A Strategy for Bundled Pricing Tiers

Businessman sitting on scales with stack of coins in other trayConsider the clients you do and don't want.

By Jassen Bowman
Tax Resolution Systems

I am a firm believer in flat-fee pricing, or as near as practical to such. This is the pricing scheme I’ve always used for tax resolution work, and for tax preparation associated with that tax resolution work.

MORE ON TAX RESOLUTION: Basics of Tax Season Work Flow | Overcome Objections in 7 Steps | How to Reactivate Lost Clients | Don’t Ignore Your Existing Leads | Some Office Nuts and Bolts | The Importance of Goals and Affirmations | The Ins and Outs of Hiring and Firing | Market to Your Ideal Clients | One-Step vs. Two-Step Marketing
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I have seven years of anecdotal evidence supporting the client’s preference for this sort of pricing for professional services, and I will use this form of processing in my new tax prep practice, as well.
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Basics of Tax Season Work Flow

Numbers floating around man examining calculator with magnifying glassHaving everyone follow the same procedures makes busy season less stressful.

By Jassen Bowman
Tax Resolution Systems

There is a challenge associated with creating a one-size-fits-all work flow model for a tax office: Not everybody operates the same.

MORE ON TAX RESOLUTION: Overcome Objections in 7 Steps | 12 Rules for Phone Calls | Lead Generation Marketing Must Happen Daily | 3 Checklists for Office Communication | What to Say on Phone Calls about Fees | Use Checklists to Manage Your Tax Firm | Tax Resolution Staff Roles and Responsibilities | Follow Up with Leads Longer
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In general, we have identified four basic tax season operational models that appear to be common:

  1. Walk-in service with return prepared right then and there
  2. By appointment only, with the return often delivered at a second appointment
  3. Drop-off service
  4. Mobile service, in which you go to them

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Overcome Objections in 7 Steps

Businesswoman arguing while talking on phoneYou may be tempted to skip ahead. Don't.

By Jassen Bowman
Tax Resolution Systems

Being on the phone and attempting to get people to come in for appointments will, by its very nature, result in having to address prospect objections over the phone.

MORE ON TAX RESOLUTION: 12 Rules for Phone Calls | When to Follow Up on Prospects | Checklists for New Lead Generation | Client Management Checklists for Tax Resolution | How to Handle Client Complaints
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Do not view an objection as outright resistance to avoiding the appointment. Rather, view it as a question from the prospect, and an opportunity to educate and inform.
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12 Rules for Phone Calls

Laughing businesswoman talking on the phone in office in front of four monitorsThese skills remain important, so don't neglect them.

By Jassen Bowman
Tax Resolution Systems

Yes, it’s 2018, but Alexander Bell’s old-timey talk machine is still the #1 sales tool in your office.

MORE ON TAX RESOLUTION: When to Follow Up on Prospects | How to Reactivate Lost Clients | Don’t Ignore Your Existing Leads | Some Office Nuts and Bolts | The Importance of Goals and Affirmations | The Ins and Outs of Hiring and Firing | Market to Your Ideal Clients | One-Step vs. Two-Step Marketing
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It’s the box through which most appointments will be scheduled, even if you have a web-based scheduling system. It’s where most of your reminders are conducted, and is a powerful lead conversion tool. Don’t neglect the importance of phone skills in the 21st century.
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When to Follow Up on Prospects

Businessman typing on laptop, shadows of envelopesYou can divide your efforts into tiers, but you need a plan.

By Jassen Bowman
Tax Resolution Systems

You invest a substantial amount of time and money to generate your leads. After your existing clients and past clients, your unconverted leads are the next best source of future revenue.

MORE: Lead Generation Marketing Must Happen Daily | Checklists for New Lead Generation | Client Management Checklists for Tax Resolution | How to Handle Client Complaints | Checklists for Your Tax Resolution Office Setup | Case Study: Building a Tax Resolution Business | Marketing Requires Ruthless Accountability
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When somebody expresses an interest in your services, you should actively engage them on roughly a weekly basis for at least a couple of years. Yes, years.
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How to Reactivate Lost Clients

Young man getting mail from mailboxSample postcards and letters you can use right now.

By Jassen Bowman
Tax Resolution Systems

The absolute least expensive source of new clients always has been and always will be old clients. A staggering number of tax professionals fail to properly market to retain their existing clients, some of whom then become lost clients.

MORE: Lead Generation Marketing Must Happen Daily | Checklists for New Lead Generation | Client Management Checklists for Tax Resolution | How to Handle Client Complaints | Checklists for Your Tax Resolution Office Setup | Case Study: Building a Tax Resolution Business | Marketing Requires Ruthless Accountability
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This checklist assumes that your 7216 disclosure properly addresses the use of tax return information for marketing purposes. If your past 7216 does not authorize this use, then don’t do this – but update your CURRENT 7216 with such verbiage to allow future use.
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Lead Generation Marketing Must Happen Daily

Man writing on a calendarCHECKLIST: Essential marketing tasks in 31 minutes a day.

By Jassen Bowman
Tax Resolution Systems

The most successful small business owners embrace the fact that new lead generation marketing is a DAILY activity. If you don’t have a full-time marketing manager, then you, as the business owner, need to take this task upon yourself. You should spend time marketing your tax practice every single day, EVEN DURING TAX SEASON.

MORE: Checklists for New Lead Generation | Don’t Ignore Your Existing Leads | Some Office Nuts and Bolts | The Importance of Goals and Affirmations | The Ins and Outs of Hiring and Firing | Market to Your Ideal Clients
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Don’t use the busy times of the year as an excuse to slack off on marketing if your goal is to GROW your business. There are busy times during MOST of the year – February, March, April, June, July, August, September, October – all of these months have unique deadlines and seasonal peaks. This is ¾ of the year!
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