lead into the future

whether you're planning to compete for the next 20 years or transition your agency in the next few years, perpetuation planning is key to setting up your agency for success in the future.

Safeco's Agent for the Futureā„¢ survey revealed that IAs are increasingly hiring millennials, focusing on growth and investing in digital innovations. These strategies contribute to perpetuation planning by adding to the valuation of the agency.

what's your exit strategy? there are two main methods of agency perpetuation

external: selling to an outside buyer

growing the agency
looking for potential buyers
bargaining terms of sale
finalizing sale, earn-out starts

internal: handing off or gradually selling to a family member or internal successor

new principal takes the lead
growing the agency, hiring staff
mentoring future leaders
transfering ownership over time
principal steps down
new principal takes the lead

most agencies want to perpetuate internally...

plan for children or other family members to take over

plan for other principals to buy out the principal's interest

plan for an outside party or organization to buy out the principal's interest

Source: Future One 2018 Agency Universe Study

but in 2017, there were 604 announced insurance mergers and acquisitions deals

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that's 31% more than 2016

Source: OPTIS Partners

a growing agency is more attractive to buyers or successors. here's how IAs plan to grow

  • cross-sells [icon]

    increasing cross-sells

    78%
  • lead sources [icon]

    new lead sources

    50%
  • people-colored [icon]

    adding new producers

    50%
  • chat [icon]

    new digital capabilities
    (mobile, chat)

    48%
  • target [icon]

    increase marketing investment

    38%
  • group [icon]

    new market segments

    31%

IAs must hire and train future leaders for their agency to continue successfully. most new positions are filled by millennials

producers

25%

hired 1

20%

hired 2

6%

hired 3

7%

hired 4 or more

services &
support staff

27%

hired 1

15%

hired 2

7%

hired 3

7%

hired 4 or more

Want to learn more about what you can do now to set your agency up for successful perpetuation?

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