Tax Marketing Success System

Discover How To Become The DOMINANT Tax Return Preparer In Your Area In 2012!

Regardless of whether you have an established tax practice or are just starting out, one simple fact stands out above all other things in your role as a tax professional:

If you can’t get clients, you’re going to starve.

It’s a very, very simple equation: If you prepare tax returns for a living, then you need people walking through your door with a tax return needing prepared in order to make a living!

Even if you have an established practice, you need to replace return volume that you are losing to tax software, IRS Free File, or even tax practitioners that ARE mastering the keys to attracting customers.

Fortunately, just like being a tax professional, becoming great at getting paying clients is nothing more than another learned skill that ANYBODY can master.

As a tax practitioner, you should take great pride in your education, in your tax knowledge, in your ability to recognize missed opportunities for tax savings, and in your ability to prepare an accurate tax return.

At the same time, however, you should take great pride in knowing how to make yourself available to the people that need your expertise. After all, that’s what we do, right? We help people. Therefore, you should feel GREAT about learning and doing marketing, because by learning and doing marketing, you are doing the things necessary for the people that NEED YOU to actually be able to FIND YOU.

When you understand both the theory and the practical mechanics of marketing, you can literally create a MACHINE that runs almost on auto-pilot, that brings you in a steady stream of new prospects. And when you understand “sales”, you know how to convert those prospects into clients — and the best part is that there is nothing required from the old fashioned notion of what “selling” is. In reality, as a service professional with your marketing done properly, people don’t need to be “sold”. Instead, the “sales” process becomes merely the initial consultation, and “closing” is simply the act of preparing their tax return and getting paid.

Marketing and sales are, in my mind, such … Continue reading

Paralegal Assistant Training Program

“Free Up Your Time To Work On The Most Important Aspects Of Your Practice By Training An Assistant To Handle Certain Tasks”

Everybody has heard it before: If you want to make $100 per hour, you have to stop doing $10 per hour tasks.

Let’s face it: If you are a licensed tax professional and want to grow your practice, then you have to utilize your time effectively. Is filling out a Form 433-A the most effective use of that time? Probably not.

At some point in the growth of your tax resolution practice, you are very likely going to hire an assistant. Your first assistant will likely be more than just a paralegal, more than an administrative assistant, and more than a sales/marketing assistant, but rather all three at the same time.

A paralegal assistant working with you on tax resolution cases can be a tremendous asset. By typing up IRS forms, preparing letters and faxes to clients and Revenue Officers, and working with clients to secure financial records, you become free to spend more time focused on negotiating successful tax resolutions, conducting new initial consultations, and working on marketing to grow your practice.

A sales/marketing assistant can assemble and send new client proposals, send out marketing pieces, field questions from prospects, and cold call new business prospects.

This training program covers aspects of both sales/marketing AND tax resolution. This program is meant to take a reasonably intelligent and competent person off the street and train them to be your key to freeing up your time to conduct tasks that are more valuable to the growth of your practice.

The program is broken up into 10 distinct units, covering tax resolution, file handling, financials, and more. The program is meant to be comprehensive enough to teach your new assistant everything, but flexible enough to fit into your existing way of doing business.

Your purchase of this program comes with lifetime updates, and we do regularly update the content of the included units and template letters and procedures. In addition, your one-time purchase allows you to use the program to train any employees at one location of your firm, increasing the value of the program to your entire company.

Training Outline

Unit 1 – Tax Liabilities (Where The Problem Comes From)

Overview of IRS Collections and Tax Problem Resolution
Tax Types & Tax Forms
Federal Tax Deposits
Penalties and Interest

Unit 2 – Tax Resolution … Continue reading

Can Tax Debtors Actually Afford Your Tax Services?

This is probably the most common question I get from CPA’s in particular. The key is collecting your retainer up front. If I know that a situation is going to take, say, $3,000 to resolve, then I tell the client that up front. I’ll let them pay on a retainer basis like a lawyer does in installments, but I insist on an up-front minimum of either 1/3 of what I expect the total to be, or $1,000, whichever is greater.

The next question that usually follows is this: These people and businesses owe back taxes, which implies they’re broke, so how do they pay you?

This comes down to selecting those businesses and individuals with a high cash flow, so they CAN pay you. There’s a little trick for selecting the best leads to start with, actually.

Here’s the secret: The average 1040 tax debtor owes for 3 or 4 years worth, and the average business lien will cover a median of 4 quarters worth of 941 taxes. Knowing that, and knowing the tax rates, you can work backwards from the tax debt amount, make an assumption regarding the ratio of penalties/interest to tax, and arrive at roughly how much their AGI or quarterly payroll is.

Based on what you’re comfortable with, you can then set a criteria for whom to work with. If you are comfortable bringing on clients with a $40,000 per year income, then you can find the tax liens to mail to and call that have that income level, based on their tax debt amount. If you’d rather work with clients that have a minimum six figure income,
and therefore are more likely to be able to afford your services, then you select the appropriate tax debt minimum. A lot of $100k to $150k earners with insufficient withholding or estimated tax payments will accrue roughly $10k to $15k per year, plus maxing out penalties, then multiply by 3 years, gives you a minimum lien amount of about $40,000 if you want six figure earners.

Do note, however, that these tend to be more sophisticated consumers, and therefore require better marketing systems to get them to come on board clients.

The same applies to payroll tax debtors. The higher their payroll, obviously the greater the business cash flow. I have found 8 to 10 percent to be a good number to use as a rough average for withholding across employees, plus of … Continue reading