Building a Successful Team in Payment Processing | w/Rich Norton

Watch this interview with Rich Norton:

According to industry expert Rich Norton, the first key to building a strong team is aligning yourself with an established organization that already has a proven system in place. Rich emphasizes, "If you’re serious about leading a team, plug into a system that works. We’ve had many team leaders and ISOs join our organization who struggled to gain traction. They didn’t need to reinvent the wheel—they just needed to join a structure that was already driving success."

One of the key advantages of joining an established team is access to resources that support both you and your agents. Rich points out that his team offers extensive support, from university training programs to weekly Zoom calls, motivation sessions, and on-the-ground sales blitzes. These resources are designed to ensure that new agents, and those with leadership aspirations, have the tools and mentorship needed to succeed.

For those eager to lead, Rich’s message is clear: "You need to learn the business first, do it the right way, and then accelerate your path to leadership." Leaders aren’t born overnight in this industry. Rather, they earn their positions by mastering the sales process, showing integrity, and demonstrating a willingness to guide others.

However, Rich stresses that not everyone is suited to become a team leader. Two common pitfalls are seeking quick financial gains or viewing team-building as an escape from selling. “Building a team takes time, and it requires a real passion for sales,” Rich says. “If you’re tired of selling or just looking for a short-term financial boost, building a team isn’t the right path for you.”

Leadership in payment processing requires commitment and energy. As Rich notes, "The best leadership is leadership by example. If you're leading a team, your agents need to see you working, making sales, and achieving results. That’s what inspires others to follow."

Another essential mindset for a successful leader is focusing on helping others succeed rather than thinking about how much you can make from your team. "I never calculate how much I’ll make off an agent. My passion is helping people learn this business, and the financial rewards follow naturally from that."

Ultimately, leadership in payment processing is about service. It's about fostering a culture of support, growth, and shared success. Rich explains, “There’s no greater joy than helping others achieve their goals. My favorite part of this job is celebrating the success of the people I’ve mentored. That’s what leadership is all about.”

If you’re serious about taking on a leadership role in payment processing, Rich’s advice is invaluable: Find an organization with a system in place, focus on serving others, and always lead by example. With these principles in mind, you’ll be well on your way to building a strong, successful team.