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Join the show live every Thursday for a conversation you can’t find anywhere else: https://grow.payrollinpodcast.com/ What happens when AI stops being a chatbot and starts doing actual work? In this episode of Payroll Growth Show’, Matt Vaadi breaks down the AI bot system he’s using to handle roughly 20 hours of work each week. He walks through how he went from simple AI skills to a connected system of bots that can research prospects, manage sales pipeline updates, coordinate other bots, and route support tickets. You’ll see four different levels of AI automation, including: • How to build a simple AI skill around a repeatable task • Why orchestration matters when you have multiple AI bots • How AI can work across email, calendars, browsers, CRM systems, and transcripts • How an AI “Chief of Staff” can oversee other bots • How AI can determine when a task needs human review • How sensitive support tickets can automatically be routed to a person • How to build toward an AI workforce instead of simply adding more AI tools The goal isn't to replace every human task with AI. It's to identify the work that can be handled automatically, build the right safeguards, and give your team back time. If you're in payroll, HR, accounting, or another service business looking for practical ways to use AI automation, this episode is a good place to start. Subscribe to Payrollin’ for more conversations about payroll, HR, technology, sales, and building better businesses. ⏰ TIMESTAMPS: 00:00 AI is already handling 20+ hours of work 00:40 What actually makes something an AI bot? 01:12 The 4 levels of AI automation 01:31 Claude Skills: The smallest working unit 02:02 AI-powered client and prospect research 03:27 What is AI orchestration? 04:12 How bots decide what needs to happen next 05:08 Why businesses really need more time 06:20 Grokbot: Memory, identity and browser control 06:40 Using AI as an executive assistant 07:14 AI managing the sales pipeline 07:54 Building an AI Chief of Staff 08:21 Using AI for technical work and dashboards 08:52 Building AI automation with Make.com 09:19 How AI routes support tickets 09:28 When AI sends work to a human 09:37 What AI can handle automatically 09:47 Security, protocols and human oversight 10:04 Where to start with AI bots 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 information How can AI bots save businesses time? How do you build an AI bot? How do AI bots work? What is an AI bot? What is AI orchestration? How can AI automate business processes? How can payroll companies use AI? How can payroll companies automate repetitive tasks? How can AI help payroll companies? How can AI help HR companies? How can AI automate sales tasks? How can AI update a CRM automatically?

Join the show live every Thursday for a conversation you can’t find anywhere else: https://grow.payrollinpodcast.com/ Choosing the right CRM can make your sales process easier to manage, automate, and scale. Choosing the wrong one can cost you months of time, money, and frustration. In this episode of the Payroll Growth Show, Matt Vaadi breaks down how he would choose a CRM from scratch after managing more than $50 million in closed deals, hundreds of millions in pipeline, and working across 10+ CRM platforms. Matt walks through what actually matters when comparing CRMs, including: • Why your sales process should come before your software • How to choose a CRM your team will actually use • The integrations and automations worth looking for • Why more features don’t always mean a better CRM • How to avoid overbuying for where you think your company will be • The hidden costs of switching CRM platforms • What Matt would put on his CRM scorecard today Whether you’re choosing your first CRM, replacing an existing platform, or building a more scalable sales process for your payroll, PEO, HR, or accounting business, this episode gives you a practical framework for making the decision. Subscribe to the Payroll Growth Show for more conversations about sales, marketing, operations, and growth in the payroll and HR industry. ⏰ *TIMESTAMPS:* 00:00 — Why most CRM decisions go wrong 0:54 — Start with your sales process, not the software 1:39 — Ease of use decides whether your team actually uses it 3:21 — What should run itself: automation in a payroll CRM 5:46 — Why native Gmail/Outlook integration matters more than you think 7:03 — The overbuying mistake: when "enterprise" is the wrong call 8:01 — The real cost of switching CRMs (a time and money lesson) 9:17 — The 5-point scorecard for picking the right CRM Weekly strategies for scaling your payroll bureau (1,000+ leaders subscribed) → https://www.payrollinpodcast.com/ 🎯 THIS WEEK'S RESOURCE:📘’Ping-Pong is not a Strategy’ - Matt Vaadi’s bestselling book gives insight on creating an awesome culture. https://a.co/d/aCYbX2U 💡 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 information How do I choose the right CRM? What should I look for in a CRM? What CRM features actually matter? What is the best CRM for a small sales team? How do I choose my first CRM? When should a business start using a CRM? How should a CRM fit your sales process? What CRM integrations are important? How much CRM automation do you need?

Join the show live every Thursday for a conversation you can’t find anywhere else: https://grow.payrollinpodcast.com/ Your payroll clients keep asking for HR support. But when does adding an ASO become a smart growth move instead of an expensive distraction? In this episode of the Payroll Growth Show, Matt Vaadi shares lessons from 12 years of building and evolving an ASO. He explains why 250 payroll clients may be the ideal starting point, how a 10% to 20% attachment rate changes the math, and why smaller ASO accounts can consume more resources than expected. You’ll learn: How to know when your payroll company is ready for an ASO The technology and people required to support it What your ASO should include and where to draw the line Why scope creep can quickly drain your team How to structure ASO pricing and monthly minimums Why Matt increased his minimum from $500 to $1,000 The risks of offering recruiting and benefits administration Why HR services work better when connected to payroll How a 60-question HR audit improves client onboarding If you’re considering adding HR services, expanding beyond payroll, or building a more scalable ASO model, this episode will help you understand what to put in place before you launch. ⏰ TIMESTAMPS: 00:00 The Payroll Sales Habit I Finally Broke 01:13 Why Selling Season Starts Now 02:04 Don't Sell Everything to Everyone 02:50 The "Big Domino" That Closes More Deals 05:10 Stop Fighting ADP on Their Terms 05:50 The ELF Framework Explained 07:43 Why We Ignore Most Prospects 07:46 How We Narrow 50,000 Contacts to 400 09:00 My Favorite Low-Pressure Sales Call 10:40 Warm Prospects Before You Pitch 11:45 August Is When January Deals Are Won12:23 Engineer Your Selling Season 12:48 Final Thoughts Weekly strategies for scaling your payroll bureau (1,000+ leaders subscribed) → https://www.payrollinpodcast.com/ 🎯 THIS WEEK'S RESOURCE: 📘’Ping-Pong is not a Strategy’ - Matt Vaadi’s bestselling book gives insight on creating an awesome culture. https://a.co/d/aCYbX2U 💡 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 information When should a payroll company add HR services? How many payroll clients do you need before starting an ASO? How should payroll companies price ASO services? What services should an ASO include? What is the difference between an ASO and a PEO? Can you offer outsourced HR without payroll? How do you prevent scope creep in an ASO? Should an ASO offer benefits administration? What technology does an AS

Join the show live every Thursday for a conversation you can’t find anywhere else: https://grow.payrollinpodcast.com/ Your payroll website might look professional, but is it actually turning visitors into leads? In this episode of The Payroll Growth Show, Matt Vaadi breaks down 10 specific elements every payroll company should have on its homepage. Using a real payroll website as an example, Matt explains what is working, what is hurting conversions, and how to transform a client-focused website into a business development tool. You’ll learn: • Why speaking to “every business” weakens your message • What visitors should understand within five seconds • How to create a stronger primary call to action • Why your homepage needs a secondary lead magnet• Where to place testimonials and customer logos • How a simple three-step process builds trust • Why more traffic does not always mean more leads • How much content your website may need for SEO • The two-email strategy for generating Google reviews • How to position your payroll company as the guide If your payroll website is not consistently generating conversations with qualified prospects, use this episode as your homepage conversion checklist. Subscribe to The Payroll Growth Show for practical strategies on payroll marketing, sales, operations, and business growth.

Join the show live every Thursday for a conversation you can’t find anywhere else: https://grow.payrollinpodcast.com/ If you're still selling payroll the same way you did years ago, this episode might completely change your approach. After nearly 20 years of leading with the highest-priced solution and working backward, Matt challenges one of his longest-held sales habits and explains why the better strategy isn't starting high or low. It's about changing the game entirely. In this episode, you'll learn: Why selling season starts in August, not January The biggest mistake payroll and PEO sales teams make How to stop competing on features and price Why narrowing 50,000 prospects to just 400 can produce better results The 7-touch rule that helps buyers make a decision The ELF Framework for choosing your ideal clients Why profiling calls outperform traditional cold calls How to prepare your sales pipeline before the January buying season Whether you're in payroll, PEO, HR, HCM, ASO, or B2B sales, these practical strategies will help you build a more focused pipeline, create better conversations, and win more business during the selling season. ⏰ *TIMESTAMPS:* 00:00 The Payroll Sales Habit I Finally Broke 01:13 Why Selling Season Starts Now 02:04 Don't Sell Everything to Everyone 02:50 The "Big Domino" That Closes More Deals 05:10 Stop Fighting ADP on Their Terms 05:50 The ELF Framework Explained 07:43 Why We Ignore Most Prospects 07:46 How We Narrow 50,000 Contacts to 400 09:00 My Favorite Low-Pressure Sales Call 10:40 Warm Prospects Before You Pitch 11:45 August Is When January Deals Are Won 12:23 Engineer Your Selling Season 12:48 Final Thoughts 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 information #payroll #payrollservices #bureauowner When does the payroll selling season start? How do payroll companies get clients? How do you sell HR services? How do you get payroll clients? How do you prospect for payroll? How do you build a payroll sales pipeline? How do you sell payroll without competing on price? Should you lead with payroll or PEO? How do you prepare for January payroll sales? How do you find payroll prospects? What is a profiling call? How do you qualify payroll prospects? How do you niche your payroll business?

Join the show live every Thursday for a conversation you can’t find anywhere else: https://grow.payrollinpodcast.com/ If you're sending cold emails from your CRM, you may be hurting your deliverability before anyone even reads your message. In this episode of The Payroll Growth Show, Matt Vaadi sits down with Chris Clark, Director of Outreach at Underdog Digital, to break down what actually works for cold email in 2026. They cover the infrastructure behind sending thousands of emails safely, why Gmail and Yahoo's spam updates changed everything, and the simple framework that's generating real conversations, not just more sends. In this episode: • Why HubSpot, Zoho, and CRMs aren't built for cold email • The safest way to send 7,000+ cold emails per month • Why you should only send 20–30 emails per inbox daily • How to protect your primary domain reputation • The cold email infrastructure that costs around $50/month • Why a 1–2% response rate is actually a win• The ideal cold email length and sequence• How to build better prospect lists and validate emails• The biggest mistakes businesses make with cold outreach Whether you're in payroll, HR, PEO, accounting, or B2B sales, this episode offers practical advice you can implement immediately to improve your outreach and book more conversations.. ⏰ *TIMESTAMPS:* 00:00 Intro 00:31 Meet Chris Clark (Underdog Digital) 01:08 CRM vs. Cold Email Infrastructure 03:01 How to Scale Cold Email Safely 04:10 Gmail Sending Limits Explained 05:23 Protecting Your Domain Reputation 06:57 Cold Email Copy That Converts07:51 Why 30–75 Words Works Best 08:41 Outsourced Scale 09:50 The Cold Email Framework 10:49 Why Copy Isn't the First Priority 11:30 Scaling Outreach Without Burning Time 12:34 Why Cold Email Still Works 13:52 Building High-Quality Lead Lists 15:01 Defining Your ICP15:28 Email Verification Best Practices 16:28 Don't Fill Your CRM With Cold Leads 17:01 Watch the Live Payroll Growth Show 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 information 👉 TODAY'S GUEST: Chris Clark, Director of Outreach at Underdog Digital Chris Runs cold outreach infrastructure and campaigns for Underdog Digital and its clients, from domain setup to list building and copy. Find Chris on LinkedIn here: https://www.linkedin.com/in/bychrisclark/ #payroll #payrollservices #bureauowner   How do you scale cold email? How many cold emails should I send per day? What is a good cold email response rate? Why are my cold emails going to spam? How do I improve email deliverability? How many inboxes do I need for cold email? How do I protect my email domain? Best cold email strategy 2026 Cold email best practices mail deliverability tips Sales outreach strategies

Join the show live every Thursday for a conversation you can’t find anywhere else: ⁠https://grow.payrollinpodcast.com/⁠ LinkedIn has changed dramatically in 2026, and many of the strategies that worked just a year ago are no longer effective. In this episode of Payrollin', Matt Vaadi breaks down the biggest LinkedIn algorithm updates and shares a simple 30-minute daily system that can help payroll, HR, PEO, CPA, and B2B service professionals increase their visibility and generate more meaningful engagement. You'll learn: • Why only 1.6% of your followers may be seeing your posts • How LinkedIn's new AI-powered algorithm decides who sees your content• Why saves and shares matter more than likes • The types of AI-generated content LinkedIn is now penalizing • The best posting frequency and times based on the latest research • A simple Engage → Connect → Post framework you can implement in 30 minutes a day • Why LinkedIn newsletters are becoming one of the platform's biggest growth opportunities• Common mistakes that are quietly hurting your reach Whether you own a payroll company, PEO, HR consulting firm, accounting practice, or any B2B service business, these practical strategies will help you stay ahead as LinkedIn continues to evolve. ⏰ *TIMESTAMPS:* 00:00 Only 1.6% See Your Posts01:03 LinkedIn's New AI Algorithm02:13 00:00 Only 1.6% See Your Posts 01:03 LinkedIn's New AI Algorithm 02:13 Forget Likes. Chase This Instead. 02:50 LinkedIn Is Penalizing These Posts 04:29 The 30-Minute Growth System 04:47 Engage First 06:27 Connect Smarter 07:31 Write Better Posts 08:42 Sponsor: Outsource Scale 09:52 The Content Pillar Strategy 10:28 Best Days and Times to Post 11:30 The 30% Reach Trick 12:49 Stop Using Hashtags? 14:35 The Newsletter Hack 15:36 Fix Your Profile 16:15 Final Advice 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 does the LinkedIn algorithm work in 2026? What changed in the LinkedIn algorithm? Why is my LinkedIn reach so low? Why are my LinkedIn posts getting fewer views? How do I get more views on LinkedIn? How do I increase LinkedIn engagement? How do I grow on LinkedIn in 2026? How often should I post on LinkedIn? What time should I post on LinkedIn? How to use LinkedIn for B2B sales

Most payroll reps are chasing the wrong CPA partners. Here's the framework that fixes it. In this episode, Matt Vaadi breaks down the 10V4 program — the exact partner strategy his team uses to generate 40 referral opportunities per rep from CPA channels alone. It starts with one simple reframe: stop hunting for the one big honey hole and start building 10 solid relationships with a system behind them. In this episode, Matt covers: → The 10V4 framework and why it replaced everything else → How to lead with value before you ever make an ask → The lunch-and-learn menu strategy that cracks open entire CPA firms → How to out-relationship ADP without their budget or their CPA-centric reps → The specific referral ask that most payroll reps completely botch → Why 6-8 touches is the real number before a CPA will ever send you business Whether you're building your first CPA partner list or trying to systematize an existing one, this episode gives you the full playbook. ⏱️ TIMESTAMPS: 00:00 -- The 10V4 framework that changed everything 01:19 -- Why chasing the big CPA firm is the wrong move 02:10 -- How to compete against ADP without their budget 03:04 -- Leading with value: the lunch-and-learn menu strategy 05:20 -- Building rapport and going wide inside the firm 06:57 -- Outsourced Scale ad 08:33 -- How to make the ask (and why vague asks kill referrals) 10:02 -- How to systematize your 10 CPA partner relationships 📧 GET THE INSIDER NEWSLETTER Weekly strategies for scaling your payroll bureau (1,000+ leaders subscribed) → https://www.payrollinpodcast.com/ 🎯 THIS WEEK'S RESOURCE: 💼 Scale Your Operations with a Virtual Assistant Hire an AI-trained EA for your payroll or HR firm at 70% less cost → https://www.outsourcedscale.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:   / mattvaadi   Facebook Group:   / payrollinnovation   How do payroll bureaus get referrals from CPA firms? How to build a CPA partner strategy for payroll sales How to get CPA accountants to refer payroll clients How to compete with ADP as a small payroll bureau What is the 10V4 sales framework? How many CPA partners do I need to hit my sales quota? How do independent payroll companies build referral pipelines? How to stay top of mind with CPA referral partners How to ask for referrals from accountants How to grow a payroll business through partner channels

Join the show live every Thursday for a conversation you can’t find anywhere else: https://grow.payrollinpodcast.com/ Are you spending too much time chasing new payroll clients while ignoring the revenue already sitting in your client base? Most payroll providers focus heavily on new sales, but the data tells a different story. ADP expects roughly 50% of its new revenue to come from existing customers, and when they expand a payroll client into HR, ASO, or PEO services, the lifetime value can increase dramatically. In this episode of The Payroll Growth Show, Matt Vaadi breaks down how payroll companies can generate more revenue, improve retention, and create deeper client relationships without increasing their marketing budget. You'll learn: • Why existing clients may be your biggest growth opportunity • How to identify "white space" opportunities in your client base • A simple framework for payroll, HR, benefits, workers' comp, and time-tracking upsells • How quarterly business reviews (QBRs) can drive revenue growth • Ways to use AI to uncover buying signals and retention risks • Common mistakes payroll firms make when expanding services • Practical strategies you can implement immediately Whether you're an independent payroll bureau, PEO, CPA firm, HR provider, or payroll sales leader, this episode offers actionable ideas for increasing client lifetime value and growing revenue from the customers you already serve. ⏰ *TIMESTAMPS:* 0:00 Why ADP Gets 50% of Revenue from Existing Clients 2:02 The Growth Grid Explained 4:31 Finding Hidden Revenue in Your Client Base 6:06 The Simple Upsell Conversation Framework 6:57 The ADP Playbook: $450K from 180 Accounts 9:48 Using AI to Find Buying Signals 12:26 Quarterly Business Reviews That Drive Growth 14:40 Predicting Client Churn with AI 15:39 One-to-Many Upsell Strategies 18:02 The 50/50 Growth Model for Payroll Companies 📧 *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

Three major payroll vendors launched managed payroll solutions within weeks of each other. Coincidence? Probably not. In this episode of Payrollin’, Matt Vaadi shares what’s really happening behind the recent managed payroll announcements from BambooHR, Paylocity, and Asure. Is this just another industry buzzword, or is managed payroll becoming the next major growth opportunity for payroll providers, bureaus, and PEOs? Matt explores: • Why payroll software companies are suddenly moving into managed services • The difference between payroll software support and true managed payroll • How AI and automation may be changing the economics of payroll operations • The pricing models being introduced and what they mean for margins • Why some providers could be leaving significant revenue on the table • The role brokers are playing in the growth of managed payroll offerings • Whether managed payroll is a threat, an opportunity, or both One earnings call revealed that managed payroll could generate 2 to 3 times the revenue of a traditional payroll-only client. That number alone is worth paying attention to. ⏰ TIMESTAMPS: 00:00 Managed Payroll's Big Moment 02:00 What It Actually Is 04:00 The ADP Lesson 07:05 Why Everyone Is Launching It 11:13 BambooHR, Paylocity & Asure 15:31 AI Changes the Math 16:45 The 3X Revenue Opportunity 21:00 Managed Payroll vs PEO 24:17 The Broker Opportunity 26:28 The Execution Gap 29:00 Should You Offer It? 30:00 Final Thoughts #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: 📊 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/ 💡 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 How is managed payroll different from payroll software? Can managed payroll replace an internal payroll administrator? How much should payroll companies charge for managed payroll? Is managed payroll more profitable than payroll-only services? Can managed payroll generate 2x or 3x more revenue? What role does AI play in managed payroll? Is managed payroll a threat to PEOs? What is the difference between managed payroll and a PEO? BambooHR, Paylocity, and Asure Just Launched Managed Payroll. Now What?

📧 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

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?

📧 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

📧 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?

📧 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