We had the good fortune of connecting with Joe Gallucci and we’ve shared our conversation below.
Hi Joe, how do you think about risk?
The definition of risk as a verb is: “to expose to hazard or danger.” Danger is bad. Danger can harm you. Warren Buffet says, “Rule No. 1: Never lose money. Rule No. 2: Never forget rule No. 1.” Most people would categorize me taking a lot of risks, but to me, I see myself as risk-averse. So it’s a matter of perspective.
Risk is not fixed. It can be changed and controlled in most instances. In business, most times risk can be greatly diminished or eliminated with additional information, experience, capital, or contacts. It helps to see it from a different perspective.
I recall staring my first sales position in college. Family and friends told me this was risky because I wasn’t getting a guaranteed paycheck, and being paid by commission meant that if I didn’t perform, I wouldn’t be paid. However, I learned from my sales manager about the Law of Averages and that a certain % of people will buy, and if I did enough sales appointments (work), I am going to have a somewhat expectable outcome given enough time. He also taught me that it’s better to have no ceiling than it is to have a floor, because most people are capped in their jobs for how much they are paid and have to beg for raises each year, but that I could control my income by controlling how hard I worked. If I wanted a raise I could simply work with greater intensity or work more hours or work smarter with more efficiency or scalability. Also, if you only have 1 job and you are fired or laid off, you lose your only source of income. But in sales if I lost a single customer I would lose only a small fraction of my income. So in most cases it’s a matter of perspective and positioning.
Most people only evaluate the downside risk of pursuing some new thing, but they don’t evaluate the downside risk of staying with the status quo and doing nothing different at all.
What should our readers know about your business?
PayFrog is an independent merchant services brokerage that connects small businesses with payment processors so they can accept and process credit cards. We treat our clients as the center of our business and give them the white glove treatment, always striving to improve their experience with us. We don’t only represent 1 processor, so we are client loyal in finding them the processor that best works for them. Also, I am a Certified Payment Professional through the Electronic Transaction Association, which is an optional certification that requires me to take continuing education classes so I am always recommending the most appropriate solution, which is ever-changing in payment technology. We are most proud or our 5 star reviews and how long our clients stay with us, even though they are never locked into a contract.
Here are some valuable lessons we’ve learned along the way:
– Reputation is to be valued over money. In other words, “A good name is to be chosen rather than great riches, and favor is better than silver or gold.” Proverbs 22: 1. We’ve seen this time and time again that a good reputation from making satisfied clients will bring a harvest of revenue through referrals and repeat business….more than any marketing effort we’ve ever done.
– Love your customers. Treat them how you would like to be treated. Be kind and value your relationships.
– Integrity is essential. You must put in the hard work and have self-discipline. Pursue excellence and professionalism in everything you do and keep a positive mental attitude.
– Keep things simple and secure. Leverage with automation, and be a good steward of resources.
When challenges come up, you have to tackle them head on. Evaluate all your options and then move forward with the best plan. If that doesn’t work, keep trying different solutions until you find the right path.
Let’s say your best friend was visiting the area and you wanted to show them the best time ever. Where would you take them? Give us a little itinerary – say it was a week long trip, where would you eat, drink, visit, hang out, etc.
If my friend was visiting Colorado, I’d take them to Colorado Springs where I lived to hike Garden of the Gods. We’d stroll around the Broodmoor lake followed up by a pastry at the Broodmoor cafe. We’d have to go up a 14’er like Pike’s Peak for the view. And I’d have to race them to the top of the Manitou Incline for a little friendly competition. For dining, I’d take them to Piglatin Cocinca for a hip place with loud music and yummy Cuban food, Basil & Barley for authentic Italian, Amy’s Donuts for the widest selection of donuts I’ve ever seen.
The Shoutout series is all about recognizing that our success and where we are in life is at least somewhat thanks to the efforts, support, mentorship, love and encouragement of others. So is there someone that you want to dedicate your shoutout to?
I’d like to recognize Kris Dow, my first sales manager who mentored me in sales and taught me to believe in myself and Hal Elrod, my business coach, who helped me to achieve peak performance and identify my passions to seek a new career in the field of credit card processing.