The Top 6 Reasons why Tax Professionals Should Get Tax Representation Training

Jul 21, 2023

Given how much time I spend both practicing before the IRS and Department of Justice as well as teaching accountants and attorneys to represent taxpayers, I get asked a lot why an accountant or attorney should add Tax Representation to their existing practice.

The reason is simple: high demand, you get to charge higher prices, and no more tax season or ups and downs of the industry (unlike a practice area like bankruptcy or real estate, where demand waxes and wanes with the economy).

So here are my six reasons why every accountant and attorneys should seriously consider getting Tax Representation training:

The Demand

There are more than 25 million taxpayers in trouble with the IRS (more than 10 million non-filers identified and more than 15 million taxpayers with back balances owed to the IRS[1]). Plus do not forget about the state departments of revenue! The demand is huge, and it is not seasonal or tied to the economy. Taxpayers need help all year-round as IRS enforcement is year-round.

The IRS is also now properly funded and has announced that it will begin enforcement again by the end of the summer (August 2023). The tidal wave of work is coming for those of us who handle these matters!

Few Professionals Handle These Matters

Very few attorneys handle Tax Representation matters, and the same with CPAs and EAs. It is the kind of topic that they do not teach in formal accounting and law programs. To really get trained properly to represent taxpayers before the IRS and state departments of revenue, one needs to seek out training from professionals who have a large depth of knowledge in this area and get Tax Representation training, and possibly even certified in tax representation.

Charge More

When it comes to tax returns, or even a Chapter 7 bankruptcy, there is a lot of competition and potential clients can go to many different professionals to obtain the same service. That is not the case when it comes to Tax Representation. Very few accountants and attorneys have had any Tax Representation training, and so those of us that do this have little issue attracting clients. The biggest challenge in building a practice is making sure your network of friends, colleagues and current clients know you have been given Tax Representation training and can handle these matters. In fact, it is the number one reason why we see accountants getting certified in Tax Representation – to make sure their potential clients know they are certified and know how to handle these matters from start to finish!

It’s Not Difficult to Learn: Just Process & Formula

Taxpayer Representation is not a difficult area to master. In fact audits and IRS collection matters are very linear, meaning the process is a straight forward one. Once an accountant or attorney understands the process this entire practice area becomes simple and easy to understand.

The same goes for resolving back tax debts. The IRS enforcement process is simple and straight forward, and resolving these debts is based upon a formula called Reasonable Collection Potential or “RCP”. Inside Tax Rep we teach our members to handle these matters in a matter of hours with some of the most in-depth Tax Representation training.

You Will Win Clients for Life

“But after you resolve the client’s tax issue you never see them again.”

Wrong!

The same issues these taxpayers have, like lack of financial discipline, does not vanish the moment we fix their tax problems. Far from it! They often come back again and again. My former senior partner, after hearing me complain about a client that was back again after defaulting on their agreement and calling them “stupid” said “Eric we love stupid people. Stupid people are going to pay for your children’s college education and fund your retirement. Don’t think of them as stupid people. Think of them as walking annuities.”

Bob, my former senior partner had helped taxpayers several times, that I went on to inherit and help for the next ten years several times, for my staff now to be helping again and again.

The other thing is, if you happen to be a tax professional that does accounting and tax returns, you will have won a client for life after you solve their IRS or state tax issue.

You Will Attract More Clients

Most of our Tax Rep members report that after receiving Tax Representation training and launching their practice, they find more tax return and accounting clients comer to them. Why? Because the clients feel better knowing that if they do have an issue in the future, they know that the Tax Rep member can handle it.

Given the huge tidal wave of work that is coming as a now properly funded IRS begins taking the gloves off and enforcing again, there has been no better time to get Tax Representation training, get certified, and add this lucrative area to your existing practice or even launch a new practice!

[1] Almost 12 million in the current IRS Collection Division inventory and more than 3.2 million assigned to private debt collectors

Eric L. Green, Founder of Tax Rep Network, Receives CPA Academy Top Presenter Award

Dec 22, 2022

Tax Rep Network is pleased to announce that Eric L. Green, a partner in Green and Sklarz, LLC a Connecticut-based law firm and founder of Tax Rep Network, has received CPA Academy’s 2022 Top Presenter Award.

“Providing high quality education and training on tax representation and other areas of practice management to the accounting profession is central to the mission of Tax Rep Network,” said Green. “CPA Academy shares our vision of ensuring that all bookkeeping, tax, and accounting professionals have access to comprehensive continuing education to help them advance their firms and create more value for their clients.”

Green’s CPA Academy training sessions provide tax and accounting professionals with technical and practical guidance to grow their revenue with tax representation services. His current CPA Academy course offering can be found at CPAacademy.org.

In addition, The Tax Rep Network offers expert training in this area including an extensive library on-demand webinar recording, podcasts, and other digital resources as well as printed guidebooks covering a wide variety of tax resolution topics to support professionals handling IRS-related issues for their clients.

The Secrets of Life and Practice

Aug 23, 2021

In this week’s episode of the TRN Podcast, Eric is chatting about the eight things he personally believes are the secret to life and practice. Throughout his career, he’s commonly asked questions like, “How did you stay motivated to building a practice?” and “What did it take for you to go out on your own?”

Eric openly admits that he’s not a motivational speaker, yet he has learned many valuable lessons and tips along his journey—lessons and tips he wants to share with listeners today.

His first piece of advice: Wake up early!

Waking up early is the easiest way for you to build a practice. He originally built his practice on the side of his day job. To accomplish this, he got up every morning at 4:30 and would work on his own projects until 7:30 or 8:00 AM, and then he would go to his regular job.

Think of it this way: It’s important to invest at least 15 hours a week into your side hustle—whatever that side hustle is for you. And don’t use the excuse, “I don’t have time.” If something matters to you and it’s important to you, you’ll find the time to get it done.

Interested in learning Eric’s other seven secrets to building a successful life and practice? Don’t miss the full episode of the TRN Podcast—available now!

Are Your Clients Ugly Stepsisters or Pure Gold?

Aug 4, 2021

During this week’s episode of the TRN Podcast, Eric makes the conversation short and sweet, as he discusses an important topic: tax rep clients. Specifically, he asks if the tax rep client is an ugly stepsister or pure gold?

He brings up this question because he’s recently noticed these two schools of thought within the industry. Many accountants and many accounting firms view the tax rep client—the person that comes to them with a problem—as the ugly stepsister, as if something is wrong with them. Further, if the person in question is an existing client, then he or she is often thought of as some sort of failure and can’t be trusted.

Eric uses examples from his own practice to show why he doesn’t agree with this method.

Eric states, “My clients run the gamut. I have some people at one end who are criminals; at the other end, I have people that have had horrific things happen to them. So, this idea that somehow a tax rep client falls into one bucket or another, is just not accurate.

“You kind of take people the way you find them. Some people come in really broken, some people come in basically evil, and there’s every kind of stripe and color and flavor in between.”

Have you thought about this particular issue? Where do you fall on the spectrum?

To listen to Eric’s full in-depth discussion, don’t miss the latest episode of the TRN Podcast—available now!

Eric’s Take on a Rejected, Yet Valid, IRS Offer-in-Compromise

Jul 2, 2021

This week’s podcast topic is offers-in-compromise with the IRS. It’s common to believe that when you receive a rejection for your offer from the IRS—whatever the circumstances may be—that the rejection is final. However, that’s not always the case. Attorney Eric Green shares an example from a recent encounter that prompted this particular conversation in which an offer—a good offer—had been rejected.

The takeaway? It’s imperative for you to not always assume that the IRS employees know what they’re talking about or are offering you good, transparent information.

As Eric states, “Don’t assume that the IRS person at the other end is trained, that the IRS person at the other end cares, or that they’re going to go out of their way to help you or even fix it.”

Eric provides tips for if or when you happen to find yourself in a similar situation. Just remember, you will need to do the work and have the facts that support your case readily available. Yet, don’t be afraid to fight for your rights.

Could you use some more guidance when it comes to an offer-in-compromise with the IRS? Listen to the full episode of this week’s Podcast right here!

Finding the Best Tax Professional for You with Marcelino Dodge

Jun 28, 2021

On this week’s episode of the Tax Rep Network Podcast, we have Marcelino Dodge joining us. For those of you listening who don’t already know, Marcelino is the President of Cash Tracks Financial, a firm that provides personalized professional tax, insurance, and investment services to individuals and businesses. Additionally, he’s the voice of the Tax Answers Advisor Podcast, where he offers insight and planning tips.

Today, Marcelino is here to discuss a topic that is particularly hot: helping taxpayers work better with a tax professional.

To begin the conversation, Marcelino states what important qualities someone should look for in a tax professional, such as finding someone who is an Enrolled Agent. He mentions that while CPAs do great work, not all CPAs specialize in tax. Further, there are different levels of commitment when searching for tax assistance. For example, there are year-round businesses, individuals who only work a few months out of the year, and some who only open their offices a day or two a week.

The point is argued that it may be in your best interest—depending on your specific situation—to find a tax professional who is at the top of their game and knows the industry inside and out. This, of course, means someone who dedicates their full time to staying up-to-date on trends and how the tax world is constantly evolving.

If you’ve ever wondered whether or not you have the best tax professional on your side, this episode of the podcast is for you. Listen now!

IRS Automated Enforcement Begins This Week

Jun 21, 2021

This week’s episode of the TRN Podcast is a quick one, but that doesn’t mean it’s any less important. In fact, we felt it was necessary to give a fast update because this topic is so significant right now.

The IRS recently posted a new announcement to its website stating that the IRS Enforcement and Compliance Operations are officially now back to normal. What does this mean? It means that the IRS has flipped the switch on automated levies and on automated notices of federal taxing.

The switch was officially flipped on June 15^th. As a result, roughly millions upon millions upon millions (yes, it’s that rough) of final notices and LT11s, will go out to taxpayers. Additionally, notices of federal tax liens will go out, because, since April 2020, the IRS has held off on this tactic due to COVID-19.

Simply put, it seems as if the IRS is viewing the world as “back to normal.” As such, it’s time to start enforcing normal responsibilities again. That being said, with LT11s and final notices of intent-to-levies going out, what do you need to know? What should you be doing right now?

Tune in to this week’s podcast episode. These questions—and plenty more—will be answered in detail to help ensure you’re taking the right measures for yourself and your business.

An Update on Voluntary Disclosure, with John Nail and Laura Gavioli

Jun 11, 2021

We have John Nail and Laura Gavioli joining Eric for this week’s episode of the TRN Podcast, and the discussion revolves around voluntary disclosure.

John is a tax controversy attorney with Chamberlain Hrdlicka in Atlanta, Georgia. He focuses on civilly and criminally representing taxpayers before the IRS and exams appeal litigation in federal district court and US tax court.

Laura is also a tax controversy attorney, but with Alston Bird in New York. She represents those taxpayers facing civil and criminal tax issues.

Additionally, John, Laura, and Eric Green are committee buddies from the ABA tax section, the civil and criminal penalties’ committee, where they are all part of the subcommittee on voluntary disclosures.

Naturally, John and Laura are perfect for this conversation.

Once introductions are made to the audience, Eric begins the chat by mentioning that the IRS has had a domestic voluntary disclosure program for quite some time. Then, John describes what voluntary disclosure really is and how it works.

Specifically, today, voluntary disclosure is geared towards all types of tax—both foreign and domestic. John states, “The concept of the voluntary disclosure is the taxpayer coming forward in a timely manner, providing truthful and complete information—a lot of information—to the government.”

And if you want to hear the rest, you’ll have to listen to the full podcast—available now!

Learning about Form 8300 with Megan Brackney

Jun 3, 2021

Joining this week’s episode of the Tax Rep Network Podcast is Megan Brackney. Megan is a partner at Kostelanetz & Fink in New York, where she does civil and criminal tax controversy work.

Before joining the Kostelanetz & Fink team, Megan was an Assistant United States Attorney in the Southern District of New York. Additionally, she was an Assistant Attorney General for the State of Missouri. Today, she is consistently recognized as one of New York’s super lawyers. She has given speeches all over the United States and written extensively on tax controversies, matrimonial divorce issues, immigration, and tax issues.

Megan is with us now to discuss Form 8300. The 8300 is the form that reports the receipt of cash payments of over $10,000 received in trade or business. It can be administered under the Bank Secrecy Act, but also under the Internal Revenue Code.

In Megan’s words, “Essentially, the form is a way for the IRS and treasury to track cash transactions that occur in the United States. And so, as the form indicates, if you receive more than $10,000 in a transaction or related transactions in a trade or business, the business is required to file this form and take some other steps related to compliance under these statutes.”

And that’s only the beginning of our chat! There’s plenty more in store.

If you are interested in learning about Form 8300, including specific details and explanations from Megan, then you don’t want to miss the full podcast. Available now!

Will Blockchains Change the World? with Alex Robnett

May 27, 2021

Joining the Tax Rep Network Podcast this week is Alex Robnett, the Chief Strategy Officer at Elementus, a blockchain data firm headquartered in New York. With previous roles involved in front office work, risk management, and operations for several insurers, Alex now focuses his efforts on communicating Elementus’ superior ability to index blockchain information while handling business operations for a growing company.

Alex is here to continue the chat we’ve been having for a few weeks now that centers around IRS enforcement. Specifically, there is a correlation between IRS enforcement and blockchain technology, which is just one topic Alex is going to discuss in detail.

To give you a little bit of background on Alex: He holds a BS in Business Administration from the University of Tennessee and a Masters of Finance from Fairfield University.

Towards the beginning of the conversation, Alex notes that there are numerous buzzwords floating around his industry right now. He begins by referring to a ledger, in the realm of cryptocurrency, and the idea that cryptocurrency runs on decentralized technology, the notion of a decentralized ledger is considered blockchain technology.

What does this mean, exactly? You’ll have to listen to the full conversation to find out. Additionally, if you’re an accountant or related to the industry in some manner, then you’ll have no problem following along. You’ll even find the episode informative and very interesting.

The episode is available now; don’t miss it!

What are people saying about Eric Green's training?

Dawn B. - “The representation side of my practice has just exploded thanks to Eric. I have added staff and now focus my business on much more lucrative representation matters. There is no way this would have happened without his expertise...”

Stan F. – “I just wanted to say thank you for today’s webinar. I have been doing taxes for 19 years and this was by far the best training that I have ever attended, and I attend a lot.”

Jack B. – “As a retired Revenue Officer and now an enrolled agent, your presentation was outstanding. The handout package was very well done.”

Stephen M. – “Best back tax seminar I have attended. Expertise is superior and very clear and useful. Thanks!”

Hector H. – “Eric Green is a great speaker, and offers an excellent well-rounded seminar!”