Business Accelerator: Build or buy – navigating the realities of book acquisitions
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Business Accelerator: Build or buy – navigating the realities of book acquisitions
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Should established brokers looking to expand focus on organic growth, acquiring a trail book, or purchasing an entire going concern?
Broker coach Jason Back, founder of Broker Essentials, joins host Julian Barnes to break down how brokers can weigh these options as an ageing industry landscape accelerates business succession and consolidation.
They examine the shifting valuations of trail books, the critical operational checks required when evaluating data quality and client demographics, and the practical challenges of managing seamless transitions across aggregator groups.
From navigating handover periods and staff integration to protecting against runoff in the first 90 days, the discussion covers what it takes to evaluate an acquisition properly and turn acquired databases into sustainable long-term value.