The M&A Playbook: Key Steps for a Successful Agency Sale with Brett Rosen

In this episode of the Insurtech Building Blocs Podcast, host Cory Schmidt interviews Brett Rosen, a seasoned M&A advisor with Rosen Advisory. They discuss Brett's unique experiences in the deal process, his transition from the buy side to the sell side, and the importance of understanding seller objectives. Brett shares insights on valuation factors, the significance of organized financials, and the typical timeline for selling an agency. The conversation emphasizes the need for sellers to be prepared and the role of relationship building in successful M&A transactions.

Takeaways
- Transitioning from the buy side to the sell side allows for better representation of sellers.
- Understanding seller objectives is crucial for a successful sale.
- Valuation is influenced by the size and stability of the business.
- Organized financials are essential for a smooth selling process.
- The selling timeline typically spans six months.
- Sellers should be prepared for the due diligence process.
- Cultural fit is as important as financial offers in M&A.
- Brett emphasizes the importance of relationship building in M&A.
- He encourages sellers to think about their long-term goals before selling.

Chapters
00:00 The Unexpected Deal: A Ghosting Story
02:45 Brett Rosen's Journey: From Buyer to Seller Advocate
05:33 Navigating the M&A Landscape: The Role of Advisors
08:14 Understanding Seller Objectives: More Than Just Money
11:01 Deal Structures: Earn-Outs and Owner Engagement
13:55 Valuation Factors: What Makes a Business Extraordinary?
18:52 The Exponential Growth of Business Value
20:58 Understanding Business Valuation Factors
24:51 The Importance of Organized Financials
27:39 Mindset Shift: Producer vs. Business Owner
31:09 Navigating the Selling Process
35:53 Future Insights and BlocBuilder 2025 Networking Opportunities

Insurtech Building Blocs is presented by AgencyBloc, the #1 Recommended Insurance Industry Growth Platform serving the benefits and senior market space with 6,500+ customers across multiple solutions within the platform. With a range of insurance-specific solutions for sales enablement, client and policy management, compliance management, quoting and proposals, and commissions management — all with highly recommended customer support — we've got you covered.

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Chapters

• 0:05 The Unexpected Deal: A Ghosting Story
• 2:45 Brett Rosen's Journey: From Buyer to Seller Advocate
• 5:33 Navigating the M&A Landscape: The Role of Advisors
• 8:21 Understanding Seller Objectives: More Than Just Money
• 11:07 Deal Structures: Earn-Outs and Owner Engagement
• 14:02 Valuation Factors: What Makes a Business Extraordinary?
• 18:58 The Exponential Growth of Business Value
• 22:36 Understanding Business Valuation Factors
• 26:29 The Importance of Organized Financials
• 29:17 Mindset Shift: Producer vs. Business Owner
• 32:46 Navigating the Selling Process
• 37:31 Future Insights and Networking Opportunities