enrolled agent

case study: building a tax resolution business

automated touches are the key.

by jassen bowman
tax resolution systems

this is the story of a small cpa firm (three partners at the time, now five) in new york city that hired me in january 2011 to help them grow their tax resolution business.

more: market to your ideal clients | follow up with leads longer | 5 daily tasks for maximum tax resolution profitability | 4 problems with the tax resolution industry | when tax filing season is over, what’s next?
exclusively for pro members. log in here or 2022世界杯足球排名 today.

this was one of my first such consulting projects. i worked with them to create a written, systematic and scheduled marketing process to drive sales of this service, which then fed sales of their other service offerings.
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featured

market to your ideal clients

netting just one recoups your costs.

by jassen bowman
tax resolution systems

the ideal client prospecting campaign is established with the distinct goal of creating a relentless, never-ending effort to literally have 100 percent of these prospects become your client.

more: follow up with leads longer | marketing requires ruthless accountability | first, you need clients | the tax resolution client intake checklist | how to end the tax revenue roller coaster with a four-season practice model
exclusively for pro members. log in here or 2022世界杯足球排名 today.

for most firms, this list won’t be that long. it may run from as little as a dozen ideal prospects, to at most a couple hundred.
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featured

follow up with leads longer

do it right and you may not need any new leads.

by jassen bowman
tax resolution systems

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: marketing requires ruthless accountability | 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.

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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marketing & sales

marketing requires ruthless accountability

“lists are not leads.”

by jassen bowman
tax resolution systems

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

more: one-step vs. two-step marketing | 5 daily tasks for maximum tax resolution profitability | first, you need clients | tax resolution: a lucrative opportunity | 4 problems with the tax resolution industry | the tax resolution client intake checklist
exclusively for pro members. log in here or 2022世界杯足球排名 today.

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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marketing & sales

are you on the right side of the desk?

combining media makes your message more effective.

by jassen bowman
tax resolution systems

whenever possible, you want to be speaking to prospects from a superior position. in marketing, this concept is called being on the right side of the desk.

more: one-step vs. two-step marketing | 5 daily tasks for maximum tax resolution profitability | 4 problems with the tax resolution industry | when tax filing season is over, what’s next?
exclusively for pro members. log in here or 2022世界杯足球排名 today.

fortunately, this should be an easy concept for us as professional service providers to understand. we may not put much thought into it, but we are more inclined than most business owners to approach what we do from a position of authority and expertise. it may not sound very profound to you, but it really is what separates a professional from a mere salesman.
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marketing & sales

one-step vs. two-step marketing

there’s room for both, but be smart about how you use them.

by jassen bowman
tax resolution systems

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. 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.

more: 5 daily tasks for maximum tax resolution profitability | first, you need clients | the tax resolution client intake checklist | how to end the tax revenue roller coaster with a four-season practice model | how to turn routine cpe into a new marketing opportunity
exclusively for pro members. log in here or 2022世界杯足球排名 today.

for most marketing funnels, you want the process of becoming a prospect to be as simple and easy for the prospect as possible. the matter of one-step versus two-step marketing is largely a matter of media.
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checklist

5 daily tasks for maximum tax resolution profitability

to grow your business faster, and operate more efficiently.

jassen bowman, ea, ctr
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 for pro members: tax resolution: a lucrative opportunity | 4 problems with the tax resolution industry | the tax resolution client intake checklist | how to end the tax revenue roller coaster with a four-season practice model | how to turn routine cpe into a new marketing opportunity

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exclusively for pro members. log in here or 2022世界杯足球排名 today.

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. read more →

tax practice

cpe webcast: the big opportunity in tax resolution services with jassen bowman

click for more

卡塔尔世界杯常规比赛时间 expert author featured in surgent cpe series.

discover the lucrative new opportunities in providing advanced tax representation services when rick telberg, 卡塔尔世界杯常规比赛时间 founder and ceo, interviews bowman, author of tax resolution systems.

learn more here

topics covered:

the tax resolution opportunity
staff roles & responsibilities
hiring & firing
office setup
tax firm management checklists
client management checklists
marketing & sales
tax resolution checklists
tax season work flow
building your dream team
business management checklists
learning objectives

eligible for 1 cpe hour

featured

first, you need clients

apply systems to your sales funnel.

by jassen bowman
tax resolution systems

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: tax resolution: a lucrative opportunity | 4 problems with the tax resolution industry | when tax filing season is over, what’s next? | how to end the tax revenue roller coaster with a four-season practice model
exclusively 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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featured

tax resolution: a lucrative opportunity

bonus: an overview of the process.

by jassen bowman
tax resolution systems

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: 4 problems with the tax resolution industry | the tax resolution client intake checklist | how to end the tax revenue roller coaster with a four-season practice model | how to turn routine cpe into a new marketing opportunity
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 owe 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

4 problems with the tax resolution industry

one of these is actually a violation of tax code.

by jassen bowman
tax resolution systems

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: the tax resolution client intake checklist | 5 reasons your firm training needs nano learning | when tax filing season is over, what’s next? | how to end the tax revenue roller coaster with a four-season practice model | how to turn routine cpe into a new marketing opportunity
exclusively for pro members. log in here or 2022世界杯足球排名 today.

according to the irs, over 14 million americans owe back taxes to the united states treasury as of the end of fy16. millions more owe back taxes to state and local governments.
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checklist

the tax resolution client intake checklist

how to onboard your new client.

by jassen bowman

upon securing an irs collections representation engagement, as a result of your marketing and sales systems, your next step is to actually onboard the client and get to work.

more tax opportunities: 5 reasons your firm training needs nano learning | when tax filing season is over, what’s next? | how to end the tax revenue roller coaster with a four-season practice model | how to turn routine cpe into a new marketing opportunity

exclusively for pro members. log in here or 2022世界杯足球排名 today.

featured

5 reasons your firm training needs nano learning

mobility and repetition are points you may not have considered.

by jassen bowman
tax resolution systems

training employees effectively in our fast-paced, information-saturated world can be a big challenge for business leaders.

more: when tax filing season is over, what’s next? | how to end the tax revenue roller coaster with a four-season practice model | how to turn routine cpe into a new marketing opportunity

exclusively for pro members. log in here or 2022世界杯足球排名 today.

in the past, you might have been able to get staff to sit through a three-hour training course without issue. today, accomplishing the same can seem impossible.
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