Overview
TRM CPA is a strategic tax planning firm owned by Tyler McBroom that helps small business owners across the United States. While TRM CPA successfully generated leads through its marketing efforts, turning those leads into paying clients became a challenge. The lack of a structured sales process caused inefficiencies, which limited the firm’s ability to scale and fully capitalize on its market potential.
The gap between lead generation and client conversion created a bottleneck, slowing down the firm’s growth trajectory. TRM CPA’s leadership recognized that without a clearer path to converting prospects into long-term clients, the business wouldn’t be able to thrive or keep pace with demand.
Objectives
The primary objective for TRM CPA was to allow Tyler McBroom to shift his focus from day-to-day sales operations to high-level strategic planning for business growth. Tyler’s time was heavily consumed by managing sales, which left little room for steering the firm toward broader opportunities or driving revenue growth.
Another goal was to improve the conversion rate of leads. Although the firm had significant marketing success, they weren’t turning enough of those prospects into satisfied, paying clients. The company needed a more structured, scalable sales process to handle the growing volume of interest without sacrificing quality in service delivery.
In short, the main priorities were to reallocate Tyler’s time toward strategic initiatives, equip the team with a consistent sales process for converting leads, and ensure that the company could scale without weakening its core service standards.
Challenges
TRM CPA’s major challenge lay in the inefficient use of internal resources. Tyler McBroom was spending too much time on sales-related activities—managing inquiries, consultations, and lead nurturing—which detracted from his ability to focus on the firm's growth as a whole. This led to a bottleneck in the sales process, as there was no dedicated team in place to handle the client pipeline consistently.
Moreover, non-sales staff within the company were tasked with managing incoming leads, a job they weren’t fully equipped to handle. Without structured guidance or formal sales training, these team members struggled with lead conversion, causing inconsistencies in the number of closed deals.
As lead volume grew, inefficiencies became even more pronounced. The lack of process scalability resulted in missed opportunities and put further pressure on the team. TRM CPA needed a way to streamline its sales operations without stretching its resources too thin.
Solutions
Sell Up partnered with TRM CPA to redesign its sales model by introducing a dedicated sales team capable of managing the entire lead conversion process. This allowed Tyler to step away from the daily grind of handling prospects and focus on scaling the business through high-level strategic planning.
Sell Up also implemented a structured process for qualifying leads and handling consultations. By filtering out unqualified prospects from the start, the team avoided wasting valuable time and resources. The dedicated sales team was deployed to nurture and convert the remaining qualified leads, ensuring a smooth transition from interest to payoff.
Additionally, Sell Up built a repeatable, scalable sales system tailored to handle the increasing volume of leads. This allowed TRM CPA to manage more inquiries without feeling overwhelmed, ensuring that service quality remained high even as they expanded their client base.
By delegating sales to professionals and optimizing the process for scalability, the firm could refocus its internal resources on client work, strategic initiatives, and delivering specialized tax planning services.
Results
Tripled Sales and Sustained Growth
After the new sales system was implemented, TRM CPA saw their sales triple within the first few months. With the sales system now efficiently converting leads, the firm experienced steady year-over-year growth with sales consistently doubling or tripling compared to previous periods. The new system ensured that the firm no longer missed opportunities, as every lead was nurtured and followed through within a streamlined pipeline.
Optimized Resource Allocation
With the sales team taking care of lead generation and conversion, Tyler was free to focus on strategic development and broader business objectives. The accounting team, previously occupied with managing sales, could now redirect its focus to billable client work. This shift increased the firm’s overall operational efficiency, allowing TRM CPA to drive more revenue per accountant, ultimately benefiting the bottom line.
Seamless and Scalable Growth
Thanks to the structured and scalable sales approach designed by Sell Up, TRM CPA was able to handle an increased volume of leads without sacrificing client service standards. The firm’s reputation for personalized service remained intact, even as it expanded its client base. Sell Up’s systems allowed TRM CPA to grow steadily while maintaining quality, making it easier to scale without operational strain.
"We got introduced to the sell up team and decided to to give them a try and immediately our sales almost tripled. And when we look at month over month we have a very seasonal business but when we compare the previous years same month and almost every month we either doubled or tripled our our new sales and our business growth. And it just it really unlocked just immense growth for us."
Tyler McBroom
TRM CPA