Why Lists Are Not Leads

Jassen Bowman: "Client dollars are really the only vote that matters when it comes to marketing decisions."Marketing requires ruthless accountability.

By Jassen Bowman

At all times and in all circumstances, you need to hold your marketing ruthlessly accountable for results.

MORE: The Secrets of Multi-Hit Marketing | Grow Faster, Be More Efficient | Your Sales Funnel Needs Systems | How Tax Resolution Works | 4 Tax Resolution Industry Flaws | Need a New Service Line? Consider Tax Resolution
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This is an inherent difference between direct response marketing and image advertising or branding. In a practical sense, this means that you need to test, track and measure everything you do in your marketing.
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The Secrets of Multi-Hit Marketing

There’s room for both one-step and two-step marketing, but be smart about how you use them.

By Jassen Bowman

The number of steps that a lead must take in order to receive your full marketing message is an important consideration when planning marketing campaigns and media purchases.

MORE: Grow Faster, Be More Efficient | Your Sales Funnel Needs Systems | How Tax Resolution Works | 4 Tax Resolution Industry Flaws | Need a New Service Line? Consider Tax Resolution
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Generally, the more steps that a lead must take in order to enter your marketing funnel is going to increase the quality of your leads, but decrease the quantity.

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Grow Faster, Be More Efficient

5 tasks to tackle every day.

By Jassen Bowman

For solo practitioners and small firms, success often comes down to the establishment of good habits that support the implementation of systems across the most important elements of operating a practice.

MORE: Your Sales Funnel Needs Systems | How Tax Resolution Works | 4 Tax Resolution Industry Flaws | Need a New Service Line? Consider Tax Resolution
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For the tax resolution practitioner, these habits can be distilled down even further to five specific tasks, for which you should have systems in place to accomplish each.
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Your Sales Funnel Needs Systems

Small potted plant fertilized with coinsBecause first, you need clients.

By Jassen Bowman

If your experience is primarily in the tax return preparation arena, then you are most likely used to the service being what is referred to as a “lay down” sale, meaning you really don’t have to sell.

MORE: How Tax Resolution Works | 4 Tax Resolution Industry Flaws | Need a New Service Line? Consider Tax ResolutionGoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

As an optional service that many people just aren’t familiar with as an option, tax resolution actually requires a little bit of sales skills. I think it’s important for you to have a handle on the key benefits that you bring to the table for potential clients.
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How Tax Resolution Works

It’s a lucrative opportunity.

By Jassen Bowman
Tax Resolution Systems

With over 14 million active IRS collections cases, there is a tremendous need for competent taxpayer representation.

MORE: 4 Tax Resolution Industry Flaws | Need a New Service Line? Consider Tax Resolution
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There has never been a better time to add this highly lucrative, recession-proof service to your tax practice.

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4 Tax Resolution Industry Flaws

Purple No. 4 billiard ballOne of these is actually a violation of tax code.

By Jassen Bowman

Tax resolution is the process of negotiating repayment plans and other IRS program options on back tax debt. In my opinion, tax resolution is more appropriately called “tax debt collections representation,” since that’s what you’re doing: representing the best interests of your clients in order to get them out of the IRS or state tax collections cycle.

MORE: Need a New Service Line? Consider Tax Resolution
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According to the IRS, over 14 million Americans owed back taxes to the United States Treasury as of the end of FY16. Millions more owed back taxes to state and local governments.
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Need a New Service Line? Consider Tax Resolution

Money tree growing in the middle of green meadowBONUS: An overview of the process.

By Jassen Bowman

With over 14 million active IRS collections cases, there is a tremendous need for competent taxpayer representation. There has never been a better time to add this highly lucrative, recession-proof service to your tax practice.

MORE ON TAX RESOLUTION: How to Maximize CRM System Tags | 10 Steps to Setting Up Direct Mail | Process Communications Efficiently | Suggested Tax Resolution Client Payment Guidelines | 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
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In fiscal year 2015, the IRS opened 8.1 million new collections enforcement cases, while only closing 7.1 million cases. Altogether, these taxpayers owed the IRS over $137 billion. That’s more than twice the entire annual budget for the U.S. Department of Education.
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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
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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.
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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
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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.
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