Some agency and brokerage owners who would like to be courted have not made their operations particularly attractive to buyers, experts say.
"I think the people who have the most to fear are the ones where the agency principle already has retired but is still working at the agency—they've retired in their minds," said Bob Pettinicchi, the Farmington, Conn.-based executive vice president and chief lending officer of InsurBanc, a bank designed for insurance professionals.
"What's lost on a lot of agencies is that every business decision you make, it has to be made with the idea: Does this build value or destroy value?" he said.
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