Sales and Marketing

3 Biggest Tips for Converting Prospects into Resolution Clients

When it comes to selling your services, it’s easy to fall into the trap of trying to close a sale as quickly as possible and thinking that high-pressure tactics will make the prospect want to “buy” from you.  But this high-pressure approach can often backfire because it puts the prospect in a…


How to Respond to Sales Objections

Most tax resolution specialists hate sales objections. They get nervous, freeze up, and feel like they’re going to lose the sale. I’m here to say that running into an objection from a prospect you’re trying to close is not a bad thing at all! Prospects must justify the buying decision to themselves…


Ten Magic Words

When I started in the tax resolution business and had my initial consultations with clients, I’d have meaningful conversations but no signed engagement letter and no deposit check. I soon realized I was leaving something very important out of my conversations during my “close”.  I learned there are…


Do You Make This Mistake in Your Initial Consultations?

Tax Resolution cases, due to IRS’s workload, can take up to 12 months or longer to resolve.  A lot of things can change regarding the taxpayer’s financial situation during this time versus when you first saw the client. Recently I had a coaching call with one of my Platinum Mastermind Members.  He…


How to Respond to “You’re Just Too Expensive”

When it comes to closing the sale, you’ll encounter many types of objections.  One of the most common is “You’re too expensive”. This is a completely different objection than, “I don’t have the money.” When a prospect raises the “you are too expensive objection’, they don't want to be taken…


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…


How To Turn Your Website Into A Client Generating Machine By Adding This ONE Thing

Your website is your digital salesperson. If you use it properly, it can help you generate many clients. Most folks are missing one key element on their website that is keeping them from getting clients to contact and retain them. We’ve invited, expert marketer and educator, Dave Dee to speak at…


How to "Sell" the Transcript Analysis

John:  I have a sales question for you.  So you know I’m pretty good at closing deals but I’m very slow because I give the prospect a lot of free information before I sign them up because I just don’t get for myself, and I think my problem is I keep comparing consumers to how I would be the…


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…


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:…


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%…


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…


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…


Trump's New Tax Reform Bill is a Marketing Opportunity

Do you want to know how you can turn all the hoopla and noise around the new Tax Reform Bill into a huge marketing opportunity for you right now? News reporters, local TV news and, radio stations, are all looking for expert commentary on the new Tax Reform Act that goes into effect this year. What…