Why Most Agents Get Crushed on Valuation When They Sell | Selling Your Agency (Part 2)

This is Part Two of our series on selling an insurance agency or a book of business. In this episode, I break down one of the most misunderstood topics in Medicare distribution: the difference between selling a book of business and selling an actual agency. A lot of agents assume these are the same thing, but buyers do not see them that way at all.I talk through why a book of business is heavily dependent on the producer, why those deals usually trade at much lower multiples, and why time, servicing, and replacement costs matter more than most people realize. Then we compare that to what creates real value in an agency, including infrastructure, employees, marketing systems, growth patterns, and the seller staying involved after the transaction.If you’ve ever wondered why some deals close at one to three times revenue while others reach four, seven, or even ten times EBITDA, this conversation will give you clarity. The goal isn’t to sell you on an exit, but to help you understand what actually increases value over time so you can make better decisions long before you ever sell.Drop your questions in the comments and subscribe if you want to follow the rest of this series as we continue breaking down how value is built in Medicare businesses.