Tag Archives: tax resolution marketing

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.

Biggest Business Challenge

Do you know what the biggest business challenge is?

The biggest business challenge today is overwhelm. And you know what happens when there’s too much overwhelm? You start making bad decisions. And you know what happens when you start making bad decisions? It affects your confidence.

One of the biggest breakthroughs that I saw practitioners make in 2018 is to regain their confidence. And how did they regain their confidence? Well, in the tax resolution industry those folks took in as many cases as their marketing was bringing them and they figured out how to do the work.

Watch this week’s video where I share some great tips for you to feel more confident in working within the IRS Representation industry.

Re-Marketing Ads

Have you ever been on Amazon’s website, QuickBooks or any other sites on the internet, and then you start seeing their ads show up no matter where you go online?

We all do it—visit a website because we are interested in a product or a service, but we don’t always reach out to that company.  Your potential clients are doing the same thing on your website.  They’re coming to your website and they’re not reaching out, they’re not taking the next action you want them to take.

On today’s video I have a quick, easy and affordable internet marketing tip for you on how to stay in front of those prospects that visit your website but don’t take the next action like request more information or schedule a consultation.

Do You Know What You’re Worth?

Have you ever sold yourself short when you have client consultations?
Do you know what you’re worth to your clients?

For example, some of you have shared with me that you feel guilty to charge $3,500-$4,000 to set-up a simple installment agreement because in your mind you’re thinking, “Wow, this is simple.  It’s only going to take me a couple of hours to do.  How can I charge $3,500-$4,000 to set up a properly structured installment agreement?”

And that’s the key—it’s not the amount of time you spend doing the work—it’s the value you provide to the client.

Watch this week’s video where I share 3 important facts so you’ll never feel guilty again setting up a simple installment agreement and collect the fees you deserve!

Let me know if this video was helpful?

Are You Ready for Winter?

I’m not talking about the rain, snow or temperature. I’m talking about the economic winter that’s already here. Here’s the truth—the markets, both the real estate and stock markets, topped out about six to eight months ago. All leading indicators now are on a significant downward trend.

Believe it or not, tax season is the best time of the year to market for tax resolution clients. I predict there will be more people with IRS tax problems in the market this year than in the previous 3-4 seasons. Why?

Watch this week’s video to find out the 3 specific reasons why this tax season has the potential to be your best season ever.

Offering Tax Resolution Services is one the best hedges against a recession. My most profitable years followed the great recession of 2008.

Now is the time, to get in on the ground floor and start offering these services so you can reap the benefits of what’s going to happen in 2019 and beyond.

The Power of Letting Go

In Michael’s cover story, he talks about the Genius Conference we attended. I can also say it was an amazing experience. Not only was it great to see people we know, it was nice to meet new people. One day at lunch, I was talking to someone attending the conference for the first time. He was in his 30s and shared that he lived in the Midwest and is a house flipper. He said he purchased, fixed up, and sold around 40 houses every year for the last few years, and he really enjoyed it. After talking with him a little longer, I learned it wasn’t his day job but instead his side job that he wished would turn into a full-time career. He told me the profit margin wasn’t that much for flipping houses in the area he lived, and he hadn’t felt comfortable enough to quit his day job.

“You can never really walk into another room until you let go of the door you are holding on to.”

I found what he said interesting in the sense that what he talked about first was his passion, only to realize he wasn’t 100 percent committed to it. I told him, “You can never really walk into another room until you let go of the door you are holding on to.” He responded by saying that he never thought of it that way. I took it one step further and said, “Literally, if you were holding onto a door and opened another door, and you liked what you saw in the room, the only way to really know what’s going on is to let go of the doorknob and fully walk into the next room.”

I hear his kind of thinking a lot from others, whether it’s a friend, a client, or a casual acquaintance — someone wanting to pursue something particular in their life but giving a host of reasons why it can’t be done. For me, once I’ve made a commitment to do something, I don’t look at the obstacles. Instead I think, “What do I need to do to make this happen?”

Of course, there’s no guarantee that all will be perfect once you’ve made that commitment or walked in the next room. Following your passion, whatever it is, will come with challenges and obstacles. Sometimes, the act of following a passion leads you to something else you would have never thought of pursuing but couldn’t unless you took that first action step. In the case of the man I had lunch with, it seemed that the fear of letting go of that weekly paycheck was his biggest obstacle of all.

Here is my question to you: What is the one thing in the back of your mind that you’ve wanted to pursue but haven’t because you’re holding on to a doorknob for security? Instead of thinking of the obstacles keeping you from following your dream, think of ways to make it happen. It’s a new year, which always brings the promise of new beginnings. No time like the present to pursue a vision or dream that’s been on your mind. And I don’t mean just career related; this pertains to all areas of your life. I hope you find all kinds of ways to open new doors in 2019, and happy New Year’s!