Tax Rep Network with Eric Green

What if the biggest thing holding back your tax or accounting practice is the way you’ve always gotten new clients?

In this episode of the Tax Rep Network Podcast, Eric Green sits down with James Donovan, founder of Accounting Leads Now, to challenge one of the profession’s most deeply ingrained assumptions: that referrals are the best way to grow.

James explains how tax and accounting professionals can create a predictable pipeline of high-intent prospects by getting in front of people at the exact moment they are searching for help. They break down Google Local Services Ads, why they can outperform traditional pay-per-click advertising, what a qualified lead can actually cost, and why being visible in your local market matters more than ever.

But generating the lead is only half the battle. Eric and James also dig into “speed to lead,” why the firm that answers the phone first often wins the client, how to calculate the lifetime value of a new client, and why marketing should be viewed as an investment rather than overhead.

They also discuss a mistake many firms make as they move into advisory and higher-value services: trying to sell prospects services they don’t understand. Sometimes the smartest path to a high-value advisory client starts with solving the simple problem they are already searching for.

If you want to stop hoping the phone rings and start building a system that makes it ring, this episode is for you.

In this episode:

• Why relying solely on referrals can limit growth

• How Google Local Services Ads work

• Why high-intent inbound leads are so valuable

• The importance of “speed to lead”

• What a new client is really worth over their lifetime

• Why marketing is an investment, not overhead

• How to dominate your local market

• Why bookkeeping and tax work can be the front door to advisory

• How to market what clients actually want—not industry jargon

James Donovan is the founder of Accounting Leads Now, a marketing firm focused exclusively on helping accounting, bookkeeping, and tax firms generate new business. You can contact James at https://accountingleadsnow.com/

What if the key to growing your tax or accounting firm isn’t working harder or hiring more people—but eliminating the work you shouldn’t be doing in the first place?

Eric Green sits down with JC Franzen, Director of Product Sync & Integrations at BILL, to explore how AI, automation, and a smarter technology stack are changing the economics of running a tax and accounting practice.

They discuss how firms can automate time-consuming back-office work like accounts payable, receivables, expense management, invoice processing, approvals, and data entry—and use that newfound capacity to serve more clients, expand into higher-value advisory services, and increase profitability without proportionately increasing overhead.

JC also explains how AI is helping identify unusual transactions, reduce costly human errors, and automate tasks that once consumed hours of staff time.

Eric and JC also tackle the ROI question: if technology can turn hours of administrative work into minutes, the opportunity isn’t simply to save money—it’s to build a more scalable and profitable firm.

If you’re still writing checks, manually entering invoices, chasing payments, or paying staff to perform repetitive administrative work, this episode may change the way you think about your practice.

Check out Bill.com here: https://www.bill.com/TRN

Want to contact JC Franzen? She is on LinkedIn here: https://www.linkedin.com/in/jaunice-franzen/

More than 11 million taxpayers have been identified as non-filers—and for tax professionals, that represents a massive opportunity to solve serious problems, deliver tremendous value, and build a highly profitable representation practice.

In this episode, co-hosts Eric Green and Dawn Brolin break down why non-filer cases are among their favorite tax resolution engagements and why practitioners may be leaving significant money on the table by overlooking them.

Eric and Dawn explain the IRS six-year compliance rule, why blindly filing every missing return can be an expensive mistake, and how strategic decisions involving filing status, state voluntary disclosure programs, bookkeeping, and collection alternatives can potentially save clients tens of thousands of dollars.

They also walk through the economics of a typical non-filer engagement—from reconstructing years of bookkeeping and preparing delinquent returns to resolving the final IRS and state balances—and show how a single case can become a 20,000–30,000 engagement.

Just as important, they discuss how to price the work in stages, communicate the value you are providing, avoid taking on the client's financial problems as your own, and recognize when a difficult prospect simply isn't worth taking.

And once the crisis is resolved? That former non-filer may become one of your most loyal—and valuable—long-term clients.

If you handle IRS representation, or want to grow that side of your practice, this episode will show you why non-filers should be on your radar—and why you should talk to the client before they file anything.

The IRS has fewer employees. Artificial intelligence is taking on a bigger role. Enforcement is becoming more targeted. And the way cases are selected, worked—and appealed—may be about to change dramatically.

So what does that mean for taxpayers and the professionals who represent them?

Tax Rep Network Founder Eric Green sits down with former IRS SB/SE Commissioner Darren Guillot. Now on the other side of the table, Guillot offers a rare insider’s perspective on where the IRS is headed.

They dig into the impact of the dramatic reduction in the IRS workforce, why enforcement revenue matters far beyond the dollars actually collected, and how the agency may use AI and massive amounts of taxpayer data to identify the cases most worth pursuing.

Guillot also explains why AI could fundamentally change IRS audits—allowing the agency to spot risk earlier, select better cases, automate routine collection work, and concentrate experienced revenue officers and agents on higher-dollar and more complex taxpayers.

Is the Independent Office of Appeals really independent? Why are some cases sitting in Appeals for years only to result in a “take 15–20% or go to court” settlement? And has Appeals drifted away from what Guillot himself helped design through the Appeals Judicial Approach and Culture (AJAC) initiative?

If you represent taxpayers before the IRS, this is a conversation you’ll want to hear. The IRS of the next five years may look very different from the IRS you know today.

Want to contact Darren? Email him at [email protected]

IRS Letter 11 is one notice you—and your client—cannot afford to ignore.

In this episode of the Tax Rep Network Podcast, Attorney Eric Green breaks down exactly what to do when a client receives an IRS Letter 11, the Final Notice of Intent to Levy and Notice of Your Right to a Collection Due Process Hearing. With automated IRS enforcement ramping up, understanding this notice—and acting before the deadline—is critical.

Eric walks through the 30-day deadline for requesting a Collection Due Process (CDP) hearing, how to properly file Form 12153, and why being able to prove timely filing matters. He also explains what happens if the 30-day deadline is missed and when an Equivalent Hearing may still be available.

You’ll also learn why taxpayer compliance is essential, what to request on Form 12153 when you haven’t yet determined the best resolution strategy, and how to prepare for Appeals. Eric explains the practical differences between Forms 433-A, 433-F, and 433-H, including which financial statement to use when dealing with ACS.

Letter 11 means the clock is running. This episode gives tax professionals a practical roadmap for protecting their clients from levies, preserving appeal rights, and moving the case toward resolution.

The same procedures generally apply to CP90 and Letter 1058.

Want to master IRS representation and build your tax resolution practice? Visit Tax Rep Network and join the growing community of tax professionals mastering IRS representation: https://TaxRepLLC.com

If you're ready to stop piecing the finances together and have complete control over your money coming in and going out, check out bill.com.

Turn sales tax complexity into a new revenue opportunity for your firm. Visit Zamp.com to see how.

Stop referring IRS problems—and the revenue that comes with them—away. Join TRN Essentials for just $37/month and start building IRS representation today. https://taxrepnetwork.com/essential

What separates the tax professionals who struggle to find clients from those who seem to attract them effortlessly? In this episode of the Tax Rep Network Podcast, Eric Green sits down with Gabe McManus of Influential Advisor Media to discuss the power of authority marketing and why your message matters more than your marketing budget.

Eric and Gabe explore how books, podcasts, storytelling, and strategic content can position you as the trusted expert in your market. They explain why clients buy confidence—not technical details—and how the right message can pre-sell prospective clients before they ever schedule a consultation.

Whether you're building a tax representation practice, launching your own firm, or looking to grow your influence, this episode is packed with practical strategies to help you stand out, attract better clients, and communicate your value with confidence.

Contact Gabe at: https://influentialadvisor.com/gabe/

Have you noticed that dealing with the IRS seems harder than ever? In this episode of the Tax Rep Network Podcast, tax attorney Eric Green explores a troubling trend he's seeing firsthand: IRS employees who don't understand their own procedures, give conflicting guidance, or simply fail to follow established rules.

Is this the result of inexperienced staff, inadequate training, outdated systems, or something even bigger? Eric shares real-world examples from his practice, explains what these changes mean for tax professionals and taxpayers, and offers practical strategies for navigating an IRS that is becoming increasingly unpredictable.

Whether you represent taxpayers or are dealing with the IRS yourself, this episode provides valuable insight into what's happening behind the scenes—and how to protect yourself when the rules seem to change depending on who answers the phone.

AI is changing tax and accounting software faster than most firms realize—but what does that actually mean for your practice? In this episode, Eric Green sits down with Liscio founder Chris Farrell to discuss why the next generation of technology will be better, faster, and cheaper. They explore how AI is driving down software costs, why many traditional accounting platforms are facing unprecedented competition, and what tax professionals should be looking for before renewing expensive software contracts.

Chris explains why the future isn’t just artificial intelligence—it’s smarter, deterministic technology that automates repetitive work while leaving strategic tax planning and client relationships where they belong: with trusted advisors. They also discuss private equity’s push into accounting, the evolution of document management into “file intelligence,” and why firms that embrace these changes will gain a significant competitive advantage.

Whether you’re evaluating practice management software, AI tools, or simply wondering where the profession is headed, this conversation offers practical insights into how tax professionals can build a more efficient, more profitable practice in the years ahead.

Kostelanetz Partner and Former Acting Assistant Attorney General for the Tax Division, Caroline Ciraolo, joins Eric Green for an insightful conversation about one of the most fascinating careers in tax controversy. Caroline shares her journey from Tax Court clerk to private practice, leading the Department of Justice Tax Division, and returning to one of the nation's premier tax controversy firms.

They discuss what really happens inside DOJ, the professionalism of government attorneys, why relationships matter in the tax community, and how volunteering and getting involved can transform your career. They also explore why today's enforcement environment presents one of the greatest opportunities in years for attorneys, CPAs, and Enrolled Agents looking to build or expand a tax controversy practice.

Whether you're just entering IRS representation or already handling complex cases, this episode is packed with practical career advice, leadership lessons, and behind-the-scenes insights from one of the most respected voices in tax controversy.

In this episode you'll learn:

• What it's really like leading the DOJ Tax Division

• Common misconceptions about government tax attorneys

• Why networking and professional organizations accelerate your career

• How to build a successful tax controversy practice

• Why today's IRS enforcement environment creates tremendous opportunity

Be sure to subscribe—Part 2 with Caroline will focus exclusively on how to build and scale a thriving tax controversy practice.

Want to contact Caroline? She can be found here: https://kostelanetz.com/our-people/caroline-d-ciraolo

Every day, accountants, CPAs, EAs, and tax attorneys are uploading confidential information, workflows, and years of hard-earned expertise into public AI platforms like ChatGPT and Claude. But what are they really giving away?

In this episode, Eric Green sits down with AI entrepreneur Denis Mezheritskiy to discuss why generic AI tools aren't enough for professional firms—and why the future belongs to firms that build and control their own AI knowledge base.

They cover:

• Why public AI can expose your firm's intellectual property

• The hidden risks of uploading client data into ChatGPT

• The difference between generic AI and a proprietary "AI Brain"

• How AI employees will transform accounting firms

• Why tax professionals who embrace AI will outgrow those who don't

• How the IRS is already using AI for enforcement and audits

• What every accounting firm should be doing today to prepare for the next five years

If you're a CPA, EA, attorney, bookkeeper, or firm owner, this episode will change the way you think about AI—and may convince you to stop training someone else's platform with your expertise.

Learn more about the Tax Rep AI Brain at https://TaxRep.AI