BrokerLink’s acquisition playbook has changed. Here’s what it’s looking for now

Ask Michael Stack what BrokerLink is looking for in an acquisition target today, and his answer is notably different from what it would have been five years ago.

“As many consolidators started their beginnings, it would have been to add scale,” says Stack, BrokerLink’s vice president of acquisitions. “But the approach has become a lot more disciplined. We’re focused now on differentiated capabilities within the brokerage — talent, technology enablement, specialty expertise, whether it’s in commercial lines or personal lines — and a durable, profitable, recurring revenue stream.”

The shift shows up in its latest two deals: BrokerLink confirmed effective June 1: Wiebe Insurance Brokers Ltd. in Vegreville, Alberta, and MacDougall’s Insurance Agency Limited in Sydney Mines, Nova Scotia

“The biggest acquisition opportunities these days are not always the largest brokerages available,” Stack says, “but more likely the ones that add specialized expertise, strong talent, commercial capabilities, and strategic market density where we currently are or aren’t. These acquisitions strengthen the brokerage platform and create value beyond the immediate revenue we’re acquiring.”

Wiebe, which has served the Vegreville community since 1975, offers farm, crop hail and commercial coverage alongside standard personal lines. MacDougall’s, founded in 1930 and now in its third generation under siblings Allan MacDougall and Jane MacDonald, has been serving Cape Breton Island for nearly a century, with coverage spanning auto, home, commercial, and life and health.

What’s changed on the seller side

Stack says the conversation with principals has also shifted — and not just because of demographics, though that’s part of it. “The ownership of brokerages skews a little older. Many brokers are nearing retirement age, and there tends to be a fairly steady supply of brokers looking to exit without succession options.”

The nature of what sellers want has evolved most. “Five years ago, a compelling offer was really about price,” he says. “Today, a winning pitch is more likely to combine the valuation with credible employee retention, a clear career track for those folks, strong integration capabilities, long-term ownership and market stability within the community, and clear plans for technology and future growth.”

“Sellers’ expectations are shifting from ‘what’s the highest price’ towards ‘who will provide the best overall outcome for me, my employees, my clients, and my community.’ Price still matters, but it’s increasingly only one part of the decision.”

Canadian Underwriter‘s own 2026 National Broker Survey puts numbers to that trend: 50% of brokerage owners now say they would consider offers from consolidators, a significant increase from prior years.

Stack also pushes back on the idea that a brokerage needs to be technologically sophisticated to be an attractive target. “It’s great when we can acquire brokers that are savvy with technology, but our scale enables the ability to add those services or that expertise to the brokerage and to the community. A broker who hasn’t made those investments is able to gain for the people important to them — their employees, their clients, their community — through a partnership with BrokerLink.”

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What drives principals to pick up the phone

What prompts principals to reach out depends on the situation. “Sometimes there’s fatigue in operations,” Stack says. “Sometimes there’s a change in personal or family life. Sometimes brokers are interested in becoming part of something that’s moving forward in a way they’re excited about. It’s unique to each deal.”

What BrokerLink looks for in return goes beyond financials. “One non-negotiable is whether or not they align with our values — respect, integrity, being customer-driven, excellence, and a commitment to generosity. We simply do not do the transaction if those aren’t there. That has never changed, and I don’t see that ever changing.”

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The Intact factor

Community engagement is part of that screen. “We look at their commitment to the local community. Are they engaged? Are they part of the fabric of the community? Our employees live and work in these communities, and we want them to be actively giving back.”

Asked what sets BrokerLink apart from private equity and rival consolidators, Stack points to the company’s relationship with parent Intact Financial Corporation. “IFC is a 100% Canadian company and a long-term investor. We’re a cash buyer — whether the economy is going up or down, we’re ready to acquire brokerages when it’s the right time and the right fit. We take a long view rather than being pressured by today’s interest rates or short-term exit horizons that exist for some of our competitors.”

As for what’s ahead, Stack is straightforward: “I’m looking forward to a busy year in acquisitions at BrokerLink.” For principals weighing their options, his message is simple: “It’s about people and who you’re looking after — your family and your financial future, but also your employees, your clients, and your community. Making sure all of those folks are looked after as well.”

Sonia Sache

Sonia is an award-winning multimedia journalist, producer TV personality and content strategist with more than a decade of experience across television, radio, digital media, and communications.