Monthly Archives: March 2016

Tax Humor – New Stress Relief Method

stressed-relief-method-2 copy

Feeling stressed out before your audit? Relax and enjoy this new stress relief method…

Picture yourself near a stream.

Birds are softly chirping in the crisp cool mountain air.

Nothing can bother you here. No one knows this secret place.

You are in total seclusion from that place called “the world.”

The soothing sound of a gentle waterfall fills the air with a cascade of serenity.

The water is clear.

You can easily make out the face of the person whose head you’re holding under the water.

Look. It’s the IRS agent who caused you all this stress in the first place.

What a pleasant surprise. You let them up…just for a quick breath…then ploop!…back under they go…

You allow yourself as many deep breaths as you want.

You are relaxed and at peace.

Thanks to Robert E. McKenzie for sharing this tax time humor!

Tax Resolution Marketing Strategy – High Ticket Sales Strategy

TAX PROFESSIONALS: Tax season is THE best time to market to troubled taxpayers (read this past blog post). If that’s you, leads should already be coming in!

If you haven’t been marketing your tax resolution business – or you happened upon this blog post because you are interested in starting a tax resolution business – read on. I am a tax resolution practitioner that generated over $80 million in sales over a 15 year span for my business and I will share with you my proven marketing and sales strategies to build your business.

Let’s get back to talking about leads. Turning leads into appointments is the first part of your goal. The second part is turning these appointments into clients. As a tax resolution practitioner I have done my share of turning appointments into clients and have fine-tuned the process. I call this my advanced High Ticket Sales Strategy. (This strategy helped me close clients on the phone with fees anywhere between $10,000 and $50,000.)

There are 4 components to the High Ticket Sales Strategy:

Rapport: Get a little personal with your clients. You know their tax problems, but do you know where their kids go to school or what type of community they live in? You’ve probably talked to them a handful of times already and by the time you sit down with them face to face, you should be able to exchange more than just pleasantries. Rapport builds familiarity and trust. • Probe: This is the “meat and potatoes” of the strategy. Find out the underlying reason that they are sitting in your office. Normally, it is not just that they have a tax problem (that is a given). There is an underlying reason that many people may not even admit to themselves. An example of an underlying reason is that their marriage is on the rocks. You need to find out the underlying reason of why they are sitting in your office talking to you about their tax problem. • Prescribe: After the financial interview, you come up with a game plan, a “prescription”, of what you can do to resolve their tax resolution case. There are usually 3 or 4 options that are used 95% of the time when it comes to collection cases (learn about those options in my tax resolution products).
Close: Ask for the sale. Ask for the money. “How would you like to proceed? What debit or credit card would you like to put this on today?” I always spoke assumptively, as if they were already a client of my firm. This High Ticket Sales Strategy alone netted me hundreds of thousands of dollars once I got it down pat. And this strategy is just the tip of the iceberg. For my insider’s circle members, these 4 steps should help you close the deal with your leads.

For those who are thinking about starting a tax resolution practice, consider this:
• There are 12 million prospective clients – and growing – that are in trouble with the IRS. They need your help!
• Tax Professionals means CPAs, Attorneys, and EAs (Enrolled Agents). You are uniquely qualified for tax resolution because you are the only professionals that the IRS allows to represent troubled taxpayers.
• I’ll share with you my secrets, proven strategies, and marketing tips that helped me generate over $20 million in sales in 2012 alone!

Click here to jump start your tax resolution business today!

 

The Value of Relationships

This blog post is written by Roslyn Rozbruch, my business partner and wife. She shares with us the importance of valuing friendships and relationships because you never know how they may play a part in your life at some point in the future. 

“That’s the funny thing about life – you never know what’s around the bend. You never know when someone you enjoyed as a friend or an acquaintance might pop back in your life and reconnect in a wonderful way.” 

Roslyn Rozbruch Tax & Business Solutions AcademyBecky is our Manager of Client Happiness. Becky was Michael’s right arm and assistant from his previous tax resolution company. When we launched our new company, the door was always open for Becky to join us and four months later she was able to make the move to our Tax & Business Solutions Academy. One interesting fact is that I’ve actually known Becky longer than I’ve known Michael! I’ve mentioned my career as a hairdresser (read about it in my previous blog post) and Becky was a friend that I met in beauty school. And that’s the interesting thing about relationships — you never know how meeting someone in one moment of your life might lead to another moment later down the road.

I would have never imagined, when I met Becky at 18 years old, that we would someday be working together in a field completely different than the one we were pursuing at the time. As a matter of fact, after she married and had her son, she moved up north to Mendocino, which is close to San Francisco. By that time, more than 10 years had passed since we met, and our friendship was solid. I was sad to see her move so far away, but I also wanted to be a supportive friend.

In Mendocino, Becky and her then-husband bought a small restaurant that served breakfast and lunch. Michael’s father had owned a hotel at one time, as well as restaurants, and Michael was familiar with all the hardships that go with owning and operating one — so while I said, “Go for it! Nothing ventured, nothing gained,” Michael said to Becky, “The food business will eat you up.” At the time, I wasn’t too happy he said that — even if it was true. Anyone who knows Becky knows she didn’t take it to heart. Instead, she tucked his words in the back of her mind, and years later, when she moved back to Los Angeles, she said she was glad he’d said that to her.

I was thrilled when Becky returned, because I’d honestly thought our friendship would always be a distant one. Soon after Becky arrived in Los Angeles, she started applying for jobs in a field of work she was interested in, but asked if Michael needed some help in his office while she went on interviews. Michael’s tax resolution business was off and running and growing, and he had positions to fill. So he offered her a part-time position, and less than two weeks later said, “Can you start to work full time?” The rest is history. That’s why two years ago, she even followed us over here when Michael parted from his company.

That’s the funny thing about life — you never know what’s around the bend. You never know when someone you enjoyed as a friend or an acquaintance might pop back in your life and reconnect with you in a wonderful way. Think about it — do you have special relationships today with people you didn’t imagine connecting with before? I have met so many people in the most unexpected ways, and they have played a big part in my life when I least expected it.

So as you work hard during tax season, be sure to call a friend or acquaintance you haven’t seen in a while but enjoy spending time with. Who knows where that road will lead you!

– Roslyn Rozbruch 

The Philosophy of the Sale

Who is the world’s foremost leading expert on sales? The Brooks Group? Their entire organization is dedicated to sales. Is it Walter Friedman, Harvard business professor and author of “Birth of a Salesman”? Or is it Tim Cook, Apple’s CEO? He certainly knows how to sell a product. But what if we told you that the world’s foremost expert on sales died over 2,000 years ago in 322 B.C.? His name was Aristotle.

A rhetorician, according to Aristotle, is “someone who is able to see what is persuasive.” He wrote a major work — now studied all over the world — on how to persuade. Tom Szaky at The New York Times says it’s “to become the chief convincing officer.” “In the end,” he says, “these two titles are synonymous, because selling is really the art of convincing someone to believe in and buy into your concept.”

Success in sales can be boiled down to three Greek words we learned from Aristotle: Logos, Ethos, and Pathos.

LOGOS

Logos means “word” in Greek. This one’s straightforward. In speeches and in sales, it refers to what you actually say — your reasoning. What are your talking points about your service or product? Do they make sense to your clients and customers?

ETHOS

Translated into English, this word means “character.” In rhetoric, it describes a speaker’s credibility. It’s an essential part of rhetoric, but it’s also an essential part of sales.

Picture this: You’re in the middle of a massive project when you hear the “ding-dong” of your doorbell. You open the door to find some stranger in a uniform with “BugRid” written on the back, standing on your porch with a billion pamphlets. How likely are you to buy? Now picture the neighbor kid, one who used to babysit your dogs on the weekends you were gone. He’s fresh out of high school, raising money for college, and standing there in an ill-fitting “BugRid” tee with the same offer. Are you more likely to buy?

People purchase from those they trust.

PATHOS

This aspect of rhetoric has to do with people’s viewpoints, the way they think, and what they believe. It’s Greek for “suffering” or “experience.” In sales, pathos is appealing to your demographic. You wouldn’t sell a slinky the same way you would a sports car, would you? They’re both “toys,” but their target markets are completely different. So your tactics have to be too.

Aristotle may not have made millions cashing in on some big idea — though if he were alive and charging for rhetorical advice, he might have — but he certainly knew how to persuade, and that’s the heart of sales.

My tax resolution products give you the resources to master the art of sales and grow your tax resolution business. Try them today. You have nothing to lose and everything to gain!

michael rozbruch tax and business solutions academy

 

 

 

Business Tip: Never Compromise Ethical Practices

No reward is worth the risk. 

A few weeks ago I saw an episode of “60 Minutes” about ethics in law. With CBS cameras in tow, Global Witness, a company that investigates international corruption, went undercover and posed as a representative of a millionaire from another country seeking to launder money in the U.S. Without knowing the name of the millionaire, or the source or legitimacy of his money, no fewer than 16 New York lawyers looking to earn a big piece of the pie were up to the (illegal) task.

Only one out of the 16 lawyers refused outright to take the case. He asked all the right questions and said this wasn’t for him. When the Global Witness investigator/fake representative asked for a referral, the lawyer stood his ground and said it would be an insult to respectable lawyers to refer him. Of course, none of the lawyers who would engage in illegal activity were officially under investigation, because no money was exchanged, or contract signed. But it’s interesting to see how easy it is for dirty money to enter the country and what some of the lawyers were willing to do, or rationalize doing, to earn that high- ticket fee, because let’s face it — a case like this is a $50,000 to $100,000 retainer, just to start.

Unethical lawyers aside, the segment is really eye-opening and worth a watch. You can watch it here.

You might be wondering why I chose to share this. It’s simple: No amount of money is worth compromising ethics. I would know, too. When I was starting out, I didn’t know how prevalent unethical practices were. So when a tax protester came to me saying that the income tax was illegal (a belief held by millions, mind you), I took the case. But it didn’t take me long to realize that protesters only wanted me to legitimize their argument, not help them settle with the IRS, at which point I would then refund their money. Eventually, I learned how to have my front desk ask the right questions when protesters called so they could be told from the start that our office didn’t handle those kind of cases.

But even before I had my own business, I was in a situation for one of the companies I was hired as a CFO for to help take the company public. Within a short amount of time, I discovered the owner was cooking the books and inflating sales figures! When I told him he wasn’t allowed to do that, he played dumb and said it wouldn’t happen again. Then, of course, it did. I confronted him a second time. He tried to bribe me with a bigger stake in the IPO, offering not to say anything. When I said no thanks, he became angry. He yelled at me and threatened me. After he threw his temper tantrum, I went back to my office, packed up my briefcase and took my Rolodex (which I consider very valuable), and my framed CPA license, and left without a word.

No amount of money in the world should sway you to do something that isn’t right, no matter which way you think you can justify it. Some things in business, accounting, or law are gray areas, and as professionals, it’s important to represent our clients in the most ethical way possible and find the best deal; just don’t risk your license for a tempting offer. The interesting thing is, cases like the ones I experienced are more common than you think.

As you move forward with your existing or new tax resolution practice, be sure to put in the steps to qualify a client, or settle a case within the law, and don’t get caught up in the moment. And if you don’t know what questions to ask, give us a call. We’re happy to help you keep your good name. Because no amount of money is worth the risk.

michael rozbruch tax and business solutions academy

 

 

 

Tax Practitioners – Want to Enjoy Year Round Revenue?

TAX PRACTITIONERS: Are you in the thick of tax season working super hard with little money in the bank worried about where your cash flow will be coming from after May?

It is understandable that you may not want to think about marketing for additional tax resolution work right now, but I want you to take a moment and really feel how you are feeling.

  • Do you feel motivated to get through all those tax returns when you know most of this commoditized tax preparation and accounting work is unprofitable?
  • Does it feel good to work so hard this time of year with little to show for it?
  • Do you want to feel this way next year?

If you want your revenue stream to flow throughout the year and not work SO HARD this time of year ever again, I recommend that you take a minute to read this post.

I work with solo CPAs and EAs and small CPA firm owners who are severely cash crunched right now. Most tax practitioners are working 80 hour weeks to meet the demands of clients before April 18th. They know they’ll make some money from these clients, but they also know those funds will have to last until next season.

Sound familiar?

This rollercoaster of profits and work leaves you feeling demoralized and drained. Imagine being on a racetrack and giving it your all, but you are riding on fumes that can only take you a short distance, but you have to keep going. The worst part is that this will repeat itself year after year until you make a change.

The change that will help you off the endless rollercoaster is to get your tax resolution practice going.

Tax season is the best time to present a solution to clients that have IRS problems and the best time to start marketing your tax resolution business. Here is why:

  • Taxes are on the top of everyone’s minds, especially troubled taxpayers.
  • Your tax resolution cases will provide you with predictable cash flow and profits through the summer months.
  • The IRS issues levy and lien notices all year round but tax season is when your clients with IRS troubles are awake at night with worry.
  • Most of these cases can be worked AFTER April 18th.

CPAs/EAs/Attorneys, if you are tired of revving up when all you have to run on is fumes, then it is time to step into the tax resolution business.

Let me show you my six secrets to a 7 figure Tax Resolution practice.  Click here to register for a free training workshop on Wed, Mar 9, 2016 1:00 PM – 2:30 PM EST:  http://bit.ly/1pohmYo

Trust me, you won’t regret it!