Release Date: April 23, 2025
For the complete transcript of the earnings call, please refer to the full earnings call transcript.
Positive Points
- Goosehead Insurance Inc (GSHD, Financial) reported a 17% year-over-year growth in total revenue and Core Revenue, with Premium growing by 22% and adjusted EBITDA increasing by 32%.
- The company has a vast distribution network with over 400 corporate agents, 1,000 franchises, and 2,500 licensed agents across 48 states, supported by 200-plus carriers.
- Goosehead Insurance Inc (GSHD) is seeing improvements in product availability and price stability in key markets such as Texas, California, and Florida, which is expected to enhance client retention.
- The company is strategically expanding its franchise network by targeting business professionals with capital and helping corporate agents transition to franchise ownership, which has shown promising results.
- Goosehead Insurance Inc (GSHD) is leveraging technology and AI to improve operational efficiency, enhance client experience, and drive profitable growth, including the rollout of a new mobile app and advancements in enterprise sales.
Negative Points
- The buying rate on leads remains below historical averages, directly impacted by product availability and price stability.
- Home closings fell to a 30-year low in 2024, affecting the company's market dynamics.
- The company faces challenges in maintaining high Net Promoter Scores (NPS) due to rising client premiums and increased service demands.
- General and administrative expenses are expected to increase due to ongoing technology investments and initiatives.
- The company is still navigating a hard product market, which has been described as the most challenging in 50 years, impacting growth and retention strategies.
Q & A Highlights
Q: Can you discuss the potential for partnering with large mortgage servicers and your operational capacity to handle such partnerships?
A: Mark Jones, CFO: We are having interesting conversations with several groups in the mortgage servicing space, which has a TAM of 85 million mortgages across 1,000 servicers. We feel optimistic about capturing significant market share in this area, driven by high interest levels from servicers.
Q: What is the opportunity for adjusted EBITDA margin expansion, excluding Contingent Commissions, for the remaining quarters this year?
A: Mark Jones, CFO: Our objective is to grow Core Revenue faster than expenses. The timing depends on when we onboard people and roll out initiatives. We focus on full-year growth rather than quarterly specifics.
Q: Are G&A expenses expected to remain at the current run rate, or will there be changes?
A: Mark Jones, CFO: The growth rate of G&A in Q1 is lower than expected for the rest of the year. We have tech initiatives that should reduce headcount costs and improve client experience, potentially increasing G&A pace.
Q: How are pricing trends affecting retention, and what are you seeing in terms of rate changes in Auto and Home insurance?
A: Mark Jones, CFO: Auto rates are flattening, and Home rates remain higher. Pricing is generally coming down, which improves client retention and product access. We are optimistic about market movements.
Q: How does the macro environment, including potential recessions, affect your revenue and premium guidance?
A: Mark Jones, CFO: Our business is insulated from broader macro effects. Revenue is built into the renewal book, and pricing trends and client retention are improving, so we have no concerns about guidance.
Q: What is causing the decline in NPS scores, and how are you addressing it?
A: Mark Miller, CEO: Our NPS remains above industry standards. The decline is due to rising client premiums. We focus on exceptional client service and are making improvements in service functions.
Q: Can you provide insights into the geographical footprint and pricing stability?
A: Mark Jones, CFO: Texas still has the highest year-over-year price increases, but new entrants are seeing the market as attractive. We expect pricing stability in Texas, where most of our agents are located.
Q: How is Goosehead keeping clients within the ecosystem as they have more options to shop around?
A: Mark Jones, CFO: We offer the best product and price in every market. Our service function and new mobile app enhance client retention by providing easy access to policies and agent communication.
For the complete transcript of the earnings call, please refer to the full earnings call transcript.
