Tax Resolution Success Show

You can be the smartest person in the world but that doesn't guarantee success. The most successful people today share one common trait which is hard work.

[3:15] Peter Marchiano is a CPA and started his accounting practice in the 80's. As technology became more of a factor he realized that he couldn't provide a lot of value with compliance work. While at an accounting seminar he listened to Michael talk about tax resolution and that lead to Peter getting into the tax resolution business.

[5:25] Being able to turn someone's life around by helping them through the tax resolution process is a big part of the value of the service and ultimately what inspired Peter to get started.

[6:50] Before hearing Michael speak, Peter didn't really have a tax resolution practice. He helped people with similar situations but didn't really understand how it was done and ended up doing the work for a fraction of the price. Once he went through the program Peter realized what kind of a gem that he had on his hands.

[8:35] 95% of CPA and agents do tax resolution work without even realizing they're doing it. They find it miserable because dealing with the IRS is difficult when you don't know what to do.

[10:15] In 2019, Peter has done $123,000 in revenue, a big portion of that is deferred revenue that will go into the bank account automatically. Peter is now able to plan out his business because of the cash flow that's built-in.

[14:15] Always have your phones answered live because a lot of the people that have tax problems are not sleeping at night. Just by following a simple script and answering the phone live you can win over most clients.

[17:30] When Peter first saw the fee schedule he felt like there was no way he could charge so much money. When you position yourself correctly the client's are coming in having pre-sold themselves already so at that point price isn't really an issue.

[19:50] There are four phases to high ticket selling and one particular phrase that you can use between the first and second phases that turn the process around and gets the client to try to convince you to take their case. Just have a conversation with the prospect to see if you can help them instead of going for the hard sell.

[24:30] If someone is considering the tax resolution business, the best thing you can do is to check out the Tax Resolution Training system. If you're on the fence, make the jump and get started because you are not going to change anyone's life doing tax returns. Remember that a specialist always makes more money than the general practitioner.

[29:10] Peter rarely gets much push back on the fees during the initial consultation because of the way he leads up to the conversation in the first place. If you follow the system, by the time you get to the price they are already sold.

[31:30] 99% of the clients that you will deal with are good people that have run into tough times. Lots of people have had their lives ruined by the IRS simply due to an unfortunate circumstance and when you can help them out of that situation you become their hero. They also become a client for life that is going to refer everyone they know with similar challenges.

Mentioned in this episode: Tax Resolution Specialists, LLC Michael Rozbruch's Tax & Business Solutions Academy

Sandra Mullinax's husband Ken was a revenue officer with the IRS for seven years. After working with the IRS Ken approached Sandra about going out on his own to help people with tax resolution and they both decided to make a go of it. Sandra now helps Ken with sales and dealing with clients.

[3:40] Ken worked on what Michael calls "the dark side,", he was responsible for collecting, seizing property when necessary, and other similar tasks. Now, he's switched to "the light side" and helps people avoid these problems.

[5:55] Sandra and Ken worked for a national company that did the marketing and found the clients and then sold tax resolution cases to people like them. One day, that company stopped selling cases and the same day an ad for Michael Rozbruch's program appeared. They decided to invest in themselves and take their business into their own hands.

[7:30] Before working with Michael, Sandra and Ken were grossing $6,000 to $8,000 a month. Today their company grosses an average of $68,000 each month.

[9:45] Following the program was Sandra and Ken's key to their success. When Michael told them to market in a certain way, they put in the work and did it. Not putting in the work is the only reason that people will fail to build the business they want.

[12:10] Lead generation has a longer gestation period than direct response marketing. Direct response like paid search, adwords, and radio is the fastest way to grow your business but without an in-house system to convert those clients you will just flush your money down the toilet.

[13:40] Sandra is responsible for all the sales. That generally entails listening to the client's needs, and coming up with a game plan. People with tax problems don't know what to do, so you need to be the guide. Give them your fee and then show them your value.

[14:45] Marketing is getting people face to face with you or on the phone. If you do it properly through the lead generation methods they will be prequalified and predisposed to doing business with you.

[16:10] In terms of pricing, don't undervalue yourself. Don't be afraid to ask for the fee, because tax resolution is a life changing service. In one of Ken's cases the client owed over $800,000 and they settled the case for $25.

[18:15] IRS problems affect all aspects of a person's life. It affects their relationships and prevents them from thinking clearly because of the tremendous debt hanging over them. Tax resolution is an invaluable service to your community.

[19:45] The more strategies you have working simultaneously the more you will make in the business. Be online, offline, while sending mailers, newsletters, and networking and you will have more clients than you can handle.

[21:00] Sandra is very honest with their clients. Sometimes a person is not eligible for an offering compromise and a lot of companies will promise them they can without telling them what they need to do to become eligible. This can cost people thousands of dollars without resolving anything.

[23:30] Sandra doesn't use Michael's fee schedule because some of her clients fall outside the usual case template. In one such case the client owed well over $2 million and getting everything resolved involved a full one year audit.

[27:00] There is enough business for everyone. Tax resolution is a community and what one company can't handle they can pass on to someone with the right expertise that can.

[28:10] Currently, Sandra and Ken are marketing on multiple levels. They focus on referral networking, postcard mailings sent out to people on a lien list, social media, and Google adwords. Their online and offline strategies are complementing each other.

[29:55] If you're struggling or want to get into the business, you should take the roadmap and follow the steps. Educate yourself on how to do the marketing, the work, and how to be successful.

[30:50] Experts are always students first. There is no better investment than yourself and your future.

[32:05] Tax resolution is a community of professionals that work together to support one another and to help their clients.

[34:00] In the first year of following Michael's system Sandra and Ken had bought a lake home. At this point they are living a life they never believed they would have with the freedom to travel and have the things they always wanted.

Mentioned in this episode: Elite Tax Relief479-242-7499 to call Sandra Michael Rozbruch's Tax & Business Solutions Academy