Tax Marketing Advanced Tutorial: The one hour per day marketing checklist (with 4 hour expansion pack)

I have long advocated that marketing needs to be a daily priority within your tax practice. In fact, unless the building is burning down, it’s your absolute, number one, top, nothing-else-matters priority for running your business.

Never forget: Without marketing today, you have no new clients tomorrow.

The point of this checklist is to provide you a tool for accomplishing your marketing tasks with laser-focused efficiency. This checklist should be completed during the time of your day when you are at peak performance. Your marketing deserves the best you can give it each day.

For many practitioners, the nature of running a busy practice makes it difficult to do these tasks during the regular work day. Certain items on this checklist can (and often should) be delegated to staff members, with you verifying their completion. But some items require your undivided attention, and I’d encourage you to consider arriving to the office before any other staff each day in order to accomplish these important revenue-generating tasks.

Do note that this is not a marketing startup checklist. Rather, it assumes that you already have the referenced systems in place, and this is your daily roadmap for operating those systems. If you are focused on doing the tasks, and have systems in place, then you can easily hit the by-the-minute markers indicated.

The “bonus points” section of this checklist, which includes tasks that can take several additional hours each day, helps you to achieve ideal tax practice growth. Finding ideal clients, creating marketing systems that feed long-term lead generation on autopilot, and tapping into more complex and lucrative lead generation channels.

To get this checklist, which is combined in the same PDF as our fee quotation guide, sign up for our email list here and it will be sent to you automatically.… Continue reading

You gotta see what this guy is doing to get clients…

May 2013 Advanced Tutorial

Over the weekend, I discovered an Enrolled Agent that is simply rocking it with the simplest marketing plan on the planet.

In fact, it’s an even more simplified version of the simple plan that I’m always talking about for solo practitioners.

This EA asked not to be named, but he allowed me to share with you the details of how he’s building his practice. In short, he has the simplest marketing plan in the world, and it’s working very, very well for him.

He is a solo practitioner that does ONLY collections representation work. He doesn’t have a large practice, but more than adequately supports his family on three new clients each month.

His fee model is also simple: Hourly billing with a $2500 minimum retainer. Most of his cases exceed the initial retainer by at least $1,000.

Here’s his entire marketing plan:

  1. Every month, purchases 800-1000 tax liens for 941 debtors across the country, with debt amounts between $50,000 and $200,000.
  2. Runs the contact info from the lien through a separate data service to obtain the home address of the business owner, from which he will obtain at least 500 home addresses.
  3. Using the 500 best results, send a simple, one-page, no frills letter of introduction in a stamped, hand addressed envelope (his wife and two children help with the addressing).
  4. In the letter, he does nothing but mention how he found them, how he can help, and offers both a free consultation and invites them to sign up for his email newsletter.
  5. Every other week, he emails out a helpful piece of tax advice.

Between the mailings themselves and the email newsletter follow up, he generates $7500 per month in new retainers.

That’s it. That’s the entire secret sauce. Let’s look at his costs:

Liens: $200

Address lookup service: $160

Paper: $20

Toner: $60

Envelopes: $20

Stamps: $230

Email service: $50

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Total: $740



That’s just $740 per month to generate $7500.

Of course, this doesn’t count the value of the time that goes into preparing the mailings. It’s basically a weekend project once a month for the entire family, he said.

The most amazing part of this, to me, is that he’s been doing this, month in and month out, for over 10 years. This is what he was doing when he first obtained his EA license, and it still works, so he keeps doing it.… Continue reading

Nice and simple Twitter tax marketing tips

April 2013 Advanced Tutorial

I’ve said this before, and I’ll say it again: Twitter is one of those things I just can’t get into.

To me, Twitter is just a big, random stream of consciousness on the Internet. It’s definitely not pretty, and it’s impossible to completely catch up on the global conversation going on about any particular topic.

As with all social media sites, I view Twitter as nothing but another web site. The idea of posting your random thoughts online has been around long before Twitter. Heck, remember BBS systems you dialed into via 2400 baud modems? It’s basically the same idea.

So what makes Twitter, along with all the other social media sites, so powerful from a marketing perspective? It’s the fact that they have so many users.

This concept of users interacting with each other online is not new. Methods for doing this existed for decades before “social media” came along. Online sharing, collaboration, and other things that are labelled as being a result of the social media phenomenon aren’t new, either, despite what everybody says.

Rather, what makes social media so powerful, and why this component of Web 2.0 is driving real life social change on such a massive scale, is because the popular social media sites simply have so many users.

Before, this sharing, collaboration, exchange of ideas, and ability to self-publish your message was relatively confined. Natural constraints existed, primarily a limited user base. Early BBS systems when I was a kid often only had 4 to 8 dial in lines, meaning only that many users could be online at any given time. Even AOL chat rooms had limited numbers of users at any given time.

Twitter in particular doesn’t have that problem.

In fact, there are more than 500 million Twitter accounts, and Twitter itself reports that 200 million users are active monthly. Those users send over 400 million tweets per day, and each Twitter user averages 170 minutes per month logged into the service.

Starting to make sense yet why Twitter is such a big deal, and needs to be part of your marketing arsenal?

It’s because of the shear number of people using the service. It’s a 24/7 conversation going on, one that you can participate in, offer your assistance to those with tax questions, network with other professionals, and simply contribute to the greater good.

With so many eyeballs on Twitter, … Continue reading