lystn

Hey, I'm Michael Rozbruch, Founder of Roz Strategies and Creator of the Tax Resolution, Domination System and Toolkit.

This is a much different sales objection than someone saying, "I don't have any money."

OK?

This is an objection where the person doesn't want to be taken advantage of.

This is an objection where a person doesn't want to pay over what he thinks he should pay.

So prospects who ask this don't want to overpay.

They just want to feel that you're going to be taking care of them.

So how do you answer that?

Well, number one is you agree and affirm that, "yes, this is a lot of money to come up with right now."

You state that their matter is going to take six to ten months to resolve.

Now, usually, people who bring this objection up have gotten lowball quotes from some of your competitors.

Let's say you come up with your fee schedule that it's going to cost the client $7500 to resolve their case.

And they may have gotten a fee quote, a lowball quote from someone else for $2500.

And you know, it's going to take six to ten months to resolve their matter.

So what I would say is,

"Mr. Client, do you honestly think that they're going to put a CPA, an enrolled agent or an attorney on your case for $250 a month to resolve your problem?"

They can't, and they won't.

So instead, you never drop your price.

You never discount your price.

Instead, you build value.

You build value by saying, “Hey, this is going to take a long time.”

“We're going to put a professional licensed EAA or CPA or attorney on your matter.

You tell them that you're going to do the research to make sure that you're going to settle their case for the lowest amount allowed by law in the most expeditious fashion possible.

You never guarantee a certain dollar amount that you're going to settle the case for.

You never guarantee a certain monthly payment amount that you're going to settle the case for.

You can only promise or guarantee things that are in your direct control.

Look, the stakes are high for your prospect.

The stakes are high because if they don't resolve the problem, they're never going to be able to have a bank account.

They're never going to be able to leave a legacy.

Also, IRS problems have a habit of ruining all aspects of your prospects life, including relationships with their spouse, relationships with their kids.

So your job is to put them at ease.

Your job is to build value.

Your job is to paint a picture of what life is going to be like with the IRS problem resolved.

That's how you answer the objection, “Well, you're just too expensive.”

I hope you got some value from this video and we'll see on the next one.

If you want to learn more about the lucrative nature of tax resolution, click on the link below for some free training resources that I'd like to provide to you—tax resolution as a way for you to generate profits and cash flow all year round.

And on this free training, I teach you where to find clients that have tax problems, how to attract them to you, how to take them through the initial consultation, what to charge for certain resolution alternatives, and how to collect that money all on this free training.

So if you want to learn more, if you want to gain more profits, more cash flow during the year and stop doing just cheap tax returns,

Click on the link below, and I'll see you on the other side. rozstrategies.com/live-training