In this episode, I walk through the exact client acquisition system that helped one of our clients generate $3.1M in revenue last year—over $8,700 a day—by quitting tax prep and focusing on tax strategy. I break down every part of the funnel we built for him: the video sales letter, the application process, the sales call, and how we drive traffic into this system. I also explain the key metrics we use to track performance and how to optimize for long-term profitability. If you’re an accountant trying to scale past the 7-figure ceiling, this episode is your playbook.
Timestamps:
00:00:00 – Intro: How one client made $8,700/day by quitting tax prep
00:00:46 – Overview: The funnel, traffic, and tracking system
00:01:25 – The 3-step funnel: VSL → Application → Discovery Call
00:02:13 – How to structure a high-converting video sales letter
00:03:20 – Selling outcomes vs. listing service features
00:04:08 – Types of testimonials and how to use them effectively
00:05:32 – Why testimonial volume matters more than perfect quotes
00:06:18 – The goal of your VSL: self-selection
00:06:47 – Designing an application form that qualifies without over-filtering
00:07:54 – The right kind of form friction (and what to avoid)
00:08:39 – Why dropdown questions improve completion rates
00:09:55 – Avoiding "think" questions in application forms
00:10:25 – Why most discovery calls are framed wrong
00:11:44 – How to uncover real pain before making the pitch
00:12:34 – If objections keep happening, fix upstream funnel content
00:13:26 – When a basic funnel outperforms fancy lead magnets
00:14:21 – How to drive traffic into your funnel: Organic + Ads
00:15:09 – The 7-11-4 rule for brand trust and omnipresence
00:15:47 – All roads lead to Rome: every channel points to the same funnel
00:16:49 – Why tracking ROI is crucial to scale
00:17:47 – Attribution: Tracking first and last touch properly
00:18:20 – Most leads Google you before converting
00:19:03 – ROAS: The short-term efficiency metric
00:19:46 – LTGP to CAC: The long-term profitability metric
00:20:32 – How most agencies underreport true CAC
00:21:59 – What to do when your LTV-to-CAC ratio is unusually high
00:22:37 – Focus on LTV to outspend your competitors
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