Welcome back to the Catapulting Commissions podcast with your host, Anthony Garcia. This week’s guest is Danny Nessim, founder of A&C Management Group, LTD. a boutique PEO and Insurance Brokerage Firm, whose number one priority is to ensure that your company receives the best benefits at the best rates. He’s here today to talk to us about PEO, how he builds relationships, and the application value has.

A true PEO model is able to take small and medium-sized businesses and leverage them to give them fortune-500 benefits. Usually, rates are fixed regardless of the demographics of your company. By aligning and pooling with other companies, you’re able to go to large insurance providers with a pool or group of 30-40,000 employees. From there, you can get better insurance for less. It offers the flexibility of plans, lower price points, and generally better for employees, better for employers circumstances. Additionally, it allows you to outsource your back-office work. Rarely do small businesses have a team in HR--it comes down to one or two people. When you can work with PEO, you gain access to an entire set of HR and back-office team members. If you’re ever audited, you send them to the PEO, who is handling all of that work.

A main concern regarding PEOs is a misunderstanding of the relationship. In the past, the relationship has been seen as a “lease,” when in reality, it has become a cooperative, symbiotic understanding. You make the decisions for your company, the PEOs are on the back-end.

When you’re trying to recruit and retain employees, a good place to start is benefits. PEOs increase both the attractiveness and the stability of a small business. Top executives will see a benefits package and instantly be more interested than if there was one that you couldn’t afford. In the same way, you don’t want to hemorrhage your top employees because you can’t offer what they want. PEO’s flexibility brings the perks of a large company without the risk.

Danny breaks down how he himself runs his business. For him, it’s two-fold. The first part is having a relationship with centers of influence--HR consultants, CFOs, and people with multiple clients. When you can unveil the value you can bring to people of influence, you can educate first. In a time like we’re in now, everyone is searching for new and creative ways to save. Benefits are a massive expense, so why not open their eyes to another option for their business?

The second area is LinkedIn, Facebook, and other social media. Advertising and connection-making through online platforms are an easy way to reach a large group of people, some of which are curious about PEOs. It’s all about building warm leads. They close at a much higher rate and allows you to build more meaningful relationships.

Danny’s approach to cultivating relationships is centered around simple communications. There are phone calls, lunch, golf, informational flyers--anything that he can share, he shares, usually monthly. If you’re a client to someone, ask them to refer you to their other clients. Allow yourself to provide opportunity at the same time. Bring value to ask for value. It’s symbiotic! It should always be two-sided.

Remember--it takes time. Sometimes years. This is a trust-building relationship that will take effort and ongoing care and attention to establish. Once that happens, the floodgates open.

Finally, let your client talk. The client wants and enjoys talking about what they do, and you can learn as well. You can adapt to what they need based on what they share with you. Listening with intent allows you to educate in return about your product. Give first.

LINKS

Acmgmt.com

516-829-4880

LinkedIn: Daniel Nessim

57 - The Keys to Relationship Building w/ Danny Nessim 42:28 Share

Catapulting Commissions Sales Talk with Anthony Garcia

Shownotes Transcript

57 - The Keys to Relationship Building w/ Danny Nessim