Agency Growth Trends Results from 200 Survey Responses

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1 Agency Growth Trends Results from 200 Survey Responses 866-OAK-FUND oakstreetfunding.com 2014 Oak Street Funding. The materials in this ebook are for informational purposes only. They are not offered as and do not constitute an offer for a loan, professional or legal advice or legal opinion and should not be used as a substitute for obtaining professional or legal advice. The use of this paper, including sending an , voice mail or any other communication to Oak Street, does not create a relationship of any kind between you and Oak Street. Loans and lines of credit subject to approval. Rate may vary at any time. CA residents: Loans made pursuant to a Department of Corporations California Finance Lenders License. Potential borrowers are responsible for their own due diligence on acquisitions.

2 I nsurance agency owners continually strive to grow their businesses and are challenged with developing the most effective growth strategies possible. Oak Street Funding conducted a survey 1 to learn about these challenges, identify needs and potential opportunities, and share information that can help agency owners understand the current landscape of agency growth. The following pages highlight the results from 200 agents who responded to the survey. Who Responded Nearly 68 percent of all respondents have been in business for nine or more years. 70 percent operate an independent agency with the remaining 30 percent being captive. How Agencies Have Grown Roughly half of all respondents grew by 10 percent or more over the last two years, while approximately 15 percent grew by less than 2 percent. 61 percent of all agencies just met their goals or didn t meet their goals over the last two years percent said they greatly exceeded their growth goals. What Contributes to Growth Of all the major factors that typically contribute to agency growth, customer service was most frequently identified as one that greatly contributes, followed by sales efforts and then referral programs. A social media presence and carrier marketing/ advertising were identified most frequently as factors that contributed little towards success. Tied closely to results agents reported, agents believe that sales efforts, customer service and referral programs can have a strong impact on growth. More than a quarter of respondents believe carrier marketing/advertising, social media presence and office location can have little to no impact on growth. What Are Growth Strategies It s likely no surprise that almost all agents desire to grow to increase revenue and profits. 65 percent are also motivated to position their agency for a potential sale or succession. In terms of organic growth, the two strategies that are believed to be the most effective are hiring a producer and initiating marketing strategies. 46 percent believe technology related products can also be effective. A small portion of agents 4.47 percent prefer growing via acquisition strategies. 52 percent prefer growing using a combination of organic and acquisition strategies, while 43 percent favor organic growth. As agency owners face the challenges of business ownership, nearly 85 percent say staffing resources pose difficult to very difficult challenges and 61 percent say time resources pose the same level of difficulty. The other top challenges identified were carrier changes and adequate leads by Oak Street Funding oakstreetfunding.com

3 How much growth has your agency experienced over the last two years? 15% 18% 12% 23% 17% 15% More than 25% 15 24% 10 14% 5 9% 2 4% Less than 2% 2014 by Oak Street Funding oakstreetfunding.com

4 How would you rate your growth over the last two years? Didn t meet goals Just met goals Slightly exceeded goals Greatly exceeded goals 0.00% 5.00% 10.00% 15.00% 20.00% 25.00% 30.00% 35.00% 2014 by Oak Street Funding oakstreetfunding.com

5 How have the following factors contributed to agency results, if at all, and to what extent? Great contribution Some contribution Little contribution No contribution 60.00% 50.00% 40.00% 30.00% 20.00% 10.00% 0.00% 2014 by Oak Street Funding oakstreetfunding.com

6 To what degree do you believe the following have the potential to impact your business? Strong Impact Some impact Little impact No impact 90.00% 80.00% 70.00% 60.00% 50.00% 40.00% 30.00% 20.00% 10.00% 0.00% 2014 by Oak Street Funding oakstreetfunding.com

7 If you have goals to grow within the next two to five years, what are your reasons for wanting to grow? % 90.00% 80.00% 70.00% 60.00% 50.00% 40.00% 30.00% 20.00% 10.00% 0.00% Increase revenue and profits Position agency for potential sell Position agency successor(s) for success Meet carrier expectations There are no growth goals for the next 2 to 5 years Other 2014 by Oak Street Funding oakstreetfunding.com

8 Which of the following do you believe are effective ways for most agencies to grow organically, and which is the most effective? Effective Most effective 80.00% 70.00% 60.00% 50.00% 40.00% 30.00% 20.00% 10.00% 0.00% Hire a producer Hire support staff Implement software to operate the entire agency Utilize CRM/lead management software Initiate marketing strategies Purchase leads for campaigns Other 2014 by Oak Street Funding oakstreetfunding.com

9 Ideally, what would be your preferred method for growth? Combination of organic and acquisition 53% Organic 43% Acquisition 4% 2014 by Oak Street Funding oakstreetfunding.com

10 Which of the following challenges do you face in growing your business and how would you rate each in terms of the degree of difficulty each poses? Very difficult Difficult Somewhat difficult Not a challenge 60.00% 50.00% 40.00% 30.00% 20.00% 10.00% 0.00% 2014 by Oak Street Funding oakstreetfunding.com

11 How long has your agency been in business? Is your agency independent or captive? Captive 30% Independent 70% 1-3 years 4-8 years 9-15 years 16+ years 2014 by Oak Street Funding oakstreetfunding.com

12 About Oak Street Funding Oak Street Funding is an innovator in niche funding, providing commission-based commercial financing for insurance professionals nationwide. Since 2003, the company has provided over $450 million in capital to thousands of insurance businesses. Oak Street Funding's large loans up to $15 million and expertise in terms, conditions and covenants help craft debt structures that meet the unique capital needs of agents, MGAs, wholesalers and program administrators. Whether businesses are involved in mergers and acquisitions, management recapitalizations, succession plans, or growth strategies, Oak Street s customized loans and strong track record can provide the right solution. 1 Survey Methodology - In October of 2014, Oak Street Funding sent an online survey via to over 20,000 insurance agency owners throughout the United States. The names were randomly selected from Oak Street s database and the results presented are from 200 professionals who responded to the survey Oak Street Funding. The materials in this report are for informational purposes only. They are not offered as and do not constitute an offer for a loan, professional or legal advice or legal opinion and should not be used as a substitute for obtaining professional or legal advice. The use of this report, including sending an , voice mail or any other communication to Oak Street, does not create a relationship of any kind between you and Oak Street. Loans and lines of credit subject to approval. Rate may vary at any time. CA residents: Loans made pursuant to a Department of Corporations California Finance Lenders License. Potential borrowers are responsible for their own due diligence on acquisitions by Oak Street Funding oakstreetfunding.com

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