enrolled agent

are you quitting on leads too soon?

follow up right and you may not need any new leads.

by jassen bowman

to put it bluntly, if you’re not actively marketing to your lead database on a regular basis, then you wasted the money you spent to obtain those leads in the first place.

more: why lists are not leads | the secrets of multi-hit marketing | grow faster, be more efficient | your sales funnel needs systems | how tax resolution works | 4 tax resolution industry flaws | need a new service line? consider tax resolution
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one amazing fact about sales has held true for nearly a century: the majority of sales are closed after the fifth contact. this fact holds true for any industry, and the number of contacts required to close a sale increases as the price point of the product or service increases.
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featured

why lists are not leads

marketing requires ruthless accountability.

by jassen bowman

at all times and in all circumstances, you need to hold your marketing ruthlessly accountable for results.

more: the secrets of multi-hit marketing | grow faster, be more efficient | your sales funnel needs systems | how tax resolution works | 4 tax resolution industry flaws | need a new service line? consider tax resolution
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this is an inherent difference between direct response marketing and image advertising or branding. in a practical sense, this means that you need to test, track and measure everything you do in your marketing.
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featured

the secrets of multi-hit marketing

there’s room for both one-step and two-step marketing, but be smart about how you use them.

by jassen bowman

the number of steps that a lead must take in order to receive your full marketing message is an important consideration when planning marketing campaigns and media purchases.

more: grow faster, be more efficient | your sales funnel needs systems | how tax resolution works | 4 tax resolution industry flaws | need a new service line? consider tax resolution
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generally, the more steps that a lead must take in order to enter your marketing funnel is going to increase the quality of your leads, but decrease the quantity.

featured

grow faster, be more efficient

5 tasks to tackle every day.

by jassen bowman

for solo practitioners and small firms, success often comes down to the establishment of good habits that support the implementation of systems across the most important elements of operating a practice.

more: your sales funnel needs systems | how tax resolution works | 4 tax resolution industry flaws | need a new service line? consider tax resolution
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for the tax resolution practitioner, these habits can be distilled down even further to five specific tasks, for which you should have systems in place to accomplish each.
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featured

your sales funnel needs systems

because first, you need clients.

by jassen bowman

if your experience is primarily in the tax return preparation arena, then you are most likely used to the service being what is referred to as a “lay down” sale, meaning you really don’t have to sell.

more: how tax resolution works | 4 tax resolution industry flaws | need a new service line? consider tax resolutionexclusively for pro members. log in here or 2022世界杯足球排名 today.

as an optional service that many people just aren’t familiar with as an option, tax resolution actually requires a little bit of sales skills. i think it’s important for you to have a handle on the key benefits that you bring to the table for potential clients.
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how tax resolution works

it’s a lucrative opportunity.

by jassen bowman
tax resolution systems

with over 14 million active irs collections cases, there is a tremendous need for competent taxpayer representation.

more: 4 tax resolution industry flaws | need a new service line? consider tax resolution
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there has never been a better time to add this highly lucrative, recession-proof service to your tax practice.

featured

4 tax resolution industry flaws

one of these is actually a violation of tax code.

by jassen bowman

tax resolution is the process of negotiating repayment plans and other irs program options on back tax debt. in my opinion, tax resolution is more appropriately called “tax debt collections representation,” since that’s what you’re doing: representing the best interests of your clients in order to get them out of the irs or state tax collections cycle.

more: need a new service line? consider tax resolution
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according to the irs, over 14 million americans owed back taxes to the united states treasury as of the end of fy16. millions more owed back taxes to state and local governments.
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featured

need a new service line? consider tax resolution

bonus: an overview of the process.

by jassen bowman

with over 14 million active irs collections cases, there is a tremendous need for competent taxpayer representation. there has never been a better time to add this highly lucrative, recession-proof service to your tax practice.

more on tax resolution: how to maximize crm system tags | 10 steps to setting up direct mail | process communications efficiently | suggested tax resolution client payment guidelines | basics of tax season work flow | when to follow up on prospects | checklists for new lead generation | client management checklists for tax resolution | how to handle client complaints
exclusively for pro members. log in here or 2022世界杯足球排名 today.

in fiscal year 2015, the irs opened 8.1 million new collections enforcement cases, while only closing 7.1 million cases. altogether, these taxpayers owed the irs over $137 billion. that’s more than twice the entire annual budget for the u.s. department of education.
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pro member exclusive

suggested tax resolution client payment guidelines

remember who you’re dealing with.

by jassen bowman
tax resolution systems

let’s put this right out in the open: your livelihood in the tax resolution business is coming from individuals and businesses that owe money to the government, and, more than likely, are behind on payments to other creditors, also.

more on tax resolution: checklists for tax resolution sales | quoting tax resolution fees | 12 rules for phone calls | don’t ignore your existing leads | the ins and outs of hiring and firing | market to your ideal clients | one-step vs. two-step marketing | tax resolution: a lucrative opportunity
exclusively for pro members. log in here or 2022世界杯足球排名 today.

in order to protect yourself and your firm, it is important to have client payment procedures in place and enforce them so that you don’t do a bunch of work for free or become just another creditor that the taxpayer owes money to.
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pro member exclusive

checklists for tax resolution sales

includes consultation questions.

by jassen bowman
tax resolution systems

after marketing, your next most important job is sales. sales and marketing are intimately connected, because the leads you generate and nurture through marketing become the prospects you sell to in the sales process.

more on tax resolution: quoting tax resolution fees | basics of tax season work flow | when to follow up on prospects | checklists for new lead generation |client management checklists for tax resolution | how to handle client complaints | case study: building a tax resolution business | marketing requires ruthless accountability
exclusively for pro members. log in here or 2022世界杯足球排名 today.

most tax professionals dislike the idea of seeing themselves as salespeople. however, you need to accept the fact that if you can’t close a sale, you’re going to be broke, no regardless of your statewide high score on the cpa exam, regardless of the prestigious law school you went to, regardless of any other certifications you’ve earned. if you don’t sell, you don’t eat.
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pricing, fees & billing rates

quoting tax resolution fees

5 scenarios with fee quotation breakdowns.

by jassen bowman
tax resolution systems

one of the most common questions i get from practitioners adding tax resolution services to their service offerings has to do with fees. many practitioners see the benefit of offering flat-fee service options, while others choose to stick with their existing hourly fee model.

more on tax resolution: basics of tax season work flow | overcome objections in 7 steps | how to reactivate lost clients | don’t ignore your existing leads | some office nuts and bolts | the importance of goals and affirmations | market to your ideal clients
exclusively for pro members. log in here or 2022世界杯足球排名 today.

these are some example of how i quote fees when running a high-volume tax resolution practice. these scenarios do not represent any one particular client i’ve had. rather, they each represent dozens of similar situations i’ve worked on. these scenarios are the norm if you’re focusing on 941 representation. for completeness, i’ve also added a 1040 scenario as an example.
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marketing & sales

martech for accountants: maximize your crm system tags

you also can combine them in searches.

by jassen bowman
tax resolution systems

most crm systems rely heavily on using tags for group and categorizing contacts.

more on tax resolution: 10 steps to setting up direct mail | use 24-hour lines for leads | measure your business metrics | checklists for tax resolution sales | overcome objections in 7 steps | how to reactivate lost clients
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the following is one suggested system for organizing and tagging your contacts. modify this to meet your own needs and practice goals.
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pro member exclusive

10 steps to setting up direct mail

automate as much as possible.

by jassen bowman
tax resolution systems

use the following checklist to set up your direct mail system. this checklist is based on using click2mail.com, the usps contractor for online printing and postage.

more on tax resolution: use 24-hour lines for leads | set up your lead followup touch program | building your dream team | quoting tax resolution fees | 12 rules for phone calls | lead generation marketing must happen daily | 3 checklists for office communication | what to say on phone calls about fees
exclusively for pro members. log in here or 2022世界杯足球排名 today.

become familiar with using the system if you choose to use it, as it can have a steep learning curve for some folks. it is not the most intuitive website to use, and the user interface definitely leaves something to be desired. fortunately, the printing and postage options are so inexpensive that they make up for this deficiency.
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