Monthly Archives: May 2017

How to Get Tax Resolution Clients Referred to You

Get tax resolution clients referred to you from other experts! Watch my video to learn the 8 easy steps to get this going. Ready to grow your tax resolution practice? Watch and read on!

Michael Rozbruch 8 Step Referral System to Get Tax Resolution Clients

Here is a summary of my 8-step referral system:

Step 1: Identify who you want to contact—bankruptcy attorneys, realtors’ mortgage brokers, other CPAs, EAs and/or unenrolled preparers.

Step 2: Buy, rent or otherwise obtain a list of their names and addresses.

Step 3: Create a personalized and customized letter to mail to them.

Step 4: When you’re mailing to them give them something of value. For example, if you’re mailing attorneys you could send them a report on how the IRS audits attorneys. Or if you’re mailing to realtors or mortgage brokers include a report on the five largest tax deductions that most realtors or mortgage brokers miss.

Step 5: Mail them three times. Do not stop after the first mailing! Make sure you mail them three times. That’s when you will get your best response for any type of list.

Step 6: Include your brochure and business card with each mailing.

Step 7: Make sure you refer to the previous letter. So letter number two refers to letter number one, letter number three refers to letter number two.

And the last one….

Step 8: Put them on your monthly newsletter list after you’ve mailed them three times so that you are top of mind when they have someone to refer.

Click here to watch the video now!

Get in the Business of Growing Your Business!

If you are a CPA, Enrolled Agent (EA), or attorney and are looking to add lucrative tax resolution clients to your practice then click here to watch my FREE training video and learn “The 5 Secrets to a Million Dollar Tax Resolution Practice”.

Highest Quality Tax Resolution Training and Education

I received an email today from the CEO of Thank you Kat Jennings for your kind words and taking time to reach out! You talk with thousands of tax resolution professionals, knowing that you are hearing nothing but great feedback means so much!

I feel so honored and humbled to have the opportunity to teach tax resolution marketing, sales, operations and practice management to such amazing tax professionals. When I get feedback like this, it’s the best!

I want to tell you that I have spoken to numerous tax advisors the past few years who have taken your tax resolution courses. You are likely surprised to receive this communication from me today as we have not spoken in about a year. The tax resolution training and education you are providing tax practitioners is outstanding. I receive this feedback during my direct conversations with thousands of tax professionals each year.

The list is long of tax professionals who walk away from your program armed with strategies to make many clients very happy. Tax resolution practitioners have shared with me many times what they have learned during your training on tax resolution. Just yesterday a tax practitioner shared with me information they learned from you that was so, so valuable and so unique – I was not even aware of the opportunity.

You are providing the highest quality education to tax practitioners today. This education is helping them save their clients extraordinary amounts of money, time and emotional pain. You are one of the good guys out there helping the profession and taxpayers at the same time.

You are doing an outstanding job and I applaud you for all your efforts. You obviously were not expecting this surprise message from me today but you really do deserve a big applause.

All the best,
Kat Jennings, CEO,

Thank you again Kat! To read more of our success stories, click here.

Do You Know What “Selling” Really Means?

It is critical to your success to know what selling really means. Watch my video to learn the REAL meaning of selling and the 3 “must” steps to closing the sale with a potential client.

Michael Rozbruch Tax Resolution Selling Strategy

Here is a recap of the 3 “Must” Steps to helping a potential client:

Step 1:

Ask the person contacting you what they know about your services. Ask them what they know about an Offer in Compromise program. They probably don’t know that 70% of people who want an Offer in Compromise don’t qualify for one. Educate them about properly structured installment agreements or penalty abatements.

Step 2:

Ask them to share with you what’s important to them right now. They may be contacting you or sitting in your office because they received a levy notice from the IRS, or their bank accounts were frozen, or maybe they received a wage garnishment. But know, they’re not sitting in your office because of that—they’re sitting in your office because maybe they can’t pay for their daughter’s wedding, or maybe they can’t afford to send their son on his senior class trip. Find out what the emotional triggers are. This is why your client is sitting in your office or calling you on the phone.

Step 3:

And the third thing is ask them to share with you what they’ve learned from the competition. You’re probably not the first person they’re speaking to about their IRS tax problem. By them sharing what they’ve already learned, you can handle their objections, and tell them that either that’s the case or that’s not the case which will bolster you in their eyes as the expert.

So now you know what “selling” really means.

To learn more about this and adding lucrative tax resolution clients to your practice on a predictable basis click on this link for my deep dive online workshop called “The Five Secrets to a Million Dollar Tax Resolution Practice”. Click on that link now. You’ll be entered for free and I’ll see you on the other side!

Getting More Referrals in Your Tax Resolution Business

Do you know what the 3 ingredients are to consistently receive referrals from your clients?

Dan Kennedy calls this “The Three I’s”: Intentional, Investment and Integrated. Watch my video to learn how “The Three I’s” can get you more referrals to your tax resolution practice. 

Michael Rozbruch: How To Get Referrals to Your Tax Resolution Business
The first ingredient is intentional.

You have to be intentional from the lead to the sale. You need to embed with the client that you are a referral-based firm, and that your firm thrives on referrals and that they are expected. You should mention that in all of your emails and marketing materials.

The second ingredient is investment.

It’s going to cost something to make sure your clients refer people to you, so make sure that you’re able to invest in getting referrals from your clients. That may mean running some kind referral rewards program where if they refer a certain number of people they receive a gift certificate for dinner, tickets to the theater or a sporting event.

The third ingredient is to be integrated.

For example, when you came into my office I had testimonial books on my coffee table. I had framed Offer in Compromise acceptance letters on the walls, sometimes with pictures of the clients. I had a video loop running in the lobby with video testimonials from clients. Make sure you integrate testimonial marketing throughout your entire practice.

And here’s another tip: Are you getting referrals from your staff? You should be. If your staff isn’t referring you to their circle of influence than you have a problem. You may have a communication problem. So revisit why your staff should be referring clients to you.

I am here to help you – Get in the Business of Growing Your Business!

Watch my video on getting more referrals to your tax resolution business here.

Tax Resolution Marketing Strategy: Answer Your Phone

Image via Pixabay.comYou’re relying on various marketing strategies and probably spending between $100 and $200 to attract a prospect to contact you. At last, a call comes through and the phone rings. Do you answer your phone live or will the prospect’s call go to voicemail?

By calling, this person just telegraphed a big buying signal; so, why wouldn’t you answer the call “live”? That’s a hot lead on the other end! Why risk the chance they’ll decide against leaving a message and instead call another tax resolution practitioner on their list? A caller on the phone is five times more likely to retain you than one you’re playing phone or email tag with. Therefore, it’s important the phone call is answered by a live person.

During business hours, you always want to answer your phones live. After hours, you want to utilize an answering service to ensure your phones are still being picked up. When using an answering service, be sure to verify the caller.

Screen them with these four intake questions:

  1. Does the IRS/state claim you owe $10,000 or more?
  2. Do you have any unfiled income tax returns?
  3. Has your paycheck been garnished or has the IRS taken money from your bank account?
  4. Are you under audit?

When using an answering service, you should always consider calling back each prospect, even if the service reports back saying they don’t meet your intake criteria. Some of my largest cases resulted from someone speaking to the answering service and not wanting to give information or giving incorrect or transposed information.

A phone call is often the result of your marketing strategies. Don’t let the opportunity slip through your fingers by not answering the phone.

7 Ingredients of Success for Your Tax Resolution Practice

Recently, Roslyn and I watched a movie called “The Founder,” starring Michael Keaton. If you haven’t seen this film yet, I highly recommend it, especially to our members who are looking to learn the grittier details of business. The movie follows Ray Kroc (Keaton), a traveling salesman who, in the 1950s, turned a single walk-up restaurant into the global empire that is McDonald’s.

“The Founder” is an excellent movie that really captures the trials of building your own business in an interesting story. When Kroc met Mac and Dick McDonald, the two brothers who opened the first McDonald’s restaurant, their establishment was clearly providing the best food and service. However, the brothers weren’t able to turn their single moment of quality service into overarching success. Long story short, they needed someone to help them franchise, and Ray Kroc became that person.

Image via The persistence and tenacity Kroc displayed as he struggled to create his business felt very familiar to me. As Roslyn and I built our businesses, we ran into countless roadblocks, but we were determined to persevere and do whatever we needed to succeed. Throughout our journey, we learned there’s no one secret to success. It takes more than a meat patty to make a good burger, and likewise, you need more than just a good idea to find success. You need to have what I call the Seven Ingredients of Success:

  1. Unrelenting persistence
  2. Tenacity
  3. Resilience and the ability to handle having the door slammed in your face
  4. A product of value
  5. Investment in your education, through conferences, coaching programs, or by joining a mastermind group
  6. Belief in yourself and your ability to figure things out
  7. An ability to rely on the other people on your team, but still be the alpha and make the final decisions

No matter what business you’re in, struggle is universal. There’s no such thing as an overnight success, and it’s how you respond to struggle that will determine if you triumph. If a prospect says no, do you pack up and go, or do you hear, “Maybe?” When you hit a brick wall or your marketing strategy isn’t doing as well as you’d like, do you just give up, or will you tweak it and persevere until you find a strategy that works? Do you focus only on what you can deliver, or are you spending the time to get your marketing out there and reach people?

As Kroc showed, it’s not enough to be good at what you do. You could be the best CPA, EA, or the best attorney in the world, but that doesn’t guarantee you success. If you want to rise to the top of the pyramid, you need to be convincing your prospects you’re the best.

I already know our members have the best ethics, the best client care, and the best services. What I recommend my members do is take their own perseverance and tenacity and turn it outwards into their marketing.

And, watch “The Founder”!

michael rozbruch tax and business solutions academy