Tax Representation leads are just different. They don't proudly brag about their problems, making them difficult to find if you don't know where to look. Yes, we can use tax liens to find out who in our area owes over a certain amount. But then what? Are you going to use scare tactics to scare them into working with you?
If that's your cup of tea and the way you like to move, best wishes to you! That's not the way I like to approach it. I don't want anyone to feel pressured to work with me because they don't have any other options. I want them to want to work with me because they believe that I'm the best solution to their problem. Our working relationship isn't obligatory, it's a partnership.
I want the same thing for you. Today I'm going to walk you through how to take leads from being complete strangers to trusting you and asking you to take their case. If you haven't already, make sure you read "2024 Marketing Strategy for Enrolled Agents." That will get you up to speed on what a lead is and how to keep them in your pipeline. I also break it down on my private podcast, The Tax Pro Representation Journey.
Here are the ABCs of attracting and converting tax representation leads to clients:
Let me walk you through how to implement these 3 steps using what you learned from the podcast and last week's article.
Adding Value to Tax Representation Leads
We hear this often, you have to give value. But a lot of people get confused about what it actually means. I will give you a hint, it does not mean that you have to give away something tangible for free like a PDF or e-book. Those are nice and do provide value. They do have a respectable place in the market.
However, when you start a relationship by giving a tangible item for free that trains the prospect to continue looking for free things from you. We all have to eat right? So everything can't be free.