This case study-style breakdown shows exactly how new merchant services agents can sign their first 10 merchant accounts—without fancy tools, paid leads, or years of experience.

The Starting Point: New Agent, No Portfolio

Agent profile:

• New to merchant services
• No existing book of business
• No referrals yet
• Learning pricing, POS, and compliance in real time

Goal:
Sign 10 merchant accounts in 60–90 days to build confidence and a foundation for residual income.

Step 1: Choose a Tight Target Market (Not Everyone)

The agent started by narrowing focus.

Instead of chasing every business, they chose:

• Retail stores
• Small restaurants
• Local service businesses

Why?

• Card acceptance is critical
• Owners are accessible
• Problems are easy to spot
• Conversations happen quickly

Specialization made prospecting less intimidating and more effective.

Step 2: Commit to Daily Activity (Not Results)

The agent didn’t focus on closing deals—they focused on consistent activity.

Daily commitment:

• 10–15 in-person visits
• 5–10 follow-up calls or emails
• Notes on every conversation

This removed pressure and created steady pipeline growth.

Step 3: Lead With Questions, Not Pricing

Instead of pitching rates, the agent asked:

• “How do you accept payments today?”
• “Do you ever review your statements?”
• “What happens if your system goes down?”
• “Have fees increased recently?”

Most merchants hadn’t had these conversations before.

Listening created trust—and trust opened doors.

Step 4: Use POS & Technology as the Hook

Several early wins came from technology conversations, not pricing.

Merchants were frustrated by:

• Outdated POS systems
• Order mistakes
• Poor reporting
• Online ordering issues

The agent positioned POS and payment technology as problem solvers, not sales tools.

This led to:

• 4 POS-driven signups
• Shorter sales cycles
• Higher engagement

Step 5: Keep Proposals Simple

Early proposals focused on:

• Clear pricing
• Fewer options
• Plain-English explanations

No jargon. No overwhelming comparisons.

Merchants appreciated clarity—and decisions happened faster.

Step 6: Follow Up Consistently (This Closed Half the Deals)

Of the first 10 accounts:

• 5 signed after follow-up
• Not on the first conversation

The agent used a simple cadence:

• Initial meeting
• Follow-up within 3–5 days
• Value-based check-in at 10–14 days

Consistency—not pressure—closed the deals.

Step 7: Leverage Early Wins for Confidence & Referrals

Once the first few accounts were live:

• Confidence increased
• Conversations felt natural
• Merchants referred neighbors and peers

By account #7, the agent received:

• 2 inbound referrals
• 1 warm introduction from a merchant

Momentum had officially started.

Results: First 10 Accounts Signed

Timeline: ~75 days
Method: In-person + follow-up
Focus: Education, POS, and transparency

What mattered most:

• Activity over perfection
• Questions over pitches
• Support over pressure

How Beacon Payments Helps New Agents Win Faster

At Beacon Payments, we help new agents build momentum—not guess.

Agents receive:

• Clear pricing models
• POS and technology solutions
• Prospecting guidance
• Scripts and training
• Concierge account management
• Support teams that protect the agent’s reputation

The right partner shortens the learning curve dramatically.

Final Thoughts: The First 10 Accounts Change Everything

Your first 10 merchant accounts aren’t about income—they’re about belief.

Once you prove to yourself that you can:

• Start conversations
• Solve problems
• Close deals
• Support merchants

…the rest becomes repeatable.

Momentum in merchant services doesn’t come from talent—it comes from action.