Replay · Recorded Thursday, September 24, 2026
A one-hour walkthrough of the 13-Week Playbook.
Foundation pages, the weekly rhythm, and Q&A. The same written system I give away free, walked through page by page, with time for your own numbers.
Why me
The short version:
Founded my own tax practice, $500k ARR, no outside funding, and I was the only sales and marketing person in it.
First AE at Pilot.com to break $40k MRR in a single month, more than my entire quarterly quota.
First accountant at Bench.co, client base 0 to 3,000.
First "front of house" at Puzzle.io, where I built Customer Success, Support, and the Accounting Channel, and closed the biggest deal on the books at 200 clients from one firm.
Washington State licensed CPA.
Accountant in Residence.
Fit check
Who this is for
The referral ceiling
"Most accountants don't respect sales or marketing and are really proud to only get referrals and only inbound."
That's my read, and I say it as someone who ran a practice the same way.
A referral-fed firm grows at the speed of its referrals. Some years that's plenty. The year it isn't, there's no other way to make revenue appear, because nobody owns a pipeline number and nothing about how work arrives is written down anywhere. At $1m in revenue that's an irritation. Somewhere on the way to $10m it becomes the thing standing in front of everything else.
What I teach
The Playbook walkthrough
Same written system I give away free. In this recording I walk through it page by page, and you hear real questions from firm owners who attended.
Foundation pages
Your long-term life vision, your 3-year business vision, and the 13-week commitment you're signing your name to.
The Monday/Friday rhythm
10 minutes Monday to set your revenue goal and Top 3 priorities. 15 minutes Friday for a cash flow snapshot. That's the whole weekly system.
How work comes in
Marketing vs. sales, the funnel, and the three motions (product-led, sales-led, marketing-led) that actually bring in revenue.
The pipeline snapshot
A weekly discipline, not a one-time setup. What to track, and why it only works if you keep it honest every Friday.
The Week 13 wrap-up
Comparing where you started to where you are, and deciding what the next 13 weeks are for.
Your GTM menu
Score every growth activity 1-5, rank it, and pick your real Top 3 for the quarter. Turns "I should do more marketing" into a short, honest list.
A messy, half-finished page beats a blank one. If you miss a week, don't restart, just pick up on the next spread. That's the one rule the whole system runs on.
How the hour runs
The teaching content is set: the Foundation pages, the weekly rhythm, how the funnel and the three motions decide where your growth work actually lives, and the Week 13 wrap-up.
The Playbook, page by page, with real examples from firms I've worked with.
Real questions from firm owners who attended, worked through on the spot.
Recorded Thursday, September 24, 2026. 54 minutes, free to watch.
Written or recorded, same Playbook
This recording walks through the same system: 13 Weeks to Clarity, Cash, and Momentum. Grab your own copy to follow along. Free, one email, instant access.
Opens the Playbook page. One email gets you the download, nothing else.
About me
Luke Frye
I'm a CPA licensed in Washington State, and I'm currently the Accountant in Residence at Canopy.
Before that I was the first accountant at Bench.co, where the client base went from 0 to 3,000. Then my own tax practice, which I took to $500k ARR with no outside funding while being the only person doing sales and marketing. Then Pilot.com, where I was the first Account Executive to break $40k MRR in one month, which was more than my entire quarterly quota. Then Puzzle.io as the first front-of-house hire, building Customer Success, Support, and the Accounting Channel, and landing the biggest deal on the books at 200 clients from a single firm.
My goal is to help accounting firms add $10 million of revenue. One hour at a time is a slow way to get there. It's also the way I'd want somebody to teach me.
Questions
Do I need to sign up to watch?
No. Press play.
Do I need to have started the Playbook already?
No. If you've already started, listen with your own numbers in front of you. If you haven't, this is a fast way to see the whole system before you commit to a page.
Can I share this with my team?
Yes. Send them this page.
Will there be another live session?
Possibly. If I schedule one, it will be announced in the newsletter and on LinkedIn. For now, the replay covers everything.
Is this just a pitch for your consulting?
No. The hour is the hour: the Foundation pages, the weekly rhythm, and how work actually comes in. If you want to keep working with me after, that's a different conversation, on a different day.
Watch the walkthrough
54 minutes, free, no signup. Grab the written Playbook to follow along.