Tag Archives: Insider’s Circle

Tax Resolution Triangle To Profits

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Anyone who wants to have a successful tax resolution business has to understand that there are three legs that all need to be strong to keep your company standing.

1) Sales
2) Operations
3) Marketing

SALES- The main reason businesses fail is lack of cash flow.  You have to make money to keep your tax resolution business afloat.  Be clear on your revenue streams and focus on your ideal client. Many of my coaching clients through my Tax and Business Solutions Academy have a case minimum. Some require $15,000 or more owed to the IRS to qualify as a lead.  Some have lower entry levels because they also have accounting services that are often sold after a tax resolution case is solved. Find a business model that works for you and remember, don’t settle for crumbs if you can have the whole loaf!

OPERATIONS- You have to reap what you sow. Handling tax resolution cases is an art and a science. You need to systematize your operations, everything from answering your phone, booking appointments, handling the case and following up with the referrals. Believe me, I know. I ran one the most successful tax resolution businesses in the nation and processes were paramount to our success.

MARKETING– The true meaning of marketing means maximizing relationships. You are in the marketing business! No relationships, no business. Learn how to maximize your marketing online and offline (TV, radio). There are nearly 12 million taxpayers, right now, who are in hot water with the IRS that are in desperate need of your help. Other solo, small firm practitioners and large national players are thriving doing IRS Representation work, WHY NOT YOU?. Usually the why is lack of marketing savvy. My Tax Domination System & Toolkit contains marketing Mastery Strategies that work. Spare yourself the waste of time and expense of doing it wrong when you can start doing it right!

To run a successful tax resolution business, you need to have strong sales, operations and marketing.  All legs must be strong to keep your company standing.

Sales + Operations + Marketing = A healthy, whole tax resolution practice.  

If you need help with any or all three of these areas, then my products and services will help you.

Get in the Business of Growing Your Business™!

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Tax Resolution Email Marketing Tips

There’s no doubt that email marketing can be a profitable tactic as part of your tax resolution marketing strategy, but it also runs the highest risk. The moment you hit “send,” you’ve given your readers the power; the power to delete the email or ignore it forever, the power to label it as “spam” or toss it into the junk mail folder, and the power to unsubscribe from your email list for good.

But they also have the power to read it, enjoy it, and instantly forward it along to their friends and family members. On top of that, they’ve got the power to take immediate action, no matter where they are. Perhaps that’s why email marketing is estimated to have the highest ROI of any digital marketing strategy.

That being said, here are a few tips to ensure your tax resolution email marketing efforts are maximized:

1. It all starts with the subject line. The subject line IS your Big Headline. After all, the subject line is the first thing they’ll see—and, according to a study done by Chadwick Martin Bailey, a marketing research firm, nearly 64% of people admit that the subject line determines the fate of the email. Increase your read rates by improving your subject line. Special offers, alerts, and updates work best (I would not use words like “free” or “limited time” as the recipient’s email server may recognize these as spam and your message may never get delivered), but creative attention-getting headlines can work wonders as well.

2. Get personal. Think about it; when you weed through your inbox each morning, what emails are you more likely to open? The messages from your friends and co-workers? Or the advertising emails that were obviously mass produced? Personalizing your email messages for your readers is a surefire way to increase your response rate.

3. Consistency and variety go hand in hand. Marketing emails should be sent on weekly or monthly basis (I’ve discovered that monthly works best as a way to always have your name in front of them)—this is just enough to stay at the top of their minds, but not often enough to irritate them. However, when it comes to your email marketing campaign, variety is key. Your message should provide something beneficial like informational or educational content for your readers each and every time—but don’t forget to keep it interesting!

Below is a helpful infographic that you can save to your personal computer so you have my Tax Resolution Email Marketing Tips in a visual form.

Tax Resolution Email Marketing Tips

Tax Resolution Marketing Tip: How To Close The Deal

I have seen a lot of up-and-coming salespeople (even some seasoned veterans in the tax resolution business) believe that hard selling is the only way to close the deal. They’ve existed in a world where manipulative selling tactics are not only encouraged, but taught. They rely on urgency and aggression to force the recipient into the sale—usually unwillingly. And they wonder why clients want “out” of the engagement and their money back. This is why salespeople, or as we used to call them, tax consultants (or shall I say INSULTants), have such a bad reputation in our industry.

Today’s Tax Resolution Marketing Tip: How To Close The Deal

I have developed what I call my “high ticket sales strategy” (which is in the Tax Resolution Success Resource System, Module 2). It’s more of a “take away” and assumptive selling approach that has earned me a lot of money over the years, because it lends itself to a non-pressured, high close rate among prospects. The truth is, hard selling is a surefire way to dissuade prospects from buying. No matter how genuine you seem, or how legitimate your argument may be, a hard sell almost always comes off sounding like a scam—making you look like some kind of con artist. When your prospect feels pressured, they’re more likely to shut you out entirely—successfully abolishing any consideration of doing business with you in the future.

Fortunately, closing the sale doesn’t have to be “hard,” in fact, it should be the easiest part of the process.

In his book, “Salesmanship For the New Era” (which was written in 1929, by the way), Charles A. Mears encourages salespeople to think of the sales process as a flight of stairs—you can’t possibly leap from the bottom to the top without touching any of the stairs in-between, just like you can’t possibly jump from your opening line to closing the deal without hitting some steps in the middle. Skipping steps will get you there faster, but the bigger the step, the harder it is to take, and the more likely you’ll find the door slammed in your face at the top.

A truly good salesperson builds momentum one step at a time.

They escort the prospect to the top of the stairs and ask them to take just one more step—rather than one giant leap. With each step, and each resounding “Yes!”, the prospect inches closer and closer to the sale. By the time they reach the top, taking that one final step, with one final “Yes!”, feels natural. In this case, both the salesperson and prospect walk away from the sale feeling successful.

And what could have been a hard sell, suddenly seems easy.

For more tax resolution marketing tips – learn more about my products and services http://bit.ly/182Hyi4

Here’s to smart sales!
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Tax and Business Solutions Membership Call Schedule for March

Insider’s Group Coaching Members: Mark your calendars for the remaining events this month! Make it a memorable March!

Thursday, March 19th – 12 Noon Pacific – All Star Sales Clinic!
How to Overcome the Most Common Sales Objections and Close More Clients!

Join me and a special guest expert on this training webinar as we’ll show you the who, what, where, when and why on “closing” more tax problem resolution clients than you ever thought possible! You REALLY don’t want to miss this! You will walk away with the tools and information to close more sales than ever before-Guaranteed! Learn how to respond when prospects tell you they don’t have any money, they can wait, it’s not that bad, we we’re just “looking” and wanted more information and much, much more!

  • How to overcome the number one sales objection – No Money!
  • How to get prospects to retain you in the first meeting;
  • How to Use the “assumptive” close and take-away selling;
  • Learn techniques that will make you more money right now!

Tuesday, March 31st, 10am Pacific – Open Tele-Coaching Q&A Call for Members.
To help practitioners grow their tax resolution practices, avoid obstacles and get questions answered, I am hosting a special tele-coaching call for all Tax Resolution Success Insider’s Circle members.

This call is an open question and answer format. In this format, I will be able to provide detailed answers to ensure members have everything they need to succeed.  This is YOUR time, I am dedicated to helping you make money fast within the IRS Representation niche.

If you are not yet a member of my Tax and Business Solutions Academy Monthly Member Coaching Program, you can visit this page to learn more: http://bit.ly/WIEAKg

Effective Tax Resolution Marketing in Yellow Pages is Possible

Effective tax resolution marketing in the yellow pages is possible – IF it is done properly.

Whether you’ve been doing IRS representation work for a while or just starting out you probably “heard” that phone book advertising doesn’t work anymore or it’s only for those large national firms with money to burn. You’re probably saying to yourself “nobody’s going to see my tiny little ad with their ads overtaking the entire page.”

Not true. Yellow pages ads aren’t what they used to be – it’s now a buyer’s market for advertising space. Phone book companies are on a mission to offset printing costs, which in turn is a big advantage for you as they are offering deeply discounted rates on ad space for businesses. This puts you on the same playing field with the “big boys” since your name is right next to theirs, giving you additional credibility in this practice area.

Of course, none of this matters if your ad doesn’t bring in new clients. So instead of writing the same old copy that includes your firm’s name and phone number, choose to create one that will complement your tax resolution marketing content. This must include:

  • A compelling headline – Make this stand out. You have to grab attention and keep it.
  • Interesting copy – You don’t have a lot of room so make every word count.
  • An Irresistible offer – entice the reader with a free special report, free book, CD or DVD leading them to your website to obtain it.
  • A unique trackable link or phone number – You must always set up a unique phone number or web link for every piece of marketing in order to track response. The ad should pay for itself by bringing in new prospects every month.

Print advertising is just one of the many ways your firm can attract new clients.

For more great tax resolution marketing strategies, call (888) 670-0303 today to get our exclusive tax resolution emails delivered right to your inbox or click the link below to download The 7 Essential Steps to Tax Resolution Marketing Success. http://www.rozstrategies.com/

Food For Thought: Hopes and Dreams for 2015

This blog post is from my wife and business partner, Roslyn Rozbruch:

I always feel a New Year is a chance at a fresh start for the things that are unresolved in my life, even if I don’t make a particular resolution for the upcoming year.

Roz Strategies has been sending out our newsletter since we officially launched our business in June 2014. Over that time, Michael and I have tweaked the newsletter to now include monthly columns like the IRS Terror Tale and the Member Spotlight where we share the success stories of our members. As Director of Operations, (and Michael’s wife), I’m always in the background looking at the big picture and finding ways to make the membership and products he offers be the best they can be. At the very beginning of our launch, and before Sue and Becky came on board, I was the one answering the phone calls and emails. But as we’ve grown and continue to grow I haven’t had a chance to connect with our members personally—but I always ask Becky and Sue about the members so I can feel connected, albeit from a distance.

Michael talks about our many adventures personally and business-wise every month in the cover story, so you know a little about me: we are married close to 30 years and have two grown daughters. Being a mom I always have advice to give to not only my daughters or Michael, but friends and even my daughters’ friends. When our daughters moved out of the house several years ago, that didn’t stop me from sharing my advice. Instead I emailed or texted it with the header, “Food for Thought” so they knew right up front what my line of communication was about. Since Danielle and Erica are in their twenties and young ladies, my food for thought is more about giving them another perspective on a challenge they face or a decision they have to make. I give them the disclaimer, “Just hear what I have to say, but I will stand by your decision.” The same holds true for any “advice” I give to anyone, which is really more not advice but a different way of looking at things. Like Michael has been passing on a different way to grow your business, I have another way of how to perceive a situation and how to handle it that’s different than the norm. I don’t know too many people that would tell their spouses to start a new business in their late 50’s, but I knew this business was something Michael wanted to do for several years. So I told him to, “Go for it,” just like I told him years ago when he wanted to leave the corporate world and start his own tax resolution business.

I just would like to end this with food for thought:

It’s the New Year, have you thought of what you want this year to be for you?

What are your hopes and dreams for 2015?

What are you waiting for? Go for it!

Make sure you subscribe to our blog so you receive our free content and Roslyn’s monthly “food for thought” column!