Jassen Bowman EA

In any 30-day challenge, this one included, there comes a point where the low hanging fruit start to dwindle, and the tasks get progressively more difficult to complete.

Today, we reach one such junction.

On Sunday, I promised a lot more phone work this week. We had some Monday and Tuesday, with you calling various business networking organizations, but today it ratchets up a notch.

Some readers knew that this task would come along, and were already dreading it. Others will have no problem with it. It’s a task that ends up being divisive, for sure.

But I’ll tell you this much, with absolute certainty: In the tax resolution universe, a practitioner’s willingness or unwillingness to pick up the phone and dial for dollars is the single most consistent indicator of future success that I’ve ever noticed.

I’m not saying that being on the phone is the be all, end all of tax resolution marketing. Far from it. But the willingness to do it says a LOT about you, such as how open you are to change, your coachability, and your commitment to growing your practice. It’s a very strong indicator of other things.

So here’s your challenge task for today: Cold call 15 business tax liens.

Don’t worry about your script — just use your elevator pitch.

Don’t worry about making perfect calls — just make the calls.

Don’t worry about calling the right tax liens or the best tax liens — just make the calls.

Don’t know how to find tax liens? Look ’em up on your local county clerk and recorder or website, or order a small batch from here.

Get after it!… Continue reading

Yesterday’s challenge task was all about getting involved with your Chamber of Commerce.

If your local Chamber of Commerce is active, it’s likely the best place for you to “hang out” in order to meet other business owners. You want to do this because business owners are the folks that have 941 problems, or they know people that have 941 problems. By being active in such an organization, you’re able to position yourself as the go-to authority on 941 IRS problems (and state withholding issues, too, of course).

But where else can you find local business owners in addition to the Chamber? Or, what if your local Chamber is just a shell of what it once was?

Fortunately, there are other options.

Your challenge task for today is to do some quick research to find what’s active in your local area, and then hop online or pick up the phone to get involved. We’re just putting ourselves out there and getting involved. Involvement feels good, right? Let’s change the world!

Here are some other organizations besides the Chamber to check out:

• SCORE – The Service Corps of Retired Executives (old name) mentors small businesses across the country. Volunteer or attend events.
• Small Business Development Centers – SBDCs, in partnership with the US Small Business Administration, provide networking events, business development training, and access to all kinds of compliance resources for small business owners. See that? “Compliance resources”. Maybe you know somebody that can be a “compliance resource”? Eh? Eh?
• Young Entrepreneurs Council – This one leans towards the opposite end of the age spectrum from SCORE, and you must be 45 or younger to join. But, essentially, they do a lot of the same things as SCORE. If you want to niche towards a more Gen X and Millennial audience, then this could be a good direction to go.
• Toastmasters – Not a business organization per se, but a public speaking training organization that happens to attract a LOT of business people. The education is good, and reason enough to join. It’s also dirt cheap. I pay under $40 per year to belong to two clubs. Join for the education, and along the way you will meet a ton of local business leaders that can be great referral partners.
• BNI – Really a referral swapping service, but also good for networking. Being active in BNI is almost guaranteed to get you

Growing the B2B side of your tax/accounting practice obviously requires that you surround yourself with business prospects. Good ol’ networking, rubbing elbows, and generally being seen in order to become known is particularly important if you operate a local-oriented practice.

In other words, if you want small business bookkeeping clients, 1120S return clients, advisory clients, and, yes, 941 resolution clients, you need to hang out where other business owners hang out. That will be our central theme for this entire week.

First up: Your Chamber of Commerce.

Chambers of Commerce can be incredibly hit or miss, depending on where you are. Some Chambers provide an incredible value for members, are very active and visible in the local community, run great leads groups and networking events, and serve as a central B2B hub in a local area.

Other Chambers are the complete opposite, and just don’t know they’re dead yet.

If you’re in a location with a zombie Chamber, then today’s tip might not be helpful… OR maybe they need a new president, eh? Eh?

But if you’re in a location with a healthy and active Chamber of Commerce, then it’s a good place for you to be. Even if none of the members have tax problems, they probably know people that do.

1. If you’re not yet a member, go join. Chamber memberships in most cities cost around $400 per year, and it’s a solid investment.
2. As soon as you sign up, scour the membership directory. Are there other tax/accounting professionals? If so, call them and establish relationships, based on the fact that you’re both Chamber members. Bust out the elevator pitch, and ask if they do resolution work. 9 out of 10 will say “no”.
3. Add the next several Chamber mixers, brunches, etc. to your calendar and show up.
4. Some Chambers run leads groups, similar in nature to BNI. Join and attend these.
5. Volunteer on a Chamber committee. If they have a “Welcome Wagon” or “New Member Ambassador” sort of thing that welcomes new members, join that. Those members will meet you first before other accountants that might be Chamber members.

If your Chamber doesn’t have some of the things I just mentioned, then take it upon yourself to start them within the organization. Be proactive. Be the person that makes things happen. Commit to it long-term, and business will come your way from it. Be consistent with your activity, and consistent with … Continue reading