You can have perfect records, an experienced representative, and a legitimate case, and still damage your outcome in the first five minutes of an IRS meeting.
I am Andrew Bosserman, an IRS defense attorney, a CPA, and a former IRS agent. Chapter nine of my book, The IRS Survival Guide, turns attitude principles into specific, actionable communication strategies.
Watch my full video on this topic below, or watch on YouTube.
The first minutes of an IRS interaction set the tone for everything that follows. Whether you are on a phone call or in a meeting, open with simple courtesy. You can say, "Thank you for explaining the process. I want to make sure we can resolve this efficiently for both of us."
If you are meeting in your office, treat the agent like a guest rather than an invader. Offer them water or coffee just as you would for a potential client. Most taxpayers walk into audits either trembling or combative, so calm, professional courtesy immediately distinguishes you.
Specific phrases can help build rapport and make the process smoother.
Here are a few examples:
Asking clarifying questions helps you understand what the agent is looking for rather than starting an argument. You should also signal openness by saying, "If you need additional information, I am happy to provide it."
Your nonverbal signals must align with your words. It is critical to keep your arms uncrossed, maintain eye contact, and keep a calm demeanor. If your body language does not match your professional language, you will not build the trust necessary for a good outcome.
It is important to remember that you have the right to representation before the IRS. Most clients I represent never have to speak directly to the IRS, and that is by design. Having a tax attorney or CPA as your representative creates a buffer that ensures all communications are strategic.
If you do need to appear in person, your job is different from your representative's job. Your representative handles the technical questions. Your job is to handle the human element by showing that you are credible and cooperative. If you are anxious about a meeting, ask your representative to walk you through a preparation session to practice what you should and should not say.
To succeed in an IRS meeting, you must focus on the human element. This includes opening with professional courtesy, using "we" framing to resolve issues, and ensuring your body language matches your words. Most importantly, remember that a professional representative can act as a buffer to handle technical details while you demonstrate credibility.
Preparation is the best way to protect yourself. By practicing your responses and understanding the strategies in my book, you can ensure that you do not damage your case in the first few minutes of a meeting.
Go to TheIRSSurvivalGuide.com to get your free PDF copy of my book today.
