TaxCure WP

Sample Sales Script and Process for a Tax Consultation

Sample Sales Script and Process for a Tax Consultation

SALES SCRIPT FOR CALLS INS IRS & STATE

Sample Sales Script Two Step Process

This script assumes your company sells in a 2 or 3 step process: Investigation, Compliance, and Resolution.

Change or modify the script as you see fit. The script was built in 2017 using a burner phone and calling every major tax resolution company to see how they pitched. By implementing it, we went from an 8% close rate to a 12% close rate on pay per click advertising leads when the average was 10% among clients we helped in the past. 

Step 1: Qualification

Thanks for calling _________, this is ____________, are you calling in regards to an IRS or State tax debt?

  • IF YES – Ok, how much does the IRS say you owe? [Click here to enter text if more than 10k.]
  • IF YES – What Tax Years Is this From?
  • IF No: Ok, does any state claim you owe them taxes right now? [State taxes owed? Click here to enter text.]
  • IF No: Ok, we don’t help with property tax, city tax or student loan issues.
  • IF Yes. What Tax Years Is this From?

Do you have any unfiled taxes? Choose an item.

  • IF Yes. Let's start with Federal, what years are unfiled?
  • How about unfiled state returns?

Show Empathy: "Yeah, well, I'm really sorry to hear that. We'll do our best to help you resolve this."

Fact to Say: The IRS and many states generally by law require that you file the last six years. However, that doesn't mean that by filing tax returns older than six years it will not benefit you. When you do not file a tax return, generally after 3 years, the IRS will file for you (aka Substitute for return or SFR) and they do not give you all the deductions and credits you may be entitled to. So, if one of our attorneys feels you would benefit from filing, then we will do a reconsideration filing.

Step 2: Further Qualification Questions

I'm not sure if we are the right firm to resolve your IRS or State tax problem, but to determine how I might assist you, could I ask you a few questions? I want as many details as you can provide, but immediate necessities first. We need to get some breathing space between you, the state, and the IRS to resolve this for you once and for all.

  • Just curious, were you referred by your attorney or CPA to us? How did you find us?
  • Can I get your first and last name?
  • In case we get disconnected, what is the best number to reach you?

Fact to Say: Just so you know this whole conversation will remain confidential and we will not share any information with taxing authorities.

Is your debt from personal income or is there a business involved?

  • Business Personal Both
  • IF Personal: Go to Question 6
  • IF BIZ – What type of business? Choose an item.
  • IF BIZ – What is Your EIN #? [If sole prop or contractor, then social security #] Enter EIN:

Are you w2’d or 1099’d (independent contractor) or both? Choose an item.

  • IF 1099 or Both – Have you been making estimated tax payments? Circle (Yes or No)
  • IF W2 Only – Go to Question 7

Fact to Say: As you probably know, when you work for someone (w2), they take out your taxes and send them to the IRS and State periodically. However, if you are 1099'd, you are responsible for making estimated payments to the IRS and State. Estimated taxes are due on April 15th, June 15th, September 15th, and January 15th generally unless the day falls on a weekend or holiday.

What happened to cause that tax debt that you are in?

Do you have a revenue officer assigned to your case? Choose an item.

  • IF Yes: Do you have their name and phone number?
  • IF No: Next Question

Fact to Say: It varies by State, but generally with the IRS, if you owe more than $250,000 in income taxes you will get a revenue officer assigned. The same is true with payroll taxes except all you need to owe $25,000+.

Are you currently in any payment agreements with the IRS?

  • IF Yes – How much are you paying them per month? (Click here to enter text.)
  • IF Yes – When was the last payment you made to them? Enter Date
  • IF Yes – When did you start the payment agreement with them? Enter Date
  • IF No – How about the state? Choose an item.
  • IF Yes – How much are you paying them per month? (Click here to enter text.)
  • IF Yes – When was the last payment you made to them? Enter Date
  • IF Yes – When did you start the payment agreement with them? Enter Date
  • IF No – Next Question

Did you receive any letters from the IRS?

  • IF Yes – What does the letter say?
  • IF Yes: Does the IRS letter have a number at the top right of letter (like "CP" and then a number)? [At this point in time quickly Google the letter number they have so you can speak about it later and sound educated]
  • IF Yes: Did the letter come certified? Choose an item.
  • IF Yes: Does it give you a deadline of any sort? Choose an item.
  • IF Yes – What is the deadline? Enter Date
  • IF No – Next Question

Did you get any letters from the State?

  • IF No: Next Question
  • IF Yes. What does the letter say?
  • IF Yes: Did the letter come certified? Choose an item.
  • IF Yes: Does the State letter have a number at the top right of letter? Choose an item.
  • IF Yes: Does it give you a deadline of any sort? Choose an item.
  • IF Yes – What is the deadline? Enter Date
  • IF No – Next Question

Has the IRS or the State taken any aggressive collection actions against you? I am talking about tax liens, levies, garnishment….forced collection methods. Choose an item.

  • IF Yes, IRS Bank Levies? Choose an item. Date of Bank Levy: Enter Date Amount Levied:
  • IF Yes, IRS Wage Garnishment? Choose an item. Date Started: Enter Date Amount Per Check:
  • IF Yes, IRS Bank Levies? Choose an item. Date of Bank Levy: Enter Date Amount Levied:
  • IF Yes, State Bank Levies? Choose an item. Bank Levy Date: Enter Date Amount Levied:
  • IF Yes, State Garnishment? Choose an item. Date Started: Enter Date Amount Per Check:
  • IF Yes, IRS Liens? Choose an item. Date Lien Filed: Enter Date Amount of Lien:
  • IF Yes, State Liens? Choose an item. Date Lien Filed: Enter Date Amount of Lien:

Fact to Say: After a period of time, the IRS and many states will start to come after you with aggressive collection actions like wage garnishment or bank levies. Once a bank levy hits, it is not easy to reverse or stop it. The difference between an IRS and state bank levy is that the IRS levy is generally a one-time event where they freeze the funds in your bank account and seize them after 21 days, whereas many states have standing bank levies, which means they can continuously take money from your account as you make deposits until the debt is fully paid. With wage garnishments, the IRS can typically take up to 25-30% of your disposable income, whereas states usually cap garnishment at around 25%.

Fact to Say: Realize with unpaid state taxes, their driver’s license, real estate license, insurance licenses and passport can also be revoked/not renewed.

Have you provided any financial information to the IRS in the last 30 days? Choose an item.

  • IF Yes: When did you provide financials? Enter Date What form did you submit? Choose an item.
  • IF No: Next Question

Did you provide the state any financials in the last 30 days? Choose an item.

  • IF Yes: When did you provide financials? Enter Date What financials did you provide?
  • IF No: Next Question

Are you currently in bankruptcy? Choose an item.

  • IF Yes: What type of bankruptcy? Choose an item. When did you file? Enter Date
  • IF No – Next Question

Do you have money in bank accts or retirement accounts (e.g. IRA or 401k) that we need to protect? Choose an item.

  • IF Yes, IRAs? Choose an item. What is the balance?
  • IF Yes, 401ks? Choose an item. What is the balance?
  • IF Yes, Bank Accounts? Choose an item. What is the balance?
  • IF No: Next Question

What are your biggest concerns right now with this tax problem? [Jot down what they are concerned with, remember emotion sells and people justify with logic later. Talk about their family, or if they are buying a home or if they want just less stress etc]

 

Fact to Say: Well the good news is we have helped people in similar situations get favorable outcomes, but it is case by case.

What are your goals or what are you looking to accomplish by having a tax professional work on your case? [Stress here the emotional side]

 

Fact to Say: Well we will have a pretty good idea of some of your options today.

I will get to that but before I do, I just want to review this information you provided thus far, and just get some more information from you. 

Have you contacted or worked with any other companies or tax professionals at this time? The reason I ask is our attorney needs to know if there is already a power of attorney on file with the IRS or State.

Yes. What companies did you contact?

Step 3: Financials

So what do you do for a living?

After you are done paying your expenses each month, how much do you have left over?

Fact to Say: Realize with unpaid state taxes, their driver’s license, real estate license, insurance licenses can be revoked.

Ok well I am going to get an idea of where you stand with assets. Now here you could start asking 433 questions and getting an idea or roadmap.

  • Car Worth and Balance of Loan on it?
  • What Do You Make Per Month (also ask spouse if married)?
  • How do you normally file personal taxes? Choose an item.
  • Do You Own a Home? Choose an item. Equity in home?
  • What do you spend per month on utilities combined?

433 Financial Information Collection:

Income Details:

  • Monthly gross income:
  • Spouse's monthly gross income (if married):
  • Other income sources:

Expenses:

  • Monthly rent/mortgage:
  • Utilities (combined monthly):
  • Transportation costs:
  • Food and miscellaneous expenses:
  • Health insurance and out-of-pocket expenses:
  • Life insurance premiums:
  • Other significant expenses (e.g., private school tuition, student loans):

Assets:

  • Current value of home(s):
  • Outstanding mortgage balance:
  • Vehicle(s) worth and loan balances:
  • Retirement accounts (IRA/401k balances):
  • Bank account balances:

Research and Verification:

  • Have Zillow, Realtor, or Redfin open for home values
  • Have the IRS National Standards available or open along with local standards
  • Have the KBB or Edmunds open for vehicle values.

Step 4: Get Approval and Put Them on Hold

Now that I have more information, I want to run your case by one of my associates. We don't take every case on. There are situations where we just can't get involved. For example, the case is criminal in nature. Such has tax evasion or fraud cases. Or if we sense that a client flat out lies to us. We have had clients tell us they have nothing to their name and they have $500,000 in an IRA. The state and the IRS will find out.

Can you hold for a few minutes while I review the financial information regarding your case and consult with an associate here?

Step 5: Great news

Ok great news. I believe we can really help you based on the information you provided us and bring you on as a client. So here are the steps we are going to need to take right away. This includes a full investigation with a budgetary analysis that is more detailed (client financial review).

  1. The very first thing we are going to file a limited power of attorney with the IRS and State. What this does is let them know we are working on your case. It also makes sure we are notified on any further notices and allows us to get your case in front of decision makers at the IRS (or State). In other words, all correspondence will through us. Do not talk to the state or IRS or discuss anything. We'll handle it from here.
  2. Second, we are going to pull up your tax transcripts with the IRS and State. This will tell us exactly how much you owe, from what years, how much penalties have been assessed, and what tax years are unfiled (if any) and what they are planning on doing to make you pay. This way we know once we are done working the case, we are done, there are no loose ends whatsoever. We also make sure what they are saying is actually what you owe and there are no errors. One important thing we also get from your IRS & State tax transcripts is your Collection Statute Expiration Dates (CSED). These are the dates for each year you owe, when the IRS or State can no longer come after you. State CSED's vary, but the IRS is generally ten years. There are some exceptions where the CSED date is tolled, but generally it is 10 years.
  3. Third, we request a 30-day stay of collection or moratorium with the IRS and State, there is where they do not use enforced collection actions on you while we are negotiating. This will give you some breathing room and time for us to complete the investigation. Once we start working the case, then we can buy more time if necessary later. Once everything is on hold, it is always more important to stay current moving forward than it is to pay back tax. This means we need to have you stay in compliance with all tax laws going forward.
  4. Fourth, you will do an in-depth budget analysis with ___________. This is one of the most important steps. During the budget analysis, she will confirm answers to the financial questions I asked regarding your assets, income, expenses, and liabilities as well as ask you a few more questions. Remember, it is the tax authorities (IRS or State) ability to collect vs. Taxpayer's ability to pay is how the tax code reads and the same goes for most states. We need to prove what you don't have so that you pay only what you can afford.
  5. After your budgetary analysis, we will get back to confirm with 100% certainty all your options, and what we recommend. We present you with all the benefits and disadvantages of each option so decide not only the best option for you but one you can afford. (If they are unfiled read) – Obviously, we need to get your tax returns filed and find out any balances assessed, which by the way, we will be able to roll into your resolution.

How does this sound? Does it make sense?

IF Yes: Next Question

IF No: Answer their questions

Ok, so now that you have an understanding and our plan of action, I want to talk about the cost to get you started. So in order to get us involved in order to resolve the case from start to finish, we would need a good faith payment of $______ (if emergency services $_______).

This fee becomes a credit for any tax services needed after the investigation & budgetary analysis (settlement agreements or resolutions).

Just so you know, our average case is between $4k-$5k, and we use flat fee-based pricing for all of our services. Not only will we help you resolve all these back tax issues, but we will also work with you going forward to make sure you don't fall behind again.

Is this total cost somewhere in the range of what you were looking to pay to get your case worked on by a tax professional?

IF Yes. Ok, great. What credit do you want to use to get started?

IF No. Ok, what were you looking to pay?

I just need to send you the power of attorney form(s) as well as our agreement. So I just need some more information.

Possible Resolution Names to Explain Meaning Better to Them:

  • Partial Payment Installment Agreement which is a Partial Payment Arrangement
  • Payment Plan – Affordable Payment Agreement
  • Offer in Compromise – Settlement Agreement
  • Currently Not Collectible (CNC) – Hardship Arrangement