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Hey, it's Michael Rozbruch here, Creator of the Tax Resolution Domination System and Toolkit and Founder of Roz Strategies. Let me tell you about a coaching call I had just the other day with a Platinum Mastermind Member. He said, "Mike, I have this situation where I got a client about eight months ago. When I had my initial consultation, they were a perfect client for an Offer In Compromise (OIC). They had a payroll tax situation, and now we're eight months into the case. I told him the range of the settlement based on historical experience. As I'm putting the package together with all the source documents, I realize the client actually doesn't qualify for an Offer In Compromise (OIC)." Now he has to go back and have a very uncomfortable conversation with the client. The client gets upset and asks for a refund. All this could have been avoided by doing the following, and I also learned this the hard way.   

When taking the client through the initial consultation, you fill out what I call a "mini Form 433-A". It's a one-pager or cheat sheet that gives you all the information you know that's asked on the formal IRS Form 433-A to diagnose the case so you can come up with your prescription and price the case. Now here's the thing that no one realizes to do, you need to get the client to sign in the date that mini form/one-page cheat sheet. Because when the issue comes up eight months from now and the client is unhappy, you can trot out that mini 433-A one sheet that the client signed representing to you this is what he told you and reconcile between the two. So the client isn't upset and isn't asking for a refund. It's managing expectations throughout the pendency of the case. 

Every time you have an opportunity to talk to that client for those eight months, I have what's called the 14 Touch Point Client Assurance System, where you give them a case status update every 28 days. Every time you contact the client, you are managing their expectations. Don't wait for eight months to go by and say, "Hey Joe, you don't qualify for an offer because of X, Y and Z." Once you have the mini 433-A, leverage that one-pager and have an intelligent, informative discussion with your client why they don't qualify.

For example, the client may have told you that the equity of his home was worth $200,000 eight months ago and that he had a mortgage of $160,000 on it. Now everyone knows that the real estate market is going through the roof. Eight months later, the new value of the house is $275,000. He still has the same outstanding mortgage of $160,000, so all of a sudden, he is no longer a candidate for an Offer In Compromise (OIC, just based on the increase in the equity of his real property. And once you have his representations to you eight months ago that said the house was only worth $200,000. Now you can have an informative, intelligent discussion with the client on why he doesn't qualify, and he won't be asking for a refund or be upset. So that's the big tip for this week, and we'll see you in the next video. 

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

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