Instant Pay. Real Loyalty. Crystal Holtzendorff on Why Speed of Pay Is the New Trust
In November 5, 2025, Brett Duncan and Kate Gardner hosted theJuice in DFW. These lunch events are held two to three times a year in the DFW area, bringing together 40-70 direct selling executives for good food, great intel and priceless connections. At this event, Crystal Holtzendorff from our title sponsor PayQuicker presented. Below is a recap of her presentation. You can learn more about our upcoming events here.
With PayQuicker’s latest research on the gig economy in hand, Crystal Holtzendorff, Senior Vice President of Global Sales at PayQuicker, painted a picture of a workforce that’s changing faster than most companies are willing to admit … and a reminder that the future of direct selling depends on whether we’re paying attention.
She shared new data from The New Economy study, produced in partnership with John Fleming. The stats may sound simple, but they tell a big story about what today’s earners value, expect and demand.
“Eighty-three percent of gig workers say immediate payment access determines which gigs they take. That’s the new loyalty program.”
The Micro-Earner Mindset
One of the biggest myths in direct selling is that everyone’s chasing six figures. The data says otherwise.
According to PayQuicker’s findings:
60% of gig workers hold multiple gigs simultaneously.
59% put in less than eight hours a week.
69% expect to earn less than $500 per month.
That last number is the most telling. Today’s earners aren’t necessarily looking for a full-time hustle; they’re looking for a flexible one.
Holtzendorff challenged leaders to stop building programs that assume everyone wants to “go full-time.” Instead, design experiences that make a few hundred dollars a month feel meaningful, simple and sustainable.
“If your comp plan assumes everyone wants to be a millionaire, you’ve already lost half your audience.”
Speed Is the New Trust
The research also exposed a growing demand for immediacy, not just in communication or onboarding, but in payouts.
“Speed of pay isn’t just a perk anymore, it’s a decision driver.”
Waiting days—or even hours—creates friction, and friction kills motivation.
That insight matters for direct selling, where traditional pay cycles can still lag behind the on-demand economy. Holtzendorff encouraged companies to look closely at their payment partners and technology stacks to ensure that “instant” actually means instant.
“If people have to wait to get paid, they’ll just find another platform that doesn’t make them wait.”
AI, Adaptation and the Human Element
Holtzendorff also shared that PayQuicker is leaning into AI innovation, not as a gimmick but as a growth strategy. The company’s team recently attended the AI Marketing Conference to explore how automation, personalization and payout optimization intersect.
Her message was clear: embrace AI, but don’t lose sight of the people that makes direct selling work.
“AI isn’t replacing people; it’s reminding us how powerful human connection really is.”
She urged leaders to start small and scale smart when implementing new technologies. From personalized pay dashboards to predictive insights, AI can help companies make smarter, faster decisions without sacrificing the personal touch that defines the channel.
“Adaptation is leadership. The companies that lean into change will own the next decade.”
Beyond the Dollar Signs
The conversation that followed Crystal’s session dug deeper into why people join and stay in gig-based opportunities. Multiple executives echoed a growing truth: freedom and flexibility often outrank money.
In other words, people aren’t signing up because they’re greedy; they’re signing up because they’re busy.
They want optionality, autonomy and the ability to earn on their terms.
Holtzendorff’s message hit that note perfectly: direct selling companies that recognize this shift and build around it will thrive. Those that cling to old assumptions won’t.
“The modern worker values options, not obligations.”
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