Prioritizing Compliance in Insurance coverage Mergers and Acquisitions

This put up is a part of a collection sponsored by AgentSync.

Whereas the pandemic cooled off mergers and acquisitions exercise within the insurance coverage market, all indicators level to a scorching M&A market within the subsequent 12 months. If you happen to’re within the place of evaluating (or being evaluated!) for an M&A match, don’t depart compliance controls out of the combo.

At AgentSync, we’re not attorneys or accountants, so we aren’t planning to handle the legalities or funds of insurance coverage M&A exercise in any depth. Nevertheless, we’re compliance junkies. And, to that finish, we’re right here to speak about the place license compliance matches in your insurance coverage M&A due diligence course of (and the brief reply is in every single place, it matches in every single place).

Priorities in M&A valuations

Most M&A due diligence lists have 10 to twenty key areas to analyze each for the needs of assessing a enterprise’s honest market worth and for figuring out a finest match for an organizational merger. For the aim of brevity, we’re condensing these priorities into 5 buckets of values.

These are in no way complete, however these broad classes may also help gauge a large scope of points that in the end will every require a extra microscopic evaluation.


Essentially the most primary evaluation of a enterprise’s honest market worth goes to be primarily based on a couple of totally different values. Now, there’s no straight reply for find out how to worth a enterprise – all calculations can solely get to date, as a result of the final word worth of a enterprise is no matter somebody is prepared to pay.

Many businesses promote primarily based off of a a number of of money movement or revenue – taking a 12 months’s price of commissions and different revenue, subtracting the price of operations and taxes and all, after which multiplying the leftover revenue to succeed in their “quantity.”

Additionally frequent is to make use of gross earnings earlier than curiosity, taxes, depreciation, and amortization (EBITDA) to find out enterprise worth.

Nevertheless, all of those have limitations. What a enterprise did when it comes to gross sales this 12 months doesn’t imply the identical shall be true within the subsequent 12 months: Hopefully, it is a lesson all of us discovered within the pandemic!


After we speak about product, we’re speaking about product-market match, the realities of provide and demand, mental property and possession, and even enterprise fame.

Whether or not a enterprise has one thing price buying within the first place is an enormous a part of the calculation when figuring out a enterprise’s worth or its intrinsic threat.

After all, from a compliance perspective, if an insurance coverage product is being moved by those that aren’t correctly licensed, then even when it’s a superb product you might be going through dangers together with your returns.


What controls are in place in your insurance coverage enterprise? Processes are the place we begin to get into the “mushy” items of evaluating a enterprise. However these mushy items of the enterprise are the place the rubber actually hits the highway, so to talk.

As an illustration, does a enterprise have a advertising and marketing funnel that may ship leads day after day? Are there strong channels in place to empower workers to behave like homeowners, or is that this a enterprise engine that depends solely on management because the supply of inspiration and progress?

In relation to compliance, it’s essential to judge the processes for onboarding producers (whether or not unbiased or workers) and sustaining license compliance. As an illustration, is there a single one who holds all the mandatory data of their head? Are there applied sciences that keep this? Is it a guide course of, riddled with errors?

A enterprise’s processes and procedures are essential to understanding whether or not an company or service is a one-trick pony or a machine of progress.


Tradition-fit is king in M&As, and if you’re performing a risk-management evaluation, the way in which you assess tradition is within the folks. If a corporation has lots of of workers, then have they got a tradition that allows success? Do they embrace optimistic adjustments? In case your goal has a smaller workers, then are all the correct folks in the correct locations? Is there an over-emphasis on management?

The everyday folks pyramid is usually a profitable mannequin, or it may be a decision-making bottleneck. Understanding which is at play for a given group is vital in assessing the folks and tradition.

Moreover, the place is the cultural emphasis on compliance? When assessing compliance, it could assist to plug nationwide producer numbers (NPNs) for the contracted insurance coverage producers via NIPR and get a straightforward evaluation of information, resembling whether or not they’re up-to-date on related licenses and appointments, or whether or not they have reported motion towards them in varied states. Understanding whether or not your potential acquisition has a historical past of ignoring compliance will be key in assessing its worth, and in understanding how simply you’ll discover a tradition match.


Is a enterprise working at its peak? Perhaps you solely wish to purchase a streamlined ship that’s able to dart ahead. Perhaps you’re prepared to spend money on a fixer-upper. Regardless, understanding how a lot room for enchancment a possible acquisition has is vital in agreeing to a enterprise worth.

A part of a business’s potential is in its technology. Is it working with third-party distributors that add worth and effectivity? Are any tech companions truly a threat due to lax knowledge privateness requirements? Perceive which tech options add worth and which dilute it.

Compliance and insurance coverage M&A

As we see insurance coverage trade consolidation, companies which are buying and being acquired may have an extended checklist of issues earlier than agreeing to any deal. And it’s completely honest that compliance is in no way the only issue by which to judge a enterprise deal.

Nevertheless, when you’ll pardon a second of self-aggrandizement, we’ll put out an argument: Whether or not a service, company, or MGA has been capable of keep compliance requirements is probably going a superb metric to diagnose different underlying points.

Not often do compliance points come to gentle with out accompanying points. Enterprise entities or carriers with poor customer support, struggling inner cultures, or problematic progress cycles usually had issue sustaining compliance hygiene lengthy earlier than different points grew to become public.

Conversely, when you’re a enterprise seeking to be acquired, your enterprise valuation can solely be helped by demonstrating that you’ve an environment friendly workforce of producers who will be licensed, appointed, and ready-to-sell on the drop of a hat.

If you happen to’re searching for a technique to sustain in a heated setting of M&A actions, put compliance first, and get AgentSync Manage.

Mergers & Acquisitions

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