Case Study · PTS Tax

PTS Tax Had 800 People Who Raised Their Hand. Nobody Could Call Them All.

Thirty years of experience, a proven offer and a clear market. The problem was never what to sell — it was that every paid-for lead went cold waiting on a call the team didn't have the hours to make. Now Connie makes that call. You can listen to it.

The offer
You already paid for these people. We call every one of them and hand you the ones who want to talk.
Your team stops chasing. They only take meetings with people who already said yes.
See How It Works Hear a Real Call
The lead's journey
The lead's journey

The Leads Were Never the Problem. The Minutes After Were.

Marketing was doing its job. Over eight hundred people had raised their hand — and nobody could call them all.

This is what that looks like inside a CRM.

Before

Nobody dropped the ball. A team serving the customers in front of them cannot also call eight hundred people. Every row is an opportunity already paid for, going cold.

After
New leads answered in minutesNot the next afternoon. While they're still interested.
The cold list gets called backThe eight hundred don't stay buried. They get a real conversation.
Your reps stop chasingThey only take meetings that are already qualified and confirmed.

If you have a list like that, this is what happens to it.

The challenge
The challenge

Having All the Pieces Didn't Mean There Was One System.

There were purchased lists, Facebook groups, ads, email campaigns, calls, salespeople and a database. Each piece worked on its own and nobody knew what happened between them. Owning all the pieces isn't the same as having a system.

Purchased lists Public records Facebook groups Meta Ads Email campaigns Calls Salespeople CRM
How it works
How it works

Four Moves Between a Public Name and a Meeting They Show Up To.

Automation does the busywork; a person makes the calls that matter. Every move is there for a reason.

1
We build the list
We don't wait for leads to come in. We go find the tax professionals ourselves — in public records, and in the online groups they already belong to.
So that your pipeline doesn't depend on how much ad budget there is this month.
2
We make them reachable
A name on a list is useless. We find the phone number, the email and the business behind it, then put them in order of who's worth calling first.
So that the first call of the day goes to the best-fit person, not whoever happens to be at the top of the list.
3
We call them
Connie, our voice agent, makes the call: she asks what a salesperson would ask, and books a meeting with the ones who fit. Then she reminds them — and if they don't show, she rebooks.
So that your reps stop chasing and only take meetings with people already qualified and confirmed.
4
It all lands in one place
Every call, every answer and every appointment writes itself into the same system. Nobody copies and pastes anything, and everyone sees the same thing.
So that nothing depends on someone remembering to update a spreadsheet.
The stack Clay Apify n8nn8n Smartlead Meta Claude Code Codex

Automation moves the information. People make the calls that matter — and the decisions.

What we absorb
What we absorb

The Part Nobody Wants to Do.

Nobody wants to cold-call eight hundred people. Nobody wants to chase the one who didn't show up. Nobody wants to write down the outcome of every single call. We do all three — which is exactly why this is hard to copy.

We find the market instead of buying it. You don't depend on ads to have someone to talk to.
We make the awkward call. The first one, the one nobody wants, the one that decides whether it's worth continuing.
We remind them, and rebook the no-shows. A missed meeting isn't a lost meeting until someone stops trying.
We call back the ones who'd been waiting for months. The eight hundred already sitting there don't stay buried.
We write down every call. What was said, what was decided, what's next — without anyone having to remember.
We keep one place where the truth lives. One system, not five spreadsheets that disagree.

Your team doesn't want to do this and your competition won't. That's exactly why it was available.

Connie
Proof you can hear

We're Not Going to Describe the Call. Listen to It.

Anyone can promise you an AI sounds natural. This isn't a demo or a sales script — these are real calls, start to finish, nothing cut, with the names bleeped. If it sounds bad, you'll know in ten seconds.

Press play — names and emails are bleeped out

Call 01 — Qualified opportunity 3:38 · Qualified · booked

A tax professional explains their operation, answers the qualifying questions and confirms a next commercial step. Press play and watch the qualifying signals the system captured. Names and emails are covered with a soft beep to protect privacy.

0:00
What the system captured on this call
Experience — 17+ years preparing taxes
Volume — ~45 returns last season
Bank products (where the commission comes from) — none today, wants to start offering them
Licences to file taxes — still being set up (PTS helps at no cost)
Current software — paying ~$100/mo
Next step — booked with a specialist · Wed Jun 24, 11:30 AM PT
Call 02 — An in-depth conversation 4:26 · Qualified · booked

A legitimate conversation about needs, current situation, objections and reasons to consider PTS Tax. Names and emails are covered with a soft beep to protect privacy.

0:00
What the system captured on this call
Experience — years in taxes, runs her own small business
Volume — ~100 returns last season
Bank products — won't push every client into them
Pain point — wants solid, affordable software
Actively shopping — already evaluating new software
Next step — booked with a specialist · tomorrow, 11:30 AM
Appointments bookedConnie books the meeting and confirms the confirmation email.
Appointments attendedWith reminders and reschedules, we measure who actually shows up.

Once the person attends, sales takes over the relationship, the complex objections, the proposal and the close.

Capacity, not results. The first scrape pulled 4,000+ preparers and there are 17,000+ in the CRM now, ready to call. That's reachable market size — it isn't a results number and we won't dress it up as one. The results are the calls you just heard and the meetings people showed up to.
Where our work ends
Where our work ends

We're Accountable for One Thing You Can Count: an Attended Meeting.

The unit
One meeting: booked, reminded, confirmed — and actually attended.
Not calls placed. Not leads generated. Not “engagement.” If they didn't show, it doesn't count and we rebook it. That's the one figure we want to be measured on.

Our process ends with an attended meeting: booked, reminded, confirmed and — if they don't show — rebooked. That is what the engine is accountable for, and it's measurable. Taking the meeting, handling the objections and closing the deal is sales's job. That's where the focus goes now.

But we don't stop looking. We keep tracking the path to revenue, finding patterns and polishing the system — because what happens on the other side is what tells us who to call first in the next cycle.

Built and operated by the engine
Lead inMeta, list or referral
Connie qualifiesBooks the ones who fit
Books the meeting or call-backAt a time that works for the customer
The person shows upReminded, confirmed, rebooked if missed. Our work is done.
Sales takes it from here
Sales takes the meeting
Sales closes
Revenue collected
We track the revenue end to end
What we learn at the far end changes who Connie calls first. That's the loop: every cycle tunes the next one.
Installing now Recording the meetings — so attendance is verified rather than assumed, and the sales calls themselves can be analyzed the way Connie's already are.

Most vendors claim the revenue. We don't, because we didn't produce it — and a partner who takes credit for your close is a partner you can't hold to anything. We name a unit we control, we're measured on it, and we keep tracking past it because the patterns on the other side are what tell us who to call next.

What it's worth
What it's worth

Every Dollar Traces Back to the Call That Produced It.

A booked meeting only counts if it turns into money. Almost nobody can connect those two ends. We follow the whole chain, step by step, backwards:

Revenue ←Billing every season ←Office open and running ←Setup finished ←Signed contract ←Contract sent ←Appointment attended ←Appointment booked ←Connie's call ←Campaign ←Source list

Then we know exactly which lists, which kind of person and which campaigns end in money — and which ones only create motion. PTS Tax puts the budget on the first group and stops paying for the second.

The believer
The person who made it possible

Tony Bet Before There Was Proof.

Tony Farrell Client + Investor
Tony Farrell
Founder & CEO, PTS Financial Services · Founding Client & Investor, PTS AI

Tony Farrell has spent nearly four decades turning existing customer relationships into revenue. He grew Personal Tax Services into a 174-office network and built PTS Financial Services into a multi-division company serving 3,000+ affiliates a year.

A U.S. Marine Corps veteran and former Forbes Business Council member, his authority comes from operating at scale — not theory. When he saw a team with the discipline to modernize how those relationships get reactivated, he didn't wait for proof — he backed it early and bought them the tools to prove it.

Today Tony is PTS AI's founding client and investor — the market knowledge, operating discipline and real-world validation behind the platform. He didn't make it possible with a big check. He made it possible by betting on it first.

Tony on LinkedIn Visit ptstax.com
How it started

Mauricio came looking for freelance work. Tony opened the door, trusted him — and bought him a Clay course. That course started all of this.

What began as one conversation became an alliance, built on a belief both of them share: you earn the right to sell by giving the market something valuable first.

The team
The team

He Backed a Team. This Is the Team.

Tony didn't back a demo. He backed the people who would still be here after the build — and they are. Every part of this system has a name behind it.

M
Mauricio Rodríguez Esparza Direction & architecture Brings pipeline, sets where the business is going, and decides who joins and who leaves. Designed the system and wrote the serverless and orchestration layer.
Y
Yeison Automation & integrations Built the workflows that move a record between CRM, enrichment, telephony and email without anyone touching it.
A
Alejandra Director of operations The order and the detail of the operation: reports, numbers, and the eyes making sure everything actually comes out right.
J
Justin Barrero Hung Process & the filter to leadership Client meetings in Spanish and white-glove support. Keeps the process improving and makes sure only real decisions reach leadership — reducing dependency on tools and on people rather than adding capacity. In a trial period.
Where your time goes
10%You define it 80%We run it 10%You decide

You set the direction and you make the final call. Everything in between is ours.

Every client defines one number that counts. The whole team works to it, with Claude Code alongside every one of us — so the system keeps getting simpler, not bigger.

Maintenance phase The build is finished. What runs now is monitoring, tuning and optimisation — the system holds without being rebuilt. That was the point.
Thank you And Tony's team at PTS Tax made it buildable.

They bought the platforms without arguing about it. They were on point when a decision was needed. And they stayed open — to trying something new, and to feedback that wasn't always comfortable. A system like this doesn't get built by a vendor alone. It gets built by a client who shows up.

EEric Berdugo AAlex PPhillip MMateo KKrystal
Your turn
Your turn

Got a List You're Not Working?

Tell us how many contacts you have sitting cold and what a signed client is worth to you. We run your list and hand you back a figure — before you talk contract, price or rollout.

What you get, and what it costs you
✓A figure, not a proposal. What your idle list is likely worth, with the math shown.
✓The assumptions, written down. Which rates we used and where they came from, so you can argue with them.
✓No cost and no commitment. If the figure doesn't justify moving, there's nothing to discuss and we'll say so.
The only thing you risk is the time it takes to send us two numbers. We carry the work of finding out whether it's worth anything.

You already have the asset. We help you turn it back into conversations.

Show Me What It's Worth See How It Works
PTS AI