I have had the fortune of interacting with hundreds of business owners over the years. Going even back as far as my college days when I bar tended at a … Continue reading
This question is one of the main reasons people call our office. In fact, we complete over 120 valuations of insurance agencies and brokerages each year for agency owners, buyers and lenders all asking for our professional opinion on agency market value. We are the most experienced firm in the nation when it comes to valuing agencies with under $5M in revenue, which is why the leading lenders in the insurance industry turn to us.
Selling a business is a major decision. On occasion the decision to sell is driven by one factor, such as the principal facing a health concern. For most agency owners … Continue reading
Since you will only sell your agency one time, its vitally important that you get it right the first time. So here are six mistakes to avoid when selling your insurance agency:
When it comes time to selling your agency, confidentiality is vitally important. You may be dealing with one or more buyers, each of whom will have a multitude of questions … Continue reading
Different lenders underwrite acquisition financing a little differently; however, they all typically want to stay under 6 x EBITDA on leverage. The reasoning is fairly simple…cash flow. As we’ll see below, agencies don’t cash flow well when they leverage themselves over about 6 x EBITDA. One of lenders’ key underwriting metrics is something called the debt coverage ratio, which is a measure of the cash flow cushion over debt payments.
When agency revenues start to fall year-over-year, there is usually a reason. Sometimes the trend can be reversed, such as if it is tied to an economic cycle, but quite often the downward trend is unstoppable. In our experience, a steady decline in the business is typically an indicator that one or more of the agency principals are spending less time running the business. The enthusiasm and competitiveness that perhaps once drove growth in the business has waned.
As noted by many in the agent/broker M&A world, 2017 was the most acquisitive year on record. Reported transactions were up 20% for the first three quarters of the year … Continue reading
We do a lot of free and underpaid work for people in the insurance industry. I like to help people, share information and build relationships, so I am often willing to go out of my way to be of service. I’ll be honest though, I get frustrated when people don’t see the value that we add as a transaction advisor.