Checklist: The Essential Goal-Oriented Business Metrics

30 items for 2 types of goals.

By Jassen Bowman
Tax Resolution Systems

If you need help coming up with some ideas on what types of goals to set within your business, I might suggest you review the following list of possible metrics (things to measure) in your business.

MORE ON TAX RESOLUTION: Building Your Dream Team | Suggested Tax Resolution Client Payment Guidelines | When to Follow Up on Prospects | Checklists for New Lead Generation | How to Handle Client Complaints | Case Study: Building a Tax Resolution Business | Marketing Requires Ruthless Accountability
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

You want your goals to be specific, measurable, achievable, results-focused and timed. Your goals will probably change over time as you become better and more confident.
READ MORE →

Building Your Dream Team

The who, why and how of all the people you'll need outside your practice.

By Jassen Bowman
Tax Resolution Systems

Your practice does not operate without the assistance of other people and businesses.

MORE ON TAX RESOLUTION: Suggested Tax Resolution Client Payment Guidelines | Checklists for Tax Resolution Sales | Overcome Objections in 7 Steps | How to Reactivate Lost Clients | Don’t Ignore Your Existing Leads | The Importance of Goals and Affirmations | Market to Your Ideal Clients | Tax Resolution: A Lucrative Opportunity
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

Note that this section doesn’t comprise your internal staff. Rather, your “Dream Team” is your network of service providers, independent contractors, vendors and joint venture partners.
READ MORE →

Suggested Tax Resolution Client Payment Guidelines

Remember who you're dealing with.

By Jassen Bowman
Tax Resolution Systems

Let's put this right out in the open: Your livelihood in the tax resolution business is coming from individuals and businesses that OWE MONEY to the government, and, more than likely, are behind on payments to other creditors, also.

MORE ON TAX RESOLUTION: Checklists for Tax Resolution Sales | Quoting Tax Resolution Fees | 12 Rules for Phone Calls | Don’t Ignore Your Existing Leads | The Ins and Outs of Hiring and Firing | Market to Your Ideal Clients | One-Step vs. Two-Step Marketing | Tax Resolution: A Lucrative Opportunity
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

In order to protect yourself and your firm, it is important to have client payment procedures in place and ENFORCE them so that you don't do a bunch of work for free or become just another creditor that the taxpayer owes money to.
READ MORE →

Checklists for Tax Resolution Sales

Includes consultation questions.

By Jassen Bowman
Tax Resolution Systems

After marketing, your next most important job is sales. Sales and marketing are intimately connected, because the leads you generate and nurture through marketing become the prospects you sell to in the sales process.

MORE ON TAX RESOLUTION: Quoting Tax Resolution Fees | Basics of Tax Season Work Flow | When to Follow Up on Prospects | Checklists for New Lead Generation |Client Management Checklists for Tax Resolution | How to Handle Client Complaints | Case Study: Building a Tax Resolution Business | Marketing Requires Ruthless Accountability
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

Most tax professionals dislike the idea of seeing themselves as salespeople. However, you need to accept the fact that if you can’t close a sale, you’re going to be broke, no regardless of your statewide high score on the CPA exam, regardless of the prestigious law school you went to, regardless of any other certifications you’ve earned. If you don’t sell, you don’t eat.
READ MORE →

Quoting Tax Resolution Fees

5 scenarios with fee quotation breakdowns.

By Jassen Bowman
Tax Resolution Systems

One of the most common questions I get from practitioners adding tax resolution services to their service offerings has to do with fees. Many practitioners see the benefit of offering flat-fee service options, while others choose to stick with their existing hourly fee model.

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 | Market to Your Ideal Clients
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

These are some example of how I quote fees when running a high-volume tax resolution practice. These scenarios do not represent any one particular client I’ve had. Rather, they each represent dozens of similar situations I’ve worked on. These scenarios are the norm if you’re focusing on 941 representation. For completeness, I’ve also added a 1040 scenario as an example.
READ MORE →

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
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

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.
READ MORE →

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
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

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

READ MORE →

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
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

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.
READ MORE →

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
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

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.
READ MORE →

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
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

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.
READ MORE →

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
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

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.
READ MORE →