Monthly Archives: March 2017

Add 6 Figures to Your Tax Resolution Practice

If I asked you, “How would you go about adding an additional hundred thousand dollars to your practice?” What would you tell me?

You could tell me that you want to add a hundred thousand dollars to your practice by doing tax returns. If you’re charging $400 per 1040 return you’ll need to do 250 additional returns to gross that number.

However, the national average for a simple W-2 itemized return in the United States is $273. So, if you take that amount, you’d need to do an additional 366 tax returns from what you are doing to gross an extra hundred thousand dollars in your practice.

Now, what if I told you you can gross an additional hundred thousand by just adding 20 new clients instead of 366?

How does that sound—20 new clients at $5,000 each, instead of $273 each? And that amount is on the low end. The way to make that kind of money is by doing tax problem resolution work. These are people that need your services because they have a huge IRS debt problem—they owe the IRS money which they can’t pay in full.

Click here to watch the video now:

Grow Tax Resolution Business

I’m not saying to get rid of your tax prep clients or monthly accounting clients entirely. What I am saying is since tax resolution is now more “mainstream”, and the hottest area in tax, learning how to attract tax problem resolution clients is a way to create wealth in your practice and life. Learning how to do tax resolution is a way to get off the feast or famine treadmill you find yourself on in the off-season.

Serving people with IRS problems will guarantee profits and cash all year long, and especially from May through December. Adding tax resolution to your practice right now is a way up and out of where you are.

If you want to collect an extra hundred thousand dollars this year you can go out and get 366 new tax return clients (at what cost?) or you can add just 20 new tax resolution clients to arrive at the same figure.

Click to watch my video on how to add ADDITIONAL SIX FIGURES TO YOUR PRACTICE!

Get Stealth B2B Tax Resolution Referrals

Today I want to talk to you about a stealth business to business referral strategy.

For those of you who know me, you should know by now that you should be physically mailing a monthly newsletter to all your clients, leads and referral sources. But here’s a stealth referral strategy that is working now and you should implement as soon as you can:

If you know a bankruptcy attorney or another “maven” who can refer business to you such as a mortgage broker or realtor, tell them that you want to feature them in your monthly newsletter. Ask them for a headshot and a short bio, it could be a paragraph or so, and let them know you’re going to be sending this newsletter out, featuring them, to your entire client list.

Click here to watch the video now:

That person is going to feel some sense of reciprocity to you since you’re helping them with obtaining referrals for their business. Ask that person to distribute this newsletter for you. Give them 100 or 150 copies of the newsletter, that features him or her, and ask them to put it out in their lobby. Some will even mail them out to their clients to “show-off”. They’ll do this because all of the sudden they are now a celebrity in your newsletter, and they will want to get that celebrity status recognition out to as many of their own clients as they can.

Until then—Get in the Business of Growing Your Business!


Providing Exceptional Tax Resolution Client Care

I want to talk with you about some important steps to providing exceptional tax resolution client care. Before we begin, let’s clarify the difference between a customer and a client.

Definition of a Client vs. a Customer

A customer is someone who comes to you and has one transaction. Think of it like a retail store and a customer comes in, buys something off the rack, pays for it and that’s it, you never see the person again.

A client is defined as someone that you have an ongoing relationship with, which is what we do especially when someone hires us to resolve their tax problems.

One of the first steps to exceptional tax resolution client care is to share your commitment to providing exceptional client care with your entire team. Take what’s in your head about your vision of what exceptional client care looks like and put it on paper, and have a meeting to make sure everybody else knows exactly what’s expected of them.

The second thing you need to do is to ask your clients what they consider exceptional client care. And you can do this through like a stealth survey about their experience with your firm, with your front office, etc. In my firm we had something that we called the 14 Touchpoint Client Assurance System, where we actually got the person on the phone in real time or they came into the office and we gave them a status case update, every 28 days.

Click to watch the video now:


When I had my tax resolution company, we had physical, or live phone, contact 4 times within the first 96 hours of being retained. We made sure we told the client what was going on with their case, especially when nothing was going on with their case. The most important time to communicate with your client is when you’re in a holding pattern with the IRS or there’s nothing to be done on the case at that point. It’s important to remember to do this because if you are you’re charging their credit card on a monthly basis or initiating an ACH automatic bank debit for the recurring monthly payments; the client wants to know what they’re being charged for. Communicate consistently and frequently during these periods of inactivity (through no fault of your own).

One of the other things that you need to do is you have to accept that quality is going to cost something. I mean think about it—what’s the difference between staying at a Motel 6 versus a 5 Star hotel experience? Clients are willing to pay more for better service and better quality.

It’s important to keep these things top of mind when we’re talking about how you provide exceptional client care. It’s all about how the client perceives their experience with you firm.

Teddy Roosevelt famously said “People don’t care how much you know until they know how much you care”.


Live Online Workshop! Text Marketing Best Practices for the Tax Professional

On Wednesday, March 22nd 2017 at 2 PM Eastern (11AM Pacific); Larry Lawler of ASTPS and I are co-hosting a special LIVE, 60-minute, free online workshop with world renowned text marketing expert Majeed Ghadialy.

This Live Online Workshop Reveals Text Marketing Best Practices for the Tax Professional!

Text messaging has a 99% read-rate within 2 minutes of receipt! Compare that with under a 5% open rate on emails. Personalized Texting MUST be a part of your communication and marketing strategy today.

Want to see performance results from hundreds of your fellow tax pros who are benefiting from this without any additional work?

Register for FREE Workshop Here.

Majeed will show you how text message marketing produces extremely high results when used wisely. This simple, yet very powerful strategy can boost your profits while cutting payroll costs.

During this webinar, you’ll discover how personalized texting brings powerful automation to help you do all of the following effectively and in almost no time:

  • Invite your clients back in a timely fashion consistent with their habits;
  • Minimize missed appointments;
  • Obtain documents from your tax resolution clients faster;
  • Increase referrals by asking a few times after their return is complete;
  • Minimize “on-hold” or “incomplete” returns;
  • Win back non-returning clients with targeted offers;
  • Cross-sell your various services all around the year;
  • Win your client’s hearts by sending birthday and holiday greetings;
  • And do all of this automatically!

Register for FREE Here NOW!

I’ll “see” you on the training!

To Your Success,

Marketing During Tax Season

Sometimes the truth hurts — and here’s the truth: tax season is the absolute best time of the year to market to get tax resolution clients.

There are a number of reasons not to ignore tax resolution marketing during tax season – two which I’ve listed below:

First reason: Taxes are top of mind with everybody, but especially with people who haven’t filed in a few years or owe the IRS back taxes.

Second reason: If you market now during tax season for tax resolution clients you actually can do a lot of the work after the April filing deadline, which means it guarantees profits and cash flow for May through December.

Click here to watch the video now: WATCH THE VIDEO.

In my tax resolution firm, even though we were busy all year round, there was always more activity in the office January through April. So it’s very important to market right now for tax resolution clients. And you can do that in a number of ways.

The first thing I recommend you do is to physically mail what I call a “stealth referral letter” to your client base. Let these people know you offer IRS Tax Resolution services. This letter, which is in my Tax Resolution Domination System and Toolkit and on the members site that you can download, introduces the fact that you now offer IRS representation services in these following areas and send that to all previous and existing clients. You don’t need a tax resolution website, you don’t need to incur any upfront or startup costs to do this. Go ahead, start your marketing and get this letter out today!

Roslyn’s Food for Thought – What Challenges You?

This post is from my wife and business partner Roslyn Rozbruch:

This past January marked our third annual Marketing and Technology Conference, which we host along with ASTPS. Coming home from the event, I had a conversation with Michael about the previous MTEs and how it all began back in October 2013. In one week, three people told Michael to read the book “The Millionaire Messenger” by Brendon Burchard. Every so often we like to reminisce (maybe me more than Michael) about our journey, how the seed was planted in Michael’s mind that week in October, and how I encouraged him to “go for it,” telling him I would join him on this adventure.

But let me tell you, it didn’t start off all rainbows and puppies. Starting a new business from scratch was challenging. The idea of teaching, learning online stuff, and creating materials swirled in Michael’s mind for a few years as something he eventually would pursue, but wasn’t sure how. I know it’s hard to believe, but Michael had his doubts about starting all over. I never doubted him, not even for one nanosecond. I knew he was the one that built his first tax resolution company and could do everyone’s job — because he did do everything when he started, and then trained his employees to do everything. And even before Michael had his tax resolution company, I saw him take small companies from failing to profitable when he worked in the corporate world.

The point is, life is filled with challenges. And what I’ve noticed over the past three years, not only with Michael and me, but with my friends and people in our herd, is that it’s human nature and instinctive to either pretend challenges aren’t there, or to consciously turn away from them. There are many definitions of “challenge,” but one of them, as listed in the Free Online Dictionary, is this: “A test of one’s abilities or resources in a demanding but stimulating undertaking.”

Image via Pixabay.comInterestingly enough, I have found when we turn our back on a challenge, it follows us like a shadow and haunts us like a ghost that won’t go away. It’s so easy to say you will face your challenge, but just not today. What I have learned over these past three years of taking on something new is even though I’m uncomfortable with every new thing I’m learning and implementing, it’s so sweet once I’ve confronted what’s in front of me — and now I’m on the other side of it.

We all want to hide from the trials of our lives that face us, personally or in business, because it’s scary to face the unknown; it takes a lot of time, effort, and sometimes money to work through them. There is nothing more empowering than facing the challenge in front of you and working through it.

And here’s my food for thought for you: What challenges are facing you that you want to turn from? Don’t let fear be your guide. Be fearless, and be free. Don’t look back, look forward, and put one foot in front of the other. You’ll be surprised how far you can go.