In this week’s episode, tax rep Network founder Eric Green discusses the issue of whether you can truly build a million-dollar IRS rep practice, and why he knows that it will absolutely work, if you commit to it. For those having self-doubts about their practice, listen to this short but powerful message.
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Watch the episode here
Listen to the podcast here
This Cannot Not Work
Building An IRS Rep Practice Can Work If You Commit To It
Welcome back to the show. What I wanted to talk about is whether you want to build or expand an IRS rep practice. This cannot not work. Let me explain. Years and years ago, when I started at KPMG, I started off doing rig tax, regulated investment companies, and mutual funds. Something I do not necessarily recommend. I did it for a couple of years. Do not miss it.
I have not missed it in 26 years. Anyway, there is a point where you have to tie things out, and I could not get it to work, and I was having real troubles, and my manager at KPMG at the time, named Jonathan, was a great guy, said to me, “This cannot not work.” In other words, if you have done everything properly, this has to be able to be tied out.
That has stuck with me. When it comes to building an IRS rep practice, this cannot not work. What I mean by that is there are huge numbers of taxpayers who need help. We know that. I can tell you right now, they are coming into Green & Sklarz LLC like a broken fire hose. The real issue here, or the one thing I cannot answer for you, is how long will it take you to build up to where you want to be? We have had some Tax Rep members in particular areas, good areas, not much competition, a lot of density, city, that kind of thing, who have scaled very quickly.
There are a large number of taxpayers who need help. Share on XWe have some folks who are out in rural America, where that does not really seem to work. There just is not as much activity. There are not as many people around. The IRS does not have revenue officers. At one point, the IRS had two revenue officers for the entire state of Nebraska. You are not going to get a lot of action on the revenue officer side. There just is not. Versus, like, I think we have like fifteen at one point, just in New Haven here in Connecticut. Plus, you had Bridgeport, Danbury, and Hartford.
You are talking about Connecticut having like 60, 70 revenue officers, two in Nebraska. Where you are will have some impact. I have to tell you the truth, we get clients from all over the country. Though I always recommend people start the process of focusing locally. When I blog or I put stuff out there, I am always mentioning here at Green & Sklarz in New Haven, Connecticut. The reason for that is simply the fact that most of my clients, I assume, are going to come locally, and they are going to want someone local. Even though, honestly, I do not know that I have met, that is not true. I did meet with a client this year.
Consistency And Marketing Output Drive Practice Growth
For the most part, everyone wants to go on Zoom. Nobody wants to drive into New Haven, pay for parking, and you’re all up. We are a city. It is a pain in the ass. From your perspective, if you really want to build this practice, you are working on your skills. Maybe you join Tax Rep LLC, you are going through the training, you are doing the marketing. This cannot not work. What I cannot tell you is how long it will take the marketing to work. I will tell you this. If you are a little bit slow, do more.
You can build a large practice anywhere. It’s really just a matter of time. Share on XI know I recommend posting two things per week, blogs, whatever. That is what I did. I found it manageable. It took me about an hour to an hour and a half. These days, with AI tools, it could take you ten minutes. If you have extra time, do more. It will not hurt. If you could be blogging every day, and if you are doing it properly, my God, no problem. At least people who are looking will see whether or not they are tempted to come in. Where are you? How accessible are you? What is the demand in your area?
I will tell you, I believe you can build a large practice anywhere. It is really just a matter of time. How long will it take? If you can do more, it should speed up and go faster. If you are in a more concentrated area, it will go faster. That is the thing. The thing about this is it comes down to discipline. I know some days you wake up motivated. Other days, you wake up, and it is the last thing you want to do. You pick a day, you schedule it. That is what I do. That is your time to do this.
The more you put out there, the more it signals, “I found the right person—this is who I want to talk to. They clearly know this and it’s in their wheelhouse.” Share on XEvery Friday, you come in at 8:30 AM. From 8:30 to 10:30 is your marketing meeting, even if it is with yourself. You are going to get those two blog entries on, and you are going to post them. After you post them, you are going to put them on social. You will do the YouTube videos. Those two hours you are going to put out content, and then you move on with your day, and you do that week in week out. It is like getting in shape. I have mentioned this before. It is like getting into shape. You do not get into shape by going one day to the gym and just crushing yourself.
In fact, all you will probably do is end up sending yourself to the doctor. If you go to the gym several days a week for 30 minutes, week after week, that is how you get into great shape. Same with the marketing. You have to be putting out content consistently. You do not have to go nuts, but please be consistent. The number one complaint I get from members is, “I have been trying this, and it is not working.”
How long have you been doing this? Three months. Three months is a long time. Where is your blog? Where is social? I will go look, and there are four things. I said, “I thought you were doing this for three months.” They said, “Yeah.” I said, “I only see four. If you followed my rule of like two a week, that is two weeks. You said four months. I am missing something.” “I got busy, whatever.” In other words, you are not doing it.
The algorithms are like people who put out constant content. People who go out and look and find one will then go and look at all your other stuff. The more you have out there, the more it makes them feel, “I found the right person. This is the woman I want to talk to. This is the guy I want to talk to. They clearly know this. This is clearly in their wheelhouse. This is clearly what they focus on because you could see all the stuff they are putting out.”
Two hours a week is all I ask. You can build the IRS rep practice you’ve always wanted and start significantly boosting your bottom line. Share on XQuite honestly, inside Tax Rep, if you do not have it, we give you 135 different topics that you can blog on. Even if you go in there like “I do not know what to blog on,” we give you 135 topics. You need to sit down and do that. With the new AI tools, if you look at our marketing stuff, where we break down all the different tools and none of them being particularly expensive, it is like pocket change on a monthly basis, there is no reason you cannot be putting out content.
Commitment To Two Hours Weekly Of Marketing Builds Long-Term Success
If you want to build that practice, I promise you, if you are disciplined and consistent, this will work. Might take a month, might take a year, but you will get there. This cannot not work. Guys, thanks for tuning in. I know this was short, but it is one of those things that I watch very carefully, the comments on YouTube and the feedback on social, and the emails we get.
Please be assured, this will work for you. I promise. Just commit to doing it. Does not have to be a ton. Two hours a week is all I ask. You can build that rep practice you have always wanted and start really boosting that bottom line like you always wanted and frankly, deserve. Thanks for listening in. I will see you on next week’s podcast. Bye-bye.
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