Pie Pay: Day 1 Training 2024

[Music] Hello, hello, hello guys. Good morning, good afternoon, wherever you are at there. Uh, we'll go ahead and get this party rocking and rolling, guys. First off, welcome to Piay Training. Um, guys, we'll go ahead and switch the screen again. My name is Carson Cook. Thank you so much, guys, for tuning into the training. Um, we very much value you as part of our sales staff and sales team. And if you've made it this far past our recruiting department, um, also with the interview process, so on and so forth, you can talk SP with a couple managers, so on and so forth, or myself, or, you know, one of the other team. We would like to personally first welcome you to the training. We're very excited to have you. Um, you know, and and guys, like I said, we're very selective on who we work with, who we train, who we hire. Um, we do a lot of different consulting out there, guys. They pay us, you know, 80 grand to come to an office for two days. So you're going to get a lot of really good content within this training, okay? So just keep that in mind. Uh, but we'd like to welcome you. So thank you so much for tuning in. Um, we're going to talk today a little bit about the format of training, how it's going to go, the process, and also the best way that you can actually retain all of this information and put it to good use, okay? So at this moment, it's super, super important. If you have not done so yet, please pause the video, go grab a notebook, um, go grab a tablet or a computer, uh, that's other than the one that you're on right now, or the TV that you're on right now, so that you're able to take notes, okay? There's going to be a lot of content in this, okay? A lot of really good sales content, um, a lot of really good information that you can use to take to the bank to make a lot of money, okay? Um, so first off, like we said, we'd like to welcome you to the training. Um, now, the format of this training is going to be very, very simple. We'll talk about it. There's going to be four different days and there's two different tests, okay? So there's the first day, which is what we're going to be going through right now, today. The second day, then there's going to be a quiz that you have to get at least an 80% on. Then there's going to actually be a third day, a fourth day, and then a final test, and then what we call a hot session, which you're going to actually get, um, some good insight on, uh, within this training, okay? So that being said, we're going to jump into the actual training, um, that way we can kind of take a look at exactly, uh, kind of what we're going to be, what we're going to be doing here. So first off, like we said before, guys, give me one second. Welcome to day one, okay? The road to seven figures, um, is this training, okay? We have a lot of agents that make a lot of money, and you're about ready to join the club, okay? So please make sure that you take this training as well, guys, with an open mind. We completely understand there might be agents on here that have had 20, 30, 40 years of sales experience, uh, but, you know, it ranges, man. We had to get rid of a guy that was, you know, a 45-year-old sales trainer, couldn't sell more than four deals, but yet we have a 19-year-old kid who makes $900,000 a year, okay? So keep that in mind, okay? The training works, the process works, and you're going to make a lot of money if you follow within the process, okay? So moving forward, guys, like we said, talking about the agenda. So getting to this point here, what are we going to cover in the training? But then also, what are we going to cover today, okay? Specifically. So first, in day one, we're going to first cover the agenda, okay? So exactly what we're going to kind of, um, do and how we're going to comprise this training. We're going to talk about the company profile, so you need to get to know us and who we are, who we work with, and so on and so forth. We're going to look at the, uh, processing 101. Um, we're going to also talk about the steps of the sale and the, we're sorry, steps, uh, uh, sales tools that make us very unique here at Piay Payments, okay? And then the six steps to the sale. Then after that, I would suggest taking a break. Again, kind of retaining the information. And again, if you're, if you're putting a whole day through this, then you can go ahead and kind of start with day two. But in day two, we're covering objections, equipment training, perfect paperwork with the E application, the Google Drive with the call center, prospecting 101, and then the mid-training quiz. You must score at least an 80%. Moving forward on day three. So this is after you've completed the quiz. We're going to be covering sales mentality, which is going to be done by Craig Durry, one of our partners. Prospecting script, which is going to be a little bit of a review on that. We're going to talk about the steps of the sale review, closing, so basically kind of how we close within this industry. Take a little bit of a break. Then day four, you're going to hear the sales tools review, top objections. You're going to actually hear a full-blown hot seat live close. Okay, this is a very, very good treat that we threw at the very end of training that wasn't done too long before the recording of this actual training of a full-blown live sale that you're going to be able to hear with, uh, the merchant Craig going back and forth, uh, with over 20 minutes of kind of back and forth, and then we end up getting the deal, one of our best merchants ever. Um, and you'll see what it's going to take to actually facilitate these closes. Then finally, we will have a test, and the test again must score above an 80%, and then we work with the hot seat, okay? Now, what is a hot seat? Well, guys, a hot seat, okay, is basically what's going to happen is this is going to be a role play. After you go through this, it's imperative that you understand the gatekeeper pitch for when you're prospecting, you understand the prospecting pitch for when you're prospecting, and then you understand the full-blown steps of the sale. Those are the three things that are going to be judged on the hot session. And then finally, during the hot session, you'll incorporate the objections. So what's going to happen is you're going to be playing the the part of the agent, then we'll be playing the part of the merchant. You'll go through a role play. We're going to see how well that you, you know, you communicate, so on and so forth. It's okay to be nervous. It's okay to mess up. That's the point, right? We can't move forward unless we have failure, okay? So keep that in mind, uh, that it's going to be very important for you to to to go through this and to learn because as soon as you're done with this training, we hit the field. We want to make you money as fast as possible. We don't have an option here, okay? And it's because this is a commission-based position, but it is the best of both worlds. It's a situation where you own your book of business, and you're out there and you're rocking and you're rolling, okay? So keep that in mind. So with that being said, back to the actual training. So first off, before we get into the actual training, though, going to go through a few different things that we're going to do here and some key points that you need to understand before we embark upon this training journey. Number one is paperwork, okay? Study material and new hire paperwork. As soon as you're completed with this training, depending on how you got brought on board, sometimes the new hire paperwork was sent to you before, and sometimes it's sent to you after the training. It depends on who you're working with, but we do need to make sure that we turn that in as soon as we're done with the hot session, before we get out in the field. We need to make sure that we print off the training materials for training. So if you haven't done that yet, pause the video right now and please go print off the steps of the sale and the objections manual that was included within this training. You're going to need to have that in front of you. At least it's always good to have a hard copy so that you can highlight and you can you can take notes, okay? You need to make sure that you complete each day of training with the quiz. Now, guys, listen to this. I completely understand that there's a lot of visual learners out here, and going through something like this can be boring. You're going to want to watch TV while you do it. You're going to want to listen in your car while you do it. Don't do that, okay? Please. This is not like a college course where you have to spend five semesters or a high school course where it's, you know, 15 years of training or five years of this or, you know, 8 hours a day with this. It's very, very focused. It's very concentrated. So you need to make sure that you pay attention to every single moment of this training and take as many notes as you can. And and if you need to, you can always pause the video, rewind it, go back, and then go through it again. But it's really not that much, okay? It's not that much stuff, but you need to make sure you pick up everything, okay? So getting back to it, um, we need to make sure that that we score 80% above on the, uh, the quiz. We complete the final test. We also score 80% above on the final test, and we complete the hot session with the score of 80 or above. And that scoring is internal. So please, uh, make sure that you do study for the hot session. That is the gatekeeper pitch, the prospecting pitch, the actual steps of the sale, which are the brute components of this, and then the objections. And keep that in mind. That's something that we really, really need to do, okay? So moving on, um, we're going to talk right now, guys, excited. We're going to share this company video with you guys to let you in on a little bit about us, okay? This is going to be a video on Piay. We put it together so that way you can kind of see exactly about our bonuses. We're going to talk about the fun part about this. Why do we go through this training? Why do we put ourselves through this failure and hard work and energy and effort? Is because we pay very well, okay? We're one of the highest paying ISOs out there. We do a great job. So I want to introduce you to Piay Payments and a little bit about us.

[Music] Guys, what's stopping you? Are you too tired? Think going to sleep? Don't have enough energy? Don't have enough time? Is that what's stopping you right now? Don't have enough money? Is that the thing? Or is the thing that's stopping you?

[Music] You with over $8 million in commissions paid out last year alone. Highe is set to become one of the fastest payment processing companies in the world. You've made it here. Here, congratulations. Your new career path begins now. Piay envisions a world that's equitable for all those that work for us, including our loyal customer base and our amazing staff. Our mission at Piay is to enable our customers in a way that benefits their future. We see our customers and our employees as part of our team, and we strive to enrich their lives through interconnection. We here at Piay provide you with all the know-how you need to become extremely wealthy. From our initial boot camp training to our YouTube and Facebook group, merchant services layers, to our TikTok channel and our Mastermind program, Card Builder. We not only know how to provide you with wealth, but we know how to motivate you to build it. Welcome to Piay. Enjoy the journey, and let's go.

All right, guys, go ahead and get right back into this bad boy right here. So that's a little bit about us, guys. A little bit of content, a little bit of information. Should be a little bit motivational there. Um, you, there are a few corny clips in there, but there are also some, some stuff from some live giveaways that we actually used to do, so on and so forth, that we still do. So with that being said, we want to go over a little bit about, you know, who we are and the company, the company profile, um, a little bit about kind of what we, what we represent, okay? So company profile. Piay Payments envisions a world that is equitable for all that comes into contact with, for, for all that come in contact with our organization, including our loyal customer base and our amazing staff, okay? Our mission here, guys, at Piay is to enable our customers in a way that benefits their future. Um, we also see our customers and employees as part of our team, and we strive to enrich their lives through interconnection, okay? And that's exactly what we try and do here, guys, at Piay. We offer many different services that are usually very driven, not only for agents that work with us and their livelihood, but then also, you know, our, our customers and our merchants. And it's very difficult to have a processing company that you've probably done your research on to actually take care of both of those components, and that's exactly what we do. And you'll find, you'll find out that our P.O. program is actually a really good way that merchants can actually help gain extra capital, especially during these difficult times, right? It's going to help them run their business. We're very client-focused. We do all sorts of different kind of services, okay? So getting back to what we offer as far as those services, and then also the leadership behind them. First off, just want to point out who you've got backing and a combined number of years of experience, guys, total, very, very high. We have Britain Stender, who's our COO. Um, he's actually going to be, uh, doing a little bit, a part of this training. Um, he's 15 years in operations. Um, he's actually won the Jackson Hartman Decade Award. Uh, myself, CSO Pro, guys, Presidential Club Award five times within five years. We have Craig Dery, who's our CEO, 15 years of experience. Um, also goes out in the field, does lots of training with agents, very much focused face-to-face. International Forbes Sales Leader three times, okay? Then we have Rog Charia, who's our CFO, backing 20 years of international, uh, CFO experience, especially within our international partners where we actually do a little bit of processing abroad. Um, and I do know that that question is going to come in, kind of come into play. Um, we do focus within this team on the United States market. It's just more profitable. Um, but we do do international processing. So the point is, is that guys, you have a ton of leadership behind you. You have a lot of experience, a lot of know-how, again, um, especially from the training and aspect and production side. There's a lot of ISOs out there that might close a certain number of deals, but guys, we are up there with production, okay? We are very much, uh, focused. We've been around for a very, very, very long time. Um, we have had a few different name changes just due to the fact that we've had different products, guys. We've had different products that we've had to offer, um, and, you know, it's just, it's important to understand that we have a lot of leadership and a lot of people behind you. So what are the services that we offer here at Piay? So what are some of the things that we do offer for our merchants? So we do talk about that interconnection, um, with the company and and our and our customers. How do they benefit from working with Piay? Well, Piay is an electronic, uh, payments commerce company, um, a services company that today we drive the global shift towards the growing electronic-based economy, um, whether that's any form of new types of electronic payments. We process every type of electronic payment method along with a wide array of other services. So we do credit and debit card processing. We do electronic checks. Uh, we do cash advances. We do business loans. We have the Piay Rewards program, which is kind of our signature taste. It's one, we're the only ISO that offers this. Um, we do, um, internet commerce solutions, which basically is an awesome way of us, um, you know, building websites and offering other value-added customer retention programs. We have a video referral program that actually helps agents. So on the agent side, um, which is called Trophy Box, which we're going to cover actually today. You'll see that that's very unique, um, from something that we offer as opposed to other ISO agents that are out there. Um, we do store-valued cards, which are like gift cards. We have a zero fee processing program, which again, once we get out of merchant processing 101, you are going to learn a little bit about cash discounting or dual pricing, how to do it correctly, and basically what that means. And I'll get into details with that, but it is one of our biggest value-added propositions, guys, is selling cash discounting or what we call dual pricing, which is free processing. Um, you're going to find at the time of this recording that there are a lot of companies that are offering it, but they do not offer the Piay program, which is why we're here, why we're excited about it, okay? So kind of getting back to it, um, the P.O. We also offer P.O. Solutions, and we also offer lead generation, which is another one that you'll learn about here through our partner Centrix, which is our other, other business, our other call center that we have between 150 to 200 employees at any given moment, um, which is another value added for agents that are out there in the field. Now, we want to talk about incentives. Why are we doing this? Why are you guys on this training? Why are you going to invest your time, energy, and effort, working very hard with your national accounts director, prospecting? Why are you going to take leads from the call center? What is your purpose of working really hard and studying and going and getting in front of customers and failing, but then getting up time and time again? What is that purpose? What are you doing it for? Well, you know what, guys? Let's go into it. So first off, what we pay, we're one of the highest paying ISOs that you can get, okay? Not only on the residual split side, as far as for the sports concerned, the training, um, and the value added propositions that we offer our merchants, but then also from our badass bonuses, which we're going to cover here in a little bit. But for the first starting point, we want to look at this, okay? For incentives wise, for your first 10 deals with Piay, you get an automatic upfront commission for each terminal that you place. So if you place two terminals, guys, you place two terminals, that's $800. Now, remember, that's upon installation. And how installation works, which we'll talk about, is the merchant has to install the equipment, they have to complete a welcome call, and then they have to batch out the next day, and then they get, then they show processing on the back end. After the welcome call is completed, then we get funded, and you get funded the next day. So after you install it, it'll take about one or two days after the install to get paid, but you get that. Now, that's just for the first 10 terminals. So if you have a business with, with a location with two terminals, that counts as two. Then what happens is after your 10th deal, if you look over here, that commission usually raises to an average of about $800 per terminal, not just per sale, per terminal. So now, if that same merchant, you might make $1,600 commission on that sale upfront, okay? And again, we talked about this, that this is just the upfront money. This doesn't have anything to do with the residual, which they mentioned to you in the interview, which we'll talk about here in a little bit too. So if you look for a starting agent, starting agents that close one to three deals per week, okay, they're looking, that's basically two deals a week, they're looking at making $6,400 bucks a month, which is not too bad, okay? That's six, $7,600, sorry, $7, $76,000 per year. Now, you're going to say, well, Carson, you told me that you'd make, uh, you know, you'd make, uh, you know, 10 figures or so on and so forth, or not 10 figures, you'd make six figures. Well, guys, yes, the starting agent can make six figures. This is just the upfront money. This doesn't include the residual. So by the end of the year, you should start getting residual. If you're closing two deals a week, that's going to add another $25, $30 grand on top of that, okay, by the end of the year. And then again, the residual seat keeps compounding. But guys, if you start to look at it, a top agent, okay, like Craig Dery, myself, some of our top guys in the field that you might be end up training with, they will close between seven deals a week. Now, this is like the top of the top. I think at this time of the recording, when you listen to the hot session of Craig, I think that week alone, he took agents out and closed eight deals that week, okay? So if you're consistently doing that, okay, if you look at it, that's $22,000 per month on the upfront commission, nothing to do with residual, making, uh, two, $260,800 per year. It's a good amount of money. Now, let's talk about residuals. Now, again, these residuals, guys, are small fractions of each transaction that go independ, uh, that go into the independent sales organization or Piay Pay, and the agent gets compensation for that for maintaining the account. Now, you have to understand, guys, that that is part of our job is to maintain the account. It's not to play put out fires, but it is to work with the staff and customer service if you need to. That's why we get paid these residuals. Now, the key point to understand here, guys, that's super, super important, and this is why we tell our agents, this is, those residuals are worth an asset. They're worth a lot of money. They're worth 25 to 30 times the value. Now, why are we telling you this? Most will not tell you this. We want to let you know that if you knew that $11,000 a month in commission every month off one big restaurant, for example, okay, pays you out $12 grand a year, but it's worth $30,000 to you, just one location. And you can get to close five or six of those a month, you can see the value add of you pushing that merchant into the sale. I don't care what the excuse is. You need to be aggressive. You need to be fire. You need to learn how to close. You need to work with your national account director, and this is a product that is okay to push. This is something that you understand how much money is involved. You need to ram this down your customer's throat. And I'm sorry if you're not comfortable with that. If you aren't, then this might not be the company for you. But at the end of the day, guys, we are very value added on production because we believe that our product is awesome. It helps merchants out. We have tons of videos to prove it, lots of, uh, you know, Google reviews to help these merchants out. They love it. Um, so it's great. But that point out is what we're trying to say is that, for example, if you, in six months, can build up a residual portfolio of $110,000 a month, and we're talking top agents here, you've already valued yourself at $300,000. That is your net worth. So keeping that in mind, that top Piay agents, guys, make over a million dollars per year, okay? And these are agents. That's not myself, that's not leadership, that's not our managers. Those are agents. Our top guys do very, very well. This is based off merchant programs, volumes, cards, runs through the transactions. It's going to heavily depend on how many deals that you close, their volume, the type of programs you put them on. But this is where you make money, okay? This is where you print money is you master this. And mastering doesn't mean go through training once. Mastering it means that you consistently work on this month by month by month and get better. Now, bonuses. This is something outside of this. This is something that GoFreePay offers. We do massive bonuses every single month. At the time of this recording, we just had an individual win a bonus trip to Ireland because of St. Patrick's Day, to go to the Dublin Factory, or the, sorry, the Guinness Factory, the Guinness Brewery, okay, in Ireland. Now, we do President Travel Club trips. If you can see here, this is myself here, Craig, some of our other guys here in Mexico. Um, Piay Payments, let's see, um, and they hit this bonus. We had Josh Hog, he won a $20,000 bonus one month, President's Club trip. We had another, um, we, we do this where we fly you to Nepal, CMU, which you'll notice that one of our, um, one of our offices here, we actually fly people up to Mount Everest. We have a cabin that's up there. It's a personal, um, kind of experience that we use for high-end, kind of high-end individuals. But if you hit a certain amount of money, you get that trip for free with us. We've also given away vehicles, guys. This is one of our agents that has gotten a car, okay? So guys, this is important to truly understand here is that we give away very big bonuses. We pay our agents very well because we like that excitement. Those that like to work and bust their ass, get out there and produce, that's the produce as a team. National accounts director, they get paid for it, okay? So keeping that in mind, that guys should be extremely motivating, not only that, but puts you in a mood here, uh, to make some money, okay? And that's what we're all here for. We're here to help people make money, have a good time, and put on some pressure. So that being said, guys, we're going to roll right into the very last part of this section, uh, before we kind of take a little bit of a quick break, but this is a good part, okay? This is going to lay the foundation for you. Now, even if you've been through processing before, please make sure you do listen to this. If you've, if you've been in the industry for a long time, still doesn't matter. Please make sure you're listening to this just to make sure that you completely understand the idea of processing, but not only this, but how it fits within, um, our company. And then again, if you're a manager watching this training, it's important for you to not only go through this as well so that you can see exactly how your agents are trained and the information and basis and foundation they have before they take to the field. So please keep your mind, um, open on this and pay attention to this, even though it's, if, if, if it's basic for you. But we're going to talk about processing 101. Now, we're not going to go a lot, guys, into the details of processing, okay? Not as much. We're going to give you a basic foundation. You can start to do research, but just be warned that you will learn stuff along the way, okay? It's not a situation, guys, where you can actually get lost within processing, and there's, there's a lot of moving parts, a lot of moving components. And I understand that there's a lot of agents out there, they're like, well, Carson, I need to know this much, and I need to know that, and I have to be perfect on this. That's not true, okay? You don't need to be a mechanic on cars to learn how to sell cars. And sometimes knowing too much about a topic can screw you over in the sale. What you need to really focus on within this training is getting a base understanding of processing 101, the rates, the fees, so on and so forth. But you need to heavily invest your most valuable asset, which is your time, into learning how to sell this product, okay? Not how to fix a water pump if you're going to be a salesman, not how to fix a to put a turbo on to supercharge something, something, or to, you know, to talk to the customer about how cool the car is, okay? That's not what sells cars. The people that sell cars know how to sell cars. That's it. They learn the sales aspect. So keeping that in mind, we're going to go briefly through this, but if you would like more information on processing rates, fees, other programs, so on and so forth, consult with your national accounts director. There's always YouTube and Google to do your own research, okay? So that being said, we're going to pop right over to merchant processing 101 and talk about this. So first off, guys, let's talk about how cards work, okay? Credit card processing, how does it work? Well, most people think that it's a very simple process where I use my card, I swipe it on a machine, money comes out of my account, it goes into the customer's account, or we call the merchant's account, and that's it, right? Well, unfortunately, guys, that's not what happens. This whole process is called authorization. So if you look here, when you actually use a card and you swipe it, or you chip it, or you tap it, or whatever the hell it is, okay, with the merchant, that device, or they type it into their online terminal, whatever it happens to be, okay, is owned by the merchant. That goes to the merchant's account provider, which is us, like a Piay or GoFreePay, um, or a Fiserv or a Heartland or a Square. We contact Visa, Mastercard, and Discover. It authorizes that transaction to make sure the transaction is okay. We send it to the issuing bank. That's their bank, their bank that gave the customer the card. They say, okay, they're good to go, the funds are there. Then it goes to Visa, Mastercard, Discover again. Visa says that's fine. It goes back to us as a provider, then it comes back to the merchant, and it says approved. This process takes seconds. But the point of this slide for you to understand is that what happens, guys, when money exchanges hands, people don't do stuff for free. That means that there's a fee for it. Most people that are in this training, if you're new to processing, you don't know, and most people don't know, and most consumers out there don't know that when they use a card at a physical location or online, that merchant is charged a fee. They're charged for it. It doesn't sound like it's a lot. It could be one or two or 3%. Doesn't sound like a lot, but one or two to 3% for a $100,000 business, if you do the math, is $2 to $3,000, which is like a lot of people's mortgage payments, okay? So it's a lot of money, right? So getting back to it, you just need to understand from this is that there's a lot of moving components, and then every time money exchanges hands, there's a fee. Now, what type of accounts are there within credit card processing? Like, what are the different types of accounts? Okay? Well, there's basically two different types of accounts within credit card processing. Now, there's high-risk and all sorts of other things that people can be set up, but at the end of the day, there's two different ways that transactions are taken, and there's two different types of accounts. This is very simple to understand. There's either a face-to-face transaction where that person is physically there with a card or a number or whatever, right, or not a number, but a card, or there's MOTO transactions. Now, this would be anything where it's not physically present. So Amazon, um, you know, any recurring payments to your local gym where you didn't make the payment, but it came out of your account, right? Anything where you type the number into the machine. You say, well, Carson, that means that it's face-to-face. We'll cover that in a minute. But anything where there's a physical card that communicates with the machine, face-to-face, that's called a retail transaction. That's the first type, right? And that's where it's also called a swiped account or a chipped account. This is for a brick-and-mortar retail store locations, as well as mobile wireless merchants. Uh, the credit and debit card processing that's presented at the time of the transaction, it's a face-to-face transaction. Now, these, these costs and rates generally are lower than the next type of account, which is called a MOTO account. And MOTO stands for mail order or telephone order, and that same translation has turned itself into the internet market, whether it's swipe or PayPal or anytime a card is put into a machine, not, sorry, a card number and information is put into a machine, it's the same thing that happens with Amazon. Now, this is a non-face-to-face transaction, and generally, these rates to the merchant, the cost is higher. So the question in this slide would be, well, why is doing business with Amazon online more expensive to Amazon than going to Walmart and using the card at Walmart? Right? Well, think about it. Physically, that machine is designed to make a full, pure, um, you know, confirmation that that card is present. You are there, you're with the card, the transaction goes through, the attendant can see you, you have the item, and you leave. That machine confirms it. That means there's less risk that that is a stolen card. And unfortunately, that is a big thing within our industry. Credit card fraud is massive. It's all over the place, okay? There's Vice News, you can go see of all the people that steal cards all over the world and, you know, steal transactions, a lot of money that goes missing. So that is one way to prove that there's less risk. With less risk, there's less costs associated with it, right? Same thing with a MOTO transaction. Now, if you buy something on Amazon and you type the card in there, okay, it's still is going to offer higher rates because there's more risk. We don't know if that card was stolen from some, you know, Italian mobster or Russian guy or, you know, a Chinese dude or an American guy. It doesn't matter. Any organized crime that has stolen that card and used it to buy stuff, right? So the risk is higher for the merchant, the risk is higher for the card brands, therefore the cost is higher. It's the same thing if you're face-to-face, but the customer has to type the transaction into the device. That device still doesn't know if that person's there. It doesn't have AI. It has no idea it's there. It just knows you've typed in the right information. Therefore, the merchant will get charged more. Now that we understand, okay, how the two different types of accounts, what we need to understand first off is the two different pricing models. Now, there's a lot more than just two different pricing models. We're going to talk about these real quick, but we want to make sure that you get just kind of an effective idea of the two most popular ones, okay? Now, there's a few other ones like ER, there's, uh, flat rate, so on and so forth, which is represented by, where we're not really going to go into that during this training because, you know, you, it's, they're pretty self-explanatory. But we're going to talk about the two different main pricing models that you just need to have under your belt and the ones that GoFreePay actually offers, uh, sorry, or Piay offers with our corporate program. So the first one, guys, over here, if you look, is called Interchange Plus or Cost Plus. And you're going to say, well, Carson, look, man, this all this stuff is too confusing for me. I don't understand how that works. Well, we don't have to really go into it too much, but you need to understand some basic ideas of how credit card processing works, and we'll talk about that. The next one is called tiered pricing. Tiered pricing, okay, is another pricing model that's used in some ways that can be deceptive to customers. It can be easier to manage from the back end. Some pricing models are better for some businesses, and some are better for others. Um, again, this is going to be something where it's just going to take some experience and time for you to figure out which one works the best. But you won't necessarily have to concern yourself with this if you're trained properly and you're selling cash discounting or dual pricing. But we do offer these in a corporate format. So moving on to the next one, let's talk about Interchange Plus or Cost Plus, okay? And we're going to talk about how these actually work. Now, the first part that we need to understand when we look at interchange, your cost plus, is we have to understand the idea of interchange or the idea of cost, which is the same thing. Now, the way that I like to explain this to everybody, guys, if you look at my, the, the bottom right of the screen, is that guys, cost is something that that no one has a better deal on. Cost is cost. Cost means that for example, if there was 15 different Coca-Cola companies and they had an agreement to say that this is how much a Coke costs, that's how much a Coke costs. The cost is how much Coca-Cola took to build that Coke, how much it costs for the bottle, the label, the sugar, the flavoring, the lid, the packaging, and everything, right? And the shipping. Let's say that it was an international shipping rate for just one bottle of Coke. So if Coca-Cola says that they make that Coke, and that one Coke costs 50 cents to make, whether they ship it to Maine, New York, or Florida, that's how much it costs, 50 cents. Now, that doesn't mean that means that anywhere in the world, okay, all the other Coke companies don't have a better deal than anybody else. It's just that's what the Coke costs. That one particular Coke. Now, let's pretend that they have like five or six or seven or eight different types of Coke, and they all cost, seven or eight different types of cost. This one might cost 4 cents, this one might cost 10 cents to make. The point is, is that that's like the international word for interchange. That there's no wholesaler, there's no better deal out there. There's no company that offers processing. Now, instead of using the word Coke, we're going to use the word credit card, or debit card, or cash card. Each card comes with its own cost. There's no better deal out there. There's nothing else you can use it for, um, sorry, there's nothing else that you can get a better deal where, you know, my ISO, my friend works, the bank, my wife works at the bank, my sister does my processing, and I get a better deal. It's the, the point is, when we're talking about interchange, even Walmart doesn't have a better interchange than, you know, Bob's Nail Salon down the street. It's the same interchange. Now, remember, each card is different. Each card is like traffic on an LA highway, right? Or a Los Angeles freeway. E, even though there's Toyota Camrys, they might have different engines, they might have different transmissions. It's the same thing with cards. You might have different cards that have different owners, that have different, uh, different interchange rates, different fees for how they're swiped, different transactions, so on and so forth, okay? So that's cost. No one can do anything about cost. Now, companies like us wouldn't be involved or allowed or in business if we didn't make a profit. So interchange comes in as a bar graph right here. So if this card right here in blue is cost, okay, if you look at this, blue is cost, and we don't, we don't have bank fees or profit onto that. No one's making money off this transaction. Let's say this transaction on this card right here costs, I don't know, let's just say it's, you know, um, 8, or sorry, 1% plus 20 cents, and that's the cost. If there's no fees or profit on it, that means that if we get a bill for one, 1% and 20 cents, we will pass it on to the merchant, who will pay 1% and 20 cents. Now, if you look at this card, and the cost is this, but the bank fees are this, but it's so high that we promised a merchant on this, not the profit, then we don't make a profit. There's no profit in this card either, but the people that make the profit are the bank. Now, if you look at this card, here's the interchange. So the cost on this card is a little bit lower, the bank fees are a little bit higher, and then this is our profit. This is what we would charge on on this card. Now, each card, guys, is usually in tiered pricing or other forms of pricing, going to have different, um, different costs associated with it. So in interchange plus, a simple way to think about this is that we're going to say, Mr. Merchant, whatever the cost of the card is, we're going to take 15 basis points, we're going to take 200 basis points, we're going to take 100 basis points. And you're going to say, well, Carson, what are basis points? Well, basis points, guys, are this little plus part right here. Now, keep in mind, cards are charged two different ways, okay? And this is both debit and credit. Credit and debit cards are charged for the percentage of sale. So a piece is taken for the amount of the sale, whether it's 1%, 2%, a half percent, 3%, okay? If it's a big card, plus they're also charged for how many times the transaction is attempted. Now, the question to understand in this slide is, why would companies like us charge like that? Well, if you think about it, if we charged one or the other, okay, there are different types of businesses. There's auto shops that have high amounts of volume, but then they only run a few transactions. So we would lose a lot of money if we only charged them on just the number of swipes. But if we were to a coffee shop and we charge for the percentage of sale, there's, there's, there's a low percentage of sale on a $4 coffee, but there's tons of swipes. So we would lose a lot of money on the swipes. So that's why credit card companies charge those ways, okay? It's for percentage of sale, and for whatever each card in the economy has their own interchange for what it costs for the percentage of sale, and they also have what it costs to swipe. So if a debit card costs a half a percent plus the debit card costs 20 cents, that's the base cost. That means that we, having the merchant's account, if they run a card through our machine, that's the merchant's machine, okay? And our cost is a half a percent and 20 cents, we are not going to charge the merchant a half a half a percent and 20 cents because then our company at Piay wouldn't make a profit. That's where this plus part comes in. So instead of charging them a half a percent, we might charge them a full percent, take a half a percent profit. And instead of charging 20 cents, we charge 30 cents, which means we make 10 cents profit off that one swipe. Now, we do this with a plus because we don't know what the interchange rates and the cost is because remember, Coca-Cola has 18 to 25 to a thousand different Cokes that have a bunch of different profit. And we want to make a profit on each one of those little cards. So the plus part defines exactly how the card is charged. Now, you're going to see this in the field when a merchant says, I only get charged 5 cents a swipe. That technically is true, but it's also technically not true. There's not one card on the planet that costs 5 cents to swipe. It's impossible. Not one of them is free, okay? Even a debit card, which doesn't cost anything for the percentage of sale, sometimes it's half percent or sometimes it's free, costs at least 20 cents or 10 cents to swipe. So when someone says I only pay 5 cents, they're referring to this business model, they're referring to what their agent told them, and they have no idea how to read their bill. They don't know all this.

Stuff is confusing to them. Why it's probably confusing to you right now, but the point you need to understand is that at this point, they're saying, "I get charged 5 cents." That's probably 5 cents above whatever the charge is. So if a card comes in and it's 10 cents, they're getting billed 15 cents. If a 30-cent card comes in, they're getting charged 35 cents. So then it's up to you to say, "They're going to want to say, 'Oh, if you can do 4 cents, I'll work with you.'"

It's the same thing for the percentage of sale. When you talk to a customer and they say, "Well, I only get charged 1%," okay, they mean it's 1% above whatever comes in the door. So if it's 1% that comes in the door, now it's 2%. Now to argue with the merchant at this point is not going to help you in the sale. To help them understand this concept, they're not going to sit in front of a 20-minute training to listen to this. It's going to ruin your deal. So you can't fight with stupid. You can lead a horse to water, but you can't make him drink it.

The point is, you need to understand how this works, and you need to understand there are red flags when merchants tell you things that are not true. And it's very much not true when a merchant says they pay less than 1%. It's not true. When they say, "I only pay 4 cents," it's complete hogwash. And the way I can prove this is that Walmart pays at least 2% out of all their transactions. And the best deal they have, Walmart, the biggest company that takes transactions in the US, even more than Amazon, almost gets charged 2%. So then what makes you so special at this business where you're charged 1%? It's not true. It's just false. The whole thing is complete false, not real.

So you need to say, "Oh, that's great. That's an awesome deal. Well, we can see if we can beat that." So don't fight with your merchant, but understand that there are red flags within these processing models. So, so you have to look at it that even if Walmart, their pricing, and I'm going to tell you Walmart's pricing right now, Walmart's pricing at the time of this video is interchange plus 3 cents above, or sorry, 2.5 cents above debit transactions. Now, remember, we have four different categories, right? We got debit card percentage of sale, debit card swipe, credit card percentage of sale, credit card swipe. All of them except for debit swipes is free for Walmart. Now, it's not free, but if the card comes in and it's 1%, they pay 1%. The card comes in, the credit card comes in and it's 5%, they pay 5%. If it comes in and it's 20 cents per swipe, it's 20 cents per swipe. So the processing company's not making any money except for 2.5 cents per debit swipe on that machine. Just on the debit category, they're making a little bit of profit. And then yet, you average all those fees together, and at the end of the month, Walmart still pays 2% in processing fees. So if they do a million dollars, or if they do $100,000 in sales in that hour, they're getting charged, um, $2,000, right? So if that's the deal that Walmart has, everything the merchant tells you that's under that is complete hogwash. They don't understand their bill, and that's okay. Don't fight with them, but just understand it's a massive, massive red flag.

So moving on to tiered pricing. Now, what is tiered pricing? Tiered pricing is where we say, you know what, there's actually three different categories of cards, like three different buckets, and we don't want to deal with interchange with all these rates. We just did about a thousand transactions last month, a thousand different kinds of cards, a thousand different types of fees, and a thousand different types of this. I don't want to worry about that. I can't read my statement. A merchant doesn't give a... So what they do is they say, "Well, we'll make it simple for you. We're going to have three different buckets. We're going to have qualified, or what we call a qualified bucket. We're going to have a mid-qualified and non-qualified." Each one is bigger than the other, and they're different charges for each. We're going to average them out. That means that the ISO, like us, makes some money on some cards, we lose a lot of money on a lot of cards, but it averages out to be very similar to interchange plus, anyway. But it's a way to also hide stuff.

So what processing companies will do, and this is what we do too, and unfortunately, this is just what the sales gimmick, okay? And it's the same thing. It's not a bad thing to have a sales gimmick. Walmart puts their cheapest crap online so that you can come in and buy stuff. Why do you think they have the gum right in front when you check out? They want you to buy extra stuff. There's a whole psychology around it. Same thing with processing. It's not bad, it's not deceptive, it's how it works. Leaders at dealerships are the same way. They put their car out front that's like a $115,000 car that usually they sell for 20 grand. They're going to make nothing on that car, but it gets you in the dealership. They sell you something else. It's the same thing here. What this leaves it open for deceptive pricing is for someone to come in like an agent like yourself and tell a merchant, "You know, we only charge 1%." I mean, technically that's true. We only charge 1% on qualified cards, but then if you look at it, we also charge 2% on these and 3% for these. And then on, uh, it's called ERR or block pricing. Sometimes cards will come in, they'll get charged 1%, and then if it's a mid-qualified, then they'll add on 2%, so it's a total of three. Then they'll, if it's a non-qualified, then they'll add one, two, and three. So now they're paying 5%. Now the question is, well, why are these percentages variable and why do they change? Well, think about it. The cards that are in your wallet come with different programs. They give you free, right? Well, nothing's free. That's what I'm saying. Well, you know, I get paid for my sky miles and I get paid for this because my card company loves me. No, they steal the money from the merchant. That's the point, right? So our program puts this control back in the hands of the merchant. You're like the warrior fighting for them, which is why we're going to get into the pricing.

So with that being said, though, guys, getting back to it. So tiered pricing is where they group all those cards into three different categories. They throw it in the bucket, and they just charge it a very basic amount. Now, we're going to talk about something that's super, super important, and especially right now, of all this confusion. So take all this information, especially if you're new with processing, okay? And you're like, "Well, Carson, I can't memorize all this. I don't know all this stuff." That's fine. You don't need to. The point is, you'll learn along the way. The second thing is that if you were a business owner, take yourself out of your own shoes right now on this training and put yourself in the shoes of a merchant. Do you think they care about that? Do you think they get a bill and give a crap about how they're charged and this and that? No. They have to make their pizza. They have to run their business. They have to work about finance. They do all this other stuff. They don't care. They get their statement, they look at it, they don't know what they're doing. So what they do, if they're smart, which most business owners do, is they'll take their bill, so how much they're charged, that includes equipment pricing, rates, everything, doesn't matter where it comes from. "I paid $1,000 bucks this month." That's what I paid. They divide that by their gross, they divide it by how much they do in sales, and that's going to be what they pay. Now, what we call that, guys, is effective rate, okay? And effective rates change every month because there's different fees, there's different rates. Even with tiered pricing, there's fees from the processor, like us, there's leasing fees, doesn't matter, whatever it is. They don't care. They take the bill, they divide it by their gross, and they get what we call the effective percentage or the effective rate. This is important because it's part of the steps of the sale.

So the cool part about an effective rate, guys, and I want you to pay very close attention to this, is that it doesn't change. Okay, it's, well, it changes, but I mean, it's, it's a national average. So there's no more better deal anymore. There's no more, "Oh, I process with my wife, so I get a better deal over here, and I get this deal, I get this deal." It's all hogwash. It's all the point is that if you're getting a good deal, okay, it's 2%. If you got a bad deal, it's 3%. So you know the national average is 2 to 3%. If you know the national average is 2 to 3%, and no one is special, that means that it doesn't matter what merchants say and what your customers say. There's no more better deal unless you go with the PI program. There's no more better deal. So there's no more better deal other than like a corporate plan. There's no more better deal to understand pricing, and this puts power in your, in your control because now if a merchant doesn't tell you how much they want to pay, they don't provide the statement, and they don't want to tell you, you can guess how much they pay based off of their sales volume.

So give you a good example. We're going to go here and talk about effective percentage. So for example, if there's a $275 monthly charge that includes all processing fees with customers. Now, this is going to be a good example for Square. Square charges 2.75%, I think now it's 2.6%, but that's going to confuse you right now. But let's pretend it's just 2.75. Well, 200, the merchant's bill was $275, and it was divided by how many sales they did in credit cards. So they did $10,000 in sales. Well, it's simple math here. You just move the decimal point. That's 2.75%. Now, this, this equation can be done backwards and forwards and in and out so that you're able to understand how the merchant is charged. So for every $10,000 in volume, okay, whatever that percentage is, is equated to the amount of fees they're charged. So if a merchant says, "Well, I have a pretty average deal." Well, what's the average between 2% and 3%? The average between 2 and 3% is 2.5%, right? So when a merchant says, "Well, I do an, I have an average deal and it's a true average, and I do $10,000 a month in in sales volume every month," that means their bill is going to be $250. So you, it's simple math. So for every 10,000, if you double the 10,000 to 20,000, from the 20,000 to 30,000, every time you add on $10,000 to the volume, you're doubling the fee. So for example, if a merchant is paying, let's say, two, let's say 3% for the sake, they have a bad deal, okay? They're paying 3%. They do $110,000 in volume. What's their fees? Their fees at 3% for $10,000 in volume is $300. Now you take that and you double it. So from, if they're doing now $20,000 in volume, not $10,000, that $300 will jump to $600. If that, if that volume is not now $20,000 but $30,000 in credit card volume, so it's a nice business. They're doing $30,000 and they're paying 3%. Now it's $900 in fees. So it jumps $300. It doubles each time.

Now, why is this important for you to understand? Well, a lot of times merchants think that what they pay in their finances is private. But if there's no more better deal, you just know the average. You say, "Mr. Merchant, it's between 2 to 3%. I know what it is. There's no more better deal." I mean, someone can come in and say instead of 2.5, they give you 2.4. Whatever. The point is that for every $10,000, you're paying between two to 3%. So that's two to $300 for every $10,000. So if you do $100,000 in sales, Mr. Merchant, you're paying between two to $3,000 bucks a month. Is that correct? So if you're at 2.3%, you're paying $2,300 every month. If I take $2,300 times 12 for every month, that's how much you pay per year in fees. How would you like to make that money back?

So now the purpose of understanding the effective, pardon me, purpose of understanding of effective rate, okay, is to understand that now you have the power of knowing the law of averages and telling the merchant what they pay. So moving it on, here's the good part about this is that we offer a program, guys, that completely gets rid of all this mess, all this information you just learned on debit or debit and credit card transaction processing fees, all this stuff, interchange plus, tiered pricing. You don't need to know any of that. All you need to know is effective rate. You need to find out how much the merchant pays so that you can find out how much they save. That is completely it. So if they spend $1,000 bucks a month and we charge a $100, they save $900 bucks a month, right? If they pay $500 bucks a month and we charge them $100 bucks a month, then they save $400 bucks a month. Why? Because our program at PI. Get Your Piece is where we do dual pricing. We used to be called Go Free Pay because we only offered free debit and credit card processing. Dual pricing, just to give you a good example, is where in your store you will actually have two different prices logged within the equipment or logged within your store, presenting two different prices for that same item. Dual pricing is completely compliant. Cash discount is completely compliant and completely legal in all 50 states. Please note that this is not surcharge charging. Not surcharge charging. The reason we say that we, the reason that it's super important is to understand is that merchants will say sometimes that this program is illegal. "We can't surcharge charge in this state. I've talked to my lawyer." And you want to say, "You are completely right. It is absolutely illegal to do surcharge charging in this state if it is." But we don't do surcharge charging. And the best way to look at this is if you go to Google right now and you type in "is cash discounting legal in all 50 states," it will pull up the actual law, okay? In the Durbin Amendment from 2015, where it'll just say, boom, right there, it is completely legal and compliant in all 50 states. We do not do surcharge charging. We do cash discounting or dual pricing. So depending on how your attendant interacts with the equipment will show the price to the customer. So if it's a, if it's a credit card transaction, it'll show this price. If it's a credit card transaction, it will show this price. So you're not really charging your customers. You're just offering two prices for one item. Another thing is you don't have to change the prices in your store at all. You are now just making the smart decision at every other big retailer and displaying your loss leader. You're displaying your cheapest price, no matter what. Most people in the states that offer a price with tax, they don't offer the price with tax. They just offer the price, and then upon checkout, there's a tax. So you're not even displaying the right price anyway.

So the purpose of this, and we'll get into how to defeat cash discounting objections later, but you have to understand how this works. That there is a 4% increase on credit card p, uh, 4% increase in the total price presented on each item. We take that 4%, we pay off the processing fees. Now the merchant can do $100,000 in sales, not have to worry about any of the training that you just got. Don't have to worry about cost plus, tiered pricing, don't have to worry about any of that. At the end of the day, it's free processing. We only charge for equipment, but the processing is absolutely free. You can run 50 cents through the machine, you pay this. You can run a billion dollars through the machine tomorrow, and you pay this. But there are two different prices, just like the gas stations, the cash price and a credit price. So just note, just to take away here, there is no, there is no surcharge charging. There's no surcharge charging whatsoever. It's just cash discounting.

So guys, thank you so much for tuning in, uh, for this portion of the training. We covered the agenda. We learned a little bit about us, and we talked about processing 101. So again, there is going to be a lot more information. You're going to want to know about credit card processing, so on and so forth. Do some own independent research on rates and fees and stuff like that. Just note that don't go down that path too much. It's not going to help you. It's not going to hurt you. Um, merchants that end up drilling you about these kind of things, it's not worth it. They aren't going to sign with you anyway. Just leave that alone. Focus on cash discounting. Now, again, in the steps of the sale, you learn later that we do offer traditional pricing and traditional programs, and usually our value added there is that we charge as low as 1% on credit cards and free debit cards. Now, of course, there's more that's involved with that, but just to get the merchant involved, okay, to get a sit, to get it going, that's our pricing with corporate programs. And if you want more information on that, like I said, talk to your National Council Director. But other than that, let's take about a 5 to 6 minute break. Please pause the video. Go back. Watch that section again on pricing and how cash discounting actually works. But essentially, know that when a card comes in, there will be a 4% increase in the price that way the processing is free. The merchant is actually not paying the processing fees anymore. They're just paying for the equipment.

Another question you're going to have is, well, how much should we charge for equipment? Guys, it's completely different for each merchant. That's why you'll learn in the steps of the sale that part of the interaction between you and your National Accounts Director in the office is very valuable and important that you'll get that pricing later. So make sure you pay attention during the steps of the sale and you learn where that pricing comes from. It can get as low as $99 bucks a month and go all the way up to $1,000 bucks a month. It just depends on the price of the equipment. So other than that, let's take a 5-minute break. We'll see you here, guys, on the next part of training, which I'm super excited to go through with you. And this is the value-added propositions, guys, that we offer here at PPE. Our sales tools 101. PI pays value-added propositions. So other than that, take a quick break, and I'll see you guys here in a little bit.

All right, guys, welcome back. I hope you had a fantastic break. Um, we're going to move into the next section of training. So if, if you can, please make sure that you do have your notebook available, like we were talking about before, because this is a super important section. We're going to go over our value-added proposition. We're going to go over what makes PI Payments the best processing company out there to work for, okay? And I think that not only is it most acceptable and important for our tools and what we use to be a benefit not only to our merchants, but not only our merchants and our customers that we come encounter to encounter with, but also our sales staff. We need to make sure as professionals that we're able to arm ourselves, or arm you as agents, to make sure that you have the best, uh, possible tools at your convenience that you can use to help assist you within your sales because it is your money, it is your paycheck, and that's what we're here for.

So what we're going to talk about today, guys, is our sales tools. We're going to talk about what are the things that we have as tools that you can use in the field with merchants to help you assist in closing deals, okay? And it's essential to know exactly what these are so that you can help differentiate, okay, how we're better than most processing companies that are out there. We're going to go through these. Not only am I going to work with you on a few of these, but we have another partner of ours that will be coming online to actually speak about this too. Not only will you hear him, but you'll hear a lot of other of our other partners, um, and managers all throughout training to discuss this.

So the first things first that we're going to talk about is our PI program, okay? This is where what makes us special, right? Called PI Payments, Get Your Piece. So we'll talk a little bit about that, and Brit Stender will be doing this piece on that. Um, also, we want to talk about Discord. Okay? Now, Discord is an application that we use on our phone. We, we'll do a little bit of a Discord training, but we're going to mention it in this right now just so that you know you have after training, you'll be getting a link to the Discord where we have constant communication with the whole team, the whole time. Not only that, you're going to, this is the place where you get all of your documentation, your presentation manual, your, your steps of the sale, um, you know, anything you want to present to the merchant, testimonials, prospecting scripts, everything will be located in Discord. Um, this is where we do our lounge meetings, all sorts of really cool and unique features. We're going to go over the functionality of that where you can use it on your computer or you can use it on your phone, but it's an amazing application that a lot of us use here at PI Payments.

Then we're going to actually talk about Card Builder and Merchant Services Layers. We're actually some of the top consultants within the industry, not only in the larger ISO space, the high-risk space, but also in just general ISO training. Um, we're extremely aggressive. We like production. Um, we like stuff that makes sure that we focus on stuff in the field, and you'll learn more about that in there. Um, and then also some of the things that we do also that's very different is that we have live ongoing training and support, which is where we talk every single day. We have three different meetings. I wouldn't say that we micromanage, but I would say, guys, that we do have a very good capability of assisting merchants through the process. If you want to know how to close 20 to 30 deals per month with leasing, without leasing, doesn't matter, tax discount deals, dual pricing deals, okay? Then you want to make sure you're getting advice from those that have done it, but not only have done it, but that have done it on a very consistent basis, and they've done it all the time. And that's where, guys, the hands-on training and consistent training comes into play.

So without further ado, guys, we're actually going to go to the next part of this, which is the Get PI program. So with that being said, I'm going to go ahead and introduce Britain Stender, who's going to go over the very first sales tool for you.

Hi everyone. My, my name is Britain Stender, and today I'll be going over the PI app with you. Um, we'll be going over some of the functionality of the app, some of the backend development, and also how your merchants can utilize the app after the sale.

All right, taking a look here today, um, at the basics of the, uh, app. We've worked really hard to get this working for your merchants. Um, so make sure that during the sale, uh, you're going over the entire process of, uh, the app payback and then also the setup that the UDB people will be doing on the back end. Um, so the CS team, uh, will be working with the customers to get the app set up. So during the initial sale, uh, when you guys are making the sale, you're not actually going to be setting up the app there. When you do the MPA and when you do the, uh, document signing, the customer service team will be assisting the merchant on the back end after the MID is created in our system. Um, we'll be reaching out to them probably, uh, three days after the MID is created to set up the app and their account and give them access to all the systems there. So you won't actually have to log them in, or provide them with the login information. We'll be doing that on the back end. Now, if we have an issue with contacting the merchant, we are going to need your assistance, um, to help get them set up, which does happen in about 30% of cases because not all merchants, you know, answer their phone all the time. Um, so in that case, you might be involved in the setup process to some degree.

All right, so after the merchant is set up, um, they'll be able to use the application on their phone, computer, tablet, or browser. Um, eventually, we'll be able to have this available on their Clover POS as well. That should be coming shortly. Um, one of the reasons that we'll be able to have them access it right there on their dashboard is so they can see how much volume they're doing on a daily basis and what their cash out looks like directly with their daily sales. Um, so there'll be a really good accessible functionality for most merchants, um, which is a great improvement over the last version.

Now, one of the things that you guys are going to become familiar with, uh, while you're working with the app, is the dashboard calculator and the referral income calculator here. Um, so when you're actually pitching the sale, you'll be able to show the merchant exactly what they'll be able to earn back on their volume every month. So just a reminder that it is 10% net on their own account and 15% on referral accounts. Now, what that means, 15% of their total volume, it's the net profit on the account that they're earning Mac money on. So if their, if their account is earning a $100 total in profit, they would be making $10 on that account. If their referral account is making $10,000 in that profit, they would be making $15 on that account monthly. So it's the net profit that they're earning on, not the total volume of the account. And here you'll be able to show them, um, on the calculators how much they can earn. Um, and this is just one more reminder on how that works. This is the part you'll actually be pitching to the merchant. This is probably the most relevant part of the program, um, to you as salespeople. Typically, this does come up during the, the sale. They'll be asking, "Hey, how much money am I getting? How much money am I getting back?" And you can just remember that it's 10% net back on their own accounts, um, net profit, and 15% net back on their referral volumes. So any account that they've referred to us, um, and that we're working with, okay?

Now we're going to go into some of the functionalities of the app. I'm going to show you the back end, the login system, um, the dashboard, and the cash out. So basically what the merchant sees when they log into the app, so you have a good idea of what that looks like, okay? And we're going to take a look now.

All right, everyone, it's time to take a look at the backend functionality of the app, um, and how your merchants are going to be viewing the system after they are signed up, okay? So let's take a look here today.

All right, so initially, when you're getting started with the app, the merchants will be greeted with a calculator, um, on the front end. Usually, you're going to be around for this part of the introduction, um, to the app, and this is again where you will be, um, introducing how much money the merchant can earn back on their net profit every month. And so you'll be showing them some of the calculations here, how much they can earn, how much if they're providing referrals, um, and, you know, that's a, a really great way to bring some value to the sale, um, you know, after you've presented the program.

Okay, now later on, so let's say you've signed up the merchant, um, we've gotten the MID for them, down the line, the merchant ID number, and we're ready to get started with them. The merchant is to be prompted by the customer service department to actually sign up and create an account. Um, so they will have just a standard login screen that they'll be presented with. Customer service will start walking them through and assisting them with the sign up here. Um, it's very simple, it's obviously very simple information, you know, name, email, uh, password. So they'll put in their business email. Now, the really, really important thing, uh, when signing them up is that they do have to use the business email that they used for signing up for their original account with you. So when we sign up a merchant, um, we do send an e-document to them for signature. So whatever email they use for the signature on the e-document, that is the email that they should be using for the PI app. The reason is, the app uses the business email as the merchant's ID in the backend system. So their email is connected to their account, um, and the volume will flow through using the email as the ID. Uh, there's an OTP system. So once they've signed up, it'll send a one-time password to their, um, to their email so we can make sure that their email is verified and connected together. They'll just put the little password in here, um, and then it'll clear this screen.

Now, the dashboard system that the merchant sees on the back end has quite a bit of information for them and some analytics. Um, if you take a look here, it's going to be showing them, uh, their volume for their month, uh, their gross income, and then the net profit on the account. Um, it's also going to be showing them how much they've earned for that month from the account. So remember, it's 10% of their own account and 15% on referrals, and they're going to be able to take a look at that here, um, so that they can calculate it, you know, watch their activity, see the historical data, um, from how much they've earned. So all of that's going to be available in their dashboard here, along with the history of how much they've earned. Um, on the left-hand side, there's going to be some other pages that they can, um, uh, navigate to, like statistics, referrals, and everything like that. The referral page, um, on the right-hand side, the withdrawals are going to be shown there, along with their wallet system and the, uh, withdrawal options. On the bottom there, they have a referral link. So if they do want to earn that 15% on referrals, they need to provide this link for the sign up. Um, this links the accounts together for them with their referral. You can either copy it and send the link there, like in an email or a text, or they can scan and send a QR code, okay?

Um, this is kind of what it looks like when it's populated with data. This is obviously dummy data here. Um, the, uh, the profit and everything's shown up there at the top, um, and then that's what it'll look like if there's numbers in this system, okay? Um, here's a little example of what the QR code looks like. Again, if the merchant has the app on their phone, let's say they're sitting down to lunch with one of their friends who also owns a business, the QR code is a great way to get the merchant's contact signed up because they can simply scan it, put their information into the app, um, and then we can get the referral signed up for the program, okay?

Now, there are some legal requirements, uh, for using the app, obviously. Uh, there we are going to need to collect all of their business info, which most of it will be collected during the, uh, initial sale. Um, but one last thing is that we do need them to sign a W9 form so we can legally provide them the cash out payment. Um, and so that's going to be all in-app. All they need to do is, uh, complete the signature on here and fill in their, um, their W9 information, and then that's going to be done all inside the app. We're going to receive the W9. It'll be a very seamless and smooth, uh, system there, okay? Uh, there'll be a little signature box for them to use, a little e-sign signature there, okay?

Now, um, when cashing out, the merchant will need to connect, uh, some kind of financial information to the app. ACH, PayPal. Um, we will be adding a physical eCheck system as well shortly. Um, so they can receive a physical check. Some merchants prefer a physical check, um, to electronic transfer. Um, so they'll be connecting their PayPal or their bank account here so they can receive the cash out from their wallet, um, automatically from the app, which is really convenient for them, and they can get that every single month easily, okay?

All right, now the withdrawal requests, uh, will be shown on the back end. You can see bottom left corner there, there's a button that says requests. All the withdrawals will be, um, placed on this page. They do need to approve the withdrawal, so that it goes to the correct wallet for them, PayPal, ACH, or eCheck. Okay? That's just about everything for now. Um, I will be letting you guys get started with the next section of training here. Uh, thank you for so much for learning about the app with me today. Good luck in the field.

All right, thank you so much, Britain, for explaining the application. Guys, super, super important to probably the best value proposition of a tool that you're going to find within processing anywhere out there because we're the only ones that do it. Again, we are GetPI.com. Right? Get PI or Get PI Gets Your Piece. That's what we do. We give part of that profit back to the merchant. So it doesn't matter if we lease because they're going to get their money back. Not only that, but if, again, if they give you referrals, then you can put this app to work. Now, just imagine having a hundred agents, or a hundred, sorry, a hundred merchants that have, um, two to three referrals each and every month after you've signed a hundred merchants using the application, right? Using the application to get a, to get a reminder on their phone, "Hey, you know what? You made $50 this month." "Oh, I made $50 this month from John." "Oh, yeah, that's right. I made $50 from John. Let me call John real quick. I think I have two referrals. The guy that came in yesterday." So not only are they going to get text messages saying, "Hey, this money hit your account. This money hit your account. This money hits your account." So far, at the end of the year, they'll say, "Oh, by the way, at the end of the year, this Christmas, you made $2,000. You made $5,000. You made $110,000 in residuals from the referrals that you gave John." "Why don't you go ahead and call John?" Push the button, it'll call John right away. They can give you four or five referrals. Next thing you know, with a hundred merchants using the active, active application, so the Get PI app, they'll, you'll have deals. You'll probably close an extra five to six deals a month without doing any work. And that's the power of referrals, and this application puts that to work for you.

So that being said, we're going to move into the next sales tool. Just real quick, as a kind of a brief mention, um, again, Discord. So Discord, like we were saying before, guys, is an application used on your phone. So when you're out in the field, you have constant contact with the team. Um, it's where our lounge calls are held, and it's an application you can use on your computer at home. It's where we do our meetings. And in the training part of the Discord training coming up, you'll learn a little bit about the call center and then also how to use Discord. So just as a reference on this, we don't really want to go into too much detail with this, but essentially, with this training, we're just kind of let you know what it is. If you want to go right now, pause, I wouldn't say pause the video, but you know, look at Discord. You're going to get our special link. So in the information, you're going to actually have a full breakdown of not only the training videos, but where to start. The first thing you'll say, "Where to start?" That'll be training, prospecting, steps, sale objections, all sorts of stuff here. Then, like we said, in the training part, you learn that we have a general chat, a tech questions, so on and so forth. This is awesome because most people don't have the support field call center and the underwriting team and the support team and the tech team and the appointment setting team actually have access to this Discord to where now, if you get an app, or you get an appointment that you set for yourself, you get their business card. Thanks, John. See you tomorrow. To take a picture of it, pop it in the Discord underneath the set appointment section, which you can see here on the screen, right here on the bottom of the screen. Again, we'll do training on it. It's on the bottom of the screen. But then they'll put it up in your calendar for you the next day, which is awesome. So Discord is a super good tool that we actually use with our, with our service. There's not a lot of, like, that much of a level of agent support within this. So it's important to understand how the Discord works. But just to mention it, that's exactly what we do. Um, and again, you're going to see down here, like we were saying before, that we, we actually do a lot of our live chats within here too. So the general chat is going to be where we talk daily, set appointments. What I just mentioned, the manager is where the managers get to discuss stuff with you. Um, the EA is basically when you want to communicate with getting your EA signed, okay? Then you, those people monitor that. When you're out in the field, daily, constantly, um, recruiting chat, same thing. This, we're going to talk about how we have with different recruits. If you're in management, and then the billing department, if you have any billing or customer service questions, that goes in there too. So you have access to all these. Then again, down here, we have the video, um, and then also, you know, we have poker night sometimes. It's really cool at the end of the week. And we also have the lounge, which we, we go into the lounge and we work within the lounge three times, guys, three times, uh, twice a day, right? We have the afternoon lounge call and the end of the day lounge call, which where we talk about what we do with sales topics, so on and so forth. So the support is immense.

So that being said, guys, I want to move it on to the next part of this, of this training, where we're going to actually talk about Merchant Services Slayers, um, and Card Builder questions on it. So, uh, kind of moving through, just so we can get through this next section, guys, on the sales tools. Again, back to it. Um, the next sales tool we're going to kind of cover again, guys, is this is our, um, other two value added platforms where we offer free and paid training, um, that you can have the confidence you're getting the best training and sales support necessary to become successful in the industry. Again, Card Builder program, um, if you go to cardbuilder.com, you can actually see a breakdown of the program, the syllabus, and everything, and see what kind of training we provide, you know, to, to ongoing agents and people to better their career, not only in the industry, but starting their own office, their own ISO. You know, we run Centric as well, which you'll learn about here coming up, I think in day two. Um, so we do a lot of different platforms, guys. Um, Merchant Services Slayers on the YouTube channel, guys, like I said, get on Facebook for this, so that way you can get involved with some of the leading industry professionals are here. A lot of top-level owners are here. Um, you know, guys that make, dude, seriously, $5, $10, $20 million a month, or some of some of the guys are on here that own processing companies, and they're they're actively involved. Just make sure you behave yourself and you don't, you know, you don't put people down. We do have a little bit of fun on there too, cuz we're kind of the no BS, no lying type of platform within the industry where we will call it out, which is awesome. But then also the ongoing free content you have at Merchant Services Layers on YouTube, just a lot of free videos, like we said, from all over the place. You see right there, we're in Egypt doing a video, and you know, just all over. So just use these resources, guys. Not any processing company offers these to anyone that's out there.

All right, guys, moving into the next sales tool that we're going to actually talk about today. So thanks for listening and kind of going into that section where we talk about MSS, Merchant Services Layers, and also Card Builder. Two very good tools. Also, you know, now who leadership is and who we work with. So it's good stuff. The next one that we're going to talk about that we're going to go into that's the very last one, honestly, guys, is the top industry support. Now, being the fact that we are Centric and we do deal a lot with other ISOs, we have a lot of involvement with a lot of merchant services companies that are out there, which we've assisted with consulting, their training, their online presence, I mean, all sorts of stuff. And we know exactly how much support that they end up giving to not only their managers, but also their agents, and then their merchants, right? We believe that there's an even kill. Now, again, you can't make everybody happy. We've got a ton of great reviews. We have some bad reviews, but at the end of the day, that is every single ISO out there as a billing company, right? And we're dealing with 50, 60, 70,000 merchants. We're dealing with a lot of people. It's a lot of customer service stuff. But the main goal is to understand this: you do as an ISO, you're working with the top support structure for you to facilitate you closing deals, which is a catch-22, right? If you're not being successful, then it's on you, right? We know from a, from facts that we have a lot of agents that have been not as successful in other sales organizations or industries, but gotten into our system, used our support, used our, you know, our production and and their support structure and gotten to the point where they're 20, 30 deals a month. Now, it's, it's super important to look this up too. There's a bunch of studies that have been done, and don't quote me on which ones they've been, but you're 40% more likely to be successful with a company, and this is going to be mentioned all throughout training, if you follow their process, if you use their support structure. Now, we do have a lot of talented people on this training. We completely understand that. We know that you've probably had 20 years' experience, get that. But at the end of the day, trust me, if you're not within the system and you're not within the support structure, you will not do as well. Right? And the whole point is to do as well and make as much money as possible while helping customers.

So reading down this real quick, guys, before we move into the next section of trading, which is my favorite section, which is the steps of the sale, after a break, of course. We're going to talk about this. We have the top managers in the industry. We know this because we know managers in the industry, know them on Facebook, we've been to their office, we've done consulting for them. The top guys, you're the top producing agents in the industry too, where the average agent would close between four to eight.

deals a month on average, okay? Roughly, without you know, work with working hard, okay? Our top guys closed between 20 and 30. I think our top agent, the other month, last month, ended up closing 43 deals. Now, guys, these are 43 cash discount deals, and these are 43 lease deals, right? This is not like traditional processing or whatever.

Top producing agents, um, again, daily and instant support. And I mean this from the fact that we support you within your own achievements, your own appointment setting, okay? Again, you take a picture of the app, that they put up in your calendar, the next day, plus the call center will support you as well. Not only that, but we have the best value-added proposition that I think we have in the industry, where we actually pay merchants to process. Now, again, even the language of our value-added proposition kicks merchants in the face. We pay you to process. Sign up with us. Let me see if I can get you qualified. All the carrots that we can dangle in front of that merchant to get them interested in having a conversation with you. So, get that appointment set using these value-added propositions.

So, guys, again, these are our tools. This is exactly what we do. Um, you know, it, it's super important to kind of review these just to kind of get to know exactly how we do, how we work. Um, you know, and and our biggest value proposition. And again, we'll be reviewing these, so it's good to understand. Get pi. the Discord, Merchant Service Slayers, Card Builder, and also the Hands-On Training and Support.

So, take a quick break, guys. Thank you so much for tuning in. We'll see you here in a little bit. Take, grab a glass of water, get ready because the next section of training is super important. It is the steps, the sale. It is how our guys get to 20 to 30 deals a month by following this exact formula, this process, this scripting, and using the sales tools available for them to give them the best possible outcome and chances for success. So, take a break. We'll see you on the next section of training.

All right, guys, awesome. Hope you had a great opportunity to take a little bit of a break. Guys, roll back through the content so that way you can get a really good grasp on all of those sales tools. Now, guys, those sales tools are the very sales tools that define Pi Payments, okay? Those are the things that we talk about when we actually look at that video when we say that we give you the tools necessary to build wealth, right? To afford things out there that you can't afford, or to get into this industry and be some of the top performers in the industry. Those are the very sales tools that you can use at your disposal to make it all come together and all work, okay?

So, if you have any questions, again, just like we said at the end of the last video, that where you need to go through and and and um, rehash some of the ideas and the concepts that we we had from using those sales tools, then you can always re-revine the video. I highly stress that. Um, play with the pi.io app on your phone. Um, you know, play with the trophy box. Go through, look at Merchant Services Slayers. Go on YouTube. Check out Card Builder, the TikTok. Look at all of these things. Constantly go on Merchant Services Slayers, just like we said, that way you're able to take all of this content and put it to good use, okay? We have a lot of people that will drive between appointments, home, and work, and listen online to the YouTube channel to pick up various tips and tricks. And you'll see me, you'll see Craig, you'll see some of our other advisors on there that have many years of consulting experience, okay?

So, using those tools, okay, are going to be the thing that defines Pi Payments, okay? In the Pi program, that will help you successfully build wealth and earn a lot of money in this industry, okay? Now, we're going to move on to the next part of training, and this is probably one of the most essential and most important parts of the pay. or Piay program and the Pi app and everything that has to do with Pi Payments, okay? So, it's an extremely important section. Um, we're going to go over the six steps to the sale. Now, I know that we have some people that have been in sales for over 25 years, maybe 30 years, even, uh, maybe even 40 years, and you all know, and if you're, if you're new, that this is probably one of the most, if not the most important part of the process, the most important part of this training. You take anything away from this training, the hot session will encompass this. Your appointments will encompass this. You are 40% more likely to succeed with a company if you follow their sales process, and that's what we're here today to do in this very section. So, grab a notebook, grab a pen, and get ready because we're going to cover the six steps of the sale.

So, we're going to go ahead and pop right over, guys, to the six steps of the sale right here. And what we're going to do is we're going to go through this process to understand not only why the steps are valuable and important, but also why they work. Now, a lot of sales trainers will train you on what to do. They'll say, "Jump," and you'll say, "How high?" Now, a good sales professional will ask the question, okay? If I have to jump, why am I jumping? What is the purpose? What is my intention? So, today, we're going to train you not only just on the steps of the sale, but what is your purpose? What are you trying to accomplish? What are you trying to achieve? Just like in our video, to build wealth, you have to be able to influence, you have to be able to spark urgency, to get a "no" into a "yes," to provide momentum for your potential merchants. And this is the process that sets up that emotion so they can make a smart, logical decision based off of emotion, not necessarily based off of technical or any other reasons.

So, we're going to cover the first six steps. What I suggest is you grab your pen and paper that you can take some notes, and I'll try and talk slowly so we go through this. But not only this, but you should have the six steps of the sale printed off already and in front of you. And if you don't have that, take a moment to pause this video, okay? Pause this video, go print off the six steps to the sale so that you have them in front of you. It's a very vital piece of information, guys. And what I mean vital, I mean very vital. So, go print that off, have that in front of you right now.

So, getting back to it, guys. We're going to talk about the six steps to the sale. First off, we have the confident introduction. We're going to discuss this in detail in a little bit. There are a few more steps within this step. Then we move on to step two, which is discovery. Now, at this point, discovery is a common term used in sales. It's used in sales, it's used in a very, a variety of different applications, but essentially, it's a component that you use to gather information from your client so that you can close the deal later in the process. We're going to discuss effective rate. We'll talk about what that is. It's a very, very simple calculation that we covered a little bit earlier, that way you're able to tell the merchant what they pay, or you can get a statement from them, or you're going to figure it out. Uh, then we move on to the value-added proposition question. Now, VAP stands for value-added proposition. What do we offer? And that question is, "If we can do this for you, will you do this for us?" It's an even negotiation, right? This is what we call a green light. There's many different ways to do green light. We'll discuss this throughout the sale. Craig has a few different types of green lights. I have a few different types of green lights. The point is, is that it's a litmus test, a temperature gauge to tell whether you're able to move forward with that client or not. Then we move on to step five, which is the manager equipment call and the presentation, and then we move to the close.

Now, I cannot stress this enough. The first thing that I want to stress, guys, before we move on to step one, is that we need to focus on this last step. You do not discuss the Pi program, cash discounting, until after the manager call. After the manager call. That's essential, and I want to make that very clear. I'll be telling you this all throughout the process. Now, the reason why, guys, is because the Pi program, if you haven't seen yet, is where we pay the merchant. It is super, super valuable, but it can be very dangerous to your sale if you present it too early. If you get caught with your merchant discussing this program with you face-to-face before you should be discussing it, so you want to put this off. So, anytime before the manager call, and we'll discuss this again when we go through these steps, that a merchant says, "Is this a program where you charge your customer an extra fee?" You say, "Well, we have some programs that do, we have some that don't. We have interchange, we have tiered pricing, we have cash discounting, dual pricing, we have this flat fee program. It just depends on what you qualify for. I can't really get into it now because we don't know how you qualify. So, let's move on with this process. We'll find out what you qualify for, and then I can tell you about how the Pi program actually works." This is how you get your merchant off of this cash discounting idea, and you have to do that after the manager call. That's when you display the program. That is the full presentation. And if you guys look at the steps of the sale, that's this part right here, guys. That's this part right here, the presentation. That's when you discuss cash discounting, the P. program, not before. Nothing in here, okay? And that's a big mistake that a lot of agents make when they first, they want to talk about the program, they want to go out there and show it to everybody, tell everybody about it, okay?

Now, the P sales performers don't tell people about the program. They only do 20% of the talking, where the customer does 80%. You get engagement, sense of urgency, and involvement so they can make up their own mind and buy our product. Your job as a professional guide, man or tour guide through the steps of the sale, is to show them the way. No, notice when they get off track, put them back on the process and go through. And you can't do that if you can't recognize when you're off the process. So, pay attention during these six steps. Stay very, very focused. And again, rewind the video if you need to go through this process again, because this is what's going to be highlighted, displayed, and gone over in the hot session when you go right through us, okay?

So, getting right to it. Sorry, that was a little bit of a long intro, but it's vitally important and very crucial to the success with you at us here at Pi Payments. So, going with it, first one, we want to talk about the confident introduction, okay? Now, I know that a lot of us have been in sales for a pretty long time, or we haven't, depending on who, who we on here. But the confident introduction consists of three parts. Now, the reason I'm switching back and forth is because I also want you guys to look at your steps of the sale that you printed off. The confident introduction is not just, "Hello, Carson, how are you doing?" Right? It's not just, "Hi," or, "Hi, you know, hi John, how you doing? My name's Carson. So, tell me about your business." And that's the first mistake people make. A true confident introduction represents a master communicator that introduces themself. That's the first part. The second part is they lay out the future communication, which means that they basically hand over the steps of the sale, which figuratively speaking, you don't, you hand over the steps of the sale and you say, "This is what we're going to be doing today." And then the third and final part is what we call the narrative hook, and it's called a pre-trial close. Now, I know this is a lot of information for those that are new, but it's very simple. And what I'm going to do is I'm going to give you my confident introduction right now, and you'll see the three main parts to how this actually works, okay?

So, remember, the first part is an introduction from yourself. Even if you met them yesterday and you set the appointment, you'll still meet them right then. You display, this is the most important, key part, it's called stating the agenda. Now, a good example of this is, you have a good teacher or a bad teacher. A bad teacher will walk into a classroom, see all the students, they'll look at them like this, and they'll start teaching. Most of the students will look bewildered. They have no clue what's going on because the teacher hasn't given them instructions. They know they're there for an hour, but that's all the students know. That's all that your customer knows is that you're there to sell them processing. That's very poor communication. So, you're setting up the rules to the Monopoly game. If you've ever sat around with six friends and five of them don't know how to play Monopoly, you don't set up the game, give them the dice, and let them go. You first give them the game, you explain all the rules. You have to explain the rules. And that's the first part of the confident introduction is their second part is stating the agenda. So, you have the introduction to yourself, stating the agenda, and then the narrative hook, okay? And that's the whole, whole thing of a confident introduction. That way you can bypass, "Hey John, how you doing? Uh, so tell me about your business." Okay?

Now, I'm going to go through my confident introduction, and you can reference your steps of the sale on the piece of paper that you should have in front of you and look at the script, and you'll see that they're very, very similar. So, I walk in, I say, "Hey John, how you doing? Good. You know, how you doing? We met you yesterday at 2 o'clock." "Yep, that's right, man." "So, so go ahead and tell me about this program you have." Now, most agents will mess up here and they'll go right into qualifying, which is very poor. You want to say, "Well, John, perfect. I can go right into it in just one moment. Before I do that, though, um, I'd like to introduce myself. My name is Carson Cook, and like I said before." So, first part, okay? Now, we go into stating the agenda. "My name is Carson Cook, and I work with a company called G Free Pay, okay? And, sorry, not Go Free Pay, but Pi Payments. And what we do is we specialize in a couple different programs that we work to get our merchants qualified for. We work with some very big, large corporate companies like Ace Hardware, Gold's Gym, PF Chang's, and IHOP are some of our valued partners that work within our ISO. And what my job is, is I come in here and I get to know you and I get to know your business. We ask you a few different questions. We find out if we can get you qualified for this free processing program, and also for the program where we get to pay you to process. Just like I said when I met you, we have a program, we're the only ones that have patented on this program where we pay you to process with us. And if we can get you qualified for that, I make a call to my manager because we do charge a little bit for equipment. And I know it could be as low as $59 bucks a month, all the way up to $500 bucks a month. We don't know, you know, we might pay you that plus more, who knows? It depends on what you qualify for. Then we present it to you, right? And then if you like it, then we go ahead and we set you up with it. How does that sound?"

So, that last part was the narrative hook. So, then, "If you like it and we present it to you, we go ahead and we set you up. How does that sound?" Now, at this point, you might get an objection, guys, where they say, "I'm not going to work with you today." "Okay, that's fine." "But I'm not going to sign anything." "No problem. You haven't met them yet. You haven't built rapport yet." So, confident introduction, going back to it, is very, very simply a part where you have to introduce yourself, state the agenda, and then the narrative hook. "Hi, my name is Carson Cook. How you doing? We represent a company called Go Free Pay. We do corporate-level credit card processing. We work with some big people." Introduction, stating the agenda. "What my job is today is I come in here and I get to know you, I get to know your business. We then, at the end of that, I present to you the program, and if you like it, we like it, we set you up." That is a very solid, confident introduction.

Now, again, before we move into this place, this confident introduction needs to take place at the very, very beginning of the steps of the sale, when you're in a position where the merchant can engage, they can listen. If they're mopping floors, if they're cooking, if they're behind the counter, it's not a good place to start your steps of the sale, not at all. You want to make sure you distance yourself from the merchant, go sit down, have the merchant come over and sit down and meet you. You can say, "Hey, can we go over here?" When we go in the office, and you'll hear in part of the hot session, the reason that you take control of your arena is because that environment heavily dictates how you and your merchant communicate together. And if you start the process off where they're distracted, they're only picking up 20 to 30% of the information, you're not relaying a good message, and you're not starting yourself off for a very good fit. And later, you're going to have landmines, you're going to have to crawl over, okay? And it's the same thing if you forget this step, you'll have lots of landmines, lots of issues building rapport, and lots of issues closing later in the sale.

So, getting back to it, guys. If you look here, this is important to understand. So, getting to the first part, okay? First, understand confidence is key when you're driving this forward. It's okay to mess up. This is why we have the hot session, and this is why you need to practice. But the confident introduction puts yourself with a, a situation where you have assertion and energy. You're excited to present the program. So, you state the agenda, right? Then you have the narrative hook, just like we talked about. So, if you guys want to address it, there's a script. We're not going to go over the script right now in the training because it would take too long in this video. So, just make sure you read this script, and if you'd like to rewind the video and go back to listen to the script that I had for step one. Now, again, this training was a couple minutes long, but at the end of the day, this very step, okay, takes maybe 15 to 30 seconds max, okay, if you're doing it correctly.

Now, once you've given the okay, or have you gotten the okay from your merchant, you say, "Well, then we go ahead and we set you up. So, how does that sound?" And your merchant says, "Well, Carson, that sounds, that sounds okay. Fine, let's move forward." Now, if the merchant says, "I don't sign it today." You say, "Well, John, that's completely fine. Don't worry about it. You don't have to make any decision that we don't have to make, but let's continue on with the process, see what you're qualified for."

Now, we move on to step two, which is called qualifying or discovery. Now, in this discovery, it's a very common term that we use, okay? You are discovering the pros and the cons of their current situation. You're, you're discovering any way you can introduce a problem, okay? And you're also discovering any tools and characteristics within that place and that merchant that you can use to close the deal later. But also, this is the step where you build up rapport. Absolutely. This is when you meet John for the first time, okay? And I want you to look at qualifying like this: it's a funnel. You start at the very top with open-ended questions. And for those of us that don't know what open-ended questions are, they're like essay questions. They're a question that you ask that can have a multitude, multitude of answers that are reliant on that individual's experience and that person's experience. Like, "Tell me about your day today." They had a different day than you. "Tell me about this." Now, if you ask them a very specific question, like, "How much do you pay on processing?" The goal of this is to ask these open-ended questions at the top, move down the funnel, okay, like a funnel of very specific questions on their, their processing company, what are the pros and the cons, also personal information, get them to open up, and then down to the very bottom, okay, which is how much do you pay.

The purpose of the discovery is to find out a few things about their current situation, to build up rapport, okay, and to find out technically how much they pay. The structure of these steps of the sale, and this is important, so I want everybody to listen to this, is to find out how much they pay. You find out how much they pay, you therefore can find out how much they would save, and how much you could potentially pay them to process with us. What they would do with that money. Now, what they would do with that savings and that money, guys, is valuable to them, not to you, okay? We don't care what we would do with the money, we care what they would do with the money. Now, what they would do is generally going to be positive. If I can save a merchant $1,000 bucks a month, that's $12,000 a year. "What would you do with an extra $12,000 a year?" "Well, I would take my wife on a cruise." "That's great. How would you feel if you could take your wife on a cruise, pay for your kids' tuition, so on and so forth?" Right? You take that, say, "Well, I would feel great." So, if I could take that feeling of greatness and that cruise and put it in a box and put a bow on it and give it to you, do I have a chance to earn your business? All of this process is to set up some sort of green light, or Craig says it, where he assumes the sale. He'll say, "Well, great, let's get you on that cruise with your wife so you can feel this way. Which way would you like the receipt to look for cash discounting?" So, that's another green light. We'll discuss that later in the steps of the sale, but that's the point of this step. That is the exact point of discovery, guys, is that we want to make sure that we are, that point of discovery, guys, is we want to make sure that we're gathering all that information so that we can figure out how we can assign value to something as boring as credit card processing.

Now, I know that this is a lot of information to take in, but we're going to discuss that process, and then we'll go through the full steps of the sale at the very end so that you can hear how this all flows together. So, discovery, open-ended questions that funnel down into the sole purpose of finding out how much they pay. The discovery question that I love to use that, that we actually have in common currently, is called, "You know, tell me about your business." So, I'd say, "John, that's great. So, now that we know that we can work together, if we can come up with the right program, tell me about your business, man. What do you like about it? What do you not like about it? Do you love your job? Do you hate your job?" I mean, we meet merchants every day, and sometimes they don't like what they do. You know, "I, I love what I do. I love to get, meet people just like you. So, tell me about this place. What was your American Dream?" You start off something personal and off-topic, get them to open up. Now, a very good psychological, I wouldn't say trick, but key characteristic of building up rapport with someone is to discuss something that you might have all had in common, which is a childhood. Could have been a bad childhood, could have been a good one. The point is, it doesn't matter. Try and bring up a topic where they could say something that you could relate to a story during your childhood. You might mention something, they're in turn going to mention something back. You're going to get them talking, and engagement is what starts the communication towards urgency. Engagement. If your merchant's not engaged, you're going to have a tough time later in the sale. Get them engaged at this point.

Now, then the key characteristic after this is, after the personal stuff's, you know, discovered, then you say, "Well, who do you process with?" And that's if you see here, guys, that's in the pros and the cons. "Who do you process with?" Right here, the pros and the cons of your current situation. "Do you like them? Do you not like them?" Okay? Then you're going to say, "Well, great. Could you change something about them? What would you change if you could?" Great. Then you kind of slowly work your way at that point into, "Well, how much do you process?" Okay? "What do you like about them? What do you not like about them?" Okay? And then you start to learn a lot about them. You learn a lot about their current processing situation. You learn about, you know, what, what the sticking point could be. It could be a POS station, they don't like their agent, might not have shown up, they might have had an issue with this, they might have had an issue with that. But at the end of the day, they might have loved their current provider, but at the end of the way, you're finding ways in your head how you can bring the Pi program, the equipment program in. You're not mentioning it yet. You're gathering information like a therapist for your final discussion at the end of the communication.

So, getting back to it again, please go look at this process. Look at your steps of the sale in front of you on the piece of paper. But the idea of discovery is to funnel your way into find a friend, find a deal. This is where you build up rapport and gather information. This will allow you to move to step three, which is called the effective rate.

Now, like we discussed before, the purpose of the effective rate is to understand that you can tell the merchant what they pay. If they're very secretive about it, they don't want to give you their statement, you can always tell them what they pay. All right, we'll go through this percentage here in a little bit. It's very simple. I'm going to discuss it right now. And the reason that we want to be able to tell the merchant what they pay is so that we can tell them how much they can save, right? Well, most of the time, and this is like 80% of the time, the merchant's just going to tell you what they pay. But if they're giving you a hard time, you can tell them what they pay by a simple calculation. The nationwide average, if anyone is on traditional processing. Now, traditional processing is where the fee is assessed to the merchant. They pay every month for processing, and they got a better deal from three or four people. But the national average is 2% to 3%. This is the cost, like we discovered before. There's no such thing below that. I mean, there could be 1.5%, maybe 1.6%, but that's the lowest, and that could be all debit cards at the end of the day. Walmart pays more than 1.6%. So, if any merchant says, "Well," and just passing or discussion, and they say, "Well, I pay less than 1% or I pay 1%," it's not, it's not true unless they're charging their customer. But again, this is not a contention point where you need to get to a fight with your merchant. Just be aware that there's, it's 2 to 3%.

Now, if you want to do some simple math, if we have a merchant that doesn't want to discuss this with us, all we have to do to figure out what they pay based off this calculation is ask them how much they process. So, you could look around and say, "Well, do you process like right around $10,000?" And they say, "Yeah, I process around $10,000." "Okay, well, if you don't want to tell me how much you pay, the national average is 2 to 3%. That means that you're going to be paying between $200." Just move the deal place, guys. "$200 to $300." Now, if you meet a bigger merchant or a larger volume merchant that is processing $100,000 per month, like a sports bar and grill or a liquor store, you said, "You process $100,000 a month?" "Yeah." "Okay, well, the national average is 2 to 3%. That means that you're paying between $2,000 and $3,000 per month, is that right? You don't have to tell me the exact figures, right? Okay, great. Well, based off our equipment and the possibility of paying $49 bucks a month, sometimes even free equipment if you qualify, all the way up to, you know, all the way up to, you know, $500 bucks a month, even $500 a month is still cheaper than the lowest best you could have at $2,000 a month, correct?" And they go, "Yeah." "Okay, great. Well, and we also are going to be able to probably pay you to process if you qualify for our program."

So, the sole purpose, guys, of the effective rate is understanding that we can tell them how much they pay. Now, again, this is not necessarily essential, but you can discuss this with them, talk to them about how the effective rate works. But the effective rate is their total bill divided by their gross, and it's how much they pay. So, again, their total bill could be, you know, uh, their total bill could be $250 divided by their gross sales, which is $10,000, and that would equal 2.5%, right? So, it's a very well to calculate it. Again, if you had a little bit of trouble following this process, rewind the video and listen to it. But the national average, think good deal, 2%. Bad deal, 3%, okay? And then if you take the $10,000 marker, so $200 to $300 for every $10,000. If you double that from $10,000 to $20, $20, you can just double the fees. So, it's $200 to $400, $300 to $600. So, you pay between $400 and $600 a month if you do $20,000, yes? And then so on and so forth to $100,000, it's $2,000 to $3,000, okay? So, you tell the merchant how much they pay now, or they voluntarily tell you.

Now, what's the purpose of that? Again, the effective rate is to discuss how much they pay. Now, you can take how much they pay, guys, and you can discuss how much, if we could save you all that money, what would you do with it? If we could put this over here, what would you trade that money for every month, every year, right? Would you go on a cruise? Would you buy a cool watch like this $2,000 watch right here? Would you buy a house? Would you buy a car? Would you put a down payment on something? What would you do with that money? What would you trade it for? And then once you get that item, okay, how would that make you feel? And John's be like, "I don't know, man. I mean, yeah, it'd feel great." "Awesome."

So, getting back to the steps, looking at it, okay? Look at the effective rate discussion, okay? Look at it right there. Again, there's going to be some numbers in there and and a value. But the purpose is that you are eventually going to get to the point of, "Do I have an opportunity to earn your business?" And that is where we move to step four, the value-added question and the, the green light.

Now, the value-added question, with all this text here, okay, the value-added question is, "If I could save you this money, whether it's $1,000 bucks a month and potentially pay you $200 bucks a month or $300 bucks a month, that's $12,000 to $15,000 a year. What would you do with an extra $15,000 per year, John?" "Would you put it towards your business? Would you put it into marketing, make more money? Would you send your kid to school? Would you open up another location to make more money? Would you go fishing? Would you buy a boat? Would you buy a Ferrari? Would you buy a car? Would you go on a, would you travel? Would you take your wife somewhere?" "Would you help your, your maybe you in qualifying, you found out that someone has cancer and it's hard to pay for chemotherapy, would you pay for that?" The point is, you need to assign something. And the value-add question is, "Well, John, what would you do with that money?" Then they say, "Well, at the end of the day, would do this." And then you need to kind of go into that part, guys, with step four for the value-added question. And if you look at your paperwork right now, look at the steps of the sale and read through that. You'd say, "Well, now you're assigning value to the savings, okay? You're assigning something to the experience." Okay? Then they say, "Well, that's what, you know, that's what I would do. I would go on a cruise with my wife. I think we haven't been on a cruise for a long time, and I love her, and my kids are now grown, and, you know, U, I've got one kid, but we, we haven't spent some quality time together." So, say, "Great. So, if you could spend some quality time together, how would that, how would that make you feel?" "I, we could save you this money, get you a brand new system, and pay you to process. How would you like to go on a cruise based off those savings?" Right? And they'd say, "Well, I'd love to go on a cruise. Let's do it."

That moves us to, guys, the green light, okay? And that's this part right here, the green light. And a green light is, "If I could, would you?" "If I could, would you?" Now, there's, there's, there's, there's strong green lights, and then there's soft green lights, but you have to get a green light. Now, let me give you a good example of a hard green light, okay? This is used for very specific purposes, but again, it's there. Right? I mean, you could, "John, if I can give you this deal right now, would you sign up right now?" It's a very hard green light, very offensive. You don't want to use that green light, okay? You could say, "Well, John, let me ask you this, man. You said that you would feel great taking your wife on that cruise, right? And you go to the Bahamas, and you go to do this and do that with her, and it make you feel great, it make for her feel awesome, right? So, let me ask you this, man. If I can save you $112,000 a year, potentially more, and and pay you to process with us, do I have an opportunity to earn your business?" And that's a very strong statement. It's a statement as old of sales time. It's a statement that's been used in Daniel Carnegie's books. It's a statement called, "If I do this for you, do we have an opportunity to work together? Do I have an opportunity to earn your business?" And the green light is one of the most difficult things to do in sales. Even if you've been in sales for 20 years, we still have veterans that have a tough time asking for business. This is the defining moment, guys, where you discuss being someone who's a closer or to someone who's in marketing. If you want to market stuff, that's like going to the mall and looking in the window and not buying a damn thing. That's marketing. Closing is going to the store to look in the window, bringing them in your shop, and motivating them to buy something, causing action. And the thing that makes someone shopping into someone who's buying is that green light question. That defines someone who's in marketing, someone who's a closer. And we want closers at Pi. These are the tools that will make you wealthy. So, you have to make sure that you're doing a very solid, very good, and very structured green light for that merchant to test.

Now, you've built value. You have enough reason to, you have a justification to. So, go ahead and ask for the green light. Say, "John, if I can do this for you today, can we work together? Can we move forward? Let's do it." And then John says, "Sure." "Okay, great."

Now, at this point, guys, you're going to move into step five, okay, which is going to be the manager call. Now, before the manager call, the purpose of the manager call is to touch base with the corporate office. It's also to find out what kind of equipment we're going to offer them, but then also what is the price? Because we do charge for equipment. If you noticed earlier in the sale, we said we charge a little bit for the Clover, a little bit for every system, and we got to make sure they're the right system for you. There's this system, that system, tons of systems are like cell phones for different applications, and they all have different costs. So, our job is to put the right system with you to make sure even if it's, it's the best cost, but the wrong system, Mr. Merchant, you can understand how that would also be a poor choice. So, like I said, I'm going to call my manager real quick to see if he has any other questions, guys. If they have any other questions to get you qualified for the Pi program, we might ask you on the phone call, but we're going to call my manager right now just to make sure we can get you qualified. And then if we can, we'll present it, we'll go ahead and we'll sign you up. How's that sound? Great.

Now, you're going to get off, you're going to talk to your national accounts director, okay? And you're going to call them, and the call goes with your national accounts director. Let's pretend it's Carson. You say, "Hello, Carson." "Yep, I'm here with John, and I'm just trying to see if we can get him qualified for the program." Now, they're going to ask you during the manager call various questions: How much do they process? Have they had any bankruptcies? Any chargebacks? Any problems with cards? How long have they been in business? What type of business entity is it? How many POS stations do they have? What software do they have? Then your manager is going to give you the proper information. They're, "What kind of POS do we need?" Right? Then they're going to give you the, the right, the, you know, what, what kind of objections you might have had, or what are they looking at? How's the sale going? Are we green lighted? And if you need help with a green light, this point is where you would call your manager to help with the green light.

Now, calling your manager can happen at any point during the steps of the sale. You do not leave a location without calling your manager if you run into problems in step one, step two, step three, or step five, during the close. We do a turn. You call your manager, you discuss it with them, okay? And then you find out what you need to, uh, discuss what they, or what you need, or what they need, okay, to help you with, okay? So, but during a manager call, the manager is going to now tell you what type of equipment. So, let's just say John does $1,000 bucks a month in fees. He has a single station, okay? And it's a vape store. The Great Vape Store. They do a lot of location. He wants to go on a cruise with his wife, just like we said. So, step five, the manager call, okay? The manager says, "Okay, we will go ahead and, uh," the manager says, "Okay, great. We're just going to go ahead and, uh, um, you know, we're going to go ahead and do a Clover station, and we're going to do it for $259 a month. It's a Duo, so it's going to be front-facing the customer, it'll face you. We'll put all the inventory in. We're going to do all that and everything, okay?"

So, now go back to your merchant. This is where now you display the cash discounting program for your merchant. And when you display the Pi program, which was the sales tool you discussed in the previous section, and you do it in stages. You don't just present it all at once, okay? So, going back, going back to this, guys, look at step five, so that we can discuss the manager call, and you can see what that looks like, okay? So, you can see that right there, you can discuss the manager call. Then you call the presentation. Let's just say, like I said, you look at the script, okay? And then this is where we move into the presentation part, okay? Now, after the manager call, the presentation, again, like we discussed, is going to be where you discuss cash discounting and how the program works. Then you transition after a couple of objections, and if they're waiting for it, and they say, "Okay, let's do it," you close them. Now, then you bring up Pi. Now, if they're kind of on the fence, they give you some more objections, then you bring up Pi, or sorry, Pi. How the app works, and you show them the calculator.

Now, like we said on the C, I don't have my phone with me, but on the app, you'll pull up the calculator and say, "Look, if you can do this, we can pay you this much per month, just like we have in the video, right? So, not only does Pi pay, put you in a situation where we're saving you thousands of dollars. Now, John, I don't even know if you have some of your best friends that come over to your house and have dinner and have wine, or you go on events with, or, you know, if you don't have any friends, people that you have close acquaintance with, you go hunting with, you go fishing, but I bet you they don't give you $1,000 bucks a month, and we're going to save you $122,000 a year. So, you should do this program." Then you find some underlying objections or issues or anything like that, and then you say, "What do you say?" Then they say, they pause, and then they say, "Well, you know," then you bring up Pi. So, during this presentation, we're going to discuss how you present cash discount to customers.

So, let's go back. After I get off the manager call with with Carson, John's going to be sitting there, and I'm say, "Hey John, I have great news for you, okay? We just got you qualified for this program, and we got you qualified for the Pi program. It's an amazing program. It's where we pay you to process. It's great. So, here's how the program works." Now, you would say, "That $1,200 that you spend every month, that $122,000 that you spend every month, you'd spend on marketing, go on a cruise with your wife." You'd say, "That means a lot to you, right?" "See, yeah, it means a lot to me." "Okay, great. So, you'd say if that could save you a bunch of money, you'd feel a lot better, you know, go on the cruise, everything?" "Okay, great." "Well, what we do with us with this program is we do cash discounting." Now, how this program works is we take that big $1,200, or it means a lot to you, and we chop it up into small, tiny little pieces, and it goes onto your customer bill to where it means not a lot to them. Now, I know what you're thinking is that if you do this, or if you charge your customer that, you might lose business. But technically, you're actually not charging your customer. Our program is what we call dual pricing.

So everything in this store, everything on your menu up there, everything on the menu here, everything in your point of sales station, your prices don't change. These now just become your cash price. That's it. It's just a cash price now. You have a credit card price and you have a cash price, just like the gas stations. And you, as an entrepreneur and a business owner, decide to make the smart, logical decision, just like the big box stores, to present the cash price, which is the lowest price out of both. The items you decide to display the lowest price in marketing, like a loss leader. It's the same thing in the store.

When you go to most states, if they have a tax, a state tax or federal tax, right? You walk in and you buy an item, okay? If you have, if it's $9.99 and it's a cheeseburger, and you have $10, well, you can't buy that item because they don't display the tax, right? It's the same thing you're doing here. So again, like we said before, I know that you feel like you might lose business, but it's just simply not true.

Okay, now what's going to happen is after that display of that presentation, he's going to give me an objection. Well, I already make enough money. I don't need to make that much money. Well, it's not the point of making money. The point is that you should be charging for an expense. Do you charge for a lot of your expenses? I say, "Yeah." So what about the power? It's all built into the price. Well, not technically. This is different. Your credit card processing is not built into the price because some people pay with cash, and then they get a bonus, right? So they don't have to pay that. It's not built into that price. So if you want to make the same net profit for each item, you have one cash price and one credit price. And our system, and our software, our Clover, our POS, our online portal, it all does the same thing. It, it distinguishes the difference between how you, or your customer, or your, your, your, your attendant attaches itself or interacts with the system. That's the price. That's the price that your customer gets. That's what they get. Now, most people don't even care. Most people don't even have an issue.

Okay, so this is me fighting the objection again for a second time. Now, in the presentation, I'm saying, "Not only that, John, but you're saving $122,000 per year." And based off the P.O. program, you told me that you had three or four other referrals a little bit earlier, and you know other business owners, right? Yeah. If you refer me to those, you get 15% net profit back. 15% net profit on those referrals. And we give you 10% net profit back on your own account. So we save you $122,000 a year. But off that, if we make a hundred bucks a month, you get 10 bucks back. If we make a thousand bucks a month out of that account, then we're going to give you $100 back per month. Even though you're paying $200 for equipment, now you're only paying $159. You give me three other options, three other owners, and I go close them, we might be paying you $500 a month. So not only are we saving you 12 grand a year, but we're paying you $500 a month.

This, now ladies and gentlemen, is when you move into the close. And we call this, guys, the assumptive close. You move right into the close, guys, the close. And you say, "Great, I'll start completing out the paperwork." And you go back to work. "Do you have your voided check, your driver's license, a copy of your business license, your federal tax certificate or ID?" If you do, go grab those. Now you can see you're assuming the sale. John's like, "Well, I don't know. I, I, I got to, you know, I got to think about it. I got to talk to my wife." This is where now we're going to go into the next section of training tomorrow, where we discuss objections and how to tackle all of them. So the key, most important part, guys, of this training is learning the steps of the sale and learning the objections behind it. And then you can sell anything. These are the tools that build wealth. These are the tools that top agents use to make over a million dollars a year, some of them, okay? And they consistently do this on a, on every basis, and they avoid the sophomore slump. And we make sure that we, we have to avoid the sophomore slump by using these steps of the sale on a consistent basis and figuring out when you're off of them, okay? It's the same thing in professional sports. When someone has a slump in baseball, they go back to the tee. There's three and five-year-olds that hit off a tee. There's also 30-year-olds that make 5 to 10 to 20 to $30 million, $50 to $100 million a year. They all hit off the tee. What is the tee? The tee is the basics. These steps of the sale are your basics. So stay focused on them.

So that's when we assume the close. You ask for the documents. You send them to get them. You say, "John, let's do it. No one else is going to come in here and offer to save you 100% off your fees and pay you to process. It's as simple as that. Let's do the program." Now, let's say, "You know what, Carson? Let's do it." So we're moving back to the six steps of the sale. At this point, you're going to pull out your paperwork, your application. That should be in order and it should be paper-clipped. Um, whether it's that or the e-app, and you always want to have paper apps with you as well, or the e-app. You would call your national accounts director. They would get you over the e-app. It's discussed. It's going to be discussed later in paperwork, right? So they can get the e-app or the paperwork. I highly, highly, highly suggest, guys, having paperwork on hand. And you have to have paperwork on hand just in case there's no one available for the e-app. You fill out the paperwork, and we're going to discuss that in paperwork training later. But you need to make sure you collect these three documents. Very important, guys, to get the business voided, or sorry, the driver's license of the merchant. And it has to be, uh, the driver's license has to be current, okay? It can be a passport, but it has to be some sort of ID. It cannot be a, a Mexican passport, a Canadian passport, a German passport. It has to be a US passport. And here's a note: whenever they sign the documents, they have to match the signature on the driver's license. So when you have them signed, you ask them, you say, "Hey, please make sure that you sign just like on your driver's license, okay?" Key, key facts here, guys. Could screw up your paperwork. You don't want that.

Second thing, they also need to have some sort of proof of address, usually a business license. Now, guys, this could be a business license, a liquor license, it could be a phone bill, whatever has the address on it. And the name doesn't really matter. Doesn't have to be a business license, just has to be a proof of address. Going back to it, guys, then we also need a business voided check, okay? A business voided check is essential. A lot of people sometimes don't have checks. You can get a bank letter now, a bank letter in place of a voided check. There's always a way to get a voided check. It could be an old one, one they already sent to someone, a copy of one that has void on it, but get the voided check. These are essential key components to the close of the deal. And if you don't have these, you could run yourself into a situation, guys, where, you know, you, you miss out on the deal, right? You don't close that deal. And it could be very, very much an issue, okay? So that being said, guys, we want to make sure that we do point, like I said, we have to make sure that the void, we get the voided check. Uh, again, again, guys, the voided check is something that we need to get, okay? And from a business voided check, like we were saying before, um, you know, if, if they don't have one, we can get a bank letter. Now, a way to deal with this is we can get a bank letter, okay? By having them call their bank, having their merchant, or having the merchant call their bank, talk to a teller, and saying, "Hey, we need a bank letter in place of a voided check." And how we do that is say, "Well, I can go pick it up." There's always a way to get a voided check. A lot of merchants say, "I don't have one," or "I can get one." It could be an old one. Don't let this go off till tomorrow. There are a lot of merchants that are going to say, "That's completely fine. I'll call you tonight and I'll send it." Most merchants will not do that. Do not provide barriers to your commission or barriers to your success. It's not what you want to do. You want to make sure, guys, that you, you get the voided check, you get the driver's license. "Oh, you don't have your license with you?" "Can I come to your house? Meet you by a Starbucks?" "Oh, can we get the voided check?" "Oh, there's no voided check. I have to get it tomorrow." Okay, well, that could unravel your whole deal. That could ruin your commission. You don't want that. Say, "Hey, why don't you call your bank? Tell them you need a bank letter in place of a voided check." Now, guys, in folder five, when you learn about the drive, there will be an example bank letter. The bank letter that you can use to figure out the components of it. It's in place of a voided check. It needs to have the letterhead of the bank, okay? It has to say that the account is within good standing, the name of the business, the account number, and the routing number. And then it needs to be signed by someone at the bank. It could be a, it could be a teller that signs it. It doesn't matter. That will work in place of a voided check, okay?

So going back to it, we got to collect the voided check. Now, after that, you, you've closed the deal, okay? You, you, they've got the documents. You place the documents on your left with your perfect paperwork, which we'll cover later, and you start filling out the blank application, okay? If the name's on this, the name goes on this. If the, if the address is on this, the address goes on this. You can also call your national accounts director. They'll be on the phone with you to help you fill out the paperwork. You use all the information from the, the, the supporting documents to fill out the app. Then, once the application has been completely filled out, then you bring the merchant back. Let them go to work. Send them away. Put the application in front. You hand them a pen. Now, how you properly sign documents is you hand them the pen to your left or to your right, okay? You hand them the pen. You look at the document. It's filled out. You fill out the document for them. You go, "Sign here," and then "Sign here." Once they sign, you flip the page. "Sign here," and then "Sign here." And then you flip the page. "Sign here," and then "Sign here." You don't want them reading it. There's nothing wrong with it, but this is how you professionally have someone sign documents so they don't, don't read through it and have issues and more objections. You get the whole thing signed. You take the documents. You put them in order. You put a paper clip on them. And then those are your documents. Now, you can let the merchant get a copy of that after they sign. You never leave a blank application with a merchant, even if it's their request. If they want to send it to a lawyer, unfortunately, we can't do that. There's a lot of information on each document that doesn't pertain to them specifically that could ruin your commission and ruin your deals. You don't want to leave that with them. You want to fill it out, but then they can make a copy of it as soon as they're done signing it.

Now, after that, guys, after they sign the documents, we need to now make sure we set them up for their sales tools. Now, just like we stated before, you've already pregamed them, okay? Say that. Now, we're going to pay you to process. So at this point, just like in the previous video where we showed you how to set a merchant up with Get P.O.S., you set them up. You congratulate them. You know that they can, all they can now start giving you referrals. At this point, you want to start asking them, you know, "Who, where do you shop? Where does your wife get their nails done? Where, where does your husband go out shooting? Does he know a guy at the trap range?" Or I mean, anything could be, you know, you want to jog their memory to find out who they process with, right? Or not process with, but who they know. Do you have friends or family that own businesses? Who could you refer to me that I could go talk about this program? So you make the list. You show them how to put a referral in, and you show, you sign them up right then and there, okay? You're going to put their name in, the same information used in the app. And you say, "Great, you're signed up." Then, just like in the application, they're going to say, "In two to three days, you're going to get an invite with your login information." That way you can log in and you can give referrals in the future, okay? Another thing is, we'll talk about how we can set this up on their point of sale station so it's very easy for them to use.

Now, over here, just like we talked about with Trophy Box. Now, guys, there's two different things that we can do with this. We can ask for the Trophy Box testimonial right then and there. If you've got a lot of rapport, this is something you want to do right then and there. And you can use the questions that are provided to you in the Trophy Box section. You know, "What, you know, how is processing important to you? You know, um, what, how was the P.O. program? How much money do you expect to make? How many referrals do you think you'll give?" And then also, "If you were going to go back in time, would you recommend me, Carson, and also P.O.? What would you tell the camera?" And they'll do that. Try and get that referral done, guys, for P.O. out right then and there. A lot of the times, merchants won't want to do that. Sometimes they'll say, "Well, I want to wait till the machine gets here, then we can do the referral." And say, "That's completely fine. But, you know, it would really help me out if you could do it now." The reason we want to do it now is that even if something goes bad and the deal goes south, you still have a referral that you can upload, and we can use it, okay? Hate to say it, but, you know, we might as well get it done now. If not, say, "That's completely fine. As soon as I bring in the equipment, okay, we get you set up, okay, we're going to have some referrals ready that we can log into the system so that you can start getting paid with the P.O. program. And you're going to be able to give me a Trophy Box referral so that can help me in my future sales." You want to tell this to merchants why? Because you say, "I make money just like you do. You know, I get paid on commission." So thank you so much for working with us. But I also get paid on commission from other referrals. And at the end of the day, that's how we do. If you don't open your doors, you don't make money. If I don't sell, I don't make money. So keeping that in mind.

So moving on, guys, to that next part, which is super important. After you, after you set that up, okay, then we want to make sure too, guys, that this is when you utilize the, these steps of the sale and these tools. Now, this is a tricky part. Now, what we're going to cover really quickly is what if none of this comes to pass? What if we do the steps of sale beautifully and we get to step five and six? We explain cash discount. We have a fight. This does happen a lot. Happens sometimes, okay? We do have a corporate program that we want you to ask your national accounts director on. And there's not a ton of training on it, but we're going to explain it. If we can do this, we can still sell traditional processing to merchants where the rates can get as low as 1% on credit and absolutely free debit. 1% on credit and free debit. Now, there's a lot more to it, but that's the initial grab. Now, of course, it's going to be a little bit more than 1% on credit and free debit, but those are the first rates, and then it will change to something else. Um, but at the end of the day, it's a way that they can save money on a corporate program. Um, but we're going to go over the six steps of the sale and what is different. Right now, obviously not as in tune, but really quickly on what will change if you're going to sell a traditional deal. Now, this is only to be used, only, only, only to be used, okay, at the discretion of your national accounts director. Number one, and number two, if you've tried everything and you can't sell them on traditional. Now, you do not move to these steps of the sale unless you've called your national accounts director. You don't go through the steps of the sale with cash discounting, run into a problem, and then pitch this. You have to go first outside, or go away, or use the restroom, or go away from the merchant, call your national accounts director, get permission, then come, come back with a whole brand new idea. And we call that, "Hey, I got a great idea. Why don't we do this?" If you don't like cash discounting, and this means you've pushed, you've ran all your angles, you've done everything, and they still won't do it, you move to this, okay? So what is different? This is your parachute option. This is what you, you sell. You sell traditional processing. So at least you get a deal. The only thing that changes, guys, in this process is that with this, okay, with this process, the only thing that changes, okay, is that right here is that you get a statement from your merchant. Now, you don't have to go through all of this stuff. You come back in, you say, "I got a great idea. Why don't we back up to this right here? Why don't we back up here and say, great, if I can get a statement, see if I can get you corporate rates, then I'm going to ask if we can get you corporate rates and save you money. What can we do to earn your business?" Then we'll do a manager call for equipment. See if that's changed because it could be higher or lower. And then we give the presentation and we ask for the close.

Now, what does the presentation look like? Well, or first off, what does a statement look like? You get a processing statement. Now, this is key. Now, we have an example statement here of one of our corporate clients from Priority Payments. This is from us, okay? Where the merchant paid $1,300 in fees for $85 grand. That's like an effective rate of 1.6%. So it's a corporate level deal. This statement is in your presentation manual, and it's something that they can see. And you say, "Look, our corporate deals are amazing. So get me a statement." But I cannot stress to you, we cannot do a corporate deal without a statement. Get a statement. There's always a way to get a statement. Ask your national accounts director. They can get you a statement. They can work on mock analysis, but we need a statement. So getting back to it, guys, looking at it, only use this method of selling if there is no other option to earn the merchant's business. Do not leave until you speak with your national accounts director. That's a rule with this. Statement. They will be able to see if they can get us qualified for a corporate program, which is as low as 1% on credit and 0% for debit. If they do, they will have a cost graph of savings analysis, which the next slide will show you. Which basically, the cost graph is to show them how much they can save based off the numbers of this statement and a guarantee letter, putting everything in legal writing for them. Worst case, on a low volume, ask your director if there are free equipment options. Use only this as the last option. Only a, "Hey, I have a great idea" option.

Now, what does that mean? "I have a great idea" option. That is where you go, "You know what, man? I wish I could earn your business, John. Forget it. Whatever." And you walk out. You walk away. Call your national accounts director. You come back and say, "Wait a minute. You know, John, I, I just talked with Carson. I've got a great idea. Why don't we try and get you qualified for a corporate program? You know, our corporate program is as low as 1% on credit and free debit." You never bring this up, guys, in the previous steps of the sale, or you ruin your sale. You never bring this up. P.O. doesn't qualify for this program. Usually, for commission, it's not that much money they're going to make on a traditional deal. Now, you can still sign the merchant up with P.O. if they don't work with you at all, so they can give you referrals. If they've got a guy, like we talked about in the prospecting part, we'll talk about is you can sign anybody up for P.O. right for the application. You can sign anybody up to give you referrals. It's completely fine. But at the end of the day, you want to look at this option just in case. Then you come back and you say, "Mr. Merchant, I got a great idea. You show them traditional processing. Give me a statement. I'll send it to my national accounts director. I'll do a second call. We'll see if you qualify. We got all your information anyway. Let's not waste the money. If I can save you 100 bucks a month, it's still better. You don't have to charge your customer. You don't have to do any of that. Fine, right? We might have a free equipment option. Who knows? Try and get a deal, guys. It's not a dead deal, okay? Work with your national accounts director. But this is only if you talk to your national accounts director, okay?

So going back to it, guys, going back to it, okay? You're going to be able to do this. Now, the reason this slide is so crazy is because this is an example guarantee letter that puts the rates that we have in the analysis in here. We're not going to go over the guarantee letter in the analysis. We're just going to mention it. This is your job, your national accounts director, to do, okay? And you don't really need to show this. I mean, you do, but how you show the TR, the, the, the, how you show the analysis is, it's got the name here, your name up there. It'll say how much they do in volume, the number of transactions, the fees, what we would charge one and zero, what we would charge for equipment, their total fees, and how much they would save down here. This is what they pay with their current company right here. This is what they would pay with P.O. on a, a professional one and zero program. And this is what they would pay with, um, that total is what they would save. So, a thousand bucks a month, or sorry, a thousand a year. Still pretty good. They still save 16%. Now, of course, there's more than one and zero, guys. You can see there's a percentage and all this other stuff in here, the statement fee and stuff. But at the end of the day, it's still a savings. Then you pause. Right then, you pause. And you say, "Well, you know, can we do business?" Say, "Well, I mean, yeah, it's still a good idea." Say, "Okay, well, listen, what about this? What if we put all this in writing for you? Let's at least do this so that we haven't wasted our time. Like I told you before, I get paid on commission. Let's just do the program. It's as simple as that, okay? You got one and zero, you're saving $1,400 bucks a month, plus you're on P.O., right? Which means that if you know, if you give us a referral and they do cash discount, you're still going to make 1% net profit, which could be a lot of money. So why don't we try that, right? And let's sign you up." Okay, that's the last stitch effort.

Now we're going to talk about the next slide, and we're almost done with this, I promise, guys. But we are going to talk about post-sale expectations and post-sale management. The reason we talk about this is because not only do you want to, you know, under-promise but over-deliver, or over-promise and over-deliver, which is fine, but you never want to under-promise and under-deliver, okay? Is that you don't need merchants. Once you start stacking up your book of business in your portfolio, you are a salesman and a salesman only. You do not want to circle back around and put out fires all day. The more focus you can concentrate on sales, the more deals you'll get, the more commission you'll make. It's up to us and the customer service department to manage the expectations and manage the merchants, okay? So we're going to go over a list of post-sales expectations. Now, this is after you've signed the deal, you've gotten the paperwork, you've gotten the Trophy Box thing, or maybe you haven't, but you've gotten them signed up for P.O., and you're just about ready to leave. This is now where you give the post-sale expectations for your customer. This will save you time, money, and gas so they're not calling you all the time asking you stupid questions. The best way to do this is I give them a good cell phone example. I say, "When I walk into Verizon Wireless and I buy a cell phone, if I get that cell phone and I download a video game on my phone and I don't know how to use my stylus, do I get pissed off? I get frustrated." So when I get frustrated at something, it's a technical problem, or I get a fee, let's say I get a bill that I didn't know about, or I didn't have the right transaction, I'm going to be frustrated, right? So John, you'd be frustrated. We do the same thing to you, right? But, and sometimes it happens, it doesn't always happen. But if it does, do you call the Verizon salesman in the store and call him and say, "Hey, this thing's messed up, you come fix it?" Now, no, because that won't help. He'll have to tell a manager, then a manager will put in a ticket to corporate, it'll go all the way to the corporate sales office and customer service, then response will come by on your account. This is maybe two days later, then it'll go back to management, then after management, it'll go to the customer, and then he might give you a call. So what does Verizon usually have you do? And what do you normally do? Well, what you would normally do is you would just be given a number, which we'll give you our number. You'll call the customer service person at Verizon. They'll look it up in five seconds in front of a computer, fix the problem, and then get directly with you. So remember, I'm a salesman. I'm here to help you with anything, right? But I'm not your first line of defense because I'll just take longer. So I'm not trying to say that I won't be here for you. I'm just saying that that's not the proper direction of the treasure. If you want the treasure of the problem solved and the solution, go directly to the source, not me. I could be with another customer, another client, on vacation. I'm just a guy that's the sales front. I work in the office, right? So keeping that in mind, let's go over the list of expectations.

Always for this is you always want to under-promise and over-deliver. When you tell the merchant they're going to get their equipment, you say five to seven business days, but it could be shorter. You never say, "Oh, it could be here tomorrow," because it won't be, and they'll be pissed off. Do not assume communication. Do not assume that your merchant understands the training that you've been given. Do not assume that they know how to work the P.O. app. Do not assume that they know when the equipment's going to get there. Do not assume that you're, that you're going to set it up. Cover everything as if you were going to cover it with a child. Do not assume anything, okay? Inform them of the process. This is key. This is listing out what happens post-sale. I submit the paperwork, it goes in, then this happens, and five to seven business days, you get the equipment. We'll come by, I'll set it up for you, or our tech team will set it up. If it's a very big merchant, then we install it afterwards. You get your referrals, you get this, you get that, so on and so forth. Then, if there's any problems, you call customer service. Inform them. Say that there's a lot of moving components. Now, this is key. I say, "Mr. Merchant, there's a lot of things that go on. I don't just submit this and a machine pops out of a vending machine. I just want you to know, John, that, you know, this could take a while. I'm going to set up your machine off to the side. There might be a problem. There could be an issue with a printer, you know, with COD. There's been all sorts of things where equipment's been shipped to the wrong places. I mean, it just happens. I'm not saying it's going to happen, maybe once out of a hundred deals, but I don't want that to, you know, ruin our partnership and our relationship. So just be patient with us, just in case that there are possible delays sometimes, okay?" Then inform them of all possibilities. Let them know, just like I said, right? Relay the chain of command. This is what we just discussed, guys. Super, super important. We said, "Hey, you know, um, if you have a problem, you're going to call customer service." And that way, customer service, in front of the computer, will take care of it.

Then, at this point, guys, just like we said too, you ask for referrals, right? Ask for referrals for Trophy Box. And then you do the Trophy Box video, like we discussed before. Now, that brings us to the end, guys, of the steps of the sale. This has been a long video, but so many tools and so many components. Now, if you have any issues with this video, please rewind it and go back. But we're going to cover real quick the steps of the sale to-do list. Now that we've covered this, now we've gone over the steps of the sale. Carson, what do we do? How do we master this, right? Well, what we're going to do, guys, is first is you're going to watch this section again. You don't have to watch it again, guys, if you've taken enough notes, but go back to the sections that you'd like to review, whether it's the effective rate, the P.O. program, anything in the steps of the sale. Print the six steps of the sale. If you have not, you should have had them before. What you could do is print them now, have them in front of you, and use them again. Look at your notes. Write down the sales script. Now, this is key, guys. Write down the sales script, but it has to encompass the foundation of each step. Remember, we're teaching you not what's the purpose. You can't just say, "Well, I don't want to do that," because you're missing the step of the ladder. I mean, a ladder that is missing three rungs in the middle is not a very effective ladder, right? Okay, it needs to be an effective ladder, okay? So with that being said, write down the scripts. Role-play in front of a mirror. You're going to have a hot session. I used to role-play, and I still do. We still do trainings. I still do hot sessions. And guys, I was just in the shower the other day going through the steps of the sale so that I could go through it with you face to face. I can do these backwards and forwards, right? For 10 years, I'll still do role-playing. You still do role-playing. Role-play, role-play, role-play. Master your script. Memorize that script. Memorize what you're going to do. Find a friend. Find a friend and say, "Hey, I just got this job. Um, could you pretend to be a merchant for me? I want you to be angry. I want you to give me objections." Here's a list of objections. Study those today. You don't, it doesn't, it can be candid. Just pretend you own a business and give me the same objections from your, your concerns with your customers, whatever, okay? Then, guys, practice with a friend, okay? Then practice, practice, practice, practice, practice, practice. I can't stress this enough, guys. You can't become a famous, like, race car driver nowadays if you haven't grown up since you were 10 years old driving a go-kart, right? I mean, there's far and in between. This is a skill that you can earn millions of dollars per year with. Why would you not want to learn how to master this? Just like before, and it's not like you're too old, guys. This is something you can learn quickly. Sales is something you start with, you can become fairly good at and make a lot of money with. So the key with this, guys, is super important, is just to figure out, right? It's just to, sorry, just to figure out what, um, you know, what you can do with this. So again, that's the steps of the sale. Thank you so much for tuning in, guys. I'm sorry that was a very long section of this training, but it's awesome material and awesome content. Please make sure you rewind to go back if you need to to discuss this and listen to it. So I suggest printing off those steps of the sale tonight or today, reading through them, practicing, practicing, practicing the steps of the sale, or is what's going to make you money. It's the number one tool that you have. So thank you so much, guys, for taking the time to go through P.O. payments training. Congratulations, congratulations, guys, on completing day one. So other than that, guys, on day one, please move, move on to day two. Um, after day two, you'll be given that test, just like you said, or that quiz to move yourself on. But other than that, guys, thank you so much for tuning in. Welcome to P.O. payments. Um, again, rewind this video if you need anything else, and I'll see you guys out there on the sales board. Guys, have a great day. [Music]