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The Paycast Network

The Paycast Network exists to educate, inform, and unite professionals while elevating the Payments and Fintech industry to a new standard of quality and expectation.

Latest Episodes:

30 Years in Payments: Leadership & Strategy with Dr. Gail Burgos Oct 21, 2026

Show notes

What takes an IT professional from printing mainframe code to executive leadership and spearheading diversity strategy across thousands of employees? In this episode of The Paycast Network, host Chase sits down with fintech veteran Dr. Gail Burgos (CEO of PayTech Women, former Chief of Staff to the CIO and Senior Diversity Officer at TSYS) to break down three decades of executive experience in the payments ecosystem.

Dr. Burgos shares candid insights into career progression, the reality of work-life harmony as a working mother, and why the human factor remains the ultimate driver of performance.

EPISODE TIMESTAMPS:

00:00 - Welcome & Georgia Trivia

02:40 - Entering TSYS and the Payments Industry

03:52 - Understanding the Back End: Learning Mainframe Code

07:05 - Developing FAFSA for the Department of Education

09:35 - Navigating Ambition, Travel, and Family Life

13:00 - Scaling Multi-Location Teams to 200+ Members

15:35 - Servant Leadership and Putting People First

17:35 - Stepping into the C-Suite: Chief of Staff to CIO Patty Watson

20:45 - Succession Planning and Paying Mentorship Forward

22:25 - Becoming the First Senior Diversity Officer at TSYS

25:40 - The Brief "Retirement" and Leading Girls Inc.

28:40 - The Epiphany: Making the Decision to "Push the Button"

32:15 - Looking Ahead: PayTech Women

33:30 - IMPACT 26 Live Podcast Announcement

KEY TOPICS COVERED:

• Technical Curiosity as a Career Catalyst: Why understanding architecture and systems elevates client-facing and management capabilities.

• The Mechanics of Servant Leadership: How an authentic open-door policy and 360-degree feedback build high-retention organizations.

• Purposeful DEI Strategy: Moving beyond performative checklists to secure executive alignment and tangible impact during corporate mergers.

• Strategic Career Transitions: Recognizing when to step into stretch assignments and when to pivot toward community impact.

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• Discover more episodes and resources at paycastnetwork.com.

Why Top Sales Reps Quit Toxic Corporate Cultures Oct 15, 2026

Show notes

What happens when your sales team shatters company records, but leadership refuses to acknowledge your existence? For Tina Waldrup, founder of Anchor Payment Solutions, that breaking point sparked the decision to walk away from corporate merchant services and launch an independent agency rooted in partnership and mutual respect.

In this episode of The Paycast Network, Tina sits down with us to share the hard-earned lessons from her career journey:

• Managing high-volume restaurants and learning why every team member deserves respect.

• The burnout of working inside negative corporate cultures at NCR/Aloha and Heartland.

• Why sales recognition matters just as much as compensation.

• How her daughter solved cold-calling anxiety with an ingenious coffee shop whiteboard experiment.

• Why veteran sales leaders must embrace reverse mentorship from the next generation.

Episode Timestamps:

00:00 - Introduction & North Carolina Trivia

02:00 - The Story Behind Anchor Payment Solutions

03:00 - Point-of-Sale Sales Realities at NCR

04:40 - Advice for Reps Dealing with a Negative Work Culture

05:40 - Restaurant Management Principles Applied to B2B Sales

08:35 - Training & Statement Analysis at Heartland

10:00 - The Record-Breaking Month That Led Tina to Quit

12:45 - The Psychology of Recognition in Sales

14:40 - Operating Without "Bosses": Equal Partnership at Anchor

16:30 - The Unconventional Coffee Shop Cold Calling Hack

19:15 - Why Experienced Leaders Must Learn from Younger Reps

21:05 - The Whiteboard Rule for Consistent Sales Growth

22:45 - Episode Wrap-Up

Follow & Connect:

Follow The Paycast Network on Spotify, leave a rating, and share this episode with a fellow sales professional or merchant services leader!

High Risk Portfolio Valuation & Exit Multiples | Pay It Forward Ep. 3 Oct 09, 2026

Show notes

Welcome to the final installment of our Pay It Forward series on The Paycast Network! In Part 3, Scott Morley from linked2pay shares advanced strategies specifically for experienced high-risk merchant agents looking to scale, protect, and eventually exit their business.

Scott dives deep into why pure high-risk portfolios fetch lower resale multiples, how to spot fraud red flags before they destroy your residuals, and why deep vertical specialization is the key to sustainable growth.

What You Will Learn in This Episode:

• The Revenue Blindspot: Why high residuals can blind veteran agents to dangerous accounts.

• Portfolio Valuation & Exit Multiples: Why buyers pay less for pure high-risk portfolios and how balance protects your resale value.

• Real Fraud Case Study: How linked2pay stopped foreign card fraud and OFAC violations before chargebacks hit.

• Vertical Specialization: Why mastering niche verticals leads to high-converting merchant referrals.

• Continuous Education & Networking: How to filter out social media noise and find trustworthy industry advice.

Episode Chapters:

0:00 - Introduction to Pay It Forward Part 3

0:52 - The Revenue Blindspot for Veteran High-Risk Agents

1:40 - Why the Best Deal Is Sometimes the One You Walk Away From

2:15 - Education & Networking for Experienced Agents

3:45 - Why High-Risk Agents Need an Advanced Processing Partner

4:35 - Real Fraud Example: Stopping Foreign Card & OFAC Schemes

5:45 - Growth Secret: Deep Vertical Specialization & Referrals

7:10 - High-Risk Portfolio Valuations & Resale Multiples

8:15 - Wrap Up & Impact 26 Announcement in Puerto Rico

Sponsored by linked2pay — A modern payments gateway for growing ISOs and their merchants, today and into the future.

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Scaling Your Portfolio with High Risk Accounts | Pay It Forward Ep. 2 Oct 02, 2026

Show notes

Welcome back to Pay It Forward on The Paycast Network! In Part 2 of our high risk series, we sit down with Scott Morley from linked2pay to discuss how established agents with low risk portfolios can safely expand into high risk merchant processing.

Scott shares critical insights on evaluating massive residual offers, avoiding costly clawbacks, understanding Visa VAMP rules, and maintaining the right portfolio balance for future resale.

What You Will Learn in This Episode:

• Walking Away from Bad Deals: Why chasing ten thousand dollar monthly residuals on non compliant accounts leads to clawbacks and lost revenue.

• High Risk Sales Realities: Why desperate merchants sign fast, but non compliant accounts destroy processor relationships.

• Preparing for Visa VAMP: How to stay ahead of card brand monitoring programs and protect online merchants.

• Portfolio Ratios and Resale Value: Why balancing high risk and low risk accounts is crucial if you ever plan to sell your portfolio.

• The Power of Pre Vetting: How pre vetting merchants with your partner saves time and protects your income.

• The Truth About Peptides: Why caution is required when evaluating peptide processing accounts.

Episode Chapters:

0:00 Introduction to Pay It Forward Part 2

0:45 High Risk Expansion for Established Agents

1:00 Chasing Big Residuals and Learning to Walk Away

3:00 Balancing Risk vs Reward in Your Portfolio

3:45 Is Selling High Risk Easier or Harder?

5:15 Navigating Visa VAMP Rules and Compliance

6:35 How to Stay Educated and Pre Vet Merchants

7:40 Peptide Processing Reality Check

8:55 Portfolio Ratios and Resale Valuation

10:00 Wrap Up

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High Risk Merchant Accounts 101 for New Agents | Pay It Forward Ep. 1 Oct 01, 2026

Show notes

Welcome to the debut episode of Pay It Forward on The Paycast Network! In this segment, we sit down with industry leader Scott Morley from linked2pay to break down what every new agent and ISO needs to know about entering the high-risk payment processing space.

Whether you are trying to place declined low-risk merchants or looking to build a high-risk portfolio from scratch, Scott shares actionable advice on underwriting, pricing, and risk management.

What You'll Learn in This Episode:

• Low-Risk vs. High-Risk: Why standard processing rules don't apply and why you need an experienced partner.

• Turn Declines into Revenue: How turned-down accounts and web developer partnerships can kickstart your high-risk pipeline.

• The #1 Agent Mistake: Why pricing high-risk accounts like low-risk merchants leads to instant declines.

• Hidden Red Flags: How reputational risk and negative-option auto-ship models create hidden liability.

• Acquiring Banks Explained: Why risk tolerances and prohibited industry lists vary across processors.

• The Peptide Warning: A reality check on regulatory scrutiny, litigation risks, and processing peptides.

Episode Chapters:

0:00 - Introduction to Pay It Forward with Scott Morley

0:42 - What New Agents Need to Know About High-Risk Processing

1:35 - Can You Be Self-Taught in High Risk?

2:45 - Target Verticals & Developer Referral Partnerships

3:50 - The #1 Pricing Mistake to Avoid

4:55 - Red Flags Beyond Chargebacks: Reputational Risk & Auto-Ship

6:00 - Acquiring Bank Rules & Varying Risk Tolerances

6:45 - The Truth About Peptide Payment Processing

7:45 - Outro & What's Next on Pay It Forward

Follow The Paycast Network on Spotify so you never miss an episode!

Why 90% of Sales Reps Fail: Hacking Brain Science & The "Life Bar" Philosophy Sep 23, 2026

Show notes

What is actually happening in your brain when you face rejection on a sales call or door knock? In this episode of The Paycast Network, Chase sits down with show veterans Jason Isidore and Zac Gottlieb, alongside guest Rich Ayala, to unpack the biology, neuroscience, and psychology behind high-level sales performance.

From understanding why social rejection triggers the exact same region of the brain as physical pain to mastering daily mindset and protecting your mental "life bar," this conversation breaks down what separates top 1% performers from the 90% who burn out.

Plus, stick around until the end of the episode for a special guest appearance from Blue the dog!

In This Episode, We Cover:

The Optimism Advantage: Why optimistic sales reps outperform pessimistic peers by up to 88%.
The Neuroscience of Rejection: How social rejection lights up the brain's physical pain centers and how to manage the reaction.
Prefrontal Cortex vs. Limbic System: Why fight-or-flight hormones ruin sales pitches and how to return to baseline.
The "Life Bar" Philosophy: How to protect your mental energy from bad prospects so you stay sharp for winnable deals.
Action Cures Fear: Practical strategies to get out of your car, knock the door, and make the call.
Timestamps:

00:00 - Introduction and Guest Intros
01:25 - Sales Trivia: Optimism Studies & Rejection Neuroscience
04:00 - Mentally Preparing for "No" Every Day
05:40 - Prefrontal Cortex vs. Limbic System in Sales
07:30 - Overcoming Cold-Calling Anxiety
09:30 - Strengthening Discipline and the ACC
10:45 - The "Life Bar" Philosophy
13:50 - Authenticity vs. Scripts in Modern Sales
15:15 - Special Appearance by Blue
16:30 - Wrap-Up and Closing Thoughts

In This Episode, We Cover:

ISO vs. ISV: Is Software Replacing Payment Agents? with Justin Volrath Sep 16, 2026

Show notes

Is the traditional ISO model dying, or are software providers and payment processors merging into one?

In this episode of The Paycast Network, we sit down with Justin Volrath, Founder and CEO of PayCompass, to break down the rapidly evolving relationship between Independent Sales Organizations (ISOs) and Independent Software Vendors (ISVs).

From the shift toward SaaS pricing and AI driven app development to fair revenue sharing models that protect sales agents, Justin shares his perspective on where the industry is headed and why human to human relationships matter now more than ever.

Plus, stick around for some hilarious Iowa trivia, including a 600 pound butter cow and Justin’s secret history as a four time competitive bacon eating runner up!

Key Topics Covered:

How integrated payments blurred the boundary between ISOs and ISVs
How to vet quality software vendors in an AI saturated market
Why agents who bring ISV opportunities deserve a seat at the revenue share table
Why merchant service agents will not be replaced by automated solutions
How rising AI fraud is driving merchants back to local, trusted reps

Timestamps:

0:00 Intro and Sponsor (DejaVu Payment Technology)
0:25 Welcome Justin Volrath (PayCompass)
1:05 Iowa Trivia: Hogs, Butter Cows, and Bacon
2:40 The History of ISOs vs ISVs
3:50 Why Software Providers Want Processing Revenue
5:15 How to Vet Software Vendors
7:40 Protecting Agents with Fair Rev Share Models
10:30 Will Self Service and AI Eliminate Payment Agents?
11:50 AI Fraud and the Return to In Person Reps
14:10 Closing Thoughts

The Biology of Sales & Overcoming Rejection with Rich Ayala Sep 09, 2026

Show notes

Why do nearly 90% of commission sales reps quit within their first 18 months? Rich Ayala joins Chase on The Paycast Network to reveal how understanding brain biology holds the key to conquering rejection and building a high performing sales career.

Rich shares his wild journey from using telenovelas to close real estate leads at age 17, to surviving terrifying early door knocking experiences, to founding AIP Tech. More than just sharing sales hustle, Rich breaks down the neuroscience behind cold outreach: why fear triggers fight or flight responses in your limbic system, how rejection causes actual physical pain in the nervous system, and why unlearning bad habits is the secret to building permanent sales discipline.

In This Episode You Will Learn

The secret to closing real estate leads using soap operas
How Rich pushed past door knocking panic during his first Gardena listing
The hilarious Oxnard story about selling fuzzy fun sets in strip malls
Transitioning from sketchy equipment leases to honest merchant processing
Why rejection triggers real physical pain inside your nervous system
How the limbic system hijacks logic in the prefrontal cortex during pitches
Why unlearning bad habits matters more than learning new sales tactics
Rich's 2 week sales challenge for training unstoppable reps

Featured GuestRich Ayala is the founder of AIP Tech, creator of Courage Club, and a veteran sales strategist specializing in the biology of sales performance.

Gatekeeper Hacks, AI vs. High-Touch Sales & Knowing Your Worth | Women in Sales Round Table (Pt. 2) Sep 01, 2026

Show notes

In Part 2 of our Women in Sales Round Table on The Paycast Network, host Chase Gunnell and Steven Morris sit down with merchant services leaders Lynn Soram, Tina Waldrop, and Raquel de la Fuente for an unfiltered conversation on B2B sales execution, mindset, and industry shifts.

Key Highlights

The "Sell Me the Duck" Challenge: An impromptu masterclass in consultative sales positioning and creative persuasion.
Quota Attainment Realities: Breaking down data on why female sales professionals excel in complex B2B sales cycles through active listening and empathy.
Winning Over Gatekeepers: Actionable tactics for turning gatekeepers into internal champions and strategic allies.
Career Lessons & Mindset: Overcoming cold-calling anxiety, knowing when to walk away from bad-fit accounts, and prioritizing personal development.
Motivation vs. Complacency: Maintaining drive after achieving residual success and building a long-term business legacy.
The Future of Merchant Services: Why automated AI systems cannot replicate the high-touch, 1-on-1 personal relationships required in payment processing.

Episode Breakdown

00:00 - Sponsor Intro (DejaVu Payment Technology)
00:45 - Panel Introductions & Wishlists
01:30 - The "Sell Me the Duck" Pitch Challenge
03:45 - Sales Trivia: Male vs. Female Quota Attainment
04:55 - Turning Gatekeepers into Best Friends
07:10 - Advice to Our Younger Selves & Handling Rejection
09:30 - Avoiding Complacency & Staying Motivated
12:05 - Payment Industry Future: AI vs. High-Touch Sales
16:20 - Panel Wrap-Up

Make sure to follow The Paycast Network on Spotify and leave a 5-star rating to support the show!

What Nobody Tells You About Being a Woman in Sales | Agent Roundtable Part 1 Aug 27, 2026

Show notes

In this special Agent Roundtable episode of The Paycast Network, host Chase sits down with guests Steven Morris, Raquel De La Fuente, Tina Waldrup, and Lynn Soram to discuss what it really takes to succeed in payment sales.

The panel opens up about their wildest pre payments backgrounds, from cold calling copier sales and managing restaurants to knocking doors at age five. They break down the truth about using sales scripts, navigating industry double standards, overcoming severe burnout, and learning to delegate control to support teams so you can protect your peace while growing a massive residual portfolio.

Key Highlights

00:00 | Sponsor Intro & Women in Sales Trivia
03:45 | Do Sales Scripts Actually Work?
06:30 | Pre Payments Backgrounds: Copiers, Restaurants & Door Knocking
11:15 | The Reality of Being a Woman in Payment Sales
15:20 | Overcoming Double Standards & Standing Your Ground
17:50 | Dealing with Burnout & Learning to Delegate Control

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