Gaining an edge in the landscape of agency

When considering the sale of an insurance business, selecting the right buyer is crucial not just for the immediate transaction but for the long-term success of the business.

According to Vaughn Stoll (pictured), senior vice president and director of acquisitions at Brown & Brown, the ideal buyer should provide more than just capital — they should offer strategic advantages that enhance the business’s performance and market position.

The right buyer won’t just make your business a first-string player — they’ll give you an unfair advantage on the field,” he said.

Stoll said that one of the key attributes to look for in a potential buyer is their ability to recruit and train sales and support teams effectively. The right acquirer should have established programs that focus on elevating the skills of the existing team, whether through advanced training on customer engagement or by filling necessary administrative roles.

Another critical factor is the balance of accounting and administrative support provided by the acquiring company. Stoll advised against a one-size-fits-all approach, where the buyer either fully centralizes these functions or leaves them entirely to the local team.

“Your people matter,” Stoll said, “and the best acquirer of your business will have infrastructure and programs in place to elevate and grow your team.”

Instead, he suggested looking for a buyer that offers a hybrid model, allowing the acquired business to retain its strengths while receiving support where it is needed most.

“For example, if you have a strong controller, your business wouldn’t benefit from transitioning to fully centralized accounting,” he said. “In this case, your acquirer could manage your cybersecurity while enabling your team to handle local tasks and roles. If you lack accounting and administrative talent, your buyer should provide regional resources to support these functions.”