The Paycast Network

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

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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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In this episode of The Paycast Network, Chase sits down with Raquel De La Fuente to explore her wild path into the payments industry. Raquel shares how going door to door at five years old built her early resilience to rejection and taught her how to handle high pressure public speaking before she even finished elementary school.
After years in lending, mortgage, and running a high stress credit restoration business working up to 90 hours a week, Raquel hit severe burnout. She opens up about the physical toll of overworking, how she reclaimed her personal life, and why establishing a strict 5:00 PM hard stop completely transformed her business and client relationships.
Plus, Raquel breaks down her relationship first approach to merchant services, how she helped a client boost their credit score by 155 points, her secret trick for using ChatGPT as an anger translator for tough emails, and her top two rules for long term sales success.
Key Highlights
03:15 | Door to door sales and overcoming objections at age 5

05:55 | Using ChatGPT as an anger translator for client emails

08:40 | The reality of 90 hour workweeks and severe sales burnout

09:50 | Setting boundaries with clients and the 5 PM cutoff rule

11:25 | Building a referral only business through relationship selling

16:00 | Raquel’s top 2 golden rules for sales success

Enjoying the show? Tap the follow button on Spotify and leave us a five star rating to support the podcast!

In this episode of our Paycast Network series live from Chicago, Lori Pagnozzi from Bead joins us to discuss how Bead is modernizing payment processing by unlocking 7 alternative payment tenders through a single integration.
Lori breaks down how Bead eliminates crypto volatility and chargeback risk for merchants, settling transactions directly into US dollars next-day. She details the revenue opportunities for ISOs and sales agents, explains why 89% of Gen Z and Millennials prefer digital wallets over physical cards, and shares the fascinating backstory of how she and her team originally co-founded Dejavoo. Plus, stick around for a fun round of Chicago history trivia.
In this episode, we cover:
How Bead simplifies 7 alternative payment methods through one integration (Venmo, PayPal, Cash App, Klarna, Alipay, WeChat Pay, and Crypto).

Eliminating crypto volatility and chargeback risk with next-day USD settlement.

Revenue models, schedule pricing, and markup opportunities for ISOs and sales agents.

Seamless integration into Dejavoo terminals and terminal gateways.

The shift toward digital wallets among Gen Z and Millennial consumers.

Bonus history: Lori Pagnozzi on co-founding Dejavoo and how the company got its name.

Chicago history trivia on reversing the flow of the Chicago River.

Sponsored by Cutter
Curious about the true value of your payment processing residual portfolio? Whether you are looking to retire, reinvest in your business, or secure liquidity, Cutter purchases residual portfolios from agents and ISOs with no obligations, no new business requirements, and no lock in contracts.
Find out what a full or partial residual sale could do for your business today: https://cutterfinancial.com/paycastnetwork/
If you are enjoying our MWAA coverage, follow the show on Spotify, leave us a rating, and share this episode with fellow payments professionals!

In this episode of our Paycast Network series live from Chicago, Zach Daily from Cutter joins us to discuss the art and science of residual portfolio valuation and exit strategies for ISOs and sales agents.
Zach breaks down what buyers look for when evaluating a book of business, including attrition rates, MID concentration, and industry diversity. He shares essential contract advice for new agents looking to maximize long-term equity, such as securing lifetime residual rights and non-exclusive agreements, and explains how Cutter works with agents to navigate unfavorable ISO terms to ensure a successful portfolio sale.
In this episode, we cover:
Key factors that determine the valuation of a residual portfolio.

Major valuation risks: High attrition, top-heavy MIDs, and lack of diversity.

Essential contract advice for new agents: Lifetime residuals and non-exclusivity.

How Cutter helps negotiate amendments to unfavorable ISO contracts prior to a sale.

Equipment program considerations and their impact on portfolio sellability.

Sponsored by Cutter
Curious about the true value of your payment processing residual portfolio? Whether you are looking to retire, reinvest in your business, or secure liquidity, Cutter purchases residual portfolios from agents and ISOs with no obligations, no new business requirements, and no lock in contracts.
Find out what a full or partial residual sale could do for your business today: https://cutterfinancial.com/paycastnetwork/
If you are enjoying our MWAA coverage, follow the show on Spotify, leave us a rating, and share this episode with fellow payments professionals!