His first year: one client paying $600. Five years later: a $500K tax practice, built in a city where he knew nobody. No referrals, no network, no warm introductions.

Episode 93 features Luke Frye, CPA and Accountant in Residence at Canopy. Luke was the first accountant hired at Bench, became the first account executive at Pilot to break $40K in MRR, and has helped platforms like Bench, Pilot and Puzzle reach thousands of firm clients. Today he works directly with firm owners on overcapacity, underpricing and the missing systems that keep them stuck.

What you will take away:

1. Why "leads are the seeds": how to set up a simple CRM with a lead list and a 3 to 5 stage pipeline, and why a deal should not exist until the prospect is qualified against your ICP.

2. The three-sentence monthly email to lawyers, bankers and insurance contacts that can turn into a steady stream of referrals, and why you have to treat growth as an active sport.

3. How to find the bottleneck in your firm with an 11x17 sheet of paper, a pencil, and a value stream map that starts from "filed and paid" and works backward.

Luke also shares why he would go in knowing it takes five years, not five months, why he closed his biggest deal on New Year's Eve, why sales and operations need productive tension, and the question he asks every client: what do you want to be when you die?

Eliminate, automate, delegate.

Connect with Luke:

LinkedIn: https://www.linkedin.com/in/lukefrye/

Canopy: https://www.getcanopy.com

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