Mentoring is a skill like any other. It’s not something you decide to do one day out of the blue. It requires discipline for both you as the mentor, as well as the people you are mentoring.
Know Your Mentee Candidates
The first requirement to be a good mentor is to ensure your mentees will do what you ask. If they don’t take the arrangement seriously, you are going to waste your time. Therefore, don’t agree to mentor people just because they ask. Try to get more information about their work ethics, etc. Also, try to ascertain if they are motivated and proactive. These are your ideal candidates to help.
Set Up Rules
You want to set up rules right from the start. Determine what your responsibilities will be as well as what you expect from the people you mentor. It’s even better if you get this in writing. Recording the responsibilities ensures there are no misunderstandings later.
Define Boundaries
Define boundaries as much as possible. It’s okay to tell your mentees to call you after work hours once-in-a-while. However, don’t let them call you for every minute detail. Let them know ahead of time for what reasons they can contact you.
Be Firm in Your Expectations
Be firm in your expectations. If someone is not living up to what you expect of them, you may need to terminate the arrangement. It’s up to you if you want to give them a second chance. Your time is valuable, however. Don’t let them take advantage of you. If they aren’t willing to do what you ask, you need to move on.
Don’t Sell Yourself Short
If you are mentoring for pay, don’t sell yourself short. Mentors are expensive for a reason. Make sure you give great value for the money but expect to be compensated well for your efforts. In many ways, your fee is a good litmus test. Those who aren’t willing to fork up the money for your services are not going to be good candidates for mentoring them. You may believe it takes more effort to get high-paying clients, but you would be surprised how this isn’t true. If you are good and can back it up, you will easily find people willing to pay your fee.
Be Connected
You should develop a decent network of people as a mentor. Good mentors have connections who they can call upon frequently. This ability will only work if you keep in contact with your network. Make time in your schedule to nurture your networking relationships so that you can use them to benefit yourself and the people you mentor.
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Collections should not be thought of as something that only happens on the back end of the billing process. It should start by properly conveying your policies and expectations in advance to both patients and staff. Here are some tips you can implement in your practice to improve your patient collections at little or no cost.
Office Visits – Front Desk Responsibilities
1) Patients need to understand and acknowledge in writing that they are personally responsible for any charges not covered by insurance. They should be required to sign your financial policy at every visit, not just the first visit in order to remind them of their obligations. This should reduce the number of patients who have the attitude that their insurance made a mistake and it’s therefore not their problem.
2) Of course you always want to collect co-pays at the time of visit, but what does your staff do when a patient says they didn’t bring any form of payment? Turning the patient away is costly both in terms of a wasted appointment slot as well as the potential loss of that patient’s future revenue. Instead, train your staff to introduce themselves by first name to make a connection and then hand the patient a pre-addressed envelope to remit funds when they get home. For example, “My name is Karen and I’ve written my name on this envelope along with our address. As soon as you get home today, please put your check in this envelope and mail it back to my attention as I will be keeping an eye out for it.”
What to include and not include on your billing statements
3) Is your phone # on your bills? This may seem obvious, but some bills do not show a phone # and that delays payment by making it more difficult for a patient to call if they want to set up a payment plan or ask a question about their bill. Now they have to take the time to look up your phone # and they may put that off until later.
4) Is there a due date on your bill or do you just show the date the bill was generated? Many bills do not show a specific due date which implies that payment is due whenever the patient feels like paying.
5) Are penalties specified for violating terms? Is there any consequence to paying late? Why not include a late charge in order to give your bill priority over other bills which don’t incur penalties? A flat late fee is much easier to manage than a percentage of balance.
6) Do you show aging boxes on your statements? The use of aging boxes on statements which show 30, 60, 90, etc balances conveys exactly the opposite of what you want. It shows that you expect your patients’ balances to age and you’ve even made a provision for that right on your statements when you really want to convey an expectation of getting paid as soon as the bill is received. Aging boxes also train patients to only pay the portion of the balance that is the oldest rather than paying off the balance in full.
7) The use of colored paper for late reminders is helpful in getting patients’ attention as they stand out among the pile of white paper in a patient’s stack of bills.
Establishing Internal Collections Policies
8) Just like other aspects of your employee handbook, your collections policies should be in writing. This makes it easier when training new employees and demonstrates the importance placed on collections. Include performance benchmarks ($ collected or # calls made during a specific time period or establish a maximum % of AR over 60 days). Review and update your collections policy as needed while keeping it clear and simple. Determine how returned mail should be handled.
9) Define “past-due” and include the next steps for handling a past-due account. How many written contacts will be sent? How many phone calls will be made? When will this follow up occur and at what intervals? Evidence shows it is best to vary the form of follow up at regular intervals of 7-14 days.
A recommended process would be 2 mailed bills + 1 phone call + 1 warning letter and this should all occur within 90 days or less. If a patient has been asked to pay 4x in 90 days and you’ve gotten no response, they’re sending you a message and need to be in the hands of a third party agency because continued first party efforts at that point will not generate a good ROI.
Making Collections calls
10) Be careful when leaving voice messages so as not to “advertise” a debt owed to your practice when your message might be heard by others in the household. Ensure that your staff is fully compliant with all Federal, State and Local Regulations regarding first party collections and telephone calls, or utilize a service to make these calls for you who is compliant.
11) Try to make a connection with the debtor by speaking clearly and enthusiastically. And stay firm by using phrases such as “It’s my policy that….”
12) Make the call with the mental attitude that you will get payment in full on one call, not that you’re going through a list and making calls just to get it over with. Your mental attitude affects what comes out of your mouth, so expect success!
13) If a patient says they don’t have enough money to pay their balance, ask, “How much are you short?” rather than, “How much can you pay?” This small change in language conveys an expectation that the majority of the funds are available and that you’ll be working out a payment plan for the smaller remaining balance.
14) Never make “idle threats”. It is a violation of collections laws to threaten to send a patient to collections unless using a collection agency is a normal practice for you.
15) Train your collector to take good notes so that if they have subsequent conversations with the patient, you can refer back to their notes and if that staff member leaves, it will be a good starting point for someone else to pick up their work.
Avoid Costly Violations
Use only an employee or a licensed 3rd party agency/attorney to collect for you, never an unlicensed 3rd party. Only use 3rd parties who are committed to full compliance to all Federal, State and Local regulations regarding both first and third party collections. Only use a 3rd party who provides you with a “hold harmless”” agreement as a matter of course.
Do not share information about a balance due with parties other than the debtor or their spouse. For example, if you call the debtor’s office and someone else answers the phone, do not leave a message about a balance due, only a message to return your call.
Prior to discussing any patient A/R information with anyone outside your practice, make sure that you have a HIPAA Business Associate Agreement signed and on file with the individual or agency.
Collection Myths
All of these items are things to consider when establishing your practice’s individual collection policy, but they are not legal requirements.
There is no law that says you have to warn a patient that you’re going to send them to collections before you do.
There is no law that says you have to wait a certain number of days before sending a patient to collections.
There is no law that says that if a patient is paying $5/month that you can’t send them to collections.
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The CARES Act, a $2.2 Trillion bill was passed in response to the Corona virus Pandemic. There are parts of this bill that will have a direct impact on Cost Segregation. Please contact me for more information or to assist you in helping your clients take advantage of this new information.
Net Operating Losses:
Allows for a five year carryback of net operating losses arising in 2018, 2019, and 2020. It also allows net operating losses to offset 100% of income (as opposed to being limited to no carryback and only to 80% income offset from carryforward losses under the Tax Cuts and Jobs Act of 2017 that was in place before the CARES Act).
Impact – Example – A Cost Segregation study is applied in 2019 which causes such a large depreciation deduction that the client reports a net operating loss in 2019. He can carry this loss back for 5 years and apply it to gains made in those years. This would result in a tax refund providing cash flow in a time of need.
Important Note – The 5 year carryback rules require you to go back 5 years and roll forward from there if the loss is in excess of the carryback years income. Example – John Smith has income for the past 5 years, and a loss in 2019 as follows: 2014 – $75,000 2015 – $150,000 2016 – $400,000 2017 – $350,000 2018 – $195,000 2019 – $(425,000) In this case John would roll the $425,000 loss back to the 5th year 2014 and offset all of that income, then roll the remaining $350,000 to 2015 and offset all of that income, and finally roll the balance of $200,000 to 2016.
Qualified Improvement Property:
Qualified Improvement Property has been corrected to be identified as 15 year property meaning it would be eligible for 100% bonus depreciation. This change is effective for property acquired and placed in service after 9/27/2017.
Impact – Since the definition of Qualified Improvement Property was introduced, CSSI has been identifying this property as Qualified Improvement Property within our reports. This property is now eligible for 100% bonus depreciation, so previous clients with this type of property included in their reports can now retroactively apply bonus depreciation to these improvements.
More Time:
With the extension of time to file for 2019 taxes, there are opportunities to still have Engineering-Based Cost Segregation done for any commercial or rental residential properties over $200,000.
In research and development tax credits, some cost related
to wages, supplies and contract research are eligible. Many times, however, taxpayers tend to
overlook some of the processes and work that can be included to maximize the
tax savings.
Contrary to popular belief, R&D credits are not limited
to things that have not previously been done.
Many think these credits are limited to new inventions like the cell
phone, or the lightbulb, but that is not the case. The Internal Revenue Service does not require
that technology be revolutionary or new innovation to be eligible for these tax
credits. The only requirement is that
products and processes be improved.
Unfortunately, those who could benefit from claiming R&D tax credits either fail to claim them, or leave money on the table, because they aren’t aware of all the activities that qualify. R&D credits are a dollar-for-dollar reduction in income tax liability that is either underutilized or not utilized at all every year.
Here are some often overlooked qualifiers for R&D
credits:
CLOUD COMPUTING NETWORK COSTS
Cloud computing server, platform and SaaS software
application innovation costs may be qualified research expenses that are
eligible for R&D credits. Leasing
cloud computing time is often cheaper and easier than purchasing locally hosted
servers and outfitting data centers.
These expenses may be eligible when the cloud servers are located away
from the taxpayer’s premises and operated by another. The taxpayer must not be the only, or
primary, user of the cloud server.
AUTOMATION THAT IMPROVES EFFICIENCY OF PROCESSES
Improving workflows and processes in manufacturing may also
qualify by using process automation tools.
Automated shelving, labeling systems, and the use of robotic arms are
some of the process automation tools that may be involved. In the case of a robot, while the cost of the
robot cannot be used for R&D credits, the time invested in designing the
type of robot, how and where the robot will be used, and the testing involved
may be qualified expenses.
ARTIFICIAL INTELLIGENCE AND MACHINE LEARNING
Any process of product that uses machine learning or
artificial intelligence to determine how to better accomplish a process, or
increase its efficiency, qualifies for R&D credits. Machine learning can assist in the decision
of where to place a robotic arm for the most efficient and effective use.
REPLACING AN OBSOLETE PART OR PRODUCT WITH NEWER TECHNOLOGY
A common scenario in which these expenses may qualify for
the R&D credit, a piece needs to be replaced as part of a manufacturing process,
but the supplier no longer makes the part.
If a direct replacement cannot be found, the taxpayer may change their
product or process to accommodate a new part on the market, requiring design changes. These changes may be related to size,
functionality, geometry or other elements.
When the obsolete part is so old, new technology may also
provide a better answer than a retrofit.
Research and testing must be done to accommodate the new
technology. If the taxpayer can provide
proof of concept, demonstrate how the new technology improved the product or
process, and document the failure points, they may be able to recoup the amount
expended for design and testing. The
wages related to a marketing associate who provided the design input to the
improvement or features that should be created through the new technology, but
they must be able to show documentation of the individual’s contribution to the
process, and that they had the sufficient technical experience necessary to
participate in the design.
MACHINE LEARNING AND AI
Any product or process using machine learning or artificial
intelligence to learn how to do something better, more efficiently, or faster,
qualifies for R&D credits. For
example, machine learning might help a company learn where to place a robotic
arm for its best use.
These are a few activities that might be overlooked in
considering expenses for the R&D credit in manufacturing products and
processes. This is not an exhaustive list
but may help in thinking through how to maximize your research and development
credit. Activities do not have to
necessarily fit the textbook definition of research to qualify.
If you have questions about R&D credits or their application, please give me a call at Cash Flow Strategies, Inc. We have a team of experts who can certainly answer your questions regarding this topic, Cost Segregation, Section 179, The 2014 Tangible Property Regulations, and the Real Estate Professional designation.
Ever wonder why some business have better luck collecting debts than others? Let’s find out. Hint: Luck has nothing to do with it.
When your customers owe money, you send an invoice and expect to receive a check in return. However, history tells us that you won’t hear anything but crickets chirping from some customers. About one in every 20 Americans has defaulted on some type of non-mortgage credit. You don’t have to resign yourself to writing off bad debt, though. You might just need a better strategy.
Shift Your Mindset
Your current strategy doesn’t work, so why keep using it?
Effective debt collection starts with a paradigm shift. Instead of thinking about unpaid accounts in terms of “collections” and “bad debt,” start thinking about your entire accounts receivable cycle. Just as preventive medicine can keep patients from getting sick, a holistic approach to finance can improve cash flow and help you predict future obstacles.
That’s why we use analytics to score our customers’ accounts receivables and to help them avoid unnecessary risks. If you have an effective accounts receivable management strategy in play, you won’t have to face collections as often.
Does this mean that you’ll never have to send an overdue payment notice? Probably not. However, you won’t have to worry about bad debt crippling your business because you’ll make smart, holistic financial decisions for your business.
Change Your Approach
Fear and panic won’t help your customers pay their bills faster.
Research shows that financial troubles can cause depression, anxiety, and other mood disorders in consumers. Some people use unhealthy coping mechanisms to handle stress, often denying that a problem exists. In other words, your overdue payment notice gets shredded with the other collection letters. The customer just can’t face the problem.
A compassionate debt collection strategy might help you collect cash faster. Instead of intimidating, threatening, or berating your customers, show them that you understand their predicaments and that you’re willing to work with them.
We’ve discovered that customers pay faster and more reliably with our empathetic approach to collections. We start with gentle reminders and continue collections even when accounts move from unpaid to dormant.
Work With Accurate Data
A customer moves and doesn’t give a forwarding address. Now what do you do?
When you don’t have accurate information for your customers, you can’t collect their debts. Account scrubbing technology proves invaluable when you need to correct errors in your master files so you don’t waste time and effort on bad information.
We have a database that contains more than 450 million records. We use that database to update your information so that collection practices can continue without obstacles.
If you’re struggling to collect bad debts, you might need a change of strategy — or you might need an experienced partner. We’re experts in the accounts receivable management field, and we help our customers remain financially solvent every day. Learn more about how to optimize your revenue, then get in touch. We’re excited to help you turn ineffective collection strategies into cash.
Bonus depreciation is a valuable tax-saving tool for businesses. It allows your business to take an immediate first-year deduction of 100% deduction on the purchase or renovation of eligible business property.
What is Depreciation?
Depreciation allows (or requires) businesses to spread out the cost of long-term assets over the life of the asset. The alternative would be to take the cost of the asset in the first year after the asset is acquired by the business, but this isn’t realistic. The most common way to depreciate a business asset is by spreading out the cost evenly over the asset life – called straight-line depreciation. Increasing in popularity, especially with the new Tangible Property Regulations, is the Cost Segregation Method or Accelerated Depreciation.
What is Bonus Depreciation?
Bonus depreciation is a method of accelerated depreciation which allows a business to make an additional deduction of 100% (this was 50% prior to the new Tax Cuts and Jobs Act passed last month) of the cost of qualifying property in the year in which it is put into service. Bonus depreciation can be applied to any new asset with a 20 year life or less. This includes land improvements which are not considered personal property.
The 50% Bonus Depreciation rate is increased to 100% for qualified property acquired or built after September 27, 2017.
Bonus Depreciation has been expanded to apply to both newly constructed buildings and used property purchased and acquired after September 27, 2017. Bonus eligible property must have a depreciable life of 20 years or less.
Qualified Leasehold Improvements, Qualified Retail Improvements, and Qualified Restaurant Property are all replaced with Qualified Improvement Property (QIP), which has a 15-year recovery period and is eligible for 100% bonus (restaurants now have a class life of 39 years).
Structural items like interior supporting framing, escalators, and elevators are not included in QIP. The improvements must have begun at least one day after the building was put in service for its intended use.
Items removed, discarded, or abandoned have value that should be removed from the depreciation schedule and identified as a partial asset disposition (PAD). This must be done in the same tax year as the removal or the tax payer loses the ability to capture the write down.
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If you own commercial or income property and have not had a conversation with a trusted cost segregation provider, don’t wait. Contact me today for a free estimate of the tax benefits you may be missing.
While a bank loan might be the first thing you think of when you need cash for your business for capital improvements or to cover a slow season, there are alternative choices to consider that can be just as strategic—maybe even more so. Merchant Funding is one of them.
Utilizing Merchant Funding, a business owner can receive a lump sum of capital in exchange for a certain amount of their business’ future sales. Merchants utilizing this as their best financing option reap plenty of benefits.
1. The application
process is easy.
For starters, applying
for merchant funding is quick and easy. More often than not, you can fill
out a short, simple application, providing specific information and
documentation pertaining to your business, such as your Business ID and recent bank
statements. This shouldn’t take long to complete, and most providers will
respond within 48 hours. Such a simple process lets you stay focused on your
business, rather than being swamped with hour-long applications that don’t lead
to any replies, while still having the opportunity to receive funds.
2. It gives you access to
capital, quickly.
If your application is
approved, you could receive the capital from your provider in less than one
week. Obtaining these funds in such a short amount of time enables you to start
putting money back into your business and improve cash flow.
For example: Some
merchants choose to invest in new advertising campaigns in order to reach more
consumers, while others use the cash to purchase updated equipment to improve
internal efficiencies or to cover payroll.
Those are just a few possible
ways to utilize your newly acquired funds. You could also give your workspace a
much-needed facelift. Or maybe paying off outstanding debt is what you’re
focused on–and words cannot describe how good it feels to become debt-free.
3. Your credit won’t be
affected.
Securing a merchant cash
advance won’t negatively affect your business’ credit. This is because you’re
not taking out a loan, but instead, simply selling future credit card sales for
capital. As a result, you won’t have to worry about making monthly payments.
Plus, many providers don’t use your FICO score as qualification, so you won’t
need to spend time trying to improve your credit before applying. In fact, the
newfound funds from a merchant cash advance can improve your credit if you use
it to pay off debt.
4. You won’t be as
stressed.
Although owning a business is extremely rewarding, it comes with great responsibilities, too. This can be stressful, especially if you’re tight on cash. Merchant Funding help alleviate some of these pressures, thus lowering your stress levels. Eliminating financial stresses will enable you to endcjoy your job again and remember why you love being a business owner.
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I can help you determine very quickly how much quick cash you could receive. To get pre-approved, or just get more information, contact me directly.
“Streamlined” is an adjective most people wouldn’t normally associate with debt collection. B2C or B2B debt collection can be fraught with challenges, and it isn’t always straightforward. Yet developing a streamlined solution to debt collection is essential for businesses in order to keep cash flow positive and ensure the business always has sufficient working capital.
When you can’t collect on what people owe you, business becomes more complicated. Not only do you have to pursue that debt so you can collect what you’re owed, you may have to deal with complications like bumpier cash flow and lower working capital. In other words, problems from uncollected debt ripple outward, potentially affecting your entire business.
Debt Collection Get Results While Protecting Your Brand
Streamlined debt collection services exist, and the best ones not only collect the money people owe you, but they also do so with utmost attention to protecting your brand, your data, and your customer’s data. Many small and medium enterprises simply don’t have the personnel and time necessary to devote to creation of a streamlined debt collection process.
Brand protection is essential in the internet age, when people regularly do online research before choosing products and services. For B2B business in particular, brand protection is essential during the process of B2B debt collection, because business relationships have enormous influence on reputation and the ability to succeed long term.
Accounts Receivable Management Can Prevent Debt Collection Problems
One way to streamline your debt collection process is to prevent the need for it in the first place. However, managing accounts receivable (AR) is a big job, and many small and medium enterprises don’t have a designated AR officer who can focus on this crucial responsibility.
Fortunately, there are debt collection specialists that offer a range of services, including AR management, and this alone can streamline debt collection for small businesses without a designated AR officer. And when the same debt collection specialist has to deploy more traditional debt collection techniques, they’re prepared to act without delay.
Pre- and Post-Charge Off Services Help Maximize Revenues
Pre-charge off debt collection is an excellent first line of defense in debt collection. Early intervention is essential when pursuing debts, because the likelihood of collecting decreases with every day that passes. When your debt collection service pursues early debt recovery, the result is fewer delinquencies and defaults, and maximum cash directed back into your business.
Post-charge off debt collection is more challenging, but if your debt collection provider has experience in this process, you can minimize losses due to unpaid debts and help ensure healthier cash flow. With technological tools that allow faster skip-tracing, your debt collection specialist can more quickly locate the correct party and accelerate recovery of even the most challenging cases.
It’s not easy for small and medium enterprises to stay on top of AR management and debt collection, yet these processes must be managed well to ensure good cash flow and sufficient working capital.
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For more information on streamlining the debt collection efforts for your business or medical/dental practice, contact me directly.
Any entrepreneur knows there’s a chance that their business may not take succeed. Risk is inherent in any new business venture, of course. The Small Business Administration says that, while about 80% of small businesses make it through their first year, only 50% of small businesses make it past the five-year mark. Only one in three celebrate their 10th anniversary.
While most small business owners lack the crystal ball clarity of knowing what their future will hold, there are some clear warning signs that the company is faltering and in danger of failing.
Warning Signs of Small Business Trouble
A failing income statement. Keeping an eye on the income statement is imperative no matter the age of the company. Red flags include a rising accounts receivables line or outright losses. If outstanding debt is high and you’re failing to collect on it, this could signal real trouble.
Low cash on hand. Watching the balance sheet unbalance should make any CFO nervous. If cash on hand is shrinking or if you need to sell assets to make payroll, that’s a bad sign. Are sales down? Are your shelves filled with inventory that isn’t moving? If your business has a credit line, is it maxed out? Watch out for company bills not being paid quickly or increasing debt as a signal of trouble.
External market factors signal increased competition. When a company feels competitive pressure, they must have the cash flow to shift tactics. If cash flow is a problem, a competitor could outbid or undercut on price, which could drive you right out of business.
Legal troubles. Beware the corporate lawsuit. For companies struggling to stay afloat, a host of legal issues could arise such as vendors suing for nonpayment of bills, lenders pursuing property or equipment repossession, or even, failure to pay quarterly taxes.
Failure to make payroll. If payroll checks bounce, there is a huge problem with the health of the company. One missed paycheck could have a long lasting impact on the employment relationship Once trust is lost, employee morale can decline in a self-perpetuating loop that customers will definitely notice.
Bookkeeping holes. The health of a business can almost always be determined by the quality of the financial documentation. Clean books impact the company’s decisions about purchasing and growth. Without an accurate record, how can companies create a strategic plan for expansion? The simple answer is – they cannot.
While small companies can go through financial hills and valleys, these signs may signal that the business is in real trouble. If your company is struggling, talk to me about debt collection and other services that can improve the bottom line. There is no charge for this consultation, and it might just save your business.
When you’re dealing with taxes, you want to do everything exactly by the book. So, when you’re implementing accelerated depreciation of your assets, you want to be sure your cost segregation study is done correctly. We’re here to help you get the tax savings you deserve and keep them by helping you choose a cost segregation firm that’s going to do everything right.
Accuracy
Before you choose a firm, research cost segregation studies, and be prepared to ask the firm some questions. We’ve mapped out some things you should ask and be aware of before you decide to hire a firm to conduct this analysis. After all, it is your money; you should be able to take what’s yours and not have to return it because the analysis wasn’t conducted correctly.
Compliance
As you know, U.S. tax code dictates the rules you must follow. Because cost segregation is part of the tax code, there are suggested methods you need to follow if you are to conduct this type of analysis. You need to be sure that the cost segregation firm stays in compliance with all rules specified by U.S. tax code. Why should you be penalized for this third-party firm not following all the rules?
Specialization
You wouldn’t go to a doctor that didn’t know everything there is to know about your ailment; you would likely choose a specialist. So why should the cost segregation firm you hire be any different? You want to go to the firm that eats, breathes, and sleeps everything taxes. They need to know tax codes inside and out, and have researched past court cases on these related topics. Do your research and ask the questions so you can pick the firm that is the most knowledgeable about cost segregation analysis.
Peace of Mind
Finally, when choosing a cost segregation firm, be sure to do your homework. When it comes to your tax savings, this is especially important. You want to go with a firm that has in-depth tax knowledge and a substantial amount of rave reviews from past clients. You want to choose the firm that will defend their study in the event of an audit.
The best advice we can give you when choosing a cost segregation firm is to ask the questions, get answers and get your money back.
For more information, call me today at 770-224-8504, or email me at David.Wiener@cashflowstrategies.us.
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