BrokerLink has recently been on a roll, acquiring brokerages month after month and extending its footprint from the east to the west coast. According to the company’s vice-president of acquisitions, Michael Stack (pictured), the spree is far from over.
The goal, Stack explained to Insurance Business, is not simply to grow in size, but to build a network of trusted insurance brokerages “working directly in communities that we serve.” This vision, he said, has guided the company from the start and will continue to shape its approach.
According to Stack, BrokerLink wants to position itself as a top succession option for brokerage principals planning for the future, especially those that “share the company values.”
Stack noted that BrokerLink’s search for acquisition targets extends beyond cultural alignment to include brokerages with unique products, services, and strong technological capabilities. Being a “100 percent owned and operated Canadian company” is another point of differentiation he believes resonates with sellers.
The company’s financial position gives it an advantage in competitive M&A situations, Stack noted.
“We’re in a position of being a cash buyer,” Stack said, adding that this allows BrokerLink to act decisively “whether the economy is up or down” and acquire strong brokerages when the timing is right for both parties.
When it comes to future acquisitions, BrokerLink’s priorities are shaped by both sector expertise and geography. Stack said the company is particularly interested in “tech forward brokers” that have invested in innovation and developed unique technological capabilities, which he sees as a way to enhance the customer experience and strengthen the company’s competitive edge.
Talent is another major consideration. “Talent is… at a premium, and specifically commercial talent in the business,” Stack said, noting that brokerages with a strong mix of commercial expertise and product knowledge are especially attractive. Such acquisitions, he added, not only strengthen service offerings within a newly acquired community but also across BrokerLink’s national network.
Geographically, the company’s recent moves into Manitoba, Saskatchewan, and British Columbia have opened the door for deeper expansion in those markets. With physical locations now established, BrokerLink is looking to build its presence to better serve both existing and future customers in those provinces, he said.
When it comes to integrating newly acquired businesses, BrokerLink takes a flexible approach. Stack stressed that no two transactions are handled in exactly the same way, with each deal tailored to the needs of the brokerage, its employees, and its customers.
In some cases, acquisitions become fully branded BrokerLink locations. In others, the company may retain a long-established local brand – especially when it has deep roots or strong recognition in the community. This adaptability, Stack said, ensures that each integration respects the unique identity and strengths of the acquired business.
To support smooth transitions, BrokerLink has a dedicated team that works closely with the acquired brokerage from the moment the deal is announced. Regional team members provide mentorship and guidance, helping to make the process “a seamless transaction for the customers, and… for the employees.”
The goal, Stack explained, is not only to integrate the new brokerage into BrokerLink’s operations, but also to capture and preserve the best elements of the business so they can enhance the company’s overall offering across Canada.
That tailored approach also applies to BrokerLink’s post-acquisition integration process. While the company has developed a general framework to guide transitions, Stack said each plan is adapted to fit the specific structure and needs of the brokerage, its employees, and its customers.
“We believe… that insurance is about people. This is highlighted by our purpose. We’re here to help people,” he said. With that in mind, BrokerLink creates a separate integration plan for each acquisition, ensuring operational, cultural, and technological support is delivered in a way that works for the individual business.
Where possible, the company follows a similar path across deals to avoid overlooking important steps, but Stack stressed that flexibility is key. “It is unique depending on each transaction structure and the specific needs in that community,” he said.
Beyond business benefits, Stack also sees acquisitions as creating broader opportunities for people and communities. By joining a larger national organization, employees can access career paths that might not exist in smaller brokerages, while communities gain from the increased resources, engagement, and investment that follow, he said.
