OR ☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the transition period from _______ to ______ Commission file number: 001-38466 UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 FORM 10-Q (Mark One) ☒ QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the quarterly period ended June 30, 2021 GOOSEHEAD INSURANCE, INC. (Exact name of registrant as specified in its charter) (State or other jurisdicti ...

Financial Data and Key Metrics Changes - In Q1 2021, total written premiums increased by 49% to $319 million, with franchise premium growth of 55% to $230 million and corporate segment premium growth of 35% to $89 million [46] - Revenues for the quarter were $31.2 million, a 53% increase from the previous year, while core revenues increased by 47% to $26.7 million [48] - Total operating expenses rose to $32 million, up 58% from $20.2 million in the prior year, driven by increased headcount and investments in technology [54][56] Business Line Data and Key Metrics Changes - The franchise channel generated core revenue of $11.9 million, a 60% increase from the previous year, while corporate channel core revenues were $14.8 million, up 38% [50][53] - The total franchise count at the end of Q1 was 1,628, up 61% year-over-year, with 987 operating franchises, an increase of 45% [51] Market Data and Key Metrics Changes - The company’s premium base in 2021 is expected to represent less than 0.5% of the $360 billion U.S. personal lines market, indicating significant growth potential [19] - The company has diversified its premium sources, with Texas making up only 60% of total premiums, down from previous years [67] Company Strategy and Development Direction - The company is focused on accelerating growth through investments in recruiting, productivity, and retention, with a long-term goal of achieving EBITDA margins north of 40% [20][26] - A direct-to-consumer quoting platform is anticipated to be released in Q3 2021, enhancing the company's omnichannel strategic advantages [18][60] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's growth trajectory, citing strong retention rates and increasing agent productivity as key drivers [47] - The company raised its full-year 2021 outlook for total written premiums and revenue, expecting organic growth of 40% to 45% for premiums and 25% to 33% for revenues [60][61] Other Important Information - The company generated $7.9 million in operating cash flow during the quarter, compared to cash used for operations of $1.5 million in the prior year [59] - The company has an unused line of credit of $19.7 million and cash and cash equivalents of $30.8 million as of March 31, 2021 [59] Q&A Session Summary Question: Impact of Texas freeze on contingents and claims - Management indicated it is too early to determine the impact on contingents from the Texas storm, but it was classified as a catastrophic event which could help [64] - There has not been a noticeable uptick in client shopping activity following the claims, as the company's strategy focuses on home closings rather than online shopping [65][66] Question: Margin improvement expectations - Management clarified that while they are focused on growth and investing heavily, they do not guide to margins, but long-term margins could exceed 40% [75] Question: Timeline for direct-to-consumer product rollout - The direct-to-consumer product is expected to be delivered in Q3 2021, with a demonstration planned before the launch [76][78] Question: Corporate channel expansion roadmap - The corporate channel is strategically expanding to support franchise growth, with a focus on placing resources in regions with rapid agent footprint growth [81] Question: Franchise productivity and mortgage market share - Management noted that there is no peak in productivity for agents, and they are making deliberate investments to enhance franchise performance [87] - The company's mortgage market share in Texas is estimated to be between 13% and 14%, with national market share below 3% [90][92]

Financial Performance - For the year ended December 31, 2020, total written premium grew by 45% to $1.07 billion from $739 million in 2019[28]. - The company achieved a net income of $18.8 million for the year ended December 31, 2020, an increase of $8.4 million over 2019[28]. - The company reported a 51% growth in revenue for the year ended December 31, 2020[28]. - Total written premium compound annual growth rate (CAGR) over 10 years was 37%, and 5-year premium CAGR was 45% as of December 31, 2020[37]. Client Retention and Satisfaction - Client retention rate was 88% during 2020, which is believed to be among the highest in the industry[22]. - The company's service centers achieved a Net Promoter Score (NPS) of 92 in 2020, up from 89 in 2019, significantly higher than the industry average[36]. - The company reported an 88% Client Retention rate and a 89% premium retention rate in 2020, supported by its service centers[66]. Business Channels and Growth - Corporate Channel accounted for 52% of total revenue in 2020, with a 47% increase in sales agent headcount and a 31% growth in premiums placed compared to the previous year[46][48]. - Franchise Channel generated 48% of total revenue in 2020, with premiums growing by 52% and a total of 1,468 franchises, including 891 operating and 577 in implementation, representing a 55% increase in total franchises[49][54]. - The company has expanded to 1,468 franchise locations, including 577 franchises under contract but not yet opened as of December 31, 2020[26]. Agent Performance and Productivity - Agents with more than three years of tenure in the Corporate Channel averaged 3.8 times more new business production per agent compared to industry best practices[30]. - Corporate Channel agents produced 3.8 times more new business per agent compared to industry best practices after three years, highlighting their productivity advantage[47][57]. - Franchise Channel agents with over three years of tenure averaged 2.3 times the new business production per agent compared to industry best practices, indicating strong performance[51][57]. Technology and Operational Efficiency - The company's proprietary technology allows agents to run quotes and place business in one simple phone call, enhancing client experience[21]. - The company's technology platform has resulted in service expenses being 3.2 times lower than the industry best practice, contributing to operational efficiencies[58]. - The company plans to continue investing in technology to enhance operational efficiencies and maintain a competitive edge[66]. Workforce and Culture - The company’s competitive advantage lies in its youthful workforce, with most Corporate Channel agents being recent college graduates, contrasting with an aging industry workforce[57]. - The average compensation for service team employees was over $47,000 in 2020, contributing to personnel consistency and high service quality[66]. - Goosehead Insurance, Inc. emphasizes a company culture grounded in integrity, teamwork, and exceptional service, which is crucial for its operational success[81][82]. Expansion Plans - The company plans to expand its Corporate Channel with new sales offices in Denver, San Antonio, Henderson, and another location in the Midwest in 2021[48]. - As of December 31, 2020, the company signed Franchise Agreements in 43 states, covering over 97% of the total U.S. population, with a potential franchise candidate pipeline of approximately 121,000[61]. IPO and Financial Structure - Goosehead Insurance, Inc. completed an initial public offering on May 1, 2018, issuing 9.8 million shares of Class A common stock at a price of $10.00 per share[85]. - Following the IPO, Goosehead Insurance, Inc. owned 37.3% of Goosehead Financial, LLC, while the Pre-IPO LLC Members owned the remaining 62.7%[86]. - As of December 31, 2020, Goosehead Insurance, Inc. owned 49.8% of Goosehead Financial, LLC, with non-controlling interest holders owning the remaining 50.2%[88]. Remote Work and Employee Management - The company transitioned its entire workforce to remote work in March 2020, with no negative impact on financial results or key performance indicators[83]. - By the end of Q3 2020, almost all employees were back in the office for at least 50% of the work week, implementing COVID-19 mitigation practices[84]. - The company’s recruiting team, consisting of 98 members, focuses on attracting motivated individuals for both Corporate and Franchise Channels[44]. Regulatory Compliance - The company is subject to federal and state privacy regulations, requiring the protection of customer information and notification policies[79].

Financial Data and Key Metrics Changes - Goosehead Insurance reported a 45% increase in total written premiums for 2020, reaching $1.074 billion, exceeding the high end of their initial guidance range of 32% to 40% growth [25][68] - Revenues increased by 51% to $117 million, with core revenue rising 41% year-over-year [25][68] - EBITDA for the year was $27.8 million, reflecting a 59% increase compared to 2019, resulting in a 24% EBITDA margin [65][68] Business Line Data and Key Metrics Changes - Franchise premium growth was 52% to $202 million, while corporate segment premium growth was 31% to $83 million [52] - Franchise channel total revenue for Q4 2020 was $16.9 million, up 54% from the previous year, with core revenues increasing 55% [56] - Corporate channel revenues for Q4 2020 were $17.7 million, a 43% increase from the year-ago period [59] Market Data and Key Metrics Changes - Goosehead expanded its presence to 43 states, covering over 97% of the U.S. population, up from 35 states at the end of 2019 [28] - The company had 1,468 total franchises at the end of 2020, a 55% increase from the prior year, with operating franchises increasing 45% to 891 [26][58] Company Strategy and Development Direction - Goosehead aims to continue investing in technology and human capital to drive growth, with a focus on expanding its competitive advantage in the U.S. personalized addressable market [34][35] - The company plans to launch a client-facing quoting platform and a mobile app in 2021 to enhance client engagement [47] - Goosehead's strategy includes leveraging its corporate channel to support franchise growth and productivity [30][34] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the long-term growth prospects, citing the benefits of past investments in technology and human capital [34][71] - The company anticipates total written premiums for 2021 to be between $1.48 billion and $1.55 billion, representing organic growth of 38% to 44% [68] - Management acknowledged potential challenges to ancillary revenue growth in 2021 due to the unpredictability of contingent commissions [68][69] Other Important Information - Goosehead achieved an industry-leading client retention rate of 88% [16][33] - The company reported a net promoter score of 92, indicating high customer satisfaction [31] Q&A Session Summary Question: Can you unpack the total written premium growth guidance for next year? - Management explained that the guidance is based on various factors including geography and franchise tenure, and they do not anticipate a decrease in productivity for 2021 [74] Question: What are the main inputs driving contingent commissions? - Management noted that volume growth rates and underwriting profitability are key components influencing contingent commissions [80][82] Question: How will the recent weather events in Texas impact the company? - Management indicated that they view the surge in demand for services as backlog rather than lost demand, and they are well-equipped to manage the situation [92][96] Question: Is there a significant margin differential between ancillary revenues and core revenues? - Management confirmed that while ancillary revenues are high margin, they are also very unreliable [101] Question: How does the expansion of carrier relationships impact commission revenues? - Management stated that they focus on working with meaningful carriers and that the commission rates are stable across their product spectrum [106]

Goosehead Insurance, Inc. (NASDAQ:GSHD) Q3 2020 Earnings Conference Call October 29, 2020 4:30 PM ET Company Participants Daniel Farrell - Vice President of Capital Markets Mark Jones - Chairman and Chief Executive Officer Michael Colby - President and Chief Operating Officer Mark Colby - Chief Financial Officer Conference Call Participants Mark Dwelle - RBC Capital Markets LLC Meyer Shields - Keefe, Bruyette & Woods, Inc. Adam Klauber - William Blair & Co. Operator Thank you for standing by. This is the co ...

Financial Data and Key Metrics Changes - Total written premiums increased by 41% to $274 million compared to Q2 2019, with Franchise premium growth of 47% to $191 million and Corporate segment premium growth of 29% to $83 million [36][38] - Revenues for Q2 2020 were $29.9 million, up 54% from the prior year, with core revenues increasing by 41% [38] - Adjusted EBITDA for the quarter was $9.8 million, compared to $4.7 million in the prior year, reflecting strong core revenue and margin improvement [42] Business Line Data and Key Metrics Changes - The Franchise Channel generated core revenues of $10.4 million, an increase of 51% from the previous year, driven by strong growth in new business and renewal royalty fees [38] - Corporate Channel core revenues were $14.4 million, a 35% increase from the prior year, supported by an increase in agents and high retention levels [40] Market Data and Key Metrics Changes - The company had over 590,000 policies in force, a 45% increase from one year ago, indicating strong market penetration and growth [37] - The mix of business is shifting towards the Franchise Channel, which is expected to drive significant future revenue growth as new business premiums convert to renewal premiums [36] Company Strategy and Development Direction - The company is focused on long-term value creation and maintaining a client-centered approach, leveraging technology to enhance client and agent experiences [8][10] - Investments in technology and human capital are prioritized to sustain organic growth and expand market share in the personal lines market [22][24] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's ability to deliver consistent growth despite economic uncertainty, raising guidance for total written premiums and revenue for 2020 [45][46] - The company remains committed to making strategic investments in technology and talent to maintain its competitive advantage [22][24] Other Important Information - A special cash dividend of $42 million or $1.15 per share was approved, to be paid on August 24, 2020 [44] - The company has a strong cash position with $54.3 million in cash and cash equivalents and an unused line of credit of $19.7 million [43] Q&A Session Summary Question: Changes in customer behavior due to recession - Management noted no significant changes in consumer behavior, with premium rebates from carriers helping to maintain policy retention [50] Question: Impact of technology initiatives on expenses - There is an uptick in technology expenses, but it is proportional to revenue growth and not expected to cause a significant increase in overall costs [51][52] Question: Expense savings from reduced travel - The company repurposed savings from reduced travel expenses into incentives for the service team, resulting in positive outcomes [55][56] Question: Equity-based compensation increase - The increase in equity-based compensation is related to stock options awarded to the Managing Director team and is not expected to fluctuate significantly in the near term [60][63] Question: Contingent commissions and profitability - Management indicated that contingent commissions were booked conservatively this quarter, with positive results expected as the year progresses [65] Question: Recruiting agents from other industries - New recruits from outside the industry are seen as more coachable and adaptable, providing a broader talent pool without the burden of existing bad habits [66]

Goosehead Insurance, Inc. (NASDAQ:GSHD) Q1 2020 Results Conference Call April 30, 2020 4:30 PM ET Company Participants Dan Farrell - Vice President of Capital Markets Mark Jones - Chairman and Chief Executive Officer Michael Colby - President and Chief Operating Officer Mark Colby - Chief Financial Officer Conference Call Participants Meyer Shields - KBW Mark Dwelle - RBC Capital Markets Operator Thank you for standing by. This is the conference operator. Welcome to the Goosehead Insurance First Quarter 202 ...

UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 FORM 10-K ☒ ANNUAL REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the fiscal year ended December 31, 2019 ☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the transition period from to Commission file number 001-38466 GOOSEHEAD INSURANCE, INC. (Exact name of registrant as specified in its charter) Delaware 82-3886022 (State or other jurisdiction of incorpor ...

Financial Data and Key Metrics Changes - For the full-year 2019, premiums placed were $739 million, representing a 45% increase from 2018, exceeding the guidance range of 38% to 42% growth [12] - Revenue for the fourth quarter grew 59% to $23.4 million, while if reported under ASC 605, revenue would have grown 39% to $20.4 million [64] - Adjusted EBITDA for the full-year was $17.5 million, with an adjusted EBITDA margin of 23% under ASC 606, compared to 27% under ASC 605 [76] Business Line Data and Key Metrics Changes - The Franchise Channel generated revenues of $11 million in the fourth quarter, growing 54% to $9.5 million if reported under ASC 605 [69] - Corporate Channel revenues were $12.2 million in the fourth quarter, increasing 28% to $10.9 million if reported under ASC 605 [72] - Total written premiums for the full-year were $739 million, also an increase of 45%, with the Franchise Channel accounting for 67% of premiums compared to 62% in 2018 [67] Market Data and Key Metrics Changes - The company had over 482,000 policies in force, a 44% increase from one year ago [69] - Non-Texas franchises grew 71% year-over-year, now accounting for 76% of total franchises [71] - The Corporate Channel sales headcount increased by 49% to 248 agents [73] Company Strategy and Development Direction - The company continues to focus on long-term growth, prioritizing investments in people and technology to sustain high revenue growth [18][74] - The balance of the business is shifting towards the Franchise Channel, which is expected to yield higher margin revenue growth in the future [68] - The company plans to maintain an efficient capital structure while preserving balance sheet flexibility amid market uncertainties [29][80] Management's Comments on Operating Environment and Future Outlook - Management has seen no negative impact from the coronavirus, with strong lead flow and productivity [30][32] - The company anticipates that any potential negative impacts from the coronavirus will be temporary, maintaining optimism for long-term prospects [32] - Management is taking prudent actions to minimize potential disruptions, including preparing for remote work if necessary [31][32] Other Important Information - The company raised $85 million in new debt, with plans to use a portion to pay down existing notes payable [28][81] - The company has increased its internal technology development team by 80% compared to a year ago, emphasizing the importance of innovation [48] Q&A Session Summary Question: Will contingent commissions be restricted to just the third and fourth quarter? - Management indicated that it depends on the nature of the contingency, with better data available in the latter half of the year [84] Question: Is there any seasonality in terms of when investments will emerge in 2020? - Investments are made throughout the year, with no expected step function increase [86] Question: Can the company provide a breakdown between Corporate Channel and Franchise Channel commissions? - Management confirmed that a breakdown is available in the supplemental schedules of the earnings release [92] Question: How is the churn rate for franchises outside Texas compared to 2018? - The churn rate has decreased to 12%, accounting for only 1% to 2% of new business generated [116] Question: Did the company add any cushion in guidance for potential impacts from the coronavirus? - Management stated that there is some cushion in the guidance, but they are confident of minimal impact [112]

Q goosehead*" INSURANCE ICR Conference January 2020 Disclaimer This presentation may contain forward-looking statements. You should not rely upon forward-looking statements as predictions of future events. All statements other than statements of historical facts contained in this presentation, including information concerning our possible or assumed future results of operations and expenses, business strategies and plans, competitive position, business and industry environment and potential growth opportuni ...