nextwavemarketingstrategies.com searching-tax-leads

When the economy is in a slump, people tend to have increased trouble with debt. And as everyone who has ever had tax problems would acknowledge, one of the worst entities to be in debt to is the Internal Revenue Service (IRS). The IRS can be merciless about collecting taxes and penalties it believes it is owed, spurring people to look for help and advice.

If you deal with tax settlement issues, one of the best ways to capture leads is to open a Twitter account. Each account holder is entitled to a profile page where you can post the website for your business. Twitter is a type of social media that allows followers to post status updates of no more than 140 characters each. These updates, commonly referred to as tweets, can be a valuable source for finding new leads. You can also use updates and information to help leads find you.

Before you start using social media as part of your marketing, decide in advance which words or phrases you will use as lead triggers. For instance, you may decide to focus on the phrases “tax help,” “tax settlement,” “IRS problems,” “back taxes,” and “IRS debt.”

Once you have chosen your lead triggers, go to Twitter’s home page and look at the section entitled “Trending Topics.” These topics are the current hot topics that have the attention of many readers. Do any of the trending topics match or come close to matching your triggers? If so, join the conversation by posting a brief statement about tax settlement and referring readers to a website where they can get additional information.

If none of the trending topics match your triggers, don’t despair. You can use the search function to look for tweets that include the keywords you have selected. Respond to these tweets in the manner described above.

Since identifying leads in real time is important, you can also request to be notified by cell phone each time the keywords appear in a tweet. You can then immediately respond to the user with (brief) helpful advice and the address of your website.

Another way to find leads is to initiate an online conversation about tax settlement issues. Briefly inform readers about your company, about tax settlement issues they should be aware of, and about any specials or deals you may be offering. (“Free book on dealing with IRS. [Your website]“) You’ll soon gain followers, and, with proper nurturing, those followers may become dedicated customers.

Social media is the wave of the future. Make it a part of your marketing plans, and watch your number of leads, as well as your percentage of conversions, increase dramatically.

Nextwavemarketingstrategies.com Tax-Settlement-Leads

If you’re in the tax settlement business, lead generation may be difficult, but it is not impossible. There are several ways to go about finding tax settlement leads.

1. Purchase Debt Leads from a Reputable Company

Many companies on the Internet sell tax settlement leads. These leads range from expensive (a lead who called within the past 24 hours in response to the company’s advertisement) to relatively low cost (Internet leads aged 31-90 days old). Typically, the higher-priced leads are the ones that are more likely to convert to customers, but the less expensive leads can be a good deal because, if your sales force can convert only one or two of them, you’ll likely earn back the money you spent on the purchase.

2. Develop a Quality Business Website

Work with a web designer to design a quality site for your business. The site should contain your company’s name, physical address, email address, and telephone number, helpful content about tax settlement, and an online form that potential clients an complete if they would like you to contact them with further information. This type of website allows you to generate your own leads rather than pay a third party to do it for you.

3. Use Social Media

Another way to generate debt leads is to set up a Twitter account and a business page on Facebook. Once your accounts are set up, offer brief regular posts tax tips. You can also use your social media accounts to advertise any specials you may be offering and to spread word about company news, such as the publication of a new book or manual. As you gain a following, you may also gain some clients.

4. Advertise

Direct advertising is a reliable means of lead generation. Depending on your budget, run ads with local newspapers, magazines, radio stations, and television stations. Display your phone number and email address prominently. Ads are particularly effective when they offer “freebies,” such as a free consultation or a free subscription to your company newsletter.

5. Review Tax Lien Filings

If a person falls behind on property taxes, the IRS will file a tax lien, meaning that the property cannot be sold or transferred until the lien is satisfied. People who are the subject of tax liens often require help with tax settlement issues. Many states allow you to review tax lien filings online by the county where the lien is located. In states that don’t publish this information online, you can go to the county recording office or the lands records office in your county to obtain information about new lien filings. Such information is public. Before you contact a lead, however, check to make sure he or she is not on the “Do Not Call List.”

When the economy is slow, many people run into trouble keeping up with taxes. If your business is debt settlement, finding leads should not be difficult.

Next Wave Marketing tax-leads

If you help people with tax settlements, lead generation can sometimes be tricky. One way to find tax leads is to keep an eye on tax liens in the counties that you serve.

A tax lien is a security interest over a person’s land granted to the Internal Revenue Service (IRS) to secure payment of back property taxes. The individual cannot sell his or her land without satisfying the lien, and if taxes are not paid, the IRS may take control of the land and sell it for the amount of taxes owed. A person who has had a tax lien put on his or her property is often very motivated to work out a tax debt settlement.

Tax liens against a piece of property are a matter of public record. As such, they are not difficult to locate. The majority of states have websites that allow you to search for new liens by county. All you need to do to find tax leads is periodically check those sites and make note of new liens in your service area.

The states that do not put liens online will still release information about liens to you if you go in person to the appropriate county office, which varies from state to state. In most states it is the records office or the land office. Checking for new liens once a month or so is a reliable method of lead generation.

If you do not have time to check for new liens yourself, another way to obtain them is to buy them from a lead generation company.

However you obtain the information about liens for tax leads, you should proceed with caution when it comes to contacting the lead. Before calling the lead, make sure that he or she is not on the “Do Not Call” list. If your company calls someone who is on this list, you can be hit with heavy financial penalties.

When you do make contact with the lead, either by phone, mail, or email, it is wiser not to refer directly to the lien, which the person may find humiliating. Instead, introduce yourself as representing a company that helps individuals who are hassled by the IRS reach tax settlements they an afford. Ask the person if they would like to schedule a free consultation so you can look at their unique tax situation and provide advice. If you have contacted them by mail or email, encourage them to call or to visit your website for more information.

People who are facing tax liens can be valuable leads if you work in tax settlement. Once you know how to find them and approach them with respect, you should have a respectable conversion rate to show for your extra effort.

It’s no secret that America is swimming in debt. With the average household carrying about $10,000 in credit card debt alone there is no shortage of people to help. However, from your seat you may be wondering why it is so hard to find people asking for debt workout solutions.

Maybe you’re looking (marketing) in the wrong places.

If you are looking for a new source of debt settlement leads here are a few things you should know about Aged Debt Leads as a marketing option.

1. Aged debt leads are cheap

At first, this seems to be the most important thing to most of my new prospects. However, as they become clients and use aged leads consistently in their business it just becomes an added bonus.

2. Aged debt leads are a steady flow of prospects

One of the nice things about aged leads being affordable is that you can order a steady stream of new prospects. Unlike real-time Internet leads or other more expensive marketing you can afford a steady supply of new leads, which will even out the ebbing and flowing of your revenue.

3. Aged debt leads are qualified leads

Unlike more traditional marketing sources, i.e., Yellow page ads, newspaper listings, or local display ads, you are buying qualified prospects–not broadcasting to the masses. Aged debt leads are ideal because you are getting people that not only want to be called, but have already told you that they need help solving their debt problems.

4. Aged debt leads can be filtered for your region

Another advantage of the marketing methods used to generate aged debt leads is that you can filter these leads. That means you not only get people that want your help with debt, but you can also get people in your local area.

5. Aged debt leads are motivated debt consumers

Finally, and probably most importantly, aged debt leads give you the opportunity to talk to motivated prospects.

You’re not cold calling households and prying into their debt–often a personal and embarrassing topic to discuss. No, you are getting people that are holding up their hands and saying, “Please help me figure out how to get rid of this mountain of debt.”

Debt Help- Mint.com

What is your number one job as a mortgage broker or debt settlement counselor?

Build confidence in the customer.

Sales is Creating Confident Buyers

Does that sound weird to you? It shouldn’t because it is the most critical skill a sales person must possess.

You are not there to sell them something. You are not there to spill out a bunch of numbers and options. Your only job is to give customers the information and education they need to be confident buyers.

Confidence Start with You

Creating confidence in your prospective clients has to start with you. You need to have confidence in your opening, your knowledge of the product options, and your recommendations.

That confidence needs to show up in your voice and your face-to-face meetings. You need to be professional and even in your delivery. You need to be attentive to questions. You need to be direct and authoritative in you answers.

Ask Questions to Build Confidence

Most importantly ask questions of your prospects to make sure you are communicating. This process is much like a teacher in a classroom. You need to occasionally pause from the pitch to get feedback. This feedback can come from asking if there are any questions or giving a little quiz.

The purpose is to see if they are still paying attention, they are grasping what you are telling them, and most importantly proving to themselves that they understand. This understanding will give them the confidence to make the decision to move forward or discuss it with their spouse.

In either case moving the discussion to a closing.

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The current recession is making debt settlement leads look more like a common phone book. It seems that nearly everyone is in need of some credit or debt management assistance. That means those debt leads you are buying are increasingly valuable if you have a good marketing plan.

Turning Debt Leads Into Clients

A marketing plan? You thought you outsourced marketing when you bought those aged debt settlement leads. Wrong. You bought customers with intent and need, but they responded to someone else’s marketing.

The smart debt settlement company embraces that customer interest as an opportunity. However, they know that it won’t stick without a little work. You need to make a personal effort to make that client really yours.

Introduce them to your debt settlement company, give them confidence that you will be responsive, and build a trusting relationship that assures them you are here to help.

Marketing Debt Solutions

One of the quickest ways to convert aged debt leads into viable prospects is to turn the marketing back on. Chances are these clients were either dropped or have been ignored for some extended period of time. That means you need to re-engage them.

I think the best approach is to start a value-based education email campaign. This means you need to start by introducing yourself and the company. And offering them educational content with no strings attached.

Here are a few examples:

• Free tips on credit repair, maybe even attach a short e-book
• A getting started guide on negotiating with creditors
• Brief outline on organizing your total debt picture

These no-obligation educational content pieces are powerful marketing tools. They will help your prospective debt clients gain confidence in getting help and will drive them to you with questions.

Taking the Long View on Sales

As you all know debt settlement solutions are typically long processes. People in debt trouble have been beaten down, are often in denial, and rarely believe there is hope. That is why it is critical to take the long view on each of these leads, which means working in volume and automating your marketing.

This is certain to bring a steady flow of conversions into you pipeline and maximize the people you can help free from suffocating debt burdens.

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Whether you are in the mortgage or the debt settlement business–loan modification leads are a good bet for prospects. If you think about it loan modification implies a crushing debt problem. Assuming that a homeowner is holding one of the largest debt burdens an average customer will encounter, a loan modification lead is someone in real debt relief need.

Why Loan Modification Leads?

If you are in the debt settlement business you may be wondering why I would recommend loan modification leads. The answer has a lot to do with detecting the intent of the person inquiring and how close they may be to taking action.

As you know most debt leads are people very early in knowing (or admitting) they have a debt problem. That means you are spending much of your time convincing them that they need to take care of their debt problems now.

To the contrary, someone who has inquired about a loan modification knows they have a crisis on their hands. They also are probably a bit more sophisticated, in that (believe it or not) most consumers still don’t know what about loan modifications.

Opportunity to Set-up Mortgage Referrals

It is also a fair bet that if someone is having problems paying their mortgage they are there because of credit problems, credit card debt, installment loans and the like. Sounds like the perfect person for you, in the debt settlement business, to help.

Ultimately, getting them into a stronger financial situation to support that mortgage payment.

However, you might not have the expertise or licensing in your debt settlement practice to solve the mortgage issue. Never fear, this is a perfect opportunity to set up a referral relationship with a mortgage broker or loan modification specialist.

Ideally, these loan modification leads will not only get you some more debt settlement deals, but they may also get you some referrals flowing from mortgage partners.
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This is an interesting article, written by a New York Times writer, on her personal experience with debt settlement solicitation. Her reaction is to be suspicious of the upfront fees that the debt relief counselor requested for their services.

She turns it into a story about the upcoming FTC TSR/Debt Relief public forum, with an interview of The Consumer Federation of America:

“‘People are given false hope,’ said Susan Grant, director of consumer protection at the Consumer Federation of America. Ms. Grant said she planned to participate in a public forum the Federal Trade Commission was holding in Washington today to discuss amendments to its Telemarketing Sales Rule to cover for-profit debt counseling, debt negotiation and debt settlement services. The Consumer Federation of America and 18 other organizations also recently filed comments with the F.T.C. on the issue”

The blogger offers some good advice to consumers. She encourages them to first do a bit of their own debt settlement work by calling the creditor and attempting to negotiating some relief on their own.

However, I think this is a bit naive of what the average consumer in debt trouble is really experiencing.

Most likely the consumer is already in severe trouble (or at least it feels hopeless) by the time they realize they are in trouble. Chances are their first wake-up call is when they can’t make minimum payments. That means their debt-to-income ratio is already way out of whack.

At this point a calm and rational conversation with a creditor is way past due. Chances are the harassing phone calls are already beginning and your call is not going to be routed to a helpful customer service rep, but rather a hard-nosed collector.

I’m not saying reform in the debt settlement industry isn’t necessary, but I do think this article is far too simplistic in covering the issues. Thoughts?

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Sales people talk too much. And it may be impacting our sales conversion. When we are talking to a customer they are likely to be full of questions. After all if they knew everything about our products and services they probably would have already purchased.

In no industries is this premise more important than mortgage and debt settlement. Your customers are full of questions. Your transactions are complex. And no one likes to talk about finances our understand scary numbers.

If you have finally gotten you customer on the line start listening. Any good sale begins and ends with good conversation.

Think of every call as more of a dinner party conversation than a sales pitch. It will be a lot more fun doing sales, your customer will enjoy talking with you more, and you will close more deals.

Let’s outline some dinner party best practices:

1. Introduce yourself in a warm and inviting way. Avoid the show. Don’t drop names or fancy titles.

2. Lead with a question about them. And then ask a lot more throughout the discussion.

3. Use their first name often. It seems more personal, people like to hear their name, and it will help you remember it.

4. Did I mention to ask questions. People would rather you be interested in them than have to endure your rambling sales pitch.

5. Make sure, especially if you don’t land the deal, that they know how to contact you in the future. Really work hard to convince them that you really want that to happen.

What are some of you secrets to forcing yourself to listen more and pitch less?

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