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Image Consulting for the Income Tax Professional:
The Green Beret Way

 

from TaxCoach™ Briefs
Volume 1, Number 15 — September 7, 2006
by Edward A. Lyon, JD

Income tax professionals get to meet a lot of interesting people. I spent two and a half hours last night with a new client, a fascinating guy who I'm looking forward to working with. He's a consultant, and he had some thoughts on our TaxCoach marketing. But he also left me with some impressions worth sharing here.

My client started his career in the Special Forces, and advanced through the ranks as an officer in the Green Berets. He listed some of the places he had visited, and hinted at some of the actions he had participated in. Of course, he gave no details. And why should he? The Green Berets have earned a reputation as the best of the best. Who needs more explanation? He concluded his story by telling me 'I've traveled all over the world, met strange and exotic people, and killed them.' (I think he was joking about that last part.)

His military career ended with an unfortunate parachute landing, and he eventually found his way into the Fortune 500. Now he owns a growing consulting firm, and he's an ideal client for my planning service.

Here's where it gets interesting. I was impressed with his military background and obvious accomplishment. He established that with just two words: 'Green Berets.' But he was just as impressed with my professional income tax background and knowledge. I don't remember saying anything in particular to establish it. But it helped me close the engagement and pick up a check.

We income tax professionals need to remember that clients hire us because we're the experts. If we didn't have it, they wouldn't need us. If we couldn't demonstrate it, they wouldn't want us.

People do business with people they like and trust. We need to remember that (especially with referrals), we start from a position of trust, right out of the gate. We don't have to be Green Berets to earn it. We just need the confidence to believe the client sees it too -- then make the most of it.

Click here to learn more about the income tax professional and TaxCoach™.

 

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