01Challenge
Word of mouth only
Every new client came from a referral. Apart from a blog, Leonard had no marketing bringing people in, so he had no way to grow faster.
Accounting · Toronto, ON · SEO, Web Design, Google Ads & Email Marketing
How Leonard Tam More Than Doubled His Accounting Practice
His busiest month brought in 73 service requests, all from SEO. In 2019, every new client came to Leonard by word of mouth. We built his Google listing, website, Google Ads and email campaigns so that business owners find him on Google and ask for his help every week.
- Lead Gen Rate
- 4.7%to 17.93%, up, an improvement
- Monthly Online Leads
- 10to 39, up, an improvement
- Avg. Ranking
- 20.3to 2.2, down, an improvement
- Cost Per Lead
- 65% lower, an improvement
Lead generation rate: summer 2022 on the old website, against June to September 2026. Monthly online leads: the before figure is an estimate, today's visits at the old website's rate, against the average from January to September 2026. Cost per lead: Leonard's first campaign in 2019, against the last 12 months with Google Ads included. Average ranking: the May and June 2022 Google Maps scans. All count real service requests only.
To replicate similar successResponse within 24 hours
About The Client
Leonard Tam Accounting Corp.
Leonard has done tax and accounting work for owner-operated businesses and their families in the Toronto area since 1990. He's a CPA, and he specializes in late tax filings, notices from the CRA (Canada's tax agency) and tax consulting.
- Location
- Toronto, ON, Canada
- Industries
- Business Services, Accounting
- Services
- SEO, Web Design, Google Ads, Email Marketing
The Challenge
Thirty years of referrals, and no way to grow past them
After 30 years, Leonard wanted to double his practice. But every new client still came from a referral.
02Challenge
A website few people found
The old site got little traffic. It ranked on Google for one search, not the ones business owners type when they need an accountant.
03Challenge
Plenty of requests, few new clients
Our first campaign, Facebook ads for late tax filing, brought in 86 requests in its first two months. Only 4 became clients. Most were people with personal tax returns, not the businesses Leonard serves.
04Challenge
A website that didn't turn visits into requests
The old site ran on B12, a website service. In May 2021 its forms stopped working, and an old version of the site went live by mistake. By summer 2022, fewer than 5 in every 100 visitors asked for help.
05Challenge
No way to tell what worked
Bookings went through Calendly, an online booking tool that couldn't show where each booking came from. There was no telling which marketing paid for itself.
06Challenge
When the work moved in-house
In August 2021, Leonard moved his marketing in-house, to a new hire who ran his social media. Getting a business to the top of Google Maps takes know-how a social media hire doesn't usually have. Leonard had been in the top 3 on every spot in Toronto. By May 2022, shown here, he was in the top 3 on just 1 of the 49. Each dot is a spot on the map, and the number is his place there for "toronto small business accountant".
What We Did
Reach the business owners he serves best
The first campaign showed that plenty of people needed Leonard's help. Everything after it was about reaching the business owners he wants, close enough to meet.
Only people he can meet
The ads now show only within driving distance of his office. The form asks whether it's a personal, self-employed or corporation tax question, so he knows who's asking before he replies.
A Google listing found across Toronto
We worked on his Google Business Profile, the listing that shows on Google Maps, so it comes up for searches like "toronto small business accountant". It now brings in most of his requests.
Email to a new kind of client
In October 2020, Ontario started letting realtors run their business as a personal real estate corporation (PREC). We emailed Ontario realtors offering Leonard's help setting one up, plus the bookkeeping and tax returns that come after.
A website built around late tax filing
It went live in October 2022. It leads with late tax filing and tax consulting. A free consultation button sits at the top of every page, next to his Google, Facebook and Yelp ratings, past clients' logos and a video testimonial.
Every request's source on record
A tracking phone number and a trackable booking form show which ad, listing or page each request came from.
Ads that follow his calendar
Google Ads run when Leonard has room for new clients. They pause in his busiest months and when he's away. Each month we send him a forecast of how many requests to expect.
The Work
Before and after
Most of Leonard's new requests now come from his Google listing, and his busiest months bring more work than he can take on.
01Highlight
The new website
Late tax filing and tax consulting up top, a free consultation button, his ratings on Google, Facebook and Yelp, and his past clients' logos.
02Highlight
Back in the top 3 across Toronto
The same Google Maps scan in June 2022, about two months after the work restarted: Leonard was back in the top 3 on 46 of the 49 spots.
03Highlight
73 requests in one month
March 2026 was Leonard's busiest month since we started. It brought in 73 service requests, all from his Google listing and website showing up in Google search.
04Highlight
Too busy for more
In 2023, 2024 and 2025, Leonard asked us to pause his ads in tax season: there was more work than he could take on.
05Highlight
27 realtors asked for a quote
Of the 329 realtors we emailed, 27 asked for a quote, 8.2%. For comparison, the average cold email gets a reply of any kind, even a "no thanks", from 3.43% of the people it reaches, according to Woodpecker's study of over 20 million emails.
06Highlight
Revenue up 136%
Leonard's revenue in 2022 was 136% higher than in 2019, the year we started working together.
“i have been working with Justin for 3 years now.. He is methodical and very dedicated to his craft i highly recommend him to my own clients as well”
Leonard Tam, CPAOwner, Leonard Tam Accounting Corp. · Toronto, ON, CanadaReady For Results Like These?
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