Financial Data and Key Metrics Changes - The company reported fourth quarter organic revenue growth of 3%, which is below historical performance, with core commissions and fees organic growth at 5% [16] - For the full year, total revenue reached $1.5 billion, with core commission and fee organic revenue growth of 8% and total organic revenue growth of 7% [26] - Adjusted EBITDA for the fourth quarter rose 10% to $69.6 million, with an adjusted EBITDA margin expansion of approximately 100 basis points to 20.1% [28] - The company recorded a GAAP net loss of $43.7 million for the fourth quarter and a full year GAAP net loss of $54.2 million [27] Business Line Data and Key Metrics Changes - In the UCTS segment, organic growth was 16% with adjusted EBITDA margin expansion of approximately 330 basis points [18] - The Main Street segment saw core commission and fees organic revenue growth of 2%, while total organic growth was negative 4% [18] - The IS segment experienced flat core commission and fee organic revenue growth, with total organic revenue growth at -2% [20] Market Data and Key Metrics Changes - The company faced a 22% decline in profit-sharing revenue, largely timing-related, impacting overall organic growth [16] - The Medicare marketplace disruption was a 100 basis point headwind to organic growth in the fourth quarter and a 70 basis point headwind for the full year [17] Company Strategy and Development Direction - The company is focused on leveraging AI to enhance productivity and operational efficiency, positioning itself as a disruptor in the insurance market [10][15] - A 10-year exclusive agreement was signed with Fairway Independent Mortgage Corporation, expected to enhance the embedded insurance distribution strategy [9] - The $3B/30 Catalyst program aims to consolidate technology platforms and infuse AI into workflows to improve client experience and operational efficiency [24] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism for 2026, highlighting strong underlying momentum across all segments and early wins in synergy realization from the CAC Group merger [22][35] - The company anticipates mid-single digit organic growth for 2026, with expectations to reach double-digit growth by the fourth quarter [32][81] - Management acknowledged the challenges faced in 2025 but emphasized the strategic positioning and capabilities built for the current market environment [35][66] Other Important Information - The company announced a $250 million share repurchase plan to take advantage of the current share price dislocation [31] - Adjusted free cash flow for the fourth quarter was $11 million, an 85% increase year-over-year, despite one-time partnership-related costs [29] Q&A Session Summary Question: How does the company view its competitive positioning against AI disruption? - Management believes AI will accelerate the divergence between platforms that own distribution and those that do not, positioning the company favorably as a platform rather than a traditional broker [40][41] Question: What are the expectations regarding market headwinds in 2026? - Management expects continued headwinds through most of 2026, with a gradual return to neutral impact by year-end, particularly in the benefits business [44][46] Question: Can you elaborate on the hiring strategy and its impact on sales velocity? - The company increased investment in frontline revenue-generating talent, which is expected to positively impact sales velocity in 2026 and beyond [53] Question: What is the outlook for organic growth by business segment? - Management indicated that all segments are expected to avoid negative organic growth in 2026, with headwinds incorporated into the guidance [81][84]

Financial Data and Key Metrics Changes - The company reported fourth quarter organic revenue growth of 3%, which is below historical performance, with a 22% decline in profit-sharing revenue largely due to timing issues [16] - Core commissions and fees organic growth was 5% for the fourth quarter and 8% for the full year, while total organic revenue growth was 7% for the full year [16][26] - Adjusted EBITDA for the fourth quarter rose 10% to $69.6 million, with an adjusted EBITDA margin expansion of approximately 100 basis points to 20.1% [28] - Adjusted diluted earnings per share grew 15% to $0.31 per share in the fourth quarter, and for the full year, adjusted net income was $198.9 million, or $1.67 per share, reflecting an 11% growth [27][28] Business Line Data and Key Metrics Changes - In the UCTS segment, organic growth was 16% with adjusted EBITDA margin expansion of approximately 330 basis points, driven by growth in multifamily and commercial umbrella portfolios [18] - The Main Street segment saw core commission and fees organic revenue growth of 2%, while total organic growth was negative 4%, impacted by timing of contingents [18] - The IS segment experienced flat core commission and fee organic revenue growth, with total organic revenue growth at -2%, reflecting timing pressure on contingents and rate headwinds [20] Market Data and Key Metrics Changes - The company faced significant market headwinds, including a 100 basis point headwind to organic growth in the fourth quarter due to disruptions in the Medicare marketplace [17] - The overall market impact swung from a positive 500 basis point tailwind in Q4 2024 to a 10% headwind in Q4 2025, primarily affecting the benefits business [44] Company Strategy and Development Direction - The company is focused on leveraging AI to enhance productivity and operational efficiency, positioning itself as a disruptor in the insurance market [5][10] - The $3B/30 Catalyst program aims to consolidate core technology platforms and infuse AI into workflows to improve client experiences and operational efficiency [24] - The company has been building a diversified, vertically integrated platform designed to thrive in various market cycles, not just favorable ones [24] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism for 2026, highlighting strong underlying momentum across all segments and early wins in synergy realization from recent partnerships [21][36] - The company anticipates mid-single digit organic growth for 2026, with expectations to reach double-digit growth by the fourth quarter as headwinds subside [33][46] - Management acknowledged the need to manage expectations better and emphasized the importance of delivering on financial targets to restore confidence in the stock price [66] Other Important Information - The company signed a 10-year exclusive agreement with Fairway Independent Mortgage Corporation, which is expected to enhance its embedded insurance solutions [9] - Adjusted free cash flow for the fourth quarter was $11 million, an 85% increase year-over-year, while for the full year, it decreased by 5% due to one-time partnership-related costs [29] Q&A Session Summary Question: Can you expand on the competitive positioning regarding AI and embedded solutions? - Management clarified that AI accelerates the divergence between platforms that own distribution and those that merely act as intermediaries, emphasizing their focus on building an insurance platform [40][41] Question: What are the expectations regarding market headwinds in 2026? - Management expects continued headwinds through most of 2026, with a gradual return to neutral impact by year-end, primarily due to rate changes and exposure dynamics [44][46] Question: How has the hiring strategy impacted sales velocity? - Management noted that while the investment in frontline revenue-generating talent increased, the impact on sales velocity would be more evident in 2026 and 2027 due to typical ramp-up times [52] Question: What is the outlook for organic growth by business segment? - Management refrained from providing segment-specific outlooks but confirmed that headwinds are incorporated into the mid-single digit guidance for 2026, with no expectation of negative organic growth in any segment [78]