That's a wrap,

Hi , that's a wrap on two weeks of training, and congratulations. Final day covered statements, the two processors you'll run into most, your mentor, the door math, and what happens after you close. Here's what to take away and what to do next.

Today's big takeaways

1. Reading statements

Scan for junk fees before you touch the rate. Next-day funding charges, PCI non-compliance fees. PCBancard charges for none of it, so you can often show a merchant $80 to $100 a month in obvious savings on the first pass.

2. Toast and Shift4

Both raised rates twice in the last eight months. Toast merchants are typically sitting at 3.89% and have no idea. When you walk into one, your only job is to get the statement.

3. Josh Yagow, your mentor

Twenty-four years in the Automotive Industry, two years with PCBancard, 90 to 100 clients. His number one piece of advice: "No" means "not right now." Go back. This business is 90% relationship and 10% selling, and the reps who call him with questions are the ones making money.

4. The prospecting formula

Two deals a month means walking into 40 to 50 new businesses. Three deals means 60. That is 2 to 3 new doors a day, nothing more dramatic than that. Start with the industries you already know. Follow the 5-9-4-2-25 formula Steve Mynhier taught you! 

5. After the close

Submit the app plus the driver's license plus a voided check. Add three months of statements if they want next-day funding. If the merchant wants us to do their PCI Compliance for them, make sure they sign the PCI Assistance Form at closing (It's included in the application)  The terminal ships within 24 hours and it's plug and play.

6. Proposal rules

Get a pre-commitment before you show numbers. Never email a proposal. Never leave it behind if you didn't close. A statement in hand is worth roughly a 70% close rate, so protect the statement and the meeting.

Full notes and recording

Everything from the session is written up, and the recording is there if you want to hear Josh's answers in his own words. Watch the statement walkthrough again before your first real one.

Your homework

Five things, and the last one matters most. Do them this week while the training is still loud in your head.

1. Fill out the Residual Growth Projections spreadsheet and email it to 
   • Jason at avar@pcbancard.com, Emma at emma@pcbancard.com, and Josh at josh.yagow@pcbancard.com. Set the goal and make it real. If you filled out the Circle of Influence Sheet - send that over as well. 
2. Register for the Monday Morning Call. 
3. Watch for Friday Newsletters with important announcements. Sign up fro here.
4. Join the PCBancard Facebook Group and say hello!
5. Keep your online training going if you haven't finished. You can access both PCBancard University and the James Shepherd Online Courses here.
6. Consider a Dejavoo P3 demo unit at $350. A live terminal in your hand changes the conversation. Contact Emma if interested.
7. Go talk to someone this weekend. Auto service is the easiest entry point. You don't need to be perfect, you just need to start. Get a statement and send it to proposals@pcbancard.com 

Your first mentor meeting

Your first Tuesday mentor meeting with Josh Yagow is next week at 5 PM ET. Come with something from the field: a win, a loss, a door that went sideways, a question you couldn't answer. This meeting will go every week for 30 days.