A TC’s success story – One good lead turns into many
With the quest to continue serving and expanding its reach to more taxpayers, SPEC is looking to stretch as far and wide as possible. Yes, it’s all for underserved communities, but more specifically the rural communities. There are taxpayers in rural communities without our services within an hour commute. There is still opportunity SPEC 4.0 watch us grow.
Many of you already have partners doing great work in rural communities across the country. Our goal is to share how these partners are successful and how you are helping them reach those successes. The possibility of gaining new ideas to help you and your partners can be endless.
Whether you have a partner that can possibly expand their current services to more taxpayers or if there is potential for new partnerships, starting with the basics of relationship building can be the key.
We asked Tax Consultant Brian Soloman to tell us about his recent partner success story. 
Describe to us your geographic area and current partnership base.
My post of duty is in Traverse City Michigan, which is in Area 2’s Detroit Territory. Most of my partners are rural due to where I’m located. I have a very strong coalition base that I’ve been working with for several years. Our relationship is very solid and I feel confident in saying that our value and trust in each other lends to us knowing we can depend on each other.
How did your recent success story begin?
Late last summer I received a call from the director of my statewide coalition with a great lead. He shared with me that the United Way of Roscommon County was interested in the VITA program. I knew the lead was solid but once I spoke the contact point I also learned the deal was not as simple. The United Way contact needed help with selling the program among board members and the other organizations they wanted to bring on board to help with administering the program. This included local colleges, libraries, commission on aging etc.
What steps did you take next?
I knew I needed to show how there was an actual need for the services in this designated community. And, that they could successfully work the program. This is when I put my consultative skills into action. After assessing what steps I needed to take, I went to The Point and proceeded to pull SPEC market segment data, by county and gathered the low income portion. I shared with the potential partner how there was a huge need for free tax prep services in the area and what the benefits would be for their community if the services were made available. I simply presented them with the facts and showed them the numbers.
How long did it take you to work this opportunity?
It took a few months to convince them that they could do it. But after several months of discussions, answering lots of questions and walking them through the Site Coordinator Handbook from front to back, there was confirmation of not only a new partnership (United Way Roscommon County) with one new site, but an actual total of eight new sites. There are three libraries, a college, a state workforce development group and three commission on aging groups. Brian took this lead, working it 100% remotely by phone, and now has eight new sites in a rural community that really needs the help.
In your opinion, what were the key actions that made this turn out successfully?
I think partly due to the relationship I have with my coalition director. He trusted me enough to share his solid lead with me. But after that point it was officially in my hands to work. I diligently worked to provide them with all the answers they needed to make their decision and thankfully it turned out to be positive for everyone.
What advice would you give to fellow TCs/RMs to gain additional successes?
Many are probably doing this already, but if not, I would recommend following the four actions I generally use:
- Work and manage your relationships;
- Use all available tools at your disposal– i.e. the SPEC market data;
- Always include a “what’s in it for them” approach; and
- Share any success stories from other sites