FocalPoint Webinars
MarshBerry webinars are unique virtual sessions created to deep dive into specific areas of interest within the insurance brokerage and wealth advisory industries. Choose from a range of topics on things you need to know such as perspectives on the current state of the industry, trends in M&A, proprietary research briefings full of comparable data, business strategy and planning guidance, and even tools and techniques to accelerate organic growth.
Something for everyone. As the leader in insurance brokerage and wealth advisory, MarshBerry is your single source for all your business consulting needs.
Recent FocalPoint Webinars
Behind the Numbers: Understanding Valuation to Create Leverage and Optionality
Unlock the full potential of your business with expert insights on business value and valuation. Join James Graham, Director, MarshBerry, for this exclusive FocalPoint Webinar. Whether you are planning for the future or are looking to protect—or optimize—your biggest asset, this session will give you a deeper understanding of key variables that drive business valuation calculations and will equip you with strategies to help you create leverage and optionality for your business at every stage.
Leveraging Peer Insights for Accelerated Growth
Brooke Liu, Senior Vice President, and Shelley Turk, Vice President
Navigating today’s challenges in the insurance brokerage industry can be daunting, especially when going at it alone. Participating in executive peer exchange allows top industry leaders to harness the power of teamwork and collaboration.
Join Shelley Turk, MarshBerry Vice President, and Brooke Liu, MarshBerry Senior Vice President of Growth Advisory, as they demonstrate how leveraging an external board of like-minded executives can help you make strategic decisions, solve challenges, and drive revenue.
Key Discussion Items Include:
- Peer Networking: How to expand your network with industry professionals to increase the time spent working on and discussing your business.
- Accountability: Maintaining honesty and transparency about performance, outcomes, and goals to stay focused on growth.
- Benchmarking: Using proprietary data, benchmarking, and advanced analytic tools to formulate action plans, challenge business practices, and achieve intentional growth.
Don’t miss this opportunity to learn how peer exchange and accountability can elevate your business. Register now to secure your spot in this informative webinar!
Determining Your Path: How Independent Insurance Firms Become Regional or National Brokers
Eric Hallinan, Managing Director
Less than a decade ago, many believed that forming a national brokerage from scratch was an impossible feat. However, MarshBerry, the investment banking firm, played a pivotal role in helping to establish and support the management groups of three leading insurance brokerages – Patriot Growth Insurance Services (Patriot), Alera Group, Inc. (Alera), and Oakbridge Insurance Agency LLC.
The success experienced since the formation of these firms, alongside ongoing investment from private equity partners, highlights their impressive growth trajectories in a competitive marketplace.
Determining Your Path: Creating an Internal Perpetuation Strategy
Christopher Darst, Managing Director
As the life cycle of a privately held insurance brokerage progresses, owners inevitably ponder “what’s next?” – knowing an eventual transition of ownership will take place. Questions begin to surface around the various routes available to preserve the firm’s legacy. Many, however, fail to consider a more crucial question: Have shareholders and/or leadership positioned the firm from a financial, cultural, and organizational standpoint that aims to maximize shareholder value and sustain the firm’s legacy?
Don’t miss this opportunity to gain valuable insights and practical strategies to secure the future of your firm through a well-crafted internal perpetuation strategy.
How to Maximize Your Firm’s Value
No matter your career stage or the stage of your advisory business, and whether you intend to sell, are a lifestyle advisor, or are within 7 to 10 years of retirement, you can benefit from growing the value of your business. RIAs, wealth management firms, and retirement planning businesses have a variety of growth levers to choose from. But how do you know which lever to pull and when?
Join Rob Madore, Vice President, MarshBerry, and a strategic ‘advisor to advisors,’ who will walk you through actionable strategies you can deploy to maximize the value of your business at any stage, for any reason.
M&A Advisory: What It Takes to Make a Transaction
Kyle Hoeft, Director
In the fast-paced world of mergers and acquisitions (M&A), adapting and thriving amid constant changes is crucial. Join Kyle Hoeft, MarshBerry Director, where you’ll gain the insights needed to succeed in today’s dynamic M&A landscape. The team explores the current M&A climate, identifies evolving trends, and addresses the challenges and opportunities that are shaping the market in 2024. During this session, you will learn:
- How utilizing market dynamics can increase your firm’s value.
- Evolving trends in the M&A market and how to gain advantages for your business.
- How utilizing an experienced advisor for your transaction can drive better outcomes for you and your business.
- Strategic planning for operational and financial success.
Whether you’re actively engaged in M&A, or looking to understand the market better, this session will provide you with the knowledge and strategies to excel.
Determining Your Path: Selling to a Strategic Buyer
James Graham, Director
For firms looking to chart their own succession path, there are numerous options available. One compelling option is selling to a strategic buyer.
If you’re considering selling your insurance agency or brokerage, join James Graham as he explores the current merger & acquisition (M&A) market.
Key topics covered in this session include:
- Navigating the Complexities: Exploring the intricacies of the selling process and methods for effective management.
- Leveraging Expert Advice: Utilizing the expertise of experienced M&A advisors to help enhance financial outcomes.
- The Transaction Process: Examining critical aspects of the transaction process to facilitate a smooth and successful sale.
Leveraging Data Through Peer Exchange
Don Folino, Vice President, and Shelley Turk, Vice President
Agencies and brokerages committed to growth understand the power of collaboration. According to MarshBerry’s proprietary management system, Perspectives for High Performance (PHP), the top 25% of MarshBerry Connect executive peer exchange members experience growth at more than double the rate of those who are not members.
Join Don Folino, MarshBerry Vice President, and Shelley Turk, MarshBerry Vice President Growth Advisory, as they delve into the data insights gathered through a peer exchange program. In this session, they will highlight financial benchmarks, operational perspectives, and best practices learned through measuring your team’s sales culture. In addition, gain perspective on data through a peer exchange that can lead to significant enhancements in your leadership capabilities, strategic direction and overall performance.
Don’t miss this opportunity to discover how connecting with other executives can elevate your firm to new heights.
Key Strategies for Transitioning from a Captive to Independent Insurance Agent
Keith Captain, President – FirstChoice and Diane Wagner, Vice President, Education and Strategic Planning – FirstChoice
Making the transition from a captive agent to an independent agent can be challenging. The uncertainties around carrier access, budgeting, and selecting the right partners often lead to hasty decisions with long-term repercussions. However, with careful planning you can navigate this process smoothly making your journey to independence a rewarding experience.
Join Keith Captain, President – FirstChoice, and Diane Wagner, Vice President, Education and Strategic Planning – FirstChoice, as they provide best practices for creating an action plan to ensure a smooth and successful shift to independence.
Decoding Compensation Trends: Exploring MarshBerry’s 2024 Agency & Brokerage Compensation Study
Delve into the evolving landscape of compensation trends in the insurance industry
Tommy McDonald, Director – Financial Advisory and Dani Zhelezova Vice President -Business Intelligence
This FocalPoint webinar explores the evolving strategies, methodologies and best practices highlighted in MarshBerry’s 2024 Insurance Agency & Brokerage Compensation Study. MarshBerry has collected compensation data for this proprietary report for more than a decade, which provides in-depth insights into the compensation landscape along with unparalleled understanding and knowledge of remuneration structures.
According to the Study findings, most firms have seen substantial positive impact to their top and bottom line in the last year, and naturally, this is reflected in compensation across all functions of the business. In fact, in MarshBerry’s 2024 Study respondents reported some of the highest annual increases seen over the past decade. Join Tommy McDonald, Director – Financial Advisory and Dani Zhelezova, Vice President – Business Intelligence, for a discussion on the results of MarshBerry’s 2024 Insurance Agency & Brokerage Compensation Study and areas firms should look to address to stay competitive in today’s evolving landscape.
M&A Momentum is Growing in 2024
Economic factors and a shifting political landscape may have a significant impact on deal volume this year.
Presented by Phil Trem, President – Financial Advisory
With Federal Reserve discussions on interest rates and the upcoming Presidential election dominating headlines, the insurance brokerage industry is preparing for a dynamic year. The potential impact of changes to capital gains and income taxes may dictate the urgency for sellers to complete transactions in 2024. After a solid first quarter, momentum is building and points to a potentially exciting year.
Join Phil Trem, MarshBerry’s President of Financial Advisory, for a discussion on recent M&A activity and outlook for the remainder of 2024.
Chart Your Path
Choosing What the Future of Your Firm Looks Like
Presented by Kim Kovalski, Managing Director, Financial Advisory & John Orsini, Director, Financial Advisory.
Establishing long-term business goals can oftentimes be the difference between mediocre performance and realizing your firm’s full potential. Do you have a clear view of where you want to be in the next 5-years? There are a variety of ways in which leaders of RIAs, wealth management firms, and retirement planning businesses can chart their own paths when it comes to building for the future. Join Kim Kovalski, MarshBerry Managing Director and John Orsini, MarshBerry Director, as they explore the ways that top tier firms are achieving their goals and optimizing the future value of their firms.
Building a Blueprint for Top Performance
Is Your Firm on the Path for Growth in 2024?
Presented by Brooke Lugonjic Liu, Senior Vice President, Growth Advisory, & Shelley Turk, Program Manager, Growth Advisory
How does your firm stack up against the best of the best in today’s market? What can you do to become a top performer heading into the new year? Does your firm have what it takes to become a MAX Performer? Hear from the 2023 MarshBerry MAX Performer national winner and learn about the latest trends and metrics the top performing firms focused on in 2023 to be in the running for MarshBerry’s prestigious MAX Performer award.
Join Brooke Lugonjic Liu, MarshBerry Senior Vice President; and Shelley Turk, MarshBerry Program Manager; as they tackle the latest trends encompassing growth, profitability, culture, productivity, and perpetuation. Discover what it takes to outperform the competition and build a foundation to becoming a MAX Performer heading into 2024 during this interactive webinar.
What is My Agency Worth? Top Reasons for Implementing a Valuation
Presented by Graham Gould, Vice President, Financial Advisory, MarshBerry and Jack Pratt, Vice President, Financial Advisory, MarshBerry
It’s easy to get tied up with the daily operations of your business, but it’s important to take a step back and think about what your firm is worth today and what you hope it will be worth in the future.
Join Graham Gould, MarshBerry Vice President – Financial Advisory and Jack Pratt, MarshBerry Vice President – Financial Advisory, as they discuss the benefits of performing regular valuations by an objective third party. In addition, they’ll highlight factors that are driving value and where you should focus to improve value over time.
Due Diligence Considerations
Presented by Jen Martin, Vice President, Financial Advisory, MarshBerry and Brandy Carbone, Vice President, Financial Advisory, MarshBerry
Most buyers recognize that due diligence is an important step in the M&A process. But for many sellers, it’s a new experience and due diligence may feel more like an unnecessary scrutinization of their business. In any partnership it is not a matter of “if” issues will arise but rather “when” they will arise. Don’t be left in the dark. Whether you are looking to sell or acquire, this is the webinar to attend to learn the importance of due diligence from both the buyer and seller’s perspective.
Join Jen Martin, Vice President, Financial Advisory at MarshBerry; Brandy Carbone, Vice President, Financial Advisory at MarshBerry as they discuss the reasons firms may forego due diligence, why it is valuable to both buyer and seller, and other risk assessment considerations.
Leveraging Premium Financing in a Hard Market
Presented by Andrew Katz, Senior Vice President – FirstChoice, Brian Fugere, Chief Growth Officer – IPFS, & Chase Courtney, Director of Technology Sales – IPFS
With the hard market in full swing many firms are turning to premium financing solutions to help their customers. But with so many options in the market today, how do you know which solution is right for your agency?
Join Andrew Katz, Senior Vice President, FirstChoice, a MarshBerry Company; Brian Fugere, Chief Growth Officer, IPFS; and Chase Courtney, Director of Technology Sales, IPFS; as they discuss the latest trends and technology in premium financing, how successful agencies are using premium financing and payments, and partnering with the right platform to better serve your customers.
Maximizing Data to Make Better, Informed Business Decisions
Presented by Keith Captain, President – FirstChoice & Gabriella Iacona, Data Science Manager
In today’s competitive market, it’s important for agencies to take advantage of data and insights that can help improve performance – and their bottom line. But what data should your agency be measuring and how do you use it to drive best practices and innovation?
Join Keith Captain, President, FirstChoice, and Gabby Iacona, Data Science Manager, MarshBerry, as they discuss the importance of using data and analytics to make informed business decisions. In addition, they will highlight how to make holistic, data driven decisions, the benefits of collecting and analyzing data for your agency, and how to use powerful tools like MarshBerry’s Financial Snapshot to gain valuable insights on areas for improvement, and success, for your business.
Adapting to a Changing Market
Presented by Brooke Lugonjic, Senior Vice President, Growth Advisory, & Shelley Turk, Program Manager, Growth Advisory
The world is changing – and so must you. The hardening market is in full swing with rates increasing rapidly and capacity shrinking as carriers have limited ability to spread and retain risk. Firms must adapt to control their growth through things like increased sales velocity and retention, and not rely solely on outside forces to amplify organic growth targets.
In order for your firm to thrive – how will you adapt to the changing environment? Join Brooke Lugonjic, Senior Vice President – Growth Advisory, and Shelley Turk, Program Manager – Growth Advisory, as they show how firms can utilize five key benchmarking pillars to embrace change and how these, combined with an executive peer exchange, can help you gain a competitive advantage.
Navigating Carrier Partnerships: Rough Seas of a Hard Market
Presented by Keith Captain, FirstChoice President, & Jason Juarez, FirstChoice Regional Vice President
A dramatic spike in weather and disaster events, coupled with inflation, reinsurance constraints and supply chain issues, have created a storm of uncertainty. Carriers and agents alike are looking for the best path to best address market fluctuations while developing lasting partnerships.
Join Keith Captain and Jason Juarez as they provide key insights on how agencies can grow and retain customers through today’s market and best practices on how to develop carrier partnerships that can weather any storm.
Determining the Right Path for Perpetuation
Presented by Kyle Hoeft, Vice President Financial Advisory
For firms who are looking to carve their own path — there are more options than just buying or selling your firm. During this session, MarshBerry leads an exploration of the paths available to firms in today’s marketplace and provides guidance on how you can stay competitive.
Key Takeaways:
- Understand the six paths currently available to firm owners looking at the future of their firm.
- Learn about key market dynamics that are driving firm value.
- Discuss keys to strategic planning for 2023 to see if your firm is set to grow organically.
State of the Specialty Industry – A Market in Transition
Presented by George Bucur, Managing Director & Specialty Practice Co-head
The fight for specialty distributors to stay on top of trends and remain relevant in an ever changing, dynamic marketplace is a constant struggle – especially for independently owned firms that lack robust infrastructure/systems, market clout and capital. The market experienced a massive roll-up of wholesale brokers over the last decade – to the point where few independent sizable brokers remain. Independents tend to find it challenging to attract and retain talent while growing operations at a rate that keeps pace with larger competitors. Is the historical consolidation of wholesale brokers reflective of the current consolidation environment being experienced by independent delegated authority firms?
During this session, George Bucur, Managing Director & Specialty Practice Co-head explores the dynamic changes impacting specialty firms and explains how these changes are impacting merger & acquisition transaction activity and resulting valuations.
Four Things to Consider When Creating a Talent Plan
Presented by Brooke Lugonjic, Senior Vice President Growth Advisory, and Bryan Lake, Vice President Growth Advisory
Has your company made a commitment to focusing on talent in 2023? Join MarshBerry’s Growth Advisory team as they take a deep dive into the insurance industry’s top- and bottom-ranked cultural characteristics important in attracting and retaining talent. The team also showcases best practices and modern ideas around recruitment, interview strategy, onboarding, and talent management that you can use to enhance your talent plan.
Changing Market Conditions for Insurtech
Presented by Tobias Milchereit, MarshBerry Vice President
Where will the current class of insurtechs land in the race for funding, growth and relevance given the strength and resilience of the independent insurance brokerage market? This session will discuss how insurtech firms will position themselves for success in today’s dynamic insurance brokerage market.
Where will the M&A Market Finish in 2022 and 2023 Outlook
Presented by Phil Trem, President, Financial Advisory
Relatively speaking, 2022 has been a year of challenging headwinds for merger & acquisition (M&A) activity. It didn’t help that 2021 broke records in many categories. But despite the hurdles, 2022 has the opportunity to end strong. Join Phil Trem, President – Financial Advisory, where he’ll showcase 2022 M&A year-end results, trends in valuations, an update from the capital markets, and the outlook for insurance agencies and brokerages in 2023.
The Economy – Buckle Your Seatbelts
Presented by Gerard Vecchio, MarshBerry Managing Director
As an insurance agency or brokerage owner – you’re inundated with how the insurance landscape is constantly changing. However, what are you supposed to do with all of this information? During this 30-minute FocalPoint webinar, Gerard Vecchio, Managing Director, will highlight key economic indicators you should watch, upcoming insurance renewals and potential rate changes, Carrier Surplus Allocations, and adjustments in the debt and equity market you should follow as you start your strategic planning for 2023.
Death of the Traditional Independent MGA
Presented by George Bucur, MarshBerry Director & Specialty Practice Co-Head
The wholesale broker segment has undergone massive consolidation to the point where very few independent pure play Property & Casualty brokers remain. In addition, it’s likely that the market is at the front end of a consolidation wave that is hitting delegated authority firms with nearly 8% of specialty entities consolidating in 2021. As history demonstrates, massive value is unlocked when insurance distributors and markets are aggregated. Delegated authority is not an exception to this premise.
Improving Your Compensation Strategy to Boost Growth
Presented by Tommy McDonald, MarshBerry Directory Financial Advisory
With firms spending just under 70% of their revenue on compensation costs, the key is to have reliable and current data to make decisions in a rapidly evolving landscape. With unprecedented competition for talent, employers must take measures to ensure their firms stand out from competitors if they want to attract and retain the best talent. Today, this goes beyond just the paycheck — employees are increasingly looking at the company culture, benefits, flexibility, upskilling, and work–life balance when deciding whether to accept or stay in a position.
Join MarshBerry Director Tommy McDonald as he provides key insights from our 2022 Agency & Brokerage Compensation Study and action items to consider as you look to make impactful changes to your firm’s compensation strategy.
