In the ever-changing world of insurance, staying focused can be a challenge especially when your agency ends up juggling two completely different businesses. That’s exactly the situation a three-generation family agency in Kansas found themselves in. After decades of success in Medicare and life insurance, they made a strategic decision to acquire a property and casualty (P&C) book. Three years later, they weren’t sure if they’d made the right move.
So, they turned to Equity Expansion for clarity and for a path forward.
Based in Southeast Kansas, this family-run agency started with a classic American story: the owner’s father founded the business in 1978 with little more than hustle and a vision. When the current owner joined in 2012, growth accelerated especially in life, health, and Medicare products. Over the past 10 years, the agency has also produced $5–8 million annually in fixed indexed annuities and built a loyal client base through community-based financial seminars.
Six years ago, the owner’s son joined the business, and they began looking for ways to expand their reach. One move: acquiring a P&C agency with about $3 million in premium. It seemed like a smart diversification play.
But reality proved more complicated.
“Sometimes it feels like the dog that catches the car,” the owner admitted. “You chase it, catch it, and then don’t know what to do with it.”
Although the agency had successfully integrated the P&C book which now generates about $350K in revenue it never became a true growth focus. The team’s heart remained in Medicare and life insurance.
“Our core is Medicare. The P&C side just never felt like us,” the owner explained. “We’ve mostly been servicing the book instead of growing it.”
The owner and his son began evaluating their options: Should they continue running both sides of the business? Or should they double down on what they do best while still maximizing the value of their existing P&C book?
That’s when they connected with Equity Expansion.
Their goals were clear:
“We’re not looking to retire,” the owner said. “We just want to be in the seats where we can grow without wearing every hat.”
Equity Expansion offered two distinct paths forward:
1. Strategic P&C Offload
Equity Expansion identified a potential buyer with operational infrastructure just 20 miles from the agency’s location. This buyer could “book roll” the P&C policies into their existing systems while preserving client relationships through a thoughtful transition plan.
Estimated transaction value:
The result? A responsible exit from the P&C business with cash on the table and no more operational distraction.
2. Medicare-Focused Partnership with Equity Upside
Alternatively, Equity Expansion mapped out a full partnership opportunity that included:
“People are getting wealthy on equity,” said Equity Expansion. “There’s a difference between being rich from a buyout and being wealthy from equity appreciation.”
For the owner’s 24-year-old son, this equity strategy offered a unique long-term wealth-building opportunity. Equity compounds across recapitalization cycles, potentially multiplying each share’s value every few years.
From the beginning, cultural alignment was a priority. The family wanted a partner who understood the nuances of working across generations and respected their legacy.
Equity Expansion focused on matchmaking with agency principals who:
“We’ve done deals where the father takes the upfront cash, and the son builds equity for the future. It’s a win for both generations,” Equity Expansion explained.
Outcome & Next Steps
The agency is now evaluating both tracks:
Best of all, the agency can pursue both options confidentially, with no obligation or fees thanks to Equity Expansion’s upfront modeling and transparent process.
“You’re a free agent,” the team assured the owners. “You’ve built something incredible. Let’s explore all your options and make the right move for today and tomorrow.”
Considering Your Own Next Move?
Whether you’re looking to offload a non-core business line, grow faster with less operational stress, or build a multigenerational legacy Equity Expansion helps insurance agency owners explore every option with clarity and confidence. Schedule your confidential consultation today. No pressure. Just honest answers. Contact Us