💛 The importance of hiring with heart and creating a service-first environment Whether you're a sales agent, business owner, or just love hearing stories about turning challenges into success, this episode will inspire you to think big, stay focused, and never lose sight of your values.

In this episode, Jon and Justin discuss different strategies for payment processing sales agents to find success and build their business. In this episode, they discuss: The importance of dedicating significant time to cold outreach and lead generation early on Becoming known as the local expert in your community through chamber memberships, Facebook groups, etc. Leveraging personal hobbies and interests to connect authentically with related merchants  Targeting small rural towns that larger competitors may overlook  Utilizing social media to build familiarity and likability even before making in-person sales calls The limitations of trying to sell entirely over the phone without establishing genuine relationships 

In this episode, Jon and Justin talk about the roles referrals play in building a growing and healthy payments portfolio. Along the way, they cover: Setting sales goals and reverse engineering the activities needed to achieve them (appointments, calls, etc.) Tracking ratios to understand your sales funnel performance The importance of networking and joining groups like Chambers of Commerce  Being specific when asking contacts for referrals Following up with merchants after install to earn trust and referrals Warm calling businesses around your appointments Having referral partners beyond the usual suspects Powered by caffeine and PayCompass

Jon and Justin are hosting the Agent First podcast in a new studio and discussing the recent acquisition in the industry that has affected agents seeking new opportunities. The acquisition of Beyond by Global Payments has raised concerns about industry consolidation and stability. The conversation focuses on challenges in the payment processing industry like portfolio buyouts, unclear fees, and career decisions amidst industry changes. Justin Volrath addresses self-employment, sharing unexpected questions he faced and clarifying misconceptions about his company being a shell company. The episode also touches on perceptions of ISOs, trade show benefits, and the importance of exploring options post-acquisition.

In this episode, Jon and Justin interview Larry Roberts (aka The Bear), a national sales executive at Dejavoo. Larry shares his origin story of sales and getting into payment sales over 15 years ago before working his way to sales manager and national sales roles. He discusses changes in the industry over time, advice for new sales agents, and keys to success. Listen to hear about: How Larry fell into payments sales by chance after a retail career and almost quit after a few unsuccessful days before sticking it out and landing a big deal The transition from carbon copy imprint machines to mobile payments and tap-to-pay  Advice for new sales agents on dealing with rejection, playing the numbers game, and leaning on friends/family for initial sales How the payments industry has adapted nimbler product development strategies focused on agent and merchant needs And this time we actually introduce the speaker. There's a first time for everything. Powered by caffeine and PayCompass

In this episode, Jon and Justin discuss the strategies and recent popularity of dual-pricing for merchant services - instances that allow merchants to charge different prices for cash/debit vs credit cards. They provide background on the history of these types of programs, explain the different options available, discuss compliance considerations, and advise on why agents should be having these conversations with their merchants. And try to not get sued by Visa. Powered by caffeine and PayCompass.

In this episode, Jon and Justin continue their conversation with Chad Rapper, president of True North Payment Solutions. Chad shares some of the lessons learned from his competitive gymnast background and his experience with multiple merchant service firms. He talks about the pride and satisfaction of managing a team of sales agents and shares his perspective with anyone new to the merchant services industry.

In this episode, Jon and Justin interview Chad Rapper, president of True North Payment Solutions. Chad shares how he got into sales at a young age as a waiter learning the impact of good customer service before transitioning into real estate, furniture sales, and eventually into the payments industry. Chad recounts his over 20 years of experience in the payments industry, from starting at a regional processor to becoming a sales leader and learning tough lessons about putting people before profits. He offers his perspectives on authenticity, compassion, and what it takes to build sales agents up.

In this episode, Jon and Justin discuss the differences between W2 and 1099 sales agent models and why control is a key consideration for the agents and the organizations paying them. They compare the benefits of each, weighing factors like training, flexibility, earnings potential, and more from both the agent and owner perspectives.

In this episode, Jon and Justin continue their interview of Ira Cornelius, founder of Membership Merchant. Ira discusses the differences between being a W-2 employee and a 1099 contractor, highlighting the benefits of running your own business and building a scalable model. He shares how he has grown his business through social media and ISV partnerships, and how he started in the industry to provide for his family. Ira also opens up about dealing with anxiety and ADHD in the business world, offering advice to newcomers in the industry and emphasizing the importance of finding your "why."

Jon and Justin interview Ira Cornelius, founder of Membership Merchant, about his journey in the merchant services sales industry. In Part 1 of this interview, Ira shares how he got his start selling shoes, transitioned to banking, and eventually found his way into the payments industry. He talks about the mentality he gained from being a competitive wakeboarder, finding a niche selling to adventure sports companies, the importance of building genuine relationships with merchants, and overcoming obstacles on the road to success. Stay tuned for Part 2 in two weeks!

In this episode, Justin Volrath and Jon Skelly, discuss what excites them in today's payments industry. They discuss why right now is an exciting time to be selling merchant services, how the industry has opened up to allow more diversity in successful sales agents, growth areas in integrated payments and e-commerce, how support and optimized offerings can help agents focus on selling, and how changes in residuals and splits have created opportunities to build meaningful portfolios. And they acknowledge, repeatedly, that they sound very, very old while doing it.

In this episode, Justin Volrath and Jon Skelly honestly discuss issues and gaps they see in merchant services and payments sales. They talk about predatory agent contracts, protecting residuals for agents and their families, offering a wide range of products and services, doing right by both agents and merchants, and a vision for the future where every company operates from an AgentFirst perspective.

In this first episode, co-hosts Jon Skelly and Justin Volrath have a wide-ranging discussion about Justin's career journey in payment sales. Justin shares how he got his start in the family plumbing business before transitioning to real estate and eventually merchant services. He recounts pivotal moments like closing his first big deal and unique opportunities centered around relocating his family. Justin also explains his motivation for starting PayCompass and his vision for creating an AgentFirst company culture focused on helping salespeople thrive.