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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📄 Payroll Sales Playbook → https://www.payrollinpodcast.com/resources/
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#payroll #payrollservices #bureauowner
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
📘’Ping-Pong is not a Strategy’ - Matt Vaadi’s bestselling book gives insight on creating an awesome culture. https://a.co/d/aCYbX2U
👉Enjoying the show? Subscribe Now!
►Are you enjoying Payrollin’? Please subscribe and rate us five stars on your player of choice. It helps us continue to improve.
• YouTube - https://youtube.com/playlist?list=PLMl0W1BOCPymiEzeFDUrQTXSXuriHDq1c
• Spotify - https://open.spotify.com/show/5m5xhzoBPVuQodqPYWzGIf
►Want to be featured in a future episode? Drop your question/comment/criticism/love here: https://anchor.fm/payrollin/message
🔴Connect with guHRoo Payroll & HR Visit us: https://guhroo.co
➡️ Subscribe:https://www.youtube.com/channel/UC7ddr3iUbx-l2_fE8KaLCUA
👉About the Host
Find Matt on LinkedIn here: https://www.linkedin.com/in/mattvaadi
👉About the Guest
Find Alan on LinkedIn here:
https://www.linkedin.com/in/alan-stein-jr
Who is Alan Stein Jr.
How to Handle Career Change
How to Build Mental Toughness
How to Keep your Career on Track
How to Turn Setbacks into Opportunities for Growth
How Do I Build Momentum After Facing a ChallengeHow to Overcome Setbacks and Keep Moving ForwardHow to Embrace Change and Build a Winning Mindset
📬 Stay informed with Payrollin’! Sign up for our newsletter and receive weekly payroll tips and strategies directly in your inbox: https://www.guhroo.co/payrollin-subscription/
In this episode of the Payrollin’ Podcast, Matt Vaadi sits down with Scott Goldberg, Chief Sales Officer at Dominion Payroll, to explore strategies that drive success during selling season in the payroll industry. Scott shares valuable insights into building high-performing sales teams, creating effective sales strategies, and how to leverage key relationships like CPAs and banks to grow your payroll business.
Whether you’re looking to improve your payroll sales process or maximize selling season opportunities, Scott’s experience growing Dominion Payroll by 350% provides actionable advice you can implement today.
Topics covered:
• Maximizing selling season for payroll businesses
• Building a high-performing payroll sales team
• Key tactics for closing bigger deals in the payroll industry
• Managing client relationships and referral partnerships
• Growing a payroll business through strategic sales and marketing
If you're in the payroll space or sales in general, this episode is a must-watch!
Don’t forget to subscribe and hit the bell icon for more industry insights, sales strategies, and tips from experts like Scott Goldberg.
🗣 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
📘’Ping-Pong is not a Strategy’ - Matt Vaadi’s bestselling book gives insight on creating an awesome culture. https://a.co/d/aCYbX2U
👉Enjoying the show? Subscribe Now!
►Are you enjoying Payrollin’? Please subscribe and rate us five stars on your player of choice. It helps us continue to improve.
• YouTube - https://youtube.com/playlist?list=PLMl0W1BOCPymiEzeFDUrQTXSXuriHDq1c
• Spotify - https://open.spotify.com/show/5m5xhzoBPVuQodqPYWzGIf
►Want to be featured in a future episode? Drop your question/comment/criticism/love here: https://anchor.fm/payrollin/message
🔴Connect with guHRoo Payroll & HR Visit us: https://guhroo.co ➡️ Subscribe:https://www.youtube.com/channel/UC7ddr3iUbx-l2_fE8KaLCUA
👉About the Host
Find Matt on LinkedIn here: https://www.linkedin.com/in/mattvaadi
👉About the Guest
Find Scott on LinkedIn here:
https://www.linkedin.com/in/scott-goldberg-05614225/
How to increase sales during selling season in payroll
How to build a high-performing sales team in payroll
Tips for closing payroll deals during selling season
How to generate leads in the payroll industry
Best practices for payroll sales teams
How to grow your payroll business through salesWhat sales tactics work best in the payroll industry?
How to build a sales pipeline for payroll services
How to use CPA partnerships for payroll sales
Sales techniques for closing payroll deals
How to manage payroll sales teams effectively
What is needed for a payroll company to make the Inc. 5000 list and do it four years in a row?
In this episode, Matt Vaadi sits down with Chris Caputo, CEO of Zuma Payroll, to uncover the strategies that helped his company earn a spot on the Inc. 5000 list four years running. From carving out a niche in construction and union payroll to going head-to-head with industry giants, Chris shares the mindset and tactics behind Zuma’s rapid growth.
🔑 Key Takeaways:
How Zuma successfully pivoted from credit card processing into payroll.
Why specializing in construction and union payroll created outsized opportunities.
The sales process shifts from competing on price to selling on value.
Building trust through 350+ five-star Google reviews.
Competing with ADP and Paychex in a crowded market.
Training and leadership strategies that built a resilient sales team.The future of payroll: AI, technology, and why referrals still matter most.
👉 If you want to know how a payroll company can scale in a competitive space and learn the strategies behind Zuma Payroll’s 4x Inc. 5000 growth, this episode is a must-listen.
🗣 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
📘’Ping-Pong is not a Strategy’ - Matt Vaadi’s bestselling book gives insight on creating an awesome culture. https://a.co/d/aCYbX2U
👉Enjoying the show? Subscribe Now!
►Are you enjoying Payrollin’? Please subscribe and rate us five stars on your player of choice. It helps us continue to improve.
• YouTube - https://youtube.com/playlist?list=PLMl0W1BOCPymiEzeFDUrQTXSXuriHDq1c
• Spotify - https://open.spotify.com/show/5m5xhzoBPVuQodqPYWzGIf
►Want to be featured in a future episode? Drop your question/comment/criticism/love here: https://anchor.fm/payrollin/message
🔴Connect with guHRoo Payroll & HR Visit us: https://guhroo.co
➡️ Subscribe:https://www.youtube.com/channel/UC7ddr3iUbx-l2_fE8KaLCUA
👉About the Host
Find Matt on LinkedIn here: https://www.linkedin.com/in/mattvaadi
👉About the Guest
Find Chris on LinkedIn here:
https://www.linkedin.com/in/chris-caputo-8a577013/
How did Zuma Payroll grow into a 4x Inc 5000 company?How do you get more Google reviews for your business?
What makes construction payroll different from regular payroll?
How do payroll companies use Sandler sales training?
How do you grow a payroll company fast?Should payroll companies niche down to grow?
What is union payroll and how does it work?How do construction companies handle payroll?How did Zuma Payroll grow in the construction niche?Will AI replace payroll companies?How to grow a payroll company
Have an app idea but don’t know how to code? In this episode of Payrollin’, Matt Vaadi walks through how to build a real, working app in under 30 minutes using only AI tools like ChatGPT, Replit, and WhisperFlow. No coding experience needed.Learn how vibe coding works, how to prompt ChatGPT to build inside Replit, and how this AI-powered stack can replace tools like Trello, your CRM, or your client onboarding workflow.Whether you're a founder looking to automate tasks or a small business owner wanting to bring an idea to life, this episode offers practical tips, live examples, and honest insight into what works and what doesn't when building apps with AI.Featured tools: ChatGPT Replit WhisperFlow Claude AI Zapier Mailgun PandaDoc Trello📬 Your weekly payroll guide is here! Sign up for the Payrollin’ newsletter and get tips and insights straight to your inbox.https://www.guhroo.co/payrollin-subscription/🎯Want to focus more on growing your business? Outsourced Scale’s virtual assistants streamline operations so you can work smarter, not harder.https://www.outsourcedscale.com/📊 Save Time and Money with a PEO PartnerWe streamline HR, payroll, and compliance so you can do what you do best—run your business.https://www.guhroo.co/peo-services-concierge-hr/🚀 Want Your Marketing to Look Like Ours?: We use Underdog Digital for all our content marketing: https://underdogdigital.co/💼Three Keys to Expand Your Payroll Business. Learn the top tactics to scale and grow your payroll companyhttps://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👉Enjoying the show? Subscribe Now! ►Are you enjoying Payrollin’? Please subscribe and rate us five stars on your player of choice. It helps us continue to improve.• YouTube - https://youtube.com/playlist?list=PLMl0W1BOCPymiEzeFDUrQTXSXuriHDq1c• Apple - https://podcasts.apple.com/us/podcast/payrollin-growing-a-payroll-business-that-matters/id1525088413?uo=4 • Spotify - https://open.spotify.com/show/5m5xhzoBPVuQodqPYWzGIf►Want to be featured in a future episode? Drop your question/comment/criticism/love here: https://anchor.fm/payrollin/message🔴 Connect with guHRoo Payroll & HR Visit us: https://guhroo.co ➡️ Subscribe:https://www.youtube.com/channel/UC7ddr3iUbx-l2_fE8KaLCUA 👉About the HostFind Matt on LinkedIn here: https://www.linkedin.com/in/mattvaadiHow to Use AI to Build Apps for Your Business in 2025Have an App Idea? Here’s How to Build It Without CodingWhat Is Vibe Coding and How Does It Work? Watch an Entire App Get Built With PromptThe Fastest Way to Build a Custom App With No DevelopersWhat AI Tools Are Best for Business App Builds? Can You Build Internal Tools With No Developers?How Do Non-Tech Founders Build Tools Today?What Should You Know Before Launching a No-Code App?Claude vs ChatGPT
G&A Partners just made a bold move by acquiring GrowthForce, a $9.7M accounting firm — and it could reshape the future of the payroll and HR industry. In this episode of Payrollin’, Matt Vaadi breaks down why this deal matters, what it means for PEOs, and how it might impact partnerships with accounting firms across the country. Is this the start of a vertical integration trend where payroll, HR, and bookkeeping live under one roof?Matt dives into the details behind the deal, shares insights on G&A’s growth strategy, and explores what this could mean for payroll bureau owners, CPA partners, and small business service providers. Whether you see this as a threat or an opportunity, this is a wake-up call for anyone in the payroll space. Subscribe now to stay ahead of the curve as the industry continues to evolve.📬 Your weekly payroll guide is here! Sign up for the Payrollin’ newsletter and get tips and insights straight to your inbox.https://www.guhroo.co/payrollin-subscription/💡Take your payroll company to the next level. Get expert strategies for rapid growth!https://go.guhroo.co/payroll-company-growth🚀Grow big, work smart. Get matched with a Virtual Assistant who can take your business to the next level.https://www.outsourcedscale.com/🖥️ 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 exithttps://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 companyhttps://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👉Enjoying the show? Subscribe Now! ►Are you enjoying Payrollin’? Please subscribe and rate us five stars on your player of choice. It helps us continue to improve.• YouTube - https://youtube.com/playlist?list=PLMl0W1BOCPymiEzeFDUrQTXSXuriHDq1c• Apple - https://podcasts.apple.com/us/podcast/payrollin-growing-a-payroll-business-that-matters/id1525088413?uo=4 • Spotify - https://open.spotify.com/show/5m5xhzoBPVuQodqPYWzGIf►Want to be featured in a future episode? Drop your question/comment/criticism/love here: https://anchor.fm/payrollin/message🔴Connect with guHRoo Payroll & HR Visit us: https://guhroo.co ➡️ Subscribe:https://www.youtube.com/channel/UC7ddr3iUbx-l2_fE8KaLCUA👉About the HostFind Matt on LinkedIn here: https://www.linkedin.com/in/mattvaadiIs GrowthForce part of G&A Partners?What happens when a PEO buys an accounting firm?Why did G&A Partners really acquire GrowthForce?What companies has G&A Partners acquired?Does GrowthForce still operate independently?How does G&A Partners work with small businesses?
In this episode, Matt Vaadi and Chris Clark, Marketing Coach and Digital Media Expert at Underdog Sports, explore the evolving landscape of lead generation in 2025. They unpack four essential strategies every business should master: one-to-one cold outreach, one-to-one warm outreach, one-to-many cold methods like paid ads and free resources, and one-to-many warm tactics including organic content and social engagement. Drawing from their experience with payroll companies and marketing agencies, Matt and Chris highlight the success of using free HR templates to attract qualified leads.
They also cover best practices for cold email and LinkedIn outreach, the challenges of paid advertising, and the critical role of authentic social engagement. Packed with actionable insights, this episode equips businesses to build a scalable, repeatable lead generation system while steering clear of common marketing pitfalls.
📬 Your weekly payroll guide! Sign up for the Payrollin’ newsletter and get tips and insights straight to your inbox.https://www.guhroo.co/payrollin-subscription/
💡Take your payroll company to the next level. Get expert strategies for rapid growth!https://go.guhroo.co/payroll-company-growth
🚀Grow big, work smart. Get matched with a Virtual Assistant who can take your business to the next level.https://www.outsourcedscale.com/
🖥️ 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 exithttps://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 companyhttps://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👉Enjoying the show? Subscribe Now!
►Are you enjoying Payrollin’? Please subscribe and rate us five stars on your player of choice. It helps us continue to improve.
• YouTube - https://youtube.com/playlist?list=PLMl0W1BOCPymiEzeFDUrQTXSXuriHDq1c
• Apple - https://podcasts.apple.com/us/podcast/payrollin-growing-a-payroll-business-that-matters/id1525088413?uo=4
• Spotify - https://open.spotify.com/show/5m5xhzoBPVuQodqPYWzGIf►
Want to be featured in a future episode? Drop your question/comment/criticism/love here: https://anchor.fm/payrollin/message
🔴Connect with guHRoo Payroll & HR Visit us: https://guhroo.co
➡️ Subscribe:https://www.youtube.com/channel/UC7ddr3iUbx-l2_fE8KaLCUA
👉About the HostFind Matt on LinkedIn here: https://www.linkedin.com/in/mattvaadi
👉About the GuestFind Chris on LinkedIn here: https://www.linkedin.com/in/bychrisclark/
What’s the Best Way to Generate Leads in 2025
What’s the Best Way to Nurture Leads in 2025
Digital Marketing for Payroll Business
Payroll Lead Generation Trends
How Can You Double Your Leads Without Doubling Your Budget?
Matt Umholtz went from being employee G257 at a national payroll provider to building one of the most vertically focused payroll machines in the country. In this episode, he joins Matt Vaadi to share how one McDonald’s client led to thousands more—and why most payroll companies never unlock that kind of momentum.
They dive into the decision to niche hard into restaurants and multi-location brands, what “speaking like a native” actually means in a sales context, and the specific strategies Alliance HCM uses to win, onboard, and retain high-volume clients.
This is a candid look at what happens when you stop being a generalist and start owning a vertical and the backend efficiencies, referral power, and private equity attention that come with it.
🗣 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
📘’Ping-Pong is not a Strategy’ - Matt Vaadi’s bestselling book gives insight on creating an awesome culture. https://a.co/d/aCYbX2U
👉Enjoying the show? Subscribe Now!
►Are you enjoying Payrollin’? Please subscribe and rate us five stars on your player of choice. It helps us continue to improve.
• YouTube - https://youtube.com/playlist?list=PLMl0W1BOCPymiEzeFDUrQTXSXuriHDq1c
• Spotify - https://open.spotify.com/show/5m5xhzoBPVuQodqPYWzGIf
►Want to be featured in a future episode? Drop your question/comment/criticism/love here: https://anchor.fm/payrollin/message
🔴Connect with guHRoo Payroll & HR Visit us: https://guhroo.co ➡️ Subscribe:https://www.youtube.com/channel/UC7ddr3iUbx-l2_fE8KaLCUA
👉About the Host
Find Matt on LinkedIn here: https://www.linkedin.com/in/mattvaadi
👉About the Guest
Find Matt on LinkedIn here:
https://www.linkedin.com/in/mattumholtz
The Power of Payroll Specialization
Can You Really Scale Payroll Through Referrals Alone?
The Real Reason Your Payroll Company Isn’t ScalingPayroll Growth SimplifiedWhat’s the Real Cost of Trying to Serve Everyone in Payroll?Is Niching Down the Secret to Payroll Growth in 2025?Smartest Way to Grow a Payroll Company
In this episode of Payrollin', Matt Vaadi explores how AI, automation, and outsourcing are transforming payroll and business operations. He discusses how ADP and Justworks are using these technologies to boost efficiency and reduce costs, and introduces his new business venture, Outsourced Scale, which is revolutionizing operations with virtual assistants and automation.
Matt also shares insights from 100 Million Leads by Alex Hormozi and Built to Sell by John Warrillow, offering strategies for scaling businesses and refining messaging during tough economic times. Tune in to learn how these tools and lessons can help businesses not just survive, but thrive, even in challenging conditions.
🎯Want to focus more on growing your business? Outsourced Scale’s virtual assistants streamline operations so you can work smarter, not harder.
https://www.outsourcedscale.com/
📊 Save Time and Money with a PEO Partner
We streamline HR, payroll, and compliance so you can do what you do best—run your business.
https://www.guhroo.co/peo-services-concierge-hr/
🚀 Want Your Marketing to Look Like Ours?: We use Underdog Digital for all our content marketing: https://underdogdigital.co/
💼Three Keys to Expand Your Payroll Business. Learn the top tactics to scale and grow your payroll company
📘’Ping-Pong is not a Strategy’ - Matt Vaadi’s bestselling book gives insight on creating an awesome culture. https://a.co/d/aCYbX2U
👉Enjoying the show? Subscribe Now!
►Are you enjoying Payrollin’? Please subscribe and rate us five stars on your player of choice. It helps us continue to improve.
• YouTube - https://youtube.com/playlist?list=PLMl0W1BOCPymiEzeFDUrQTXSXuriHDq1c
• Spotify - https://open.spotify.com/show/5m5xhzoBPVuQodqPYWzGIf
►Want to be featured in a future episode? Drop your question/comment/criticism/love here: https://anchor.fm/payrollin/message
🔴Connect with guHRoo Payroll & HR Visit us: https://guhroo.co
➡️ Subscribe:https://www.youtube.com/channel/UC7ddr3iUbx-l2_fE8KaLCUA
👉About the Host
Find Matt on LinkedIn here: https://www.linkedin.com/in/mattvaadi
How Can Global Teams Leverage AI and Automation to Improve Payroll and Efficiency
What Are ADP and Justworks Doing with AI to Improve Payroll Efficiency
How Are Virtual Assistants and AI Helping Outsource Scale Streamline Payroll with Automation?
Why Should You Start Using Virtual Assistants for your Business
What Can You Learn About Business Growth from '100 Million Leads' by Alex Hormozi?
Why 'Built to Sell' by John Warrillow Is a Must-Read for Entrepreneurs Looking to Exit
Join Matt and Jason Gullett, Director of Client Success at guHRoo, as they break down their biggest takeaways from the 2025 Independent Payroll Providers Association (IPPA) Spring Summit. From leadership lessons and first payroll stress to AI adoption, offboarding best practices, and real-world insights from industry legends like Farsheed Ferdowsi and Jeb Blount—this episode is packed with tactical gems for payroll pros, HR leaders, and growth-minded firms. Whether you missed the summit or just want a deeper recap of the sessions, you’ll get an unfiltered, behind-the-scenes look at what actually resonated, what surprised them, and how they’re applying the takeaways in their own business.
Jason shares what impacted him most—from the frontline management training to the sales-to-ops roundtable and leadership mindset shifts that can change a company from the inside out. They cover real talk about AI, culture, offboarding mistakes, rev-per-FTE benchmarks, and even how to define a “perfect first payroll.” Plus, they get a little raw and a little real as they unpack what it’s like to lead, grow, and navigate the changing payroll landscape in 2025. If you're a payroll leader, sales pro, or team builder—you’ll walk away with insights you can actually use.
💡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
📘’Ping-Pong is not a Strategy’ - Matt Vaadi’s bestselling book gives insight on creating an awesome culture. https://a.co/d/aCYbX2U
👉Enjoying the show? Subscribe Now!
►Are you enjoying Payrollin’? Please subscribe and rate us five stars on your player of choice. It helps us continue to improve.
• YouTube - https://youtube.com/playlist?list=PLMl0W1BOCPymiEzeFDUrQTXSXuriHDq1c
• Spotify - https://open.spotify.com/show/5m5xhzoBPVuQodqPYWzGIf
►Want to be featured in a future episode? Drop your question/comment/criticism/love here: https://anchor.fm/payrollin/message
🔴Connect with guHRoo Payroll & HR Visit us: https://guhroo.co ➡️ Subscribe:https://www.youtube.com/channel/UC7ddr3iUbx-l2_fE8KaLCUA
👉About the Host
Find Matt on LinkedIn here: https://www.linkedin.com/in/mattvaadi
👉About the Guest
Find Jason on LinkedIn here:
https://www.linkedin.com/in/jason-gullett-3a6166117/
What Were the Biggest Takeaways from the IPPA Spring Summit?
Why Should Every Payroll Pro Attend the IPPA Spring Summit?
Is Your Culture Ready for AI?
What Do the Most Successful Independent Payroll Providers Have in Common?
How Can You Improve Sales-to-Operations Handoff in Your Payroll Business?
Why Should Payroll Leaders Focus on Rev per FTE and Labor Ratio Benchmarks?
What Does a Perfect First Payroll Implementation Look Like?
In this episode of the Payrollin’ Podcast, Lori Brown, CEO of PayNW, shares the strategies, challenges, and lessons that propelled her payroll company to grow from $500K to $13M in just a few years. She discusses the pivotal role acquisitions and industry relationships played in their growth, along with the hard-earned lessons from a costly sales experiment that didn’t go as planned.
Lori also highlights the importance of strategic leadership, the power of being present in industry spaces, and how the IPPA community has supported PayNW’s continued success.
From the value of peer groups to the nuances of scaling a growing team, Lori offers actionable insights for payroll professionals, business owners, and industry leaders. Listeners will learn how acquisitions can accelerate growth, why sales teams aren't always the answer, and the mindset shifts that support long-term success.
📊 Save Time and Money with a PEO Partner
We streamline HR, payroll, and compliance so you can do what you do best—run your business.
https://www.guhroo.co/peo-services-concierge-hr/
💡Take your payroll company to the next level. Get expert strategies for rapid growth!
https://go.guhroo.co/payroll-company-growth
🚀 Want Your Marketing to Look Like Ours?: We use Underdog Digital for all our content marketing: https://underdogdigital.co/
💼Three Keys to Expand Your Payroll Business. Learn the top tactics to scale and grow your payroll company
📘’Ping-Pong is not a Strategy’ - Matt Vaadi’s bestselling book gives insight on creating an awesome culture. https://a.co/d/aCYbX2U
👉Enjoying the show? Subscribe Now!
►Are you enjoying Payrollin’? Please subscribe and rate us five stars on your player of choice. It helps us continue to improve.
• YouTube - https://youtube.com/playlist?list=PLMl0W1BOCPymiEzeFDUrQTXSXuriHDq1c
• Spotify - https://open.spotify.com/show/5m5xhzoBPVuQodqPYWzGIf
►Want to be featured in a future episode? Drop your question/comment/criticism/love here: https://anchor.fm/payrollin/message
🔴Connect with guHRoo Payroll & HR Visit us:https://guhroo.co ➡️ Subscribe:https://www.youtube.com/channel/UC7ddr3iUbx-l2_fE8KaLCUA
👉About the Host
Find Matt on LinkedIn here: https://www.linkedin.com/in/mattvaadi
👉About the Guest
Find Lori on LinkedIn here: https://www.linkedin.com/in/lori-brown-sphr-cpp/
Read her blog, Leading with Lori, here: https://www.paynw.com/leading-with-lori
What Business Mistakes Did Lori Brown Make Scaling PayNW—and How Can You Avoid Them?
How Can You Scale a Payroll Business While Avoiding Costly Mistakes?
Top Business Mistakes to Avoid When Scaling a Payroll Business – Insights from PayNW CEO Lori Brown
Lori Brown Shares Her Strategy, Lessons & Mistakes
Welcome to the first episode of Payrollin' for 2025! 🚀 In this episode, Matt Vaadi explains why guHRoo decided to leave the Entrepreneurial Operating System (EOS) behind and shares their game-changing strategies for 2025 planning. From innovative AI tools that streamline operations to his must-read book pick for entrepreneurs and a personal goal-setting process, Matt offers actionable insights to help you make 2025 your best year yet. Tune in and take your business and personal planning to the next level!
📊 Save Time and Money with a PEO Partner
We streamline HR, payroll, and compliance so you can do what you do best—run your business.
https://www.guhroo.co/peo-services-concierge-hr/
💸 Maximize your value when selling your payroll business or making a partial exit
https://www.guhroo.co/solutions/payroll-company-acquisition/
🚀 Want Your Marketing to Look Like Ours?: We use Underdog Digital for all our content marketing: https://underdogdigital.co/
💼Three Keys to Expand Your Payroll Business. Learn the top tactics to scale and grow your payroll company
📘’Ping-Pong is not a Strategy’ - Matt Vaadi’s bestselling book gives insight on creating an awesome culture. https://a.co/d/aCYbX2U
👉Enjoying the show? Subscribe Now!
►Are you enjoying Payrollin’? Please subscribe and rate us five stars on your player of choice. It helps us continue to improve.
• YouTube - https://youtube.com/playlist?list=PLMl0W1BOCPymiEzeFDUrQTXSXuriHDq1c
• Spotify - https://open.spotify.com/show/5m5xhzoBPVuQodqPYWzGIf
►Want to be featured in a future episode? Drop your question/comment/criticism/love here: https://anchor.fm/payrollin/message
🔴Connect with guHRoo Payroll & HR Visit us: https://guhroo.co ➡️ Subscribe:https://www.youtube.com/channel/UC7ddr3iUbx-l2_fE8KaLCUA
👉About the Host
Find Matt on LinkedIn here: https://www.linkedin.com/in/mattvaadi
Why is EOS not working for your small business? We may have some insight.
EOS alternatives we are using in 2025: see what we have tried and are now using.
How to make EOS work for your business? What we tried and why we aren’t using it.
Can You Run Your Business Without EOS?
Entrepreneurial Operating System (EOS) Review
In this Payrollin’ episode, Matt explores the realities of starting and scaling a payroll business with John “JMS” Mason-Smith, CEO and Co-Founder of HireWith. John shares his journey of building, growing, and exiting a payroll company, offering insights into client needs, operational challenges, and competing with industry giants.
They also discuss key steps for newcomers, including financial planning, niche selection, and building strong client relationships, along with pitfalls like underestimating costs and the complexity of client retention.This episode is packed with practical advice for anyone considering the payroll industry.
💡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
📘’Ping-Pong is not a Strategy’ - Matt Vaadi’s bestselling book gives insight on creating an awesome culture. https://a.co/d/aCYbX2U
👉Enjoying the show? Subscribe Now!
►Are you enjoying Payrollin’? Please subscribe and rate us five stars on your player of choice. It helps us continue to improve.
• YouTube - https://youtube.com/playlist?list=PLMl0W1BOCPymiEzeFDUrQTXSXuriHDq1c
• Spotify - https://open.spotify.com/show/5m5xhzoBPVuQodqPYWzGIf
►Want to be featured in a future episode? Drop your question/comment/criticism/love here: https://anchor.fm/payrollin/message
🔴Connect with guHRoo Payroll & HR Visit us: https://guhroo.co ➡️
Subscribe:https://www.youtube.com/channel/UC7ddr3iUbx-l2_fE8KaLCUA
👉About the Host
Find Matt on LinkedIn here: https://www.linkedin.com/in/mattvaadi
👉About the Guest
Find John on LinkedIn here: https://www.linkedin.com/in/johnmason-smith/
In this episode of Payrollin', Matt sits down with Eli Polanco, the innovative founder and CEO of Nivelo, to explore the rapidly evolving world of payroll payments.
Eli shares her entrepreneurial journey, detailing how she transitioned from a career in banking technology to solving complex payment issues in the payroll industry. Together, they discuss the challenges of building a startup in a highly regulated space, the future of digital payments, and the importance of security in payroll tech.
Whether you're interested in entrepreneurship, tech innovation, or the intricacies of payroll, this episode is packed with insights you won’t want to miss.
Key Points:
Eli’s journey from banking to payroll tech entrepreneurship
How Nivelo is addressing speed, security, and flexibility in payments
The challenges of raising capital and building a startup in the payroll industry
The future of payroll payments and the impact of digital transformation
Three Takeaways:
The importance of building a robust product in a highly regulated industry.
How digital payments are transforming payroll systems.
The critical role of trust and security in payroll technology.
Subscribe Now!
Apple | Spotify
Ways we can help you:
-> Want to grow your payroll company? Click here.
-> Looking for easy-to-use White Label HR Software? Click here.
-> Want to sell your payroll business or make a partial exit? Click here.
-> Want to grow your personal brand on LinkedIn? Click here.
Enjoying the show?
*Are you enjoying Payrollin'? Please subscribe and rate us five stars on your player of choice. It helps us continue to improve.
*Do you love the show and want to see Matt and the guest's smiling faces? Subscribe to our Youtube channel.
*Want to be featured in a future episode? Drop your question/comment/criticism/love here: https://Spotify.fm/payrollin/message
*Support the pod by spreading the word, become a referrer and earn free Guhroo swag here: https://refer.fm/payrollingrowingapayrollbusinessthatmatters
Other Episodes You Might Enjoy:
Resources
Marketing Case Study - How we 10x’ed Our Inbound Leads
Three Keys to Expand Your Payroll Business
In this episode of Payrollin’, Matt explores the ideal first day for new hires, revealing key strategies to ensure long-term employee retention and satisfaction. Discover how the first 10 days can make or break a new hire's decision to stay with your company and learn how to make those days count.
From heartfelt welcomes to comprehensive onboarding plans, Matt shares practical tips to create a positive and lasting impact on your new employees. Tune in to hear more about:
• Crafting a memorable and relevant introduction for new hires
• Structuring a smooth onboarding schedule
• Engaging new hires with the company’s mission, vision, and values
• Integrating new employees socially and professionally into the team
Three Takeaways:
1. The first day should focus on emotional engagement, not just paperwork.
2. A well-structured onboarding process can significantly improve retention.
3. Social integration and continuous support are vital for long-term success.
Subscribe Now!
Apple | Google | Spotify
Ways we can help you:
-> Want to grow your payroll company? Click here.
-> Looking for easy-to-use White Label HR Software? Click here.
-> Want to sell your payroll business or make a partial exit? Click here.
-> Want to grow your personal brand on LinkedIn? Click here.
Enjoying the show?
*Are you enjoying Payrollin'? Please subscribe and rate us five stars on your player of choice. It helps us continue to improve.
*Do you love the show and want to see Matt and the guest's smiling faces? Subscribe to our Youtube channel.
*Want to be featured in a future episode? Drop your question/comment/criticism/love here: https://Spotify.fm/payrollin/message
*Support the pod by spreading the word, become a referrer and earn free Guhroo swag here: https://refer.fm/payrollingrowingapayrollbusinessthatmatters
Other Episodes You Might Enjoy:
20 Mistakes to Avoid for Payroll Business Growth
How to Get the Most Out of Events: A Step-by-Step Guide
The Implementation Equation: Balancing the Pros and Cons of a Dedicated Specialist
Resources
Marketing Case Study - How we 10x’ed Our Inbound Leads
Three Keys to Expand Your Payroll Business
In this episode of Payrollin’, Matt, dives deep into the world of custom GPTs, sharing invaluable insights on how his team uses these tools to save over 10 hours a week. Moving beyond basic ChatGPT prompts, Matt explores the creation and implementation of custom GPTs tailored for specific tasks, shedding light on their practical applications and benefits.
From streamlining internal processes to enhancing team productivity, learn how custom GPTs can revolutionize your workflow. Matt shared the following and more:
• Understanding and creating custom GPTs
• Implementing custom GPTs for team efficiency
• Examples of impactful custom GPTs
• Integrating AI tools into daily operations
Three Takeaways:
1. Custom GPTs can significantly reduce time spent on repetitive tasks.
2. Properly programmed GPTs can enhance team productivity and efficiency.
3. Regular brainstorming and sharing sessions can help teams stay ahead in AI utilization.
Subscribe Now!
Apple | Google | Spotify
Ways we can help you:
-> Want to grow your payroll company? Click here.
-> Looking for easy-to-use White Label HR Software? Click here.
-> Want to sell your payroll business or make a partial exit? Click here.
-> Want to grow your personal brand on LinkedIn? Click here.
Enjoying the show?
*Are you enjoying Payrollin'? Please subscribe and rate us five stars on your player of choice. It helps us continue to improve.
*Do you love the show and want to see Matt and the guest's smiling faces? Subscribe to our Youtube channel.
*Want to be featured in a future episode? Drop your question/comment/criticism/love here: https://Spotify.fm/payrollin/message
*Support the pod by spreading the word, become a referrer and earn free Guhroo swag here: https://refer.fm/payrollingrowingapayrollbusinessthatmatters
Other Episodes You Might Enjoy:
Thriving in 2023 (and Beyond): Embracing the Future of HR
Breaking Through Revenue Plateaus: GTM Strategies with Mary Grothe
What if? | Innovation and Leadership in the Payroll Space - IPPA Summit 2023 Takeaways
Resources
Marketing Case Study - How we 10x’ed Our Inbound Leads
Three Keys to Expand Your Payroll Business
In this episode, Matt delves into the art of developing a successful partner program. Drawing from personal experience, Matt discusses how a simple cold call led to a thriving partnership that has generated over 20 deals. He explores the essential components of a partner program, offering insights for both newcomers and those looking to expand. Tune in to discover valuable strategies and practical tips for building and optimizing your partner network.
He discussed the following and more:
Developing a partner program: key considerations
The four tiers of partner relationships: referral, reseller, white label, and mergers/acquisitions
Identifying and targeting the right partners: CPAs, brokers, fractional CFOs, and bankers
Practical steps for starting and scaling your partner program
And more…
Three Key Takeaways
Building strong, mutually beneficial relationships is crucial for a successful partner program.
To optimize a partner program, have a clear vision, commit time and resources, provide resources and support to partners, and stay top of mind.
Focusing on specific verticals can enhance the effectiveness and impact of your partnerships.
Subscribe Now!
Apple | Google | Spotify
Ways we can help you:
-> Want to grow your payroll company? Click here.
-> Looking for easy-to-use White Label HR Software? Click here.
-> Want to sell your payroll business or make a partial exit? Click here.
-> Want to grow your personal brand on LinkedIn? Click here.
Enjoying the show?
*Are you enjoying Payrollin'? Please subscribe and rate us five stars on your player of choice. It helps us continue to improve.
*Do you love the show and want to see Matt and the guest's smiling faces? Subscribe to our Youtube channel.
*Want to be featured in a future episode? Drop your question/comment/criticism/love here: https://Spotify.fm/payrollin/message
*Support the pod by spreading the word, become a referrer and earn free Guhroo swag here: https://refer.fm/payrollingrowingapayrollbusinessthatmatters
Other Episodes You Might Enjoy:
Thriving in 2023 (and Beyond): Embracing the Future of HR
Breaking Through Revenue Plateaus: GTM Strategies with Mary Grothe
What if? | Innovation and Leadership in the Payroll Space - IPPA Summit 2023 Takeaways
Resources
Marketing Case Study - How we 10x’ed Our Inbound Leads
Three Keys to Expand Your Payroll Business
In this conversation, Matt Vaadi shares a simple employee referral program for client success teams that resulted in 10 leads in the first month at guHRoo.
He details the process, incentives, and benefits of the program, emphasizing its win-win nature for all involved. He also highlights the importance of consistency, communication, and rewards for successful implementation.
The program has led to top-line growth, increased client retention, and additional earnings for teammates.
Takeaways
In this latest episode, Matt shares 20 essential lessons he learned while growing his company, tailored for those in the payroll industry but valuable for any business owner. Avoid the pitfalls and set your business on the path to success with these actionable insights. He covers the following mistakes to avoid:
Three Key Takeaways
Subscribe Now!
Apple | Google | Spotify
Ways we can help you:
-> Want to grow your payroll company? Click here.
-> Looking for easy-to-use White Label HR Software? Click here.
-> Want to sell your payroll business or make a partial exit? Click here.
-> Want to grow your personal brand on LinkedIn? Click here.
Enjoying the show?
*Are you enjoying Payrollin'? Please subscribe and rate us five stars on your player of choice. It helps us continue to improve.
*Do you love the show and want to see Matt and the guest's smiling faces? Subscribe to our Youtube channel.
*Want to be featured in a future episode? Drop your question/comment/criticism/love here: https://anchor.fm/payrollin/message
*Support the pod by spreading the word, become a referrer and earn free Guhroo swag here: https://refer.fm/payrollingrowingapayrollbusinessthatmatters
Other Episodes You Might Enjoy:
Resources
Marketing Case Study - How we 10x’ed Our Inbound Leads
Three Keys to Expand Your Payroll Business
Selling in a Virtual World
If you don't have a predictable way to generate leads, you don't have a business, you have a hobby.
In this episode, Matt breaks down the four ways you can generate leads for your company.
Which one is your preferred method?
Subscribe Now!
Apple | Google | Spotify
Ways we can help you:
-> Want to grow your payroll company? Click here.
-> Looking for easy-to-use White Label HR Software? Click here.
-> Want to sell your payroll business or make a partial exit? Click here.
-> Want to grow your personal brand on LinkedIn? Click here.
Enjoying the show?
*Are you enjoying Payrollin'? Please subscribe and rate us five stars on your player of choice. It helps us continue to improve.
*Do you love the show and want to see Matt and the guest's smiling faces? Subscribe to our Youtube channel.
*Want to be featured in a future episode? Drop your question/comment/criticism/love here: https://anchor.fm/payrollin/message
*Support the pod by spreading the word, become a referrer and earn free Guhroo swag here: https://refer.fm/payrollingrowingapayrollbusinessthatmatters
Other Episodes You Might Enjoy:
Resources
Marketing Case Study - How we 10x’ed Our Inbound Leads
Three Keys to Expand Your Payroll Business
Selling in a Virtual World