Mastering the Report Selection Questionnaire

In this April edition of our Sales Mastery Webinar Series, Sheila Darby, Managing Director of Valuations at BizWorth, guides attendees through a focused and actionable session designed to help brokers and advisors confidently navigate the report selection process with clients. Building on the January Masterclass—which introduced the proven framework for earning an additional $120,000 in annual profit from paid valuations—this webinar offers a deeper dive into how to effectively implement two critical components of that strategy: the Report Selection Questionnaire and the Report Selection Meeting.

Sheila explains how the Report Selection Questionnaire, a concise 13-page guide, helps brokers ask meaningful, thought-provoking questions that encourage clients to self-identify whether they need a complimentary valuation or a certified, paid valuation. Rather than using a sales pitch, this approach builds trust and credibility by positioning brokers as knowledgeable advisors. Sheila shares how asking the right questions early not only improves client engagement but also helps uncover key business complexities—such as multiple locations, related-party leases, or ownership of non-operating assets—that directly influence which report is most appropriate.

Throughout the session, attendees also learn best practices for preparing for the report selection meeting, overcoming objections, and using the full suite of BizWorth's marketing tools—including the Sales Mastery Toolkit, video brochures, report guides, and pricing templates—to support every step of the sales journey. The ultimate goal: help brokers and advisors earn more consistent income throughout the year, deepen client relationships, and confidently present valuation services as a core offering. For those who missed the live session, the full recording is available now in your Sales Mastery Dashboard.

Other Webinars You Might Like

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.