Tax Resolution Success Show

Dr. Patty Ann Tublin is an internationally acclaimed relationship, emotional intelligence and communication expert. She is that rare individual who seamlessly moves among  corporations, entrepreneurs and individuals creating business and personal success through her consulting, coaching and professional speaking.

• Michael tells the story of his past business partner and his partner’s struggles with his relationship with his wife. The stress she created ultimately ended the partnership.
• Our conscious and unconscious attitude towards money is formed by the age of 12. It’s formed from the conversations and fights the adults in our lives have when we are in our youth.
• Fighting about money has nothing to do with whether or not you have money  and has everything to do with what the money represents to you.
• Chances are Michael’s business partner’s wife was raised in a saver household and had a scarcity mindset around money.
• Depending on how we are raised, we either imitate the path our parents showed us or do the complete opposite. We have a relationship with money just as much as we have a relationship with people and they are both heavily influenced by your environment when growing up.
• People don’t do a financial audit of their attitudes towards money before they get married, and that can come back to haunt them. As a couple, you need to identify your investing goals and what money represents to each of you.
• Money is a way to buy stress out of our lives and give us choices that would otherwise not be open to us. Many people deny the role that money plays in our lives.
• Your money mindset comes into play whenever you make a purchase so it’s definitely a conversation you need to have with your significant other.
• When it comes to investing, if you don’t invest today to make your future better then you will have to be satisfied with what you end up with.
• There is no reward without some element of risk, but if you find you or your spouse resistant to the idea of investing in something, you need to address the mindset of why it feels too risky.
• If you don’t understand your risk tolerance you won’t be able to make timely decisions.
• Differing risk tolerance is the most common money stressor between married couples. The fear of losing money has to be addressed, acknowledged, and respected. Chances are that fear is from experience.
• There is a lot of power and control attached to money as well that people should keep in mind. A risk-averse partner might be trying to wield their power over the other, more dominant, partner.
• One of the most difficult conversations anyone can have is asking for a raise, despite the fact that the amount of money involved is rarely life-changing. Money is fraught with emotion for most people.
• When someone in a relationship does show resistance to spending money, ask them their concerns and then dig deeper to the real issue. Listen to what’s not being said.
• If you really want to learn about someone, either live with them or lend them money. The way people pay their bills tells you a lot about them.
• A couple that is on the same page about money can grow their business faster and with less stress. It may take some coaching or therapy to get there but it’s worth it.
• As an entrepreneur, you have to understand your relationship with money. How much money will you have to put in your business? What about the money you will have to spend on your personal development? If you don’t figure out your relationship with money before you start your business, there will come a time later when you’ll be forced to.
• Both partners don’t have to be fully involved in the investments, but there has to be trust and transparency, and clarity on the goals.
• In marriages where the husband handles the money entirely, it’s often because of the wife’s money mindset. In order to best take care of their significant other, they need to have access to that information. They need to understand where their financial security is going to come from.
• Every man on the planet has had a woman in their life who has suffered because of their lack of knowledge about money and financial investment.
• Money is part of the love story. Many people start with nothing and the nest egg is something they build together, so both parties need to be involved and understand what’s happening.
• Seek professional help and let your money work as hard for you as you do for your money.

Mentioned in this episode:

Michael Rozbruch's Tax & Business Solutions Academy - rozstrategies.com

drpattyann.com

Money Can Buy You Happiness: Secrets Women Need to Know To Get Paid What They Are Worth! by Patty Ann Tublin

Scott Zarret is a CPA who went to school at the University of Maryland and is the founder of CPAacademy.org. They are the largest provider of free continuing education to the accounting profession and have over 365,000 members.

• Scott comes from a family of accountants/educators so what he’s doing now is not a far cry from what he grew up with. He started out in public accounting but quickly realized that it wasn’t his cup of tea. He worked several jobs since that first foray into the business until he was introduced to the idea of selling cost segregation studies.
• He put on his entrepreneurial hat and thought about how to sell something like that and realized that education was the way to go. He put on a live event that went really well but realized that live events don’t scale well, so he started pursuing the idea of online education with a model similar to the major universities.
• The first few years in business weren’t easy, but that struggle is what taught Scott the lessons he needed to learn in order to build the business he has today.
• Every state requires an average of 40 hours of continuing professional education to maintain your CPA license. There is no other profession with that level of requirement. From a marketing perspective, this is a great captive audience and there is a huge demand for this kind of education.
• Anything where you can make the argument that the topic will make the CPA more effective at their job, it will qualify as continuing professional education.
• CPA academy offers these courses for free so it’s a gold mine for small to midsize firms that care about budget and want to spend their time well.
• Last year was the tax season from hell, and this year is looking to top it. Around this time last year, the demand for education exploded right after the stay-at-home orders. People were scrambling to understand the recent PPP legislation as well as the new work-at-home paradigm.
• This year, PPP is still important but there are new programs being introduced that CPA’s need to stay up to date on. Each state has its own programs and bills working their way through the system which leaves a lot of uncertainty in the business.
• From an educational standpoint, there is going to be a greater shift to online learning no matter what happens with Covid. The flipside to that is that live events and conferences are on the decline.
• Scott has also noticed a trend towards people looking for content that’s grouped together like a mini-certification.
• Scott opened the CPA Academy with one goal which was to deliver free continuing professional education. It started off with webinars and is developing in a number of different directions.
• There are seven main topics that Scott believes are going to be in high demand in the future. They are financial planning, tax controversy, estate planning, non-profits, international tax, retirement planning, state and local taxes.
• Tax controversy isn’t as popular as it should be which is probably an advertising issue, but it can be extremely difficult for CPA given all the educational content available.
• Bankruptcy, tax resolution, and tax controversy go hand in hand and we are seeing the biggest spike in bankruptcies right now since 2010. Of the 110,000 businesses that have closed during the pandemic, many of them are going to owe income taxes. For most CPA’s, they need to realize that a quarter to a third of their existing clients are going to need tax resolution representation in the near future.
• CPA’s and EA’s need to at least know the basics with regards to dischargeability. You don’t need to know everything about bankruptcy, you just need to know how to interpret and read the basic documents and be able to refer the client to the right professional.

Mentioned in this episode:

Michael Rozbruch's Tax & Business Solutions Academy - rozstrategies.com

CPAacademy.org

Chris Rivera is the director of client relations and business development at Entigrity, a leading offshore solutions provider to the tax and accounting space. Chris’s background had always been in client relations. He came from the corporate world and worked in a number of industries but he wasn’t particularly happy with the work. It wasn’t until he saw a job posting for a remote worker did Chris learn about a new way of doing things.

• Chris began working for his future founding partner who was an accountant and got a crash course in accounting over the next six months. He began working with clients and developing those relationships to help grow the fledgling business.
• Going through the remote hiring process himself helped establish the framework they use to help accountants find remote employees now.
• Remote work has been around since the introduction of the internet, but in most industries, it hasn’t been fully embraced until recently.
• The CPAs that Chris talks to generally need a fair bit of education to help them understand the remote aspects of the work. He helps address their concerns and uses the initial call to determine exactly what they require from a remote worker.
• Once onboarded, the client is assigned a relationship manager to help keep the lines of communication open. The client gets to interview the potential candidates for their project so they have full control.
• There is a difference between outsourcing and offshoring. They seem the same to many people, but with the offshoring model, you still have control over the employee. Working with somebody that is part of your team is a great way to scale a business while remaining flexible.
• There has been a spike in business since May of last year. The pandemic is showing everyone that they can work with anyone anywhere. This technology has also made it easier to conduct business as well.
• Clients call Chris for a number of different reasons, the main ones being bookkeeping, audits, and accounting. It’s always important to diversify your resources, and that includes your team.
• In regards to audits, clients are mainly looking for data entry work so they don’t get completely bogged down and end up working late hours. It’s much more cost-effective to offshore certain kinds of work.
• Staffing shortages in accounting are a big problem. This makes the cost savings of Entigrity for their clients even more important.
• The sweet spot for Entigrity clients is in the 10 to 15 employee range, where they tend to plateau and have trouble finding more people locally and taking on additional work.
• A common concern is privacy. Chris finds that most accountants they work with are worried their clients will not be willing to give their consent to allow a third party to work on their files, but the reality of the situation is that the vast majority of people don’t care. Most clients just want the work done at a reasonable price.

Mentioned in this episode:

Michael Rozbruch's Tax & Business Solutions Academy

Entigrity.com

Entigrity on LinkedIn - linkedin.com/company/entigrity

Chris Rivera on LinkedIn - linkedin.com/in/chrisriveraus

Jaime Buchwald is the Co-founder and CEO of Pitbull Tax Software, which is the premier software used by tax resolution professionals and the industry in general.

• Jaime originally created his software company because he originally had the same problem that most successful tax resolution firms had, specifically he was able to bring in a ton of work but getting it all done became a massive hurdle.
• That’s why he created a full automation software package which allows tax resolution firms to run their business more efficiently.
• He’s also currently a practicing tax resolution professional in addition to running his software company.
• The IRS is coming back with a vengeance. The cases are coming in hot as they begin ramping up operations again. In 2019 levies were up 32% and notices of Federal tax liens were up 13%. A few months ago the IRS sent out over 2 million notices to people who are falling behind and they will need to address these before long.
• We will likely see more bankruptcies in the next 12 months than ever before. The good news for tax resolution practitioners is that you can’t use bankruptcy to escape certain taxes and this is going to lead to a flood of business.
• Practitioners need to realize that every payroll tax case is actually two cases due to the associated trust fund recovery penalty. It’s predicted that 40% of small businesses have closed or will close over the next few months.
• Tax resolution professionals have an opportunity to help these people find relief from a very miserable situation. It’s incumbent on us to protect our clients from this coming deluge of tax cases.
• Practitioners that have a book of business have a huge opportunity to help their existing clients with tax resolution. By not doing anything they are doing a disservice to their clients.
• There are now so many resources available to the up-and-coming tax resolution professional. It’s very lucrative and well worth your time to work with either Michael or Jaime to add tax resolution services to your business.
• There are thousands of practitioners on the Pitbull Tax platform and due to the nature of the system, it’s possible for tax resolution firms to work completely remotely while still offering them hands-on support.
• The platform can even help new tax resolution practitioners understand the business and how to serve their clients the best.
• Tax resolution is one of the fastest-growing aspects of the industry right now and there are a huge number of tools and resources available to make adding it as a service easier than ever.
• Successful tax resolution practitioners all share the same attributes. They invest in themselves and their education, but they don’t just invest. They implement it too.
• The tax resolution industry changes constantly, so investing a little time and education is crucial to stay on top of what’s happening.
• The best time to invest in new employees or a new coach is when you can least afford it. Doing so motivates you to bring in the cases and justify the expense.
• You don’t have to know everything about the business, you just need to know who to ask or where to look.
• Will the IRS ever automate tax resolution the way they have with compliance? It seems pretty unlikely at this point. Other than that, the future is good for tax resolution professionals.
• Once you learn about tax resolution you’ll start to notice the opportunities that are all around you. There are between 4500-5000 firms that are marketing tax resolution services in any meaningful way. Contrast that with the 11.2 million people in the collection division of the IRS. We are likely to see roughly 20 million collection cases by the end of 2021 which means there is way more demand than there is supply.
• The major firms in your local area offering tax resolution services are actually helping your business by educating the customer base. Don’t be afraid to “compete” with them.

Mentioned in this episode:

Michael Rozbruch's Tax & Business Solutions Academy

PitbullTax.com (code: rozbiz)

Justin Miller’s agency runs a marketing company that does both online and print marketing. Before the agency, Justin was a disc jockey and he grew that business for 20 years. Around the 15th year, Justin decided that he really wanted to focus on the marketing specifically. He dabbled with consulting and after a few more years sold the disc jockey business and opened his current consulting business.

• Direct mail is taking over the marketing world in 2021. The reason that it works is that it’s unpopular. Not many businesses are doing it, and surveys have shown that people feel more connection to a physical piece of mail than an ad in their Facebook feed.
• It’s a great way to get noticed, assuming you have a viable product or service to sell once you have their attention.
• The average person only gets one personalized letter every 62 days. This means that mailboxes are very uncluttered and are a great channel to use.
• Direct mail done right works.
• Always have an offer when using direct mail. Most of the time the whole point of the campaign is lead generation, so you don’t need to force a sale.
• Justin would rather have someone mail a smaller list 3 to 4 times than a larger list just once. Repetition matters.
• Make sure you have a clear call to action and multiple ways for them to respond. This can take the form of a landing page, a phone number to call, or a number to text.
• The goal is to have your piece not perceived as junk mail.
• Doing an every-door direct mail campaign on the main business route in your city would be a great place to find IRS problem clients.
• For high value service providers, even tiny numbers make direct mail campaigns very successful. It only takes a couple responses to make a campaign profitable.
• If you’re going to be in the direct mail business, knowing your numbers is crucial. You have to trace everything from the cost per lead to cost per acquisition to your conversion rate.
• The issue is that the numbers are not statistically relevant to making decisions. For a high ticket service you need to stay the course for at least 90 days. If you can do that you should be able to see the value of the direct mail campaign.
• The main goal is to try to get your piece of mail opened. Things like a stamp on the envelope and a handwritten-style address are necessary to achieve that goal. The return address is typically just the street address which is just enough information to pique someone’s interest and get the mail piece opened.
• Once it’s opened you have a second challenge. Most people don’t pay attention to the way something goes into an envelope. The first thing you want people to see is your headline.
• Extra weight or thickness can make your piece stand out and increase the odds of it being opened, but the best thing you can do is reach the right person at the right time.
• If you’ve picked the right mailing list you have the right person, but you also have to arrive at the right time, which is out of your control. This is why repetition is the most important thing, because it gives you more than one chance to be there at the right time.
• If your prospect is worth a lot of money to you, the more times you can mail them, the better.
• One of the more time consuming tips is to go through your list and use your personal perspective to prune those who you think aren’t worth the time of sending to. Go through your list and take the time to save money up front so you can send more often to the right people.
• As long as the post office gets back to its previous level of service, direct mail should definitely be in most business owner’s toolkits.
• It always comes down to getting started. You don’t have to have a big list to make direct mail work for your business.  A small number of prospects can make a big difference.

Mentioned in this episode:

Michael Rozbruch's Tax & Business Solutions Academy

profit911.biz

Jim Dew specializes in working with owner/founder entrepreneurs. Most financial advisors and wealth management people will work with anyone who has money, but there are unique problems and opportunities facing entrepreneurs.

• His ideal client is a business owner or entrepreneur who is doing more than $1 million EBITDA (Earnings Before Interest, Taxes, Depreciation, and Amortization). A company that has revenue and profits is where Jim can really add value.
• Jim builds virtual family offices for entrepreneurs, which is the wealth management solution that the billionaire club uses to manage their wealth. A family office is where a billionaire will simply hire all the needed tax, legal, insurance, and investment professionals and bring them under payroll for the family.
• Jim learned about the process from a billionaire family that was willing to show him the processes and he decided to help entrepreneurs achieve similar results.
• Every entrepreneur needs to protect, manage, and grow their wealth. Jim helps entrepreneurs in nine different areas under those categories by coordinating the different professionals involved.
• In most situations, the entrepreneur in the middle trying to manage those relationships is the weakest link. Jim’s company takes a central role so that all the players are collaborating and coordinating together to achieve better results.
• Most financial advisors either get paid for selling products or managing assets. Jim’s company does neither, they represent the entrepreneur and negotiate on their behalf.
• Jim believes that the incentives need to be aligned because they drive where you get advice and the results you get. This is why all of Jim’s advisors are compensated with salary and bonuses, this way they are aligned with the client’s needs in a true fiduciary relationship.
• Covid-19 has affected entrepreneurs all over the world. If you were in the right space your business exploded, like Peleton did. If you were in the wrong space though your business suffered. Jim’s company has been helping clients navigate the situation no matter what they are facing.
• One of the lessons that Jim’s clients have learned is that you have to know your numbers, that’s how you navigate hard times like this.
• Entrepreneurs need a great team with a CPA and a tax attorney who are proactively looking at their situation and coming up with great ideas.
• The tax code is complicated and set up in a way that an experienced tax planner on your team is a major asset. You won’t go to jail for screwing up the deductions, the danger is in hiding revenue. There are a number of strategies that you can use to minimize your taxes, but you have to be careful and have smart people on your team to help you implement them.
• Jim was raised by parents that went through the depression, so he learned to be very frugal with money. He had always been idealistic and was good at math and science, so Jim started off as a public school teacher. He did that for five years and learned two important lessons from the experience. The first is that he loved making a difference and helping people, and the second was that he couldn’t work in a broken system. Jim got into financial services and after getting into an argument with the manager of the firm Jim went on the path of starting his own company.
• The basic fundamental truth is that entrepreneurs get rich by being concentrated in a business, but you stay rich by being diversified outside that business.
• Every great investor has a discipline. Jim starts with where his clients are now and then comes up with a strategy to get to where they want to go. This allows them to quickly evaluate investment opportunities.
• Often people look at election results and other economic indicators to try to determine their investment strategy. When it comes to investing, you want to invest on probabilities, not possibilities. Every politician promises a number of changes, but they rarely get turned into law without considerable changes.
• Cash is historically the worst-performing asset class. Try not to get worked up about apocalyptic predictions about the market and avoid trying to predict the future of the market.
• Focus on your business. Don’t think you’re going to get rich from Bitcoin or Tesla stock. Your business is what is going to make you rich and improve your lifestyle.

Mentioned in this episode:

Michael Rozbruch's Tax & Business Solutions Academy

Beyond a Million: The Entrepreneur’s Playbook for Expanding Wealth, Freedom and Time - https://www.amazon.com/Beyond-Million-Entrepreneurs-Playbook-Expanding/dp/1619618222

dewwealth.com

makerichreal.com

Tech led the markets in 2020, and without that sector, the S&P and DOW would likely have been flat or down. Roland sees tech as continuing to be strong in 2021, in particular areas like software as a service, the internet of things, augmented and virtual reality, as well as tech enablement.

• There will also be several lasting changes as a result of Covid because of the increased rate of adoption of technologies that became a requirement to conduct business.
• We are going to see less of a budget for fulfillment, content delivery, and meetings. We’ll also see a reduction in travel expenses as meeting people and having conversations via Zoom becomes the standard.
• As a service provider, it’s going to be important to be able to deliver your services by embracing the technologies that your customers have been forced to adopt. You need to be on board with the evolution of how we are doing business or you will lose out to competitors that are.
• If you can humanize the existing tech experience within the tax resolution space it will be a major advantage.
• New platforms are always coming up. Clubhouse went from 3500 members at the beginning of 2020 to 1 million at the end of 2020. It’s important to be on places like Clubhouse, TikTok, Instagram, YouTube, and platforms like them even if it’s not a lead source for your business. The credibility of meeting your customers where they are and joining the conversation is going to be very important for the growth of practices going forward.
• Technology platforms can be even better than meeting clients in real life because it’s easier to control the environment. Instead of the standard presentation, platforms like Zoom can go beyond just broadcasting.
• Building a studio or investing in some basic equipment can take your ability to create virtual events to the next level, and if used well can pay off handsomely.
• In 2020, Roland closed over $2 million in sales at a completely virtual event by using Zoom breakout rooms.
• Hospitality will make a comeback in the future but it will require those businesses to increase the level of their service, if they don’t it’s not likely that they will survive.
• Tax practices are notorious for not communicating with their clients. It’s crucial to keep the lines of communication open and a lot of practices are starting to realize this.
• Not only should you be communicating, but you should be communicating to start a conversation so that you create an interaction that can lead to a sale. Breathe some personality into your communications and that can lead to generating 2x-3x the revenue.
• Measuring your Net Promoter Score and Customer Satisfaction is very valuable information that businesses should be paying attention to. If you’re open to it, that information can reveal where your business is falling short.
• An existing customer is worth 9 times more than a new customer, if you’re not focused on your existing customers you’re missing a huge opportunity. The magic is the people already within your tribe.
• Get someone to do your content for you, but answer all your messages personally.
• You must take massive action if you want to see big results.

Mentioned in this episode:

Michael Rozbruch's Tax & Business Solutions Academy

Roland Frasier's Business Lunch Podcast - businesslunchpodcast.com

facebook.com/RolandFrasierPage

twitter.com/rolandfrasier

linkedin.com/in/rolandfrasier

Roland Frasier's YouTube Channel - youtube.com/channel/UC9cUjWtqawvdM6K632PvGow

instagram.com/rolandfrasier

Raised in poverty and surrounded by dysfunction, Andre Norman gravitated towards his neighborhood gang and eventually found himself facing over 100 years in a maximum security prison. Andre had an epiphany in prison, chose to seek success through education and achieved what everyone thought was impossible.

[2:00] As the Ambassador of Hope, Andre was instrumental in ending the protests in Ferguson, MO and is now a highly sought after motivational speaker and consultant.

[3:10] Mentors were the one thing that changed the direction of Andre’s life. Andre found a mentor in prison who challenged him to be a better person which put him on a different path. He took that challenge and redesigned his life in a way to work towards making himself and other people better instead of fighting.

[5:55] Being told what to do can sometimes lead to resistance. It all depends on who’s bringing you the message. It’s not what’s being said, it’s who is saying it. Andre didn’t see his mentors as competition so he was much more receptive to what they were trying to tell him.

[7:50] When you have people that you revere and respect and they speak to you, you hear what they have to say differently. It took time for Andre to change, but he stuck to it for eight years while in prison and put in the work.

[9:45] The underlying issue for people suffering from addiction is that they are being told what to do without the necessary connection. When Andre is helping people deal with addiction, he wants to know what they are running from because there is always a pain that is driving the addictive behavior.

[12:20] Oftentimes the addict is not being heard, they’re being treated, and what they need is to connect with another person who cares.

[13:25] It’s not always a traumatic experience that causes issues for people. Andre tells the story of how something simple led to his son feeling slighted and how without a conversation about the problem, it could have led to years of disconnection.

[17:15] It doesn’t always have to be catastrophic, it just has to feel that way to them. Check in periodically with the people you care about, especially if you feel tension in the relationship. Something simple, like making a promise and not delivering on it, can be the beginning of the end if you don’t address it.

[19:15] What you want from the world is what you should give to the world. You reap what you sow. Be a vessel and pass on what you know can help other people. The question is “Are you willing to pass your knowledge on?”

[25:15] Anyone can connect with Andre by sending him an email. Even if Andre can’t help someone directly, he’s usually willing and able to talk and point people in the right direction. For people suffering from addiction, he focuses on finding out what the problem is, not what people think the problem is. It’s common for parents to see the symptom of the problem and want to fix that, but if you fix the ‘why’ the problem will correct itself.

[28:10] As a child, Andre had negative influences in his life that taught him exactly how not to act. His father taught him it’s okay to quit, because he walked out on his family, and it’s okay to hit people, because he was violent towards Andre’s mother. He had a number of great people in his life but the negativity overwhelmed the positivity and put him on a bad life path.

[31:00] Through the lessons that Andre has lived, you can draw the line to your own life. Those lessons are applicable beyond the world of addiction and trauma. Think about what he is saying and look for areas in your life to which you can apply Andre’s experience.

[34:05] The biggest hurdles for people making a positive change in their lives are denial and courage. Nothing will change until the unspoken is said. Until you can admit that you have an issue, your life will remain the same. Andre started off by taking an inventory of who he was and began addressing each of those things one at a time.

[35:45] Write down who and what you are. Make it external because the reason that you are not succeeding right now are the things on that list. Andre went down his list and as he checked them off, the burden he felt became lighter and he could see life with a greater clarity. Write down what you want to grow into and then put in the work to make that happen.

[38:20] Are you walking around with cement shoes on? The world is passing you by and you won’t be able to participate because you’re unwilling to do the work to remove your burden.

[39:35] The truth is that you can make a positive impact on the world. Get educated, build a company as big as possible, and help as many people as possible. The more you go out of your way to help others, the more that will come back to you in a way that you couldn’t imagine was possible.

[41:25] Make friends with people for no reason other than to be connected. The goal of the world is to make it a better place. When you’re at a funeral the things we should be doing in our lives becomes clear, do those things. Don’t be the person who dies with regrets.

[44:20] Covid-19 has forced people to stand still. Technology has changed the world in recent years but one positive result of the pandemic is forcing people to slow down and live life more consciously. The small things have taken on a greater significance.

Mentioned in this episode:

Michael Rozbruch's Tax & Business Solutions Academy

Ambassador of Hope: Turning Poverty and Prison into a Purpose-Driven Life

andrenorman.com

The Tax Resolution Success Summit Virtual 2020 is the country’s only direct response marketing, sales, and business mastery event that’s 100% devoted to starting or scaling a lucrative tax resolution business. This is a full-on live studio production where we’ll do everything we planned to do in-person. Many of our expert speakers will be in studio with me to deliver high-value, actionable content that you can implement immediately. We will have a vibrant, FUN, educational, and interactive networking event including a Virtual Exhibit Hall with all our great sponsors too. You’ll get your questions answered live, by me, and our other experts, as if you were right there in the room with us.

Check it out here www.rozstrategies.com/virtual

Paul Colligan has switched seats with Michael for this episode of the podcast to ask some very important questions about the future of the tax resolution industry.

[1:15] How do tax resolution practitioners get ready when we don’t have an idea what’s going to happen in the world of taxes over the next 12 months? Michael has experienced three major downturns during his 22 years in the business, and in his experience the years following a downturn are major opportunities for tax resolution.

[2:40] Pre Covid-19, there were 13.2 million people already identified by the IRS as owing taxes. There will probably be another 10 to 20 million more collection cases coming up over the next few years.

[3:15] We are going to see the largest influx of payroll taxes cases coming down the pipe very soon. The IRS is the only creditor in the world that can pierce the corporate veil without a court order, and this may lead to an additional Trust Fund recovery penalty tax case for every payroll case.

[5:00] There were 30 million people that were planning to file on April 15th, but the filing date keeps getting pushed back. What’s going to happen to those people who won’t have the money to pay their taxes once it finally comes due?

[5:55] The IRS isn’t closed; they’ve just reduced their activities, but when July 15th comes around and everything goes back to business as usual, all hell is going to break loose.

[7:10] Michael teaches his members to never take their foot off the marketing gas pedal. When things get slow that’s when you should double down on your marketing to keep your pipeline full. When the floodgates open people are going to be turning online for solutions and if they can’t find you, they can’t retain you.

[8:40] It’s more important than ever to have an online presence right now. Now is also the time to negotiate rates with radio companies as Michael hasn’t seen advertising rates this low for 18 years. Radio stations have inventory to sell and will be looking for ways to raise revenue so incredible deals will be available over the next couple of months.

[11:10] The government is hungry and they’re going to be closing in soon. The tax resolution specialists that embrace marketing and make it the overarching umbrella for everything they do are the ones who are going to profit.

[11:45] Most CPAs and enrolled agents believe that if they went to the best school that it guarantees success, but it doesn’t. In today’s world, marketing is what guarantees success.

[12:35] If you’re in business, you’re in sales whether you realize it or not. Many people have a mindset issue around their business and marketing. They believe their deliverables are primary, but they have to come secondary to the marketing if they want to create wealth and become rich.

[13:15] One of the major opportunities for tax resolution specialists lies in calling their past business clients and helping them understand what assistance and relief programs are available to them right now. It’s also the perfect time to help your clients do some financial planning in reverse and put them into the best situation they can be to minimize their tax settlement. There are a number of tips and tricks that you can do right now with your clients because you have the luxury of time.

[17:05] There are a number of opportunities for accountants to help their clients get what amounts to essentially free money.

[18:30] The SBA/PPE is not a long-term business strategy. If you haven’t done it yet the window of opportunity is closing.

[19:55] The effects of the 2008 recession on Michael’s business lasted for three years. The same is likely to happen this time around. IRS problems have the habit of percolating over time. It may take some time for them to find you, but eventually they will and you need to be prepared.

[21:40] Michael is telling people that focus on tax preparation work to begin looking for additional streams of income. Tax preparation was already commodified before Covid-19, and if it’s your only stream of revenue you need to expand your offerings now.

[22:50] Michael helps licensed professionals start a tax resolution business from scratch, or if they already have a business, how to grow it to the level they’ve been hoping to achieve. He teaches the whole business of tax resolution from generating leads to closing clients and delivering the service.

Mentioned in this episode: Michael Rozbruch's Tax & Business Solutions Academy