7 Questions to Start
Value Growth &
Exit Conversations
With Business Owner Clients
A Guide for Financial Advisors,
Compliments of Laurie Barkman,
EPI Thought Leader of the Year Nominee 2026
For Many Clients, Their Business Is Their Biggest Asset…
So Why Isn’t It Part of the Conversation?
Many of your business-owner clients have 80–90% of their net worth according to the Exit Planning Institute, 2023 National State of Owner Readiness Report.
Yet for many advisors, there hasn’t been a clear, comfortable way to engage in meaningful conversations about what that business is worth today, where it could go in the future, or how that value ultimately becomes personal wealth.
These seven questions give you a simple way to start.
Each question is designed to fit naturally into a regular review or planning meeting—no need to become a consultant or step into the banker’s or attorney’s role.
Just practical, well-placed questions that open the conversation, deepen the relationship, and keep you engaged where it matters most.
example conversation starters
"Looking ahead five or ten years, what would you like your role in business to look like?"
"Have you ever had the business valued, or even seen a rough estimate of what it might be worth today?"
"Are there any customers, employees, or relationships that the business would struggle to replace if they suddenly disappeared?"
Download the Conversation Guide
Use in your next meeting, and see where the conversation leads.
About
Laurie Barkman
The Business Transition Sherpa®
This guide was created by Laurie Barkman, founder of The Business Transition Sherpa®, and 2026 EPI Thought Leader of the Year Nominee.
Laurie has spent years guiding business owners how to successfully navigate transition. Through the B.U.I.L.T. By Design™ Advisor Framework, Laurie now offers conversational, practical tools for advisors to deepen client relationships.
Laurie doesn't just teach theory—she's lived the challenges you're facing and engineered the solutions you need.
Led a $100 million company to success.
Certified M&A Advisor: Expert in business valuations and transitions.
The Business Transition Sherpa®: Founder and guide for business owners' journeys.
Proven Results: Guided dozens of owners through successful transitions.
Disclaimer: Results may vary based on client execution, business readiness, and market conditions.
This program provides strategic guidance and tools, not guaranteed financial outcomes. Individual experiences vary.