Rethinking the Agent Model for 2026

As the payments industry looks toward 2026, many agents and ISOs are realizing the traditional agent model is under pressure. In this episode, James Shepherd sits down with Keith Sampson for an honest conversation about burnout, goal setting, and why chasing high splits often leads to unsustainable businesses. Keith shares lessons from building and exiting companies, navigating personal and professional burnout, and rethinking how payments fits into a larger long-term strategy. Together, they break down why the agent model is changing, how to think differently about referral versus dealer structures, and what it really takes to build lasting wealth in today’s integrated payments landscape. The episode also includes a Today in Payments segment with Patti Murphy, covering timely industry news and updates not included in this interview.

You can listen to Rethinking the Agent Model for 2026 online on Radio and Podcast. Open the player on this page to stream the available audio.

Rethinking the Agent Model for 2026 is an episode from Merchant Sales Podcast by Merchant Sales Podcast.

This episode is 00:41:47 long.

This episode was published on Dec 19, 2025.

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