Video on demand | Original air date: September 19, 2018

If you own an insurance agency, you will probably be looking to sell your book of business at some point in the future.

Selling a business is very different to selling insurance policies. But we’re here to help with this comprehensive course covering everything you need to know when you’re considering selling your business.

Whether you’re retiring, preparing your long-term exit plan or looking to sell your business in the near future, this course provides essential information on the following:

  • Strategies for getting the best price for your book of business
  • 5-10 year plans – what should you be doing now to sell your business in five years’ time?
  • How to confidentially market your business while maintaining the trust of your clients
  • How to ensure conflicts of interest do not derail your sale process
  • Tips for transferring your book of clients profitably and ethically
  • Preparing your business for mergers and acquisitions
  • What are buyers looking for in insurance agencies?
  • What are you really worth? Calculating your sale price

Arm yourself with the knowledge you need to reap the rewards of your many years of hard work. Register today.

This course is CE credit-certified by AIC, ICSRIBO, and  credits may be applicable to BC.

* AIC CE certificates will be forwarded retroactively.

About the instructors


Bruce Rabik, B.Comm., MSc, CIP, Chief Operating Officer, Rogers Insurance Ltd

With over 30 years industry experience, Bruce has been involved in dozens of brokerage M&A transactions both as a consultant and as a broker himself. With Trivest, the first consolidator in Canada, Bruce was involved in brokerage investments and sales from Newfoundland to British Columbia and again later as a consultant with Cookson Walker, Bruce assisted brokerages across Canada with perpetuation, valuations and buying and selling of brokerages.

As a broker himself Bruce has negotiated mergers and many brokerage transactions to help build Rogers Insurance into one of the largest independent brokerages in Canada with over 500 staff and offices in 3 provinces. Rogers Insurance is also the most award winning brokerage in Canada with over 15 top employer awards in the past dozen years.

John A. Barclay, President & CEO, South Western Insurance Group Limited

John A. Barclay joined South Western Group in May, 2013 to re-energise one of the country's leading Wholesale/MGA brands.

South Western Group is a Wholesale Insurance Intermediary/Managing General Agent offering a broad range of insurance solutions for specialty, niche products and hard-to-place business. Since 1961 we have proudly provided underwriting expertise to independent insurance brokers across Canada.

Michelle Mondorf, Senior Associate, Loopstra Nixon LLP

Michelle is an associate of the corporate and commercial practice group with Loopstra Nixon LLP.  Her practice focuses on mergers and acquisitions, financings, corporate structuring and reorganizations, franchising, and general corporate and commercial matters.  Michelle has acted as counsel to clients who operate in a number of different industries including automative, insurance, transportation, professional health services, financial services and manufacturing.

Prior to joining Loopstra Nixon in 2015, Michelle completed her articles at a well respected Toronto firm then became legal counsel for a privately held holding company with a variety operations in the food and beverage, automotive, real estate and financial services industries.  Michelle received an Honours Bachelor of Arts degree from Acadia University prior to earning her LL.B at the University of Windsor.  She is a member of both the Canadian and Ontario Bar Association and the Law Society of Upper Canada.


Michael Carolan, Vice President - KPMG Corporate Finance, KPMG Canada

As a Corporate Finance advisor with years of deal making experience, Michael specializes in mid-market M&A transactions: company divestitures, acquisitions, MBOs and business planning. He provides strategic advice to privately held, private equity owned, mid-market companies as well as large corporations on domestic and cross border transactions. His transaction experience has predominantly focused on financial services sector clients. He also has experience of completing transactions for clients in the financial technology, business services, and automotive sectors.

In 2010 Michael undertook a secondment to Bradford & Bingley plc, where he led the sale of several insurance and wealth management portfolio businesses which were deemed non-core to the bank’s ongoing mortgage services business.

Michael has completed a BSc (Hons) Economics at the University of Nottingham and is a Member of the Institute of Chartered Accountants in England and Wales.

Course curriculum

Explore processes and procedures involved in selling a book of clients to another brokerage.


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