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 the time they show up.

On today’s video I tell you the 3 items that you need to mail to your client.  This is an easy actionable plan.  Communicating with your client is key to getting them to show up.

The first thing is The Guide to Selecting a Tax Professional and it asks 4 or 5 questions.  One question is, what is the professional’s tax record?  Another question can be, how will a professional keep information about my case?  How will they communicate with me?  So you answer all these questions that someone has in their mind who’s shopping around and looking to hire a tax professional.

The second document is the 6 Myths About Tax Professionals.  And one of those myths can be myth number 2, all attorneys and accountants have IRS experience.  And we know that’s not true.  Another myth could be tax professionals listed on internet directories are carefully screened for qualifications.  And we know that’s not true.

The third thing you should be sending them, this all goes in one packet, one envelope, these 3 documents, the third thing is is your 6 point or your 5 point or your 8 point plan to resolving your client’s IRS tax problems.  And one of those could be we will obtain your transcripts and your records of account from the IRS.  That’s Step No. 3. Step No. 6, we will prepare all forms required by the IRS to resolve your IRS problem.  So you’re basically giving them a road map to resolution on your 5 point or 6 point or 8 point plan to resolving their tax problems.

So make sure that you communicate.  It’s very important to communicate with your clients between the time they make the appointment versus the time they show up in your office or on the phone at the appointed time.

michael rozbruch tax and business solutions academy