Financial Data and Key Metrics Changes - Total revenues increased by 21% quarter over quarter to $64.1 million, supported by 10.2% organic revenue growth and M&A revenues [2][4] - Adjusted EBITDA grew by 45% to $17 million, expanding margins by 430 basis points to 26.5% [2][5] - Written premium increased by $67.6 million, or 16.9%, over the prior year period to $467.7 million [4][5] - Net income was $9.6 million, up 40% over the prior year period, with an adjusted net income rise of 55% to $13 million [6][7] Business Line Data and Key Metrics Changes - Insurance services grew by $56 million, or 16.5%, while the MGA experienced a growth spike of $11.7 million, or 19.2% [4] - Consolidated written premium retention remained strong at 91%, indicating stability in the client base despite a softening rate environment [4][5] Market Data and Key Metrics Changes - The personal lines market is normalizing with a return of carrier appetite, moderated rate increases, and strong underwriting discipline [2] - The market environment has shifted from hard to soft, impacting renewal rates and premium retention [20][45] Company Strategy and Development Direction - The company is focused on investing in technology initiatives, executing accretive M&A goals, and expanding retail and MGA distribution channels [3][10] - The strategic priorities remain unchanged, emphasizing profitable growth and deepening relationships with carriers and agencies [10] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in achieving full-year 2025 targets, citing a strong balance sheet and ongoing recruiting and acquisition initiatives [8][10] - The company anticipates a double-digit organic growth rate for 2026, driven by same-store sales growth and new program initiatives [20][22] Other Important Information - The company completed the acquisition of Alabama Insurance Agency, adding 23 retail locations and marking expansion into Alabama [3] - Operating cash flow for the quarter was $15 million, with $151 million in cash and no draws on the revolver [8] Q&A Session Summary Question: Clarification on $10 million attributed to other investments - Management clarified that this is related to premium finance operations, which have been funded internally for higher yields [12][13] Question: Expectations for M&A pipeline in 2026 - Management expects to execute M&A earlier in the cycle in 2026 compared to 2025, with a focus on exceeding previous year's activity [15] Question: Insights on market environment and organic growth - Management discussed the impact of transitioning from a hard to soft market, affecting renewal rates and premium retention, with expectations for growth in exposure [18][20] Question: Impact of new agents on growth rate - Newly recruited agents are expected to contribute to organic growth over time, with their impact factored into forecasts [21][22] Question: Trends in MGA channel performance - The MGA channel saw strong premium growth, with commission income growing faster due to new programs launched [27][28] Question: Comparison of EBITDA margins between corporate and Agency in a Box - Corporate locations have higher margins compared to Agency in a Box due to retaining 100% of renewal income [38]
TWFG, Inc.(TWFG) - 2025 Q3 - Earnings Call Transcript