• Goosehead Insurance, Inc. Announces Second Quarter 2021 Results and Will Demonstrate Digital Agent Platform

    Source: Nasdaq GlobeNewswire / 28 Jul 2021 16:01:01   America/New_York

       Total Revenue Growth of 28% and Core Revenue Growth of 40% over the Prior Year Period –
    – Total Written Premium Growth of 46% over the Prior Year Period  
       Total Franchises and Corporate Sales Headcount Grew 59% and 43%, Respectively  
       Record High Client Retention of 89%  
    – Policies in Force Growth of 48% over the Prior Year Period –
    – Special Dividend of $60 Million Declared –

    WESTLAKE, Texas, July 28, 2021 (GLOBE NEWSWIRE) -- Goosehead Insurance, Inc. (“Goosehead” or the “Company”) (NASDAQ: GSHD), a rapidly growing independent personal lines insurance agency, today announced results for the second quarter ended June 30, 2021.

    Second Quarter 2021 Highlights

    • Total Revenues grew organically 28% to $38.2 million in the second quarter of 2021
    • Core Revenues* of $34.7 million increased 40% over the prior year period
    • Second quarter net income of $3.1 million; net income attributable to Goosehead Insurance, Inc. of $1.5 million or $0.08 per basic share and $0.07 per diluted share
    • Second quarter Adjusted EBITDA* of $6.8 million.
    • Second quarter Adjusted EPS* of $0.13 per share.
    • Total written premiums placed increased 46% from the prior-year period to $399 million
    • Policies in force grew 48% from the prior-year period to 872,000
    • Corporate sales headcount of 452 was up 43% year-over-year
    • Total franchises increased 59% compared to the prior year period to 1,801; operating franchises grew 47% compared to the prior-year period to 1,072

    *Core Revenue, Adjusted EPS, and Adjusted EBITDA are non-GAAP measures. Reconciliations of Core Revenue to total revenues, Adjusted EBITDA to net income and Adjusted EPS to basic earnings per share, the most directly comparable financial measures presented in accordance with GAAP, are set forth in the reconciliation table accompanying this release.

    “Our second quarter of 2021 saw continued momentum in our business and further reinforces our formidable and expanding competitive moat,” stated Mark E. Jones, Chairman and CEO. “We achieved these strong growth levels while continuing to deliver an unmatched client experience as evidenced by our 92 net promoter score which drove a record level of client retention of 89%. We are very excited to launch our Digital Agent Platform in the coming weeks. We believe this innovative proprietary platform will be highly differentiated from any competitive offering in the marketplace, providing an effortless insurance shopping experience that leverages artificial intelligence driven by our accumulated experience of millions of quotes prepared by our professional agents. With as little as three data points – name, address, and date of birth – clients will be able to generate accurate home and auto quotes online from multiple carriers in less than 60 seconds. We are excited to demonstrate this platform during our Q2 results call this afternoon. We believe this powerful technology will be accretive to revenue over time, strengthen our existing go-to-market strategy through lenders, realtors and client referrals, and enhance the value proposition for our clients, agents and franchises.”

    Second Quarter 2021 Results
    For the second quarter of 2021, revenues were $38.2 million, an increase of 28% compared to the corresponding period in 2020. Core Revenues, a non-GAAP measure which excludes contingent commissions and initial franchise fees, were $34.7 million, a 40% increase from $24.7 million in the prior year period. Core Revenues are the most reliable revenue stream for the Company, consisting of New Business Commissions, Agency Fees, New Business Royalty Fees, Renewal Commissions, and Renewal Royalty Fees. Core Revenue growth was driven by growth in the number of corporate agents and operating franchises (which were driven by investments in our recruiting team in 2019 and prior), productivity improvements in the Franchise Channel, and increasingly high levels of retention of 89%. The Company grew total written premiums, which we consider to be the leading indicator of future revenue growth, by 46% in the second quarter.

    Total operating expenses for the second quarter of 2021 were $34.4 million, up 54% from $22.3 million in the prior-year period. The increase from the prior period was due to larger employee compensation and benefits expenses related to ongoing investments in our corporate agents, agent support team, service agents, and information systems developers. Also, we continued to expand our real estate footprint with additional office openings, plus additional investments in our technology roadmap, including finalizing our Digital Agent Platform and enhancements to our client-facing portal, which grew the Company’s general and administrative expenses for the quarter.

    Net income for the second quarter of 2021 was $3.1 million. We expect to continue to experience seasonality in our earnings throughout each year due to insurance sales patterns and recognition of contingent commissions, with the bulk of contingents realized in the fourth quarter. Net income attributable to Goosehead Insurance, Inc. for the second quarter of 2021 was $1.5 million, or $0.08 per basic share and $0.07 per diluted share. Total Adjusted EBITDA was $6.8 million for the second quarter of 2021. Adjusted EPS for the second quarter of 2021, which excludes equity-based compensation, was $0.13 per share.

    Liquidity and Capital Resources
    During the second quarter, the Company generated $12.1 million of operating cash flow, which brought the balance of cash and cash equivalents to $35.0 million as of June 30, 2021. We also had an unused line of credit of $19.7 million at quarter end. Total outstanding term note payable balance was $77.0 million as of June 30, 2021.

    On July 21, 2021, the company refinanced its $25 million revolving credit facility and $77 million term note payable to a $50 million revolving facility, which will be partially drawn in advance of the dividend payment, and a $100 million term note payable agreement.

    Special Dividend
    Goosehead also announced today that Goosehead Financial, LLC declared a special dividend of $60 million payable in cash on August 23, 2021 to holders of LLC Units of record, including Goosehead Insurance, Inc., as of the close of business on August 9, 2021. In addition, Goosehead Insurance announced today that its Board of Directors declared a special cash dividend of an estimated $1.63 per share on the Company’s Class A common stock.

    2021 Outlook
    Based on our experience to date, the Company is reiterating its full-year 2021 outlook with respect to total written premiums and revenue:

    • Total written premiums placed for 2021 are expected to be between $1.50 billion and $1.56 billion, representing organic growth of 40% on the low end of the range to 45% on the high end of the range.
    • Total revenues for 2021 are expected to be between $146 million and $156 million, representing organic growth of 25% on the low end of the range to 33% on the high end of the range.

    Conference Call Information
    Goosehead will host a conference call and webcast today at 4:30 PM ET to discuss these results.

    The dial-in number for the conference call is (855) 327-6837 (toll-free) or (631) 891-4304 (international). Please dial the number 10 minutes prior to the scheduled start time.

    In addition, a live webcast of the conference call will also be available on Goosehead’s investor relations website at http://ir.gooseheadinsurance.com.

    A webcast replay of the call will be available at http://ir.gooseheadinsurance.com for one year following the call.

    About Goosehead
    Goosehead (NASDAQ: GSHD) is a rapidly growing and innovative independent personal lines insurance agency that distributes its products and services throughout the United States.   Goosehead was founded on the premise that the consumer should be at the center of our universe and that everything we do should be directed at providing extraordinary value by offering broad product choice and a world-class service experience.   Goosehead represents over 140 insurance companies that underwrite personal lines and small commercial lines risks, and its operations include a network of eleven corporate sales offices and over 1,801 operating and contracted franchise locations. For more information, please visit gooseheadinsurance.com.

    Forward-Looking Statements

    This press release may contain various “forward-looking statements” within the meaning of the Private Securities Litigation Reform Act of 1995, which represent Goosehead’s expectations or beliefs concerning future events. Forward-looking statements are statements other than historical facts and may include statements that address future operating, financial or business performance or Goosehead’s strategies or expectations. In some cases, you can identify these statements by forward-looking words such as “may”, “might”, “will”, “should”, “expects”, “plans”, “anticipates”, “believes”, “estimates”, “predicts”, “projects”, “potential”, “outlook” or “continue”, or the negative of these terms or other comparable terminology. Forward-looking statements are based on management’s current expectations and beliefs and involve significant risks and uncertainties that could cause actual results, developments and business decisions to differ materially from those contemplated by these statements.

    Factors that could cause actual results or performance to differ from the expectations expressed or implied in such forward-looking statements include, but are not limited to, conditions impacting insurance carriers or other parties with which Goosehead does business, the economic effects of the COVID-19 pandemic, the loss of one or more key executives or an inability to attract and retain qualified personnel and the failure to attract and retain highly qualified franchisees. These risks and uncertainties also include, but are not limited to, those described under the captions “1A. Risk Factors” in Goosehead’s Annual Report on Form 10-K for the year ended December 31, 2020 and in Goosehead’s other filings with the SEC, which are available free of charge on the Securities Exchange Commission's website at: www.sec.gov. Should one or more of these risks or uncertainties materialize, or should underlying assumptions prove incorrect, actual results may vary materially from those indicated. All forward-looking statements and all subsequent written and oral forward-looking statements attributable to Goosehead or to persons acting on behalf of Goosehead are expressly qualified in their entirety by reference to these risks and uncertainties. You should not place undue reliance on forward-looking statements. Forward-looking statements speak only as of the date they are made, and Goosehead does not undertake any obligation to update them in light of new information, future developments or otherwise, except as may be required under applicable law.

    Contacts
    Investor Contact:
    Dan Farrell
    Goosehead Insurance - VP Capital Markets
    Phone: (214) 838-5290
    Email: dan.farrell@goosehead.com; IR@goosehead.com;

    PR Contact:
    Mission North for Goosehead Insurance
    Email: goosehead@missionnorth.com; PR@goosehead.com

    Goosehead Insurance, Inc.
    Consolidated Statements of Operations
    (Unaudited)
    (In thousands, except per share amounts)

      Three Months Ended
    June 30,
     Six Months Ended
    June 30,
      2021 2020 2021 2020
    Revenues:        
    Commissions and agency fees         $21,053   $18,248   $38,587   $30,059  
    Franchise revenues         16,841   11,484   30,274   19,929  
    Interest income         279   192   540   361  
    Total revenues         38,173   29,924   69,401   50,349  
    Operating Expenses:        
    Employee compensation and benefits         22,475   15,904   43,784   29,407  
    General and administrative expenses         10,134   5,364   19,408   11,236  
    Bad debts         646   319   1,093   628  
    Depreciation and amortization         1,132   712   2,132   1,252  
    Total operating expenses         34,387   22,299   66,417   42,523  
    Income from operations         3,786   7,625   2,984   7,826  
    Other Income (Expense):        
    Other income 119      139   66  
    Interest expense         (546)  (479)  (1,147)  (1,083) 
    Income before taxes         3,359   7,146   1,976   6,809  
    Tax expense (benefit)         223   (240)  (71)  (281) 
    Net income         3,136   7,386   2,047   7,090  
    Less: net income attributable to non-controlling interests         1,649   4,007   956   3,867  
    Net income attributable to Goosehead Insurance, Inc.         $1,487   $3,379   $1,091   $3,223  
    Earnings per share:        
    Basic         $0.08   $0.21   $0.06   $0.20  
    Diluted         $0.07   $0.19   $0.05   $0.18  
    Weighted average shares of Class A common stock outstanding        
    Basic         18,774   16,458   18,574   16,011  
    Diluted         20,367   17,947   20,251   17,432  
                     

    Goosehead Insurance, Inc.
    Consolidated Supplemental Statements of Operations
    (Unaudited)
    (In thousands, except per share amounts)

      Three Months Ended June 30, Six Months Ended June 30,
      2021 2020 2021 2020
    Revenues:        
    Core Revenue:        
    Renewal Commissions(1)         $10,310   $7,718   $18,067   $13,451  
    Renewal Royalty Fees(2)         11,670   7,903   20,416   13,289  
    New Business Commissions(1)         5,944   4,329   10,560   7,662  
    New Business Royalty Fees(2)         3,680   2,599   6,837   4,647  
    Agency Fees(1)         3,105   2,185   5,529   3,871  
    Total Core Revenue         34,709   24,734   61,409   42,920  
    Cost Recovery Revenue:              
    Initial Franchise Fees(2)         1,458   901   2,890   1,879  
    Interest Income         279   192   540   361  
    Total Cost Recovery Revenue         1,737   1,093   3,430   2,240  
    Ancillary Revenue:              
    Contingent Commissions(1)         1,694   4,016   4,431   5,075  
    Other Income(2)         33   81   131   114  
    Total Ancillary Revenue         1,727   4,097   4,562   5,189  
    Total Revenues         38,173   29,924   69,401   50,349  
    Operating Expenses:        
    Employee compensation and benefits         22,475   15,904   43,784   29,407  
    General and administrative expenses         10,134   5,364   19,408   11,236  
    Bad debts         646   319   1,093   628  
    Depreciation and amortization         1,132   712   2,132   1,252  
    Total operating expenses         34,387   22,299   66,417   42,523  
    Income from operations         3,786   7,625   2,984   7,826  
    Other Income (Expense):        
    Other income         119      139   66  
    Interest expense         (546)  (479)  (1,147)  (1,083) 
    Income before taxes         3,359   7,146   1,976   6,809  
    Tax (benefit) expense         223   (240)  (71)  (281) 
    Net Income         3,136   7,386   2,047   7,090  
    Less: net income attributable to non-controlling interests         1,649   4,007   956   3,867  
    Net Income attributable to Goosehead Insurance Inc.         $1,487   $3,379   $1,091   $3,223  
             
    Earnings per share:        
    Basic         $0.08    0.21    0.06    0.20   
    Diluted         $0.07    0.19    0.05    0.18   
    Weighted average shares of Class A common stock outstanding        
    Basic         18,774    16,458    18,574    16,011   
    Diluted         20,367    17,947    20,251    17,432   

    (1) Renewal Commissions, New Business Commissions, Agency Fees, and Contingent Commissions are included in "Commissions and agency fees" as shown on the Consolidated statements of operations within Goosehead’s Form 10-Q for the three and six months ended June 30, 2021 and 2020.
    (2) Renewal Royalty Fees, New Business Royalty Fees, Initial Franchise Fees, and Other Income are included in "Franchise revenues" as shown on the Consolidated statements of operations within Goosehead’s Form 10-Q for the three and six months ended June 30, 2021 and 2020.

    Goosehead Insurance, Inc.
    Segment Information
    (Unaudited)
    (In thousands, except per share amounts)

      Three Months Ended June 30, 2021
      Franchise
    Channel
     Corporate
    Channel
     Other Total
    Revenues:        
    Core Revenue:        
    Renewal Commissions(1)         $   $10,310   $   $10,310  
    Renewal Royalty Fees(2)         11,670         11,670  
    New Business Commissions(1)            5,944      5,944  
    New Business Royalty Fees(2)         3,680         3,680  
    Agency Fees(1)            3,105      3,105  
    Total Core Revenue         15,350   19,359      34,709  
    Cost Recovery Revenue:        
    Initial Franchise Fees(2)         1,458         1,458  
    Interest Income         279         279  
    Total Cost Recovery Revenue         1,737         1,737  
    Ancillary Revenue:        
    Contingent Commissions(1)         1,136   558      1,694  
    Other Income(2)         33         33  
    Total Ancillary Revenue         1,169   558      1,727  
    Total Revenues         18,256   19,917      38,173  
    Operating expenses:        
    Employee compensation and benefits, excluding equity based compensation         8,020   12,603      20,623  
    General and administrative expenses         4,927   4,402   805   10,134  
    Bad debts         135   511      646  
    Total Operating Expenses         13,082   17,516   805   31,403  
    Adjusted EBITDA         5,174   2,401   (805)  6,770  
    Other income (expense)         11   108      119  
    Equity based compensation               (1,852)  (1,852) 
    Interest expense               (546)  (546) 
    Depreciation and amortization         (728)  (404)     (1,132) 
    Taxes               (223)  (223) 
    Net income         $4,457   $2,105   $(3,426)  $3,136  
    June 30, 2021:        
    Total Assets         $94,489   $44,332   $99,182   $238,003  

    (1) Renewal Commissions, New Business Commissions, Agency Fees, and Contingent Commissions are included in "Commissions and agency fees" as shown on the Consolidated statements of operations within Goosehead’s Form 10-Q for the three months ended June 30, 2021 and 2020.
    (2) Renewal Royalty Fees, New Business Royalty Fees, Initial Franchise Fees, and Other Income are included in "Franchise revenues" as shown on the Consolidated statements of operations within Goosehead’s Form 10-Q for the three months ended June 30, 2021 and 2020.

      Six Months Ended June 30, 2021
      Franchise
    Channel
     Corporate
    Channel
     Other Total
    Revenues:        
    Core Revenue:        
    Renewal Commissions(1)         $   $18,067   $   $18,067  
    Renewal Royalty Fees(2)         20,416         20,416  
    New Business Commissions(1)            10,560      10,560  
    New Business Royalty Fees(2)         6,837         6,837  
    Agency Fees(1)            5,529      5,529  
    Total Core Revenue         27,253   34,156      61,409  
    Cost Recovery Revenue:        
    Initial Franchise Fees(2)         2,890         2,890  
    Interest Income         540         540  
    Total Cost Recovery Revenue         3,430         3,430  
    Ancillary Revenue:        
    Contingent Commissions(1)         3,252   1,179      4,431  
    Other Income(2)         131         131  
    Total Ancillary Revenue         3,383   1,179      4,562  
    Total Revenues         34,066   35,335      69,401  
    Operating expenses:        
    Employee compensation and benefits, excluding equity based compensation         15,589   24,402      39,991  
    General and administrative expenses         9,140   8,908   1,360   19,408  
    Bad debts         296   797      1,093  
    Total Operating Expenses         25,025   34,107   1,360   60,492  
    Adjusted EBITDA         9,041   1,228   (1,360)  8,909  
    Other income         31   108      139  
    Equity based compensation               (3,793)  (3,793) 
    Interest expense               (1,147)  (1,147) 
    Depreciation and amortization         (1,375)  (757)     (2,132) 
    Income tax benefit               71   71  
    Net income         $7,697   $579   $(6,229)  $2,047  
    June 30, 2021:        
    Total Assets         $94,489   $44,332   $99,182   $238,003  

    (1) Renewal Commissions, New Business Commissions, Agency Fees, and Contingent Commissions are included in "Commissions and agency fees" as shown on the Consolidated statements of operations within Goosehead’s Form 10-Q for the six months ended June 30, 2021 and 2020.
    (2) Renewal Royalty Fees, New Business Royalty Fees, Initial Franchise Fees, and Other Income are included in "Franchise revenues" as shown on the Consolidated statements of operations within Goosehead’s Form 10-Q for the six months ended June 30, 2021 and 2020.

    Goosehead Insurance, Inc.
    Consolidated Balance Sheets
    (Unaudited)
    (In thousands, except per share amounts)

      June 30, December 31,
      2021 2020
    Assets    
    Current Assets:    
    Cash and cash equivalents         $34,975   $24,913  
    Restricted cash         1,551   1,323  
    Commissions and agency fees receivable, net         6,063   18,604  
    Receivable from franchisees, net         2,724   2,100  
    Prepaid expenses         7,394   3,705  
    Total current assets         52,707   50,645  
    Receivable from franchisees, net of current portion         23,354   18,179  
    Property and equipment, net of accumulated depreciation         22,618   16,650  
    Right-of-use asset         34,207   22,513  
    Intangible assets, net of accumulated amortization         1,756   549  
    Deferred income taxes, net         98,114   73,363  
    Other assets         5,247   3,938  
    Total assets         $238,003   $185,837  
    Liabilities and Stockholders’ Equity    
    Current Liabilities:    
    Accounts payable and accrued expenses         $7,884   $8,101  
    Premiums payable         1,551   1,323  
    Lease liability         4,360   3,203  
    Contract liabilities         5,189   4,233  
    Note payable         5,000   3,500  
    Total current liabilities         23,984   20,360  
    Lease liability, net of current portion         48,549   32,933  
    Note payable, net of current portion         76,539   79,408  
    Contract liabilities, net of current portion         36,200   29,968  
    Liabilities under tax receivable agreement, net of current portion         80,232   61,572  
    Total liabilities         265,504   224,241  
    Class A common stock, $0.01 par value per share - 300,000 shares authorized, 19,209 shares issued and outstanding as of June 30, 2021, 18,304
    shares issued and outstanding as of December 31, 2020        
     191   183  
    Class B common stock, $0.01 par value per share - 50,000 shares authorized, 17,586 issued and outstanding as of June 30, 2021, 18,447
    shares issued and outstanding as of December 31, 2020        
     176   184  
    Additional paid in capital         36,579   29,371  
    Accumulated deficit         (33,527)  (34,614) 
    Total stockholders' equity         3,419   (4,876) 
    Non-controlling interests         (30,920)  (33,528) 
    Total equity         (27,501)  (38,404) 
    Total liabilities and equity         $238,003   $185,837  
               

    Goosehead Insurance, Inc.
    Reconciliation Non-GAAP Measures to GAAP

    This release includes Core Revenue, Cost Recovery Revenue, Ancillary Revenue, Adjusted EBITDA, Adjusted EBITDA Margin and Adjusted EPS that are not required by, nor presented in accordance with, generally accepted accounting principles in the United States (“GAAP”). The Company refers to these measures as “non-GAAP financial measures.” The Company uses these non-GAAP financial measures when planning, monitoring and evaluating its performance and considers these non-GAAP financial measures to be useful metrics for management and investors to facilitate operating performance comparisons from period to period by excluding potential differences caused by variations in capital structures, tax position, depreciation, amortization and certain other items that the Company believes are not representative of its core business. The Company uses Core Revenue, Cost Recovery Revenue, Ancillary Revenue, Adjusted EBITDA, Adjusted EBITDA Margin and Adjusted EPS for business planning purposes and in measuring its performance relative to that of its competitors.

    These non-GAAP financial measures are defined by the Company as follows:

    • "Core Revenue" is a supplemental measure of our performance and includes Renewal Commissions, Renewal Royalty Fees, New Business Commissions, New Business Royalty Fees, and Agency Fees. We believe that Core Revenue is an appropriate measure of operating performance because it summarizes all of our revenues from sales of individual insurance policies.
    • "Cost Recovery Revenue" is a supplemental measure of our performance and includes Initial Franchise Fees and Interest Income. We believe that Cost Recovery Revenue is an appropriate measure of operating performance because it summarizes revenues that are viewed by management as cost recovery mechanisms.
    • "Ancillary Revenue" is a supplemental measure of our performance and includes Contingent Commissions and Other Income. We believe that Ancillary Revenue is an appropriate measure of operating performance because it summarizes revenues that are ancillary to our core business.
    • "Adjusted EBITDA" is a supplemental measure of the Company's performance. We believe that Adjusted EBITDA is an appropriate measure of operating performance because it eliminates the impact of items that do not relate to business performance. Adjusted EBITDA is defined as net income (the most directly comparable GAAP measure) before interest, income taxes, depreciation and amortization, adjusted to exclude equity-based compensation and other non-operating items, including, among other things, certain non-cash charges and certain non-recurring or non-operating gains or losses.
    • "Adjusted EBITDA Margin" is Adjusted EBITDA as defined above, divided by total revenue excluding other non-operating items. Adjusted EBITDA Margin is helpful in measuring profitability of operations on a consolidated level.
    • "Adjusted EPS" is a supplemental measure of our performance, defined as earnings per share (the most directly comparable GAAP measure) before non-recurring or non-operating income and expenses. Adjusted EPS is a useful measure to management because it eliminates the impact of items that do not relate to business performance and helps measure our profitability on a consolidated level.

    While the Company believes that these non-GAAP financial measures are useful in evaluating its business, this information should be considered as supplemental in nature and is not meant as a substitute for revenues, net income, or earnings per share, in each case as recognized in accordance with GAAP. In addition, other companies, including companies in the Company’s industry, may calculate such measures differently, which reduces their usefulness as comparative measures.

    The following tables show a reconciliation from total revenues to Core Revenue, Cost Recovery Revenue, and Ancillary Revenue (non-GAAP basis) for the three and six months ended June 30, 2021 and 2020 (in thousands):

     Three Months Ended June 30, Six Months Ended June 30,
     2021 2020 2021 2020
    Total Revenues$38,173   $29,924   $69,401   $50,349  
            
    Core Revenue:       
    Renewal Commissions(1)        $10,310  $7,718  $18,067  $13,451 
    Renewal Royalty Fees(2)        11,670  7,903  20,416  13,289 
    New Business Commissions(1)        5,944  4,329  10,560  7,662 
    New Business Royalty Fees(2)        3,680  2,599  6,837  4,647 
    Agency Fees(1)        3,105  2,185  5,529  3,871 
    Total Core Revenue        34,709  24,734  61,409  42,920 
    Cost Recovery Revenue:       
    Initial Franchise Fees(2)        1,458  901  2,890  1,879 
    Interest Income        279  192  540  361 
    Total Cost Recovery Revenue        1,737  1,093  3,430  2,240 
    Ancillary Revenue:       
    Contingent Commissions(1)        1,694  4,016  4,431  5,075 
    Other Income(2)        33  81  131  114 
    Total Ancillary Revenue        1,727  4,097  4,562  5,189 
    Total Revenues        $38,173  $29,924  $69,401  $50,349 

    (1) Renewal Commissions, New Business Commissions, Agency Fees, and Contingent Commissions are included in "Commissions and agency fees" as shown on the Consolidated statements of operations.
    (2) Renewal Royalty Fees, New Business Royalty Fees, Initial Franchise Fees, and Other Income are included in "Franchise revenues" as shown on the Consolidated statements of operations.

    The following tables show a reconciliation from net income to Adjusted EBITDA and Adjusted EBITDA Margin (non-GAAP basis) for the three and six months ended June 30, 2021 and 2020 (in thousands):

      Three Months Ended
    June 30,
     Six Months Ended
    June 30,
      2021 2020 2021 2020
    Net income (loss)         $3,136   $7,386   $2,047   $7,090  
    Interest expense         546   479   1,147   1,083  
    Depreciation and amortization         1,132   712   2,132   1,252  
    Tax expense (benefit)         223   (240)  (71)  (281) 
    Equity-based compensation         1,852   1,416   3,793   1,914  
    Other income (expense)         (119)     (139)  (66) 
    Adjusted EBITDA         $6,770   $9,753   $8,909   $10,992  
    Adjusted EBITDA Margin(1)         18 % 33 % 13 % 22 %

    (1) Adjusted EBITDA Margin is calculated as Adjusted EBITDA divided by Total Revenue ($6,770 / 38,173) and ($9,753 / 29,924) three months ended June 30, 2021 and 2020. Adjusted EBITDA Margin is calculated as Adjusted EBITDA divided by Total Revenue ($8,909 / 69,401) and ($10,992 / 50,349) six months ended June 30, 2021 and 2020.

    The following tables show a reconciliation from basic earnings per share to Adjusted EPS (non-GAAP basis) for the three and six months ended June 30, 2021 and 2020 (in thousands, except per share amounts). Note that totals may not sum due to rounding:

      Three Months Ended
    June 30,
     Six Months Ended
    June 30,
      2021 2020 2021 2020
    Earnings per share - basic (GAAP)         $0.08  $0.21  $0.06  $0.20 
    Add: equity-based compensation(1)         0.05  0.04  0.10  0.05 
    Adjusted EPS (non-GAAP)         $0.13  $0.25  $0.16  $0.25 

    (1) Calculated as equity-based compensation divided by sum of weighted average Class A and Class B shares [ $1.9 million / ( 18.8 million + 18.0 million )] for the three months ended June 30, 2021 and [ $1.4 million / ( 16.5 million + 20.0 million )] for the three months ended June 30, 2020. Calculated as equity-based compensation divided by sum of weighted average Class A and Class B shares [ $3.8 million / ( 18.6 million + 18.2 million )] for the six months ended June 30, 2021 and [ $1.9 million / ( 16.0 million + 20.4 million )] for the six months ended June 30, 2020.

    Goosehead Insurance, Inc.
    Key Performance Indicators

      June 30, 2021 December 31, 2020 June 30, 2020
    Corporate sales agents < 1 year tenured         266  207  182 
    Corporate sales agents > 1 year tenured         186  157  135 
    Operating franchises < 1 year tenured (TX)         53  43  26 
    Operating franchises > 1 year tenured (TX)         196  185  182 
    Operating franchises < 1 year tenured (Non-TX)         353  285  235 
    Operating franchises > 1 year tenured (Non-TX)         470  378  287 
    Policies in Force         872,000  713,000  590,000 
    Client Retention         89% 88% 88%
    Premium Retention         90% 89% 89%
    QTD Written Premium (in thousands)         $398,920  $285,209  $273,693 
    Net Promoter Score ("NPS")         92  92  90 

     


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