Podcast
IRS Whisperer
Hosted by Dan Henn, CPA, CTR™ · EN
This is a show for tax professionals who want to expand their tax practice into IRS Representation (Collections and Exam). We teach the principals (and some advanced tips) on Marketing, Practice Management and Tax Technical tips to grow, manage and handle just about any case.
10episodes
Episodes
Newest firstAll episodes
EP3, S 3 - Client Boundaries Pt 1, Using Webinars, Re-engage your energy
Oct 600:32:12Tap to summarizeIn today's episode of the IRS Whisperer Podcast, host Dan Henn, CPA, CTR™ kicks off Part 1 of a powerful two-part series on a topic every tax pro needs to master: setting client boundaries. If you're feeling overwhelmed, constantly responding to late-night texts, or doing rush work for clients who procrastinate—this episode is for you. Dan shares real-world strategies to help you: Set clear communication boundaries (no more 7pm phone calls!) Use tools like Google Voice and Calendly to protect your time Establish email and phone response policies that actually work Handle rush requests and late payments with confidence Use webinars to attract, educate, and convert ideal clients Reclaim your energy and focus like a true CEO This episode is packed with practical steps that will help you serve clients better while protecting your time, your energy, and your business. Tune in now and take control of your calendar, your boundaries, and your bottom line! 00:00 Why Client Boundaries Matter 03:00 Clients Will Respect the Limits You Set 06:00 Control Communication: Stop 24/7 Access 09:00 Manage Email & Texts on Your Terms 12:00 Smarter Scheduling & Setting Call Limits 15:00 Require Upfront Payment & Pause for Non-Payers 18:00 Charge Rush Fees & Enforce Deadlines 21:00 Actually Use the Tools You Invest In 23:00 Step Into Your Role as CEO 26:00 Use AI, Secure Data, and Take Action
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EP4, S 3 - Pricing, Selling, Testimonials/Reviews
Oct 600:31:49Tap to summarizeIn today's episode of the IRS Whisperer Podcast, host Dan Henn, CPA, CTR™ shares a powerful mindset and business-building session focused on one thing: ditching the "I can't" attitude and unlocking smarter ways to grow your tax practice. If you've ever felt stuck, underpaid, or overwhelmed by too many low-fee clients—this episode is your wake-up call. Dan shares real-world examples and tactical strategies to help you: Charge higher fees and work with fewer, better clients Use simple tracking methods to analyze and improve your close rate Build stronger client relationships with proactive communication Collect and leverage client testimonials to attract ideal leads Avoid pricing traps and position your services for maximum value Improve your visibility on platforms like Google using reviews Tap into underused services like payroll resolution for referral growth This episode is packed with practical advice that will help you raise your prices, reduce your stress, and deliver even more value to the clients who matter most. Tune in now to shift your thinking, refine your pricing, and grow your practice with purpose! 0:00-0:03 — Introduction & Mindset: Overcoming "I Can't" 0:03-0:05 — The Power of Consistent Practice & Discipline 0:05-0:07 — Adapting Business Within Legal Boundaries 0:07-0:09 — Mastering Client Conversations & Overcoming Objections 0:09-0:11 — Value-Based Pricing: Working Smarter, Not Harder 0:11-0:14 — Tracking Quotes and Client Acceptance for Growth 0:14-0:17 — Using Testimonials and Reviews to Build Credibility 0:17-0:20 — Client Communication & Incentivizing Reviews 0:20-0:26 — Business Tax Returns, Penalties & Proactive Tax Planning 0:26-0:32 — Payroll Issues, Trust Fund Penalties & Referral Opportunities
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EP2, S 3 - Becoming the Go-To Expert for IRS Representation
Sep 400:08:46Tap to summarizeIn today's episode of the IRS Whisperer Podcast, the host (Dan Henn, CPA, CTR™) discusses how you can become the go-to expert in your market for IRS representation. Whether it's handling collections or exam work, Dan dives into actionable steps to establish yourself as a trusted professional, even if you're just getting started. From marketing strategies to networking tips, you'll learn how to: Introduce IRS representation to your current clients Reach out to other professionals to expand your network Utilize tools like videos, books, and social media to build your authority And more! Don't miss out on this valuable episode filled with actionable insights! Tune in now and take the first step toward growing your practice and offering even more value to your clients! 00:00 – Introduction to IRS Representation & Why It's a Perfect Fit 02:00 – Handling IRS Notices and Collections for Clients 04:00 – Marketing IRS Representation & Networking with Professionals 06:00 – Building Awareness: Content Creation & Speaking Opportunities
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EP1, S 3 - Time Blocking, Marketing Tip and CSEDs
Aug 2800:26:51Tap to summarizeIn this episode, the host kicks off Season 3 with three powerful strategies every tax pro needs to build a more profitable, less stressful practice. Tired of long hours, endless client demands, and the feeling that you're working harder but not really moving forward? The IRS Whisperer Podcast is here to change that. You'll learn how time blocking can help you take back your day, how to uncover quick revenue wins from existing clients, and how understanding the CSED expiration period can lead to major tax relief for those you serve. If you're looking to refine your tax resolution skills and provide more comprehensive services to clients, this episode is a must-listen! 00:00 Introduction and Season 3 Kickoff 02:00 Time Blocking and Productivity Tips 05:00 Structuring Your Workday and Setting Boundaries 08:00 Training Clients and Managing Communication 11:00 Marketing Quick Wins and Revenue Opportunities 14:00 The $500 Installment Agreement Example 16:00 Referrals, Client Awareness, and Missed Payments 18:00 Understanding CSED and Collection Deadlines 21:00 Real Client Stories of Debt Expiration 23:00 Support from the Tax Resolution Academy 25:00 Closing Thoughts and Reducing Stress
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Ep 12, S 2 - Is there enough work for licensed tax pros to take on IRS Collections cases? Heck Yeah!
Oct 3, 202400:13:24Tap to summarizeIn this episode, we dive into the opportunities available for licensed tax professionals in handling IRS collections cases. Using data from the IRS Data Book, we explore the prevalence of taxpayer delinquent accounts, offers in compromise, and installment agreements. The host discusses the potential earnings for tax professionals, emphasizing the benefits of transitioning to a representation-focused firm or simply add IRS Collections representation to your tax practice for additional revenue. Additionally, the episode introduces you to their sponsor the Tax Resolution Academy® as a resource for learning how to manage these cases effectively, ensuring an abundance of work for motivated professionals. 00:00 Introduction and Common Question 00:15 IRS Data Book Overview 01:16 Taxpayer Delinquent Accounts 03:05 Handling Delinquent Returns 05:01 Earnings Potential for Tax Professionals 06:15 Offers in Compromise and Collection Data 08:23 Installment Agreements and Revenue Opportunities 10:17 Conclusion and Further Resources
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Ep 11, S 2 - Reasonable Cause Penalty Abatement and the Importance of a Value Ladder in your practice
Sep 19, 202400:24:08Tap to summarizeMastering the Value Ladder and Reasonable Cause Penalty Abatements for Tax Practitioners In today's episode, we discuss two key topics beneficial for tax practitioners: the value ladder strategy for marketing and practice management, and the technical aspects of reasonable cause penalty abatements. The value ladder is explained with examples of creating tiered packages to enhance client services and revenue. For the technical segment, the focus is on structuring reasonable cause penalty abatement requests, detailing the IRS guidelines and factors necessary to prove ordinary business care and prudence. Practical advice, illustrative examples, and references to essential resources, such as specific IRS sections and recommended books, are also provided. 00:00 Introduction and Overview 00:24 Understanding the Value Ladder 01:39 Creating Effective Packages 06:15 Representation and Value Ladder 08:53 Recommended Reading and Resources for understanding the Value Ladder concept 09:55 Reasonable Cause Penalty Abatement 10:15 Steps for Structuring Requests 12:34 Four-Factor Test for Reasonable Cause 14:16 Handling Client Reply for Reasonable Cause 19:26 Final Tips and Conclusion Sponsor Tax Resolution Academy® Tax Pro Profit Maximizer Expo (TPPME) 2024 https://www.tppme.com/tppme-2024-home-eb
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Ep 10, S 2 - Outside the box marketing ideas
Sep 13, 202400:08:47Tap to summarizeEffective Marketing Strategies for Tax Professionals In this episode, Dan Henn, CPA, CTR™, discusses various marketing strategies for tax and bookkeeping practices, based on ideas shared during a mastermind group meeting. Key suggestions include leveraging client referrals, utilizing church bulletins for advertising, mailing paper newsletters, and reminding clients of additional services offered. The host emphasizes the importance of staying in communication with current clients and up-selling them on new services. The episode concludes with a call for listeners to share their own marketing ideas and strategies. 00:00 Introduction and Overview 00:06 Mastermind Group Insights 00:23 Marketing Ideas and Suggestions 01:36 Client Referrals and Testimonials 03:07 Newsletters and Client Communication 04:58 Speaking Engagements 05:35 Summary and Final Thoughts 06:57 Conclusion and Call to Action
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Ep 9 S2 - Procrastination is the opposite of fun! Installment Agreement Tips and Tricks
Sep 5, 202400:20:09Tap to summarizeManaging Procrastination and Payment Plans: Essential Tips for Tax Professionals In this episode, Dan Henn, CPA, CTR™ also known as the IRS Whisperer, addresses the prevalent issue of procrastination among clients and its adverse effects on tax professionals. Dan explores ten significant consequences, including missed deadlines, increased stress, financial losses, reputation damage, lower work quality, client dependency, burnout, personal frustration, and lost opportunities for better clients. He emphasizes the importance of setting firm deadlines and imposing rush fees to manage procrastinators effectively. Additionally, Dan provides valuable insights into managing installment agreements or payment plans, discussing their benefits, the importance of timely payments, and strategies to minimize penalties and interest. He also offers a free downloadable cheat sheet on installment agreements. To access the Installment Agreement Cheatsheet click here! Dan also extends and invitation to licensed tax professionals to the upcoming Tax Pro Profit Maximizer Expo 2024 (TPPME) in Dallas, focusing on marketing, practice management, and client relations. Dan closes by underscoring the significance of reclaiming time for personal interests and family. To purchase tickets go to http://tppme.com 00:00 Introduction and Welcome 00:09 The Problem of Procrastination 00:50 Consequences of Procrastination 04:15 Strategies to Combat Procrastination 06:59 Introduction to Installment Agreements 08:08 Setting Up Payment Plans 10:54 Managing Multiple Tax Years 16:38 Upcoming Event: TaxPro Profit Maximizer Expo 2024 17:35 Conclusion and Personal Reflections
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Ep 8, S 2 - Get Friggin' Paid and how to deal with the "But you didn't tell me that!" Client
Aug 29, 202400:21:23Tap to summarizeIn this episode, the Dan Henn, CPA, CTR™ focuses on best practices for communication and documentation in the tax representation field. He emphasizes the importance of reducing verbal communications to written form to avoid disputes. He suggests using emails, letters, and recordings to accomplish this task. Dan Henn, CPA, CTR™ also provides strategies for securing payments upfront, highlighting the necessity of engagement letters and retainers to ensure that tax professionals are compensated fairly for their work. Practical tips for explaining client obligations and protecting oneself from legal action are also discussed. 00:00 Introduction and Today's Topic 00:50 Importance of Written Communication 04:26 Examples and Scenarios 10:19 Getting Paid: Strategies and Tips 19:58 Conclusion and Final Thoughts
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Ep 7, S 2 - Using Newsletters in Your Practice and Getting Paid for your Time
Aug 22, 202400:24:21Tap to summarizeIn this insightful episode of the IRS Whisperer Podcast, we delve into the dual topics of leveraging newsletters for business growth and ensuring you are adequately compensated for your professional services. Key Highlights: The Power of Newsletters: Discover how newsletters can be a potent tool for marketing and client engagement. Dan Henn, CPA, CTR™ shares a preference for traditional paper newsletters, emphasizing their tangible value and personal touch. Tips are provided on content variety, including inspirational stories, personal anecdotes, and even recipes to make newsletters more engaging and relatable. Building Client Relationships: The episode stresses the importance of creating personal connections through newsletters. Sharing personal stories and achievements helps clients feel closer to you, fostering trust and loyalty. Maximizing Revenue: Learn strategies for getting paid what you're worth. The Dan Henn, CPA, CTR™ discusses the importance of using engagement letters and charging separately for additional services like installment agreements and dealing with IRS notices. This ensures that your expertise and time are valued appropriately. Practical Advice: The episode offers practical advice on managing newsletters, whether through direct mail or email, and how to use them as a tool to maintain regular contact with clients, ultimately reducing client turnover. Tune in to gain valuable insights on how to enhance your practice's communication strategy and ensure you're compensated fairly for your expertise.
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