Acquiring and serving business owner clients
Turn to us for help with this potentially lucrative client segment. We’re committed to providing you with the education, tools, and resources to support you and your business owner clients.
Empowering business owner conversations (CE approved)
Working with business owners can be challenging and yet very lucrative. We know from the Exit Planning Institute’s National State of Owner Readiness Report 2023 that 80% of an owner’s wealth is locked up in their business. This research also tells us that although 95% of business owners agree that having a transition plan is important for both their business and their personal future, 58% have no transition plan and 78% have no transition team in place. This is a space that is ripe with opportunity. “Empowering business owner conversations: becoming the business owner’s most trusted advisor” is about embedding yourself with business owners so that you're a trusted team member when the liquidity event occurs.
Developing your go-to-market strategy for business owners (CE approved)
Once you understand the tremendous potential with business owner clients, the next questions are inevitably, OK, what do I do now? How do I position my financial advisory practice to be successful in working with business owners and deliver a great client experience? Developing your go-to-market strategy for business owners takes you through the steps to create a successful go-to-market strategy.
Communicating your value to business owner clients and prospects
Financial professionals are adept at working with clients to help them pursue their financial goals. But how do you turn your competitive strengths into messages that prospective clients will want to hear? Without these skills, your ability to acquire new business and even retain existing clients could be at risk. And, when working with business owners, your messaging is even more critical. “Communicating your value to business owner client and prospects” can help with this important messaging.
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The changing fee landscape
Demand for financial planning is on the rise. At the same time, investment management fees have been under pressure and investments themselves have been largely commoditized. Financial planning has emerged as the discipline that adds real value in the relationship. As it's hard for clients to properly value something that is thrown in for free, advisors are increasingly charging a fee for financial planning. This has spurred tremendous innovation and there is interesting experimentation occurring in this space. “The Changing fee landscape” can help you analyze the latest trends and make decisions for your practice.
Business owner client seminar: taking your company from successful to significant
Today, many business transitions are unsuccessful. Imagine that your client was hoping to sell their business in five years to fund the retirement they’ve dreamed of. But when they have a business valuation done, they find out that due to multiple reasons (e.g., owner concentration, customer concentration, operational inefficiencies, and lack of documentation, etc.) their business—the business they've worked so hard to build into a successful company—has very little value and is unlikely to sell at or even close to the number they were planning on. Leverage this business owner client seminar to help your clients learn how to take their companies from successful to significant.
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Guide to business entities
This advisor guide compares common business entities, including sole proprietorships, partnerships (general, limited, and family limited), corporations (C and S), LLCs, LLPs, and professional corporations. It covers key aspects such as ownership, liability protection, management, transfer of ownership, and tax treatment.
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Section 6166—deferring estate taxes
This investor-approved brochure explains the benefits and considerations of using Section 6166 to defer estate taxes for owners of closely held businesses. It outlines the eligibility criteria, the process of deferring estate taxes, and the advantages of estate tax deferral. It also touches on the role of life insurance as a possible solution to provide liquidity for estate tax obligations.
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Buy-sell arrangements: client guide
This investor-approved brochure provides a comprehensive guide to buy-sell arrangements for business owners, detailing how these plans can ensure the orderly transfer of ownership in the event of death, disability, or retirement. It discusses different types of buy-sell arrangements, including entity-purchase, cross-purchase, cross-endorsement, insurance LLC, one-way, and wait-and-see plans.
Financial professionals: contact us for more information
Ask a Manulife John Hancock Investments business consultant for a review of how our practice management resources can help you grow your business.
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