Which Owners Can Actually Afford Your Advice?

Welcome to the first weekly edition of Advisor News, formerly Advisor Marketing News. We’ve moved from monthly to weekly so you get more timely, actionable takeaways to fuel your conversations with business owners. Backed by insights from our proprietary database of over 80,000 owners, each weekly edition delivers the data and perspective you need to have more strategic conversations and build a stronger advisory practice. Plus, check the end of each issue for upcoming events, helpful resources, and other updates.

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In this issue:

• How to focus your time on owners who can afford your advice

• Why your best prospects are 50% less likely to be losing money

• A simple way to filter your outreach using revenue signals

If you've ever offered great advice to a business owner who loved every word, but couldn't afford to act on it, you’re not alone. Many advisors waste time with owners who simply aren’t in a financial position to engage. That’s why revenue should be one of the first qualifiers in your sales process. Focus on businesses that are already generating seven figures in annual sales —they’re the ones most likely to value your advice and act on it.

The Data

Our proprietary research of over 80,000 business owners who have asked for their Value Builder Score Report reveals that companies generating between $1 million and $10 million in annual revenue (we call them Zebras, learn more about them here) are significantly more financially stable than the average small business. In fact, only 6% of these companies reported a loss last year, compared to 13% across the broader market. Simply put, owners of seven-figure companies are half as likely to be losing money. Additionally, fully two-thirds of seven-figure businesses reported double-digit profitability.

While fewer than 10% of employer-based businesses exceed $1 million in annual revenue, focusing on this segment helps you avoid the noise and spend your time with serious owners who are more likely to value your advice, and can afford to act on it.

What You Should Do About It

Use revenue as a filter in your outreach. Focus on companies generating at least $1 million annually. They’re less likely to be losing money and more likely to have the margin to act on your recommendations.

On LinkedIn, for example, you can use filters like company size (11–50 employees) as a proxy for revenue, or target members of groups like the Entrepreneurs’ Organization (EO), where $1 million in revenue is a baseline requirement.

Applying even one of these filters will help you spend less time qualifying and more time advising.

Advisor Resources

📖 Most owners don’t realize their business is their most valuable asset. Caught in the daily grind, they miss the chance to grow its value. Our free eBook, The 8 Key Drivers of Company Value, is written for a business owners and breaks down the eight factors that drive business worth, plus offers practical ways to improve each one.

Download your copy

📅 Save the Date – 2026 Value Builder Summit

Mark your calendar for February 22–24, 2026 at the incredible Wigwam Resort in Arizona. Network with over 200 of the most forward-thinking advisors in the business, and be the first to receive the latest insights from our proprietary database of over 80,000 business owners. Plus, participate in exclusive hands-on learning opportunities.

Learn More

📘The Advisor’s Guide

Learn how Value Builder helps advisors start more strategic conversations with business owners. This overview highlights the platform’s tools to assess a company’s current value, pinpoint opportunities for improvement, and clearly communicate that value to owners.

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This Issue's Contributors

Jason Reilly, Editor; Michael Sarkis, Director - Value Builder Analytics; Deanne Kong Ting, Director - Customer Success; and Jen Chou, Senior Graphic Designer.