The $30,000 Non-Filer

More than 11 million taxpayers have been identified as non-filers—and for tax professionals, that represents a massive opportunity to solve serious problems, deliver tremendous value, and build a highly profitable representation practice.

In this episode, co-hosts Eric Green and Dawn Brolin break down why non-filer cases are among their favorite tax resolution engagements and why practitioners may be leaving significant money on the table by overlooking them.

Eric and Dawn explain the IRS six-year compliance rule, why blindly filing every missing return can be an expensive mistake, and how strategic decisions involving filing status, state voluntary disclosure programs, bookkeeping, and collection alternatives can potentially save clients tens of thousands of dollars.

They also walk through the economics of a typical non-filer engagement—from reconstructing years of bookkeeping and preparing delinquent returns to resolving the final IRS and state balances—and show how a single case can become a 20,000–30,000 engagement.

Just as important, they discuss how to price the work in stages, communicate the value you are providing, avoid taking on the client's financial problems as your own, and recognize when a difficult prospect simply isn't worth taking.

And once the crisis is resolved? That former non-filer may become one of your most loyal—and valuable—long-term clients.

If you handle IRS representation, or want to grow that side of your practice, this episode will show you why non-filers should be on your radar—and why you should talk to the client before they file anything.