Roz Strategies online newsletter for July and August 2018
The Roz Report
JULY/AUGUST 2018
888.670.0303 WWW.ROZSTRATEGIES.COM
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What Do Taxes and Wedding Dresses Have in Common?
1. Become a Celebrity One thing I teach is that you need to become the“go-to”IRS problem solver in your local community. What better way to accomplish this than by getting your own radio show or becoming a regular on someone else’s show. This gives you instant credibility as an expert, much like how“Say
This past spring, Roslyn and I flew out to NewYork to visit our daughter. Erica got engaged over the holidays, whichmeans she and Roslyn are in full wedding planning
mode. While we were out there visiting, Erica scheduled an appointment to look at wedding dresses with Roslyn at Kleinfeld Bridal. If you haven’t heard of this bridal boutique before, youmay have heard of the reality show set there called,“SayYes to the Dress.”You can Google it if not. I didn’t intend to go to Kleinfeldmyself. My plan was to walk around the City, find a good cigar bar, and have a stogie. But I decided to tag along. How often do you get to visit a snooty dress store in NYC, where the staff keep their noses up and try to sell you dresses way outside of your budget? At least, that’s what we thought Kleinfeld would be like. Instead, Roslyn and I were completely wowed by the exceptional customer service.
Yes to the Dress”shows brides around the world that Kleinfeld is the wedding dress destination. When you have guru status, prospective clients are muchmore open to listening to you and that means they are pre-sold and less fee resistant. 2. Make a Great First Impression From the moment we walked into Kleinfeld, I could tell this place was different. Their reception area was dressed to the nines, and yours should be too. Provide comfortable couches and refreshments, have a flat-screenTV playing videos of past clients giving testimonials, and decorate the walls with framed offer in compromise acceptance letters showing howmuchmoney you have been able to save clients, with the client names and SSNs redacted, of course. Make people feel comfortable and let them know they made the right choice by coming in. 3. No Pressure One of the best parts about Kleinfeld was the relaxing experience. There was no high-pressure sales at all. Our bridal consultant approached the interaction like she was trying to help us, not trying to sell us something. In tax resolution, we are offering our clients the help they need, so they shouldn’t feel like you are trying to pressure them into a sale. Learn how to conduct a sales consultation that doesn’t feel like a sales consultation. Your initial consultations should be, first and foremost, helpful and conversational. Wedding dresses and tax problem resolution don’t often overlap, but great customer service is an area everyone can AND should excel at. I’mglad I chose to visit Kleinfeldmyself. I got a great story
When we arrived for our appointment, we were greeted warmly by the two people at the reception area. They offered us water andmade sure we were comfortable until our bridal consultant arrived. She and Erica talked about what kind
of dress Erica wanted, what styles she liked, and what our budget was. The bridal consultant was so nice and helpful. We never felt rushed or talked down to, and all the dresses she brought Erica to try on were well within the budget. It was one of the most amazing retail experiences I’ve ever had! We felt really taken care of, and though we only went there for fun, Erica ended up leaving with her perfect wedding dress. That’s right. Erica really did say yes to the dress. After being there in person, I understand how Kleinfeld Bridal became a world-class bridal store. Besides the TV show, a lot of their business comes from referrals, and the outstanding customer service they provide almost guarantees people leave singing their praises. Their clever marketing strategy doubles as a lesson in customer service that everyone can learn from. Here are three big takeaways fromobserving Kleinfeld:
out of it for you and was there when my daughter found her wedding dress. The wedding is a year fromnow— July 2019—and I’m sure it’s going to be a great time!
–Michael Rozbruch
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FOOD FOR THOUGHT: BY ROSLYN ROZBRUCH It Takes a Village
I had a hard time writing my column this month. Not because I didn’t have something to say, but more like — should I share this or not? Then I realized, if there’s anything that’s universal with us all it’s the struggles we face in life. Of course, it’s one thing to undertake a challenge when it’s a goal you want to reach, and it’s another when life punches you in the face and breaks your nose. And this month, I’m talking about the blow to the face. Many of you have shared your life punches with me, and I admire your strength, courage, and grace for how you’ve handled them. Overall, I have to say my family and business are great. If you’ve read Michael’s cover story, then you know our daughter is engaged to a wonderful young man — that’s the good news. What’s interesting about life is it isn’t equal all the way around. So, while I’m celebrating on one side, I’m mourning on the other because my brother- in-law Bill, my sister Donna’s husband of 32 years, was killed in a car accident a few months ago. It’s my sister and niece, Sarah, who are doing most of the mourning, but for me it’s like a big elephant in the room to not say anything. I know I usually write an upbeat column, and this was hard for me to share, but more than the tragedy, part of life changing without a moment’s notice is how one moves forward afterward. My focus has been to be there for Donna, which includes spending time with her and Sarah, calling Donna on the phone, and listening to her rather than telling her what she should be doing. What I’ve noticed to be the biggest healing factor for anyone dealing with devastation is the people who show up for us without us asking. As soon as I heard the news of what happened to Bill, I drove straight to Donna’s house, and the first thing I noticed when I walked through the door of her house that ill-fated night was a room full of her close friends.
children, applies to more than children to me, because whether it’s a village or a community, having the support of others in our darkest hour is essential to healing. Donna has shared with me how much it’s meant to her to have her friends (and me too) take care of her in many ways, from bringing food to her house, picking her up to drive her somewhere, and much more. I understand how grateful she is for the people in her life because I also feel grateful for the friends I have in my life, especially my women friends who have been there for me not only when I’m celebrating life, but also when life has hit me upside the head. No one goes through life living it perfectly. It’s comforting to know that when there is tragedy on one side, there is love, caring, and support on the other side. It certainly gives me comfort to see how Donna and Sarah’s village was there for them then, and how they continue to be there for them now.
The phrase “It takes a village,” which Hillary Rodham Clinton is famous for saying in regard to raising our
–Roslyn Rozbruch
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PRACTICE CORNER FROM THE BY MICHAEL ROZBRUCH Benefits of Having a Brochure
Do you have a brochure? If not, you should put it at the top of your marketing strategies “to-do” list. Why is a tax resolution brochure so important? The No. 1 benefit of a brochure is it increases your opportunity to make a sale! The goal of your brochure is to get prospects to call you. A brochure is salesmanship in print and is a great way to communicate with potential clients. It tells them about the benefits THEY’LL receive when working with you. It’s like speaking to them in a way that they don’t feel pressured. Below, I’ve listed three more benefits to having a brochure: 1. It Positions You as an Expert When your prospects read your brochure that spells out your expertise, highlights testimonials, and talks about how you can help them, they will view you as the expert they want on their side. 2. It Increases Your Credibility A well-written and designed brochure pre-qualifies, pre-sells, and answers your prospect’s objections. It’s something they can take with them and read about you and your services at their convenience. 3. It Won’t Be Thrown Away People who have IRS problems will save and keep an attractive brochure with a strong headline directed at your target audience. People who keep your brochure will call you— which is the purpose of your brochure in the first place! Tips: You should distribute your brochures in as many ways and in as many places you can. Include a brochure in any type of direct mail marketing campaign you do. Display your brochures in your reception area, on your desk, and anywhere else your prospects might see them in your office. Send your brochure to anyone who requests information and in any mailing that goes out from your office. Leave
a brochure holder at other businesses that allow you to do it and stop in often to replenish. I used to place my brochures at car washes, truck stops, golf courses, dry cleaners — anywhere there was high foot traffic. Be creative. Post them on community bulletin boards.
Also mail your brochures out to all of your referral sources. Include a cover letter introducing yourself and your services. More Tips: • Be sure to include 2–3 testimonials in your brochures. If you are “endorsed” by any national/local personalities or celebrities, be sure to include this also. • A professionally done, tri-fold, glossy-paper, color brochure will generate more response than one that isn’t. • You can get these done and printed at Vistaprint.com for just pennies. I used to print 5,000 at a time for about $0.08 per brochure. (I couldn’t wait to run out and replenish these because that meant they were being deployed in the community, which also meant my phone was going to ring with qualified prospects.) Having a brochure is one of the easiest and most affordable marketing tools for you to implement. So, what are you waiting for? If you don’t have a brochure, be sure to create one and get them out in the world! Here’s to your success.
–Michael Rozbruch
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BECKY STEPHENS AND SUE TROOST SPOTLIGHT: EMPLOYEE
Friends? Co-workers? Psychics? Yes, yes, and yes!
Becky Stephens and Sue Troost, key teammembers of Roz Strategies, have been an important part of Michael’s and Roslyn’s lives for many years. As a matter of fact, Becky and Sue were friends with Roslyn long before Michael came along. It was the late 1970s when Becky and Roslynmet as students at cosmetology school. Becky recalls the day when they became friends.“I was crying because I had to do a perm,”Becky says, laughing.“Roslyn came over, grabbedmy hand, and taught me how to wrap a perm so I could give my client a perm the next day. We’ve been friends ever since.”While Roslyn went on to work in a high-end hair salon, Becky pursued a career in dance. Sue also has a cosmetology connection with Roslyn. They met in the early 1980s when both worked at the same hair salon. And Michael was about to enter the scene.“Roslyn came into the salon talking about a man she hadmet the night before,” Sue said.“Who knows how or why, but I said,‘you’re going to marry him!’”— to which Roslyn replied,“We just met!”Sue was right, and Michael and Roslyn were married in 1985. Sue was a bridesmaid, and of course Becky was at the wedding too! Becky married around that time too and eventually moved to Mendocino, a coastal community in northern California, where she bought a restaurant with her husband, and then sold it and worked in an art gallery. When she returned to Los Angeles in 2005, Becky went to work with Michael in his tax resolution firm. Her experience with tax resolution work comes in handy in her current role as Manager of Client Happiness. When you call the office, Becky is there to answer your questions and assist in any way possible—and, she says,“tomake you happy!” Sue alsomoved north to the San Francisco area in 1985 and worked as an escrow officer and a mortgage broker. She found her way back to Southern California in 2014, just about the time Michael and Roslyn were launching their company. Sue started working part time, but soon after was hired on full time. Now, as Project Manager, Sue writes up the Tax ResolutionTimes, a done-for-you newsletter, provides fulfillment of clients’orders, andmanages marketing and sales projects. Sue is most proud of how she has learned tomaster the company’s CRM system, Infusionsoft, which is often called confusion-soft.
Left Becky, Right Sue
Becky and Sue have become more than co-workers; they’ve become good friends too. Becky fielded this question first: How do you like working with Sue?“She’s the best co-worker in the world! I love working with her, and she makes coming to work a pleasure.” Sue’s answer to a similar question?“Ditto.”Sue went on to say that the two of them love to talk about food, their kids, and animals. Becky is mom to Matt, who lives in Seattle. Sue’s daughter, Evan, lives in Montana, and her son, Connor, lives in the Bay area. This dynamic duo has one more thing in common. They’re both sort of psychic. Remember Sue’s prediction about Michael and Roslyn gettingmarried?Well, Becky made one of her own, this one about Michael and Roslyn’s younger daughter, Erica, getting engaged to her fiancé, Ramsey. Roslyn and Becky had gone to Colorado to visit Erica during her senior year of college. They were taking Erica and her friends out to dinner, and when Ramsey called to ask Erica on a first date, she invited him to come along with the group. That night, Becky fell in love with Ramsey and said to Roslyn,“Erica shouldmarry him”— to which Roslyn replied,“They just met!” But, like Sue, Becky was right. Erica and Ramsey will be married on July 13, 2019. And just like Sue and Becky attended Michael and Roslyn’s wedding, they’ll be invited to Erica and Ramsey’s, although Sue won’t be a bridesmaid this time.
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GOT TICKETS?
Many of you have already registered for our upcoming Summit in Austin — but for those of you who’ve been thinking about it, now is the time to sign up before we sell out!
DATE: August 23rd–25th, 2018 Thursday, Friday & 1/2-day Saturday WHERE: Westin Hotel, Downtown Austin The 3nd Annual Tax Resolution Success Summit is designed to arm you with everything you need to quickly and easily implement Roz Strategies for fast growth! REGISTER NOW! rozstrategies.com/austin QUESTIONS? CONTACT: Becky: Becky@RozStrategies.com or Sue: Sue@RozStrategies.com
“I’m a CPA and an EA, and I exclusively do tax resolution. I met Michael about three years ago, and before I got into his program I couldn’t figure out the marketing. I knew how to do the work, but I just couldn’t get clients. But I bought his program, and I’ve learned to do the direct mail marketing, I’ve done radio marketing, and all I can say is what I’ve learned from Michael has saved my business. If you’re on the fence and wondering if this is the real deal or not, get off that fence, because it is the real deal. He saved my financial life, and I can’t say enough good stuff about him.” –Ken Mullinax, CPA, EA
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S H O U T
The Roz Team out to dinner and celebrating with Mastermind Members after a hard day of strategizing and working on their businesses.
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O U T S !
Patrick Noone
Congratulations to Thomas Gunther and John Laszlo who negotiated an incredible offer in compromise deal with the IRS on behalf of their client, The Gary Community School Corp, who owed back payroll taxes. The IRS forgave most of their $8.4 million debt and agreed to a payment of just $320,000. That’s a 96% reduction on the tax bill. The agreement also released the government’s liens on all Gary schools located in Chicago so that the school properties can be placed for sale. Amazing job! Congratulations and a toast to Ryan Mitchell on his upcoming wedding this August to Amy McNeece ! Kudos to Edmund Ricker for mailing out his Tax Resolution Times to his list. And also, kudos to Patrick Noone and Mathew Hazan for sharing that you laminated your Fee Schedule! Do you have a story or picture to share with us regarding something you’ve implemented, a client you helped with a tax problem, or anything else? If you do, email it to info@ RozStrategies.com , so we can send you a shoutout!
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11271 Ventura Blvd #612 Studio City, CA 91604 Inside This Issue pg 1 ∙
3 Lessons From Kleinfeld Bridal
pg 2 ∙ As I See It pg 3 ∙
From the Practice Corner
pg 4 ∙ Employee Spotlight pg 5 ∙ Save the Date pg 6 ∙ Shoutouts! pg 8 ∙ IRS Terror Tale of the Month
IRS Terror Tale of the Month America’s Grunge Queen Gives the IRS a Run for Their Money
The IRS has come looking for Courtney Love … again.
just three months after Love paid around $320,000 for unpaid 2012 taxes, and less than two years after she handed the IRS $266,000 for taxes she failed to pay in 2009 and 2011.
The former rock star, actress, and widow of Nirvana singer, Kurt Cobain, is used to being on Uncle Sam’s bad side. Starting
from her early days as a grunge rock star, Love’s many infractions include drug abuse, assault, failing to make court appearances, and one public outburst that led to her being banned from Virgin Airlines by founder Richard Branson. Between all these wild episodes, Love has also clashed with the IRS over unpaid taxes on three separate occasions. While the media doesn’t go into a frenzy over tax liens like they do drunken bar fights, the amount Love has owed would get anyone to sit up and pay attention. A tax lien from early 2018 indicates Love owes the IRS over $568,000 in unpaid taxes from 2016. This came
These unpaid taxes, in addition to Love’s many lawsuits, add up big-time. Love has reportedly lost about $27 million of what she called “Nirvana money.” “I know that’s a lifetime of money to most people, but I’m a big girl,” she explained. “It’s rock ‘n’ roll, it’s Nirvana money, I had to let it go. I make enough to live on, I’m financially solvent, I focus on what I make now.” Love sounds optimistic, but at this point, the IRS probably has her on speed dial. Hopefully Love will understand that it doesn’t matter how much money you make — if you fail to pay your taxes, you will end up in a world of hurt.
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