S H O U T
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It shows the client how you can help them. It convinces them you’re savvy enough to get their business.
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It helps you price the case.
Clearly, this is a win-win situation. But diagnosing a tax problem isn’t always easy. To help you run through all of the possibilities, we’ve put together a list of 14 vital diagnostics questions for our Roz Strategies members to ask duringMini 433- A Financial Consultations. This list helps you diagnose any tax resolution case and prescribe the solution, whether it’s an offer in compromise, an installment agreement, or a partial-pay payment plan. If you already have a copy of the list, consider this your reminder to pull it out and use it! If you don’t, there are plenty of ways to get one. I teach the whole process at our August Tax Resolution Success Summit, and it’s also part of the Tax Resolution Domination System&Toolkit. As you put the list into action, remember that how you start the conversation and the tone you use are just as important as the questions. One of my favorite ways to start a Mini 433-A Financial Consultation is with this transition statement, “Hey [client’s name], I’mnot sure if I’m the right guy who can help you solve your IRS problem. I don’t even know if we’re the right firm for you. But to see if I can help, would youmind if I asked you a few questions?” These sentences were worthmillions of dollars tome. They turn the tables, and all of a sudden, the prospect is trying to convince me to take their case! It’s what I call “take-away”selling. Add the 14 questions on top of that and you’re sure to turn this prospect into a paying tax resolution client.
Congratulations to Jesus Abikarram on your book, “Free Yourself From the IRS,” becoming a No. 1 Amazon bestseller! Kudos to R.C. Thornton for reducing his client’s tax debt of $900,000 down to $25,000! Congrats to Patrick Noone for speaking at the Realtor Association of Fox Valley, and we especially like your slogan, “Want the I-R-S off your A-S-S?” High-five to Tracie Lowe for receiving an amazing testimonial from one of her clients, who posted a picture of Tracie’s Client Care Package materials on
Patrick Noone telling it like it is!
Facebook bragging about the “lovely care package” she received and how much she appreciates how her CPA is always taking care of her. High-five to Myrna Arroyo for retaining a new client for $20,000 who has a 941-payroll tax issue. Congrats to Kristen Cunningham for signing her first tax resolution client! Way to go Beth Gray for receiving a referral from an attorney from her PTIN mailing! Keep sending out those referral letters — direct mail marketing is a marathon, not a sprint! Congrats Guy Finocchiaro for signing a new client for $22,000 to settle an offer in compromise for
Who knew you could learn somuch about tax work from a 1968 Oldsmobile 4-4-2! –Michael Rozbruch
6 • www.rozstrategies.com
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