Jul 29, 2026
In this episode, Bill Glass sits down with Justin Volrath, Founder and CEO of PayCompass, to discuss how he built one of the fastest-growing ISO organizations by challenging traditional payment industry thinking. Justin shares his unlikely journey into merchant services, explains why an agent-first philosophy has fueled PayCompass' rapid growth, and offers practical advice on leadership, recruiting, technology, and scaling a successful payments business.
The conversation dives into what separates companies that simply grow from those that build lasting cultures, why empowering sales agents creates better outcomes for everyone, and how AI, embedded payments, and ISV partnerships are reshaping the future of merchant services. Throughout the discussion, both Bill and Justin emphasize that while technology will continue to evolve, trust, relationships, and exceptional service remain the industry's greatest competitive advantages.
1. Culture Drives Growth
PayCompass' rapid expansion wasn't driven by technology alone—it
was built by consistently making decisions that prioritize agents'
success and hiring people who genuinely care about serving
others.
2. Technology Should Empower, Not
Replace
From custom-built internal platforms to AI-assisted support,
technology works best when it removes friction and helps people
perform at a higher level rather than replacing human expertise and
relationships.
3.
The Future Belongs to Trusted Advisors
As embedded payments, ISVs, and AI continue to reshape the
industry, successful payment professionals will differentiate
themselves through consultative selling, strategic partnerships,
and delivering long-term value—not simply processing
transactions.