Important Tips for Insurance Agency Sales
It’s a reality that there is simply a much higher demand from buyers looking to purchase insurance agencies than there are insurance agencies for sale. The seller's market for independent insurance agencies is obviously great news for anyone who is currently looking to sell their agency and get out of the business or retire. However, for those who are interested in making insurance their profession, purchasing an existing agency or book of business can be more challenging, and knowing where to look is key.
Sellers Need Strong Financials, Product Portfolio
Most of the buyers who are searching for the right insurance agency to purchase are looking for certain qualities in an agency. Naturally, potential buyers want to land an agency that has been fiscally successful with a good, solid stream of revenue. Independent insurance agencies that offer a wide variety of products or services are in demand.
Many of today’s potential buyers are already involved with finance in some capacity in their current profession, and they realize that the insurance industry can be a lucrative career choice. An existing agency owner can potentially increase the valuation of their business by offering fewer or more specialized products, rather than focusing on a broad range of coverages. (Buyers can also drive revenue for an agency after an acquisition by narrowing the scope of coverages offered.) By focusing on a particular market niche, you not only target a well-defined customer segment with higher hit ratios, but also benefit from more relevant referrals and efficient prospecting. In addition, relationships with carriers and underwriters often are stronger, and the narrow focus can help you streamlined operations, which in turn will increase productivity.
Buyers Need Clear Goals, Expert Guidance
If you are a buyer interested in acquiring an existing business to enter into the insurance arena, or expanding your own agency through an acquisition, you need to have a clear vision of your objectives to target the right insurance agencies for sale. Do you want to buy a book of business, or a fully equipped agency that has a physical office, equipment, and staff? Are you looking for an independent agencies that offers a broad range of coverages, or specializes in a particular market niche?
Of course, anyone who is considering purchasing an insurance agency should be acutely aware of the details surrounding the sale of any agency to determine the right valuation. Factors to consider include past performance, projected earnings, tangible net worth, physical assets, quality of employees, risk management, and the amount of working capital. Here are some addition questions to ask to be sure that buying an insurance agency is the right move.
- Why is the current owner selling? It is vital that buyers get real answers from the current owners about why they are choosing to sell. Many times, it is a legitimate reason like a desire to move upward, to retire, or perhaps to make a geographic relocation. Sometimes, though, there may be hidden financial troubles that led to the sale of the agency. Do some digging now so you won’t regret your decision later.
- What is the company’s current advertising strategy? Making connections now with any advertisers or marketers who have worked with the company in the past will save the new buyer a lot of energy, time and, potentially, money down the road.
- Is there room for the agency to grow? Depending on the new buyer’s financial goals and aspirations for his or her new insurance agency, it’s important to have a good handle on the agency’s potential for growth in the future. This involves doing some research into the customer base and previous customer satisfaction with the agency’s services.
- What are the agency’s lease terms? If purchasing an insurance agency with a physical office building, pay careful attention to the exact location of the property in question, as well as the terms of its current lease. Make sure you can afford to maintain the lease at the current location. Moving your new agency can be one of the quickest ways to lose the customer base you just acquired.
In addition to the factors listed above, if at all possible, get to know the staff before purchasing an insurance agency (if the purchase includes a transfer of personnel). Find out what kind of employee retention rate you can expect and try to get a good feel for how well the current staff works together. If you have to bring in all new employees when you make the purchase, it could cause a significant disruption and could cost you customers.
Financing the Agency Sale
Regardless of whether you are a buyer or a seller, financing the transfer of an insurance agency or book of business generally is the biggest hurdle. Traditional lenders look for high-dollar collateral, like buildings and equipment, to finance a sale, and most buyers don’t have the hard assets needed for a loan without putting their personal assets at risk. Working with a seasoned business broker like Springtree Group (STG) can help you find a qualified buyer or seller whose interests match your own, and navigate the complexities of the due diligence process, as well as line up appropriate financing solutions to keep the deal on track.
Springtree Group has long-standing relationships with numerous niche lenders, as well as traditional banks and private equity firms that specialize in these kinds of transactions, and can structure a financial arrangement that works for both the buyer and the seller. With decades of experience in the insurance industry, our team has the experience and know-how to vet the purchase properly and secure a qualified business acquisition.
We are happy to recommend business resources for insurance agencies and brokerages seeking agency funding, sales & marketing support, legal counsel, and other information to support the success of their firm. To discuss your agency needs, please call Springtree Group at (972) 395-8811 or contact us online. We look forward to assisting you in growing your independent agency or brokerage firm.