Agency Buyer, Seller Goals Often Differ

While independent agents who put their firmsup for sale often want simply to maximize the profit from years ofhard work in building a book of business, a buyers demands oftencenter more on strategic goals–usually the growth potential anacquisition provides in terms of geography or product line,industry observers say.

Buyers can have a number of strategic objectives, pointed outSteven Reichman, executive vice president with NIA Group inParamus, N.J., who is president of the Professional InsuranceAgents of New Jersey. His agency, which has 15 offices in fourstates, buys other agencies with the aim of strategic growth.

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