Roz Strategies - November December 2019
The Roz Report
NOVEMBER/DECEMBER 2019
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Authorized member 2019
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Roz Marketing Group Wins Inc. 5000 Award We Made the List!
This month, I am so excited to share how our company made the 2019 Inc. 5000 List! We are No. 2551 on the list of the most successful privately owned companies in America. This is a huge honor. I won the Inc. 5000 award twice when I had my tax resolution business, and winning it then was an honor, but winning the award this time around was much sweeter because this is the company Roslyn and I started. After we won the award, Roslyn looked at me and asked, “Do you see how excited you feel? That’s how excited I felt when we first started this journey.” When I started this company over five years ago, I was nervous. At the time, I was 58 years old, trying to reinvent myself and start a new company. All I could think about was whether or not this was all going to blow up in my face. Meanwhile, Roslyn was a pillar of optimism. She’s always been my biggest cheerleader. Despite my fears, a big plus about starting a new company was that I would get to work alongside my wife. I’m the face of the company, but Roslyn handles so much behind the scenes. That’s why we work so well together. We do completely different things, and our abilities complement each other. So, while I was busy worrying, she was excited for the future. After winning the 2019 Inc. 5000, thanks to all our hard work, I finally understood what she felt from the start. I can relate to how our members feel when they’re getting into tax resolution for the first time or even when they try to take their practice to the next level. It’s scary and nerve- wracking. They come to Roz Strategies asking themselves, “Is this Rozbruch guy the real deal? Am I making a mistake?” I understand how they’re feeling, and I’m glad to say that the proof is in the pudding. We never would have won the Inc. 5000 this year if it weren’t for our dedicated team members and being able to deliver excellence to people who invest in our products as well as members in our programs. Our membership numbers have increased, and my high-level mastermind group has some of the highest achievers in tax resolution in the country.
“That’s why we work so well together. We do completely different things, and our abilities complement each other.”
Our company is growing because you, our members, are successful. It’s a win-win all around.
If I could go back in time and give advice to my younger self, it would be the same advice I give you: You have to stay the course. If you believe in your product or service, and you believe what you’re offering will really help people, then you have a moral obligation to help as many people as possible. All the other stuff — the pricing, the marketing, the management, the selling —will fall into place. If you truly believe you have a product or service that will solve a problem, people will pay you for the solution. Over the past five-plus years, we’ve seen the success so many of you are having. It’s a sign that you are believing in yourself, and that’s exciting to watch. Thank you for your support and for being part of this journey with us. Roslyn and I both
look forward to what the next five years will bring not only to us, but also to you because we are dedicated to your success!
–Michael Rozbruch
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FOOD FOR THOUGHT: BY ROSLYN ROZBRUCH (AS I SEE IT)
What does the Inc. 5000 award mean to me? Here’s a little backstory.
The first time I remember someone saying, “If I can do this, so can you,” I was 16 years old at a Weight Watchers meeting. The person saying that was the woman leading the meeting. She had lost 100 pounds, and I wanted to lose 5–10 pounds. And even though she had accomplished this difficult feat of losing all this weight and I had just a small amount to lose, I didn’t necessarily feel that “I could do it too.”The reason I felt that way is, I saw she had other things going on that I didn’t. She was a well-spoken, funny, married, working mom that ledWeight Watcher meetings at night in her spare time. I was a high school student that found it difficult to get to school on time in the morning. In my mind, if anyone could lose 100 pounds, it was this woman. Me losing a few pounds? Not so much. Since that time, I have heard many people share that sentiment of “If I can do this, you can too.”There is nothing I like more than a rags-to-riches, against-all-odds story. I love books and movies based on true stories. But that doesn’t mean I’ve ever felt like I could be that person to win a marathon, or be the next Sheryl Sandberg, the COO of Facebook. I’ve also never had the desire to do those things. I’ve never had that burning desire to accomplish that big thing until five years ago when Michael and I started our company. I will never forget when Michael won his first Inc. 5000 award (he actually won two of them back to back) in 2010, and we went to the Awards Conference and Gala held at the Gaylord Hotel in Washington, D.C. There were over a thousand people attending. We received a big welcome package filled with gifts, there were amazing speakers like Tony Hsieh (pronounced “Shay”), the founder of Zappos, a cocktail reception worthy of a Hollywood movie premiere party, and the black-tie awards dinner ceremony. I sat next to the mother-daughter authors of “Elf on the Shelf,” who also won an award. I was inspired by their story of the daughter selling her house to help her mother and her realize their vision. I still have their business cards, and I’ve watched their company grow, cheering them on in the background. They still own their company along with another daughter/sister. I never thought winning an Inc. 5000 award would be something I would personally want to accomplish, at least not until June 2014. Soon after we launched our company,
I thought back to that 2010 Inc. conference, and a burning desire to win that award was ignited in me. I went online to see the requirements, and the first one listed said you had to be in business for three years. And I kid you not, I marked my calendar for three years later. I’m not going to go into all the details of winning an Inc. 5000 award; that’s not the important part. Winning this award isn’t about the award, it’s about what it represents to me. It was a goal I achieved with Michael, but it was also a personal goal. We wouldn’t have won this award without the help of so many people who played a role in our success, but I led the charge on this one. I was laser-focused on winning, and I asked Michael what to do each step of the way to make it happen. As a 60-something-year-old woman, it feels so good to win this award. Anything great can happen at any age if you have the mindset, motivation, focus, and, most of all, the burning desire to achieve it. I’ve never had that burning desire to accomplish that big thing until five years ago when Michael and I started our company.
So, here’s my question to you: What’s your burning desire?
P.S. I still want to lose five pounds.
–Roslyn Rozbruch
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PRACTICE CORNER FROM THE The Recipe to Building Rapport With Your Prospects
I’ve said it many times: People like to do business with people they know, like, and trust, and building rapport is a big part of the mix. There are three key ingredients to building rapport with your prospects, and I’ve listed them below. First Ingredient: Building rapport happens before you even meet with the prospect. In fact, a big part of what happens before you meet someone determines how well you’ll close. Keep in mind the following:
• How did they hear about you? • How long have they known you? • What is your positioning in the mind of your prospect? • What hoops did they have to jump through to meet with you? • Most importantly, what is your mindset before you meet Your mindset is the second ingredient to your success in selling the prospect on retaining you. Selling is a transference of emotion, so how you feel determines what your prospect feels. It’s important to go into every consultation with the conclusion in your mind that the prospect is going to buy, but you must also not care if the prospect buys or not. You want the prospect to feel that you are the person to solve their problem. You are the one to make that pain of owing the IRS go away. If you come across as needy or desperate, you will turn off your prospect and lose the sale. When the time comes to meet with the prospect, have in mind what you’ll be saying, have a great attitude, and be present. There is no technique more important than caring about the person with whom you are meeting or speaking. Showing you care helps put them into a positive mindset. Having a choreographed sales presentation allows you to focus on your prospect and not on what you’re going to with your prospect? Second Ingredient:
say next. Asking questions, getting prospects to talk about themselves, and truly listening with empathy is the perfect strategy developing rapport. Example: “(Prospect Name), I’ve been helping people resolve their tax issues for over X years, so obviously I’m experienced, but I don’t know if I’m the person who can solve your IRS problem. I don’t know if I’m the right choice for you. But to see if there is some way I might be of some help, would you mind if I ask you some questions?” Once you build rapport with a prospect, it also makes them feel more comfortable to open up and discuss their IRS problem with you, and, more importantly, retaining you. Third Ingredient: When I had my tax resolution practice, one of the things I liked best was the intrinsic value of helping that person. There is no substitute for truly liking what you do and helping someone get their financial life back. When you mix these three ingredients together, you’ve created the recipe to a good rapport with that person, and they will most likely want to retain you to represent them.
–Michael Rozbruch
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John Israelian, Sales and Client Care Executive Employee Spotlight
When John Israelian joined Roz Strategies six months ago, it was like he was coming home. John has been part of the Roz family since he was just 18 years old. After graduating high school, John enjoyed success as a website and graphic designer, but soon after, he decided to answer an ad seeking a tax consultant for Michael’s tax resolution firm. This set John on a new career path, one where he could help people. “As a tax consultant, I would onboard new clients and help them resolve their IRS problems,” John says. John enjoyed the work so much that he stayed for almost a decade. When Michael left his tax resolution firm to start Roz Strategies, John stayed at the company for a while longer but said it wasn’t the same without Michael. John decided to give into his love of traveling, so in his late 20s, he took two years off from the typical daily working routine to travel the world. John says, “I traveled to different countries: Iceland, Egypt, and Dubai. I went with a bunch of friends because it’s more fun that way.” John shared how he’s adventurous and not the type to just lay out on a beach. In Egypt, he had the opportunity to climb up the Pyramid of Giza, and said, “That was pretty fascinating. I loved that!” After two years on the road, John knew he needed to go back to work for a living and says, “I had just started looking for a job, and it was just so random, but Michael messaged me on Facebook and asked if I was working. I said no, and he asked if I would be interested in working at Roz Strategies. I immediately accepted his offer!” John’s decision to join Roz Strategies was an easy one to make based on his relationship with Michael, Roslyn, and former coworker, Becky, aka manager of client happiness. “The sky’s the limit on success with Michael and Roslyn!” John says. “It’s such a good atmosphere here, and I enjoy coming to work. I feel like it’s family. I’m super happy that I’m here.” As the sales and client care executive, John helps new members come on board, get familiar with everything Roz Strategies has to offer, and become successful by implementing Michael’s strategies. When asked to describe his typical day at the office, John says, “I contact all the new potential clients. I make sure they watch Michael’s webinar and answer any questions they have. I try to help out as much as I can with everything here, but I focus on getting
new potential clients to come on board and show them how to get the ball rolling and add tax resolution to their practice.” All in all, John’s transition from tax consultant at Michael’s tax resolution firm to sales and client care executive at Roz Strategies has been seamless. “The main difference is the product we offer,” John explains. “At Michael’s firm, it was more about the taxpayers, where we would resolve their IRS cases. Over here, we’re teaching Michael’s strategies.” When John isn’t helping members get the most from their membership, he enjoys spending time with friends and family and all that Southern California has to offer in the great outdoors. “I love nature and hiking in the national parks. Snowboarding is also one of my favorite things to do,” he says. And of course, there’s also John’s love of travel. “My next trip will be to Aruba.”
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Becky and Allan Pearlman at the cocktail reception party
Hugo and Roslyn hanging out
John explaining the Tax Resolution System
Mastermind members receiving awards for excellence in the Tax Resolution Industry
Members and attendees having fun at the cocktail reception party
More members and attendees having fun at the cocktail reception party
Rajneet, Hana, and Emmanuel
Speaker (and friends) Dave Dee and wife, Karen, with Roslyn and Michael
Michael teaching
A shout out to all of you who attended up to our 4th Annual Tax Resolution Success Summit held in Dallas this past August. This was our best event yet! Over 200 people attended, and it sold out almost two months prior. We had new speakers teaching from the stage, like Paul Colligan, our keynote speaker, talking about how to do podcasts. Everyone also received a copy of his new book, “How to Podcast.”Besides all the teaching Michael and our speakers did, we also had Hugo Fernandez, who does all our digital marketing, answering attendees’ questions on how they can improve their online marketing presence. Of course, coming to the Success Summit is more than just learning; it’s also an experience where practitioners connect with others. We hosted a cocktail reception for all and served yummy food the first night, and guests had a chance to meet new people. We also hosted our members-only lunch where Michael took questions and the Roz teamwas able to connect with you, our members! Roslyn is already thinking ahead about August 2020’s event and hoping to make it even better than this year’s!
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S H O U T
Having a book is one of the best ways to establish yourself as an expert, and we want to say congratulations to Patrick T. Sheehan for his new book, “Divorce, Taxes and the IRS,” and to Mark Klecka for his new
book, “Why the IRS ‘LOVES’ Real Estate Professionals! ” Kudos for not only publishing your new books but also going the extra step of focusing on a niche demographic! That’s most excellent, indeed!
... continued from Page 8 have been charged, “not only with defrauding a number of banks by fraudulently obtaining millions of dollars in loans, but also with allegedly cheating taxpayers by actively evading paying federal taxes on the money they earned.” Prosecutors allege that since 2010, the Chrisleys and their accountant conspired to defraud the IRS. The couple founded 7Cs Productions and directed third parties to send money to the company. Despite having access to the company bank accounts, Todd Chrisley was not listed as the owner in documents filed with Georgia and Tennessee. The indictment alleges that Todd Chrisley concealed his connection with 7Cs Productions in order to prevent the IRS from determining his income. To top it all off, the Chrisleys failed to file federal tax returns or pay income taxes for the 2013–2016 tax years. The case is still ongoing, but whatever happens, it’s clear that when it comes to paying taxes, it’s the IRS who knows best.
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O U T S !
Congratulations to Hugh C. Bishop Jr., Ramona Baptiste, Robert Forte, Jr., Stacy Sand, Dennis L. Anderson, Deltrease Hart-Anderson, Don Zabarsky, Maria E. Tibudan, Elizabeth Camphor, Sherrod Seward, Donald Stacy, and Bob Jablonsky for mailing out your referral letters! That’s awesome. Remember to send follow-up letters. Speaking of which — good for you, Dorit Dimand and Victoria Hayes , for mailing out your follow-up referral letters. As you know, Michael always says, “It’s all in the follow-up!”
Congratulations to Edmund J. Ricker for mailing out his newsletter — looking good!
Do you have a story or picture to share with us on 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 us at info@RozStrategies.com and we will give a Shout Out to you!
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11271 Ventura Blvd. #612 Studio City, CA 91604 Inside This Issue pg 1 ∙ We Made the List! pg 2 ∙ Food for Thought pg 3 ∙
From the Practice Corner
pg 4 ∙ Employee Spotlight pg 5 ∙ Another Success Summit for the Books! pg 7 ∙ Shout Outs! pg 8 ∙ IRS Terror Tale of the Month
IRS Terror Tale of the Month Reality Stars the Chrisleys Get a Reality Check
There’s not a lot of real in reality TV, but that doesn’t mean reality stars don’t have to follow real laws. In August 2019, Todd and Julie Chrisley, stars of the reality show “Chrisley
Knows Best” were indicted on tax evasion and fraud charges. They face a 12-count indictment. If convicted, the Chrisleys could serve 30 years in prison. The Chrisleys have maintained their innocence. Shortly before the initial indictment was issued, Todd Chrisley denied the accusations in an Instagram post, claiming the charges were based on falsified evidence created by a disgruntled former employee. In 2012, Chrisley filed for Chapter 7 bankruptcy. At the time, he said he was nearly $50 million in debt and had $4.2 million in assets. However, he also owed $12 million on his home, $4.4 million to his wife, and almost $600,000 to the IRS. In a court filing, he said he had just $55 in his checking account.
A statement released by the U.S. Attorney’s Office paints a very different picture of the situation. The Chrisleys
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