Kelly Drouillard wrote this article for the Risk & Insurance Education Alliance publication, Rough Notes, February 2026. You can find the full article on the link below.
Insurance Agency Perpetuation: Planning Beyond the Transaction
Successfully perpetuating an insurance agency requires foresight, preparation, and experienced guidance. In her recent national publication feature, Kelly Drouillard explores how today’s evolving M&A environment — shaped by private equity capital, modern deal structures, and the “silver tsunami” of retiring principals — is changing the way agency owners must think about transition planning.
While valuations remain attractive and buyer demand is strong, perpetuation is far more complex than simply “selling at the right multiple.” Owners must carefully consider financial readiness, cultural alignment, employee continuity, and long-term client outcomes.
In the article, Kelly outlines:
- The four primary perpetuation options available to agency owners
- The four stages of a successful transition, from defining vision and priorities to post-closing alignment
- The key drivers behind premium agency valuations, including EBITDA performance, revenue growth, niche specialization, and commercial lines strength
- The realities of private equity-backed transactions and what sellers must understand about equity rollover structures
- Special considerations for family-owned agencies navigating multi-generational succession
Her central message is clear: agency perpetuation is not a single transaction — it is a multi-year process that requires thoughtful planning and objective evaluation of options.
Owners who start early, clarify their priorities, and work with experienced advisors are best positioned to achieve favorable financial and personal outcomes.