Charging for Additional Services for Tax Resolution

Hey, it’s Michael Rozbruch here, founder of Roz Strategies, and what do you do after you’ve been retained and you discover there’s additional work to be performed that you never included in your engagement letter?

We call this additional services or an additional service request.  You’re going to get clients, Tax Resolution clients who come to you who you’re gonna be able to sell the entire case at one meeting or in phone call.  In other words, you’re gonna sell all these phases at the same time, which is investigation, compliance work and the permanent resolution.  But let’s say you get a client who comes in.  They say that have two years of unfiled returns.  You’ve taken them through a mini 433-A, and you’ve determined they’re great Offer and Compromise candidates.  So, you get retained.  You do your Engagement Letter.  You’re retained for two years.  You’re retained for the Investigation, two years of tax prep and an Offer and Compromise.  And you’re working the case.  You’re getting the transcripts, and after you analyze the transcripts, you determine, hey wait and second here, there’s five years of unfiled returns.  There’s an extra three years of unfiled returns that you haven’t been contracted for, that you haven’t been paid for.  Well that’s an additional service that needs to be paid.  You need to go back to the taxpayer and let them know that these three years need to be filed.

Now, the way to do this correctly is to include in your Engagement Letters a paragraph that says your flat fee, your fixed fee is predicated upon the representations that the taxpayer told you at the time.  And if additional services are required to permanently resolve your taxpayer’s problem, that additional fees will be requested at that time.  And I did this for 16 years and that additional service piece represented millions of dollars in extra income.  So, don’t be bashful.  Don’t be shy to go back to your client to request payment for additional services you haven’t been contracted for.  If you don’t know how to approach the client when it comes to requesting additional services, all you need to do is say, hey, let’s say the client’s name is Joe.  “Joe, we were contracted to do two years of tax prep for 2014 and 2015 and do your Offer and Compromise.  After we got your tax transcripts and records of account from the IRS, it’s apparent that there are another three years that haven’t been filed, so we need to get those returns filed because we can’t do the Offer and Compromise until you’re in full legal filing compliance, and those three years are gonna be X-amount of money.  And what we’ll do is we’ll include that in the future recurring payments.”  So, we’ll spread that over the six payments that they’re paying you or the four payments or the eight payments. So, it’s not a big deal for your taxpayer, and you’ve just gotten additional services and you’ve gotten paid for the extra work you’re going to do.  So, that’s how you request additional services.  Again, don’t be bashful.  Don’t be shy.  Make sure your retainer agreement has a paragraph permitting you to go back for additional services if it’s required.  You don’t wanna be caught with scope creep because you’ve boxed yourself in on a flat fee.  Flat fees are great.  That’s what you need to do, but you need to cover yourself with a paragraph in your retainer agreement that lets you go back and get additional, to get paid for additional services.

How To Turn Your Website Into A Client Generating Machine By Adding This ONE Thing

Your website is your digital salesperson.

If you use it properly, it can help you generate many clients.

Most folks are missing one key element on their website that is keeping them from getting clients to contact and retain them.

We’ve invited, expert marketer and educator, Dave Dee to speak at The 4th Annual Tax Resolution Success Summit to teach you what this ONE thing is and how to incorporate it on your website.

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How to DOUBLE referrals in 12 months or less

Referrals are one of the least expensive forms of marketing.

The clients you get from referrals are already pre-qualified, pre-sold and much less resistant to fees.

That’s why we’ve invited Shaun Buck to come teach how to DOUBLE your referrals in 12 months or less at The 4th Annual Tax Resolution Success Summit in Dallas!

Shaun is going to show you how to use newsletters as an easy and cost-effective tool to not only stay in touch with clients, but also get referrals from others.

As the owner of The Newsletter Pro, he knows A LOT on the subject.

Shaun Buck Success Summit

Since 2011, he’s rapidly grown his company into the nation’s largest custom newsletter company, mailing millions of newsletters annually.

The Newsletter Pro has been publishing and mailing The Roz Report Newsletter to subscribers since we launched our company in June 2014. They print and mail many of our member’s “Tax Resolution Times” newsletters as well.

Still not sold on newsletters?

Here’s what one of our members, Mark Klecka, has to say about them.

“The biggest takeaway I got from attending my first Success Summit was to do a newsletter. Now, every time I get a business card, I put them on the mailing list. I’ve had requests from a CPA and also from real estate agents and insurance agents for additional copies of the newsletter to put in their office because people liked it and wanted to take it with them. And, I’ve gotten many referrals from that newsletter.”

Sound like too much work for you?

Not only will Shaun show you How to Double Your Referrals with a Newsletter, but he’ll also show you how they can print and mail your newsletter for you.

Click Here to grab your tickets today!

See you in Dallas,

Michael Rozbruch (aka The Roz Man)

How the acceleration of accounting softwares are killing the industry

Early bird tickets to The 4th Annual Tax Resolution Success Summit in Dallas are still available until June 15th.

Get the full details here and save $100 on your ticket today.

Today, I want to talk a bit about the history of accounting and about the future of it as well.

Accounting is one of the oldest professions recorded in history.

It’s been around since Mesopotamian times, when our ancestors needed to keep track of grain.

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Every IRS Collection Case Has 3 Work Phases

Every IRS Collection Case Has 3 Work Phases:

First Phase: Transcript Investigation & Analysis
Second Phase: Compliance
Third Phase: Resolution Phase

I teach that you charge separately for each phase based on the complexity of the case, the amount of tax debt involved and the value you bring to the table.

In today’s video I want to share a call I had with one of my coaching members on our monthly group Q&A call. This person is brand new to tax resolution and happened to have a client walk into her office who owes 3 million dollars to the IRS. She was asking me for help because she’s trying to interpret the transcripts; plus, she’s talking to the revenue officer; and she’s trying to get all these levies released. I started asking questions about the case, but my first question to her was,

“Well, what have you been retained to do, and how much have you gotten paid to date and what are the total fees for this case?”

Watch today’s video where I share what I told my member what she should charge for each phase of this three-million-dollar case and why she should charge those fees.

It doesn’t matter whether your client owes $25,000 or $3,000,000, the same applies and this is great information to know.

So, that’s the tip of the day, and we’ll see you in the next video!

Do You Cheat On Your Taxes? | Venice Beach, Tax Man on the Street

This is Michael Rozbruch, the Roz Man, and I wanted to release a Tax Season Laugh Video – make sure to check it out:

This is Tax Man on the Street and I went to Venice Beach, California to find out who’s filing and not filing their returns, who’s cheating on their returns, and what they think! Enjoy!