Yesterday, my wife and I attended the 50th-anniversary screening of Jaws at the Movie Theater. I remember seeing this movie as a kid, and it scared me back then, and scared the heck out of Liz. But today, I wanted to talk about a different type of Shark.

Last week I need to share a story that perfectly illustrates why most families get ripped off by this industry—and why I sometimes have to talk myself out of easy money to protect you from predators.

Last week, a woman I’ll call “Sarah” called my office in tears.

She owed the IRS $129,000. The monthly payment they wanted? $2,740.

“Carlos,” she said, “I’ve been quoted $2,500 by three different companies who all promised they could get this payment down to $500 or less. Should I hire you to negotiate a better deal?”

Here’s where most companies would take her money and string her along for months…

But I’m not most companies.

You see I have seenher financial records and running my detective analysis, I discovered something that made my stomach turn:

  • Monthly income: Substantial
  • Home equity: $660,000
  • The IRS calculation: Actually correct

The brutal truth? Those other companies were about to take Sarah’s $2,500 and waste months chasing an impossible dream.

Here’s what I told her (and why it cost me a sale):

“Sarah, I have to be honest with you. Based on your financials, the IRS is being fair. With your income and that much equity, their guidelines support the $2,740 payment. But they’ve offered you a compromise: pay $42,000 down and drop your monthly to $1,365.”

She was quiet for a long moment.

“So you’re saying those other companies can’t help me?”

“I’m saying they’ll gladly take your money and fight a battle that can’t be won. The IRS doesn’t care about credit card debt or lifestyle expenses above their allowances. With your equity and income, you don’t qualify for hardship.”

Then I did something that shocked her:

“My recommendation? Accept their offer or get a HELOC against that equity. Don’t pay me or anyone else $2,500 to chase fantasies.”

Two days later, she emailed me:

“Thank you Carlos for getting back to me in a timely manner. I appreciate your honesty. I will move forward in paying them a Lump Sum in order to reduce our liability.”

I just talked myself out of $2,500.

The Detective’s Finding: A good tax resolution specialist will sometimes talk you OUT of hiring them. A scammer will always find a way to take your money.