Transcription of Conversation

Hi, everybody, welcome to another digital hustle show. And I am super excited to bring to someone who is not a small business owner. But definitely like you kind of run your own ship. And you have a ton of small business owners that you’ve worked with. And so this is Jaclyn and yeah, just tell us a little bit about yourself and what you do.

Alright, so yes, I am Jackie, thank you so much for having me on. I originally started my career as a teacher I taught abroad for a couple years in Dubai and then I went directly into educational sales. And then I furthered my sales career and started an HR payroll company which I’ve been loving it’s gotten me super involved with the community and yeah, it’s been awesome working with small business owners especially.

Yeah, that’s awesome. So I’d love to hear a little bit about you know, we had talked a while ago on the phone just kind of like getting to know each other a little bit, which is awesome. And, you know, one of the things that we’re always trying to do on the show is give business owners like the tools Help to be able to do a better job. And so after we had ended up talking on the phone, I just felt like your experience with payroll was so good because like, just like my last interview that I had with an attorney like payroll is like another thing where it’s like a necessary evil in a lot of ways for people where it’s just, it’s complicated. It’s not like something that they always have to deal with. And so it’s something that I feel like a lot of people don’t have a ton of experience handling. And you’re like, basically an expert in that. So yeah, so if you could share a little bit about how payroll really affects business owners, what you’ve seen in this kind of like some of the things that we talked about as far as it actually being more approachable than even I initially thought. So you could walk us through that a little bit.

Yes, absolutely. So payroll is definitely kind of the bread and the butter of the business, but it does so much more. We do services from hire to retire. So everything from onboarding to timekeeping, which then bleeds into your payroll system, which saves you a lot of times they don’t have to manually track that and be on top of all of the compliance when it comes to, you know, what’s the sick time regulations in Arizona and all that. So having all that built in system bleeds into the payroll, don’t have to deal with your state, federal local tax filings at the end of the year and all that. So we take care of that for payroll. So yeah, and then all the way to retirement. So there’s just a lot of options. So whether a company is a startup and they just need simple payroll, and they just want peace of mind to know that everything’s done correctly, they’re staying compliant, they’re paying their employees correct. easy to do and makes their lives much easier. It gives them a lot more time back in their day. And then they know that they’re doing everything right and they don’t have to worry as much right on that aspect to

me, which is they have so many plates spinning it’s like nice to have something you don’t actually have to worry about.

Yes, and I wish I was telling you to it’s like that’s the one thing where they’re like well, you know, we can do it in house and it only takes me a couple hours. I’ve got you know, a couple employees or five and but I think that they don’t realize just how inexpensive just outsourcing payroll can really be like it can be just a couple thousand or under for, you know, three to five employees. So,

right, where do you Where do you really see it starting to pay off like what kind of is like a magic number so to speak when like the company’s grown to a certain point and they’re kind of on that edge?

Yeah, I would say you know when it becomes maybe it’s manageable but like I said, with the time that they put into it, definitely when you get to that when you’re at that five employee mark, you might as well just get it off of your plate for sure.

You want it one of the things that I think you’ve really excelled at just because I know that you’ve met a couple people that I know which is how I found you is doing a lot of like your networking online and you know what, what’s kind of been your experience with like community and building that and just really like networking, because so much about building a small business or building a sales list or anything else like that is being able to like get to know people. So what’s really worked for When it comes to like, reaching out and kind of making new connections,

yes, networking was huge. When I took this role on I had no idea that what I was kind of that that’s how, like how much my position was involved with networking itself. And so when I took this role on I was like, quickly enlightened like that is the majority of job is, you know, getting to know people and everything’s word of mouth in this business and so much of your referral partners are huge. So immediately when I started, I just joined every and any networking group that was out there, which has been super easy to do with COVID because there’s no travel time. So I’m doing you know, a couple network when I first started a couple networking groups, even a day even sometimes, so. There’s Yeah, there’s a lot out there online that you can do actual networking groups. But then I was telling you, there’s things like Facebook groups that are just for the community that I’m around and that my territory is in and so seeing the business owners from that Facebook group, I’ve gotten connected with some great CPAs in town from that bookkeepers and so that’s been an avenue or channel I didn’t expect but has been super great and, and LinkedIn because it’s like it puts a face to the name but it also is like the professional way to reach out. I feel like too. So that’s been a very approachable way to network to. Yeah,

yeah, I definitely say probably like the last just couple months being able to be on LinkedIn was really like kind of a game changer because you’re so used to like those traditional social media platforms where like people are there to like play and have work and zone out and make connections. And it’s like, sometimes the some of the, you know, the Facebook’s and the Instagrams and kind of you don’t know what you’re gonna get, you know, why are they on right now? Do they really want to talk business, whereas LinkedIn is like, because I think that’s actually how we met.

yesterday. We met on LinkedIn. So it brought us together. I know, right?

Exactly, actually, social media used socially, right. So that’s cool. So Is there different ways that you bring value to the different people that you’ve met? Like, do you have? I don’t know, do you do like consultations? I mean, I don’t know, like, how do you? How do you really like bring value to those communities, those connections that you’ve made with people?

Yes. So specifically with clients and small business owners as prospects, the first thing I like to do in those initial meetings is really be just curious, I just understand what their business is and the model and the structure that they have in place to see what and if we can be a good fit for them in different ways for the services that we offer. So really understanding like, what is it that you’re struggling with, we always say are always to kind of keep back in the back of my mind when I go in that. There’s typically like one of these three things that business owners struggle with, and it’s maintaining compliance, which is very big for especially startup business owners, because they’re like, oh, there’s so much job. There’s so many regulations and I just want to make sure I’m compliant. That’s like, their biggest concern. Typically, but of course, with everything even COVID related, like there’s all business owners are, that’s a big thing, staying compliant and then reducing costs, that’s always big in the business world, you want to make sure you’re reducing costs where you can, like, am I spending too much time or money on this particular service where I don’t need to kind of cut costs here. So that’s one, and then increasing revenue, of course. So seeing ways that we can help them with, right and seeing what their focus is. How do

you guys help them with revenue,

so bringing time back in their day, so if it’s like, I mean, there’s a statistic out there that I think it’s 40% of business owners spend time doing non revenue generating tasks, which you can imagine so they’re spending, they’re thinking when they start a business or they’re involved in their business, and all of a sudden, they’re spending almost half their time on these tasks that are just administrative, making sure they’re compliant and having to make sure that their time cards are up to speed or to date and all that and being able to take that off their shoulders is really nice and being Be able to put them back into what they love and their passion and, and not have to do what they don’t want to be doing behind the computer screen all day. So,

yeah, I love that that really resonates with me. I know specifically because I’ve like literally had rant videos about that, where it’s like as a business owner, you have like a set of skills or at least a passion that you want to spend your time doing. And then you don’t all this other crap that like some of it, you do have to do some of it. You don’t have to do certainly pay, you got to pay your employees, you know what I mean? So it’s like to be able to get some of that time back to be able to focus on the thing that you’re really great at is so huge, because that is what makes you money. That’s, that’s why you have someone to pay.

No, absolutely. And there’s actually thinking about increasing revenue. Like there is some ways within a payroll system that you would never even imagine that can be almost a revenue stream for businesses. So for instance, for people like restaurant industry and anywhere with high turnover, there’s things like the wattsy tax credits out there that not a lot of business owners are aware of, but it is called the Work Opportunity Tax Credit. So the government incentivizes these employers to hire kind of hard to hire employees, which would be, you know, employees that are on food stamps or veterans that are specific veterans and a number of reasons why they qualified, but if they do, and they’re eligible, they can actually receive like $1900 to $9600 in tax credits. So imagine if you have two, three of those and your payrolls only 2000. Now it’s becoming a revenue stream, you’re getting all this tax credit. So there is ways to there’s a lot of options like that that are out there to that it’s just nice to kind of be a consultant in a sense, where I’m like, Okay, well, you may not use our services, but you can still use this kind of practice and put it into play in your company. I

think it’s so valuable. I mean, I can’t, I mean, constantly, I’m going because I’m eating terrible, fast food. I’m constantly seeing new hire signs. Like everywhere I go, like everyone needs more employees right now. And that’s so cool that that’s a real opportunity because a lot of people have been like, oh are furloughed or whatever else. And as soon as this like COVID thing is over with or whatever you want to call it, like, people are gonna have to hire again and they’d be so cool if they could like help out someone who needs a job, especially if they’re like the the hard to hire ones and, and to make money for it.

That’s awesome. Yeah, no, I guess. Absolutely. I agree. I love that the government incentivizes that,

right. So clearly, obviously, work has changed a lot for you like you’re working at home a lot. How have what kind of opportunities have you seen in that, like, saving money not driving to work is awesome, but like what other kind of other opportunities have really come up for you? Because of the fact that you’re kind of stuck at home?

Yeah, I know. I know. So I mean, Number one, I’m able to increase the amount of people that I’m able to meet with in a day. So I’m more actually connected with the team that I work with in different departments. And so I’m kind of getting more knowledgeable on what they do, because now I have the time to really understand the the depth of all the departments in my team and then meeting with clients. So I can, you know, you’re doing zoom calls it there’s no traffic, or there’s no travel time in between. So I’m able to meet with more clients in a day or even prospect more during the day, which is super helpful that I can get in front of more businesses that way, as well as my referral partners. So that’s been huge. Like I’ve been really able to target specific referral partners that I know that I feel like I can help and that they can help as well. And so being able to have that time given back to me to just be able to research effectively and build relationships through zoom, which has been pretty effective, which is odd, but yeah, I feel like I actually know certain people that I’ve never met in personnel but I’m like, I feel like I’ve met with them enough on zoom where I’m like, Okay, can you even see their personality? Like, it’s just, it’s been doable, right? Well,

yeah, no, I mean, if I can, if I can be so bold it was it was really enjoyable to talk to you on zoom, which I can’t say for everyone I’ve talked to not that there’s any been anyone horrible, but you were so warm and so friendly. And like, I really felt like I got a good sense of who you are. Is that just like something just comes naturally to you? Or is that like, do you have like, things that you’ve really learned that has made you like really excel at being good at meetings on zoom?

could never really thought of it. I mean, you like you said, like, I think people and I have been doing way more of this reflecting after every interaction I have. And it’s kind of easy to do now because there’s so many repetitive ones on zoom and things and so I think like you know, the the term smile and dial like you always have like a smile on your face and it almost makes you feel more positive and then you know that you’re having a more positive effect on that person and then the energy exchange is better. So just peers smile and just going into every interaction with a positive outlook. Even if I know that this might be like a client that’s kind of frustrated and it might not be the easiest meeting but just having that positive presence can maybe help bring that energy out to whether it’s zoom or even in person. But yeah, lately lately zoom. So it’s it’s harder to do, but it’s easier than even the phone because the phone he can’t see or reachable. But um, but yeah, I see two minutes. Yeah, I guess just smile, just smile. Well, you

do a great job. Like legitimately you do a great job. And so it stood out enough that I remembered ask you, but it’s Yeah. So because of the fact that you have like an admin side business. You get to see a lot of behind the scenes stuff, right with different business owners. What are some things that you’ve noticed trends? It’s small business owners.

Yeah. So for business owners I think, especially when they start having, you know, more than a few employees. And you know, everyone knows kind of the cost of losing employees, it’s super expensive with the training and then just the pain that it is to find another qualified employee to fill that position. So retention has been really big. I think business owners are constantly looking at ways to just make sure they can retain their clients. And especially now when there is you know, I mean, the unemployment is, is pretty good. So making sure they can keep people on board and not lose them. And I would say there’s just so many ways to get crafty with retention that’s been that’s out there that that is known to help. So offering things like benefits is always a great way to keep employees and especially, it’s not required until employers hit 50 employees to have group like group health benefits, but however, if you’re a small employer or you’re a small employer group, sighs and you have like just a few employees, there are a lot of options to provide benefits for your employees. So there’s things out there like userra, which I want to say is qualified small Health Reimbursement act for for smaller groups. And so basically, if a employer is trying to offer benefits, but they don’t want to take on the, the hefty fee that it kind of is to do the group health benefits for their employees, they can do something like that, where it’s it’s not it’s, it’s tax free, and they can choose the amount that they want to give to their employees. So they could just say, I’m going to give $100 to my employees. There’ll be tax free every month, and they can use that towards their premium and at least you’re offering something so the government does have options for that. There’s always things like FSA. You know, when it comes to retirement, things like simple IRAs, they don’t have to do a full blown 401k just having those small little things for their employees is just a nice way to keep them on board.

Yeah, so retention is definitely the biggest

retention. Yes. And then I would also say things that employers struggle with is, you know, maintaining compliance not to be redundant, but making sure that they are kind of just covering all their bases in every way. So

So what kind of Let’s be specific So what kind of like things do you see them? normally not complying with?

Yes, so things like mandatory sick time for Arizona, so you have to Employers are required to offer once you hit 15 or above employee, Mark, you have about 40 hours a week for your employees that they have to accrue for a year for sick time, and they don’t have to have paid time you know, paid paid sick time in Arizona but every state’s so different. So just having somebody like an HR professional, we can we even have that service to where you don’t have to have payroll service, but you could have like, HR professional, direct access to them and be able to just ask them questions when they come up to make sure that you have everything that you need? There’s things like you’re mandated to have Labor Law Posters and your business. And yeah, just stuff that you wouldn’t necessarily think of, because there’s just so much so yeah, I mean, there’s like, there’s small things like that employers aren’t really aware, like you have to store your I nine and W fours, in different files within your filing cabinet, if you still do it that way, otherwise electronically is better. And that’s how you can have some system for that. But if you do still store them, they have to be separate. Like it’s just like those little things that if you were to be audited, it could be a major fee that you just that could, you know, could put you under and it’s like, completely unnecessary. Yeah, yeah.

Yeah, I guess just like anyone else. It’s like, you start a business because you’re passionate about something and then it’s like, I was surprised. Your file folders are done wrong. That’s like what I didn’t get into business to file, you know, paperwork. You get in business because you like have something you’re passionate about.

Yeah, and like a lot of employees. Are they have an HR background, they might even be certified or they have, you know, some kind of HR. But it’s the fact that it’s consistently and constantly changing. Like, for COVID, for instance, there’s the new ffcra. And you have to know be completely up to date on those regulations and guidelines, so that you’re offering and that your employees are aware of what they are eligible for, when it comes to that. So it’s, it’s just like, you might as well just have someone on retainer to help you if you have those questions. So you can just get back to your day and not have to spend all your time wondering if the sources you’re getting from Google are actually accurate. And the and I actually have a good example of a compliance case that a client has been facing with Wage and Hour laws. So a disgruntled employee was upset with the that he didn’t get his overtime or he believed he should have and he was fired. So there was a lot of sticky area there but bad relationship when he left. And so now the employer just has to make sure that he he can he documented it correctly, because If he did it, typically the government’s going to favor the employee that laftan. And then that’s again another huge fine and then not even if they go through and they go through the court process and everything they still are paying for their attorney and the time and attention needed. So if you could just pull up those documents and make sure that you can prove your your innocence. It’s very, very crucial. Yeah,

people, I don’t think people realize how much what you say matters in those situations and what you write down because it’s like, I don’t know, easy to get hurt feelings and confusion and legal problems. Yeah, because of that. So one thing that I think is probably a little tricky is just that, that edge between contract workers, contractors and actual employees, right, so a lot of like the people on my team are all contractual, but obviously at some point The rules will change and they’ll have to be employees. Is that something that you see pretty often, a lot

of times people start out as independent contractors, because it’s just not full blown. And they have, you know, a couple people helping out here and there or, I mean, there’s just a lot of industries where you just need independent contractors, but then you definitely get to a point sometimes where it’s like, well, now we’re in a gray area, and we really don’t know if they should be salaried or independent contractors. So we have two services that I always recommend. One being our HR counsel team, because they can actually once you get to that point where you want something documented to say like this is actually you know, this is the correctly should be labeled this and then have it documented for you so you know, you are you are compliant. Yeah, like what’s another river compliant, so you know, that you’re compliant. There’s also HR advisory team that we have which is certified professional HR that can give you solid advice so that you can be rest assured that you are in there. direction and then know when they should be salaried. And that’s always just a great, you know, team to have behind you so that if you have when those questions come up, you know, okay, this is this is the situation I’ve got the answers to it. And I know when they should become salary and feel good about, you know, where you stand with that. I just saw recently, there’s a really common case that you people can relate to with Uber, a lot of Uber drivers were an app for like, they feel like half of them in California that was felt like they should be salaried, while they’re all considered independent contractors, because they have the freedom of they’re making their own hours and all of that. Yeah, so you can see where that’s like, you know, they’re hitting a gray area where they are kind of feeling like they are working for this particular company, and they should be salaried. And then they also have a lot of people that still just want to be the independent contractor. So that’s a that’s a good example of that gray area

where people will McDonald’s want to get paid $20 an hour to flip a burger. So I guess people have a lot of opinions on what they think they deserve. You had to be super specific and say, why should someone really outsource their payroll? What would that be?

Yes. So I would say there’s two main reasons why it makes sense to absolutely outsource payroll. One being peace of mind, you can’t pay for that. Like, that’s just something, okay, this is taken care of all of my state, federal local taxes are done and taken care of, they can do all that. And I know I’m paying my employees properly, I feel good about it. I can go to bed fine. And the other piece would be the time savers. So we always can’t stress enough how important it is to give business owners time back in their day because they have more than they can handle oftentimes on their plate. And it’s like, why not just spend that minimal amount and have someone else take that one thing and take care of it for you? Yeah, and have like that support on that end because they’re, they’re taking on a lot. So Just Yeah, the getting that time back is money in itself. So returning money in time return in time.

Well even in even to your first point about having that confidence, it’s like certainly as a business owner you’re always kind of living in the world of solving problems and going on to the next thing and uncertainty but certainly even now there’s more uncertainty than ever before. So to have like one thing that like you’re like I for sure don’t have to worry about this is gonna feel great.

Yeah. And when you have a good system in place that tracks your PTO accruals your sick time, everything else end of the year, you have your reports whenever you need to pull up a report if you get audited, you can just say here, I have all my bases covered in my systems already tracking it for me, they had this amount of time. So if a case ever arises you already have everything you need for them are there.

So right now with everything, for a lot of people being slower, not everyone but a lot of people being slower, right, less employees, less clients coming in, which is sad. But there’s also a little bit of an opportunity there. Right? So is there a couple ways that you could think of things that people should look at to try to streamline some of their processes right now? So when things pick back up again, they’ve got something really efficient working for themselves?

Yes, absolutely. So the first thing that came to mind, actually, because things are slower for some industries, not all, some are doing great, you know, and standing there, but for the ones that are kind of maintaining, and they’re slowing down a little bit, and they have much more time to kind of reflect on what they have in place, what their goals are for their, for their upcoming year. And when things start to pick up again, which should be hopefully around the corner, and things like if they’ve had to furlough or let people go, then having an applicant tracking system is something that would be really nice a way to, you know, find qualified employees even potentially, get some tax credits off them. That’s another conversation but having that system in place and you Talk about streamlining those. They’re streamlining their systems. So things like that they just want to maybe they currently aren’t speaking to each other, but they would like to things like their timekeeping, applicant tracking payroll, retirement services, that kind of thing. Having them all in one, one, software. Well, thank

you very much for sharing. I appreciate all the just really shedding a lot of light on an area that most people probably don’t spend a lot of time on, to be honest. So appreciate you very much shedding a little light on that, give them some tips, some tricks, and I’m sure there’s plenty people out there who are listening that would just need that little extra push to try something new, to be able to streamline the services and potentially outsource some of their work so that it can actually focus on what’s making revenue because right now, man revenue is is top of mind not that it wasn’t before. But I mean, it’s like people are keeping from going under and be able to like actually focus on that is just huge. So thank you so much for Yeah, thank you very much for your input on that. And yeah, so thank you guys for watching and hopefully I’m sure you guys found a lot of awesome things out of this. And so be sure to like, comment, subscribe, and if you have questions, throw them into the comments and we’ll be able to answer this for you!