In this week’s episode, James sits down with Ben Ross of Green PayTech for a candid discussion on what it really takes to build and scale a payments business in today’s market. They dig into partnership strategy, technology alignment, and why integrated payments are no longer optional for anyone serious about long-term growth. Later in the episode, Patti Murphy returns with Today in Payments, covering major developments at the Fed, updates on the Credit Card Competition Act, RTP expansion, and other industry shifts every payments professional should be watching.

In this episode of the Merchant Sales Podcast, James Shepherd sits down with Jaron Rice for a candid, unfiltered conversation about growth, control, and the realities of scaling in the payments industry. Jaron shares his personal journey from building a book, registering directly, experimenting with scale, and ultimately redefining what success actually looks like in today’s market. They break down hard-earned lessons around ownership, operational complexity, team building, and why bigger isn’t always better. The conversation challenges common assumptions about growth and offers a more sustainable framework for long-term success. The episode also includes a Today in Payments segment covering major shifts in crypto cards, stablecoins, and macro payment trends shaping the future of the industry.

Payroll is one of the most overlooked revenue opportunities for payment professionals. In this episode, James Shepherd talks with Evan Perdikouris, President of Nexroll, about how payroll fits naturally alongside payments and how agents can generate new residual income without becoming payroll experts. They break down the economics, the best merchant targets, and simple referral strategies that deepen relationships and increase stickiness. Plus, Patti Murphy joins James for the latest Today in Payments segment, covering key industry updates you need to know. If you’re looking to expand beyond processing and add a high-value service your merchants already need, this episode will show you how to get started.

In this episode, James Shepherd sits down with Blake Wilson for a behind-the-scenes conversation on a rare evolution in merchant services - an ISO scaling the traditional agent channel while simultaneously transforming into a SaaS and technology company. They dig into what it really takes to choose a vertical, build or buy software the right way, and execute integrated partnerships without losing the compensation structures and economics that agents rely on. This is a practical, honest look at vertical focus, tech ownership, and building leverage at scale, without treating either path like a one-size-fits-all answer.

In this week’s episode of the Merchant Sales Podcast, James Shepherd sits down with Chris Del Grande, payments entrepreneur and ISO operator, for an in-the-weeds conversation on scaling merchant portfolios through the 1099 agent model. They break down what it really takes to grow at scale - where agents struggle, how ISOs can better support them, and why the 1099 channel remains one of the biggest opportunities heading into 2026.

As the industry shifts gears into a new year, James Shepherd sits down with Allan Noe for a timely conversation focused on growth, goal setting, and building the right partnerships to scale an ISO. Allan brings deep experience helping payments businesses grow through strategic relationships - including associations, bank referral programs, and other partnership-driven models that create long-term leverage. This episode offers practical perspective for agents and ISOs looking to start the year with clarity, prioritize the right opportunities, and think more strategically about how partnerships can accelerate growth in today’s payments landscape.

As the payments industry looks toward 2026, many agents and ISOs are realizing the traditional agent model is under pressure. In this episode, James Shepherd sits down with Keith Sampson for an honest conversation about burnout, goal setting, and why chasing high splits often leads to unsustainable businesses. Keith shares lessons from building and exiting companies, navigating personal and professional burnout, and rethinking how payments fits into a larger long-term strategy. Together, they break down why the agent model is changing, how to think differently about referral versus dealer structures, and what it really takes to build lasting wealth in today’s integrated payments landscape. The episode also includes a Today in Payments segment with Patti Murphy, covering timely industry news and updates not included in this interview.

In this week’s episode of the Merchant Sales Podcast, James Shepherd sits down with Juan Ortiz for a motivating and strategy-packed conversation on setting goals for 2026 and choosing the right vertical. Juan shares practical guidance for agents and ISOs on how to focus, niche down, and build a plan that actually drives measurable growth in the coming year. Together, they dig into the challenges reps face today and the mindset shifts needed to win in an increasingly verticalized payments landscape. After the interview, James and Patti Murphy bring you another Today in Payments update, offering a quick look at what’s happening across the industry right now.

In this week’s episode, James Shepherd sits down with Allen Kopelman, CEO of Nationwide Payment Systems and host of the B2B Vault podcast, for a wide-ranging discussion on the biggest shifts reshaping merchant services today. From the Visa/Mastercard settlement and VAMP chargeback rules to the growing pressure on ISOs to own their tech stack, Allen shares what he’s seeing firsthand — and why agents must rethink how they sell, support, and position technology to compete in 2026 and beyond. They break down the rise of processor-agnostic software, the future of hardware, the growing push for ISOs to streamline onboarding with automated funnels, and how agents can stay relevant by focusing on the right verticals, the right partners, and the right products. After the interview, James and Patti Murphy dive into a new Today in Payments, breaking down fresh data on holiday spending, the continued rise of Buy Now, Pay Later, and the growing momentum behind real-time payments like RTP and FedNow—and how they compare to legacy ACH rails.

In this week’s episode of the Merchant Sales Podcast, James Shepherd welcomes back Steven Morris for a direct and practical conversation about the mistakes agents commonly make when entering the merchant services industry. Steven shares real-world insights from the front lines, what slows agents down, what causes deals to fall through, and how new reps can build a stronger foundation for long-term success. After the interview, James and Patti Murphy team up for another insightful Today in Payments, covering the latest headlines and shifts shaping the payments landscape.

In this episode, James Shepherd delivers a straightforward, easy-to-understand explanation of what credit card processing is and how it works, from the basics of authorization and settlement to the role of processors, acquirers, and merchant accounts. Whether you're new to payments or need a refresher, this is the perfect foundational guide to help you understand the moving parts behind every transaction and how they connect to merchant sales. After the lesson, stick around for Today in Payments with Patti Murphy, where James and Patti cover the latest industry headlines.