Valuation review sessions work best when the advisor comes prepared. The data involved is different from a standard portfolio review, and the client may arrive with expectations — or assumptions — that are worth getting ahead of.
Review the full report before the meeting
Don't go in having only seen the headline valuation number. Before the session, review:
The normalized cash flow analysis — this shows how the business's reported earnings were adjusted to reflect true earning power, and is often where clients have the most questions
Benchmarking data — where the business stands relative to industry peers; notable differences in either direction are worth raising
Any opportunity findings — idle cash, retirement plan gaps, or exit-readiness signals
Set expectations about what the valuation is
Clients sometimes interpret a Brillian valuation as a guaranteed sale price. It's worth clarifying upfront that the valuation reflects current financial data and standard methodology — and that an actual transaction involves additional factors (buyer demand, deal structure, timing, due diligence) that the platform doesn't predict. Frame it as a planning tool, not a final exit figure.
Come with at least one concrete scenario
The most useful review sessions connect the business value to the client's broader financial plan. Before the meeting, consider what the current valuation would mean for one specific scenario — retirement projections, tax exposure, or investment strategy — so the conversation moves from general to actionable.
Know the boundaries and keep it compliant
Your role in a Brillian review session is to listen, ask questions, and use the outputs as conversation starters — not to interpret or validate Brillian's findings independently. Defer to Brillian for questions about the methodology or the report itself. Brillian's outputs are education and information — not advice. Avoid telling a client what they should do based on the report. Instead, use the findings to spark questions, surface trade-offs, and identify areas for further planning conversations that you lead separately under your firm's standard frameworks.