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Payroll Sales Pro Issue #6--Payroll Opportunity and the Parable of the Frog in Boiling Water
February 08, 2016

February 8, 2016

Monday Morning Pick Me Up

Inspiration and Information to start your week right

”The secret to getting ahead is getting started.” --Mark Twain

Payroll Talking Points

Perhaps you have heard the parable of the “Frog in Boiling Water”: If you put a frog in boiling water, he’ll jump out immediately. But if you put him in nice, cool water then increase the heat slowly, the frog will stay--until it is too late. The lesson is that incremental increases are very difficult to perceive, and often go unnoticed for quite a while, often to your detriment.

The big payroll companies know this better than anyone. They come in with a competitive rate, but most of their existing client base pays “above market” or much higher than a rate that can be considered competitive.


Think of the frog in the nice cool water as the heat gradually rises. The payroll companies typically have two increases annually: one at the beginning of the calendar year and one at the beginning of their fiscal year (usually in the summer). Each increase is very small, but over the course of just a couple of years, clients are paying more that they originally agreed to.

This is the opportunity we need to seize.

PayPros, Inc. keeps the price the same, year in year out.

So when someone signs up with you and saves 10%-20% or sometimes even more, they stay at that competitive rate for the duration.

Do your clients feel the heat turning up?

All it takes to refer payroll is to obtain a payroll invoice from the client, then send it to us and we’ll take it from there. When the client signs up with payroll, you get paid a residual commission for the life of the client.

Remember, PayPros can typically save them 20-25% over what they are currently paying and they will get a dedicated customer service rep that really knows them and the ins and outs of their business.

Ask them for a current invoice, send it to us, and when it closes you get residual commission for the life of the client.

For more detailed payroll Talking Points tips and information, see Payroll Tips and Techniques

Monday Morning Quarterback

Tips to help you self-audit your sales process

Motivation: We all need to get motivated in order to succeed. But sometimes it’s hard to summon the motivation to pick up the phone again or make one more sales call. Mark Twain summed it up nicely in the quote we began with today: “The secret to getting ahead is getting started.” Here are three ideas to get you motivated when you need to get yourself back on track:

  1. Just Do It. It’s easy to procrastinate and do anything BUT the task you should be doing. With this method, you jump right in and start the task, pushing any other thoughts out of your mind if an off-topic thought tries to distract your progress. By “making” yourself begin the task, you will soon be engaged in the process and begin to get traction until you get the task done. Dive right in and your focus will follow….Though this seems almost too simple, it can work—give it a try!
  2. Create small, bite-sized goals. Instead of focusing on making your quota this month, break it down into smaller tasks. Want to make 35 cold calls a week? Break that down to seven per day—or even four in the morning and three in the afternoon. You will feel a sense of accomplishment once you achieve these smaller goals, which will boost your motivation.
  3. Set a Quitting Time. Do you feel motivated at the thought of returning emails at 9PM? Probably not…everyone needs some down time. By setting a realistic quitting time each day, you will feel more motivation to get those necessary tasks done before you quit for the day, and thus be more productive during your active work hours. By giving yourself the time to rest and recharge, you will also be more productive the next day as well.

Think you’re ready to earn Residual Commission for the life of your clients as a Payroll Referral Rep? Contact us by calling (888) 693-4611 or filling out the form at Best Business Payroll--How to Make Residual Commission

We’ll be glad to answer any questions you may have and look forward to helping you become successful in any way we can.

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