Hint: It’s not products or pricing—it’s understanding the business.
Ask any advisor if they offer insurance solutions, and the answer is usually a confident yes. But when it comes to business-owner clients—the ones with the most complex and high-impact insurance needs—many advisors are unintentionally leaving money on the table.
Why?
Because they’re missing a crucial piece of the puzzle: an up-to-date understanding of what the business is actually worth.
The Hidden Risk in Guesswork
Without a current valuation, insurance planning becomes reactive at best—and inaccurate at worst.
Buy-sell agreements, key person coverage, succession strategies, personal insurance tied to business performance—all of these rely on a clear picture of the business’s value. When that number is outdated or unknown, the result is often misaligned coverage, unmet client needs, and a growing risk exposure no one is tracking.
This doesn’t just impact your client. It impacts your business too.
Insurance planning driven by guesswork leads to missed opportunities for meaningful coverage, long-term client retention, and—ultimately—revenue.
Valuation is the Key
Here’s the good news: this blind spot is easy to fix.
With today’s modern tools, business valuation no longer requires a formal engagement, a lengthy process, or a hefty fee. Platforms like interVal give advisors the power to access real-time, dynamic valuation insights—automatically, and as often as needed.
That means you can:
- Make valuation part of every client review
- Identify risk gaps before they become pain points
- Tie insurance conversations directly to the health and trajectory of the business
When you do this, you’re not just offering products. You’re showing up as a partner who understands the full picture—and that’s where trust begins.
The Opportunity is Massive
Every business owner you work with is a potential insurance client. But only if you understand their business.
Valuation opens the door to smarter, more aligned insurance planning. It allows you to:
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Recommend appropriate life insurance to fund buy-sell agreements
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Adjust coverage based on actual business growth and risk exposure
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Protect key personnel with accurate, strategic solutions
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Build comprehensive succession and continuity plans based on real numbers
Most importantly, it helps your clients make decisions they’ve been putting off—because they finally feel understood.
Bottom Line
When you lead with valuation, you’re not just improving insurance outcomes. You’re deepening relationships, unlocking new revenue, and positioning yourself as the kind of advisor business owners want in their corner.
At interVal, we believe insight builds confidence—and confident advisors drive better conversations, better outcomes, and better businesses.