Interview with Robert Fojo
Robert Fojo
JULY 31, 2024 | 00:46 | Episode 30
Robert Fojo Teaches That Consistency and Diligence are the Keys to Success in Career Pivots
Robert M. Fojo, VP of Sales at Max Value Processing, shares his journey from being a lawyer to joining a startup in the merchant services space. He discusses his background growing up in Miami as the son of Cuban immigrants and how it shaped his values and appreciation for freedom. Fojo explains the compelling ideas behind Max Value Processing, including transparency and technology in the payments industry. He emphasizes the importance of understanding vertical markets and building relationships with software providers. Fojo also offers advice for career pivots and the importance of consistency and diligence.
ABOUT MY GUEST
Robert M. Fojo, VP of Sales at Max Value Processing
Robert is the co-owner and Vice President of Sales for Max Value Processing. Max Value is a payment technology and merchant services company based in Beverly, MA. Robert is the son of Cuban immigrants. He was born and raised in Miami, Florida. He attended and graduated from Harvard Law School. He was a trial lawyer for nearly 20 years, worked for large international and national law firms, managed complex commercial disputes in state and federal court, nurtured and cultivated numerous client relationships, and built his own successful law firm. Robert saw a huge opportunity in the merchant services industry in early 2022 and jumped in head first. He began prospecting and selling payment solutions to businesses and built a large portfolio and landed in the top 10% of payments professionals in the country. He was a President’s Club winner in his first year in the industry. Soon after that, he joined Max Value Processing as the head of sales, and he has built, and manages, a sales team of over 30 agents.
Summary
Robert M. Fojo, VP of Sales at Max Value Processing, shares his journey from being a lawyer to joining a startup in the merchant services space. He discusses his background growing up in Miami as the son of Cuban immigrants and how it shaped his values and appreciation for freedom. Fojo explains the compelling ideas behind Max Value Processing, including transparency and technology in the payments industry. He emphasizes the importance of understanding vertical markets and building relationships with software providers. Fojo also offers advice for career pivots and the importance of consistency and diligence.
Takeaways
Understanding and appreciating your heritage and upbringing can shape your values and career choices.
Transparency and technology are key factors in the payments industry, and companies that focus on these areas can differentiate themselves.
Building relationships with software providers and understanding vertical markets are crucial for success in the merchant services space.
Consistency and diligence are essential for achieving goals and making successful career pivots.
Sound Bites
"Give it 110% and don't look back."
"Be consistent and diligent in what you're doing."
"Become a wholesale Processor and control all processes."
Links
Robert’s Max Value Processing: https://maxvalueprocessing.com/
Please leave us a review: https://podchaser.com/DesigningSuccessfulStartups
Tech Startup Toolkit (book): https://www.manning.com/books/tech-startup-toolkit?book
Jothy’s website: https://jothyrosenberg.com
The Who Says I Can’t Foundation: https://whosaysicant.org
Jothy’s TEDx talk on disabilities: https://www.youtube.com/watch?v=PNtOawXAx5A
Chapters
00:00 Introduction and Background
03:04 Living in New Hampshire and Working in Beverly
04:40 Transition from Lawyer to Startup
08:32 The Major Ideas that Will Change the Payments Industry
11:28 Identifying Pain Points and Differentiating from Competitors
13:13 The Similarities Between Sales and Law
15:10 Transition to VP of Sales and Managing a Sales Team
16:37 Balancing Law Practice and Sales Career
19:20 Partner Strategy and Protecting Against Competition
22:34 The Challenges of Developing Payment Solutions
25:47 Expanding into New Verticals and Differentiating from Competitors
28:16 Creating Pull Through Strategies and Displacing Competitors
35:27 The Importance of Grit and Immigrant Mentality
37:41 Advice for Career Pivots and Consistency
38:47 Goals for the Company and Future Growth
41:56 Passing on Values to the Next Generation
