InSync PEO Podcast

In my 25+ years in the PEO industry, I have run across many visionaries, "idea" people who know how they are going to change the PEO industry. Whether it is someone new to the industry like Anthony LaPorte or Tracy Culicerto or a veteran like Bill Maness or David Carlesimo, the PEO industry is full of great visionaries. Phil discusses the EOS system for visionaries and the importance of having an integrator by your side to gain traction and growth. I hope you find the concept as interesting as I have.

Being in PEO means that you need to try new things to improve on your service, so in today's episode, Jean Goldstein TAKES OVER the InSync PEO Podcast to explore all things PEO, Hawaiian style, with Marci LaRouech of Makai HR. Marci, discusses her journey in the PEO industry, leaving and then being pulled back into the industry! Marci's time away allowed her to discover the importance of emotional intelligence an how very important it to operating a top-level Hawaiian Boutique PEO.

Tracy started her PEO about one year ago, but already sounds like a veteran by focusing on her goals, getting the right people in the right positions. I admire Tracy's efforts even more when I realized that she has a toddler and is due in October. (Send her baby gifts.) She certainly is a Next Generation leader in the PEO industry and yet another Women in NAPEO star. But my favorite part of the interview was her glorious laugh. Shout out to Lee Yarborough.

This episode with with Tom easily could have been two great episodes.

Initially Tom talks about being a small PEO in Madison, Wisconsin and the level of personal service that his company provided, including his hand delivery of payrolls to his clients, which further solidified that bond. In addition, Tom was the first to use the ASO model as an upgrade to the PEO model and QTI actually charged his clients more for that service.

In the second half, Tom talks about his current company The PEO Auxiliary and why it is better to have a neutral TPA provide 125 plans and COBRA services. He explains how one of the companies he works with pays interest on HSA accounts.

Nick Soman taught me that stories are how we communicate best, and Tom is certainly a story teller.

I have been trying to interview Dale for nearly a year now. Dale started his PEO career as the CEO of Accord HR back in 1992, and shares his wisdom on transactions with VC as well as Accord's Sale to a large PEO in 2012. A buyer's focus is on predictable revenue, continual growth, and client retention.

Dale and his partner Marilyn Conyer had worked together for many years at Accord and in 2015 they began to plan for the creation of Spirit HR. By focusing on personalized customer service, as well as technology that assists in providing great customer service, the two have a winning formula. 

And I would listen just to find out what Dale's first entrepreneurial adventure was.

Jason Randall went from PEO client, to developing a sales team for a large PEO, to the CEO of Questco. Jason's experiences are helping to grow Questco into a strong regional PEO of about 30,000 WSEs. Jason's recipe is simple, know where you are going, develop processes to allow you to repeat your success and focus on the client. While originally a blue-collar PEO focused company, Questco has focused on the white-collar client. Organic growth as well as acquisitions, is making Questco a leader to keep an eye on in a very competitive markets. I recommend this interview if you are a start-up looking to grow or a PEO looking to be acquired.

When I stopped to consider who to open Season Two, I realized that I could not have a better person than Pat Cleary. Pat has been leading NAPEO for over a decade and we all would be hard pressed to find a better person to represent our industry. Pat discusses how he came to NAPEO in 2011 and NAPEO's success with national legislation. Pat shares various stories of his time in the industry and why everyone in the PEO universe should be in Palm Springs in September.  Hope to see you there.

The recent U.S. Supreme Court decision in Viking River Cruises offers the PEO industry in California a great opportunity. As most of our target clients have under 100 employees, it is very unlikely that they can take advantage of the decision. PEOs can establish procedures to help businesses of all sizes avoid the dreaded California Private Attorney General Act (PAGA) law suit.

Today's guest, Boris Sorsher, of Fisher & Phillips explains what employers and PEOs should do now to protect themselves from PAGA suits in California.

In the beginning, the PEO Industry was without form.... Mike Miller of Fisher & Phillips, and General Counsel of FAPEO for 37 years discusses the role Disney and Publix had in creating the PEO industry. He explains the real reasons behind the first PEO legislation in the country, and why it is important to have PEO legislation in your state. 

At this time, I am taking a summer break. I intend to do a season wrap up on what I have learned and a special podcast when the Viking River case is issued by the U.S. Supreme Court. I am hesitant to stop recording my podcasts as I have had tremendous support from all of you. You have made the InSync PEO Podcast the fastest growing podcast on PEOs in the country. However, I need to take a brief break but hope to start up again before Labor Day. I already have some interesting people lined up for next season. Thank you for your support.

Jim Mack expands on his NAPEO Insider article on PEO M&A and sets forth the 5 ways a company can improve its valuation. During the episode, Jim  discusses EBITDA (always exciting), shares a story about Carlos from Vincam, and explains his excitement in working with John Allen @ G&A Partners. Even if you do not plan on selling your PEO in the next couple of years, it is good to know Jim's Advice.

Having sold his first PEO to Oasis Outsourcing several years ago, Mark Sinatra's love for the PEO industry led him back into the industry and to AspenHR. Mark discusses how things are different this time around. AspenHR's focus on the financial services industry has allowed faster growth. AspenHR's focus on service is evident by the quality people Aspen has hired, shout out to Laura B., Lisa R., Brooke S., Cathy H. and my favorite Nicole C. You are all quality people making a quality organization.

DynamicHR is considered by many to provide the Best PEO Service in the State of Michigan.  CEO David Carlesimo explains how COVID made him "rethink" the "bigger is better" model that many PEOs have been chasing.  DynamicHR has focused on the Great Lake State, and Dynamic clients have seen minimal medical rate increases for the past several years. (Part of the reason, I referred a former client to David.)

My hope is that you can learn one or two things from each podcast, maybe something new, or maybe something that supports the decision you are making.  Every PEO is different and since Dynamic is not a member of NAPEO, nor PACE, you may not get a chance to hear David Carlesimo's client-focused approach.

Please give the Podcast a 5-star review, at least a 5-Star PEO podcast review, and share the podcast on LinkedIn.

Fellow attorney, Katy Goshtasbi explains the importance of discovering your brand, and using it to advance and improve your business, your career, and your life.  Having taken Katy's Bootcamp, I know how it changed my life and got me back on track to the work that I truly enjoy, like being a podcaster.

I talk with Anthony Sabatella, the CEO of THC123 which provides PEO services to businesses in the Cannabusiness Industry in Michigan AND throughout the country.  With Michigan being the third largest market in consumption and the great need for HR/PEO support services in the Industry, Anthony explains the hurdles he faced in building his business with services including staffing, insurance, banking and full-PEO service.  If you have a CannaBusiness you can't place, reach out to THC123, the largest, oldest and fastest growing PEO in Michigan.

I interview Nick Soman, the CEO of Decent.  Decent's Mission is to provide Affordable Healthcare (for all) through the use of direct primary care doctors. Growing up in a medical family, Nick understands the challenges of providing quality healthcare at a great rate.  It is a Great Idea that he shares with our listeners.  Nick's motivation comes directly from FDR's call for decent healthcare for all and he shares a few stories on the importance of story telling.  

Jean Goldstein is an industry veteran who has been advising PEOs on financial and compliance matters in the PEO industry for the past 5 years.  She notes an increase in new groups starting PEOs in just the past two years.  While some are existing companies or VC groups, many are former PEO sales people ready to create the next great thing in the PEO industry.  

If you are starting a PEO or even thinking of starting a PEO, then Jean's PEO 101 is a must.

I have spoken with many PEO industry leaders and legends so far in my PEO podcasting journey and in my mind Mike DiManno of Samuel Hale in Folsom, California has created one of the more revolutionary PEO/HRO concepts that I have run across in my 25+ years in the industry.  Not only is Samuel Hale helping keep costs down for employers, but Samuel Hale is providing amazing benefits to their worksite employees.  Providing free check-cashing and free urgent care to employees makes it even more revolutionary.  Listen to hear how Mike and his team are taking inefficiencies out of the system and taking that money to help California businesses and employees!

If you only listen to one episode, this is the one you need to hear.  

Today, I discuss a wide range of topics with President of Prism HRO, Tim Pratte.  How does a boutique PEO differentiate itself when using PrismHR?  We touch on cyber attacks, additional products available to clients and the future of the PEO industry.

Today's episode features Anthony Laporte.  Anthony started SimplyPEO in the fall of 2020 during the nationwide COVID business shutdowns.  Like most entrepreneurs, Anthony took the negative and turned it into a positive by growing 14 times his original client base.  Anthony shares some, but not all of his secrets of success, and what he did to distinguish SimplyPEO from the big box competition.

SimplyPEO is headquartered in White Plains, New York and has clients up and down the east coast.  

Today's episode is from one of my early mentors in the PEO industry.   I met David when he owned the Varsity Group in St. Louis.  In his long career, David help to grow the Jack-in-the-Box chain through establishing proper operational and human resource practices including selecting the right staff.  David reminded me of how a PEO relieves the client of "Administrivia" and provide "Economies of Competence" a far cry from today's sales people claim to "save you money" when studies show that a business owner really wants to save time (or have more time).

David is available to consult as to growth, Human Resources practices for PEOs and HROs.  David is located in Maryland, between DC and Baltimore.  If you listen carefully, you will gain more than a nugget of wisdom.

After over 25 years in the PEO industry as President of StaffLink Outsourcing, Abram and I discuss how the sale to Prestige PEO checked all the boxes for him; why it is important to be involved in your trade association; and what he sees as the three major challenges facing the PEO industry.

Abram has served on the boards of NAPEO and FAPEO and truly is one of the legends of the PEO industry,

After the positive feedback from episode 6's legal update, I thought that you would be interested in a legal update from an east coast perspective.  Today's attorney guest is Gordon Berger with Fisher & Broyles.  Gordon and I served on the NAPEO's legal advisory committee years ago and worked on a couple of different PEO litigation matters together. Gordon always brings a practical and fresh perspective to the discussion of legal matters.

Gordon can be reached at his office at (470) 412-0303 or at gordon.berger@fisherbroyles.com.

Please subscribe to this podcast to insure you do not miss the next interesting guest.

Today's Episode featuring Bill Maness is a must listen for understanding how he built Syndeo to have an average client size of 63 and how he maintains a Net Promoter Score of 93.  Bill has some interesting lessons and I truly enjoyed my conversation with him.

In today's episode, I interview Bob Scruggs who started his sales career with Staff Leasing and managed several offices for a variety of PEOs.  Listen to how he turned one sales office from last to a "Snapple" first. His view of hiring sales people. And what it takes to be a successful PEO sales person.

Bob can be reached through his website, peoevalutations.com.  

PEOs have showed their immense  value during COVID, keeping clients informed.  2022 is already different.  Should a PEO be offering these services:

1. Recruiting employees.  Keep in mind Compensation, Culture and Career

2. Sharing COVID freebies

3. Informing that OFCCP portal opens February 1.

Today's episode features Daneen Gurney, the CEO of JanusHR.  JanusHR is headquartered in Clearwater, Florida and has clients in multiple states. Daneen shares how her 22 years with a larger PEO helped prepare her for starting her own PEO but how the JanusHR team still faced hurdles as a start-up.  JanusHR has started as a Florida-based PEO that is already expanding in the southeast.

JanusHR has seen some great growth and has a bright future.  Daneen can be reached at (727) 526-8747 or info@wesolvehr.com

OFCCP going online, to require AAPs to be sbumitted

Colorado expands leave law

With work at home employees, what is a reasonable business expense?

Today I interviewed John Polson regarding challenges to the legal landscape that every PEO with worksite employees in California needs to know as well as national issues such as joint employer, crypto currency, and of course COVID.  John always anticipates where the future might lead, so it is a good listen.

John can be reached at jpolson@fisherphillips. com and their California legal update, in full, can be found on their website.

Non-Compete Agreements; California Paid Leave; New York Sick and Safe Leave

PACE, the PEO Association, is having its annual conference in San Antonio, one of my favorite cities.  Today I talk with Kim Egginton, the Executive Director and CEO of PACE.  They have an impressive lineup for the conference but more importantly, you will get to talk with owners of startups to mid-sized PEOs.  The Conference is March 13th to the 16th and I hope to see you there.

More information on the conference can be found at pacepeo.com or by emailing Kim at kegginton@pacepeo.com

In today's episode, Jim Bell, Executive Vice President of Abel HR, discusses what it means to be a Certified PEO, how to hire sales staff, and how service is the most important factor to consider when choosing a PEO

AbelHR is based in New Jersey and operates in 42 states, mainly in the TriState area, Florida and California.  Abel can be reached abelhr.com or 800-400-1968.

How do two major acquisitions relate to a recent California Appellate Court ruling.

Today, I interview Carrie Aaron who initially started in the PEO industry in the 80s.  Carrie provides sage advice on setting your goals when you start a PEO, determining what clients you want to have, and hiring sales people.  Carrie was a key member of the PEO community until she retired in 2012.