TWFG Announces Fourth Quarter 2024 and Full Year Results
Rhea-AI Summary
TWFG reported strong Q4 2024 and full-year financial results, with significant growth across key metrics. Q4 total revenues increased 30.8% to $51.7 million, while total written premium rose 20% to $361.4 million. The company achieved a notable organic revenue growth rate of 20.5% for the quarter.
Q4 highlights include net income of $8.2 million (up from $5.2 million YoY), commission income growth of 20.7% to $43.7 million, and a 371.4% increase in contingent income to $5.0 million. Adjusted EBITDA surged 91.7% to $13.8 million, with margin expanding to 26.8%.
For full-year 2024, TWFG reported total revenues of $203.8 million (+18.4% YoY), net income of $28.6 million, and total written premium of $1.5 billion (+18.3% YoY). The company expanded its presence through both recruitment and strategic acquisitions across 15 states. For 2025, TWFG projects revenues between $235-250 million with organic growth rate of 11-16%.
Positive
- Q4 revenue growth of 30.8% to $51.7M
- Q4 Adjusted EBITDA surge of 91.7% to $13.8M
- Q4 organic revenue growth rate of 20.5%
- 371.4% increase in Q4 contingent income to $5.0M
- Strong cash position with $195.8M in cash and cash equivalents
- Unused $50M revolving credit facility capacity
- Geographic expansion across 15 new states
Negative
- Q4 Adjusted Free Cash Flow declined to $5.7M from $6.0M YoY
- New branches won't contribute meaningful revenue for 2-3 years
- Expected slowdown in organic growth rate to 11-16% for 2025
News Market Reaction
On the day this news was published, TWFG declined 5.78%, reflecting a notable negative market reaction.
Data tracked by StockTitan Argus on the day of publication.
– Total Revenues increased
– Total Written Premium increased
– Organic Revenue Growth Rate* of
– Diluted Earnings Per Share and Adjusted Diluted Earnings Per Share* of
– Adjusted EBITDA* increased
THE WOODLANDS, Texas, March 19, 2025 (GLOBE NEWSWIRE) -- TWFG, Inc. (“TWFG”, the “Company” or “we”) (NASDAQ: TWFG), a high-growth insurance distribution company, today announced results for the fourth quarter and the full year ended December 31, 2024.
Fourth Quarter 2024 Highlights
- Total revenues for the quarter increased
30.8% to$51.7 million , compared to$39.6 million in the prior year period - Net income for the quarter was
$8.2 million , compared to$5.2 million in the prior year period - Commission income for the quarter increased
20.7% to$43.7 million , compared to$36.2 million in the prior year period - Contingent income for the quarter increased
371.4% to$5.0 million , compared to$1.1 million in the prior year period - Total Written Premium for the quarter increased
20.0% to$361.4 million , compared to$301.4 million in the prior year period - Organic Revenue Growth Rate* for the quarter was
20.5% - Adjusted Net Income* for the quarter increased
57.0% from the prior year period to$10.5 million , and Adjusted Net Income Margin* for the quarter was20.3% - Adjusted EBITDA* for the quarter increased
91.7% over the prior year period to$13.8 million , and Adjusted EBITDA Margin* for the quarter was to26.8% compared to18.3% in the prior year period - Cash flow from operating activities for the quarter was
$11.6 million , compared to$6.1 million in the prior year period - Adjusted Free Cash Flow* for the quarter was
$5.7 million , compared to$6.0 million in the same prior year period
Full Year 2024 Highlights
- Total revenues for the year increased
18.4% to$203.8 million , compared to$172.0 million in the prior year period - Net income for the year was
$28.6 million , compared to$26.1 million in the prior year period - Commission income for the year increased
15.4% to$183.2 million , compared to$158.7 million in the prior year period - Contingent income for the year increased
113.5% to$8.7 million , compared to$4.1 million in the prior year period - Total Written Premium for the year increased
18.3% to$1.5 billion , compared to$1.2 billion in the prior year period - Organic Revenue Growth Rate* for the year was
14.5% - Adjusted Net Income* for the year increased
9.8% from the prior year period to$33.0 million , and Adjusted Net Income Margin* for the year was16.2% - Adjusted EBITDA* for the year increased
44.7% over the prior year period to$45.3 million , and Adjusted EBITDA Margin* for the year was22.3% compared to18.2% in the prior year period - Cash flow from operating activities for the year was
$40.5 million , compared to$30.2 million in the prior year period - Adjusted Free Cash Flow* for the year was
$28.2 million , compared to$19.7 million in the prior year period
*Organic Revenue Growth Rate, Adjusted Net Income, Adjusted Net Income Margin, Adjusted EBITDA, Adjusted EBITDA Margin, Adjusted Free Cash Flow and Adjusted Diluted Earnings Per Share are non-GAAP measures. Reconciliations of Organic Revenue Growth Rate to total revenue growth rate, Adjusted Net Income and Adjusted EBITDA to net income, Adjusted Diluted Earnings Per Share to diluted earnings per share, and Adjusted Free Cash Flow to cash flow from operating activities, the most directly comparable financial measures presented in accordance with GAAP, are outlined in the reconciliation table accompanying this release.
Gordy Bunch, Founder, Chairman, and CEO said “Our fourth quarter results demonstrate the continued success of our agents, carriers, employees, and business model with total revenues increasing by
In addition, our fourth quarter recruiting efforts continued to outpace our historical growth trends. Our continued expansion throughout the US was fueled by both recruitment of start-up agencies and strategic acquisitions in the following states Colorado, Connecticut, Idaho, Indiana, Missouri, Nevada, New Mexico, Oregon, South Carolina, South Dakota, Tennessee, Utah, Vermont, Washington and Wyoming.
Finally, I want to remind our fellow stockholders that experienced agents typically take between two to three years to become productive. We do not expect the 100-plus new branches we launched in 2024 to have a significant impact on revenues this year or next, but over the long term we expect the agents onboarded in 2024 to contribute meaningfully to our longer-term organic growth.”
Fourth Quarter 2024 Results
For the fourth quarter of 2024, Total Written Premium was
Total commission expense for the fourth quarter of 2024 was
For the fourth quarter of 2024, net income was
Adjusted EBITDA for the fourth quarter was
Cash flow from operating activities for the fourth quarter was
Adjusted Free Cash Flow for the fourth quarter of 2024 was
Liquidity and Capital Resources
As of December 31, 2024, the Company had cash and cash equivalents of
2025 Outlook
Our guidance for the full year 2025 is as follows:
- Organic Revenue Growth rate* for the full year 2025 is expected to be in the range of
11% to16% - Adjusted EBITDA Margin* for the full year 2025 is expected to be in the range of
19% to21% - Total revenues are expected to be between
$235 million and$250 million
The Company is unable to provide a reconciliation to the most directly comparable GAAP measures without unreasonable efforts due to the inherent difficulty in forecasting the timing of items that have not yet occurred, as well as quantifying certain amounts that are necessary for such reconciliation.
*For a definition of Organic Revenue Growth rate and Adjusted EBITDA Margin, see “Non-GAAP Financial Measures” below.
2025 Acquisitions
We began 2025 acquiring two new corporate locations in Ohio and Texas. The new locations are in line with our acquisition expectations for revenue and EBITDA. Our robust pipeline provides us many quality acquisition targets to achieve the remainder of our 2025 M&A goals. Our M&A models included beginning 2025 with acquiring
Conference Call Information
TWFG will host a conference call and webcast tomorrow at 10:00 AM ET to discuss these results.
To access the call by phone, participants should register at this link, where they will be provided with the dial in details. A live webcast of the conference call will also be available on TWFG’s investor relations website at investors.twfg.com. A webcast replay of the call will be available at investors.twfg.com for one year following the call.
About TWFG
TWFG (NASDAQ: TWFG) is a high-growth, independent distribution platform for personal and commercial insurance in the United States and represents hundreds of insurance carriers that underwrite personal lines and commercial lines risks. For more information, please visit twfg.com.
Forward-Looking Statements
This press release contains “forward-looking statements” within the meaning of the Private Securities Litigation Reform Act of 1995 that involve substantial risks and uncertainties. All statements, other than statements of historical fact included in this release, are forward-looking statements. Forward-looking statements give our current expectations relating to our financial condition, results of operations, plans, objectives, future performance, and business. You can identify forward-looking statements by the fact that they do not relate strictly to historical or current facts. In some cases, you can identify these statements by forward-looking words such as “may,” “might,” “will,” “should,” “expects,” “plans,” “anticipates,” “believes,” “estimates,” “outlook,” “predicts,” “potential” or “continue,” the negative of these terms and other comparable terminology. These forward-looking statements, which are subject to risks, uncertainties and assumptions about us, may include projections of our future financial performance, our anticipated growth strategies and anticipated trends in our business. These statements are only predictions based on our current expectations and projections about future events. There are important factors that could cause our actual results, level of activity, performance or achievements to differ materially from the results, level of activity, performance or achievements expressed or implied by the forward-looking statements, including those factors discussed under the captions entitled “Risk factors” and “Management’s Discussion and Analysis of Financial Condition and Results of Operations” in our prospectus (the “IPO Prospectus”) relating to our Registration Statement on Form S-1, as amended (Registration No. 333-280439), filed with the U.S. Securities and Exchange Commission pursuant to Rule 424(b) under the Securities Act of 1933, as amended, and in our other filings with the SEC. You should specifically consider the numerous risks outlined under “Risk factors” in the IPO Prospectus.
Although we believe the expectations reflected in the forward-looking statements are reasonable, we cannot guarantee future results, level of activity, performance or achievements. Moreover, neither we nor any other person assumes responsibility for the accuracy and completeness of any of these forward-looking statements. We undertake no obligation to publicly update or revise any forward-looking statement, whether as a result of new information, future developments or otherwise, except as may be required by law.
Non-GAAP Financial Measures and Key Performance Indicators
Non-GAAP Financial Measures
Organic Revenue, Organic Revenue Growth, Adjusted Net Income, Adjusted Net Income Margin, Adjusted Diluted Earnings Per Share, Adjusted EBITDA, Adjusted EBITDA Margin and Adjusted Free Cash Flow included in this release are not measures of financial performance in accordance with generally accepted accounting principles in the United States of America (“GAAP”) and should not be considered substitutes for GAAP measures, including revenues (for Organic Revenue and Organic Revenue Growth), net income (for Adjusted Net Income, Adjusted Net Income Margin, Adjusted EBITDA and Adjusted EBITDA Margin) diluted earnings per share (Adjusted Diluted Earnings Per Share), and cash flow from operating activities (for Adjusted Free Cash Flow) which we consider to be the most directly comparable GAAP measures. These non-GAAP financial measures have limitations as analytical tools, and when assessing our operating performance, you should not consider these non-GAAP financial measures in isolation or as substitutes for revenues, net income, operating cash flow or other consolidated financial statement data prepared in accordance with GAAP. Other companies may calculate any or all of these non-GAAP financial measures differently than we do, limiting their usefulness as comparative measures.
Organic Revenue. Organic Revenue is total revenue (the most directly comparable GAAP measure) for the relevant period, excluding contingent income, fee income, other income and those revenues generated from acquired businesses with over
Organic Revenue Growth. Organic Revenue Growth is the change in Organic Revenue period-to-period, with prior period results adjusted to include revenues that were excluded in the prior period because the relevant acquired businesses had not reached the twelve-month-owned milestone but have reached the twelve-month owned milestone in the current period. We believe Organic Revenue Growth is an appropriate measure of operating performance because it eliminates the impact of acquisitions, which affects the comparability of results from period to period.
Adjusted Net Income. Adjusted Net Income is a supplemental measure of our performance and is defined as net income (the most directly comparable GAAP measure) before amortization, non-recurring or non-operating income and expenses, including equity-based compensation, adjusted to assume a single class of stock (Class A) and assuming noncontrolling interests do not exist. We believe Adjusted Net Income is a useful measure because it adjusts for the after-tax impact of significant one-time, non-recurring items and eliminates the impact of any transactions that do not directly affect what management considers to be our ongoing operating performance in the period. These adjustments generally eliminate the effects of certain items that may vary from company to company for reasons unrelated to overall operating performance.
We are subject to U.S. federal income taxes, in addition to state, and local taxes, with respect to our allocable share of any net taxable income of TWFG Holding Company, LLC. Adjusted Net Income pre-IPO did not reflect adjustments for income taxes since TWFG Holding Company, LLC is a limited liability company and is classified as a partnership for U.S. federal income tax purposes. Post-IPO, the calculation incorporates the impact of federal and state statutory tax rates on
Adjusted Net Income Margin. Adjusted Net Income Margin is Adjusted Net Income divided by total revenues. We believe that Adjusted Net Income Margin is a useful measurement of operating profitability for the same reasons we find Adjusted Net Income useful and also because it provides a period-to-period comparison of our after-tax operating performance.
Adjusted Diluted Earnings Per Share. Adjusted Diluted Earnings Per Share is Adjusted Net Income divided by diluted shares outstanding after adjusting for the effect of (i) the exchange of
Adjusted EBITDA. Adjusted EBITDA is a supplemental measure of our performance and is defined as EBITDA adjusted to reflect items such as equity-based compensation, interest income, other non-operating and certain nonrecurring items. EBITDA is defined as net income (the most directly comparable GAAP measure) before interest, income taxes, depreciation, and amortization. We believe that Adjusted EBITDA is an appropriate measure of operating performance because it adjusts for significant one-time, non-recurring items and eliminates the ongoing accounting effects of certain capital spending and acquisitions, such as depreciation and amortization, that do not directly affect what management considers to be our ongoing operating performance in the period. These adjustments eliminate the effects of certain items that may vary from company to company for reasons unrelated to overall operating performance. Our measure of Adjusted EBITDA is not necessarily comparable to other similarly titled captions of other companies due to potential inconsistencies in the methods of calculation.
Adjusted EBITDA Margin. Adjusted EBITDA Margin is Adjusted EBITDA divided by total revenue. We believe that Adjusted EBITDA Margin is a useful measurement of operating profitability for the same reasons we find Adjusted EBITDA useful and also because it provides a period-to-period comparison of our operating performance.
Adjusted Free Cash Flow. Adjusted Free Cash Flow is a supplemental measure of our performance. We define Adjusted Free Cash Flow as cash flow from operating activities (the most directly comparable GAAP measure) less cash payments for tax distributions, purchases of property, plant, and equipment and acquisition-related costs. We believe Adjusted Free Cash Flow is a useful measure of operating performance because it represents the cash flow from the business that is within our discretion to direct to activities including investments, debt repayment, and returning capital to stockholders.
The reconciliation of the above non-GAAP measures to their most comparable GAAP financial measure is outlined in the reconciliation table accompanying this release.
Key Performance Indicators
Total Written Premium. Total Written Premium represents, for any reported period, the total amount of current premium (net of cancellation) placed with insurance carriers. We utilize Total Written Premium as a key performance indicator when planning, monitoring, and evaluating our performance. We believe Total Written Premium is a useful metric because it is the underlying driver of the majority of our revenue.
Contacts
Investor Contact:
Gene Padgett, CAO for TWFG
Email: gene.padgett@twfg.com
PR Contact:
Alex Bunch, CMO for TWFG
Email: alex@twfg.com
Consolidated Statements of Income (Unaudited)
(Amounts in thousands, except share and per share data)
| Three Months Ended December 31, | Twelve Months Ended December 31, | ||||||||||||
| 2024 | 2023 | 2024 | 2023 | ||||||||||
| Revenues | |||||||||||||
| Commission income(1) | $ | 43,711 | $ | 36,228 | $ | 183,158 | $ | 158,679 | |||||
| Contingent income | 5,005 | 1,062 | 8,722 | 4,085 | |||||||||
| Fee income(2) | 2,751 | 1,968 | 10,562 | 8,311 | |||||||||
| Other income | 276 | 313 | 1,318 | 968 | |||||||||
| Total revenues | 51,743 | 39,571 | 203,760 | 172,043 | |||||||||
| Expenses | |||||||||||||
| Commission expense | 28,915 | 25,994 | 118,086 | 116,847 | |||||||||
| Salaries and employee benefits | 7,663 | 3,874 | 29,064 | 13,970 | |||||||||
| Other administrative expenses(3) | 4,978 | 2,930 | 16,665 | 10,973 | |||||||||
| Depreciation and amortization | 3,054 | 1,522 | 12,020 | 4,862 | |||||||||
| Total operating expenses | 44,610 | 34,320 | 175,835 | 146,652 | |||||||||
| Operating income | 7,133 | 5,251 | 27,925 | 25,391 | |||||||||
| Interest expense | 98 | 450 | 2,223 | 1,003 | |||||||||
| Interest income | 2,174 | 421 | 4,376 | 891 | |||||||||
| Other non-operating income (expense), net | 1 | (7 | ) | 9 | (17 | ) | |||||||
| Income before tax | 9,210 | 5,215 | 30,087 | 25,262 | |||||||||
| Income tax expense | 1,057 | — | 1,495 | — | |||||||||
| Net income from continuing operations | 8,153 | 5,215 | 28,592 | 25,262 | |||||||||
| Net income from discontinued operation, net of tax | — | — | — | 834 | |||||||||
| Net income | 8,153 | 5,215 | 28,592 | 26,096 | |||||||||
| Less: net income attributable to noncontrolling interests | 6,561 | 5,215 | 25,847 | 26,096 | |||||||||
| Net income attributable to TWFG, Inc. | $ | 1,592 | $ | — | $ | 2,745 | $ | — | |||||
| Weighted average shares of common stock outstanding: | |||||||||||||
| Basic | 14,811,874 | 14,772,115 | |||||||||||
| Diluted | 15,056,430 | 14,982,409 | |||||||||||
| Earnings per share: | |||||||||||||
| Basic | $ | 0.11 | $ | 0.19 | |||||||||
| Diluted | $ | 0.11 | $ | 0.19 | |||||||||
(1) Commission income - related party of
(2) Fee income - related party of
(3) Other administrative expenses - related party of
Consolidated Balance Sheets (Unaudited)
(Amounts in thousands, except share/unit data)
| December 31, 2024 | December 31, 2023 | |||||
| Assets | ||||||
| Current assets | ||||||
| Cash and cash equivalents | $ | 195,772 | $ | 39,297 | ||
| Restricted cash | 9,551 | 7,171 | ||||
| Commissions receivable, net | 27,067 | 19,082 | ||||
| Accounts receivable | 7,839 | 5,982 | ||||
| Deferred offering costs | — | 2,025 | ||||
| Other current assets | 1,619 | 1,551 | ||||
| Total current assets | 241,848 | 75,108 | ||||
| Non-current assets | ||||||
| Intangible assets, net | 72,978 | 36,436 | ||||
| Property and equipment, net | 3,499 | 597 | ||||
| Lease right-of-use assets, net | 4,493 | 2,459 | ||||
| Other non-current assets | 610 | 837 | ||||
| Total assets | $ | 323,428 | $ | 115,437 | ||
| Liabilities and Equity | ||||||
| Current liabilities | ||||||
| Commissions payable | $ | 13,848 | $ | 12,487 | ||
| Carrier liabilities | 12,392 | 8,731 | ||||
| Operating lease liabilities, current | 1,013 | 882 | ||||
| Short-term bank debt | 1,912 | 2,437 | ||||
| Deferred acquisition payable, current | 601 | 5,369 | ||||
| Other current liabilities | 9,851 | 5,006 | ||||
| Total current liabilities | 39,617 | 34,912 | ||||
| Non-current liabilities | ||||||
| Operating lease liabilities, net of current portion | 3,372 | 1,518 | ||||
| Long-term bank debt | 4,007 | 46,919 | ||||
| Deferred acquisition payable, non-current | 1,122 | 1,037 | ||||
| Other non-current liabilities | 24 | — | ||||
| Total liabilities | 48,142 | 84,386 | ||||
| Commitment and contingencies | ||||||
| Stockholders'/Members' Equity | ||||||
| Members’ Equity (631,750 common units issued and outstanding at December 31, 2023) | — | 632 | ||||
| Class A common stock ( | 148 | — | ||||
| Class B common stock ( | — | — | ||||
| Class C common stock ( | — | — | ||||
| Additional paid-in capital | 58,365 | 25,114 | ||||
| Retained earnings | 15,288 | 4,805 | ||||
| Accumulated other comprehensive income | 83 | 500 | ||||
| Total stockholders' equity attributable to TWFG, Inc. /members’ equity | 73,884 | 31,051 | ||||
| Noncontrolling interests | 201,402 | — | ||||
| Total stockholders'/members' equity | 275,286 | 31,051 | ||||
| Total liabilities and equity | $ | 323,428 | $ | 115,437 | ||
Non-GAAP Financial Measures
A reconciliation of Organic Revenue and Organic Revenue Growth Rate to Total Revenue and Total Revenue Growth Rate, the most directly comparable GAAP measures, is as follows (in thousands):
| Three Months Ended December 31, | Twelve Months Ended December 31, | ||||||||||||||
| 2024 | 2023 | 2024 | 2023 | ||||||||||||
| Total revenues | $ | 51,743 | $ | 39,571 | $ | 203,760 | $ | 172,043 | |||||||
| Acquisition adjustments(1) | (105 | ) | (1,405 | ) | (3,687 | ) | (4,052 | ) | |||||||
| Contingent income | (5,005 | ) | (1,062 | ) | (8,722 | ) | (4,085 | ) | |||||||
| Fee income | (2,751 | ) | (1,968 | ) | (10,562 | ) | (8,311 | ) | |||||||
| Other income | (276 | ) | (313 | ) | (1,318 | ) | (968 | ) | |||||||
| Organic Revenue | $ | 43,606 | $ | 34,823 | $ | 179,471 | $ | 154,627 | |||||||
| Organic Revenue Growth(2) | $ | 7,429 | $ | 2,527 | $ | 22,746 | $ | 15,514 | |||||||
| Total Revenue Growth Rate(3) | 30.8 | % | 7.3 | % | 18.4 | % | 11.8 | % | |||||||
| Organic Revenue Growth Rate(2) | 20.5 | % | 7.8 | % | 14.5 | % | 11.2 | % | |||||||
(1) Represents revenues generated from the acquired businesses during the first 12 months following an acquisition.
(2) Organic Revenue for the three months ended December 31, 2023 and 2022, and for the twelve months ended December 31, 2023 and 2022, used to calculate Organic Revenue Growth for the three months ended December 31, 2024 and 2023, and for the twelve months ended December 31, 2024 and 2023, was
(3) Represents the period-to-period change in total revenues divided by the total revenues in the prior period.
Applying the use of enhanced data consistently throughout the prior periods, revenue growth rate for the three months ended and twelve months ended December 31, 2023 compared to the same period in 2022 would have been
A reconciliation of Adjusted Net Income and Adjusted Net Income Margin to Net Income and Net Income Margin, the most directly comparable GAAP measures, for each of the periods indicated is as follows (in thousands):
| Revised Calculation Methodology Applied to Current Period | |||||||||||||||
| Three Months Ended December 31, | Twelve Months Ended December 31, | ||||||||||||||
| 2024 | 2023 | 2024 | 2023 | ||||||||||||
| Total revenues | $ | 51,743 | $ | 39,571 | $ | 203,760 | $ | 172,043 | |||||||
| Net income | $ | 8,153 | $ | 5,215 | $ | 28,592 | $ | 26,096 | |||||||
| Income tax expense | 1,057 | — | 1,495 | — | |||||||||||
| Acquisition-related expenses | 20 | 36 | 20 | 204 | |||||||||||
| Restructuring and related expenses | — | — | — | 17 | |||||||||||
| Discontinued operation income | — | — | — | (834 | ) | ||||||||||
| Equity-based compensation | 1,207 | — | 2,219 | — | |||||||||||
| Other non-recurring items(1) | 257 | — | (1,220 | ) | — | ||||||||||
| Amortization expense | 2,950 | 1,451 | 11,721 | 4,594 | |||||||||||
| Adjusted income before income taxes | 13,644 | 6,702 | 42,827 | 30,077 | |||||||||||
| Adjusted income tax expense(2) | (3,123 | ) | — | (9,802 | ) | — | |||||||||
| Adjusted Net Income | $ | 10,521 | $ | 6,702 | $ | 33,025 | $ | 30,077 | |||||||
| Net Income Margin | 15.8 | % | 13.2 | % | 14.0 | % | 15.2 | % | |||||||
| Adjusted Net Income Margin | 20.3 | % | 16.9 | % | 16.2 | % | 17.5 | % | |||||||
| Legacy Calculation Methodology Applied to Current Period | |||||||||||||||
| Three Months Ended December 31, | Twelve Months Ended December 31, | ||||||||||||||
| 2024 | 2023 | 2024 | 2023 | ||||||||||||
| Total revenues | $ | 51,743 | $ | 39,571 | $ | 203,760 | $ | 172,043 | |||||||
| Net income | $ | 8,153 | $ | 5,215 | $ | 28,592 | $ | 26,096 | |||||||
| Income tax expense | 1,057 | — | 1,495 | — | |||||||||||
| Acquisition-related expenses | 20 | 36 | 20 | 204 | |||||||||||
| Restructuring and related expenses | — | — | — | 17 | |||||||||||
| Discontinued operation income | — | — | — | (834 | ) | ||||||||||
| Equity-based compensation | 1,207 | — | 2,219 | — | |||||||||||
| Other non-recurring items(1) | 257 | — | (1,220 | ) | — | ||||||||||
| Adjusted income before income taxes | 10,694 | 5,251 | 31,106 | 25,483 | |||||||||||
| Adjusted income tax expense(2) | (2,447 | ) | — | (7,119 | ) | — | |||||||||
| Adjusted Net Income | $ | 8,247 | $ | 5,251 | $ | 23,987 | $ | 25,483 | |||||||
| Net Income Margin | 15.8 | % | 13.2 | % | 14.0 | % | 15.2 | % | |||||||
| Adjusted Net Income Margin | 15.9 | % | 13.3 | % | 11.8 | % | 14.8 | % | |||||||
(1) Represents a one-time adjustment reducing commission expense, which resulted from the branch conversions. In January 2024, nine of our Branches converted to Corporate Branches. Upon conversion, agents of the newly converted Corporate Branches became employees and received salaries, employee benefits, and bonuses for services rendered instead of commissions. As a result, we released a portion of the unpaid commissions related to the converted branches that we no longer are required to settle.
(2) Post-IPO, we are subject to United States federal income taxes, in addition to state, local, and foreign taxes, with respect to our allocable share of any net taxable income of TWFG Holding Company, LLC. For the three and twelve months ended December 31, 2024, the calculation of adjusted income tax expense is based on a federal statutory rate of
A reconciliation of Adjusted EBITDA and Adjusted EBITDA Margin to Net Income and Net Income Margin, the most directly comparable GAAP measures, for each of the periods indicated is as follows (in thousands):
| Three Months Ended December 31, | Twelve Months Ended December 31, | ||||||||||||||
| 2024 | 2023 | 2024 | 2023 | ||||||||||||
| Total revenues | $ | 51,743 | $ | 39,571 | $ | 203,760 | $ | 172,043 | |||||||
| Net income | $ | 8,153 | $ | 5,215 | $ | 28,592 | $ | 26,096 | |||||||
| Interest expense | 98 | 450 | 2,223 | 1,003 | |||||||||||
| Interest income(2) | 2,174 | 421 | 4,376 | 891 | |||||||||||
| Depreciation and amortization | 3,054 | 1,522 | 12,020 | 4,862 | |||||||||||
| Income tax expense | 1,057 | — | 1,495 | — | |||||||||||
| EBITDA | 10,188 | 6,766 | 39,954 | 31,070 | |||||||||||
| Acquisition-related expenses | 20 | 36 | 20 | 204 | |||||||||||
| Restructuring and related expenses | — | — | — | 17 | |||||||||||
| Equity-based compensation | 1,207 | — | 2,219 | — | |||||||||||
| Interest income(2) | 2,174 | 421 | 4,376 | 891 | |||||||||||
| Discontinued operation income | — | — | — | (834 | ) | ||||||||||
| Other non-recurring items(1) | 257 | — | (1,220 | ) | — | ||||||||||
| Adjusted EBITDA | $ | 13,846 | $ | 7,223 | $ | 45,349 | $ | 31,348 | |||||||
| Net Income Margin | 15.8 | % | 13.2 | % | 14.0 | % | 15.2 | % | |||||||
| Adjusted EBITDA Margin | 26.8 | % | 18.3 | % | 22.3 | % | 18.2 | % | |||||||
(1) Represents a one-time adjustment reducing commission expense, which resulted from the branch conversions. In January 2024, nine of our Branches converted to Corporate Branches. Upon conversion, agents of the newly converted Corporate Branches became employees and received salaries, employee benefits, and bonuses for services rendered instead of commissions. As a result, we released a portion of the unpaid commissions related to the converted branches that we no longer are required to settle.
(2) Interest income reflects interest and other earnings on cash balances held by the Company. This income is included in Adjusted EBITDA as we view our total interest and investment income as an integral part of our business model and earnings stream until deployed.
A reconciliation of Adjusted Free Cash Flow to Cash Flow from Operating Activities, the most directly comparable GAAP measure, for each of the periods indicated is as follows (in thousands):
| Three Months Ended December 31, | Twelve Months Ended December 31, | ||||||||||||||
| 2024 | 2023 | 2024 | 2023 | ||||||||||||
| Cash Flow from Operating Activities | $ | 11,600 | $ | 6,051 | $ | 40,479 | $ | 30,154 | |||||||
| Purchase of property and equipment | (2,921 | ) | (43 | ) | (3,201 | ) | (260 | ) | |||||||
| Tax distribution to members(1) | (3,002 | ) | — | (9,106 | ) | (9,526 | ) | ||||||||
| Acquisition-related expenses | — | 36 | 20 | 204 | |||||||||||
| Net cash flow provided by operating activities from discontinued operation | — | — | — | (839 | ) | ||||||||||
| Adjusted Free Cash Flow | $ | 5,677 | $ | 6,044 | $ | 28,192 | $ | 19,733 | |||||||
(1) Tax distributions to members represents the amount distributed to the members of TWFG Holding Company, LLC in respect of their income tax liability related to the net income of TWFG Holding Company, LLC allocated to its members.
A reconciliation of Adjusted Diluted Earnings Per Share to diluted earnings per share, the most directly comparable GAAP measure, is as follows:
| Three Months Ended December 31, | Twelve Months Ended December 31, | ||||
| 2024 | 2024 | ||||
| Earnings per share of common stock – diluted | $ | 0.11 | $ | 0.19 | |
| Plus: Impact of all LLC Units exchanged for Class A Common Stock(1) | 0.04 | 0.32 | |||
| Plus: Adjustments to Adjusted net income(2) | 0.04 | 0.08 | |||
| Adjusted Diluted Earnings Per Share | $ | 0.19 | $ | 0.59 | |
| Weighted average common stock outstanding – diluted | 15,056,430 | 14,982,409 | |||
| Plus: Impact of all LLC Units exchanged for Class A Common Stock(1) | 41,171,461 | 41,171,461 | |||
| Adjusted Diluted Earnings Per Share diluted share count | 56,227,891 | 56,153,870 | |||
(1) For comparability purposes, this calculation incorporates the net income that would be distributable if all shares of Class B Common Stock and Class C Common Stock, together with the related LLC Units, were exchanged for shares of Class A Common Stock. For the three months ended and twelve months ended December 31, 2024, this includes
(2) Adjustments to Adjusted Net Income are described in the footnotes of the reconciliation of Adjusted Net Income to Net Income in “Adjusted Net Income and Adjusted Net Income Margin”, which represent the difference between Net Income of
Key Performance Indicators
The following presents the disaggregation of Total Written Premium by offerings, business mix and line of business (in thousands):
| Three Months Ended December 31, | Twelve Months Ended December 31, | |||||||||||||||||||||||
| 2024 | 2023 | 2024 | 2023 | |||||||||||||||||||||
| Amount | % of Total | Amount | % of Total | Amount | % of Total | Amount | % of Total | |||||||||||||||||
| Offerings: | ||||||||||||||||||||||||
| Insurance Services | ||||||||||||||||||||||||
| Agency-in-a-Box | $ | 246,116 | 68 | % | $ | 237,678 | 79 | % | $ | 982,815 | 66 | % | $ | 998,938 | 80 | % | ||||||||
| Corporate Branches | 61,642 | 17 | 18,806 | 6 | 275,331 | 19 | 53,963 | 4 | ||||||||||||||||
| Total Insurance Services | 307,758 | 85 | 256,484 | 85 | 1,258,146 | 85 | 1,052,901 | 84 | ||||||||||||||||
| TWFG MGA | 53,602 | 15 | 44,961 | 15 | 218,214 | 15 | 195,194 | 16 | ||||||||||||||||
| Total written premium | $ | 361,360 | 100 | % | $ | 301,445 | 100 | % | $ | 1,476,360 | 100 | % | $ | 1,248,095 | 100 | % | ||||||||
| Business Mix: | ||||||||||||||||||||||||
| Insurance Services | ||||||||||||||||||||||||
| Renewal business | $ | 236,033 | 65 | % | $ | 203,338 | 67 | % | $ | 975,657 | 66 | % | $ | 827,112 | 66 | % | ||||||||
| New business | 71,725 | 20 | 53,146 | 18 | 282,489 | 19 | 225,789 | 18 | ||||||||||||||||
| Total Insurance Services | 307,758 | 85 | 256,484 | 85 | 1,258,146 | 85 | 1,052,901 | 84 | ||||||||||||||||
| TWFG MGA | ||||||||||||||||||||||||
| Renewal business | 37,741 | 10 | 37,797 | 13 | 163,105 | 11 | 165,348 | 13 | ||||||||||||||||
| New business | 15,861 | 5 | 7,164 | 2 | 55,109 | 4 | 29,846 | 3 | ||||||||||||||||
| Total TWFG MGA | 53,602 | 15 | 44,961 | 15 | 218,214 | 15 | 195,194 | 16 | ||||||||||||||||
| Total written premium | $ | 361,360 | 100 | % | $ | 301,445 | 100 | % | $ | 1,476,360 | 100 | % | $ | 1,248,095 | 100 | % | ||||||||
| Written Premium Retention: | ||||||||||||||||||||||||
| Insurance Services | 92 | % | 92 | % | 93 | % | 95 | % | ||||||||||||||||
| TWFG MGA | 84 | 88 | 84 | 89 | ||||||||||||||||||||
| Consolidated | 91 | 91 | 91 | 94 | ||||||||||||||||||||
| Line of Business: | ||||||||||||||||||||||||
| Personal lines | $ | 292,750 | 81 | % | $ | 239,134 | 79 | % | $ | 1,197,122 | 81 | % | $ | 997,431 | 80 | % | ||||||||
| Commercial lines | 68,610 | 19 | 62,311 | 21 | 279,238 | 19 | 250,664 | 20 | ||||||||||||||||
| Total written premium | $ | 361,360 | 100 | % | $ | 301,445 | 100 | % | $ | 1,476,360 | 100 | % | $ | 1,248,095 | 100 | % | ||||||||
FAQ
What was TWFG's revenue growth in Q4 2024?
How much did TWFG's Adjusted EBITDA grow in Q4 2024?
What is TWFG's revenue guidance for 2025?
How many new branches did TWFG launch in 2024?
What was TWFG's total written premium for full-year 2024?
