There’s a quiet competition that happens long before any deal is signed. It doesn’t happen in boardrooms. It happens at the clubhouse. At dinner tables. At industry conferences and golf outings. The phrase changes but the competition typically starts when someone...

Most agency owners I talk to assume acquisitions are the fastest path to scale. More clients. More revenue. Bigger numbers. But here’s the truth from someone who’s been there: When we were building a $100M agency, we looked at more than 300 agencies. We only purchased...

And Why the Right Advisor Changes Everything Selling your agency isn’t just a financial transaction—it’s a deeply human one. I’m not talking about spreadsheets or valuation models (though those matter). I’m talking about the moments nobody prepares you for. The...

If you’ve been in the insurance distribution business for any length of time—especially the independent agency world—you’ve witnessed the industry’s steady wave of consolidation. It’s been happening since the mid-to-late 1990s and continues today. The Top 100 Brokers...

When an insurance agency owner decides it's time to sell, most of the conversation focuses heavily on valuation, multiples, buyers, and timing. These are important elements, no doubt. But after 30+ years of guiding agency owners through these transitions, I've learned...

From uncertainty to impact— Robin Lewis opens up about his agency’s sale, post-deal surprises, and why having a true advisor changed everything. When agency owners close their deal, most expect relief—and they get it. But the real journey often begins after the...

After more than 30 years in this business, there are a few patterns I’ve seen play out time and time again. One of the biggest? Agency owners leaving money on the table—sometimes 15% to 25% of the value they spent a career building. How does it happen? Easy. A buyer...

Reflections on Relationships, Determination, and Unexpected Inspiration Things had been steady, but I found myself in a bit of a lull—not in work, but in energy. I had just ome off a near-miss on an opportunity I was excited about, and I was looking for a reset. Not a...

In the realm of business and personal endeavors, the distinction between being merely involved and being truly committed can significantly impact outcomes. This concept is aptly illustrated by the business fable of "The Chicken and the Pig". Making a Bacon & Eggs...