{"id":12431,"date":"2026-05-11T14:45:11","date_gmt":"2026-05-11T14:45:11","guid":{"rendered":"https:\/\/www.marshberry.com\/eu\/?p=12431"},"modified":"2026-06-18T22:52:41","modified_gmt":"2026-06-18T22:52:41","slug":"is-it-a-good-time-to-sell","status":"publish","type":"post","link":"https:\/\/www.marshberry.com\/eu\/blog\/is-it-a-good-time-to-sell\/","title":{"rendered":"Is It A Good Time To Sell Your Insurance Brokerage?"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">\u201cIs it a good time to sell?\u201d\u00a0That\u2019s\u00a0the\u00a0most common\u00a0question\u00a0from\u00a0owners\u00a0of private\u00a0<a href=\"https:\/\/www.marshberry.com\/eu\/markets\/insurance-brokerage\/\">insurance\u00a0broking businesses<\/a>.\u00a0What\u00a0the\u00a0question really\u00a0means: Are\u00a0prices\u00a0likely to be higher\u00a0or lower in the\u00a0foreseeable future?\u00a0And\u00a0will\u00a0waiting be rewarded\u00a0or penalized?\u00a0It\u2019s\u00a0an entirely reasonable question. But\u00a0it\u2019s\u00a0also\u00a0one that\u00a0often\u00a0rests on\u00a0the\u00a0false premise\u00a0that trends in <a href=\"https:\/\/www.marshberry.com\/eu\/solutions\/business-planning\/business-valuations\/\">valuation<\/a> are predictable.\u00a0In reality, markets\u00a0are\u00a0only\u00a0easy to\u00a0analyse\u00a0in hindsight.\u00a0\u00a0<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Take Marsh, the bellwether for&nbsp;the&nbsp;insurance&nbsp;broking&nbsp;sector. During the depths of the&nbsp;financial&nbsp;crisis,&nbsp;its shares traded at around $20. Over the following fifteen years, the share price increased many times over. With the benefit of hindsight, holding rather than selling was clearly the right decision.&nbsp;Equally, with hindsight, a shareholder who sold at the&nbsp;stock\u2019s&nbsp;most recent&nbsp;peak&nbsp;($242 on 28&nbsp;March&nbsp;2025)&nbsp;would have done even better than one who held on through the&nbsp;subsequent&nbsp;correction.&nbsp;Still,&nbsp;even those who did nothing&nbsp;would have&nbsp;generated exceptional&nbsp;long\u2011term&nbsp;returns&nbsp;(the current share price is around $170). The lesson is not that there was a \u201cright\u201d moment to sell, but that it is almost impossible to consistently call turning points in markets.&nbsp;&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-the-added-challenge-of-calling-markets-in-private-m-amp-a-nbsp-nbsp\"><strong>The added challenge of calling markets in private M&amp;A&nbsp;<\/strong>&nbsp;<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">In private\u00a0<a href=\"https:\/\/www.marshberry.com\/eu\/solutions\/corporate-finance-advisory\/mergers-acquisitions\/\">mergers and acquisitions (M&amp;A)<\/a>\u00a0there\u2019s\u00a0another\u00a0complication:\u00a0Most transactions are funded\u00a0largely\u00a0by\u00a0debt. The availability and cost of that debt\u00a0exerts\u00a0a major influence on what buyers can pay,\u00a0and that\u00a0introduces\u00a0an\u00a0added\u00a0layer of uncertainty entirely outside\u00a0of\u00a0a seller\u2019s control.\u00a0<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Importantly,&nbsp;for owners of private broking businesses, this dynamic has tended to dampen extremes.&nbsp;In recent memory, as public&nbsp;broker valuations&nbsp;rose&nbsp;dramatically, private company multiples&nbsp;also&nbsp;tended&nbsp;to&nbsp;increase \u2014&nbsp;but by&nbsp;less&nbsp;than the public valuation.&nbsp;As public market valuations have since fallen back, the impact on private company pricing has&nbsp;also&nbsp;generally been more muted.&nbsp;The private market&nbsp;may&nbsp;move&nbsp;slower&nbsp;and with less volatility,&nbsp;but&nbsp;it\u2019s&nbsp;still&nbsp;unpredictable.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">There\u2019s&nbsp;also a practical difference&nbsp;that\u2019s&nbsp;often overlooked. A shareholder in a quoted company can decide to sell and execute that decision in minutes. An owner of a broker or&nbsp;Managing General Agent (MGA)&nbsp;would be doing well to turn a decision into a completed transaction in under six months, and&nbsp;it most&nbsp;often&nbsp;takes&nbsp;longer.&nbsp;A lot can change&nbsp;in the interim.&nbsp;By the time a business reaches the market, negotiates&nbsp;terms&nbsp;and completes&nbsp;the agreement, market conditions may have&nbsp;altered. Trying to \u201ctime\u201d the market in private M&amp;A is,&nbsp;to put it&nbsp;bluntly,&nbsp;basically&nbsp;impossible.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">We all&nbsp;recognise&nbsp;the&nbsp;behaviour&nbsp;of homeowners during falling property markets:&nbsp;Sellers are reluctant to adjust price expectations, even though selling cheaply also means buying cheaply. Relative value often matters more than absolute value.&nbsp;The same logic applies&nbsp;\u2014&nbsp;less obviously&nbsp;\u2014&nbsp;to the sale of a private company. An owner who sold their brokerage&nbsp;five years ago&nbsp;(or longer)&nbsp;may still regret achieving&nbsp;approximately&nbsp;half&nbsp;the&nbsp;multiple&nbsp;of what they could have achieved&nbsp;last year.&nbsp;Yet&nbsp;those proceeds, if&nbsp;invested in the&nbsp;stock&nbsp;market,&nbsp;are likely to have&nbsp;produced&nbsp;a similar or greater uplift. Again,&nbsp;relative value is more important than absolute value.&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-is-it-the-right-time-to-sell-nbsp-nbsp\"><strong>Is it the right time to sell?&nbsp;<\/strong>&nbsp;<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Based on everything presented above, the correct answer to the question&nbsp;is&nbsp;quite&nbsp;consistent and, for some,&nbsp;counter\u2011intuitive:&nbsp;The right time to sell is&nbsp;determined&nbsp;far more by personal considerations than by the state of the market.&nbsp;Is it&nbsp;the right&nbsp;time to exchange future, uncertain value for certainty today? None of us are getting younger. Are the demands of the business&nbsp;\u2014&nbsp;including&nbsp;management depth, investment&nbsp;requirements,&nbsp;or regulatory burden&nbsp;\u2014&nbsp;starting to&nbsp;feel burdensome? Is the market itself changing in ways that introduce new risks to&nbsp;the&nbsp;business model?&nbsp;These are the questions that matter&nbsp;much more than transient market values.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">So,&nbsp;when&nbsp;anyone&nbsp;asks,&nbsp;\u201cIs it a good time to sell?\u201d,&nbsp;the&nbsp;honest answer is:&nbsp;If&nbsp;someone&nbsp;genuinely knew the answer,&nbsp;they&nbsp;wouldn\u2019t&nbsp;be&nbsp;advising on&nbsp;M&amp;A&nbsp;\u2014&nbsp;they\u2019d&nbsp;be a billionaire hedge fund manager.&nbsp;&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">But is it the right time<em>&nbsp;for you&nbsp;<\/em>to sell? That is&nbsp;a very different&nbsp;question. And one where experience, perspective, and a clear understanding of the&nbsp;tradeoffs&nbsp;can make all the difference.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>\u201cIs it a good time to sell?\u201d\u00a0That\u2019s\u00a0the\u00a0most common\u00a0question\u00a0from\u00a0owners\u00a0of private\u00a0insurance\u00a0broking businesses.\u00a0What\u00a0the\u00a0question really\u00a0means: Are\u00a0prices\u00a0likely to be higher\u00a0or lower in the\u00a0foreseeable future?\u00a0And\u00a0will\u00a0waiting be rewarded\u00a0or penalized?\u00a0It\u2019s\u00a0an entirely reasonable question. But\u00a0it\u2019s\u00a0also\u00a0one that\u00a0often\u00a0rests on\u00a0the\u00a0false premise\u00a0that trends in valuation are predictable.\u00a0In reality, markets\u00a0are\u00a0only\u00a0easy to\u00a0analyse\u00a0in hindsight.\u00a0\u00a0 Take Marsh, the bellwether for&nbsp;the&nbsp;insurance&nbsp;broking&nbsp;sector. During the depths of the&nbsp;financial&nbsp;crisis,&nbsp;its shares traded at around $20. Over the [&hellip;]<\/p>\n","protected":false},"author":25,"featured_media":8404,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[47,20,44],"tags":[],"mu_industry":[49],"class_list":["post-12431","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-valuations","category-m-a","category-sell-side","mu_industry-insurance"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.9 (Yoast SEO v27.9) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Is It a Good Time to Sell Your Insurance Brokerage? | MarshBerry<\/title>\n<meta name=\"description\" content=\"Thinking about selling your insurance brokerage? Market timing is harder than it looks. 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