Elevate Your Expertise - Proven Sales Techniques to Power Your Growth

When it comes to sales, it gets a bad rap among many professionals. Most practitioners think the key to success is having more knowledge and credentials listed after their name, and then wrapping those letters around their business cards. In fact, the opposite is true.

When it comes to getting a client to retain you for a tax resolution case, you must organize and present your expertise, and state what you can do so clearly that the client is begging you to take their case by the end of your presentation. Rather than letting the prospect exit by saying, “Send me a proposal,” the practitioner’s last 10 words should be, “What credit card would you like to put that on?” Most practitioners don’t actually ask for the sale.

I was raised in the world of retailing. If a customer came into one of my father’s stores, my father taught me that, “They are not leaving without the cash register ringing. They’re not coming in to look. They’re not coming in to browse. They’re coming in to buy,” he told me. That has always been my mentality, which I teach to others.

If someone is calling you with an IRS problem, they need help. If I received an inbound call from a prospective client, I don’t care if they have called three or four other companies before me. All I care about is that they have a problem, they reached out to me, and I know that I can help them.

People who devalue sales roles don’t know what a salesperson actually does. The definition of a selling is helping people realize a better future for themselves. The way I have always looked at sales is that I have a moral obligation to help as many clients as humanly possible because I know their situation will only get worse if they do not hire me to help them. I would be doing them a disservice if I let them walk out of my office, or leave the phone call without retaining me.

Part of our year-long Founder’s Mastermind is teaching tax resolution professionals how to close the sale. At our annual in-person Founder’s Mastermind event, that we just held at the Sheraton Universal Hotel in Los Angeles, one of the days was an Immersion Sales Clinic Workshop. I shared a detailed, highly structured consultation script I created for the consultation phone call or face-to-face meeting. I then had everyone break out into groups to practice using the script.

On our bonus day, we invited our keynote speaker from our last Success Summit, Diamond Dallas Page, Hall of Fame WWE wrestler, three-time world champion, and yoga school owner — (yes yoga!) to give an inspiring and motivational talk. We sent everyone a copy of his book, “Positively Unstoppable” prior to the event, and many brought their books and had Dallas sign the book or took pictures with him.

We also had Jennifer Hudye , Founder and CEO of Vision Driven Global, come for an hour and talk about next year’s bonus day where everyone will create a playbook to create a Vivid Vision for their business. A Vivid Vision is a 4–6-page document that paints a picture of your company three years from now.

Roslyn Rozbruch and I have created our vivid vision for our business, and it has been a powerful tool for uniting our team around a shared purpose. Roslyn was so excited about our Vivid Vision she said she wanted the members in our Founder’s Mastermind to be able to create one. Jennifer will guide everyone on a full one-day workshop at next year’s annual event in Austin, Texas.

Immersion experiences, like this sales clinic training are the bedrock of our Founder’s Mastermind program. We cover how to do the technical work, marketing, and sales. Three of our Founder’s Immersion sessions are virtual, and the last one is an annual in- person event, which includes an additional Bonus Day. The in-person event is also a great way for everyone to connect with everyone else. These six-hour live Immersion sessions are among one of the many reasons our 2023-2024 Founder’s Mastermind program sold out. Most of our attendees at our latest Immersion event also signed up for our 2024- 2025 Founder’s Mastermind program.

An opportunity to join Founder’s Mastermind is coming up in just a few weeks at our 2024 Virtual Tax Resolution Success Summit (Thursday, Aug. 22, to Saturday, Aug. 24). Register Here! This year’s theme is how to be Top Gun in the tax resolution industry, and we’re going to show you how to seize the opportunity, capture massive profits, and rescue clients and resolve their cases!