$399 – $599

IRS Collections Representation Boot Camp: Las Vegas, NV

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Hampton Inn Tropicana

4975 Dean Martin Drive

Las Vegas, NV 89118

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IRS Collections representation, commonly referred to as tax resolution, is one of the most lucrative services you can offer as a tax professional. Right now, over 14 million taxpayers owe back tax liabilities to the federal government, and average case fees from these representation clients exceed $3,750 per engagement.

In this three-day immersion program, attendees will take a "deep dive" into the core principles of resolving IRS liabilities, including a structured approach to case work and the resolution strategies that will apply to over 90% of all cases you'll work.

You will learn how to resolve both basic and advanced tax debt cases. On day one, we'll lay a solid foundation for representation as we cover case work processes, financial analysis, the six types of IRS payment plans, and qualification for non-collectible status. In days two and three, we'll cover advanced case resolution processes, including utilization of the Offer in Compromise tool, how to work with Appeals, and how to deal with tax lien issues. You will not only learn the applicable tax law and IRM procedures, but also participate in hands-on learning exercises to apply the material in a case study fashion.

In addition to the technical material, you'll also learn how to market and sell this unique service, including to one niche market that tends to need help the most.


Agenda

June 12 - Level 1

0800-0940: Mechanics of IRS Collections Case Work
1000-1140: IRS Collections Financial Standards & Form 433-A
1300-1440: Installment Agreements & CNC
1500-1640: Tax Resolution Client Attraction

June 13 - Level 2

0800-0940: Offers in Compromise
1000-1140: Appeals - Your BFF at the IRS
1300-1440: Tax Liens: Withdrawals, Subordinations, and Discharge
1500-1640: Niche Marketing Example: Working With Real Estate Agents

June 14 - Level 3
0800-0940: Reasonable Cause Penalty Abatements
1000-1140: Intro to 941 Resolution
1300-1440: Trust Fund Recovery Penalty: Who's on the Hook?
1500-1640: Quoting Fees & Closing Sales

Scroll down for detailed session descriptions.


Continuing Education Information

Level: Basic to Intermediate
Preparation: None required.
Prerequisite: Attendees should have basic understanding of IRS assessment procedures.

CPA CPE Hours: 18.0 in the Taxes subject area, 6.0 in the Marketing subject area
EA/AFSP CE Hours: 18.0 in the Federal Tax Law subject area

IRS Program Number: SDQJW-T-00054-17-I
NASBA Sponsor ID: 137128
Texas Board of Accountancy Sponsor ID: 010319

State boards of accountancy have final authority regarding the applicability of any particular course to your CPE requirements. Please check with your state board regarding requirements and acceptance.


Detailed Session Information

Mechanics of IRS Collections Case Work

This first session will cover the IRS Collections case work process from YOUR perspective as the practitioner. Attendees will learn a systematic structure for approaching the resolution of tax debt cases, starting from the IRS account research and financial analysis necessary to determine eligibility for resolution options, through the resolution process itself and ongoing compliance monitoring best practices.

Session Objectives

  • Understand the overall process of IRS Collections case resolution.
  • Define the conditions necessary to obtain a case resolution.
  • Understand how to obtain and analyze IRS account information.
  • Determine resolution pathways based on financial condition of the taxpayer.


Collections Financial Standards for Individuals & 433-A

This session will cover the IRS Collections Financial Standards that apply to 1040 debtors and how to apply them to your client cases. We will explore each specific expense category and how to apply it. We will also cover conditional vs necessary living expenses, and how to argue for inclusion of certain expenses for your client that they may not otherwise be able to claim.

Session Objectives

  • Understand the purpose and application of IRS Collection Financial Standards
  • Explain each individual expense category and how to apply them.
  • Understand the purpose of IRS Form 433-A & 433-F.
  • Complete the Form 433 Income & Expense Table (IET).


IRS Installment Agreements & Currently Not Collectible Status

Contrary to popular belief, about 75% of all tax debtors will wind up on some sort of payment plan to the IRS. This session will cover the six different types of IRS Installment Agreements plus the requirements for CNC status. Attendees will learn how to obtain pending status protection against enforced collections activity. We will also cover the qualifications and and requirements for entering non-collectible status.

Session Objectives

  • Understand the pros and cons of an installment agreement.
  • Define the various types of installment agreements and their qualifications.
  • Understand the installment agreement process.
  • Define the requirements for pending IA status.
  • Define the requirements and processes for entering CNC.


Tax Resolution Client Attraction

Now that you know how to represent tax debtors, how do you get them in the door? Unlike tax return preparation, which is a commodity service, tax resolution requires smarter, more targeted marketing and a more proactive sales closing process. In this final session, attendees will learn the most important principles of client attraction for this unique service, including how to to most effectively communicate with these prospects, what to say in your marketing, the best lists to market to, and much more!

Session Objectives

  • Define the characteristics of an IDEAL™ tax resolution client.
  • Articulate the pain points that tax debtors are really trying to solve.
  • Understand the role of messaging in successful client attraction.
  • Define best practices for ethically and effectively marketing to tax lien lists.


Offers in Compromise

The IRS Offer in Compromise is by far the least common option available to taxpayers to resolve their tax debts (only 0.37% of Collections cases were resolved via OIC in FY2015). However, for the taxpayer that qualifies, the program is an incredible opportunity to start over. In addition, learning about the OIC program provides practitioners with an important view of the IRS financial analysis process. This session will take a deep dive into the fundamentals of the OIC program. Attendees will learn how to assess eligibility based on financial analysis and understand the process for OIC application, review, and post-acceptance responsibilities.

Session Objectives

  • Understand the pros and cons of Offers in Compromise.
  • Understand the eligibility requirements and conditions of the OIC program.
  • Define the different types of Offers and their payment options.
  • Understand the role of RCP and how to calculate it.
  • Understand the OIC investigation process and taxpayer responsibilities following Offer acceptance.


Appeals - Your BFF at the IRS

As a tax resolution specialist, you will spend a significant amount of your case work time interfacing with Appeals. This independent division within the IRS serves as part of the system of checks and balances to ensure that Collections personnel are following laws and regulations, as well as protecting taxpayer rights. During the course of my career, well over half my case resolutions have come from Appeals. This session will delve into how to work with Appeals, plus the specific processes for the two most common Appeals routes you'll take when working Collections cases.

Session Objectives

  • Understand the role of Appeals within the IRS.
  • Apply the Collection Due Process Appeal to help your cleints.
  • Apply the Collection Appeals Program to help your clients.
  • Understand the options for TFRP and OIC Appeals.
  • Define Appeals outcomes.


Tax Liens - Withdrawal, Subordination, & Discharge

The presence of a tax lien can be detrimental to a tax debtor's credit, and even put their job or business at risk. This course will explore the options for addressing tax lien issues. In particular, we'll cover the difference between lien release and lien withdrawal, and the requirements for being able to obtain a withdrawal. You will also learn how to apply lien subordination and lien discharge processes to specific assets of the taxpayer.

Session Objectives

  • Explain the difference between lien withdrawal and release.
  • Understand conditions for lien withdrawal.
  • Understand the process for lien withdrawal.
  • Know how and when to utilize the subordination and discharges processes.


Niche Marketing Example: Growing Your Practice By Specializing In Servicing Real Estate Agents

Providing tax services specifically to real estate agents and real estate investors is an excellent way to grow your tax and accounting practice. This webinar will give you the tools to enter this highly profitable niche market. Dan Henn, CPA will cover common issues such as real estate professional eligibility, passive activity loss limits, material participation, short vs long-term rentals, gain/loss calculation, and other technical tax topics of interest to help you service this niche industry. In addition, Dan will discuss why you should service this niche industry, and effective strategies for attracting these lucrative clients.

Session Objectives

  • Why should you work in the world of real estate?
  • What are the needs of people and companies in this industry?
  • What marketing ideas work for attracting people in the real estate industry?
  • What is this going to do to your practice?


Reasonable Cause Penalty Abatements

Looking beyond the customary First Time Abatement (FTA), this session will take a deep dive into reasonable cause criteria that can help you get massive amounts of penalties removed on behalf of your clients. We will cover all reasonable cause criteria under the IRM, plus take a special exploration of meeting "undue economic hardship" criteria while also establishing the exercise of "ordinary business care and prudence". Yes, it's possible, and you'll learn how! Lastly, we'll discuss how to gather information from your client for the application, and how to turn that information into a compelling argument for penalty abatement.

Session Objectives

  • Understand the reasonable cause criteria for penalty abatement.
  • Definse the various reasonable cause criteria.
  • Apply undue economic hardship criteria to specific unique penalty cases.
  • Cite case law relevant to penalty abatement.


Introduction to Resolving 941 Tax Debts

This session will introduce the practitioner to the resolution of employment tax debts. Attendees will learn about how to avoid these tax debts in the first place, the 941-specific penalties, and the application of SB/SE enforcement priorities. We'll also look at 941-specific resolution options.

Session Objectives

  • Define the penalties related to employment tax debts.
  • Articulate the resolution pathways available to 941 debtors.
  • Understand the application of SB/SE enforcement priorities.


Trust Fund Recovery Penalty Assessment: Who's on the Hook?

When a business owes unpaid payroll taxes to the IRS, they will soon start looking for an individual to blame. If the IRS can demonstrate that any individual was responsible for paying certain taxes, and willfully failed to do so, they can be held personally liable for the trust fund portion of the liability. This session will provide an overview of assessment critieria, walk you through the determination process, and show you how to defend your clients against personal assessment.

Session Objectives

  • Define Trust Fund Recovery Penalty assessment criteria.
  • Explain the conditions necessary for an individual to be declared a responsible party.
  • Explain the conditions necessary for an individual to be declared a willful party.
  • Review the completion of IRS Form 4180.
  • Discuss defenses against personal assessment.


Quoting Fees & Closing Sales

Unlike tax return preparation, which is a commodity service, tax resolution is a highly specialized, unique service that many tax debtors don't even know exists. Therefore, you must actively be engaged in the process of closing sales, unlike tax prep. In this session, we'll cover various fee quotation models, examine some real world fee quote examples, and show you a step-by-step process for closing sales without being sleazy, high-pressure, or violating any regulatory rules.

Session Objectives

  • Define the steps involved in closing a sale.
  • Explain the differences between the integrated and the split sales model.
  • Apply best practices in quoting fees and closing sales.
  • Identify common violations of ethical standards and IRS & FTC regulations in the tax resolution sales process.


About the Instructors

Jassen Bowman, EA spent eight years exclusively representing tax debtors as an Enrolled Agent. He has presented over 200 live seminars and webinars to CPAs, EAs, and attorneys on the subjects of IRS Collections representation, practice management, and growing a tax firm. He is the author of several books, including Tax Resolution Secrets for consumers and Tax Resolution Systems, a checklist manual for practitioners.

Dan Henn, CPA is an entrepreneur, tax education speaker, author of the “No Holds Barred, Candid Talk About Small Business Success In Florida”, and tax columnist with Florida Today. With over two decades’ worth of expertise, he currently dedicates his time to assisting business owners in saving on taxes and growing their businesses primarily in the areas of real estate taxes and IRS Collection cases.

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Hampton Inn Tropicana

4975 Dean Martin Drive

Las Vegas, NV 89118

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