Imagine sitting across from a business owner and asking, “What’s your portfolio allocation strategy?” Watch their eyes glaze over. Now try, “What’s your biggest challenge in the business right now?” and see the spark return.
Here’s the truth: Business owners don’t define their success by stock tickers or benchmark indices. They define it by the health, growth, and future of their business. Their business isn’t just an asset—it’s their identity, their purpose, their legacy. And yet, many wealth advisors still lead with financial jargon that doesn’t reflect that reality.
So, what do business owners actually wish their advisors asked?
- “What’s keeping you up at night in your business?”
- “What do you want your business to do for your family, your lifestyle, your legacy?”
- “Have you thought about what your business is worth and how that fits into your personal goals?”
These questions aren’t just better conversation starters—they’re game-changers. They shift the dynamic from advisor-client to strategic partnership. Because when you ask questions that center the business, you acknowledge its importance and value in the owner’s life. That’s where real trust begins.
Why this matters more than ever
Today’s business owners are juggling growth plans, operational risks, succession timelines, and retirement dreams—all at once. And most don’t have a clear picture of how it all fits together. They might not even know what their business is truly worth or how that valuation should inform their planning.
This is where proactive, business-savvy advisors shine.
Advisors who confidently guide value-driven conversations open the door to an entire ecosystem of opportunity:
- Insurance planning tied to the business lifecycle
- Risk mitigation strategies aligned with ownership goals
- Succession and exit planning grounded in real valuation data
- Liquidity strategies that bridge business and personal wealth
- Tax-aware investing tailored to ownership events
In short, when you understand the owner’s world, you can serve them better—both personally and professionally. You create space for deeper needs, broader discussions, and smarter long-term strategies.
Stop leading with portfolios. Start leading with purpose.
If you're serious about building relationships with business-owner clients, it’s time to meet them where they are. Understand their world. Speak their language. Focus on the one thing that matters most to them—their business.
And here’s the good news: you don’t have to do it alone.
interVal makes it easy.
With interVal, you can access automated, real-time business valuation insights that help you start smarter conversations with your clients. In minutes, you’ll gain visibility into the health, value, and potential of their business—so you can ask the right questions, uncover new planning opportunities, and deliver advice that truly connects.
Ready to be more than an advisor? Ready to become indispensable?
Let’s talk, and see how we help you unlock deeper value—for your clients and your practice.