Category Archives: Tax Resolution Training

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!

Why We Don’t Make Promises We Can’t Keep

No matter how much you prepare, you can never control the outcome of something. This isn’t to suggest you can’t aim for a certain outcome. We should always do the legwork, putting in the time to prep and research as much as possible. But while you should commit time to preparing, you can’t become married to a certain result. Expectations are resentments under construction. Continue reading

Is Tax Resolution Right For Me?

TAKE CHARGE OF YOUR FUTURE
(AND START GETTING PAID WHAT YOUR WORTH!)

WARNING: Adding TAX RESOLUTION To Your Existing Practice Can Double Your Income AND Change Your Life!

Continue reading

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

Introducing Tax Resolution Services to Your Clients

So—you’re interested in doing tax resolution work,
but how do you introduce this service to your existing clients?

You’ve made the decision that you’re going to start offering tax resolution services. How do you let your clients know that you’re doing this type of work? I guarantee you that if you have 200 or more regular tax prep clients, you have cases worth $5,000 sitting right under your nose, but you’re missing out because they don’t know you do representation work.

Watch this video and I will tell you exactly what to do to get your clients to contact you if they have a tax problem. Even more importantly,they’re going to tell the people in their circle of influence, who have a tax problem, that you can help them.

Watch now for my stealth referral strategy that gets your existing client base to “raise their hand” letting you know they have an IRS problem and start monetizing this segment of your practice.

I’ll see you on the next video.

P.S. If you want to get retained by one new tax resolution client a week, you need to be spending 80% of your day  generating leads and speaking with prospective clients.

To learn more about adding $20,000 a month in additional income click this link for my deep dive online workshop called  “The Five Secrets to a Million Dollar Tax Resolution Practice”.

You’ll be entered for free and I’ll see you on the other side!