How to Pursue Federal Tax Lien Marketing

Courier on scooter delivering envelopeThese are motivated clients.

By Michael Rozbruch, CPA
The IRS Audit Notice Checklist

What if the IRS actually published a list of all the names and addresses of the 13.2 million individuals and businesses that have been identified by the IRS that owe back taxes? For those of us who offer IRS representation services, we’d all be millionaires! It would be the “mother” of all lists as we would have a built-in lead generation source.

MORE: IRS Crackdown Spells New Opportunities for Tax Professionals | 2 Emerging Industries for Tax Resolution | 9 Secrets to Getting IRS Penalties Removed | KPIs That Accounting Firms Don’t Measure But Should | 10 Tips for Maximizing Referrals
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Needless to say, a list such as this would be invaluable to a practitioner starting (or wanting to expand) a tax resolution business. Unfortunately, the IRS doesn’t publish such a list. However, the next best thing DOES exist!

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IRS Crackdown Spells New Opportunities for Tax Professionals

McKenzie

BONUS: Specific online and offline marketing strategies.

By Michael Rozbruch, CPA
The IRS Audit Notice Checklist

I don’t think there is a better time in the past eight years to get into the tax resolution business than now.

MORE: The 10 Most Important Words for Getting Retained | Why Are Artists and Tax Pros Afraid to Sell Themselves? | What Do Taxes and Wedding Dresses Have in Common? | 2 Emerging Industries for Tax Resolution
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I say it’s never been a better time because of the convergence of some key industry metrics and observations. It’s almost like a “perfect storm” given the IRS’s 2020 focus on increased enforcement.

PODCAST: Rozbruch interviews the widely known godfather of tax resolution, Robert “Bob” McKenzie, about what to expect from the IRS new compliance and enforcement initiatives, this year and beyond. Listen here: Podcast: Rozbruch interviews Bob McKenzie

Additionally, tax season is the absolute best of the year to market for tax resolution as taxes are top of mind with everyone, especially people who owe back taxes or haven’t filed their tax returns for several years – or both.

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The 10 Most Important Words for Getting Retained

Man in suit holding out credit cardAlso: What NOT to guarantee.

By Michael Rozbruch, CPA
rozstrategies.com

The 10 most important words that must roll off your tongue when it comes to asking for the “sale” must be part of your “close “repertoire.  The 10 words are What credit card do you want to put that on?”

MORE: Why Are Artists and Tax Pros Afraid to Sell Themselves? | What Do Taxes and Wedding Dresses Have in Common? | 9 Secrets to Getting IRS Penalties Removed | 10 Tips for Maximizing Referrals
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Let’s assume your marketing is working, the phones are ringing and you know how to screen the looky-loos and tire-kickers from qualified prospects because you have a phone script system. You’re scheduling appointments because you have a system and script for that too.
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Fear of Success

Man with head down on desk, sticky note with "HELP" writte on it on baseball capSelling is not just good business, it’s a moral obligation.

By Michael Rozbruch, CPA
The IRS Audit Notice Checklist

Earlier this fall, Roslyn and I attended a smooth jazz concert with a few of our friends. Roslyn is a big jazz fan, and I’m starting to get there, too.

MORE: What Do Taxes and Wedding Dresses Have in Common? | 2 Emerging Industries for Tax Resolution | Social Media’s Place in Your Marketing Strategy | KPIs That Accounting Firms Don’t Measure But Should | 10 Tips for Maximizing Referrals
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The show we caught, Dave Koz & Friends’ Summer Horns Tour, was part of an outdoor concert series, and the artists were incredible. Dave Koz was playing with other big talents, like Richard Elliot, Gerald Albright, and Rick Braun. It was fabulous – two hours of great jazz music that spanned from Duke Ellington to Kool & The Gang.
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What Do Taxes and Wedding Dresses Have in Common?

Smiling woman meeting with man in office3 takeaways you can use right now.

By Michael Rozbruch, CPA
The IRS Audit Notice Checklist

This past spring, Roslyn and I flew out to New York to visit our daughter. Erica got engaged over the holidays, which means she and Roslyn are in full wedding planning mode. While we were out there visiting, Erica scheduled an appointment to look at wedding dresses with Roslyn at Kleinfeld Bridal.

MORE: 2 Emerging Industries for Tax Resolution | 6 Secrets to Getting Great Testimonials | Social Media’s Place in Your Marketing Strategy | KPIs That Accounting Firms Don’t Measure But Should | 10 Tips for Maximizing Referrals
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If you haven’t heard of this bridal boutique before, you may have heard of the reality show set there called, “Say Yes to the Dress.” You can Google it if not.
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2 Emerging Industries for Tax Resolution

Piggy bank with marijuana leaf painted on it, atop a calculatorCan you afford to pass these up?

By Michael Rozbruch, CPA
The IRS Audit Notice Checklist

When it comes to marketing I always say, “One is a lonely number, and you need more than one marketing strategy to attract prospects.” Let me take that one step further and say, you also need different groups of people to market to.

MORE: 6 Secrets to Getting Great Testimonials | 9 Secrets to Getting IRS Penalties Removed | Social Media’s Place in Your Marketing Strategy | KPIs That Accounting Firms Don’t Measure But Should | 10 Tips for Maximizing Referrals
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I have two hot tips for industries you should be focusing your marketing to because these two industries are going to produce a lot of clients who have tax problems that are going to need IRS representation. And those two new industries are cryptocurrency and cannabis.
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6 Secrets to Getting Great Testimonials

Businesswoman being applauded by peersSpread the word about your successes.

By Michael Rozbruch, CPA
The IRS Audit Notice Checklist

When marketing your services, obviously credibility is critical to your success. This includes number of years in business, number of clients served, etc.

MORE: 9 Secrets to Getting IRS Penalties Removed | Social Media’s Place in Your Marketing Strategy | KPIs That Accounting Firms Don’t Measure But Should | 10 Tips for Maximizing Referrals
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However, “believability” is even more important than “credibility.” The facts about your business, proprietary systems/methods, and cases resolved, years in business and so on are important, but not nearly as persuasive as what clients have to say about their real-life experiences with you, benefits realized and skepticism erased.
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9 Secrets to Getting IRS Penalties Removed

Number 9 created by gaps between many small green plastic 9'sPlus an entirely different method.

By Michael Rozbruch, CPA
The IRS Audit Notice Checklist

The IRS has over 148 different penalty types they can hit you with. And the worst part is that the IRS can also charge interest and additional penalties on the original penalty.

MORE: Social Media’s Place in Your Marketing Strategy | KPIs That Accounting Firms Don’t Measure But Should | 10 Tips for Maximizing Referrals
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Penalties can be such a high percentage of the overall tax debt that it generally makes sense to consider requesting the IRS remove or reduce penalties in certain situations.
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Social Media’s Place in Your Marketing Strategy

Young people holding social media logosThis is NOT “set it and forget it.”

By Michael Rozbruch, CPA
The IRS Audit Notice Checklist

Before I delve into social media’s place in your marketing strategy, let’s return to what I hope is already a frequently used tool in your marketing toolkit: content marketing.

MORE: KPIs That Accounting Firms Don’t Measure But Should | 10 Tips for Maximizing Referrals
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It is critical to cast a wide net to attract leads and thus new client conversions by creating educational content like special reports (white papers), articles, blog posts, videos, DVDs, ebooks and books so that people with IRS problems can get answers to questions or information on topics they want or need to know about.
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