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🚀 Personal vs. Business Brand: Where Should You Focus?

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📢 Should you focus on building a personal brand or a business brand? Many CAS firm owners struggle with balancing both. In this episode, we break down:
✔️ The role of personal branding in growing your firm
✔️ Why your business brand must stand on its own
✔️ How to balance content creation while running a firm
✔️ Practical steps to build brand equity & attract clients

⏱️ Chapters
00:00 - Introduction: Balancing Content & Running a CAS Firm
00:20 - Personal Brand vs. Business Brand: Where Should You Focus?
00:44 - How a Strong Personal Brand Helps Grow Your Business
01:21 - Why Your Business Brand Must Eventually Stand on Its Own
02:11 - Building Trust & Brand Equity Beyond the Founder
03:06 - How Personal & Business Brands Differ in Strategy
04:30 - Why Brand Independence Matters for Scaling & Selling Your Firm
05:11 - How to Make Time for Content Creation as a Busy Firm Owner
06:21 - The Role of LinkedIn, Podcasts, & SEO in Business Branding
07:30 - Batch Processing Content for Maximum Efficiency
08:44 - Final Thoughts: How to Start Building Your Brand in 2025

✅ Key Takeaways:
✔️ Early-stage firms rely on personal branding—clients trust the founder first.
✔️ A business brand must stand independently for long-term growth & scalability.
✔️ Content creation is key for marketing—but it must be systematized.
✔️ Pick two content channels & commit to one high-impact post per week.
✔️ Branding momentum comes from consistency, not just likes & views.

📢 Which do you prioritize more: your personal brand or business brand? Comment below!

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Full Send | Accounting & Data

LinkedIn: Roman Villard, CPA
X: @FullSendCPA
YouTube: Full Send - Accounting & Data
Data Podcast: Data Fuel

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💼 How to Handle Sales Rejection in Client Advisory Services (CAS)

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📢 Struggling with sales rejections in your CAS firm? Every advisory professional faces rejection, but the key is knowing how to handle it strategically. In this episode, we break down:

✔️ The most common sales objections CAS firms face
✔️ How to position value over price in advisory services
✔️ Follow-up strategies that turn lost deals into future clients

⏱️ Chapters

00:00 - Introduction: Rejection in Client Advisory Services (CAS)
00:14 - Why Sales Rejection is Normal in CAS
00:35 - Common Objections CAS Firms Face
01:26 - Price Sensitivity vs. Value Perception
02:52 - Handling “We’ll Do It In-House” Objections
04:10 - What to Do If a Prospect Ghosts You
05:45 - Building an Effective CAS Follow-Up Cadence
07:22 - Tracking & Learning from Sales Rejections
08:30 - Final Thoughts: Turning Rejections into CAS Growth

✅ Key Takeaways for CAS Firms:
✔️ Rejection is part of the CAS sales process—don’t take it personally.
✔️ Shift the conversation from cost to value—CAS is an investment, not an expense.
✔️ Create a structured follow-up plan—lost deals today can become clients tomorrow.
✔️ Track why prospects say no—refine your positioning & messaging.
✔️ Maintain a strong pipeline—successful CAS firms focus on long-term relationships.

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#accounting #accountingfirm #cas

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Full Send | Accounting & Data

LinkedIn: Roman Villard, CPA
X: @FullSendCPA
YouTube: Full Send - Accounting & Data
Data Podcast: Data Fuel

Got a question? Text me!

On today’s episode of CAS Minute, we’re talking about the questions that actually move CAS deals forward. These aren’t surface-level, checkbox questions—they’re designed to uncover deeper needs, understand client expectations, and frame your services as the best solution. Whether you struggle with getting prospects to open up or you want to refine your discovery process, these questions will transform your sales conversations.

Key Takeaways:

• Why asking great questions is the key to closing CAS deals.
• The essential questions to ask in every sales conversation.
• How to guide prospects toward realizing they need your firm.
• How to use discovery questions to frame your proposal effectively.

⏳ Chapters & Timestamps
• 00:00:00 - Introduction
• 00:00:12 - Why Questions Matter More Than Your Pitch
• 00:01:14 - How to Differentiate Your Firm with Strategic Questions
• 00:02:39 - Key Questions to Uncover Client Needs
• 00:04:05 - Positioning Yourself as a Strategic Partner
• 00:05:31 - Crafting Proposals Based on Client Insights
• 00:06:14 - Becoming a High-Performing Sales Professional

Thanks for listening! Come Say Hi 👋

Full Send | Accounting & Data

LinkedIn: Roman Villard, CPA
X: @FullSendCPA
YouTube: Full Send - Accounting & Data
Data Podcast: Data Fuel