M&A FAQs for Owners
Every Independent Insurance
Agency Owner Should Ask
These Questions Before Selling
When it comes time to explore selling your agency, the stakes couldn’t be higher—for you, your employees, your family, and your customers. Too often, sellers find themselves dazzled by a headline purchase price or pressured by a buyer’s timeline, only to realize later that the fine print wasn’t in their favor.
One reason? In the first few months after closing, many owners experience what feels like a honeymoon period. Everything is calm, you’re largely left alone, and day-to-day life continues. But the bigger changes usually show up later, when integration begins, and the buyer’s playbook takes over.
Having been on every side of the table—seller, buyer, and advisor—we’ve seen which questions separate a smooth, value-driven deal from a costly mistake. These aren’t “nice to have” curiosities. They’re essential due diligence questions that every owner should ask before signing on the dotted line.
1. What Happens to My Agency?
Will my agency’s name and brand remain the same after the sale?
What happens to my existing office location(s)?
How is my role expected to change during and after the transition?
What level of autonomy will my agency retain in day-to-day decisions?
How do decisions made 12–18 months after closing differ from the first few months when things feel unchanged? What about after my earnout period ends?
2. What Happens to My People and Customers?
Will my employees keep their jobs, and under what terms?
How are compensation, benefits, and career paths impacted?
How do you compensate sales and service staff for small commercial and personal lines accounts?
How will customer service be maintained or improved during the transition?
What systems or processes will change, and how will customers experience that change?
What commitments does the buyer make about employees and customer service once the initial transition period ends?
3. Questions to Ask About the Buyer
What is the buyer’s long-term vision for the agency?
How many agencies has the buyer successfully integrated before?
Who will I (and my team) be working with day-to-day after closing?
Does the buyer plan to grow the agency organically, through acquisitions, or both?
How transparent is the buyer about their integration plans after the first year?
4. Investor and Shareholder Considerations
If I roll equity, what rights will I have as a minority shareholder?
How and when can I expect to receive liquidity on rolled equity?
What is the buyer’s track record of delivering value to minority shareholders?
How are future profits and growth shared between the buyer and selling shareholders?
What happens to my equity if the buyer is sold or recapitalized?
What does the tax treatment of the deal look like, and who can advise me?
What have your shareholder returns been over the past 3, 5, and 10 years?
Why We’re Sharing This
We’ve seen too many agency owners walk into a deal without the full picture. The truth is, a sale can be life-changing…for better or worse.
By asking the right questions, you’ll avoid costly surprises and find a buyer whose goals align with yours.
Even if that buyer isn’t Agent Vista, we want you to get this right. Because when local agencies win, local communities win.
— Eric Eschliman, Founder
