Category: Get More Tax Clients

Happy New Year’s Eve! I hope that 2013 was your best year ever, and that you’re already working on making 2014 even better.

In the spirit of Continuous And Never-ending Improvement (CANI), and because I had some spare copies of Tax Resolution Secrets that I wanted to get rid of prior to the move to Georgia, I recently decided to test a new postcard to market for tax resolution leads.

I was definitely anxious to get it out the door, and I placed the Click2Mail order on Thursday, December 19th. That means that postcards were hitting mailboxes the day before and the day after Christmas. Definitely not the best timing, but I really wanted to do the test and it was better to get it out the door than not do it all (that’s a marketing tip in and of itself, by the way).

Note: This was a proof of concept test. You should NEVER do single mailings as part of your real lead generation campaigns.

Here’s what I did: I selected business liens between $15,000 and $75,000 in value across the entire country, with phone numbers only, and inched the date forward until I had a reasonable number. I ended up with 799, with a cutoff date for the lien filing that was only 10 days prior to my mailing date. After removing non-standard addresses, I ended up with 720 that actually got mailed.

For the postcard, I actually created a Frankenstein of three of my favorite (and best performing) plain postcards, then rewrote that draft into a cohesive unit with an offer of a free copy of my consumer paperback book about tax resolution. The postcard directed people to a web page specially set up to order the book.

Premium members that are actively logged in to the site and reading this article at the blog will see a link at the bottom of the article for downloading the postcard and a screen shot of the landing page.

I should say that part of the reason I wanted to perform this test was because I’ve received a number of comments from readers lately questioning the efficacy of postcards. In the past week, I’ve had 12 new, unique visitors to the special landing page I set up for people to order the book, and 2 people actually requested the book.

At the same time, I have had three new people sign up for my … Continue reading

Note: This blog post was originally written in 2013, during the height of tax lien marketing’s prominence. Since then, lien filings have dropped by more than half, and the number of tax resolution companies chasing these fewer liens has more than tripled. Thus, tax lien marketing is no longer the panacea it once was. Today, less than 5% of all federal tax debtors have a tax lien filed against them at all. Bear this in mind if you choose to pursue this strategy. More than anything, I’d suggest using the information presented here to help you in developing a strategy for marketing to niche target markets.

Using IRS and state tax lien filings is one of the most common methods for getting new tax clients. It also happens to be one of the most effective. A few hundred million dollars of tax resolution services alone are sold each and every year in the United States simply by marketing to federal tax lien lists, which are available directly from your local county clerk and recorder, specialty list brokerages, and credit bureaus. While not the only way to generate tax settlement leads, the reality is that the presence of a federal tax lien signifies an obvious problem for the taxpayer — a problem you can help solve.

I would advise reading through this tutorial thoroughly. It covers a lot of ground, and introduces marketing concepts you may or may not be familiar with. This tutorial in itself is a complete marketing plan for generating $1 million a year in client fees. It’s also a fairly thorough introduction to direct mail and telemarketing for lead generation purposes.

The Big Picture Idea

There are a couple of core concepts I want to cover before we get into the nitty-gritty how to portion of this tutorial.

First, as a tax practitioner (or any professional service provider, for that matter), you need to realize one very important, fundamental concept: You are a CPA, tax attorney, or Enrolled Agent SECOND, and a sales and marketing professional FIRST. This is a very radical concept to most people, no matter what their line of work. But the bottom line reality is that if you are in a small firm or in private practice, then you need CLIENTS in order to pay the rent and put food on the table. In order to get clients, you have to do marketing (word of mouth and … Continue reading

I wrote my first book over the long Christmas weekend of 2011. In terms of generating highly qualified inbound tax resolution leads, it was the best piece of free marketing I’ve ever done. Today I’m going to share with you the benefits of writing your own book, and a strategy to help you actually get it done.

To this day, two and a half years later, an average of two dozen people per month purchase Tax Resolution Secrets. And on average, about 1/3 of those people contact me directly every month in some fashion. Some of them call me, some of them go straight to my web site that’s listed in the book, some sign up for my email list, etc.

Are all of these ideal clients? No, of course not. If I wanted to, I could work with all of them. But I’m quite choosy these days about who I will represent. But every two or three months, a case will come along directly from the book that intrigues me enough to take on, and these are usually cases with higher fees. The rest of them either stay in my lead follow up program with no effort on my part to close the sale, or I refer them out to another practitioner.

My friend Salim Omar experienced something similar after writing his first book. Very different book topic, mind you, but still effective at generating a small, yet steady, trickle of inbound leads. In his case, he’s interested in attracting small business clients for doing their books, write up work, corporate returns, payroll, etc.

Having a book out there is not only a legitimate lead generation strategy in and of itself, but it’s also a tremendous credibility booster. Something very interesting happened when I would meet people locally, and they’d start telling me about their own experience, or the experience of somebody they know, in relation to an IRS problem. Instead of handing them a business card and suggesting they or their friend call me, handing them a book with my name on it generated a very different reaction. At only $2 or $3 per author copy for the book, it was a good investment to always have a few laying around.

Having a book is also one piece of the overall process for framing yourself as a local celebrity in your area. It can be the gateway to newspaper interviews, … Continue reading