Monthly Archives: April 2018

Tax Resolution Success Summit 2017, Nashville – Photos

If you attended last year’s Success Summit – the photos are now all uploaded on Facebook. Don’t hesitate to TAG YOURSELF, Comment, and Like the photos!

If you would like to attend this year’s Success Summit in Austin – Secure Your Spot Today

Click Here to see the Tax Resolution Success Summit Nashville Album

Here’s a preview of the album below – click on the Facebook icon to see more

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Building Credibility – ACE

The secret to building credibility with your prospects is what I call ACE: Authority, Credibility and Expert Status.

One way to stand out as an authority is by writing a book. Watch today’s video to learn more about becoming an authority.

I want to give a big shout out to one of our Mastermind members, Jeffrey Schneider, who just came out with his book called Now What?  I Got a Tax Notice from the IRS, Help.  And he hands this book out to prospects, he has it on his website that they can request a free copy. Having a book automatically positions you as an expert, as an author. Author means authoritarian, you know what you’re talking about. So this is one of the best ways to get authority, credibility and expert status. Get your books out.

michael rozbruch tax and business solutions academy

Destroying Sales and Fee Resistance

Do you want to know how to destroy sales resistance and fee resistance between the time the tax resolution prospect makes their appointment versus the time they actually come in?

There are specific 3 things you need to send your prospect in the mail between the time they make the appointment, and the time they show up.

On today’s video I tell you the 3 items that you need to mail to your client.  This is an easy actionable plan.  Communicating with your client is key to getting them to show up.

The first thing is The Guide to Selecting a Tax Professional and it asks 4 or 5 questions.  One question is, what is the professional’s tax record?  Another question can be, how will a professional keep information about my case?  How will they communicate with me?  So you answer all these questions that someone has in their mind who’s shopping around and looking to hire a tax professional.

The second document is the 6 Myths About Tax Professionals.  And one of those myths can be myth number 2, all attorneys and accountants have IRS experience.  And we know that’s not true.  Another myth could be tax professionals listed on internet directories are carefully screened for qualifications.  And we know that’s not true.

The third thing you should be sending them, this all goes in one packet, one envelope, these 3 documents, the third thing is is your 6 point or your 5 point or your 8 point plan to resolving your client’s IRS tax problems.  And one of those could be we will obtain your transcripts and your records of account from the IRS.  That’s Step No. 3. Step No. 6, we will prepare all forms required by the IRS to resolve your IRS problem.  So you’re basically giving them a road map to resolution on your 5 point or 6 point or 8 point plan to resolving their tax problems.

So make sure that you communicate.  It’s very important to communicate with your clients between the time they make the appointment versus the time they show up in your office or on the phone at the appointed time.

michael rozbruch tax and business solutions academy

Destroy Client Objections Over Prices and Fees

How to Destroy Client Objections Over Prices and Fees — I Don’t Like to ‘Handle’ Objections; I Like to Obliterate Them!

It’s important to understand that people can always afford you; it’s just a matter of priorities. Sometimes our prospects don’t comprehend the seriousness of their problems with the IRS, and we have a moral obligation to help them prioritize solving the problem. Sometimes it takes a frank conversation.

Follow This Simple Formula: ACOC (Acknowledge, Compare, Options, Close)

When a prospective client brings up objections such as “I can’t afford that,” “That’s way too expensive,” or “If I had that kind of money, I would just pay the IRS,” the first thing you want to do is acknowledge the prospect by saying, “I understand.” Then, proceed with, “Listen, I get it, this is a serious investment, but what I’ve proposed here is a solution to a serious problem that will change your life.

Compare your lifesaving offer to a life-and-death situation:

So, if the price tag is your primary concern … let’s be clear with one another. A lot of people who say they can’t afford it or who can’t find the money are not being truthful. They’re well-intentioned, but being less than truthful nonetheless. So, if you’re saying you would hire me if only you could afford it, you need to listen very closely. We can get started today for $x,xxx (30 percent of total case value), which of course is nothing to sneeze at. However, let’s say if instead of retaining me for $x,xxx, you found out you needed to have a lifesaving medical procedure tomorrow, and the price of that operation was $x,xxx (the same amount of the retainer you are requesting). Would you say, “Oh, I can’t afford that; I’ll just suffer and let it get worse until I’m too far gone?” Of course not.

Now, discuss the potential options your prospect must decide on:

So, let’s get rid of the myth of whether or not you can or can’t afford it. Here’s the real question: Are you willing to do what it takes to make this investment or not? As you sit here today, you have three options: The first option is to do nothing. Doing nothing just doesn’t leave you with the problem, it makes the problem worse the longer you do nothing. So that’s not it. The second option is you can do something else with the money … but why? You know and I know that what I’ve laid out in front of you as our plan of resolution is the thing to do to protect you and your family and to permanently resolve this matter once and for all. And that’s option number three — just do the right thing.

Here’s where you “close.”

Yes, the money may be tight. Yes, this may be a stretch. Yes, you’re going to have to go out of your comfort zone a bit, but have you considered the alternative? That’s why you need to stop being less than truthful to me, and more importantly, to yourself. Just do what needs to be done right now so we can quit messing around and get down to business. I can get on the phone with IRS today and get you protected from their aggressive collection tactics.”

These simple steps will ensure that your close rate will soar when dealing with objections to prices and fees.

michael rozbruch tax and business solutions academy

Warm vs Cold List | Tax Resolution Marketing

When you’re marketing for tax resolution clients you need to know the difference between a warm list versus a cold list.

A warm list is:  People who already know you, their info is already in your CRM system, and that includes your clients, prospects/leads, and referral sources.

A cold list is:  People who have never heard of you before and who don’t know you.

When you’re targeting a cold list to market to you need to keep a few things in mind.  Watch this week’s video where I give you the step-by-step winning formula that will get a cold list of people to contact you.

Number 1 is you need to market to them and send them at least 3 letters, 3 multi-step letters, and you send 1 letter let’s say on the first of the month, the second letter should go 15 days after that, and the third letter should go 30 days after that.  So within 45-60 days they’ve received 3 letters from you. And let’s talk about the envelope.  The envelope should look very personalized.  It’s like you got to think about getting a letter from your grandma. The letter itself should be very personalized, very customized as if you’re talking to that individual person. And the letter itself needs to have some things contained in the letter.  There needs to be an offer.  I call it an irresistible offer and an example of that is a free consultation.

The second is you need to have a call to action.  You need to tell the reader of the letter exactly what you want them to do and more than likely that’s to call you right now.

So those are the ingredients that you need to have when you’re mailing to a cold list. Let’s review.  You need to do a 3-step multi-step letter campaign.  Okay. It needs to be individualized, personalized, customized is if that person is getting a letter from a relative.  And you need to have the copy and the message to include an irresistible offer and a call to action.

So those are the steps that you need to follow when you’re mailing to a cold list.

We’ll see you on the next video.