In this episode, I break down the exact marketing funnel that helped scale a CPA firm from zero to $3 million per year in just three years. I walk through every piece of the client acquisition process—from the video sales letter to the application form to the booking flow—and show how top-of-funnel traffic is converted into high-value clients. Whether you're an accountant looking to scale or a service provider wanting a repeatable growth system, this episode is a masterclass in modern client acquisition.
Timestamps:
00:00:00 – Intro: Scaling a CPA firm from $0 to $3M/year
00:00:53 – The three-step funnel: VSL → Application → Call
00:01:50 – What the landing page looks like and how it’s designed to qualify leads
00:03:46 – Identifying and speaking to your ideal client
00:04:53 – The application form: What to ask and how to filter leads
00:06:41 – Why high-income clients aren’t always better clients
00:07:40 – Booking calls efficiently and avoiding no-shows
00:09:49 – The importance of a proper confirmation page
00:11:15 – Adding trust elements: Testimonials, pre-call videos, and resources
00:12:31 – CRM & backend setup: How to manage a high volume of leads
00:13:54 – The pipeline stages: From opt-ins to follow-ups
00:15:40 – Why tracking conversations and payments matters
00:16:44 – Automation: How to move leads through the funnel without manual work
00:17:32 – What to include in a daily email sequence for new leads
00:18:06 – Wrapping up: How to implement this system in your own firm
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