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

Growing Your Tax Practice: Practical Steps That Actually Work

Growth in a tax practice doesn’t happen by accident. Whether you’re a solo EA or running a small firm, getting more clients and increasing revenue requires intentional effort, the right systems, and a long-game mindset.

But here’s the good news: you don’t need to work 12-hour days or chase every opportunity to grow. You just need to focus on what actually moves the needle.

As Peter Drucker said, “The best way to predict the future is to create it.” Let’s walk through how you can create a future where your tax practice grows with less stress—and more profit.

1. Get Crystal Clear on Your Ideal Client (i.e. Who is your niche?)

Trying to be everything to everyone keeps your business stuck. Want to grow? You need to focus.

  • Who do you serve best?
  • What kinds of clients light you up—and pay well?
  • Which cases are most profitable and least draining?

If you primarily enjoy helping small business owners or tackling IRS resolution work, build your practice around that niche. According to IRS statistics, over 14 million Americans owe back taxes—there’s no shortage of demand for representation help.

Define your ideal client profile in terms of:

  • IRS debt range (e.g., $25K+)
  • Individual or business and business type or income level
  • Preferred communication style

When you know who you’re talking to, everything from your messaging to your pricing becomes easier (and many times cheaper).

2. Build Referral Engines, Not Just Funnels

Most fast-growing tax practices aren’t running viral ads—they’re building solid referral pipelines.

Here’s how:

  • Ask for referrals. After every positive engagement, ask satisfied clients to refer others.
  • Create referral collateral. A short PDF explaining your services and who you help makes it easy for partners to refer.
  • Partner smart. Connect with other tax professionals who don’t do resolution work (CPAs, EAs, unenrolled preparers), divorce attorneys, and financial advisors. These people already have clients who need your help.

As Zig Ziglar said, “You can have everything in life you want, if you will just help other people get what they want.” That’s the foundation of referral marketing.

3. Systematize Everything You Can

Growth gets painful without systems.

  • Use tools like TaxDome, Zapier, or IRS Solutions to manage files, automate follow-ups, and streamline client communication.
  • Standardize your onboarding with a checklist and templated emails.
  • Use pre-built service packages (e.g., “IRS Collections Case – $3,500”) to avoid wasting time writing custom quotes.

Document repeatable tasks. Delegate them if … Continue reading