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Agency Valuations – The Truth About EBITDA Multiples

I’ve come across a few articles posted by agency valuation consultants challenging the use of EBITDA multiples in valuations.  It can be argued that EBITDA is not a measure of … Continue reading

May 3, 2016 · Leave a comment

How an M&A Advisor Earns Their Fee: A Tale of Two Deals

One of our clients this last year came to us after a failed transaction with a buyer that had approached them. This particular client had negotiated a 7-figure sale price with the buyer and started down the process of trying to get the deal done. To keep the story short, we’ll just say that six months later the deal was still dragging out and the buyer had attempted to renegotiate the terms for no fault of the seller. Reaching their wits end, the client went online to find someone to help, found our website and called us. …

February 13, 2016 · 1 Comment

Time is the Enemy of Deals

  Over the past 10 years I’ve worked on hundreds of M&A transactions within the insurance industry and a major reason most deals fail to get across the finish line … Continue reading

January 7, 2016 · 1 Comment

NOW is the Time to Sell Your Independent Insurance Agency

I was recently interviewed for the Independent Agents Magazine for an upcoming article on perpetuation planning. I said something that I typically don’t say, which is that now (or at least within the next 18 months) is the optimum time to sell an agency. I believe that market values are as high as they will be for a decade and will crest within the next 18 months.

May 2, 2015 · 1 Comment

When it comes to selling your agency, are you fishing or being fished?

Truth be told, our biggest competition isn’t other M&A firms in our market area; its buyers that contact agency owners directly.  From a marketing standpoint, I’m not afraid of this … Continue reading

November 12, 2014 · Leave a comment

Selling an Insurance Agency Based on Retention

A discussion on some reasons why I don’t think most agencies should be sold on a retention-basis.

September 26, 2014 · Leave a comment

Never a Fee to the Seller!

I have noticed quite a bit of marketing to agency owners lately promoting “Never a Fee to the Seller!”.  This is a clever but deceptive gimmick.  Here’s why: 1) The broker’s … Continue reading

September 17, 2014 · 1 Comment

Four Reasons to Hire an M&A Advisor to Sell Your Insurance Agency

The point of this article is to address the overall value to an agency owner of hiring someone to assist them in selling their insurance agency.

July 20, 2014 · 2 Comments

Perpetuating your agency or brokerage: How much time should you expect?

With the recession of 2008 slowly fading from memory and most agencies on the pathway of revenue growth, many principals in the 55+ age group are again thinking about working … Continue reading

July 4, 2014 · Leave a comment

Insurance Agency Valuations: Is 2014 the Right Time to Sell?

  As I reported in a previous blog a few months back, the market for selling an insurance agency is better than it has been in many years.  The economy … Continue reading

June 7, 2014 · Leave a comment