Episode 223: The Referral System Ed Chan Used To Grow His Firm

Ed Chan started his firm from a home office with no money for marketing and grew it to around $2.2 million in three years on referrals alone. This is the habit that built it. In this episode of The Wize Way, Ed breaks down how he turned every job into a referral, why the last 20 minutes of the work matters more than the hours before it, and what he built afterwards so the clients kept arriving without him. You'll learn:  ✅ Why relationship work earns referrals and transactional work does not  ✅ The 20 minutes of a job that delivers most of its value to the client  ✅ What kind of clients advertising brings you, and the problems they create later  ✅ The goodwill maths Ed uses to justify spending 5% of turnover on marketing  ✅ Why the marketing tap can never be switched off once it is running  ✅ How more marketing reduces how good your salespeople need to be If you are the reason new work walks through your door, this episode will change the way you think about what your firm would do without you. ________________   PS: Whenever you’re ready… here are the fastest 4 ways we can help you fix and grow your accounting firm:    1. Download our famous Wize Freedom Map for FREE - Find out the 101 projects every firm owner must implement to build a $5M+ firm that can run without them - Download here  2. Need to hire right now? Book a 1:1 FREE discovery call with our WizeTalent hiring coaches to help find your next team member the Wize Way – Click Here  3. Work with Jamie and our mentors for 8 weeks - Build a custom business plan for your firm - Apply here