Roz Marketing July/August 2017.

Roz Marketing's online newsletter for July/August of 2017

JULY/AUGUST 2017

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Last Chance!

ARE YOU REGISTERED FOR OUR TAX RESOLUTION SUCCESS SUMMIT?

Roslyn and I recently attended one of our favorite events, Brendon Buchard’s High Performance Academy. We’ve been to this event in the past and learned a great deal about how to make the best use of our time and been motivated to be our best selves. The previous year’s event was so beneficial that this year we decided to close the entire office — which we rarely do — to bring the whole team. We aren’t able to bring the team to every event, but when it’s a big one that really influences the way we do business, I feel it’s important to include key members of the team. By the end of High Performance Academy, our team understood a lot more about why we run the office the way we do, and this new understanding put us all on the same page. Since then, I have even heard our team using some of the catchphrases we picked up at the seminars and workshops. Roslyn and I usually learn a lot at the events we attend, which is why we put a great deal of effort into the events we offer our members. Our next event is in August, and we’ve been planning the Tax Resolution Success Summit for months! Members who attended our event last year in San Antonio know how big a success it was, and this year, we have really taken it a step up. I will be delivering training sessions focused on generating leads, getting your individual marketing plan in place, teaching you and your team how to handle incoming inquiries from potential clients, knowing which questions to use to determine if a potential client is a qualified lead, and figuring out what you need to adjust in order to achieve your business goals. You’ll also learn

how to conduct the initial consultation, increasing your rate of getting retained. This year, I am also excited to have a keynote speaker for the first time. Kute Blackson has been a motivational speaker for 15 years. At our event, he will be highlighting the intrinsic value practitioners enjoy when they help their clients get out of financial messes. Plus, we chose to host our event in Nashville, Tennessee, the music capital of the world. The hotel is walking distance from all the restaurants and honky-tonk fun Nashville has to offer. After you spend the day learning how to supercharge your business, you can cut loose and have some fun in the evenings. The High Performance Academy event we attended ultimately doubled as a team bonding experience when we all went out for dinner every night and got to enjoy ourselves outside of the everyday office environment. The Tax Resolution Success Summit is Thursday, August 17, and Friday, August 18. If you haven’t already registered, I highly recommend you do so right away before seats sell out! Our members enjoy a special discount, which will extend to any team members you bring along for the ride. Roslyn and I love hosting events like this because it gives us the opportunity to meet and connect with our members in a way we aren’t usually able to. I look forward to seeing everyone there!

– Michael Rozbruch

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FOOD FOR THOUGHT:

3 WORDS TO CHANGE YOUR LIFE FOR THE BETTER

BY ROSLYN ROZBRUCH

If I were to tell you I knew three words that could change your life for the better, would you want to know what they are? You might be wondering, “How can three words change my life, and what would I need to do to make that happen?”

I learned about these words over a year ago from reading a book called “The Charge,” by Brendon Burchard.

Think of three words that will be your standard of who you want to be and say them every day. Mine are: focused, disciplined, and confident.

Brendon is a motivational

speaker, trainer, and coach. He has written

can say them as you drive to work. If you forget to say them in the car, you can say them in your head as you are standing in line at Starbucks. If you do a downward dog stance at Starbucks, people will know you are doing yoga. If you say your three words in your head, no one will know. When I first started saying my words, for the life of me, I couldn’t remember them. I’d wake up, and I just didn’t know what they were. It was like my brain didn’t want to work so hard to be doing all of this changing, so it refused to remember them. Of course, I know them now. In the past year that I have been saying them, I have seen a change in myself. Every day, I am becoming more of the person I want to be, and it’s empowering. Let me share words others have used: present, enthusiastic, authentic, compassionate, helpful, connected, courageous, and fearless. Here is my challenge for you. Choose three words that define the person you want to become, write them down, and, for the next 30 days, say them every

books, created online training programs, and puts on events like High Performance Academy, a conference where he teaches the same principals he writes about in “The Charge.” In his book, Brendon says to pick three words to describe the person you want to be. He writes, “Select and commit to three words that will define the trait of who you are as a person … and by defining the words of who you want to be, you will be more likely to enact that trait in your life.” Think of three words that will set the standard for who you want to be and say them every day. Mine are: focused, disciplined, and confident. I start my day by saying them: “I am focused, I am disciplined, I am confident.” I say this several times, and I say them with intent. Here’s an important fact for you to remember when choosing your words. Ask yourself, “Why are these words important to me? Once you decide what they are, write them down. I don’t care if you store them in your phone, write them in a notebook, or tattoo them on your body. If you don’t write them down, chances are you won’t remember them, and if you don’t remember them, you can’t say them! This is a simple and easy practice to do. This might even be the easiest self-improvement technique you will ever learn, and you can do it anywhere, at any time. If you forget to say them in the morning, you

morning — several times, with intent, like a mantra — and I guarantee that after 30 days of doing this, you will see how you are becoming more of that person you want to be, and how your life has changed for the better because of it. – Roslyn Rozbruch

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PRACTICE CORNER FROM THE

A relatively new site online that can deliver you very good leads is called Thumbtack.com. Thumbtack helps you find new clients to grow your business. The process is simple. Customers or potential clients tell Thumbtack about their individual tax problem-resolution needs, and Thumbtack sends you, the professional, details of their requests for free. There’s no charge for that. If it looks like a fit, you respond to the potential client with a customized fee quote, and you work out all the details with the customer. So, how does it work? Thumbtack, as I said, sends you customer requests. Customers or consumers come to the Thumbtack site looking to hire tax professionals to help them accomplish their personal tax issues. They answer specific questions about their needs. Thumbtack reviews every potential client’s information to ensure that it’s legitimate. Now, you decide which ones you want to respond to. They send the potential client your request via email or text message, in hopes of directing them to experienced professionals like you. If you’re interested in working with that particular client and you’re

qualified to do the work, you can respond by sending a customized fee quote to the taxpayer. Your customized fee quote will include a personal message, a bio, and a fee estimate. Thumbtack sends your Thumbtack profile, containing your past work experiences, qualifications, contact information, and reviews, with your fee quote to the potential client. You pay Thumbtack only when you send a quote with Thumbtack credits. It’s a really nifty site; I know I’ve seen a lot of folks using it. Practitioners are getting clients with this, and I know that it could work. Now, typically one to two or even three or four professionals will also respond to that same inquiry. The potential client compares those quotes and decides who to contact, and that’s why your profile and bio are very, very important. You and the potential client work out all the details through Thumbtack, over the phone, or in person, and then, when you’re retained, you let Thumbtack know, so they can improve your chances of getting your next new client.

– Michael Rozbruch

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Alissa Hollinger chose accounting for an interesting reason. She thought it would give her more time to spend with her young son. At first, she pursued nursing as a career, but life has a funny way of redirecting one’s path. “My son came down with pneumonia,” Alissa recalls, “and I withdrew from my nursing classes to take care of him. When I went back, I decided nursing wasn’t for me. I wanted to be able to take care of my son when he needed me. I switched to accounting, and I just fell in love with taxation.” Of course, tax season was a wake-up call for Alissa. As all tax accountants know, making time for one’s family from January 1 to April 15 can be a challenge! Alissa became interested in tax resolution after hearing Michael speak at a marketing and technology conference. Michael told the participants that a small tax accounting firm is just one catastrophe away from going out of business during tax season. An illness or an accident in the family that requires the tax professional to be away from the office for even a few days can have a devastating effect, with clients lost forever. Alissa had a close call soon after that. “The conference was in January,” she says. “On March 31, my husband had to have surgery. Fortunately, most of my tax work was complete by then, but it was definitely a wake-up call. I knew Michael was right.” ALISSA HOLLINGER, CPA, CTRS, MASTERMIND MEMBER SPOTLIGHT: MEMBER

Alissa has been able to grow the tax resolution side of her business by marketing her services on talk radio. She has two offices, one in Sheridan and the other in Little Rock, Arkansas; and with Michael’s encouragement, she recently expanded her office space, so she can serve more clients. One client in particular stands out to her. “This client is an innocent spouse,” Alissa relates. “She is young and has children to support. Now, she doesn’t have to pay the $35,000 in tax liability that her ex-husband incurred. It’s nice to be able to help people because you have taken the time to learn the tax rules. Plus, we are up $80,000 for this tax season compared to last year, with $50,000 of that being tax resolution!” That is 61 percent up from last year. Alissa’s son, now 24, recently came down with pneumonia again. When complications set in, Alissa was able to leave her practice in her staff’s capable hands and be with her son. “My son told me he didn’t think I could come to help him during tax season,” she says. But this year was different, thanks to what Alissa has learned as an Insider’s Circle and Mastermind Member. “Now I can be a mom when I need to be a mom!” she exclaims. Alissa, third to right On the far left is Kimmy, who is the office manager at the Little Rock office and married to Robert, Alissa’s brother and Director of Marketing. Bonnie, on the far right, is the office manager at the Sheridan office.

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Last August, over 150 tax resolution practitioners, many of them VIP Insider Circle Members, gathered for our first-ever Marketing and Sales Confidence Building Boot Camp. This year’s Success Summit promises to be even better than last year! My goal for you at this event is that when you leave Friday afternoon, you have ACTIONABLE strategies you can put into practice Monday morning. We’ll also have some amazing speakers who are experts in their industry, and they will be sharing their secrets to supercharge your practice! Date: August 17 and 18 Thursday and Friday 8 a.m. to 5 p.m. both days Where: Hilton Garden Inn Downtown Nashville Keynote Speaker Kute Blackson is a visionary and transformational teacher and offers a fresh, bold look at awareness. All attendees will receive a copy of his new book, “YOU. ARE. THE. ONE.” There is nothing like being at a live event to motivate and inspire you, with an opportunity to connect with others in your industry. Also, there will be a VIP Insider’s Circle members-only lunch on Friday, as well as a cocktail party Thursday night! To learn more and register for the event, go to www.taxresolutiontraining.com/Nashville and follow the instructions. If you have any questions, you can contact Becky or Sue: Becky: Becky@RozStrategies.com OR Sue: Sue@RozStrategies.com — or call our offices at 888-670-0303! Looking forward to seeing you in Nashville!

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S H O U T -

Our last mastermind meeting was our three-day event held at the Hilton Universal. Once a year, we hold the three- day event, and we set aside a time for either a speaker to come and inspire the group or for us to participate in a fun activity. This year, Roslyn made arrangements for the group to participate in a team-building activity. We all went to Escape IQ, located in downtown LA, via party bus. On the way, Sue gave the group a tour of our City of Angels, pointing out favorite places to visit like The Staples Center, where the Lakers, Clippers, and Kings (but not the Ducks) play, the Walt Disney

Concert Hall designed by Frank Gehry, as well as the downtown men’s and women’s jail. One member said they visited there once (visited?). At Escape IQ, teams were given clues and had to work together to break out of one of three escape rooms in an hour. One team came close to busting out in time, but no one beat the clock. One member shared, “Being closed up in a room trying to escape it, I really got to see people’s real personalities and how they respond in a stressful situation.” Afterward, all 29 of us celebrated at Lawry’s restaurant in Beverly Hills, famous for their prime rib and spinning bowl of salad.

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O U T S !

Michael recently released his new product, the Audit Protection Plan (APP) System and Toolkit, this past January at our Marketing and Technology Extravaganza in Orlando, and he also hosted a webinar for our members. We’ve been getting some great feedback from those who implemented it, telling us that they’ve seen a nice ROI. Here’s a shout-out to a few of our members who have shared their success with us! Congratulations to Chris Churchwell , who collected an additional $60,000 this tax season from implementing the APP in his tax practice! He experienced a nearly 90 percent client participation rate . Way to go, Chris! Congratulations to Jeffrey Schneider , who had 88.8 percent of his clients take the APP. Kudos to Gay Geurin for passing her CTRS! Way to go! Well done, Peter Marchiano , who was retained by three new tax resolution $30,000! Peter collected $15,000 in fees up front with $15,000 in future recurring payments. He also did 106 tax returns in the same period, working 75 hours a week. The fees from the three tax resolution clients are about the same that 106 tax prep clients generated. Amazing! Peter is more excited than ever about the tax resolution business and is refocusing all his efforts and marketing toward tax resolution. clients in one month, using the Domination System for a total of

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11271 Ventura Blvd #612 Studio City, CA 91604 Inside This Issue pg 1 ∙ pg 2 ∙ Food for Thought pg 3 ∙

The Event You Don’t Want to Miss

From the Practice Corner

pg 4 ∙ Member Spotlight pg 5 ∙ Tax Resolution Success Summit pg 6 ∙ Shout-outs! pg 8 ∙ IRS Terror Tale of the Month

Love it or hate it, reality TV is a significant part of our entertainment culture. Some reality stars achieve celebrity status, while others are quickly forgotten the moment their show is canceled. In the case of Michael “The Situation” Sorrentino, from MTV’s “Jersey Shore,” we bet he wishes he’d been one of the forgotten, at least by the IRS. In 2014, Michael Sorrentino and his brother Marc Sorrentino were indicted for tax offenses, including conspiracy, filing false tax returns, and failing to file tax returns between 2010 and 2012. During this time, “Jersey Shore” was airing, and Michael earned a reported $150,000 per episode of the series’ three-season run, which amassed to a total of $8.9 million. This past April, a superseding indictment returned with additional charges against the brothers. Banking on Michael’s reality-TV fame, the Sorrentino brothers opened a number of businesses, including IRS Terror Tale of the Month FALSIFYING TAX RETURNS PUTS FORMER REALITY STAR IN A STICKY ‘SITUATION’

Situation Nation Inc. and MPS Entertainment LLC. When filing taxes for their companies, the charges state Michael and Marc would claim fraudulent business deductions, underreport net business income, disguise income payment, and understate gross receipts. Additionally, to avoid triggering banks’ reporting requirements on deposits of over $10,000, Michael would make several cash deposits of amounts less than $10,000 on the same day to different bank accounts. Marc Sorrentino is also accused of altering record books that had been subpoenaed by a grand jury. Michael and Marc both pled not guilty to these charges. The press release from the IRS states that, if convicted, the brothers both face a statutory maximum sentence of five years in prison for conspiracy and three years for each count of “aiding in the preparation of false tax returns.” Marc also faces a potential 20-year sentence for obstruction, while Michael himself could serve an additional 10 years for each structuring count and five years for tax evasion. Someone should have told “The Situation” that while reality TV might be fake, the repercussions of trying to deceive the IRS are very real.

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