Building a Report Product Line

This month’s webinar, led by valuation expert Shelia Darby, focuses on helping brokers and M&A advisors build a profitable report product line that supports the delivery of paid business valuations. As part of BizWorth’s Sales Mastery Program, the session breaks down how professionals can generate $120,000 or more annually in profits—not just top-line revenue—by offering professionally produced valuations instead of relying solely on complimentary Broker Opinions of Value (BoVs). Shelia emphasizes that valuations should be treated as a revenue-generating service, especially given the complexity and high stakes involved in most business transactions.

Throughout the webinar, Shelia introduces the concept of “product staircasing,” showing how advisors can offer multiple valuation report types—ranging from low-cost Essentials reports for simple businesses, to mid-tier Standard and PreQualified reports, and finally Certified Summary reports for complex or high-value cases. She discusses when each report is appropriate based on business size, transaction type, and complexity, and stresses that offering only free reports limits both advisor credibility and client outcomes. The right report not only delivers a more accurate valuation, but also supports buyer financing, legal compliance, and trust in the sales process.

Shelia also shares tactical tools like BizWorth’s Report Selection Questionnaire and customizable sales collateral to help advisors guide clients through selecting the right report. She encourages brokers to shift from a “free by default” mindset and instead lead with a clear, professional product line that positions them as full-service advisors. By integrating certified appraisers into their extended team and understanding when to recommend each report, brokers can elevate their brand, serve clients more effectively, and build a more consistent, scalable revenue stream through paid valuations.

Other Webinars You Might Like

Mastering the Report Selection Questionnaire

This month’s webinar is a deeper dive into BizWorth’s January Masterclass, which introduced the 8-step system for generating an additional $120,000 in profit from paid valuation engagements. Led by Sheila Darby, Managing Director of Valuations, this session focuses on how to use the Report Selection Questionnaire to identify the right valuation report for your clients—without ever “selling” to them. Sheila walks through how to use this 13-page guide to ask the right questions, listen effectively, and guide clients toward either a complimentary or paid valuation based on their goals and the complexity of their business. The webinar also covers the structure of the Report Selection Meeting, how to prepare for objections, and how to use BizWorth’s marketing toolkit and collateral to close more valuation engagements consistently.

Deeper Dive into Marketing Paid Valuations | Steps 5-8

This webinar, Part 2 of the Eight-Step Marketing System, builds on the foundation set in our previous session, where we introduced the first four steps to successfully integrating paid valuations into a brokerage business. Today, we focus on Steps 5-8, covering how to conduct the report selection meeting, present the right valuation options, close the sale, and get paid. We discuss the importance of using marketing collateral, handling objections with confidence, and reinforcing the value of professional valuations to help clients make informed decisions.

Deeper Dive into Marketing Paid Valuations | Steps 1-4

This webinar serves as a continuation of the "Close More Deals with Paid Valuations" Masterclass, where we outlined the path to generating $120,000+ in additional revenue through paid business valuations. In that masterclass, we emphasized that not every client requires a valuation, and our goal is to help brokers build trust by recommending valuations only when they are truly needed. Today’s session is all about execution, focusing on the first four steps of the Eight-Step Marketing Strategy, which will set the foundation for integrating paid valuations into your business.