Category: Get More Tax Clients

Sell Like a Pro: Why Great Sales Skills Matter More Than You Think in Tax Resolution

If you think “sales” is a dirty word in the world of tax resolution, think again.

Too many tax pros hesitate to embrace sales as a skillset, worried that it feels “pushy” or “inauthentic.” But if you’re serious about growing your practice, mastering ethical and effective sales is not optional—it’s essential. At the end of the day, no matter how good you are at resolving IRS problems, if you can’t communicate your value and close the deal, you’re leaving money—and impact—on the table.

“Nothing happens until someone sells something.” – Zig Ziglar

Selling Is Serving

In tax resolution, sales isn’t about convincing someone to buy something they don’t need. It’s about helping someone take action on something they desperately do need. If a prospect has a levy, garnishment, or looming collection action, you’re not “selling” them—you’re offering a solution to a real problem. You are the doctor trying relieve their pain.

Approach the sales conversation as a diagnosis: you’re asking the right questions, listening to their pain, and presenting the best course of action. That’s not manipulation. That’s leadership.

The 3 Most Common Sales Mistakes in Tax Practices

  1. Talking Too Much, Listening Too Little
     Your job isn’t to dazzle the client with everything you know about the IRS or tax transcripts or Form 433-A. Your job is to listen. The more you understand about their situation—financial stress, prior tax prep nightmares, fear of the IRS—the better you can position your solution.
  2. Avoiding the Money Talk
     If you stumble when quoting your fees, you lose trust. Be direct and confident. “For this type of case, our fee is $3,500. Here’s what’s included.” Let them react. Don’t discount preemptively. The right clients will pay when they understand the value. Or better yet, reframe the statement with the word “investment”. “For this type of case, the investment in our services is $3,500.”
  3. Offering Free Work as a Way In
     Free consults. Free transcript pulls. Free advice. Stop giving away your expertise. Charge for your consultations—and make it known that what you offer is premium support. As Dan says often: “People value what they pay for.” or said another way “If people will pay, they will pay attention!”

Build a Sales Process That Works

Here’s how to set yourself up for consistent closes, without the stress or sleaze.

Qualify Before You Call

Use a pre-consultation questionnaire to screen for serious prospects. They should not even be talking to you … Continue reading

Client Management for Tax Pros: How to Build Stronger Relationships (Without Losing Your Sanity)

Managing clients isn’t just a part of the job—it is the job. Whether you’re representing taxpayers before the IRS or helping small business owners stay compliant, your ability to manage clients effectively directly impacts your profitability, referrals, and day-to-day stress.

As Warren Buffett once said, “It takes 20 years to build a reputation and five minutes to ruin it.” In tax resolution and compliance, trust is everything.

Here’s how to manage client relationships with clarity, efficiency, and confidence—while still maintaining control of your calendar and your peace of mind.

1. Set Clear Expectations From the Start

Most client problems stem from unclear expectations. That’s why a strong onboarding process is essential.

  • Engagement Letters: Spell out exactly what you will and won’t do, payment terms, deadlines, and communication preferences. This protects both parties and reduces misunderstandings.
  • Welcome Packets: Include a summary of next steps, FAQs, and instructions for accessing your portal, uploading documents, etc.
  • Communication Boundaries: Let clients know how and when they can reach you—and when they can expect a response.

If you’re doing IRS Representation, keep in mind that Circular 230 requires that practitioners act diligently and communicate promptly. Managing expectations up front helps you meet those standards.

2. Use Technology to Stay Organized

If you’re still managing client info via sticky notes or email folders, it’s time to upgrade. Use a client relationship management (CRM) or workflow platform like:

  • TaxDome
  • Zapier
  • ClickFunnels
  • IRS Solutions

These tools let you:

  • Track deadlines
  • See where each client is in your process
  • Send automated reminders for missing documents
  • Securely share files and collect signatures

Better systems = fewer things falling through the cracks = happier clients.

3. Don’t Chase Clients—Create Accountability

You can’t want the solution more than your client does. If they’re ignoring requests for documents or delaying payment, it slows your workflow and creates unnecessary stress.

  • Automate document and payment reminders so you’re not chasing them manually.
  • Set deadlines with consequences, such as pushing back timelines or pausing the engagement.
  • Let go of clients who don’t respect your time. The IRS isn’t going to wait because someone didn’t feel like uploading a 1099 or answering the question of what that expense is.

Respect your own boundaries—and expect your clients to do the same.

4. Communicate Frequently (and Proactively)

Silence creates uncertainty, especially during stressful situations like audits, collections, or appeals.

Even if there’s no update, send a quick message to let … Continue reading

Is Your Marketing Actually Getting You Clients?

Marketing doesn’t have to be complicated, flashy, or expensive. In fact, most tax pros waste time on marketing strategies that don’t work—not because they’re lazy, but because no one ever showed them what does.

Here’s the truth: The best marketing is simple, consistent, and focused on reaching the right people with the right message.

Whether you’re trying to grow your tax resolution practice or offer a broader range of services, here are 8 marketing strategies that actually work:

  1. Know Your Ideal Client (and Speak Their Language)

    Before you write a single ad, email, or blog post, get clear on who you’re talking to. Are you helping self-employed creatives who didn’t know they owed quarterly taxes? Small business owners behind on payroll taxes? Or retirees dealing with IRS notices?

Clarity on your audience makes every piece of content more effective. Speak to their fears, frustrations, and goals—not just your services. Instead of saying, “I help with Offers in Compromise,” say, “I help people reduce their IRS debt by up to 90%.”

  1. Build a Clear, Credible Website That Converts

    Your website is your storefront. It doesn’t have to be fancy, but it must be:

  • Clear about who you help and how
  • Easy to navigate and mobile-friendly
  • List the benefits (what do they get from using your services) of your services, not just the features (list of what you do)
  • Optimized for local search (more on that next)
  • Built to convert (with a contact form, call-to-action buttons, and client testimonials.reviews)

Most visitors won’t call you unless they trust you—and your website is often their first impression.

  1. Leverage Local SEO (So Clients Can Find You)

    Set up and optimize your Google Business Profile with accurate info, services, and reviews. Then, include local keywords throughout your website. For example:

  • “IRS tax help in Atlanta”
  • “Back taxes resolution Miami CPA”

Even if you work remotely, people still search by location when looking for trusted tax professionals.

  1. Send Helpful, Consistent Emails

    Your email list is one of the highest-ROI marketing tools you own. Send regular content that:

  • Solves problems (“What to do when you get an IRS notice”)
  • Educates (“How Offers in Compromise actually work”)
  • Shares case studies (client stories) and wins
  • Positions you as the go-to expert

Aim for at least once a week or twice a month (work toward 3-5 times a week). Consistency builds trust and keeps you top of mind.

  1. Repurpose Your Content Like a Pro

    Created a

… Continue reading