In our line of business we hear a lot of motivations behind “doing the deal.” In our experience, the best reasons often include joining a bigger team, gaining access to more resources, and continuing to grow your net income post closing. Access to more / better markets and less administrative duties can be a powerful motivator for a top producer.

But what about those that want to exit or retire? Below are some stress points that we see come up time and again.

• Your production ability no longer matches margin compression in the soft market. Between account attrition and margin compression, do you find that you can not maintain revenues / commissions?
• You are late in your career, and face a large capital investment (or re-investment in the company’s growth) to maintain your competitive position.
• A (new / large / long-time) competitor is taking market share away from you at an accelerating pace.
• Your internal systems are a step behind your peers. Not paperless yet? How much will it cost to get there? (See item 2)
• A major player just acquired a competitor (and grew market share).
• You no longer have the desire to compete at – or work the same hours on - the same level you once did.
• You have no succession plan, and your kids are either not interested in the business or not capable of taking it over (and paying for it).
• You or a spouse either have health problems or have had a scare.
• You’ve lost a major client that represents a significant piece of your commissions.
• You want to “take some equity off the table” and diversify your personal portfolio.