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 … Continue reading