By any statistical measure, they’re the engine of Canada’s economy. Still, business owners get left out of the advice process.

Often, it’s because they’re too busy to seek advice or come in for regular meetings. That puts the onus on you to reach out and persuade them to make time.

If you need some inducements, point out careful planning allows them to shelter significant amounts of earnings within the corporation, and that income splitting rules let them shift even more assets to other family members.

And ensure you discuss succession planning. Most surveys indicate half or fewer of Canadian business owners have a workable succession plan, and that many simply presume a daughter or son will take over even if that child has never expressed interest in running the company.

Sorting succession is critical, especially if it leads the client to conclude a sale is the best option, because that path leads to a whole new crop of wealth management issues you’ll have to work closely with the client to resolve.

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Tax tips for the business owner

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Company owners need better advice

Entrepreneurs may form the engine of Canada’s economy, but often get short shrift when it comes to tax and estate planning

Unlocking wealth for small business owners

Clients who keep all their net worth tied up in companies for tax purposes, may miss investing opportunities

Business owners ignore succession planning

To their own peril, many entrepreneurs fail to look after their own futures

Letting go: The art of leadership success

Families add layers of complexity to the succession process, and it’s the advisor’s job to sort it out

Why company owners need CI

Here’s how to have the conversation about Critical Illness products with an entrepreneur