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The Checklist Manual for Building a Wealth-Driven Taxpayer Representation Firm

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  • Comprehensive step-by-step guide to launching a new high-value, fast-growing, year-round tax services business.
  • With checklists, processes, procedures, worksheets, sample letters, scripts, and guidance on compliance and best practices.
  • Based on the real-world experiences of building multi-million-dollar businesses from scratch.
  • Packed into more than 250, 8.5- x 11-inch workbook-sized pages.
By Jassen Bowman, EA
The Special CPA Trendlines Edition: Actionable Intelligence for the Tax Professional.

$295.00

$195.00

You save $100.00 (34%)!


Are you sick and tired of earning less than you know you deserve?

Jassen Bowman EA
Jassen Bowman

One of the biggest challenges that an accountant, CPA, Enrolled Agent, or tax attorney faces is that they get stuck doing client work that has a lower billable value than they would like. You can’t bill out at $500 per hour when you’re doing $15 per hour tasks.

If you want to drastically increase your average billable rate, and skyrocket your total practice revenues, you simply MUST perform more valuable services. At the same time, you need to:

• Systemize your practice to maximize efficiency.
• Automate low-level, time-consuming processes.
• Delegate tasks of less value than your desired hourly rate.

Representing taxpayers with an existing back tax liability is perhaps single most lucrative opportunity in tax practice today. With proper application of systems, automation, and delegation, even a solo practitioner can earn incredibly high hourly fees, and this manual will show you how.

Inside Tax Resolution Systems, you’ll discover…

• How to maximize the lifetime value of your client relationships.
• Best practices for getting paid by tax debtors.
• Step-by-step processes for efficiently working collections representation cases.
• Leveraging technology, checklists, and assistants to handle a high case volume.
• Effectively marketing to obtain high-value tax resolution clients.
• How to command hourly rates of $500 or more per hour as a solo practitioner, and thousands of dollars per hour in a multi-partner firm.

This comprehensive manual covers all aspects of marketing to find clients, getting them to hire you, and working their case effectively and efficiently. This manual presents everything you need to know for increasing your annual revenues by any dollar amount you desire, whether that’s $50,000 per year, or $5 million per year.

Building a lucrative representation practice feeds new clients into the rest of your services, providing a steady stream of new clients from whom you can pick and choose the lifetime relationships you wish to establish.

About The Author

Jassen Bowman, EA, represented hundreds of small businesses across the United States with unpaid employment tax (941) liabilities from 2008 through 2015. When Jassen first entered the tax resolution landscape, he helped grow a small tax resolution firm from $65,000 to $230,000 per month in just 17 months. Then, after going into private practice, Jassen went from $0 to $35,000 per month in just 10 months. Jassen continued operating his successful solo practice for more than 3 years while traveling constantly, spending extensive periods of time overseas, and traveling around the globe 2.5 times. Jassen has worked with hundreds of other tax and accounting professionals to help them enter the lucrative tax resolution market. He has presented over 200 live webinars and seminars, showing EAs, CPAs, and attorneys how to market and sell this lucrative service, as well as teaching CPE on how to actually work client cases.

See more by Jassen Bowman

 

Scope of This Manual

The checklists contained in this manual are mostly restricted to IRS collections representation, including the sales, marketing, and management of such. Some checklists for tax return preparation, service upselling, and general firm management are also included. It is not the goal of this manual to provide every possible checklist for every possible tax or accounting service. Being limited to tax resolution practice, there are many things that are obviously beyond the scope of this manual. The non-tax resolution checklists, such as for marketing, sales, and business management, are all equally applicable to other areas of your practice and should be integrated into your overall practice structure, where appropriate. It should also be noted that this manual assumes a significant volume of background knowledge in regards to marketing, sales, tax law, etc.

Contents

Tax Resolution Quick Start Guide
The Tax Resolution Opportunity
  • Industry Problems
  • Lucrative Opportunity
  • Tax Resolution Process Overview
  • Overview of Primary Tax Resolution Methods
  • Benefits of Taxpayer Representation
  • Foundations For Success
  • Lead Generation
  • Multiple Streams of Prospects
  • Three M’s of Marketing
  • One Step vs Two Step Marketing
  • Single Hit Versus Multi-Hit Marketing
  • Right Side of the Desk
  • Poor Marketing vs Lazy Marketing Methods
  • Ruthless Accountability
  • Test, Track, and Measure
  • Long-Term Lead Follow Up
  • Marketing To Ideal Prospects
  • Case Study: How a Small New York CPA Firm Built Their Tax Resolution Business
Part I: Staff Roles & Responsibilities
  • Receptionist / Customer Service Representative
  • Tax Preparer
  • Return Review/Delivery
  • Office Manager
  • Marketing Manager
  • Telemarketer
  • Licensed Tax Professional
  • Bookkeeper
  • Payroll Processor
Part II: Hiring & Firing
  • Hiring Checklist
  • Marketing To Hire Checklist
  • Check To See If The Ad Is Still Running First
  • Resume Filtering Checklist
  • Telephone Screening Checklist
  • Unlawful Interview Questions
  • In-Person Interviews
  • Employee Onboarding Checklist
  • Employee Disciplinary Actions
  • Employee Termination Checklist
Part III: Office Setup
  • Exterior Evaluation Checklist
  • Interior Evaluation Checklist
  • Daily Office Setup Verification Checklist
  • Document Posting Board
  • Voicemail Script
  • Initial Client Interaction Checklist
  • Paper File Management
  • Office Safety/Risk Assessment Checklist
Part IV: Tax Firm Management Checklists
  • Tax Firm Daily Checklist
  • Tax Practice Daily Checklist Overview
  • Empowering Daily Questions
  • Affirmations
  • Goals
  • Client Complaint Process
  • Telephone Fee Inquiries
  • The “Who To Call When…” List
  • Office Hours & Scheduling
  • Office Expenses
  • Petty Cash
  • Tax Prep Only Off-Season Processes
  • Inclement Weather Policy
  • Collections
Part V: Client Management Checklists
  • Client Management
  • Daily Client Management Checklist
  • Close File Checklist
  • Post-Closure Monitoring Checklist
  • Client Retention Checklist
Part VI: Marketing & Sales.
  • Daily Marketing Checklist
  • Verify Phone and Website Checklist
  • Update Voicemail Message Checklist
  • Verify 24 Hour Recorded Information Line Checklist
  • Verify Website Checklist
  • New Lead Generation Checklists
  • Marketing To Your Existing Leads Checklist
  • Weekly Lead Generation Marketing Checklist
  • Target Market Examples
  • Example New Homebuyer Lead Generation Letter
  • Lost Client Reactivation Campaign
  • Postcard #1
  • Postcard #2
  • Letter #1
  • Letter #2
  • Prospect Follow-Up Checklist
  • Example Seasonal Tax Prep Marketing Calendar
  • Telemarketing: Phone Skills
  • Telemarketing: Handling Objections
  • Telemarketing: Lost Client Script
  • Tax Resolution Sales Checklist
  • Pre-Consultation Checklist
  • Prospect Arrival Checklist (In-Person Consultations)
  • Tax Resolution Consultation Checklist (In-Person or Phone)
  • Tax Resolution Sales Closing Checklist (Integrated Sales Model)
  • Tax Resolution Sales Closing Checklist (Split Sales Model)
  • Post-Consultation Checklist
  • Quoting Tax Resolution Fees.
  • Suggested Client Payment Guidelines
  • Sample Service Agreement/Engagement Letter
  • Sample Payment Authorization Form
Part VII: Tax Resolution Checklists
  • New Client Intake Checklist
  • Tax Resolution Client Intake Checklist
  • Tax Debt Resolution Checklist
  • Initial Resolution Actions
  • Levy Release Checklist
  • Collections Due Process (CDP) Appeal Checklist
  • Loan Application Checklist
  • Installment Agreement Checklist
  • Offer in Compromise Checklist
  • Currently Not Collectible Checklist
  • Penalty Abatement Application Checklist
  • Certificate of Discharge Application Checklist
  • Lien Subordination Application Checklist
  • New Company Formation (NewCo) / Sole Prop Flip Checklist
  • Tax Resolution Case Management
  • 48 Hour File Review Checklist
  • 10 Day File Review Checklist
  • 30 Day File Review Checklist
  • Close File Checklist
  • Post-Closure Monitoring Checklist
  • Client Retention Checklist
Part VIII: Tax Season Work Flow
  • General Tax Season Tax Prep Work Flow
  • Client Intake Checklist
  • Return Preparation Checklist
  • Return Review Checklist
  • E-file Processing
  • Average Fees For 1040 Returns
  • Bundled Pricing Tiers
Part IX: Building Your Dream Team
  • Dream Team Contact Checklist
  • Accountant
  • Administrative Assistant
  • Answering Service
  • Attorney
  • Bookkeeper
  • Collection Agency
  • Court Abstractor
  • Email Broadcast Service
  • Factoring Company
  • Hard Money Lender
  • Mailing House
  • Mailing List Broker
  • Mastermind Group Members
  • Mentor
  • Mortgage Broker
  • Real Estate Agent
  • Real Estate Investor
  • SEO and Web Marketing Service Provider
  • Telemarketer
  • Title Company
  • Val-Pak or MoneyMailer Rep
  • Virtual Assistant
  • Voice Broadcast Service
  • Web Hosting
Part X: Business Management Checklists
  • Process Mail Checklist
  • Process Voicemail Checklist
  • Process Email Checklist
  • Business Metrics
  • Continuing Education Checklist
  • Business Setup Checklist
  • CRM System Tags
  • Monthly Accounting Checklist

Preface to the CPA Trendlines Edition

In late 2013, when the first edition was published, I was still living the life of a globe-trotting semi-expat. At the time, I eschewed having a large practice, with the annoyances of staff and office space that tend to get in the way of sipping a mojito on the beach in Spain.

I limited my case load to only two or three active clients at a time, and I refused to offer any additional services beyond tax resolution. While great for creating a five to ten-hour work week, it obviously severely restricts income. It also prevents long-term client retention for other services, such as bookkeeping, payroll, and tax prep. It is this cross-selling of services that truly builds the value of a business. While spending over three years traveling when and where I wanted was awesome, and I had more than enough active income to support the lifestyle, the reality is that I wasn’t creating wealth. Getting older was definitely a contributor, as were an extremely rapid marriage and divorce, but by 4th quarter 2014, I made the commitment to set up shop someplace cool and wet for at least two years in order to focus on the wealth aspect that my lifestyle didn’t provide.

Thus, more than just a practice management handbook or a tax resolution “how to” guide, or a marketing implementation manual, this 2nd edition of Tax Resolution Systems is a wealth-building tool. It’s obviously all those other things, too, but this manual isn’t about creating an efficient, part-time, lifestyle-driven, one-man band. It’s about building a full-time, high-revenue business worth significant equity. Put more simply, the first edition was written for solo practitioners that just want to earn a living. This second edition is all about building a tax firm. In fact, I came pretty close to changing the title of this manual to Tax Firm Systems. Thus, you will find things in this edition that simply didn’t exist in the first. Checklists will now, for example, reference the handoff of certain tasks to staff members. The marketing plan is now essentially a full-time job. The increased use of technology tools should also be noted.

You’ll also notice that this edition makes a significant departure from the first in terms of the presentation of checklists. While the Daily Tax Firm Checklist still remains, and references other checklists, it’s intended as a personnel management tool. In the first edition, every checklist was an off-shoot of the Daily Tax Practice Checklist. Since the first edition was intended for solo practitioners, the approach was to create a fairly structured example of a complete work day, and items were intended to be completed more or less in order (even if they were spread across multiple work days). In this edition, entire large task blocks are structurally decoupled from the daily routine of the owner. Practice owners will need to assign specific checklists to specific staff members on a daily or weekly basis, based on your current personnel.

That raises another point. The first edition was based entirely on the concept of a full work day. With a larger firm, many daily tasks obviously still remain, but from a firm management standpoint, longer time frames are usually necessary because there are more functional units in operation. Since I believe a monthly view is too long, and leads to slower growth, complacency, and not-quick-enough adaptation to change, I have chosen to take a weekly time view in relation to firm operations.

Some users of the first edition of this manual commented about it not containing certain checklists necessary for larger firms, and for the lack of task breakdown by job role. Inevitably, some users of this edition will make the opposite observation. My response either way is the same: Everything is scalable. Adjust checklists and processes to meet your own needs. It’s fundamentally impossible for me to create something like this that will please everybody, and it’s not my objective to do so. These are the checklists and processes that either already work for me, or are my first stab at creating a brand new process that I know I’ll need (yes, some of these checklists are completely experimental as of this writing).

Selling $2 million per year in tax resolution services is not a difficult task. Putting systems into place to do so efficiently, at maximum profit margins, and building a sustainable back end business… Now that’s a challenge.

If that’s the challenge you’re faced with, then this CPA Trendlines Special Edition of Tax Resolution Systems is for you. I encourage you to implement the ideas contained herein and to stay the course towards creating your own wealth-driven tax firm.

– Jassen Bowman, EA

Special Pre-Publication Offer: FREE U.S. Shipping! And FREE eBOOK!

$295.00

$195.00

You save $100.00 (34%)!