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🚀 How to Shift from Compliance to Advisory Services | CAS Minute

📢 Want to shift from compliance-based services to high-value advisory work? Many firms struggle with this transition, but it’s possible to build a seven-figure advisory practice by making the right moves. In this episode, we break down:

✔️ Why compliance services are low-margin & commoditized

✔️ The mindset shift required to move into advisory

✔️ How to position advisory services to your existing clients

✔️ Step-by-step actions to start offering advisory today

⏱️ Chapters

00:00 - Introduction: Why I Built an Advisory-Only Firm

00:26 - Why Transition from Compliance to Advisory?

01:07 - The Key Mindset Shift: From Service Provider to Strategic Partner

02:19 - What is Advisory? A Simple Definition

03:37 - Shifting from Reports to Results: The Core of Advisory Work

04:37 - How to Introduce Advisory to Compliance-Only Clients

05:09 - Identifying Pain Points & Communicating Value

06:08 - Framing the Gap Between Current & Ideal Client Outcomes

06:49 - How to Package & Sell Advisory Services

07:17 - You Don’t Have to Overhaul Everything—Start Small

07:35 - Pilot Testing Advisory with 5-10 Clients

08:26 - Using Tech Tools to Streamline Advisory Work

09:12 - Final Thoughts: The Path to Becoming an Advisory-First Firm

✅ Key Takeaways:

✔️ Advisory is about driving results—helping clients make better financial decisions.

✔️ The shift starts with mindset & positioning, not just new service offerings.

✔️ Use existing client pain points to frame advisory as a natural next step.

✔️ Start with a pilot group of clients—test pricing, messaging, & delivery.

✔️ Leverage automation & tech tools to make advisory work more profitable.

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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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🚀 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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Full Send | Accounting & Data

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

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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

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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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On today’s episode of CAS Minute, we’re diving into the world of virtual CFO services. Unlike traditional bookkeeping or compliance work, virtual CFOs focus on solving strategic financial problems. We’ll explore what this role looks like, how to deliver it effectively, and whether it makes sense for your firm to add it as a service.

Key Takeaways:

• What a fractional CFO actually does (and what they don’t do).

• How fractional CFO services differ from standard advisory services.

• The key benefits for businesses that hire a fractional CFO.

• How to determine if offering fractional CFO services is right for your firm.

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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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On today’s episode of CAS Minute, we’re diving into workflow systems for CAS firms. We’ll cover why workflow is more than just task management, what features to prioritize, and the pros and cons of leading tools like Financial Cents, Karbon, Canopy, and mainstream project management software. If you’re looking for a scalable, efficient way to manage client work and quality control, this episode is for you.

Key Takeaways:

• Why workflow is more than just a task list.

• The must-have features in a CAS workflow system.

• A comparison of leading workflow tools.

• How to ensure quality control and scalability.

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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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On today’s episode of CAS Minute, we’re taking a tongue-in-cheek look at the advice to “niche down.” While niching can bring clarity and focus, it also comes with challenges: smaller markets, limited scalability, and the risk of following trends too closely. We’ll cover the pitfalls of extreme niching, how to determine the right level of focus, and why staying broad might be the smarter play for your CAS firm.

Key Takeaways:

• Why niching isn’t always the right strategy for scaling.
• The risks of over-specializing and chasing trends.
• When niching makes sense (and when it doesn’t).
• How to balance a broad audience with a clear message.

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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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On today’s episode of CAS Minute, we’re redefining blogging for accounting firms. Blogging is no longer about gaming SEO or chasing search rankings—it’s about creating a hub that connects your audience to your expertise and services. We’ll dive into why blogging remains relevant, how to leverage it in an era dominated by social media, and how to create content that builds trust and drives leads.

Key Takeaways:

• Why blogging isn’t about SEO anymore—and what to focus on instead.
• How to turn your blog into a hub for your firm’s content and expertise.
• Practical strategies for driving traffic from social media and newsletters.
• Tips for overcoming excuses like lack of time or technical skills.

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Full Send | Accounting & Data

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