Broker Consolidation Reshapes Power Balance for Middle Market Insurers
As fewer, larger brokerage platforms control more premium volume, carriers face mounting pressure to rethink distribution strategy and negotiating leverage, according to a report by RSM US.
Insurance agency M&A has moved through three distinct phases since 2018. From 2018 through early 2020, the market held steady at roughly 700 deals annually and about $4 billion in total transaction value, driven largely by small-to-midsize agencies. The pandemic ushered in a second phase, as low interest rates fueled a surge in deal count while deal values remained close to pre-pandemic norms.
By mid-2022, a third phase emerged, the report said: deal counts normalized amid rising rates, but average deal value climbed sharply from 2023 through 2025 as publicly traded brokers and private equity-backed firms shifted their focus to acquiring large regional brokers.
The result is a distribution landscape increasingly dominated by a shrinking number of expansive brokerage platforms — entities that now command greater access to customer submissions, premium volume and market data. That scale translates directly into leverage, giving consolidated brokers more power to negotiate higher commissions, supplemental compensation deals and preferred-carrier status, according to RSM.
New Risks for Carriers
This shift creates two key challenges for middle market carriers, the report said. First, regulatory asymmetry can squeeze margins: carriers often face lengthy approval processes for admitted-rate changes, while broker-driven cost pressures move much faster, leaving earnings lagging behind.
Second, broker concentration risk is intensifying. As placement decisions consolidate among fewer, larger brokerage organizations, carriers left off a major broker’s preferred panel may lose access to quoting opportunities altogether.
Carriers with heavy reliance on a single broker — or a cluster of brokers under one consolidated platform — risk sudden revenue disruption if that relationship ends. RSM suggests carriers ask where their greatest concentrations lie, how their broker portfolio aligns with risk appetite, and what contingency plans exist if a major distribution partner is lost.
Strategies for Adapting
RSM outlines four ways carriers can respond:
- First, actively manage broker concentration by treating distribution like an investment portfolio, watching for hidden correlation risk when multiple brokers share the same private equity-backed parent.
- Second, rebalance negotiating power by shifting from commission-based to performance-based compensation tied to loss ratios, growth quality, retention and product mix.
- Third, become brokers’ “default market” by delivering speed, predictability and underwriting clarity — while tracking loss ratios by broker to avoid becoming a dumping ground for undesirable risks.
- Fourth, invest in proprietary advantages, such as broker-level performance dashboards and predictive placement insights, to close the information gap that currently favors brokers with cross-carrier pricing visibility.
RSM frames this consolidation not as a passing cycle but as a permanent structural shift in insurance distribution. Carriers that consistently assess broker concentration, sharpen distribution strategy and invest in differentiated underwriting will be best positioned to sustain profitable growth as broker influence continues to grow.
Read the full report here. &

