There are probably about a dozen things related to tax resolution that I’m constantly beating the drum about.
Droning on incessantly.
Repeating myself to infinity (and beyond!).
One of those things that I haven’t shut up about since I started teaching tax resolution marketing strategies to tax professionals back in the dark ages (2012) is that your marketing should:
a). Be heavily niched.
b). Choose a niche with a high percentage of people with tax problems.
In other words, if you’re going to focus on tax problem resolution, then it just makes sense to focus your marketing efforts on those industries, professions, and populations with a greater propensity to owe money to the IRS (and state).
Fortunately, it’s a pretty short list of professions and industries that make up the bulk of tax debtors.
Near the top of the pyramid, for 1040 tax debtors? Real estate agents.
Why? The facts:
- 89% of real estate agents are independent contractors with their brokerages.
- The average agent only does 11 transactions per year (according to NAR), and they’re heavily clustered in the spring and summer.
- Due to lumpy income, these agents live commission check to commission check, and many of them fail to set aside monies for their Uncle Sam.
- Thus, they don’t pay estimateds, thus they accrue liabilities in disproportionate numbers compared to the general population — even compared to other self-employed people.
That’s why working with real estate agents is one of the best places to start in your tax resolution marketing journey.
How do you market to real estate agents?
Easy, peasy.
- Speak at brokerage sales meetings.
- Present to property management groups.
- Join your local Board of Realtors for networking and promotional opportunities.
- Send direct mail to real estate agents.
- Cold email works, too, once you get the list from the local Board.
…and a few other things.
How do you do these things?
I’m glad you asked.
Your new best friend when it comes to connecting with real estate agents is one of my best friends: Mr. Daniel Henn, CPA. He’s been kind enough to package up a large collection of marketing resources that will get you going in no time, into a big toolkit we call the Real Estate Tax Pro Toolkit. We’re clearly much more aligned with helping you create amazing results than we are in creatively naming products, but I digress.
As his holiday gift to you, … Continue reading