EP30: How Much Should Tax Resolution Businesses Spend On Marketing? - The Answer
Tax Resolution Practice Trends Podcast
Hey, it's Michael Rozbruch here. Also known as the Roz Man. And I teach CPAs, enrolled agents, attorneys, and other tax professionals how to build and grow lucrative tax resolution practices. And I get this question asked so many times. "Mike, how much should I spend on marketing to attract a new tax resolution client." Well, the rule of thumb is if you're doing paid marketing like if you're doing direct mail or even radio, the rule of thumb is about 20% of your gross amount of money that you're going to be taking in should be earmarked for budgeted for marketing. For example, for one $5,000...
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EP29: IRS Commissioner
Tax Resolution Practice Trends Podcast
Hey, it's Michael Rozbruch here, also known as the Roz Man. And I help CPAs, enrolled agents, attorneys, and other tax professionals build highly lucrative practices by showing you how to add $5,000 tax resolution clients to your business. And the IRS just came out as they have for the last 20 years with their list for 2022 of their dirty dozen. And one thing on the list really upset me, and I find it offensive. And I think you will, too. And this was right out of the mouth of Charles Rettig, the IRS commissioner. He says that no one can get a better deal for taxpayers than they usually get...
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EP28: Million-Dollar Mindset for CPA Firms, EAs, & Tax Professionals
Tax Resolution Practice Trends Podcast
Hey, it's Michael Rozbruch here, also known as the Rozman. And I help CPAs, enrolled agents, attorneys, and other tax professionals build highly lucrative practices by showing them how to add tax resolution clients to their practice. And a healthy person has 1000 dreams. An unhealthy person has but just one dream. Let that sink in for a minute because we have to look at ourselves as the million-dollar racehorse. If we own our own business, a lot of people depend on us. Think about this. If you had $1,000,000 racehorse that every time he ran, he won $1,000,000 at the racetrack, would you feed...
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EP27: Always Ask For The Sale
Tax Resolution Practice Trends Podcast
Hey, it's Michael Rozbruch here, Creator of the Tax Resolution Domination System and Toolkit and Founder of Roz Strategies. When I started in the tax resolution business and had my initial consultations with clients sitting at the other end of the desk or on the phone, I would go through my repertoire and script. They were great candidates as the chemistry was great, and I wanted to work with them. However, I wondered why I wasn't retained by people I thought should be retaining me. I knew I could help them. At the end of my consultations, I would say, "Hey Joe, how does that sound to you?"...
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EP26: Managing Client Expectations
Tax Resolution Practice Trends Podcast
Hey, it's Michael Rozbruch here, Creator of the Tax Resolution Domination System and Toolkit and Founder of Roz Strategies. Let me tell you about a coaching call I had just the other day with a Platinum Mastermind Member. He said, "Mike, I have this situation where I got a client about eight months ago. When I had my initial consultation, they were a perfect client for an Offer In Compromise (OIC). They had a payroll tax situation, and now we're eight months into the case. I told him the range of the settlement based on historical experience. As I'm putting the package together with all the...
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EP25: Never Let A Client Hire You For Just Offer In Compromise
Tax Resolution Practice Trends Podcast
Hey, it's Michael Rozbruch here, Creator of the Tax Resolution Domination System and Toolkit and Founder of Roz Strategies. Never let a client hire you only for an Offer In Compromise (OIC). Look, only 30 to 35% at most of your tax resolution clients will qualify for an Offer In Compromise because there are stringent requirements to be eligible. So most of your clients are going to be Installment Agreement (IA), Partial Pay IA, Innocent Spouse Relief and Currently Not Collectible (CNC) clients. Here's the thing. When a client comes to you, and they're a great candidate for an...
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EP24: The Importance Of Mindset And Gratitude In Business
Tax Resolution Practice Trends Podcast
Hey, it's Michael Rozbruch here, Founder of Roz Strategies and Creator of the Tax Resolution Domination System and Toolkit. With all the stuff going on in the world right now, inflation going through the roof, paying more money at the grocery store, at the gas station and with wars going on, we got to remember a couple of things, guys. #1 We live in the best country on the planet. We value our freedoms and everything sacred to us here in this country. But here's the thing. When I get up every morning, without a doubt, whether I'm traveling on vacation or at home, I write out a gratitude...
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EP23: How to Respond To “Your Just Too Expensive”
Tax Resolution Practice Trends Podcast
Hey, I'm Michael Rozbruch, Founder of Roz Strategies and Creator of the Tax Resolution, Domination System and Toolkit. This is a much different sales objection than someone saying, "I don't have any money." OK? This is an objection where the person doesn't want to be taken advantage of. This is an objection where a person doesn't want to pay over what he thinks he should pay. So prospects who ask this don't want to overpay. They just want to feel that you're going to be taking care of them. So how do you answer that? Well, number one is you agree and affirm that, "yes, this is a lot of money...
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EP22: How Do You Guarantee Profits And Cash Flow?
Tax Resolution Practice Trends Podcast
Hey, I'm Michael Rozbruch, Founder of Roz Strategies and Creator of the Tax Resolution, Domination System and Toolkit. And how do you guarantee that you're going to have cash flow and profits next month? How do you guarantee that you're going to have cash flow and profits three months from now, six months from now, or even a year from now? How do you fill your sales pipeline? How do you monetize that pipeline and keep it full all year round? Now, just like oxygen is necessary for life. Marketing is the oxygen. Marketing is the fuel for your professional practice. Look, if you're paying 200 to...
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EP21: What’s The Difference Between a Transactional Versus a Relationship Sale
Tax Resolution Practice Trends Podcast
Hey, I'm Michael Rozbruch, Founder of Roz Strategies and Creator of the Tax Resolution, Domination System and Toolkit. And what's the difference between a transactional sale versus a relationship sale? What does this really mean? What does a transaction sale mean? What does a relationship sale mean? A transactional sale means I got to make the sale. I got to have this revenue. Versus a relationship sale is this: people want to be understood before they contract and hire you. People don't do business with you because they understand what you do.They do business with you because they feel...
info_outlineCoronavirus and Tax Resolution
“The ones who will profit the most during this crisis are the ones who weather the storm and don't retreat.”— Michael Rozbruch
The world is officially turned upside down, given the health hazards that the coronavirus is bringing. The stock market is going down. People aren't going to restaurants. We can't even go to the gym. Over 100 million Americans are under “stay at home” orders. Things are going crazy, and we know exactly how you feel. But what if we tell you that it's all about perspective?
In this episode, we’ll share with you how you can use the current situation to help your clients. Now is not the time to retreat. Instead, you need to adapt.
Part One of Coronavirus and Tax Resolution
Many of you prepare taxes, and perhaps you were squeamish about your data and files in the cloud. However, given the current Coronavirus situation, most people are working remotely. Ask yourselves, ‘wouldn’t it be better if you have everything in the cloud and that you can work and do tax returns from your couch?’ Using technology can make your entire team more efficient as well.
“I’ve been through two of the most horrendous economic upheavals of our time - 9/11 in 2001 and the Great Recession of 2008.” - Michael Rozbruch
Part Two of Coronavirus and Tax Resolution
Here’s another thing. Since most of us cannot have face-to-face consultations in the office, you should master selling using your phones. It is imperative for your practice to thrive, to learn selling over the phone. And once you accept that you will learn these skills, you will free yourself from the fear of losing clients.
Do not stop your marketing efforts. Many tax resolution firms will stop their marketing, and it can lead to their business drying up. Don’t let that happen.
“In the tax resolution world, bad is good. Good is bad. When someone’s financial situation is at their worst, that’s the time to approach the IRS.” - Michael Rozbruch (02:39 - 02:45)
Remember that when people are facing financial challenges, that’s the best time they need to approach the IRS with an Offer In Compromise. Even if America gives every household a check with a hefty amount, it’s not going to last for long. There will be a lot of brick and mortar companies that will stop their operations. They will not be able to withstand a two-week or 30-day shutdown. They will need your help!
The main thing to keep in mind is that business is not static, it's cyclical. The ones who will profit the most during this crisis are the ones who weather the storm and don't retreat. I am here to help steer that vessel! I genuinely believe, in my heart of hearts, that when this is over (and it WILL end soon), your tax resolution businesses will explode, and your clients will be grateful for your help!
Stay Healthy, Be Smart, Stay Focused!
About Michael Rozbruch
Michael Rozbruch, CPA and Certified Tax Resolution Specialist, a pioneer in the tax resolution industry, has a proven “in-the-trenches” track record as evidenced by accumulating 168 months over month consecutive revenue growth culminating in $23 million in revenue in just one year alone. 5 Surefire Steps for Attracting & Retaining A Continuous Flow of Pay in Advance IRS Tax Problem Clients Every Month. SAVE YOUR SPOT NOW! https://www.rozstrategies.com/live-training/