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The Roz Report
July/August/September 2024 888.670.0303 WWW.ROZSTRATEGIES.COM
ELEVATE YOUR EXPERTISE Proven Sales Techniques to Power Your Growth
When it comes to sales, it gets a bad rap among many professionals. Most practitioners think the key to success is having more knowledge and credentials listed after their name, and then wrapping those letters around their business cards. In fact, the opposite is true. When it comes to getting a client to retain you for a tax resolution case, you must organize and present your expertise, and state what you can do so clearly that the client is begging you to take their case by the end of your presentation. Rather than letting the prospect exit by saying, “Send me a proposal,” the practitioner’s last 10 words should be, “What credit card would you like to put that on?” Most practitioners don’t actually ask for the sale.
I was raised in the world of retailing. If a customer came into one of my father’s stores, my father taught me that, “They are not leaving without the cash register ringing. They’re not coming in to look. They’re not coming in to browse. They’re coming in to buy,” he told me. That has always been my mentality, which I teach to others. If someone is calling you with an IRS problem, they need help. If I received an inbound call from a prospective client, I don’t care if they have called three or four other companies before me. All I care about is that they have a problem, they reached out to me, and I know that I can help them.
People who devalue sales roles don’t know what a salesperson actually does. The definition of a selling is helping people realize a better future for themselves. The way I have always looked at sales is that I have a moral obligation to help as many clients as humanly possible because I know their situation will only get worse if they do not hire me to help them. I would be doing them a disservice if I let them walk out of my office, or leave the phone call without retaining me. Part of our year-long Founder’s Mastermind is teaching tax resolution professionals how to close the sale. At our annual in-person Founder’s Mastermind event, that we just held at the Sheraton Universal Hotel in Los Angeles, one of the days was an Immersion Sales Clinic Workshop. I shared a detailed, highly structured consultation script I created for the consultation phone call or face-to-face meeting. I then had everyone break out into groups to practice using the script. On our bonus day, we invited our keynote speaker from our last Success Summit, Diamond Dallas Page, Hall of Fame WWE wrestler, three-time world champion, and yoga school owner — (yes yoga!) to give an inspiring and motivational talk. We sent everyone a copy of his book, “Positively Unstoppable” prior to the event, and many brought their books and had Dallas sign the book or took pictures with him. Continued on Page 6 ...
Founder’s Mastermind 2nd Annual Event
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FOOD FOR THOUGHT Dear Jordy
are and everything you’ve done as you fight for your life. I admire how you post on Instagram and TikTok and share what you’re going through in order to help others. You even posted a few segments of what not to say to someone who has cancer. One of the things not to say is, “Everything happens for a reason.” I remember talking to you about that and saying definitely not everything happens for a reason. It’s more like, when something bad happens, what do you do with it? What you’ve done with your situation is incredible, as you’ve given to others in a selfless way. When your two good friends Harell and another Alex competed in an Iron Man to raise money for you, you said you wanted it to go for something bigger than yourself, something to help many people, and donated the entire $46,000 plus raised to go to glioblastoma cancer research at UCLA. Then, you created a podcast with Erica called “Grief Street,” in which you both shared your personal stories and invited others to share their stories of grief. Things were starting to get hopeful as your hair started to grow back and you adjusted to your life with GBM. And then, at your last MRI scan, something showed up. You talked to doctors, had another scan, and on the day we were to head out for our annual grammy-daughter- grandchild getaway in San Diego, it was confirmed the tumor was back. You didn’t want to spend the next three days in San Diego. Who could blame you? Besides, you had to talk to doctors and make some decisions quickly. But Alex and especially Erica didn’t want cancer to make the decision. Cancer had already created so much damage and heartache. We all went, and you brought your husband Hank along to help. And even with the bad news, we still had fun. It was the three little ones playing together that made it all worthwhile. I’m glad you were accepted into the clinical trial at Boston Medical Center. Your family and friends are rallying around to
help you as you need to be in Boston for three months. I know Alex will take good care of your son when you’re away, and I’m glad that Erica set up a GoFundMe page for you and was able to help raise money for you to be able to go to Boston for your trial and for all the other expenses. Jordy, it’s so hard to say everything I want to say in a one-page article when I want to say so much more. You have handled the worst news with grace and strength. I admire you for putting your story and everything you’re going through out there to help anyone else who is battling glioblastoma or any other type of aggressive illness. The power of words and prayer is one of the conversations we’ve talked about many times. I even gave you a “MyIntent” bracelet with the words “Miracles Happen” on it because miracles do happen. Jordy Glassner, as you continue as a warrior in your David versus Goliath battle, I pray for a miracle for you every day, and I’m asking others to say a prayer for you, too. Someone gets a miracle, I’ve seen them happen, and I want that person to be you. For anyone who would like to donate to Jordy Glassner, the link is GoFund.Me/6e900a2c . Find “Grief Street” on Spotify, YouTube, or wherever you get your podcasts: Open.Spotify.com/ show/2Jq0OUD6HyjRLtTGh7VtUt . –Roslyn Rozbruch
Dear Jordy, I’ve written to you many times these past nine months. I started doing this soon after your surgery for glioblastoma (GBM), where you had a cancerous tumor removed from your brain. When I heard you needed to go to radiation every day, I volunteered to drive you to your treatments for the first four weeks. Every Monday through Friday, I’d pick you up at your house, and I’d have a gift to go with the Dear Jordy letter I had for you. Every letter had a food for thought theme, something written from my heart to inspire you. The gifts were also tied to a weekly theme, like one week was called: “Comfy, Cozy Gifts for Jordy.” Everyone who knew you or your situation would tell me how thoughtful it was for me to drive you. Yes, I did it to help you, but Jordy, I really did it for me. I wanted to drive, talk, and spend time with Jordy Girl, the name your mom calls you. I’ve watched you grow up with my daughter Erica and Alex, three best girlfriends from first grade, who are still best friends in their 30s, with children of your own now who are also friends. And such close friends as the three of you are, that many years ago, Alex had “JAE” (Jordy, Alex, Erica) tattooed on her body. When the three of you became besties, then the moms became friends, and we’ve celebrated so many milestones, holidays, and even just regular days together. When you were in high school and your mom Sue wanted to take you to Nashville because it’s a town she loves so much, Lisa (Alex’s mom) and I invited ourselves to join you both. It started a theme that we picked up three years ago and now call the grammy- daughter-grandchild-getaway.
While battling this very aggressive and evil cancer, I’ve seen what a warrior you
Grammy-Daughter-Grandchild Getaway, San Diego
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From the Practice Corner: HOW TO AVOID AND RELEASE LEVIES
After a four-year break, ACS (Automated Collection Systems) is preparing to resume sending automatic levies, which means a wave of anxious taxpayers will be looking for your services. The fastest way to retain a client is if they have a levy on their account. Here is what you need to know about how to avoid and release levies: If a client is in collection and at risk of a levy, it is possible to prevent the levy. Avoiding the levy requires minimal resources, whereas releasing requires significantly more effort and resources. It is essential that you determine whether a Final Notice of Intent to Levy (either an LT11 or Letter 1058) has been issued. Be aware that many notices now labeled as “final reminder” may appear to be final notices but are not. Reviewing transcripts is the most reliable method to confirm if a final notice has been issued. The first way to avoid levies is to obtain a 30- day collection hold. During this period, no levies, garnishments, or liens can be placed on your client’s account, giving you time to file returns and gather financial information. You can also file a CAP Collection Appeal Request using Form 9423. This process prevents the IRS from taking any levy action and does not toll the Collection Statute Expiration Date (CSED). However, it does not get any levies released. Your third option is to request a Collection Due Process (CDP) hearing within 30 days of receiving the notice or an equivalency hearing within one year of the final notice which stops collections and ensures that the IRS will not levy, lien, or garnish anything with the client.
fully pay the owed amount. This strategy is particularly effective if your client’s CSEDs are set to expire in the next five months or less or if the client is in escrow and cannot afford any liens or levies during this period. However, this option can only be used once. Another way to avoid a levy is to file an Offer in Compromise. The OIC unit places a code on the account preventing any levies or garnishments. However, an OIC will not release an existing levy. Lastly, filing for bankruptcy can stop a levy, but this is a drastic option reserved for limited situations. If avoiding a levy is unsuccessful, there are several methods to release it. The first approach is straightforward: Ask a revenue agent to release it. This interaction can reveal the agent’s mindset — some may be more inclined to blame your client, while others might be willing to assist. If the first agent you speak to is unhelpful, you can always hang up and call back to speak with another agent. Another method to release a levy is by entering into a payment plan, which works especially well for wage garnishments. Once a payment plan has been established, it automatically releases the levy. A third option is to prove hardship. It’s crucial to exercise caution when submitting the financials prematurely, as it could lead to a partial release or a modified bank levy release. For instance, they may release a limited amount, such as $1,000 for rent or $300 to cover a utility that has been shut off. Knowing how to protect your clients’ money is part of your job. Employing these strategies when appropriate will help you avoid or release levies and be a hero to your clients. –Michael Rozbruch
Fourth, you can request a 180-day extension to full pay, which puts a hold on the account with a commitment to
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FOUNDER’S MASTERMIND MEMBER SPOTLIGHT Daniel Cotts, Attorney
For Daniel Cotts, the question was never if he would work in tax resolution, but instead, how to break into the industry. Daniel has loved tax since law school back in the ‘90s. “I excelled at that. I mean, I killed it. And we didn’t really talk about resolution,” he said. But Daniel knew the IRS was sending out notices, and that people were representing those people; he just didn’t know how to attract or represent clients who owed money to the IRS. “I thought you had to be like an attorney at a big firm or something to be able to do that. And I wasn’t getting hired by any big firms,” he said. Then, around 2019, he moved to Corpus Christi and shared an office with a CPA who also contracted Daniel to do some work for him. The goal was to work with the CPA for a year before striking out on his own. However, Covid hit, and Daniel spent two years focused solely on PPP loans. In March 2022, Daniel’s contractor reminded him of their agreement and for Daniel to go out on his own. That same month, a business associate sent him a link to a Roz Strategies Masterclass. “I watched the whole thing, and I said, this is what I really want to do … I’ve got to do this,” and he purchased the Tax Resolution Domination System and Toolkit®. By July 2022, Daniel’s contract was terminated, and much like Hernan Cortes, who burned his ships in 1519 to signal to his 600 men arriving in the “New World,” there would be no turning back. The same was true for Daniel, who decided he was going to make this work. He said, “I was panicked for a while … If I hadn’t
found Roz, I don’t know what I’d be doing. I might be living under a bridge.”
Daniel signed up to attend the Tax Resolution Success Summit in August 2022 and loved everything he was learning. At the end of the Summit, he made the decision to join Founder’s even though he had zero tax clients and tax resolution experience but he decided, “If I am going to do this, I am going to do it 100%”, he said adding, “I felt like I NEEDED to do this.” In the beginning, one of his biggest challenges was where to find clients. He mailed letters to both the PTIN and Lien list and received his first client from a lien letter. Daniel said it was slow at first. Despite the slow start, Daniel, who describes himself as an eternal optimist, said he felt like it was going to work. He decided to invest in Google marketing, which is the marketing strategy that has worked best for him. By March of 2023, he had $14,000 in sales. “I was like $14,000; that’s amazing. And then, in April of last year, it went up to $22,000. Holy cow. And May it got even better, and then June it got even better,” he said. Another challenge he faced was the paralysis of analysis. “I try not to take on things I’m uncomfortable with because I don’t want to mess anything up.” He was able to overcome this once he realized that being in the Founder’s Mastermind was a safe space to ask questions. He figured, “If I have the question, probably somebody else is wondering this, too,” so he began asking questions during the Immersion days, other trainings, and in the Founder’s Mastermind Facebook
page. Daniel said, “People say to me all the time, ‘Thank you for your question. I was trying to figure out the same thing.’” Daniel’s optimism has served him well, especially after a severe traumatic brain injury from a mountain bike accident in 1999 required him to relearn how to walk and talk. “I always thought I was going to get better, 100% ... and so I made a ‘medically miraculous’ recovery according to highly qualified neuropsychologists.” While he still has issues as a result of the injury, he believes his optimism and belief that he was going to get well played a huge role in his recovery. Daniel loves resolving clients’ tax problems. “It’s an incredible feeling … It feels fantastic because the IRS is out of control,” he said. His skills have led to success for his clients. One client, whom the IRS claimed owed $216,000, had not reported the sale of his house, making it appear he had $600,000 in unreported income. Daniel reduced his balance to zero. “He wrote me a beautiful review,” Daniel shared. Daniel is also excited about the future of his business. “If I can keep this momentum going, the world’s open to me. I always dreamed about making a half-million dollars a year, and if I can keep this going, that’s where I’m going to be, or even more in 2024.” In his free time, Daniel likes to go fishing, play poker, and is active in his church. He also has two daughters, Shannon, 24 and Katie, 16.
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The Founder’s Mastermind is a one-year mentorship program for people who want to connect and meet with other like-minded tax resolution professionals and go beyond traditional methods of growing their practices. The Founder’s Mastermind is a “Zoom-Zilla” style program where Michael can see and interact with everyone, including breakout sessions broadcast live from our own studio. In addition to the four (4) 1-day virtual immersion days, the fourth immersion day is expanded to include a two-day in-person experience, with a second day of bonus training. We have something going on every month. The goal of the Founder’s Mastermind is to provide you with confidence via mastery of the subject matter and input from Michael, his expert speakers, and your peers so you can be retained, resolve your cases, and take your practice to the next level. For more information, contact John Israelian, Sales & Client Care Executive at John@RozStrategies.com or call our offices at 888-670-0303 . If you would like a brochure mailed to you, email us at Info@RozStrategies.com , and we’ll rush you an info package!
Founder’s Applications Are Now Being Accepted for 2024/2025!
Mastermind FOUNDER’S
It was the 2nd Annual Event of Roz Strategies’ Founder’s and Platinum Mastermind groups getting together in person. It kicked off with a cocktail reception, check- in, and meet-and-greet. Then two days of fun and learning with laser-coaching, break-outs, and great speakers! Next year we’ll be in Austin, Texas! Founder’s Mastermind Annual Event 2024 Sheraton Universal Studios, CA
Founder’s members enjoying a lively cocktail hour!
Founder’s members enjoying the cocktail hour
Michael, Roslyn, and the wonderful Roz Team
Founder’s members day of learning
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Congratulations to the following Founder’s Mastermind Members for receiving awards at our in-person Annual Founder’s Mastermind Event: Patrick Noone (Highest Grossing Practice), Yvette Best (First Millionaire in her family), Peter Marchiano (Honorary Roz Team Member), Daniel Cotts (Most Improved from Last Year), Ben Butterfield (Most Improved from Last Year), Guy Finocchiaro (Largest Fee Received), Douglas Dick (Largest Fee Received), David Rappaport (Most Helpful to Others), and R.C. Thornton (Most Helpful to Others). Keep up the great work! SHOUT
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We also had Jennifer Hudye, Founder and CEO of Vision Driven Global, come for an hour and talk about next year’s bonus day where everyone will create a playbook to create a Vivid Vision for their business. A Vivid Vision is a 4–6-page document that paints a picture of your company three years from now. Roslyn and I have created our vivid vision for our business, and it has been a powerful tool for uniting our team around a shared purpose. Roslyn was so excited about our Vivid Vision she said she wanted the members in our Founder’s Mastermind to be able to create one. Jennifer will guide everyone on a full one-day workshop at next year’s annual event in Austin, Texas. Immersion experiences, like this sales clinic training are the bedrock of our Founder’s Mastermind program. We cover how to do the technical work, marketing, and sales. Three of our Founder’s Immersion sessions are virtual, and the last one is an annual in- person event, which includes an additional Bonus Day. The in-person event is also a great way for everyone to connect with everyone else. These six-hour live Immersion sessions are among one of the many reasons our 2023-2024 Founder’s Mastermind program sold out. Most of our attendees at our latest Immersion event also signed up for our 2024- 2025 Founder’s Mastermind program. 2024 Virtual Tax Resolution Success Summit (Thursday, Aug. 22, to Saturday, Aug. 24). This year’s theme is how to be Top Gun in the tax resolution industry, and we’re going to show you how to seize the opportunity, capture massive profits, and rescue clients and resolve their cases! An opportunity to join Founder’s Mastermind is coming up in just a few weeks at our
Way to go Michael Franskoviak for securing a tax lien letter client who paid him a $55,000 fee deposit and is paying him $5,000 a month until their $2.5 million tax problem is resolved! This will result in a 6-figure fee! High five to Frances Tomes for retaining a client who was considering retaining a national firm that made unrealistic promises about reducing his tax debt, but Frances kept it honest and won him over, and he signed with her and paid her fee in full!
Congratulations to LuSundra Everett for being invited to the White House to meet the president in honor of the 70th anniversary of the Supreme Court’s Brown v. Board of Education decision!
Scan the QR code or contact John Israelian
( Info@rozstrategies.com, 818-973-2732 ) for more information.
Kudos to Yvette Best for being appointed as one of the Board of Directors for the Georgia Association of Enrolled Agents for the 2024-2026 term!
–Michael Rozbruch
High five to Douglas Dick for passing the United States Tax Court Practitioner Exam! That’s a hard exam to pass. Way to go!
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OUTS ! Happy Birthday to Our Members!
Kudos to Logan Allec for motivating his newest tax preparer with a 10% commission, resulting in the preparer closing a sale with a client who paid the $12,500 fee in full. Way to go Helen Ogbu for negotiating a $62 per month Partial Pay Installment Agreement for a client who owed $170,000! This is a huge savings to the client … better than an OIC settlement!
Kudos to Randy Martin for going on WBAP, the News and Talk radio station, and talking taxes.
Congrats to Steve Calvar for securing his first tax resolution client.
Kudos to John Behrle for retaining his first client from his PTIN mailings. Keep marketing to the PTIN List!
High five to Erika Jones for securing a client for a Streamlined Installment Agreement.
Way to go, Steven Rhoden and Jason Willard , for mailing out your referral letters.
Do you have a story or picture to share with us about something you’ve
implemented, a client you’ve helped with a tax problem, or anything else you’d like to share? If you do, email it to Info@RozStrategies.com, and we will give a Shout Out to you!
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Inside This Issue
pg 1 ∙
Elevate Your Expertise
pg 2 ∙
Food For Thought: Dear Jordy
pg 3 ∙
From the Practice Corner: How to Avoid and Release Levies
pg 4 ∙
Member Spotlight: Daniel Cotts, Attorney
pg 5 ∙
Founder’s Applications Are Now Being Accepted!
pg 5 ∙
Founder’s Mastermind Annual Event 2024!
pg 6 ∙
Shout Outs!
pg 8 ∙
Senate Hopeful in IRS Hot Seat
IRS TERROR TALE OF THE MONTH Senate Hopeful Faces IRS Heat
Steve Garvey, a former first baseman for the Los Angeles Dodgers and San Diego Padres and current U.S. Senate candidate in California, owes up to $750,000 in back taxes. According to county documents in California, over the last 40 years, Garvey and his businesses have been named in more than 40 federal and state tax liens totaling more than $3.85 million. Based on a financial disclosure statement he filed in February, he owes the IRS and the state of California as much as $750,000 in back taxes, plus penalties and interest. Garvey is vying for a Senate seat with Democratic Rep. Adam Schiff, who is a heavy favorite over the 75-year-old former ballplayer. Garvey told Fox News earlier this year that he had been
“working diligently with our accountant and the IRS to resolve this debt.”
Photo: Arturo Pardavila III
Garvey has been plagued by financial problems since leaving baseball in 1987. He pursued a career doing motivational speaking and infomercials for alternative health remedies but wasn’t able to resolve his debt problems. “Some people have a mid-life crisis,” Garvey told Sports Illustrated in 1989. “I had a mid-life disaster.” Additional questions have arisen over tax records showing that at least $119,203 in taxes on a home listed as Garvey’s Palm Desert address have been paid by an organization called Sisters in Christ LLC. The data, first reported by the Sacramento Bee, is based on records back through 2017. Garvey’s sister-in- law is a manager of Sisters in Christ, a
Utah-based organization that has been listed as the owner of the property at least since last March. Garvey has not responded to reporters’questions about the property but said in a 2014 video for a real estate company that he bought the house from his wife’s mother. Garvey, a 10-time All-Star, earned the nickname “Mr. Clean” because he didn’t drink, smoke, or take drugs. But debt has been a habit he cannot shake. In a 2006 interview with the Los Angeles Times, Garvey said, “The day I’m able to be debt-free is the day I’m going to be the happiest guy around.” Eighteen years later, he’s still trying.
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