Tag Archives: clients with tax problems

What You Shouldn’t Be Doing to Get Tax Resolution Clients

This week I want to talk to you about something you shouldn’t be doing, and that’s buying leads from lead aggregators.

Watch my video to find out more about why you shouldn’t buy leads from lead aggregators.

Michael Rozbruch's video on why you shouldn’t buy leads from lead aggregators. 

In case you didn’t know, lead aggregators are firms posing as tax resolution companies that collect taxpayers’ information after responding to radio and TV commercials and then turn around and sell this information to unsuspecting practitioners as “fresh” already qualified leads mostly on a “pay-per-call” or “pay-per-inquiry” basis. They generally “promise” they will transfer these calls to you in real time during normal business hours. Or they may sell you leads they’ve received from their internet marketing efforts.

What they don’t tell you is that you’re the 4th person they sold that same lead to. They also won’t tell you that 99% of these leads are “unqualified”. In other words, they owe the IRS much less than $10,000 and in many cases just a few hundred dollars. That’s because they mostly advertise on obscure radio stations. Most of these companies are not upfront and forthright with you. Buyers beware. Be very aware.

Some of these aggregators are actually owned by the large national tax resolution firms, so they’ve already cherry picked the best leads for themselves and sell you the crumbs.

If you haven’t already, watch my video to learn more about why you shouldn’t buy tax resolution client leads from lead aggregators.

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Interested in adding a tax resolution service to your practice so you can have predictable clients and income year round? Learn more by registering for my deep dive online workshop called “The Five Secrets to a Million Dollar Tax Resolution Practice“. Register today and I’ll see you on the other side.

michael rozbruch tax and business solutions academy

 

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Tax Resolution Marketing Strategy – High Ticket Sales Strategy

TAX PROFESSIONALS: Tax season is THE best time to market to troubled taxpayers (read this past blog post). If that’s you, leads should already be coming in!

If you haven’t been marketing your tax resolution business – or you happened upon this blog post because you are interested in starting a tax resolution business – read on. I am a tax resolution practitioner that generated over $80 million in sales over a 15 year span for my business and I will share with you my proven marketing and sales strategies to build your business.

Let’s get back to talking about leads. Turning leads into appointments is the first part of your goal. The second part is turning these appointments into clients. As a tax resolution practitioner I have done my share of turning appointments into clients and have fine-tuned the process. I call this my advanced High Ticket Sales Strategy. (This strategy helped me close clients on the phone with fees anywhere between $10,000 and $50,000.)

There are 4 components to the High Ticket Sales Strategy:

Rapport: Get a little personal with your clients. You know their tax problems, but do you know where their kids go to school or what type of community they live in? You’ve probably talked to them a handful of times already and by the time you sit down with them face to face, you should be able to exchange more than just pleasantries. Rapport builds familiarity and trust. • Probe: This is the “meat and potatoes” of the strategy. Find out the underlying reason that they are sitting in your office. Normally, it is not just that they have a tax problem (that is a given). There is an underlying reason that many people may not even admit to themselves. An example of an underlying reason is that their marriage is on the rocks. You need to find out the underlying reason of why they are sitting in your office talking to you about their tax problem. • Prescribe: After the financial interview, you come up with a game plan, a “prescription”, of what you can do to resolve their tax resolution case. There are usually 3 or 4 options that are used 95% of the time when it comes to collection cases (learn about those options in my tax resolution products).
Close: Ask for the sale. Ask for the money. “How would you like to proceed? What debit or credit card would you like to put this on today?” I always spoke assumptively, as if they were already a client of my firm. This High Ticket Sales Strategy alone netted me hundreds of thousands of dollars once I got it down pat. And this strategy is just the tip of the iceberg. For my insider’s circle members, these 4 steps should help you close the deal with your leads.

For those who are thinking about starting a tax resolution practice, consider this:
• There are 12 million prospective clients – and growing – that are in trouble with the IRS. They need your help!
• Tax Professionals means CPAs, Attorneys, and EAs (Enrolled Agents). You are uniquely qualified for tax resolution because you are the only professionals that the IRS allows to represent troubled taxpayers.
• I’ll share with you my secrets, proven strategies, and marketing tips that helped me generate over $20 million in sales in 2012 alone!

Click here to jump start your tax resolution business today!

 

Tax Resolution Marketing Toolbox

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When I teach tax resolution marketing to my Inner Circle Group Coaching Members and folks who buy my done-for-you tax resolution business coaching products, I talk about the need to have a marketing toolbox.

Your marketing toolbox MUST INCLUDE brochures and newsletters that are devoted to tax resolution education and information.

Lorrie Thomas Ross (one of my academy instructors) spoke at the Orlando conference last January and shared a concept to help tax resolution practioners understand the right way to think about and approach marketing: think markEDing® (marketing + education).

Your target audience is craving help – from the moment they search for you and throughout the time from free consultation and during the entire tax resolution process, you need to be educating them.

It is your job to help your audience understand that they are making the right decision in hiring you.

Is your marketing toolbox ready?  My Tax Domination System & Toolkit is a “business-in-a box” system that gives you marketing and sales strategies to help you grow and thrive and the best part………

Most Of The Work Is Done For You! The Tax Domination System & Toolkit Package Set (that includes volumes One & Two) has nearly 1,000 pages including marketing templates for direct mail, brochures, media kits and press releases! Click here to learn more.

Until next time,
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Secure Appointments With IRS Problem Clients

tax-resolution-business-podcast (1)It’s one thing to get an IRS case lead.  It’s another to convert that lead into an appointment – it’s a WHOLE other thing to actually get that IRS problem client to SHOW UP for the appointment (via call or in person). Once I discovered how to do this, I increased my close ratio by 5x.

I adopted what high end restaurants and day spas call “the reservation system”. When someone was very interested in our tax resolution services, we’d ask them to secure their appointment with a credit card. If they use their credit card, they are more inclined to show up to the appointment. It’s a deeper commitment.  After implementing this strategy, clients were 5x more likely to show up. If they didn’t want to use their card to secure an appointment, we would pencil them in and inform them that if there was someone else who wanted an appointment at the same time with a credit card they are subject to be bumped to another time. That would make them want to give us their credit card even more to secure an appointment.

We are not in the business of charging cards for the love of it. In 16 years of representing clients to the IRS I can count on my hand the amount of times that we had to charge the consultation fee for no-shows.

Check out episode 1 of The Tax Resolution Business podcast. You can find this and more on Itunes http://apple.co/1FZHrCE

Special Webinar-Maximizing Your Brochure Marketing

On Wednesday, Sept. 17th at 12pm Pacific Time, I will be conducting a Brochure Marketing Makeover Training Webinar with special guest, Larry Lawler, CPA, EA and Executive Director of the American Society of Tax Problem Solvers (ASTPS).

This training webinar is designed to help you to maximize your brochure’s effectiveness to generate more business for you! In the webinar, we will teach the following:

  • The 9+ “must haves” which drastically increase the effectiveness of every brochure;
  • Which 5+ Lethal Brochure Mistakes can keep the phone from ringing;
  • How to apply these same tips and strategies to your business cards and other marketing pieces.

This webinar is packed full of helpful information and is exclusive to my Insider’s Circle Coaching Members

If you are not already an Insider’s Circle Member to Get in the Business of Growing Your Business, click on the link to learn more: http://www.rozstrategies.com/inner-circle-membership-coaching.php

 

Special Webinar for Non-Enrolled Agents

Very important webinar coming up for all non-EA’s:

On Monday, September 8th at 12pm Pacific Time, Eva Rosenberg and I are conducting a special webinar to teach non-EA’s how to get the most value from the materials in the Tax Domination System & Toolkit.

The webinar will also feature Eva’s marketing tips and ideas. You will learn to make money in the tax resolution niche – as well as several other niches – before you get your EA, CPA, or Bar card!

This webinar is packed full of value so make sure you don’t miss it!

Note: This webinar is exclusively for my Insider’s Circle Group Coaching Members.

If you are not already an Insider’s Circle Member, click on the following link to learn how membership can benefit you. Learn more here.