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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