Category Archives: Success Strategies

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)

How to “Sell” the Transcript Analysis

John:  I have a sales question for you.  So you know I’m pretty good at closing deals but I’m very slow because I give the prospect a lot of free information before I sign them up because I just don’t get for myself, and I think my problem is I keep comparing consumers to how I would be the consumer which is wrong because there’s very different kinds of consumers and prospects.  But I don’t get how I can get someone to buy transcript analysis when we don’t even know potentially what their problem is.  So I have this fear on this side of my head where I’m selling them something that maybe they don’t really need because maybe they don’t really have a problem.  But on the other hand I feel like if we get some people to sign up for transcript analysis then they’re more invested, so then it’s easier to get them to sign on for other services that they might actually need.  But my question is should we try to sell transcript analysis upfront more often because right now I’m just providing it for free and then only trying to get them to do a deal once we see what their problem is.

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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

$10,000 Investment

What would you do if I gave you $10,000 today to invest in your business, and you couldn’t pay yourself a bonus of $10,000?

Now the vast majority of you would answer marketing and education. So if someone gave me $10,000 today this is what I would spend it on in terms of marketing.

The first thing I would do is do radio. There are many, many stations throughout the United States where you can get on the air waves for $2,000-$3,000 a month. So you can run a direct response tax resolution ad and get out on the air waves for about $2,000 or $3,000 a month.

The second thing I would do is buy a list. Buy a small list of people who already have Notices of Federal Tax Liens filed against them. And I would do a 3-step direct mail campaign to that small list.

And then the third thing I would do is get a phone system because once you start marketing you’re going to be getting calls so you need someone to answer the phone. And by the way, remember, the case value of just one client for a tax resolution case is $5,000. So I would make sure I had an up to date phone system, a voice over internet protocol, or VOIP phone system is the way to go today, and I would make sure that that phone is answered live. So you can have a virtual assistant answering that phone, or there are many other options to have your phones answered live today where you don’t necessarily have to put somebody on your payroll.

Watch the video to find out the fourth thing I would do with the last portion of the $10,000 investment.

So those are the things, and I wouldn’t necessarily do them all at the same time. I would space it out and spread it out. That’s what I would do if I had $10,000 today to invest in my business, and remember the case value for one tax resolution is $5,000.

Until next time,

michael rozbruch tax and business solutions academy