87 CAS Sales: Saying NO to a Prospect

Got a question? Text me!

Tired of taking on clients who drain your team and destroy your margins? In this episode of CAS Minute, Roman Villard breaks down why saying no to the wrong clients is one of the most powerful things a CAS firm can do. Learn how to build filters into your sales process, protect your team’s time, and position your firm for premium work—all while strengthening your brand reputation.

⸻

⏱️ Chapters

00:00 – Intro: Why Saying No Is So Hard (But So Necessary)

01:07 – Bad Clients Are a Hidden Tax on Your Firm

03:02 – Build Disqualification Filters Into Your Sales Process

04:58 – How to Say No Without Burning Bridges

07:04 – Boundaries Build Brand Respect & Better Referrals

08:37 – Make Room for the Right Yes

09:47 – Final Thought: Saying No Is a Strategic Yes

⸻

✅ Key Takeaways:

• Bad-fit clients cost more than they’re worth—financially and emotionally.
• Install filters to screen for red flags before they become problems.
• Saying no with kindness builds long-term respect and future referrals.
• A clear “no” increases trust—don’t wobble in the middle.
• Each “no” frees up space for your dream clients. Protect your table.

⸻

📢 Want to scale your CAS firm without bloating your client list or burning out your team?

🔔 Subscribe and turn on notifications for more CAS Minute episodes each week.

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