State Bank of Speer’s Jay Glatz on Relationship Banking


For over a decade,  State Bank of Speer has entrusted Cornerstone Business Solutions in referring their business customers for merchant services solutions.  But if first impressions are everything, I’m not sure they would have chosen us based upon our first meeting!

I remember the meeting like it was yesterday.  As a much younger and enthusiastic bank card representative, I rode along with my partner for our first meeting with this expanding, well established bank.  All along the way, I drank coffee (a lot of coffee) and became more and more excited about the meeting.  I had over an hour to think of everything I had to say.  We arrived and were escorted to the board room where we were seated with bank President, Mike Stahl and Jay Glatz as well as a few others.  So of course, nearly exploding with excitement, we had barely finished shaking hand and sitting down when I burst into a torrent of my sales presentation at about 120 mph!  For the nearly 5 minutes (for a 30 minute presentation) that I could rapid fire talk without taking a breath, they all just sat there wide-eyed, gripping the arms of their chair in astonishment!  I was completely oblivious, until I finally took a breath and Mike made a hilarious comment about it that broke the ice for everyone.

I learned a valuable lesson that day that business isn’t about fancy, fast talking presentations, but it’s about people, and relationships.  I’m grateful that Mike and Jay took the time to get to know me as a person and gave Cornerstone the opportunity to serve their clients.  I’ve always felt an extra special commitment to serving their customers as I’ve learned that they have very high standards for customer service.  Their customers are more often than not, friends of the business.  It’s a philosophy I’ve seen and adopted myself.

Jay Glatz , Vice President of Marketing,  particularly embodies that core trait and I’m proud to call him a friend now as well.  I hope you appreciate this few minutes of him I’ve captured on video.  You may also notice, I’ve learned to actually listen occasionally and I also kept it to one small cup of coffee for this interview!

Robert McBeath is a Certified Payment Professional and President of Cornerstone Business Solutions.  Robert has extensive experience offering merchant services and cash advances to business owners. Visit or call him at 888.979.4731.

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