Getting Started as a Referral Agent - Questions and Answers
1. What is the value that I’m bringing to them? How am I helping them? How much will they be saving? Examples of how they will save on a single transaction, a day, a month.
The main value you bring is personal connection and service. You’re not just a voice on the phone or a bank representative—you’re a real person they can reach out to for assistance. They can call you directly when they need help, and you’ll be there to support them.
Savings can vary. Some merchants may save very little, while others may save significantly. But savings aren’t always the deciding factor. Many will switch for better equipment, free terminals, 24-hour service, or improved overall support.
A single transaction savings is hard to quantify because interchange fees (controlled by banks and card brands) affect every transaction. While we can drop rates slightly, the real savings depend on the types of cards they accept. The best way to evaluate savings is by reviewing their statement before and after switching.
2. How am I making their life more complicated? (Them going out of their comfort zone, setting up a new service, that can cause issues.) Is there any hardware that comes with setting up?
In most cases, you’re actually making their life easier, not more complicated. If they already have hardware that can be remotely fixed, the process is simple. If they use a virtual terminal or website, there’s no hardware involved.
Every business is different, but generally, the transition is smooth. If new hardware is required, we provide it, set it up, and guide them through the process. Rather than adding complications, we offer consulting, better service, and long-term relationships that help them operate more efficiently.
3. How easy is it to get support if there’s an issue with your service?
Support is extremely easy to access. There’s a dedicated 800 number, and during business hours, our team handles support directly. After hours, calls roll over to the processor, so there is always someone available to help.
We prioritize answering calls first because we understand the merchant’s specific needs and prior conversations. While processors handle logical fixes, our team can assist with conceptual issues, such as understanding pricing. Superior customer support is one of our biggest advantages.
4. How does switching to your service work? (Technical side, how much hassle is there exactly?)
The process is straightforward:
- We review three months of their current statements to determine pricing.
- The merchant receives an invite link to complete their application in our portal.
- We assist with filling out the application via phone or video if needed.
- Depending on their setup, they receive a new terminal, access to a virtual terminal, or integration with a point-of-sale system.
- If hardware is involved, we ship it and walk them through setup, testing, running reports, and batching transactions.
- We follow up at 1 week, 2 weeks, and 3 weeks to ensure a smooth transition.
Most merchants feel comfortable within the first two days, but they always have access to ongoing support.
5. What are the drawbacks? How are you making money? (For personal understanding, without disclosing to clients.)
One drawback is that merchant services are a commodity—every business needs a payment processor, and they have many options. Since they can get a merchant account from their bank, Walmart, or Square, our biggest advantage is the personal relationship.
The challenge for referral agents is dealing with rejection. You will hear “no” often, and it takes persistence to succeed. Additionally, residual income takes 2-3 months to build because merchants start slowly, testing the service before fully switching over.
We make money through the transaction fees merchants pay. The key is to retain merchants for as long as possible, as long-term relationships drive profitability.
6. Who do you consider your main competitors? What is your niche: small business, average size, restaurants?
Competitors include every company that provides credit card processing. In restaurants, major competitors are Toast, Aloha, Micros, and Square. However, these companies treat merchants as just numbers, whereas we focus on personal relationships.
Niche selection depends on the agent’s expertise. If you know restaurants well, that can be your niche. If you understand automotive businesses, that might be your focus. Businesses processing over $30,000 per month are ideal, as they care more about overall service than minor transaction fees. Smaller merchants processing under $10,000 per month tend to scrutinize every fee, making them less ideal clients.
7. What is your edge? (Aside from lower fees.)
Our biggest edge is support and personal relationships.
- When merchants call, they speak to real people who know their business, not just a random support representative.
- We proactively check in with merchants, helping them succeed in ways beyond just processing payments.
- We assist with integrations, provide industry-specific consulting, and help merchants optimize their operations.
- During COVID, we stood out because we answered the phone when others didn’t.
No matter how big we grow, we operate like a family business, prioritizing customer care over everything else.
8. How am I providing them with a better service specifically?
The first step is believing that you are offering a better service. If you don’t have confidence, merchants will sense that.
We provide better service by:
- Being available and answering calls.
- Building long-term relationships (we have merchants who have been with us for 16+ years).
- Helping with setup, troubleshooting, and ongoing support.
- Addressing unexpected fees or issues quickly and transparently.
Merchants who only care about pricing and scrutinize every small fee aren’t the best long-term clients. We focus on merchants who value quality service and want a trusted partner in their business.