(The ratio is actually better than 7 out of 10 with my tax recovery system for selling insurance, but it already sounds way too unbelievable, right?)
Recently my friend and colleague, Frank, a twenty-year insurance veteran, called me with excitement in his voice. “Gary,” he blurted, “I’ve just discovered the most incredible way to get small business owners to spill their guts about every dollar they’re worth and every insurance policy you need to sell them!”
“Frank,” I said, “have you been drinking again?”
“Listen to me, you idiot.” Frank composed himself. “Something like 93% of American small business owners overpay their taxes. I’m not making this up. According to the US Department of Labor, US Senate Committee on Small Business, the average small business pays more than $11,600 too much taxes. That’s more than $7 Billion a year in overpaid taxes!”
“That’s too bad, Frank. Does this have anything to do with selling insurance?"
“Listen up, you numbskull. The IRS doesn’t need to tell you if you paid too much taxes, and after 3 years, if you don’t say anything, they get to keep it. So you lose big time.”
“But don’t most business owners have a CPA do their taxes? CPAs are tax experts. How can they make all these mistakes?”
“They don’t make mistakes on purpose, but the average CPA files over 480 tax returns in a 75-day tax season. That’s a lot of room for screw-ups, even for the pros.”
“Okay, Frank, but we’re in the business of selling insurance, not doing taxes. Why are you telling me this?”
Frank heaved a long sigh. I’d known him long enough to know he was about to talk to me like I’m in kindergarten. I rephrased my question. “Is there a way for somebody interested in selling insurance to capitalize on this situation?”
“You tell me,” he said. “I found this company called Tax Recovery USA. It’s a team of CPAs and IRS Enrolled Agents who do nothing but review and recover overpaid taxes for small businesses.
They get recoveries in 70% of the cases they review. I’m talking decent money, too -- $8,000 on average! Then they split it 50/50 with the business owner. They even guarantee to defend their work in case of an audit. And guess how much it costs if they don’t recover any money. Absolutely nothing! Zip-o-la!
So the business owner either gets money on the deal or the satisfaction of knowing his taxes were done right in the first place. Can’t lose. No refund, no charge.”
“But does the agent make anything?”
“Does the agent make anything? This system throws off cash like a drunken sailor. How about $1,200 on a deal like that? And that isn’t even the best part about it. Do you want to know what the best part is?”
“Are you going to tell me even if I say no?”
“The best part is that the business owner fills out a complete Financial Needs Analysis as part of the review. He tells you everything he has or should have – health insurance, life insurance, disability, small business retirement plan, annuities, where he’s risk-exposed, where he keeps his money and exactly how much... Are you thinking what I’m thinking?”
“That there really is an insurance god after all?”
“That you don’t leave this guy’s office without booking a return visit to give him quotes and illustrations on every insurance product he needs.”
“But Frank,” I said, “I don’t know anything about tax recovery.”
“No problem; the company handles everything after your first visit. All you do is pick up his last 3 years’ tax returns and send them in. After that, you put on your agent hat and get busy selling insurance like always. That’s where you make the big bucks, right?”
“Okay, Frank; give me the bad news now. How much is it going to cost me to get in with this Tax Recovery USA?”
“Let me put it this way. Remember when you and Mary got married and I was your best man?”
“How could I forget?”
“Remember the old car you drove on your honeymoon, with the tin cans on the bumper and the factory spare on the right front?”
“It’ll cost you a fraction of what you paid for that car.”
“So it’s practically free?”
“Well, let me put it this way. This system of selling insurance has zero competition and costs less than a cheap suit. If you don’t get on board, you’re a bigger bonehead than I thought you were and you’ll be driving that same car for the rest of your miserable insurance career.”
“That hurts, Frank.”
“I know, Gary. It’s called tough love.”
You may laugh at the notion of using tax recovery as a way to sell more insurance, but think about it for just a minute. As insurance agents, we spend most of our time prospecting and trying to break down barriers for a chance to tell our story. Selling insurance is never the hard part. Getting in front of somebody is.
If you approach your prospect like the last 10 agents he hung up on or tossed out of his office, you’ll end up just like them -- hungry, lonely, considering a career change. You’ve got to break the stereotype of just another voice on the phone and just another uninvited, undeserving, unwanted insurance agent. You’ve got to first grab his attention, and second, earn the right to talk to him further.
Imagine a prospecting phone call that goes like this:
“Hello, Mr. Businessman?”
“This is Joe Agent from (Agency) down the street, and I called to ask you about the $11,000 you paid the IRS by mistake.”
“What are you talking about?”
“My company finds that 9 out of 10 businessmen like yourself have overpaid their taxes, and I can help you get your money back. I’m a financial services consultant, and I offer a no-cost, confidential review and tax recovery by a CPA. Most of the time we find thousands of dollars in missed deductions. But there’s no obligation, of course. I’m in the area this week. I can swing by your office and explain it all in about 10 minutes. I’ve got Wednesday morning at 9:00 available, or would Thursday afternoon at 2:00 be better?”
“I’ve got my own CPA and I’m happy with him.”
“Most businessmen do, and I’m not trying to change that. But sometimes a second opinion can be a good thing. A CPA prepares an average of 480 tax returns from February 1st to April 15th. Honest mistakes happen. As I said, I can swing by your office and explain it all in about 10 minutes. There’s no obligation. I’ve got Wednesday morning at 9:00 available, or would Thursday afternoon at 2:00 be better?”
“Unless you keep me longer.”
First, did you grab his attention? And second, did you earn the right to talk to him further?
See yourself walking out of his office with copies of his last three years’ tax returns and his complete Financial Needs Analysis for your return visit. You simply drop his tax returns in the mail and let Tax Recovery USA handle all tax matters, including the collection and payment of your commission. Then you get busy preparing quotes and illustrations.
Does he need a small group or individual health plan? How about key-man life insurance? Has he thought about setting up a small business retirement plan that can be funded with a fixed indexed annuity? How about disability insurance to pay his overhead if he’s hurt or sick? Is he due for a reallocation of 401(k) funds from his antiquated fixed interest or variable annuity into today's fixed indexed products?
The initial review and evaluation of your client's returns are done at no cost. If there is no tax recovery, your client can rest assured that his taxes were done correctly. If there is a tax recovery, your client agrees to split 50/50 with Tax Recovery USA the amount the IRS owes him.
Keep in mind that many CPAs will charge hundreds or even thousands of dollars to review past tax returns even if no errors are found. Tax Recovery USA does all the work from preparing and filing amended returns to delivering the refund check from the IRS, all with no up-front cost to your client. Understand, too, that we have a stake in finding every legal tax recovery possible.
Your commission is 15% of the full amount recovered. Typically, a tax recovery is found in 7 out of 10 cases reviewed, with an average recovery of $8,000. Your commissions would average $1,200 each, but remember, this is not where you make your money.
The review process requires your client to complete a Financial Needs Analysis, which tells you exactly what insurance he has, what insurance he needs, where he is risk-exposed, where his assets are, how much, and exactly how your insurance products can be of benefit. Before leaving his office you will schedule a return visit to discuss how your insurance products will enhance his portfolio and fulfill his needs.
No, the IRS created the process of amending tax returns because every year millions of Americans overpay their taxes and need to file amended returns. In a 2 1/2 year period alone, $18 billion was returned to small businesses. The IRS clearly states that it is commonplace to amend returns and that it does not raise a red flag for an audit. Tax Recovery USA's high-end CPAs examine only legal standard deductions allowed by the Internal Revenue Code and provide full backup documentation.
All our clients are business owners and most have their own CPAs and tax professionals. That won’t change. Your client may also have a good doctor who refers him to a specialist for a more detailed examination, diagnosis and treatment. Only a second doctor can give a second opinion, and our service is a specialized checkup for your client’s taxes.
If his CPA missed something once, chances are he’ll miss it again. Tax Recovery USA's CPAs specialize in the numerous tax laws that change annually and may not have existed at the time the returns were prepared 3 years ago. The deductions our CPAs use in your client’s amended returns can also be used by his CPA on future returns.
You have two choices: First, you can use the Appointment Phone Script included with your sales kit and do it yourself. It’s not that hard. The Yellow Pages are your prospect list. Ask yourself, what business owner wouldn’t want to recover thousands of dollars in overpaid taxes with no out-of-pocket costs and no downside risk?
The second option requires an investment on your part and a little bit of faith. Tax Recovery USA uses a professional telemarketing firm that secures preset appointments with business owners who will be waiting for your visit. The fee is $54 per hour with a minimum of 50 hours, but look at it this way. If you’re the worst sales person in the world and only get 1 tax review out of 10, the odds are in your favor that you’ll make a $1,200 commission. What if you get 7 out of 10? And remember, Tax Recovery USA is not a business opportunity. It’s an insurance selling system that gets you in front of business owners who complete a Financial Needs Analysis telling you where your next insurance commission is coming from.
The bottom line may make you cry. If you are a captive agent, Tax Recovery USA is not available to you at any cost. You may want to look into another company on the Web offering a franchise version of our concept for $15,000, but their program is not an insurance selling system.
If, on the other hand, you are a non-captive, licensed life insurance agent and can sign with at least TWO of our top national carriers, please fill out the form or call immediately. We award our Tax Recovery USA program to 5 qualifying agents each month at no cost, based on (a) your past annuity sales volume or (b) your positive attitude toward future annuity sales. This offer may be withdrawn at any time, so call or fill out the form today.
Before contacting me, make sure you have (1) an annuity case to submit to one of our carriers in the amount of $40,000 or more, OR (2) the confidence that you WILL submit a case within 30 days, AND (3) a burning desire to take your career TO THE TOP! If so and you’re ready to sign, let’s go for it!
PS. Notice all the FREE STUFF on this website? Want to find out about our free insurance leads? Looking for killer closing techniques? Would you like to know how to overcome any objection a client could possibly throw at you? My friend Bob Firestone has the answer. Click Here!
All products/programs are not approved in all states, available to qualified agents. Limitations vary by state and are subject to change. All rights reserved. For agent use only. Not for consumer use. InsuranStar Marketing LLC in no way endorses the practices or guarantees the results or the financial viability of any vendor or program contained herein.