Category Archives: Business Operations

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)

Biggest Business Challenge

Do you know what the biggest business challenge is?

The biggest business challenge today is overwhelm. And you know what happens when there’s too much overwhelm? You start making bad decisions. And you know what happens when you start making bad decisions? It affects your confidence.

One of the biggest breakthroughs that I saw practitioners make in 2018 is to regain their confidence. And how did they regain their confidence? Well, in the tax resolution industry those folks took in as many cases as their marketing was bringing them and they figured out how to do the work.

Watch this week’s video where I share some great tips for you to feel more confident in working within the IRS Representation industry.

Who’s Running Your Practice?

When you started your practice,
you had a dream of what it was going to be…

…to make money, be looked up to in the community by your friends, your colleagues, your associates, your clients. You wanted to make an impact and difference in people’s lives.

You might find that you are now stuck in the mundane daily tasks of doing this or that, and that your vision got sidetracked.

I want to remind you—YOU are the owner of your firm, not your employees. YOU are the KING or QUEEN of your business. So, how do you reclaim command of your team and clients that try to “manage” you?

Watch today’s video where I share how to take back your power and be the ALPHA Dog in your business!

A Moral Obligation

Why Are Artists and Tax Pros Afraid to Sell Themselves?

Earlier this fall, Roslyn and I attended a smooth jazz concert with a few of our friends. Roslyn is a big jazz fan, and I’m starting to get there, too. The show we caught, Dave Koz & Friends’ Summer Horns Tour, was part of an outdoor concert series, and the artists were incredible. Dave Koz was playing with other big talent, like Richard Elliot, Gerald Albright, and Rick Braun. It was fabulous — two hours of great jazz music that spanned from Duke Ellington to Kool & The Gang.

We all had a good time, but after intermission something strange happened. Before they started playing again, one of the musicians said, “By the way, we have CDs for sale for $10.” It wasn’t the fact that they were selling merchandise that was strange. I was taken aback by how apologetic he sounded — almost like he felt bad for even mentioning the fact that they were selling CDs at a concert!

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