Tax Resolution Fee Models & Closing Tax Resolution Sales

Today is your last chance to get Martin Bissett’s new pricing course and still get the bonus I’m throwing in with it.

Martin’s course will still be available after today, but you only have until 11:59pm PST tonight to send me your email receipt and receive the 2-hour bonus training I’m providing on tax resolution fee models and closing tax resolution sales.

In this bonus training, you’ll learn the answers to some of the most common questions I receive about tax resolution fees, such as:

  • How much do you charge for a Streamline vs Regular Installment Agreement?
  • Do you include tax prep fees in your representation quote?
  • How much should I charge a client that………?
  • What’s the best fee to charge for lien withdrawal?

Due to federal anti-trust laws relating to fee collusion and price fixing, I cannot and will not tell you exactly what you should charge a client for any particular scenario (nobody else should be doing that either, by the way!). That would be a major no-no.

But in this recording, I do discuss the pros and cons of various fee structures for taxpayer representation, and national fee averages for various types of services.

In addition to fees, questions regarding exactly what to say to close a sale comprise another high percentage of questions I’m asked by tax pros. Common examples:

  • How do you conduct the consultation?
  • How do you transition from “consultation” to closing?
  • When do you quote the fee?
  • These are tax debtors! How do you actually get paid?
  • What “key words” or “magic phrases” can I use to close sales?

Let’s face it: The vast majority of CPAs, Enrolled Agents, and tax attorneys are NOT natural born salespeople. Quite the opposite, in fact.

Fortunately, just like accounting and taxpayer representation, sales is a skill that can be learned. I was a science geek in high school, a nuclear power electrician in the Navy, and got my B.S. in nuclear power. Not marketing or business, but atom smashing. That’s about as far from preparation for a life in sales and marketing as I think one can get in this country.

As you well know, the big national tax resolution firms employ slick, high pressure salesmen. Many of the “closers” I knew back in the day in Denver were former timeshare sales reps, and you know how high pressure they can be!

I’ve never been that guy, … Continue reading

Tax Resolution Training: Attend Our “Sweeping Overview” Series

Becoming a specialist in any specific service offering, be it advisory, tax planning, tax resolution, or anything else, requires establishing a solid foundation of knowledge. Once you’ve established that foundation, you can then take deeper dives into specific subject areas to increase your technical competency in those areas.

To obtain that foundation, Tax Resolution Academy® is proud and delighted to announce our complete introductory tax resolution course arc is now available. This new curriculum, consisting a total of 7 hours of material, is now being presented in an ongoing rotation. Six of these tax resolution courses qualify for continuing education credit with the IRS for Enrolled Agents, NASBA for CPAs, and the Texas State Board of Public Accountancy specifically for CPAs in Texas.

We have called this basic tax resolution training program the Sweeping Overview series because each class provides exactly that: A sweeping overview of topics to help you learn more about what tax resolution actually is, what’s involved in the day-to-day client work, and broad concepts to help you evaluate tax debt cases for resolution. If you’ve ever taken a survey course in college, that would appropriately describe what we’re trying to achieve with this training program.

Since tax resolution encompasses quite a few sub-topics, we felt that this broad survey approach to teaching the basics was the appropriate way to present the foundational knowledge on which you can then build a successful career and highly profitable tax firm.

Tax Resolution Training Topics

The complete set of courses, broken into 1-hour webinars, is as follows:

  • IRS Collections Representation: A Sweeping Overview (1 hour CE/CPE)
  • IRS Collections Financial Analysis: A Sweeping Overview (1 hour CE/CPE)
  • IRS Examination Representation: A Sweeping Overview (1 hour CE/CPE)
  • Trust Fund Recovery Penalty: A Sweeping Overview (1 hour CE/CPE)
  • Federal Tax Liens: A Sweeping Overview (1 hour CE/CPE)
  • IRS Appeals: A Sweeping Overview (1 hour CE/CPE)
  • The First $2500: 3 Tax Resolution Marketing Tactics to Find Your First Clients (1 hour, no CE/CPE)

To see the current schedule of classes, and register for upcoming sessions, visit our Eventbrite page:

https://www.eventbrite.com/o/live-tax-resolution-training-6598293989

What’s Covered in Each Class?

As you start your tax resolution training journey with us, you may want to know exactly what we’ll be covering.

To reiterate: These are basic, introductory level classes. They are intended mainly for those tax professionals that have very little prior exposure to IRS Collections and Examination case work. More than anything else, the … Continue reading

What is the singular focus of your tax firm?

Last year, we were one of the first companies to provide comprehensive CPE on the PPP and EIDL processes so that you could assist your clients with such matters.

Because of that, I’ve been getting a ton of emails from people over the last three weeks asking when we’re going to teach PPP/EIDL update classes.

Here’s your moment of disappointment: This year, we are choosing NOT to present such classes, despite recent legislation.

Why not? For a number of reasons:

1). The PPP program hasn’t changed that much from last year. You should be able to fill in the gaps easily from journal articles and official guidance from SBA and Treasury.
2). The EIDL program has changed even less, so ditto to above.
3). It’s not our core competency, doesn’t fall into our central mission, and is therefore something we shouldn’t even focus on.

It’s this last thing that I really want to address.

Our website is https://TaxResolutionAcademy.com.

Tax. Resolution.

Hmmm… If something needs “resolution”, that must mean there is some sort of issue. A problem. A dispute.

About taxes.

See, the name itself provides a clue about where our boundaries are.

In my normal email signature, I include a quote from author and entrepreneur Oliver Emberton: “Monomaniacal focus on a single goal is perhaps the ultimate success stratagem.”

What’s he talking about? Focus on what you do best.

If you’ve been reading my emails for a while, you may be thinking that I’m about to go off on a rant about niching your business. Focusing on specific services and serving specific industries or professions.

Yes, yes, I am. But not here. If you want to read my past rants, start here or here.

My monomaniacal focus right now is on finishing development of the CTR™ program. There are still about 20 classes, of two hours each, still to prepare. There’s a case study practicum to create. An exam to write. In terms of new content creation, this is my focus right now, as it should be — not PPP and EIDL matters that are not directly related to our core focus.

You should be applying a filter, also. If 100% of your client base consists of W-2 wage earners, it’s an absolute waste of your time, money, and brain cycles to learn about PPP and EIDL stuff. Absolute waste. Shouldn’t even be a consideration. On the other hand, if your … Continue reading