Congratulations to No. 1 international bestselling author Antonio Nava for the release of his new book, “Unlimited Options: How to Solve Your IRS Problems Without Losing Everything.”What a wonderful accomplishment! Kudos to Joe Aguilar for selling his tax prep business and focusing strictly on tax resolution. Very exciting! High-five to Greg McCauley for signing six clients in two days with fees totaling $75,000. Way to go, Arthur Lee , for implementing his first case charging $5,000 down and $5,000 a month until the resolution is completed. Kudos to Joaquin Torres for retaining several new clients and closing $35,000 in fees in one week and for writing off $17,000 of tax debt for a client, with the potential to write off another $9,000! Congratulations, Guy Finocchiaro , for negotiating his client’s installment agreement to $86 a month on a tax debt of $96,000 and saving the client $86,000! High-five to Patrick Noone for signing a client for a $21,000-plus fee with a $7,000 retainer. Good insight for saying, “How long do you think that would take to make the same amount doing tax prep?” Kudos to Frances Tomes for retaining a client after 15 months of following up with newsletters, monthly calls, and informational packets and receiving a fee of $16,600! As the Roz Man says, “The money is in the follow-up!” Way to go, Beth Gray , for receiving her second referral from one CPA on her PTIN mailings. Keep sending out those referral letters! SHOUT
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The “What’s in It for Them?” philosophy permeates everything we do. For example, if I were to approach a potential joint venture partner, I wouldn’t lead with the question, “Hey, would you promote my webinar? I’ll give you a 50% split!” Instead, I’d start by asking if there was anything I could do to help them. If they shared an idea, then I would bring up the webinar. Joe Polish describes this difference as building a “connection” versus a “CONnection.” Connections are authentic relationships. CONnections are superficial, transactional, and unsatisfying relationships built on self- interest. Avoid them at all costs! I highly recommend taking this approach in your tax resolution business. Not only is it helpful in a networking setting, but it can also help you convert more prospects to clients. All you need to do is reframe your mindset. Next time a consultation pops up on your calendar, don’t go into it thinking, “Oh man, I hope this person becomes a paying client.” Instead, enter the room with the goal of helping that prospect as much as possible. Put your ego aside, show empathy, listen, and solve problems (tell them what you’re going to do, but not how you’re going to do it) with them collaboratively. If you build rapport and put the prospect’s needs first, they’ll be much more likely to trust and hire you. I got so much value out of “What’s in It for Them?” that Roslyn and I have purchased copies for all of our Founder’s Mastermind and Platinum Mastermind members. If you are a Mastermind member, keep an eye on your mailbox for your book! If you’re not a member of one of those Masterminds, I still have good news: You can find “What’s in It for Them?” today on Amazon or GeniusNetwork. com and access all of Joe’s wisdom that way. I hope you take his advice to heart and change your approach to business. You’ll form deeper relationships, convert more prospects to clients, and
It’s great to see Roz Strategies Members meeting up with each other in other places. Thanks for sharing your pictures!
Saadai Douglas, Yvette Best, Peter Marchiano, and Melinda Tolbert at the ASTPS Super Conference, Orlando
Crystal Cavanaugh and our own John Israelian with a Roz Strategies booth at the ASTPS Super Conference in Orlando
find more meaning in your work. There’s no better way to start a new year. –Michael Rozbruch
6 • www.rozstrategies.com
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