Payrollin'

By WRKdefined Podcast NetworkBusiness Entrepreneurship Management

Payrollin' episodes

April 28 What’s the Current Average for Employee Benefits? $753 Premium, 78% Employer Paid
📧 Get weekly payroll bureau growth strategies (1,000+ leaders subscribed): → https://www.payrollinpodcast.com/
Are your employee benefits actually competitive… or just “good enough”?
In this video, Matt Vaadi sits down with Matt Wilson from Scott Insurance to break down Milliman's benchmarking data across 20,000+ companies and show exactly how the guHRoo PEO plan designs stack up against national, regional, and small group benchmarks.
What You’ll Learn
• How your health insurance costs compare (PPO vs High Deductible plans)
• Benchmarks for deductibles, co-insurance, and out-of-pocket maximums
• What other employers are contributing (and what employees actually pay)
• Key trends in dental, vision, and additional benefits
• How to use benchmarking data to improve your benefits strategy
• The real drivers behind rising healthcare costs
If you are offering benefits just to stay compliant, you may be missing an opportunity. This webinar gives you the data to validate your approach and make confident decisions going into open enrollment.
⏰ TIMESTAMPS:
00:00 — Why benchmarking data matters before your next renewal
01:41 — How to read the benchmark data (national vs. regional vs. small group)
05:16 — PPO plan design benchmarks: deductible, coinsurance, out-of-pocket max
10:31 — Copay benchmarks: primary care, specialist, and pharmacy
17:07 — What employers are actually paying (and the family coverage strategy)
19:51 — High-deductible plan benchmarks + the case for HSAs over 401(k)s
28:45 — Dental and vision: what's standard, what's competitive
35:30 — Life, disability, and other benefits prevalence data
42:28 — The real cost of catastrophic claims (cancer, NICU, specialty drugs)
49:31 — Using this data to validate your benefits strategy
📧 GET THE INSIDER NEWSLETTER
Weekly strategies for scaling your payroll bureau (1,000+ leaders subscribed)
→ https://www.payrollinpodcast.com/
🎯 THIS WEEK'S RESOURCE:
📄 Take your payroll company to the next level. Get expert strategies for rapid growth!
https://go.guhroo.co/payroll-company-growth
💡 SCALE YOUR BUREAU WITH OUR HELP:
1️⃣ Add PEO Services - New revenue stream without new clients
→ Learn more: https://www.guhroo.co/partners/
2️⃣ Hire Virtual Assistants - Scale operations at 70% less cost
→ https://www.outsourcedscale.com/
3️⃣ Marketing That Works - Get the system we use
→ https://underdogdigital.co/
🔔 SUBSCRIBE for weekly payroll growth strategies:
→ Hit the bell to never miss an episode
💬 CONNECT WITH MATT:
LinkedIn: https://www.linkedin.com/in/mattvaadi
Facebook Group: https://www.facebook.com/groups/payrollinnovation
👉 TODAY'S GUEST:
→ Matt Wilson, Vice President, Benefits Consultant at Scott Insurance
https://www.linkedin.com/in/mattwilson6/
#payroll #payrollservices #bureauowner
how to benchmark employee benefits
how to compare employee benefits packages
what are competitive employee benefits
average health insurance cost for small business
how much should employers pay for benefits
employee benefits for companies under 50 employees
how to choose between PPO and HDHP
benefits strategy for small business owners
open enrollment planning for employers
how to reduce employee benefits costs
44 min
April 17 I Drove 3 Hours to See Inside a $3B PEO Acquirer (Here's What I Found)
I drove three hours. No agenda, no idea what I was walking into to spend half a day inside Vensure Employer Services headquarters. What I saw was nothing like what I expected.
105 acquisitions. 8 deals in legal. 50 in the pipeline. $750M in revenue and still raising capital. This episode is the closest thing to a behind-the- scenes tour of the most aggressive PEO acquirer in the country and I'm sharing everything: how they structure deals, what they actually pay, why they don't force platform migrations, their AI client churn prediction tool that's 80% accurate, and what this means if you own a payroll bureau or PEO and are even remotely thinking about what comes next.
This is not a sponsored episode. I told Alex Campos I wouldn't be a shill. This is my unbiased take after a 250-slide deck and a full facility tour.
Subscribe for weekly intel on running and growing a payroll business: https://www.youtube.com/@payrollinpod Join the newsletter: https://www.payrollinpodcast.com/
⏰ TIMESTAMPS:
00:00 — Why I drove 3 hours on a 15-minute phone call
02:57 — What I thought they wanted (I was wrong)
05:21 — The current Vensure scoreboard: 105 deals and counting 07:37 — How the deal structure actually works (80/20 split explained) 13:36 — Inside the 1,200-task acquisition system
18:03 — The AI tool predicting client churn with 80% accuracy
24:36 — Should you sell? The only thing I'll say about that.
#PEO #PayrollBusiness #BusinessAcquisition #SmallBusiness #HRTech
📧 GET THE INSIDER NEWSLETTER
Weekly strategies for scaling your payroll bureau (1,000+ leaders subscribed)
→ https://www.payrollinpodcast.com/
🎯 THIS WEEK'S RESOURCE:
💼Three Keys to Expand Your Payroll Business. Learn the top tactics to scale and grow your payroll company
https://youtu.be/6aW8RmVj8OE
💡 SCALE YOUR BUREAU WITH OUR HELP:
1️⃣ Add PEO Services - New revenue stream without new clients
→ Learn more: https://www.guhroo.co/partners/
2️⃣ Hire Virtual Assistants - Scale operations at 70% less cost
→ https://www.outsourcedscale.com/
3️⃣ Marketing That Works - Get the system we use
→ https://underdogdigital.co/
🔔 SUBSCRIBE for weekly payroll growth strategies:
→ Hit the bell to never miss an episode
💬 CONNECT WITH MATT:
LinkedIn: https://www.linkedin.com/in/mattvaadi
Facebook Group: https://www.facebook.com/groups/payrollinnovation
#payroll #payrollservices #bureauowner
How do payroll company acquisitions work?
What is the 80/20 deal structure in payroll acquisitions?
How do PEO acquisitions work?
What happens when you sell your payroll business?
How much are payroll companies worth when selling?
How long does it take to sell a payroll company?
What do buyers look for in a payroll business?
Should I sell my payroll company or keep it?
How are PEO companies growing through acquisitions?
Why is the payroll industry consolidating?
28 min
March 26 The PEO Industry Lost 40% of Its Players. What's Next?
📧 Get weekly payroll bureau growth strategies (1,000+ leaders subscribed): → https://www.payrollinpodcast.com/Matt recently joined Pete A. Tiliakos and Julie Fernandez on the HR & Payroll 2.0 Podcast for a thoughtful conversation on the future of HR, payroll, and PEO services.In this episode, they discuss:• Matt’s journey into the payroll and HR space• The current state of PEO consolidation and market pressure• Why the SMB market is changing and what buyers want today• The growing divide between tech-first solutions and service-first providers• How niche specialization can create a major competitive advantage• The rise of embedded payroll and what it could mean for the industry• How AI is influencing HR and payroll tools, pricing, and buyer expectations• Why companies should focus on solving real pain points instead of chasing shiny featuresFrom go-to-market strategy to the realities of serving small businesses, this episode is full of practical insights for payroll providers, HR leaders, and anyone watching the future of workforce technology.⏰ *TIMESTAMPS:*0:00 Intro01:04 Matt’s background and how he got into the industry03:20 Why people stay in payroll and HR longer than expected06:43 What’s exciting (and concerning) in today’s SMB market08:38 The rise of the DIY buyer and changing buying behavior11:32 The reality of competition and “everything looking the same”14:40 Why niche payroll providers are winning (and scaling faster)16:53 Private equity’s role in reshaping the PEO industry18:52 The big stat: PEOs down ~40% due to consolidation21:13 Will consolidation continue into the future?22:43 Enterprise players entering the space (Workday, Insperity)26:31 Overcrowding, trust, and how buyers actually choose providers30:22 Centers of influence: CPAs, brokers, and referral ecosystems32:35 The overlooked opportunity with consultants and fractional leaders39:27 Embedded payroll: hype vs reality44:34 AI in payroll: what’s real today and what’s coming next📧 *GET THE INSIDER NEWSLETTER*Weekly strategies for scaling your payroll bureau (1,000+ leaders subscribed)→ https://www.payrollinpodcast.com/🎯 *THIS WEEK'S RESOURCE:*📄 Take your payroll company to the next level. Get expert strategies for rapid growth!https://go.guhroo.co/payroll-company-growth💡 *SCALE YOUR BUREAU WITH OUR HELP:*1️⃣ *Add PEO Services* - New revenue stream without new clients→ Learn more: https://www.guhroo.co/partners/2️⃣ *Hire Virtual Assistants* - Scale operations at 70% less cost→ https://www.outsourcedscale.com/3️⃣ *Marketing That Works* - Get the system we use→ https://underdogdigital.co/🔔 *SUBSCRIBE for weekly payroll growth strategies:*→ Hit the bell to never miss an episode💬 *CONNECT WITH MATT:*LinkedIn: https://www.linkedin.com/in/mattvaadiFacebook Group: https://www.facebook.com/groups/payrollinnovation👉 *TODAY'S GUEST:*→ Pete Tiliakos, HR Tech Analyst & Strategic Advisorhttps://www.linkedin.com/in/petetiliakos/→ Julie Fernandez, Global HR Advisory Leadhttps://www.linkedin.com/in/petetiliakos/#payroll #payrollservices #bureauowner What is a PEO and how does it workHow do small businesses manage payrollWhat is the best payroll service for small businessHow to choose HR softwareWhat is HCM softwareHow to grow a small businessHow to manage employees effectivelyWhat do small businesses struggle with mostHow to scale a businessIs AI replacing HR jobsHow is AI changing payrollWhat to look for in a payroll provider
1 hr 1 min
March 13The Advice That's Killing Your Business (Focus vs. Everything)
📧 Get weekly payroll bureau growth strategies (1,000+ leaders subscribed): → https://www.payrollinpodcast.com/

"Focus on one thing" is the most repeated business advice on the internet right now. It's also the wrong first step for most entrepreneurs.

Matt Vaadi and Chris Clark make the case that unfocused experimentation isn't a detour, it's the path. From worm farms and deodorant blogs to a $5.3M company built from a Google spreadsheet, they walk through the shots on goal you have to take before you earn the right to focus.

Inside this episode:
Why the quantity group always beats the quality group (the ceramics study)
The 3 signals that tell you it's time to stop experimenting and lock in
How Underdog Digital went from a marketing side project to doubling year over year
Peter Levels: 12 startups in 12 months—one became $5.3M/year with 2 people
The ELF framework for identifying your best niche (Easy, Lucrative, Fun)
What product-market fit actually feels like when you finally hit it
If you've been told to "just focus" before you've even found what's working, this episode is for you.

⏰ TIMESTAMPS:
0:00 Payrollin’ intro
1:32 Focus vs. shots on goal
2:31 Chris Clark’s first online projects
5:20 Favorite wrestler and early internet memories
6:30 What Chris does today
8:42 Matt’s entrepreneurial journey begins
9:14 Selling worms for 25 cents
10:32 Yankees ticket flipping, landscaping, and early hustles
11:49 From ERG Payroll to multiple businesses
12:15 Killing a business line when product market fit fades
12:58 How Underdog found its winning model
14:53 Unlimited marketing for $2,995/month
16:45 Underdog doubled and why delivery matters
17:25 Why failed projects still matter
18:17 Justin Welsh and quitting successful things
19:35 The deodorant blog story
21:25 Outsource Scale ad
22:37 Peter Levels and 12 startups in 12 months
24:09 A $5.3M business with 2 people
25:43 Why abandoned projects still teach you something
27:12 When to pull back vs. stick with it
29:19 How Matt recognized real product market fit
30:43 Why niching down still matters
31:49 Why broad messaging doesn’t work
33:03 Cold email: broad pitch vs. niche pitch
34:05 The power of one strong integration
35:01 Why small niches can still be huge
35:28 Why industry expertise commands a premium
36:37 When to stop experimenting and focus
37:32 Why Underdog Sports exists
39:52 The “slow” lesson from Matt’s daughter
40:46 The ceramics story: quantity beats perfection
42:29 Is there an entrepreneurial gene?
43:21 Intuition vs. data in business
44:18 Why failure in public doesn’t matter
44:56 Final thoughts and subscribe

📧 *GET THE INSIDER NEWSLETTER*
Weekly strategies for scaling your payroll bureau (1,000+ leaders subscribed)
→ https://www.payrollinpodcast.com/

🎯 *THIS WEEK'S RESOURCE:*
📄 Payroll Sales Playbook → https://www.payrollinpodcast.com

💡 *SCALE YOUR BUREAU WITH OUR HELP:*
1️⃣ *Add PEO Services* - New revenue stream without new clients
→ Learn more: https://www.guhroo.co/partners/
2️⃣ *Hire Virtual Assistants* - Scale operations at 70% less cost
→ https://www.outsourcedscale.com/
3️⃣ *Marketing That Works* - Get the system we use
→ https://underdogdigital.co/

🔔 *SUBSCRIBE for weekly payroll growth strategies:*
→ Hit the bell to never miss an episode

💬 *CONNECT WITH MATT:*
LinkedIn: https://www.linkedin.com/in/mattvaadi

Facebook Group: https://www.facebook.com/groups/payrollinnovation

👉 *TODAY'S GUEST:*
→ Chris Clark, Marketing Coach at Underdog Sports
→ Chris Clark is the Marketing Coach of Underdog Digital, helping sports brands and growing businesses scale through content and AI-driven systems. With 15+ years in sports media and marketing, Chris now focuses on building practical AI workflows that drive real revenue.
#payroll #payrollservices #bureauowner

Should you niche down when starting a business?
How do you choose a niche for your business?
How do you find product market fit?
48 min
March 04What is Vibe Coding? How to Generate Leads In One Hour for Your Business (with Chris Clark)
📧 Get weekly payroll bureau growth strategies (1,000+ leaders subscribed): → https://www.payrollinpodcast.com/

In this episode, Chris walks through how he builds custom AI-powered sales systems without hiring developers or waiting months for software builds. Using tools like Claude and Lovable, he created a functional virtual SDR and lead engine in under an hour.

Inside this episode, you’ll see:
How to build custom business software without being a developer
How to scrape and qualify leads using AI
How to connect tools into automated sales workflows
How Underdog Digital builds CRM tools tailored to client need
Why founders should learn vibe coding now
The balance between AI automation and human oversight
If you’re a founder, marketer, or sales leader who’s tired of duct-taping software together, this episode will show you how to start building exactly what your business needs.

⏰ **TIMESTAMPS:**
0:00 Intro
2:13 Why Claude is our AI stack
4:14 AI built a Facebook ad that booked a customer
6:46 Why AI still needs human oversight
10:35 Using AI to find information faster
13:13 Analyzing support tickets with Claude
17:25 Mining 90,000 tickets for insights
21:15 Using AI to analyze YouTube performance
24:44 How to prompt AI properly
29:55 Turning PDFs into instant answers
35:52 Building a virtual SDR with Lovable
38:20 Scraping and enriching leads automatically
42:41 Build what you need nothing more
48:19 Why founders should be learning this
50:38 Final thoughts

📧 *GET THE INSIDER NEWSLETTER*
Weekly strategies for scaling your payroll bureau (1,000+ leaders subscribed)
→ https://www.payrollinpodcast.com/

🎯 *THIS WEEK'S RESOURCE:*
📄 Take your payroll company to the next level. Get expert strategies for rapid growth!
https://go.guhroo.co/payroll-company-growth

💡 *SCALE YOUR BUREAU WITH OUR HELP:*
1️⃣ *Add PEO Services* - New revenue stream without new clients
→ Learn more: https://www.guhroo.co/partners/
2️⃣ *Hire Virtual Assistants* - Scale operations at 70% less cost
→ https://www.outsourcedscale.com/
3️⃣ *Marketing That Works* - Get the system we use
→ https://underdogdigital.co/

🔔 *SUBSCRIBE for weekly payroll growth strategies:*
→ Hit the bell to never miss an episode

💬 *CONNECT WITH MATT:*
LinkedIn: https://www.linkedin.com/in/mattvaadi
Facebook Group: https://www.facebook.com/groups/payrollinnovation

👉 *TODAY'S GUEST:*
→ Chris Clark, Marketing Coach at Underdog Sports
→ Chris Clark is the Marketing Coach of Underdog Digital, helping sports brands and growing businesses scale through content and AI-driven systems. With 15+ years in sports media and marketing, Chris now focuses on building practical AI workflows that drive real revenue.

how to build an AI app
how to build your own CRM
how to build custom software
how to build a sales automation system
how to build a lead generation system
how to automate sales with AI
how to create business software without coding
how to build software without developers
how to use AI for business
how to build AI tools for business
what is vibe coding
54 min
January 22How Paragon Won Big in Cannabis Payroll (Lessons from a Niche Market)
📧 Get weekly payroll bureau growth strategies (1,000+ leaders subscribed): → https://www.payrollinpodcast.com/

Learn how Paragon revolutionized cannabis payroll with a brand-first strategy and overcame key industry challenges.

In this episode, Clarke Lyons, VP of Brand Marketing at Paragon Payroll, reveals how to successfully navigate the cannabis payroll industry. Learn how Paragon built a strong brand in a niche market, overcame industry challenges, and scaled with purpose-driven strategies. Whether you’re in payroll or cannabis, discover branding tips and insider lessons that will set your business apart.

Key Takeaways:
How Paragon revolutionized cannabis payroll with a brand-first approach
Why strong branding is essential for cannabis payroll companies
The importance of authenticity and relationship-building in the industry
Lessons learned from scaling in a niche market and overcoming obstacles
Tune in for valuable insights into the cannabis payroll space, and learn from one of the industry’s leading experts.

⏰ **TIMESTAMPS:**

0:00 - Introduction
1:23 - Clarke’s background and transition to cannabis payroll 1:32 - Clarke’s experience in branding and media
5:01 - Discussion about branding vs. marketing 5:23 - Clarke’s take on brand storytelling
7:24 - Discussion of Bar Stool Sports and brand storytelling
8:42 - Building a brand internally, with authenticity
14:49 - Cannabis industry growth and Paragon’s niche
16:02 - Cannabis commitment manifesto explained
16:56 - Challenges in the cannabis industry and ensuring quality service
19:03 - Building relationships in the cannabis space
24:15 - Purpose and intention in branding and marketing
29:59 - Discussion on the value of purpose and transparency in branding
34:10 - Challenges and lessons learned in the cannabis industry 35:20 - Closing thoughts on serving the community with purpose

📧 *GET THE INSIDER NEWSLETTER*
Weekly strategies for scaling your payroll bureau (1,000+ leaders subscribed)
→ https://www.payrollinpodcast.com/

🎯 *THIS WEEK'S RESOURCE:*
📄 Payroll Sales Playbook → https://www.payrollinpodcast.com

💡 *SCALE YOUR BUREAU WITH OUR HELP:*

1️⃣ *Add PEO Services* - New revenue stream without new clients
→ Learn more: https://www.guhroo.co/partners/

2️⃣ *Hire Virtual Assistants* - Scale operations at 70% less cost
→ https://www.outsourcedscale.com/

3️⃣ *Marketing That Works* - Get the system we use
→ https://underdogdigital.co/

🔔 *SUBSCRIBE for weekly payroll growth strategies:*
→ Hit the bell to never miss an episode

💬 *CONNECT WITH MATT:*
LinkedIn: https://www.linkedin.com/in/mattvaadi

Facebook Group: https://www.facebook.com/groups/payrollinnovation

👉 *TODAY'S GUEST:*
→ Clarke Lyons, Vice President of Brand Marketing at Paragon Payroll
→ Clarke is an Emmy-nominated filmmaker with over 15 years of experience in branding, digital media, and marketing strategy. Throughout her career, Clarke has worked across a wide range of platforms, including film, TV, social media, and experiential marketing, bringing a wealth of knowledge and creativity to her work.
LinkedIn: https://www.linkedin.com/in/clarkelyons/

#payroll #payrollservices #bureauowner

How do I improve customer service?
What makes a great customer experience?
How can I keep customers happy?
How can I make my business stand out?
How do I build a strong brand?
What is the best way to keep customers coming back?
How do I attract more customers?
How do I tell my business story?
Why do customers leave businesses?
How can I improve my business reputation?
49 min
January 08 Vensure Made 100 Acquisitions (Here’s Why It Actually Worked)
📧 Get weekly payroll bureau growth strategies (1,000+ leaders subscribed): → https://www.payrollinpodcast.com/#subscribe

Learn the explosive growth secrets behind Vensure’s 100 acquisitions and $30B in revenue in just 5 years.

In this episode, Matt dives into how Vensure scaled their business to $30B by acquiring 100 companies over the past few years. He breaks down the key strategy behind their explosive growth and what this means for the payroll, PEO, and HR industries. Whether you're in payroll, HR, or running a business of any size, you’ll walk away with actionable insights on how to leverage acquisitions, tech, and niche markets to accelerate your own growth.

From mastering acquisitions to navigating chaos at scale, this episode will give you a roadmap for making strategic moves in your own business. Don’t miss this industry deep dive!

⏰ *TIMESTAMPS:*
0:00 - Introduction
1:02 - The CEO’s Vision: The Strategy Vensure Laid Out
3:20 - Vensure’s Unique Approach to Acquisitions
5:22 - The Growth Curve: From 50,000 to 900,000 Employees
8:00 - Why Tech Ownership Matters in Vensure’s Model
10:00 - Practical Insights to Scale Your Payroll Business
12:20 - The Importance of Niche Markets and Recession Resilience
14:05 - How Vensure’s Strategy Creates High-Value Acquisitions
16:00 - Scaling Through Chaos: What It Means for Your Business
18:00 - Vensure’s Future and What It Means for the Payroll Industry
20:00 - Key Takeaways: Strategic Moves for Your Payroll Bureau
22:00 - Conclusion and Final Thoughts

📧 *GET THE INSIDER NEWSLETTER*
Weekly strategies for scaling your payroll bureau (1,000+ bureau owners subscribed)
→ https://www.payrollinpodcast.com/

🎯 *THIS WEEK'S RESOURCE:*
Three Keys to Expand Your Payroll Business. Learn the top tactics to scale and grow your payroll company →
https://youtu.be/6aW8RmVj8OE

💡 *SCALE YOUR BUREAU WITH OUR HELP:*
1️⃣ *Add PEO Services* - New revenue stream without new clients
→ Learn more: https://www.guhroo.co/partners/

2️⃣ *Hire Virtual Assistants* - Scale operations at 70% less cost
→ https://www.outsourcedscale.com/

3️⃣ *Marketing That Works* - Get the system we use
→ https://underdogdigital.co/

🔔 **SUBSCRIBE for weekly payroll growth strategies:**
→ Hit the bell to never miss an episode

💬 *CONNECT WITH MATT:*
LinkedIn: https://www.linkedin.com/in/mattvaadi
Facebook Group: https://www.facebook.com/groups/payrollinnovation

#payroll #payrollservices #bureauowner

How do payroll companies grow fast
What is an acquisition strategy
How to scale a payroll business
What is the PEO acquisition modelHow to buy other companies to grow your businessWhy are acquisitions important for business growthHow do acquisitions affect business growth
What are the benefits of acquiring companiesHow do payroll companies increase market share
What is the best strategy for business growthHow does Vensure grow its business
28 min
December 18, 2025Brittany Hodak's Secrets to Building Superfans (Walmart, Disney, Amazon)
📧 Get weekly payroll bureau growth strategies (1,000+ leaders subscribed): → https://www.payrollinpodcast.com/

Find out how brands like Walmart and Disney create customer loyalty that lasts a lifetime!

In this episode of Payrollin', Matt is joined by Brittany Hodak, bestselling author, keynote speaker, and customer experience expert. Brittany has worked with some of the world’s biggest brands, including Walmart, Disney, Katy Perry, and Dolly Parton, helping them turn ordinary customers into passionate superfans. As the former Chief Experience Officer at Experience.com and co-founder of a successful entertainment startup, Brittany shares her expertise on creating unforgettable customer experiences.

In this episode, Matt and Brittany discuss:
How to turn ordinary customers into loyal superfans.
Building a customer experience that keeps clients coming back.
The strategies top brands like Walmart, Disney, and Amazon use to create lifelong loyalty.
Making customer interactions memorable and impactful.
Practical tips for crafting your brand story and turning customers into advocates.

⏰ **TIMESTAMPS:**
0:00 - Introduction: Creating Positive Experiences for Customers
1:34 - Creating Super Fans: Introducing Britney Hodak
2:27 - How to stand out in a commoditized industry like payroll
4:01 - The SUPER Method: Crafting Your Brand’s Story
5:05 - The importance of starting with your story
6:00 - Why telling your brand story matters and differentiates you
6:43 - Brands that effectively tell their story
8:32 - Being memorable in a sea of competitors
9:02 - Britney’s personalized experience with her metal business card
9:57 - Making ordinary moments extraordinary in business
12:45 - Example of adding value: The gas station receipt story
14:50 - Understanding customer needs and finding innovative solutions
15:41 - Storytelling and customer experience: Making your message matter
16:58 - Making customer interactions feel personalized through technology
18:04 - Intentionality in customer handoff moments
19:03 - Consistency in delivering excellent service
21:34 - Super Fans: The intersection of your story and your customer’s story
23:29 - How neuroscience shows the power of storytelling in brand building
24:58 - The power of specificity in storytelling
27:04 - Creating a story set list: Personalizing your brand message
30:16 - Personalizing your brand experience with every customer touchpoint
32:40 - Britney’s thoughts on automation and personalization in business
35:44 - The Apple Watch Snoopy animation: A metaphor for personalized experience
38:04 - How small personal touches can elevate customer experience
40:44 - Automation and personalization: Apple's context-driven experiences
41:45 - Recap and closing thoughts
📧 *GET THE INSIDER NEWSLETTER*
📧 Get weekly payroll bureau growth strategies (1,000+ leaders subscribed): → https://www.payrollinpodcast.com/

🎯 *THIS WEEK'S RESOURCE:*
📄 Three Keys to Expand Your Payroll Business. Learn the top tactics to scale and grow your payroll company
https://youtu.be/6aW8RmVj8OE

💡 *SCALE YOUR BUREAU WITH OUR HELP:*
*Hire Virtual Assistants* - Scale operations at 70% less cost
→ https://www.outsourcedscale.com/
*Marketing That Works* - Get the system we use
→ https://underdogdigital.co/

🔔 *SUBSCRIBE for weekly payroll growth strategies:*
→ Hit the bell to never miss an episode

💬 *CONNECT WITH MATT:*
LinkedIn: https://www.linkedin.com/in/mattvaadi
Facebook Group: https://www.facebook.com/groups/payrollinnovation

👉 *TODAY'S GUEST:*
→ Britney Hodak, Author, Keynote Speaker & Customer Experience Expert
→ Britney helps brands turn ordinary customers into super fans and is the author of Creating Super Fans.
LinkedIn: https://www.linkedin.com/in/brittanyhodak
📘 Creating Superfans: How to Turn Your Customers Into Lifelong Advocates — available on Amazon: https://www.amazon.com/Creating-Superfans-Five-Step-Multiplying-Reputation/dp/1774580780

#payroll #payrollservices #bureauowner
46 min
November 05, 2025 Random Acts of Sales Are Killing Your Pipeline (Fix It in 8 Touches)
No more sales burnout! Learn how to set up a repeatable system that keeps your pipeline full and your business growing.

In this episode of Payrollin’, Matt Vaadi shares the exact 8-touch sales campaign template he’s used to generate consistent payroll and PEO clients for 20 years.

Whether your pipeline’s empty or you just want predictable leads every month, this step-by-step walkthrough shows you how to:
✅ Identify your ideal payroll client profile
✅ Build a repeatable 4- to 6-week sales campaign
✅ Automate touches with email, LinkedIn, phone, and direct mail
✅ Track metrics so you know what’s actually working

⏰ TIMESTAMPS:
0:00 - Intro: Frustration with sales progress
1:35 - Random Acts of Sales: Feast or famine sales pipeline
2:03 - Campaign Effectiveness: Creating repeatable results
3:03 - Systems Problem: Lack of a repeatable method
4:01 - Delegating Tasks: Who should handle campaign execution?
5:38 - Sales Campaign Overview: The 8-touch process
6:00 - Target Account Profile: Defining your ideal customer
7:02 - Geographic Focus: Targeting local markets
8:01 - Campaign Messaging: Why go local?
9:23 - Emotional Appeal: Leading with emotions in sales
10:04 - Key Differentiators: Standing out from competitors
10:37 - Overcoming Objections: Proactively addressing concerns
11:02 - First Meeting: Selling the meeting, not the service
13:06 - Multi-Phase Campaign: Using phone, in-person, and emails
15:16 - Direct Mail: Increasing conversion with physical mail
17:12 - Phone Calls: Using calls effectively
19:00 - Email Follow-ups: Short, value-driven emails
21:09 - LinkedIn Requests: Leveraging LinkedIn in outreach
23:04 - Persistence: Tracking and optimizing campaigns
25:14 - Video Emails: Using Loom for engagement
26:38 - Final Follow-ups: Importance of persistence
27:12 - Automation: Streamlining the process for repeatability

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31 min
October 08, 2025Alan Stein Jr. Shares the Key to Leading Through Life and Career Transitions
In this episode of Payrollin', Matt Vaadi sits down with Alan Stein Jr., a renowned keynote speaker and former performance coach for NBA legends like Kobe Bryant, Kevin Durant, and Steph Curry.
Topics Covered:
The "Next Play" mindset and how it applies to business and leadership
Leadership strategies learned from coaching NBA superstars
How to manage change, both imposed and initiated, in your life and business
Alan’s insights on turning setbacks into opportunities for growth
The importance of controlling your response to situations for better outcomes
Alan shares his game-changing strategies for overcoming setbacks and leading through change. Drawing from his extensive experience in elite sports and leadership, Alan discusses the principles of his “Next Play” framework, focusing on how businesses and individuals can thrive through life’s transitions.

Alan also dives deep into the power of accepting reality, staying focused on what’s within your control, and making intentional shifts in mindset to drive success.

Whether you're navigating challenges in your personal life or business, this episode offers practical insights for making your next move the best one yet.

📘 Want to dive deeper into the "Next Play" mindset? Alan's new book, Next Play, drops in November. Pre-order your copy today and start transforming your approach to leadership and success.
https://www.amazon.com/Next-Play-Performance-Productivity-Fulfillment/dp/B0FLFBV1X8

📝 Payroll Service Provider Sales PlaybookA 16-page, fill-in-the-blanks guide built from real strategies. Copy, paste, and make it your own.https://docs.google.com/document/d/1f8_iXs_wAA6_1aWBE0IPgL9_3qf5DEggQnOUMAXhO5o/edit?tab=t.0

🗣 If you lead a payroll company, this is for you. Join the Payroll Innovation Group for insights, playbooks, and conversations that move the needle.
https://www.facebook.com/groups/payrollinnovation

💡Take your payroll company to the next level. Get expert strategies for rapid growth!
https://go.guhroo.co/payroll-company-growth

🖥️ Need an easy-to-use White Label HR Software solution?
https://www.guhroo.co/white-label-hr-system-for-companies/

💸 Maximize your value when selling your payroll business or making a partial exit
https://www.guhroo.co/solutions/payroll-company-acquisition/

🚀 Marketing Case Study: How We 10x'ed Our Inbound Leads!https://www.guhroo.co/case-study/

💼Three Keys to Expand Your Payroll Business. Learn the top tactics to scale and grow your payroll company
https://youtu.be/6aW8RmVj8OE

📘’Ping-Pong is not a Strategy’ - Matt Vaadi’s bestselling book gives insight on creating an awesome culture. https://a.co/d/aCYbX2U

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The nationals are coming for your clients. Consolidation is crushing margins. And if you're not keeping up with the latest in the payroll and HR industry, you're going to get left behind.

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