Welcome to the September edition of the STG Insurance Agent Sales Alerts. As we close out the third quarter of 2015, middle market buyers continue to be enthused about buying opportunities, primarily because of four critical motivations:
In our view, the most effective tactics in acquisition target development include a multi-level and joint endeavor, using Springtree Group’s national approach in concert with the local market intelligence to which only the client has access. STG provides our Registered Buyers a number of tested high quality deal origination tools. The goal is to reach the 90 percent of agency sellers that are not openly and publicly communicating their intention to sell.
Our deal sources include our research team, our out-bound telemarketing group, the ever growing group of over 5,000 sell-side intermediaries, and broken financing deals exposed to us through STG’s financing division. This activity is supplemented by our network of consultants, attorneys, CPAs, bankers, DOIs, PEGs, and significant direct contact by sellers. STG provides you with the broadest insight available into new buying opportunities in the insurance space.
The listings below are a sample of some of the agencies uncovered through our research or provided to us during the last 30 days. Upon request, we provide our Registered Buyers access to previous month’s and off cycle listings.
SHOP A: Arlington, Texas – A well-established five-year-old independent P&C agency is now for sale. Situated in a very visible location with high traffic, a growing community with consistent current clients and still growing. Has excellent growth potential with established clientele and cross-selling of commercial, life, and health insurance. Seller will carry some paper. Asking Price $190K / Reported Revenue $154K.
SHOP B: South Texas – A 35-five year-old Horace Mann book of business is now on the market. This book is made up of 80% home/auto and 20% annuity/life. Seller is producing $80K-$90K in commissions with $45K of that being in renewals. Seller has $1.7MM assets under management on the life and annuity side. Owner is will to stay on for 1 month and will sign a 2 year non-compete. Asking Price $140K / Reported Revenue $85K.
SHOP C: New Jersey – A 28-year-old independent Life and Annuity insurance business is now for sale. Fixed and variable annuities, IUL as well as whole and term life insurance. Primary markets are Allianz and American Equity. Asking Price TBD / Reported Revenue $360K.
SHOP D: Central Louisiana – A very strong standard personal and commercial lines independent P&C agency is up now for sale. This agency has contracts with most standard carriers and won’t last long. Asking Price TBD / Reported Revenue $600K.
Additional opportunities this month include listings in Florida, Georgia, Missouri, Oregon, and throughout all parts of Texas. Being associated with Springtree Group provides you access to the strongest array of M&A, agency lending tools and financial services available to support your acquisition, perpetuation and operational needs in any part of North America. For additional information on services and opportunities, call (972) 395-8811 or contact us online.
Welcome to the August 2015 edition of the STG Insurance Agency Sales Alerts. The independent agencies seller’s market continues to be prevalent with captive agencies being natural. The Pepperdine Private Capital Market Project attributes the increase in businesses sold to consumer and market confidence and low interest rates for buyers.
Overall agency valuations are improving as the economy continues to recover. An increasing number of well-funded bidders are in the market, including strong Private Equity interest in purchasing successful agencies. All these factors are driving up prices for the larger agencies.
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Welcome to the July edition of the STG Insurance Agent and Broker Sales Alerts. National insurance M&A activity so far this year has been robust. A number of the national insurance brokerage houses reported the closing of significant deals in the last 30 days.
Access to sellers can be difficult, because open exposure of the desire to sell can be a concern for sellers due to the impact that information could have on insurance carriers (markets), employees, clients and the competition. Most consulting firms report that only 10% of all deals are publicly known. Our biggest source for potential opportunities for you come through our ever growing group of more than 5,000 sell-side intermediaries, broken financing deals, telemarketing and our Web research activities. This pipeline is supplemented by our network of consultants, attorneys, CPAs, bankers, DOIs, VC and PEGs. STG provides you with the broadest insight available into new buying opportunities in the insurance space.
The listings below are a sample of some of the new independents discovered through our research or provided to us during the last 30 days. Upon request we will provide Registered Buyers access to previous month’s and off cycle listings:
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Welcome to a special edition of your Insurance Agent and Broker Sales Alerts. Periodically, we provide notice of opportunities off cycle. This agency may be listed in the July Sales Alerts publication sent to Registered Buyers.
The information on this deal is highly confidential.
The seller owns a significant mixed practice independent shop with 70% P&C and 30% health/employee benefits. The shop is located in the central U.S. The annualized commission is $6.5MM. The EBITDA is reported to be $2MM, not including the owner’s compensation. The requested sales price is in the $15MM range.
We are advised that the seller is interested in a quick sale. If you are interested, let us know, and we will provide additional details and set up an introductory call with the seller and his broker.
Being associated with STG provides you access to the strongest array of M&A and financial tools and services available to support your insurance agency acquisition, perpetuation and operational needs in any part of North America. Please call (972) 395-8811 for additional information on services and opportunities.
You’ve reached a point in your life and career where you’ve decided it might be time to sell your insurance agency. Regardless of what the plan is for your next chapter, the timing of the sale of your agency is imperative to ensure you make a nice profit and can fully enjoy everything that lies ahead. Here are five important factors to consider when timing the sale of your insurance agency.
The mergers and acquisitions market
Supply and demand plays a critical role in the successful sale of your agency. As is currently the case, when there are fewer agencies available for sale and plenty of buyers, the seller is at an advantage. When you are considering the sale of your insurance agency, take full advantage of a low supply-high demand situation.
Business cycle stage of insurance industry
Just as the economy is an important aspect of selling your agency, so is the industry business cycle. Business cycles tend to last several years; therefore, it is imperative to watch industry indicators closely and be prepared to act when the time is most beneficial for your sale.
Your profit margin for the last three years
When doing their due diligence, buyers tend to base their projection models on the previous three years of a business’ performance. If your agency has had positive upward trends in its financials, it provides optimistic projections for future growth, generally making valuations higher and the odds of a successful sale much more likely.
Federal Reserve policymakers are once again discussing when to raise interest rates, with the hike currently anticipated to take place sometime in September 2015. Higher interest rates lead to higher prices in capital, which in turn lower valuations. The more expensive it is for a buyer to access capital, the less likely they are to pay premium valuation.
Your exit plan
Exit planning is essential to ensuring you’ve maximized the value of your agency, and it is never too early to put a plan in place. Ask yourself how long you plan to work at your agency and set an ideal date for your exit. Then, keep in mind it generally takes between nine and 12 months, from start to finish, for your agency to sell. Your exit date can be changed as your business evolves, but having a plan in place will help you avoid losses in the event the sale of your agency is delayed.
The experts at the Springtree Group (STG) can make this process go smoothly by helping you plan and execute the sale of your agency. STG specializes in managing all the aspects of ownership transfer of small and mid-sized agencies, from confidentially matching you with potential buyers to finding financing options that will work best so you receive maximum payback.
If you are considering selling your insurance agency and want to know whether the market is ripe for a successful sale, contact us online or call us at (972) 395-8811.
Welcome to your May edition of the STG Insurance Agent and Broker Sales Alerts. National M&A activity so far this year is trending higher than average when compared over the last five years. The seller’s market for independent agencies continues to be prevalent, with an ongoing neutral market in the captive arena.
The Private Equity money continues to pour into the insurance arena, while the banks have shown a sustained pull back from the space, a trend that started in 2005. Primarily because of the Private Equity positioning in the M&A marketplace, the acquisition values have never been higher.
In this difficult acquisition marketplace, the most effective tactic in deal origination is a multi-level and joint endeavor, using the national approach that STG provides in concert with the “boots on the ground” local market intelligence to which only the Registered Buyer has access. STG provides Registered Buyers additional tools to access the 90% of the sellers that are not openly and publicly communicating their intention to sell.
The listings below are a small sample of some of the new independent agencies for sale discovered through our research group or provided directly to us during the last 30 days. Upon request, we will provide our Registered Buyers access to previous month’s and off cycle listings.
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Welcome to the April edition of your STG Insurance Agency Sales Alert. The M&A market activity in the segments of our focus has shown strength as we finished the first quarter. The seller’s market continues; however, we have seen continuing evidence that buyers are being rational with their purchases and overvalued agencies are sitting on the market wanting for buyers.
Market capacity continues to be very robust. Lower-than-usual catastrophe losses have contributed to overall softening conditions in the P&C market, and as long as that remains the case—and capital remains abundant, which is expected—soft-market conditions should remain the norm.
The listings below are a sample of some of the new independent insurance agencies for sale discovered through our research group or provided to STG during the last 30 days. Upon request we will provide our clients access to previous month’s and off cycle listings.
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Each year, thousands of baby boomers move one step closer to retirement. For those who have spent the bulk of their career building an independent insurance agency, the plans to leave the workforce often include plans to sell the business. If neither a family member nor employee is available or interested in the acquisition, these highly motivated sellers must look for an outside buyer to take over their accounts and take good care of their clients. In fact, industry experts estimate that three in four independent agencies will experience an ownership transfer within the next ten years, putting younger insurance professionals looking to acquire an agency at an advantage.
Buying an insurance agency is a cost-effective strategy to grow income quickly in the insurance business, but it is not without its risks. Deals often fall apart as a result of poor due diligence or inadequate funding. Here are five steps to take if you are looking to acquire an agency to increase the odds of a successful business transfer.
1. Know what you’re looking for. Deciding what size agency you are targeting and the product mix you want to offer are key considerations in your search for a prospective seller. Also look at whether you want an agency that is underproducing and in need of a capital infusion to capture growth opportunities, or one that is already producing a reliable revenue stream. Geographical location is important as well, not only in terms of reaching new clients, but local competition, type of products needed, and the ability to create synergies.
2. Surround yourself with experts. Buying an agency is a complex process. Make sure that you have a support team of advisors, such as a CPA, tax consultant, and transaction attorney to guide your decision making and help avoid common pitfalls. Also consider hiring an experienced insurance business intermediary with specialized expertise in agency sales and acquisitions. Doing so will help you find the type of agencies you have targeted and handle the detailed mechanics of this complex deal-making process. An added bonus, depending on the intermediary, will be the facilitation of the very difficult financing process. to ensure that you are able to secure needed financing and expedite the purchase.
3. Focus on due diligence. Reviewing a seller’s financials is critical, from the pro forma to several years of tax returns. You’ll want to make sure that the returns match up with commission statements, and also look at operating expenses and profit margins for the business. Likewise, examine the health of the agency in terms of account retention, existing carrier relationships, and staff tenure. High turnover in any of these areas can be a red flag. An experienced business broker, such as Springtree Group, can manage most of this process for you, so you can stay focused on your current clients while also ensuring that you have an accurate assessment of the opportunity in front of you.
4. Examine employee relationships. In an ideal scenario, you will be able to keep experienced team members on board with the agency during the transition, with no disruption to the business. If a producer or administrator plans to leave, however, you want to make sure you fill the position quickly, either with a qualified candidate from within or someone that you hire. In addition, make sure to have solid non-compete contracts in place, so that neither the seller nor any agents who leave the firm can solicit current clients and shift their accounts to another business.
5. Find the right financing solution. In many business transfers, obtaining a commercial loan from a bank is not a big issue. However, most banks won’t lend against the in-force book of business for an insurance agency, putting owners and prospective buyers in a quandary. Sellers would be unwise to put their personal assets at risk to underwrite a loan for the buyer, so using an organization that specializes in agency financing is the best course of action.
Springtree Group has multiple specialty lending products available for insurance agents and is uniquely qualified to help independent agencies obtain financing for a business transfer. Loans can be customized to the buyer and the seller, with interest rates generally in the mid-single digits and ten-year terms on the note.
Buying an insurance agency can be a smart move to catapult business growth and profitability. For the purchase to be successful, you must first find a qualified seller with the right opportunity, do the necessary due diligence, and find the right financing tools for the acquisition. Springtree Group works directly with independent agency buyers and sellers to structure successful transactions, maintaining a commitment to strict confidentiality and handling every aspect of the transfer, from deal structure and financing development to due diligence and closing processes. To learn more, call (972) 395-8811 or request information using the online contact form.
Welcome to the second edition of the STG Insurance Agent Sales Alert for 2015. Although it’s not even Valentine’s Day, the winter holidays will be here before you know it. During the fourth quarter of 2014, a number of potential buyers contacted STG in November and December wanting to close a deal “before the end of the year.” However, by the time Q4 rolls around, we must advise clients that in most cases there is simply not enough time to professionally complete the process unless the deal is all cash.
The process to find and close a transactions often takes six months from inception to closing. So if buying an agency is in your business plan for 2015, we recommend that you consider starting the procurement process now in order to complete your acquisition during this calendar year.
The listings below are a sample of some of the new independent agencies for sale that we discovered through our research or that were provided to us during the last 30 days.
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Carl opened his insurance agency in 1986, and over the years, he has developed a loyal client base. His annual revenues are close to $500,000, which affords him a comfortable living and supports his five-person staff. But, after nearly three decades of owning his own business, Carl is looking forward to retirement and starting a new chapter in his life. He plans to sell the agency and move with his wife to a nice condo near the beach in south Florida.
As luck would have it, Carl is able to locate a prospective buyer through a mutual contact, and after several weeks of discussions, they settle on a fair price for the sale of his agency. Carl pays for his attorney to draw up the necessary paperwork for the business transfer and is ready to close the deal. Meanwhile, the buyer, a modestly successful agent in his late 30s, talks to a lender about financing for the acquisition. The lender is willing to offer the funding, provided that the seller will cover 20 percent of the note. So, Carl visits with his banker and completes a stack of paperwork to apply for a loan. Several weeks go by with no word from the bank. Finally, Carl learns that the bank cannot close the loan because of the lack of hard assets to use as collateral.
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