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…
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…
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…
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:…
Not the Judge or Jury
We are living in times where controversy swirls all around us. Every day, there’s another breaking story that spreads like wildfire on the news and on social media. After just glancing at the surface, sometimes without even looking past the headline, people decide they know everything about a…
Providing Great Client Care
I teach a lot about marketing and sales and management, but today I want to talk to you about how to care and have empathy for your client. Sometimes with all the distractions and everything we're doing today, we unintentionally judge other people. 99.9% of people with tax problems are good people…
Tax Resolution Marketing Works EVERYWHERE
This week's question is will this work? Will marketing your tax resolution services work in a rural area? Or am I limited to my local area? Or, can I or should I do this out of my home versus an office? Well, first of all, yes, tax resolution marketing will work in a rural area. We have many, many…
How to Compete With National Tax Resolution Companies
How can you compete today against all the national tax resolution companies? You know the ones. You hear them on the radio all the time. You see them on TV late at night. How do you compete with those? Well number 1 is they don't hurt you as much as actually help you because they bring awareness to…
Combatting an Unsuccessful Offer in Compromise
Let me ask you a question. If a client hires you to do an Offer in Compromise and you're not successful should you give the client their money back? Well, let me ask you this question. If you hired an attorney in a civil or God forbid a criminal matter, and your case went to a jury and the jury…
IRS Marketing
How do you take something that the IRS has said and turn that into a marketing opportunity? Well, last week Nina Olson, who's the National Taxpayer Advocate at IRS, came out and stated that the real audit rate in the United States is 6.2%, not 7/10 of 1%. Just to put that in perspective, 7/10 of 1%…
$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…
Should You Be Using Yelp?
Should you be using Yelp to market your tax practice? The answer to that is an unequivocal yes because they have a free version and an advertising paid version, very similar to what Facebook is. Facebook as you know, allows you to set up a Facebook account and also advertise. But Yelp itself was…
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…
Your Best Tax Season - Market Now - Work Later
Did you know that right now, sitting right under your nose, you have tax resolution cases that are worth $5,000 to you, but you don't know about them because your clients don't know that you do Representation work? Tax season is the absolute best time of the year to market to tax resolution…
Do You Know What to Charge for an Offer in Compromise?
I was on one of the tax forums I belong to in LinkedIn and one of the group members posed the question, “What do I charge a new tax resolution client?” Do you know the answer to that? There were about 8 or 9 comments regarding this post: One person said charge $1,000 - $1,200. Another said charge…