Goosehead Insurance Q2 2026 Earnings Report

Goosehead Insurance EPS Results

• Actual EPS: $0.64
• Consensus EPS: $0.47
• Beat/Miss: Beat by +$0.17
• One Year Ago EPS: $0.49

Goosehead Insurance Revenue Results

• Actual Revenue: $95.63 million
• Expected Revenue: $103.30 million
• Beat/Miss: Missed by -$7.66 million
• YoY Revenue Growth: +20.60%

Goosehead Insurance Announcement Details

• Quarter: Q2 2026
• Date: 7/23/2026
• Time: After Market Closes
• Conference Call Date: Wednesday, July 22, 2026
• Conference Call Time: 4:30PM ET

Goosehead Insurance (NASDAQ:GSHD) (NASDAQ: GSHD) is a technology-driven insurance agency that connects consumers with a broad range of personal and commercial insurance products through an extensive network of independent insurance advisors. The company specializes in homeowners, auto, flood, dwelling fire, umbrella, life, and commercial lines coverage, working with multiple national and regional carriers to offer tailored policies. By combining advanced quoting tools with local market expertise, Goosehead streamlines the insurance shopping process and helps clients find competitive coverage options.

Founded in 2003 and headquartered in Westlake, Texas, Goosehead has grown its footprint across more than 40 states in the U.S. The company’s unique advisor model enables licensed professionals to operate under the Goosehead brand, benefiting from centralized technology, marketing support, and carrier relationships. This structure allows advisors to focus on client service while leveraging Goosehead’s proprietary platforms for real-time quoting, policy comparisons, and digital document management.

Goosehead’s platform emphasizes transparency and efficiency, providing consumers with side-by-side policy analyses and direct access to licensed advisors. Its online and mobile tools enable clients to obtain quotes, purchase policies, and manage renewals through intuitive interfaces. The company also delivers ongoing training and development for its advisors, ensuring they remain knowledgeable about evolving market conditions and regulatory requirements.

The enterprise is led by founder and Chief Executive Officer Rob Donnelly, whose vision of integrating technology with a franchised advisory model has driven Goosehead’s expansion. Under his leadership, the firm has focused on scaling its advisor network, enhancing its digital capabilities, and deepening carrier partnerships. This combination of local expertise and centralized support positions Goosehead Insurance as a growing player in the U.S. insurance distribution landscape.

Goosehead Insurance Q2 2026 Earnings Call Transcript

Key Takeaways

• Positive Sentiment: Goosehead delivered a strong second quarter, with total written premiums up 14%, policies in force up 15%, and revenues up 21% year over year; adjusted EBITDA came in at $38 million with a 34% margin.
• Positive Sentiment: Client retention improved to 86%, the highest level since the hard market began, and management said it sees no structural barrier to eventually returning to its prior peak of 89%.
• Positive Sentiment: The company raised its full-year 2026 outlook, now expecting organic total revenue growth of 12% to 19%, citing better-than-expected contingent commissions and an anticipated second-half acceleration in core revenue.
• Positive Sentiment: Leadership highlighted strong momentum in growth channels, including enterprise sales reaching about $3 million in new business commissions and agency fees in the quarter and continuing to expand rapidly as a meaningful future contributor.
• Neutral Sentiment: CEO Mark Miller announced his retirement at year-end, with Mark Jones Jr. set to become CEO; the company framed the transition as planned and emphasized continuity in strategy and execution.

Presentation

[Operator]

Good day. Thank you for standing by. Welcome to the Goosehead Insurance second quarter 2026 earnings conference call. At this time, all participants are in listen-only mode. After the speaker's presentation, there'll be a question-and-answer session. To ask a question during the session, you'll need to press star one one on your telephone. You will then hear an automated message advising your hand is raised. To withdraw your question, please press star one one again. Please be advised that today's conference is being recorded. I would now like to turn the conference over for your speaker for today, Maddie Middleton, Senior Director of Investor Relations. Please go ahead.

[Maddie Middleton, Senior Director of Investor Relations at Goosehead Insurance]

Thank you. Good afternoon. Before we begin our formal remarks, I need to remind everyone that part of our discussion today may include forward-looking statements, which are based on expectations, estimates, and projections of management as of today. Forward-looking statements in our discussions are subject to various assumptions, risks, and uncertainties that are difficult to predict and which could cause actual results to differ materially from those expressed or implied in the forward-looking statements.

[Maddie Middleton, Senior Director of Investor Relations at Goosehead Insurance]

These statements are not guarantees of future performance and therefore undue reliance should not be placed on them. We refer you all to our recent SEC filings for a more detailed discussion of risks and uncertainties that could impact future operating results and financial condition of Goosehead. We disclaim any intention or obligation to update or revise any forward-looking statements, except to the extent required by applicable law.

[Maddie Middleton, Senior Director of Investor Relations at Goosehead Insurance]

I would also like to point out that during this call, we will discuss certain financial measures that are not prepared in accordance with GAAP. Management uses these non-GAAP financial measures in planning, monitoring, and evaluating our performance. We consider these non-GAAP financial measures to be useful metrics for management and investors to facilitate operating performance comparisons period to period by including potential differences caused by variations in capital structure, tax position, depreciation, amortization, and certain other items that we believe are not representative of our core business.

[Maddie Middleton, Senior Director of Investor Relations at Goosehead Insurance]

For more information regarding the use of non-GAAP financial measures, including reconciliations of these measures to the most recent comparable GAAP financial measures, we refer you to today's earnings release. In addition, this call is being webcast and an archived version will be made available shortly after the call ends on the investor relations portion of the company's website at goosehead.com. I'd like to turn the call over to our CEO, Mark Miller.

[Mark Miller, CEO at Goosehead Insurance]

Thanks, Maddie, good afternoon, everyone. Thank you for joining us today for our second quarter 2026 earnings call. Before I walk through the quarter, I want to start with a little perspective. four years ago, when I joined the management team, we were navigating a business that had significant untapped potential, but also had some real challenges.

[Mark Miller, CEO at Goosehead Insurance]

Since that time, we have fundamentally transformed this organization. We restructured our corporate and franchise agent forces, raising the bar on quality and productivity across both networks. We grew our corporate footprint to more than a dozen offices across the country. We launched an expanded ASP, our internal staffing support program for our franchise owners. We launched our enterprise sales and partnership businesses from scratch, and they are now unlocking access to millions of new potential clients.

[Mark Miller, CEO at Goosehead Insurance]

We built a world-class technology team that delivered the U.S.'s first true end-to-end choice shopping platform for personal lines insurance. We increased total written premiums from approximately $2 billion in 2022 to well over $4 billion today. We right-sized our cost structure while preserving our capacity to grow. We grew adjusted EBITDA from under $40 million in 2022 to over $130 million in our last four quarters and expanded our margin meaningfully through the hardest product market in 50 years.

[Mark Miller, CEO at Goosehead Insurance]

We did all this while returning significant capital to our shareholders and maintaining a conservative balance sheet. The business we have today is stronger, more diversified, and more capable. With the company and the industry in such a strong position, I'd like to share something personal. After a 40-year professional career, I've decided that the time is right for me to retire.

[Mark Miller, CEO at Goosehead Insurance]

At the end of this year, I will hand over the CEO position to Mark Jones Jr. and remain a member of the board of directors and help in any way I can. My decision was made easier knowing we have an exceptional leader in Mark Jones Jr. He has been a member of the management team for nearly 10 years and closely tied to the business since its founding. He knows this business like no one else. He has the trust of our agents, our carriers, and our shareholders, and he has the hunger, the skillset, and the vision to take Goosehead to heights that will continue to set the standard for what excellence looks like in our industry. I'm very confident in him and in this team.

[Mark Miller, CEO at Goosehead Insurance]

I love this company, and I believe deeply in what we're building, and I'll remain fully engaged and focused on execution through the end of the year. I'll do everything in my power to set this organization up for its next chapter. Now let me turn to our current operational performance. We delivered strong second quarter results that reflect continued execution against our strategic plan and broad-based momentum across the business.

[Mark Miller, CEO at Goosehead Insurance]

Total written premiums grew 14%, accelerating off the first quarter to $1.36 billion. Policies in force grew 15% year-over-year, and client retention, our most impactful driver of top and bottom line performance, improved to 86%, representing its highest level since the hard market began. We're encouraged by this continued sequential improvement in client retention rate and see no structural limitation to meeting or exceeding our prior high of 89% in the future.

[Mark Miller, CEO at Goosehead Insurance]

Total revenues grew 21% to $113 million, with core revenues up 10% to $95 million over the prior year period. As a reminder, in the second quarter of 2025, we recovered $4 million of previously unpaid renewal commissions and royalty fees. When adjusting for that year-over-year variance, core revenues grew 16% and total revenues grew 26% in the second quarter.

[Mark Miller, CEO at Goosehead Insurance]

Adjusted EBITDA was $38 million, representing a 34% margin for the quarter. We've spent a considerable amount of time recently discussing our technology enhancements and new developments related to our Digital Agent 2.0, the country's first choice shopping platform. I want to focus the discussion today on the strategy, consistency, and compounding nature of our core business.

[Mark Miller, CEO at Goosehead Insurance]

The largest portion of our business, our franchise network, is now healthier than ever. Our franchise strategy remains focused on placing the right agency owners in the right geographies and arming them with the support they need to maximize their productivity and profitability. A core pillar of that strategy is generating franchises with more producers. Our agency staffing program, which we stood up in 2023, has done exactly that.

[Mark Miller, CEO at Goosehead Insurance]

Since that program's inception, we have helped our agency owners place hundreds of producers into their operations, and now that strategy is bearing real fruit. Franchise producers are at the highest level in history at nearly 2,200, with an average of 2.4 producers per franchise, which is resulting in our franchises generating more income per location than ever.

[Mark Miller, CEO at Goosehead Insurance]

The average payment that we send to a franchise on a monthly basis has increased more than 35% year-over-year and is now over $28,000. This powerful and durable income stream allows them to reinvest back into their businesses to further reinforce the growth flywheel. At the beginning of the year, we discussed the expanding footprint of our corporate offices.

[Mark Miller, CEO at Goosehead Insurance]

These new locations were selected strategically to align with attractive product markets, high rates of home ownership, and strong recruiting pipelines from local universities. Our five recent office launches across the country are scaling rapidly, averaging nearly 20 agents each and delivering strong new business production. Over the quarter, several of these new offices were among the top overall offices in our corporate network.

[Mark Miller, CEO at Goosehead Insurance]

These offices allow us to tap into previously underserved markets, build a more diversified client base, and most importantly, they will produce the next generation of future franchise owners. We will continue to drive outsized market share gains with this powerful capacity that is both unique to Goosehead and extremely difficult to replicate. Our enterprise sales business continues to grow at a rapid pace, and our pipeline of new potential partners to fuel continued growth is expanding.

[Mark Miller, CEO at Goosehead Insurance]

As we implement our embedded insurance offering with our current and future partners, this third leg of our distribution stool will continue to grow at an accelerated pace. The backdrop for all of our agents across the sales network is now a dramatically improved product environment, which is resulting in improving bind and package rates.

[Mark Miller, CEO at Goosehead Insurance]

As we highlighted over the past several quarters, everything in our business operates more efficiently in a stable product environment. This is where we thrive. We've navigated a historically hard market over the last several years, and we're now poised to take advantage of a much healthier personal lines product market. Client retention continues to improve.

[Mark Miller, CEO at Goosehead Insurance]

The burden on our service function continues to abate, and we remain aligned with our carrier partners in our mutual pursuit of profitable growth. We have built a firm foundation for the next phase of growth, and I'm incredibly proud of the work we have done. When Mark Jones asked me to take this position four years ago, I knew it was a special opportunity. I'd been with Goosehead on its board for four years, and I had been a client for 15 years before that.

[Mark Miller, CEO at Goosehead Insurance]

I knew the business, I knew the culture, and most importantly, I knew Mark's vision. What I didn't fully appreciate until I was inside was just how truly extraordinary the people at every level are in the organization. The agents who wake up every day and go find new referral partners, the franchise owners who are building businesses which are generating life-changing income, the service team members who help our clients navigate some of the most stressful moments in their lives, the technology team who built something that the industry said could not be built, and the rest of our teammates who strive for excellence every day.

[Mark Miller, CEO at Goosehead Insurance]

I'm grateful to all of them, and I'm proud of what we have accomplished together. We came through a once-in-a-generation hard market stronger than we entered. We built new capabilities that will define the next decade of this business. We consistently expanded our market share and more than tripled adjusted EBITDA. We returned hundreds of millions dollars to shareholders, and we did it without compromising who we are, a company that puts the client at the center of its universe.

[Mark Miller, CEO at Goosehead Insurance]

The company is in an exceptional position today, and it gives me great confidence that now is the right time for the transition. Our leadership team is deep and experienced, and Mark Jones Jr. is one of the best operators I have encountered in my career. I plan to spend the rest of the year making sure that every initiative is properly sourced and set up for success, and then I will hand the baton with tremendous pride, full confidence, and continued support wherever needed from my position on the board.

[Mark Miller, CEO at Goosehead Insurance]

Thank you to this team. Thank you to our agents and franchise partners. Thank you to our carrier partners, and thank you to our shareholders for the trust you have placed in us. It has been the biggest privilege of my professional career. With that, let me turn the call over to our President and COO, Mark Jones Jr.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Thanks, Mark, and good afternoon to everyone on the call. First and foremost, I feel incredibly honored to have been able to work directly with Mark Miller for the last number of years. Mark brings deep care and commitment not only to the work that we do, but to our teammates, franchisees, carrier partners, and shareholders. He's been an incredible example for everyone here at Goosehead and positioned the company to create value well beyond his tenure as CEO. On behalf of everyone at Goosehead, thank you for your leadership, your partnership, and your unwavering commitment to this organization. I'm grateful to have worked alongside you and look forward to continuing that partnership as you remain on the board.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

I'm deeply grateful to our board of directors, our shareholders, and our executive team for their support and the confidence they've placed in me to lead this organization into the next chapter. Our strategy is not changing. We remain laser-focused on our objective to become the largest distributor of personal lines insurance in our founder's lifetime. Our pathway to achieving that is fundamentally rooted in our highly differentiated human capital advantage.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Our best-in-class sales agents, our white glove service team, our technology organization rivaling the best in Silicon Valley, and our professionals across all of our operating teams. Because of the work that Mark Miller has done to build such a strong foundation and leadership team, my focus in this next chapter will be on speed of execution, simplification, and rapid decision-making.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

I look forward to continuing my relationship with the investing community and keeping you all up to date on the exciting things we're doing at Goosehead as we continue to disrupt the industry and raise the bar in the years ahead. As Mark Miller mentioned, this quarter's results speak to the consistency and durability of our business. Our model, focused solely on personal lines and organic growth, is highly differentiated in insurance distribution, and our results compete with some of the most successful businesses in any sector.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Since our IPO in 2018, we've grown our total revenue at a 29% compound annual growth rate and adjusted EBITDA at a 34% compound annual growth rate when comparing full year 2018 results to the trailing four quarters ended June 30th, 2026. All of this while returning hundreds of millions to shareholders through dividends and share repurchases.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

I am so proud of our team for building such an amazing business and one that looks like no other organization out there. As Mark Miller mentioned, our corporate and franchise teams are healthier than ever before, delivering strong growth and profitability. As the product market has improved, franchisees have increasingly leaned into growth. We now have multiple agencies with more than 40 producers and one agency over 50 producers. As we've talked about in the past, the productivity impact of that is not linear. Each time a franchise adds an additional producer, it raises the average productivity per producer, meaning that growth accelerates in excess of the producer count.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

To give you some context, the number of highly productive agencies, during the second quarter, we had approximately 70% more franchises produce over $100,000 of gross new business commissions and agency fees in a month when compared to the prior year. More and more agencies are hitting all-time production highs, and the bar continues to get raised.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Our corporate sales team is a key enabler for future franchise growth as we produce the highest-powered agency owners inside of our corporate team first, before launching them into their own franchise. In total, we have over 60 agencies who launch from corporate, representing more than 170 producers inside those franchises. A new development with our highly differentiated corporate sales talent is seeding these producers into an embedded franchise, like our partnership with Planet Home.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

We're able to provide embedded agencies that have natural lead flow access to plug-and-play talent from our corporate sales force. A majority of Planet Home's team consists of former corporate sales agents, and their ramp-up has been faster than any franchise in system history. Pairing high-quality lead flow with embedded seasoned talent has allowed them to produce at a strong level immediately, placing them near the top 5% of franchises after just six months of production.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Fueled by our strategic partnerships, enterprise sales is quickly becoming a more material portion of our business. During the second quarter, this team generated approximately $3 million in new business commissions and agency fees. In just three years since its inception, enterprise sales is approaching a third the size of our corporate sales team, which we've been operating in an industry-leading fashion for 20+ years.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

That growth reflects increasing demand for businesses across the homeownership ecosystem that are looking to improve the client experience while adding recurring, high-quality revenue streams. Goosehead is uniquely positioned to support those partners. We combine national scale with local expertise, access to more than 200 carrier relationships, sophisticated technology, and a service platform built to support clients as their insurance needs evolve over time.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

We know of no one else that has that combination of capabilities and execution at scale. As our partners continue to grow, we expect enterprise to become an increasingly more meaningful contributor to both revenue growth and profitability. Technology is an important part of enabling that opportunity. Over the last several years, we've built capabilities that broaden how consumers interact with Goosehead.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Our digital agent platform allows consumers to shop across multiple carriers through a seamless digital experience while preserving access to a licensed Goosehead agent whenever advice or expertise add value. Today, consumers in Texas can complete the entire shopping and binding process digitally across multiple home and auto carriers. We believe that's an important step forward, not because technology replaces our agents, but because it allows our agents to spend more time where they create the greatest value.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Our early results reinforce that view. While we're now generating business entirely through digital interactions, many clients still choose to engage with an agent before completing a purchase. By the time that interaction occurs, the client has already completed the data collection process, creating highly qualified opportunities for our producers and driving productivity.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Enhancing agent productivity while also driving fully digital interactions will allow us to break the human capital bottleneck that exists in traditional agent models and accelerate growth. Over time, we believe one of the best ways to measure the success of the digital agent will be growth in new business production per active producer rather than digital adoption alone. That is ultimately the economic outcome we're trying to achieve.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

We're applying the same philosophy across our broader technology investments. Lily, our AI voice assistant, now handles approximately 20% of our inbound service calls from start to finish, with performance exceeding 30% during certain periods. Those interactions reduce routine administrative work while allowing our service professionals to focus on situations where experience, judgment, and empathy have the greatest impact on client experience and retention. Technology should improve the overall offering and economics, not simply automate activity.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Where automation enhances the client experience, increases producer productivity, or improves retention, we will continue to invest aggressively. When it doesn't, we won't. That discipline will remain central to how we allocate capital. We've made amazing progress over the last several years across every area of our business.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

I look forward to keeping you updated on our progress as we continue to march towards industry leadership. Again, I am grateful, honored, and humbled to have the opportunity to lead this organization to the next phase in our journey. I would like to extend a heartfelt thank you to our teammates, franchisees, carrier partners, board members, and our shareholders for their support. I'll turn it over to John Martin, our chief financial officer, to discuss the quarter's results and outlook for the rest of the year.

[John Martin, CFO at Goosehead Insurance]

Thank you, Mark. Good afternoon, everyone. It's a pleasure to speak with you today for the first time as Goosehead CFO. I've enjoyed meeting many of you in the second quarter. I look forward to engaging with more of you in the months ahead. Before we dive into the numbers, I'd like to take a step back and briefly share my perspective from these first few months on the executive team. I've had the opportunity to dig in and pressure test what really makes our company different.

[John Martin, CFO at Goosehead Insurance]

What's especially clear to me is the business is stronger and the opportunity is larger than I initially appreciated from the outside. At the core of Goosehead's success are a number of foundational competitive advantages, beginning with talent. The belief that people represent our greatest asset has been central to our ethos from the beginning.

[John Martin, CFO at Goosehead Insurance]

This is clearly reflected in the quality of our team, who show up eager to win in the market every single day. Across sales, service, technology, and more, our differentiated human capital foundation has no peer. Goosehead's integrated technology, proprietary data, carrier relationships, product breadth, and nationwide distribution enable a flywheel at scale that is incredibly difficult to replicate. With the client at the center of every decision, Goosehead leverages this scale to reinvest in what matters most, improving the client experience, reducing complexity, and providing greater choice across products and transactional modalities.

[John Martin, CFO at Goosehead Insurance]

Goosehead has always led with the home, not in spite of its difficulty, but because of it. This uncompromising focus has allowed our business to become the authority for clients and an essential partner for carriers. Within a massive, essential, and fragmented market, we have a proven history of capturing significantly outsized share.

[John Martin, CFO at Goosehead Insurance]

Our competitive positioning, long-term approach, and consistent execution have together created a rule-of-50 financial profile that grows stronger year after year. Goosehead's unique value proposition and recurring revenue model deliver sustainable growth, attractive margins, and natural operating leverage with scale. This is the hallmark of a true compounder. Companies of this quality are extraordinarily uncommon, and the results speak for themselves.

[John Martin, CFO at Goosehead Insurance]

Since the 2018 IPO, revenue and EBITDA have increased more than sevenfold organically. While these figures are helpful in setting context, what's most important is the number our entire organization is focused on, 99%. With less than 1% market share today, more than 99% of our addressable market remains in front of us. This is what we wake up every day thinking about, and it couldn't be a more exciting time to be here. With that, let's turn to our financial results for the second quarter.

[John Martin, CFO at Goosehead Insurance]

Total written premiums grew 14% year-over-year to $1.3 billion, accelerating from 13% growth in the first quarter. Policies in force grew 15% year-over-year to 2.1 million, accelerating from 14% growth in the first quarter. Total revenues grew 21% year-over-year to $113.4 million, and core revenues grew 10% year-over-year to $95.6 million. Strong new business generation, improving client retention, and meaningful contingent commissions all contributed to our robust top-line performance.

[John Martin, CFO at Goosehead Insurance]

As a reminder, in the second quarter of 2025, we recovered $4 million related to previously unpaid renewal commissions and royalty fees from a carrier partner. Adjusting for this amount in 2025, total revenues grew 26% year-over-year, and core revenues grew 16% year-over-year. New business commissions grew 27% year-over-year to $9.6 million.

[John Martin, CFO at Goosehead Insurance]

We have now delivered consecutive quarters of over 20% growth in new business commissions for the first time since 2021. Improvements to agent management infrastructure, a healthier product market, geographic expansion, and enterprise sales and partnership efforts together drove the strength in new business commissions. Enterprise sales continues to scale rapidly and represented 21% of total new business commissions and agency fees in the quarter.

[John Martin, CFO at Goosehead Insurance]

New business royalties grew 20% year-over-year to $9.4 million. This was the fastest pace of growth in the last six quarters, supported by increases in both producers and producer productivity. Franchise producers grew 5% year-over-year and 2% sequentially to 2,190 producers. We're encouraged to see continued momentum here with producer hires increasing 30% year-over-year.

[John Martin, CFO at Goosehead Insurance]

As our franchisees continue to scale their producer forces, lean into best practices, and benefit from healthy product environment, they are reaching impressive new levels of success. Client retention increased sequentially as expected from 85%-86%, driven by strategic client experience initiatives and a more stable year-over-year pricing environment. Ancillary revenues, largely comprised of contingent commissions, grew 180% year-over-year to $16.3 million.

[John Martin, CFO at Goosehead Insurance]

Improved underwriting loss ratios, favorable carrier mix dynamics, and initiatives to optimize carrier relationships all contributed to the increase in contingent commission revenues in the quarter. Adjusted EBITDA grew 30% year-over-year to $37.9 million, representing a 33% adjusted EBITDA margin. During the second quarter, we generated $15.9 million in operating cash flow and repurchased 95,000 Class A shares for a total of $3.9 million.

[John Martin, CFO at Goosehead Insurance]

On a year-to-date basis, we generated $38.8 million in operating cash flow and repurchased over 1 million Class A shares for a total of $53.7 million. We now have fewer Class A shares outstanding than we did at the time of our IPO, and we will continue to be opportunistic with the $144.6 million remaining on our existing share repurchase authorization. We continue to believe the price of our stock is meaningfully dislocated from the value of our business.

[John Martin, CFO at Goosehead Insurance]

Recent filings reflect that conviction, showing that Mark Jones, Jr., Mark Miller, our General Counsel, Martin Thornthwaite, and I all purchased shares in the open market during the quarter. We ended the quarter with $23.7 million of cash and cash equivalents and $323 million of total debt outstanding. Turning now to the balance of the year. We are increasing our revenue outlook for the full year 2026.

[John Martin, CFO at Goosehead Insurance]

We now expect total revenues to grow organically in a range of 12%-19% year-over-year. This increase to the bottom end of our revenue range reflects a more favorable outlook around contingent commissions, which are currently tracking to outperform our prior expectations. We're encouraged by the 12% year-over-year growth in core revenue we delivered in the first half, and we continue to expect a second half acceleration from these levels given the upward trajectory of client retention and strong new business generation.

[John Martin, CFO at Goosehead Insurance]

Finally, we continue to expect total written premiums to grow organically in a range of 12%-20% year-over-year. I'd like to close by emphasizing how thrilled I am to be part of such an exceptional team and such an extraordinary business. Our unique positioning provides a strong foundation for continued share gains and compounding growth far into the future.

[John Martin, CFO at Goosehead Insurance]

Though Goosehead has come a long way, it truly feels like we're just getting started, and it's such an exciting time to be here. Thank you to our teammates, partners and franchisees for the hard work you do to make all of this possible. Thank you to everyone joining us today for your continued support of Goosehead. With that, we'll conclude our prepared remarks. For today's Q&A session, our Co-founder and Executive Chairman, Mark Jones, will be joining us. Let's go ahead and open the line for questions. Operator?

[Operator]

Thank you. As a reminder, if you would like to ask a question, please press star one one on your telephone. You'll hear the automated message advising your hand is raised. We also ask that you please wait for your name and company to be announced before proceeding with your question. One moment while we compile the Q&A roster. Our first question of the day will be coming from the line of Tommy McJoynt of KBW. Your line is open.

[Tommy McJoynt, Analyst at KBW]

Good evening. Thanks for taking my questions, and congrats, Mark, and Mark as well. My first question is actually just around the trajectory of margins. Obviously a very strong margin report in the second quarter, and part of that was benefiting from the high contingents number. Can you go through your expectations maybe on a full year basis for how you think about margins on ex contingent basis, how you see those trending? Thanks.

[John Martin, CFO at Goosehead Insurance]

Sure thing. Hey, it's John here. There's no change on an underlying basis with respect to how we're thinking about expenses for the year. Ultimately, from a planning perspective, we look at our expenses largely on a revenue ex contingent basis. Previously we've mentioned that we expect moderate compression this year driven by the growth investments that we're making. Our guidance around expenses thus remains unchanged. We've also commented that we expect comp and G&A to grow in the high teens to low 20% for the year, which will likely be in excess of core revenue growth just given the current investment cycle.

[Tommy McJoynt, Analyst at KBW]

Got it. Thanks for that. Switching over, there have been some well publicized changes regarding the comp and benefits at the largest captive insurer in this space, one of your competitors. Have you seen any notable uptick in interest from captive agents in Goosehead opportunity? Just over the last few weeks or months. Does seeing those changes in the market from a competitor impact at all your go-to-market strategy around recruiting, compensation, or anything?

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Hey, Tommy, this is Mark Jones Jr. Yeah, it's a pretty interesting development. What we're seeing is a lot of our franchisees and producers have contacts across the entire insurance landscape. I think what you're going to end up seeing is a lot of free agents on the field who don't necessarily feel like they're being treated the right way. Ultimately, I think that could potentially be a tailwind for our producer recruiting.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

It's not changing the way we think about our go-to-market strategy. We're going to continue to invest in things like the Digital Agent to drive digital conversions, but that's also a tool that's going to help arm our existing agent force, with productivity enhancements, help them get through their entire funnel more quickly. Ultimately, we believe we have a model that's going to win in the marketplace over the long term.

[Tommy McJoynt, Analyst at KBW]

Thanks.

[Operator]

Thank you. One moment for the next question, please. Our next question is coming from the line of Andrew Andersen of Jefferies. Please go ahead.

[Andrew Andersen, Analyst at Jefferies]

Hey, good afternoon. Congrats to you two both. Productivity improved pretty significantly for both the newer and tenured franchise operators. Could you maybe just elaborate a bit on what's driving that step up and how durable you think that is? I imagine there was a good chunk of it related to the agency staffing program and the agency size, hopefully you could just expand a bit more on that productivity gain.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Yeah. We're seeing really positive things with our franchisees continue to lean into the growth message and hire new producers as well as adopt best practices. We're also getting a tailwind from the product market being considerably more open than it was in the previous couple of years. Ultimately, what we've been trying to do for the last multiple years is continue to grow really high quality franchises inside our corporate sales team first, then launch them into that community.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

You can see the impact of that in that less than one year franchise count. There's approximately 30-ish franchises that we've launched out of corporate that are included in that. I think that's driving a 70% productivity improvement in that tenure band. Our more tenured agencies are continuing to hire. The same store sales stats for this quarter are pretty awesome. In aggregate, same store sales is up 22% for this quarter. The top end of the franchise community, the top 50, same store sales was over 40%. They're really leaning into the message. They're onboarding new producers, we think we can continue to grow the franchise unit productivity for the foreseeable future.

[Andrew Andersen, Analyst at Jefferies]

Thanks. You had mentioned your next chapter focused on speed of execution and simplification. What parts of the business do you think you can move materially faster here? Is that on product development, technology, more partnerships, all of the above?

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Yeah, it's really all of the above. We've done a lot of foundational work in the last few years, massive credit to Mark Miller for the amount of work that he's done in getting this business in a really stable position with a strong foundation. Now we need to look for opportunities to reduce complexity wherever we can. As the product market had constricted over several years, we had to onboard a tremendous amount of new underwriters.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

I don't necessarily think having 300 underwriters on the platform is ideally the right amount. We've reduced some complexity there. We're going to continue to do that. On the service side, that has had massive complexity increase over the last several years just with the changes in the product environment and underwriter capacity. That's beginning to alleviate.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

That's an area where we can use technology to automate everything that should be automated, not necessarily everything that could be automated. We still really believe in the role of the human service agent. We're going to continue to expand that. Then some of the nitty-gritty stuff in the back office that I don't think the industry fully comprehends. Things like how do you get an agent licensed and onboarded nationally for something like our enterprise sales team in a really scalable fashion?

[Mark Jones, Jr., President and COO at Goosehead Insurance]

It's actually a pretty complex challenge to cover because you've got 50 different state regulators, you get a whole bunch of different licensing exams, every carrier has different requirements for appointing in their state. We're making a ton of progress on that front, we're going to continue to look for opportunities to speed up everywhere in the business.

[Andrew Andersen, Analyst at Jefferies]

Thank you.

[Operator]

Thank you. One moment for the next question. Our next question is coming from the line of Paul Newsome of Piper Sandler. Please go ahead.

[Paul Newsome, Analyst at Piper Sandler]

Good morning. Congratulations, Mark, on the changes. Was hoping you could talk a little bit about additional color on the contingent commissions, and the sustainability thereof. Seems to be the, at least in my mind, the biggest happy surprise. Anything in there that would be deemed kind of unusual or anything that we should think of from that perspective?

[John Martin, CFO at Goosehead Insurance]

Just on contingent commissions, nothing's changed structurally, or with respect to how we're approaching recognition or anything like that. As I mentioned in the prepared remarks, there's really three main drivers of favorability this year. One, growth in the new business we're driving, two, profitability of the business, and three, more favorably negotiated contracts. All three of these have us tracking a bit higher than we initially anticipated. As you know, contingents can have a relatively wide range of outcomes depending on where the business flows and models shake out throughout the year. Our updated guidance reflects confidence in where we're going to land this year.

[Paul Newsome, Analyst at Piper Sandler]

Is there anything today that would change or the cadence of new production relative to new agents that we've seen in the past? Should we genuinely think that the new agent forces should have about the same impact prospectively over the next 12 months that we would've a year ago or something like that?

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Yeah. I think agent ramp up is going to look similar to how it has looked in the past. We've invested a ton in training tools and management infrastructure, so we should get incrementally better in ramping up new agents. We've also, on the corporate side, I think we talked about this in previous calls, as we've expanded that pipeline of new agents that we're onboarding from more so like 90% college hires to now more of an even split between experienced hires and college hires. That's been pretty impactful for agent ramp up. Just get somebody that's got a little bit more experience underneath them has been incrementally positive. We've got a good onboarding class coming during the summer. We feel great about the position of our sales channels.

[Mark Jones, Executive Chairman at Goosehead Insurance]

We're more spread out than they typically have, you have more market opportunity, Paul. I think that's one of the biggest things is the just the aperture of opportunity has opened up for us as well.

[Paul Newsome, Analyst at Piper Sandler]

Great. Thanks, folks. Appreciate the help.

[Operator]

Thank you. One moment, please. Our next question will be coming from the line of Brian Meredith of UBS. Please go ahead.

[Brian Meredith, Analyst at UBS]

Thanks. Just a couple of quick questions here for you. First, just on comp and benefits. I guess, it looks like there's going to be a pretty big ramp up second half of the year. Is that all just coming from the new hires you have coming in? Should that ultimately lead to additional sales?

[Mark Jones, Jr., President and COO at Goosehead Insurance]

It's a couple of things, Brian. It's new sales talent coming in the door. It's continued investment in our technology teams, which is really differentiated talent, I think in the industry, as well as continued investments in our service function to keep driving client satisfaction and move client retention up as fast as possible. You're going to see some of that end up reflected in new business production, but not all of that compensation increase is going to go directly towards current day new business. It's more platform stability and scalability.

[Brian Meredith, Analyst at UBS]

Got you. That's helpful. Thanks. I saw you had a little bit of a tick up in customer retention rates. Do you expect that to continue here?

[Mark Jones, Jr., President and COO at Goosehead Insurance]

We're pretty pleased with the trajectory of client retention. We were pretty confident it was going to tick up to 86% during the year. We saw that it's continuing to improve. Obviously, we're not going to promise any specific timeline for when you're going to see the next click up, but we've put some of our sharpest human capital against client retention just to make sure we continue to see that forward progress. Obviously, the improved product market is super helpful, but we're not just sitting on our heels waiting for the market to heal itself. We're being pretty aggressive with investments in this area.

[Brian Meredith, Analyst at UBS]

Got you. It's helpful. I guess last question, just curious, commission rates, base commission rates, seeing any tick up there yet?

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Yeah, aggregate commission rate has improved. It improved in Q1 over the fourth quarter. It improved again in Q2 over the first quarter, which is a combination of multiple factors. One first being just business mix, less of it going to your statement plans, less of it going to E&S, and more of it going towards the traditional admitted markets. As carriers have gotten into a really healthy position now, they're looking for ways to incentivize growth. I think we've talked about in the past.

[Brian Meredith, Analyst at UBS]

Yeah.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

We look at those negotiations holistically, right? Like, how do we drive the most efficient service interactions? How do we get the most efficient technology interactions? How do we make sure we've got appropriate market compensation for the business we're delivering?

[Brian Meredith, Analyst at UBS]

Makes sense. Thank you.

[Operator]

Thank you. One moment, please, for the next question. The next question is coming from the line of Charlie Litterer of BMO Capital Markets. Please go ahead.

[Charlie Litterer, Analyst at BMO Capital Markets]

Hey, thanks. Maybe just on the digital agent. You had previously said you anticipate that being a contributor in the second half of 2026. Do you still expect that to be the case? Do you have plans this year to expand that outside of Texas? Then you also mentioned that new business proactive producer KPI. Do you have any stats around how that's run? Yeah, I'll leave it there. Thanks.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Hey, Charlie. Thanks for the question. Yeah. We were really pleased to be able to deliver this version one of the platform slightly ahead of our anticipated schedule. Our tech team has done a really amazing job putting something in market that has never really existed before. The ability for a client to interact in a fully digital world in a choice model has not existed in the U.S.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Super excited to have delivered that in the first half of this year. In the second half of this year, the focus is on optimizing the Texas conversion funnel. Like we talked about in prepared remarks, we've got fully digital transactions going through. We've also got plenty of people that are getting even all the way down to the buy screen and then kicking out because they want to talk to an agent.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Our agent network is a massive competitive moat for us, one that I don't believe exists elsewhere in the market. We'll keep investing in Texas, optimizing the conversion funnel, and then rolling it out to additional states subsequent to that, as well as increasing functionality, adding and improving the user interface, making it more chat-like, so it feels more like you're talking to a normal human agent. We just want to make sure we're providing a couple of things: our agents with leading technology, our carrier partners with highly profitable business that matches what their risk appetite is, and our clients with a tremendous experience.

[Charlie Litterer, Analyst at BMO Capital Markets]

That's helpful. Thanks. Maybe just on the pricing environment and your geographic mix, can you update us on how you're thinking about premium per policy trends from here? It looked like it decelerated a little bit in the quarter. Thanks.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Yeah. It's in line with our expectations. We plan to see the kind of stability in the pricing market that we're seeing right now. We anticipated moderate pricing declines in most geographies. You're seeing that in the PIF growth rates versus premium growth rates. Historically, those have been considerably different given the pricing environment, now they look a lot more similar. That's not driving any kind of negative impact on our business. We expected that to happen. It's contemplated in our guidance. We prefer a product market that's considerably more stable. It just makes everything else work more efficiently in our business.

[Charlie Litterer, Analyst at BMO Capital Markets]

Thank you.

[Operator]

Thank you. One moment for the next question. Our next question will be coming from the line of Andrew Kligerman of TD Cowen. Please go ahead.

[Andrew Kligerman, Analyst at TD Cowen]

Hey, good evening, and congratulations to both Marks. I want to follow up just quickly on Charlie's question just now. Could you clarify or kind of define what you meant by moderate in terms of pricing decline and then maybe separately home versus auto, those two pieces?

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Yeah, sure, Andrew. In auto, what you're seeing is more like mid-single digits pricing decline, and obviously that's geography dependent. There's places where that's not necessarily going to be the norm. If you look kind of nationwide, you should expect something like mid-single digits pricing decline. Home has been much more durable. It's looking more flat, and in some geographies still up low single digits.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

The new business trends, I think, have been interesting. The pricing on new business has not been as impactful as it has been on the renewal book. The pricing decline on renewal has been larger than the pricing impact on new business. We're actually still continuing to see higher pricing on new policies that we're writing. Auto market, mid-single down, home market, generally flat.

[Andrew Kligerman, Analyst at TD Cowen]

Super helpful. Just a little clarity on production, both corporate and franchise. Really solid number, better than solid, 22% up head count in corporate agents. I think you mentioned a little earlier, the mix was kind of even college versus more experienced. I'm kind of curious, what was the mix, or the new agent count mix of embedded versus non-embedded?

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Not sure I'm quite following the question, Andrew.

[Andrew Kligerman, Analyst at TD Cowen]

In other words, if agents are immediately put into one of the embedded channels versus going into a typical corporate setting, as has always been the case.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Yeah. The agency staffing program has added a large amount of producers into existing franchises. From our existing corporate agent team, we've taken more than 10 producers in the last several months out of the corporate agent team and placed them into somebody like Planet's embedded franchise, where they've got natural lead flow. The exciting thing for me is it's actually improving the productivity of those agents. They're already solid producers inside our corporate agent force, and then we put them in a situation where they've got the same type of lead flow, but effectively at an unlimited amount, and they're doing a great job. Planet has had a tremendous circuit agency.

[Andrew Kligerman, Analyst at TD Cowen]

I see. Just lastly, in terms of franchise producers up 5%. You're now starting to see the producer count grow as well as the franchise count, which is great. The franchises are growing too, rather. You mentioned 30% increase in producer hires. Do you see the producer count kind of accelerating up from 5% over time? Where could that go a couple of years from now? Are we going to start to see the double digits pretty soon?

[Mark Jones, Jr., President and COO at Goosehead Insurance]

There's a lot of possibilities, Andrew. Obviously, we don't control exactly what our franchisees do, right? We explain to them best practices. We help walk through the model and help them understand the level of value that they're able to create by onboarding more producers, and holding them accountable to the standards that we think that they should be able to go produce.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

You're seeing the top end of the franchise community just continue to grow at a really exciting pace. We talked about we have multiple agencies, over 40 producers now. We've got one over 50. If you remember, I think this is probably a couple of years ago, but Mark Miller used to refer to, I want 50 franchises that have 50 producers or more. That could be a great kind of moniker for us, right? A 50 by 50 stat.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

We're making progress on that goal. We've talked about getting a producers per franchise number up to five. I still think that's a pretty attainable target in the kind of near to medium term. Even if you just go, okay, we've got ballpark 900 franchises. Could all of those hire one person? That feels reasonably attainable. Could the top 50 of those hire five people? That feels reasonably attainable. You can get to some math that looks pretty exciting. Obviously, we're not going to be providing specific guidance on what producer count goes to, but you can see how this model works really well, especially because they generate such durable income streams inside their business.

[Andrew Kligerman, Analyst at TD Cowen]

Very helpful. Thank you.

[Operator]

Thank you. One moment please for the next question. Our next question is coming from the line of Mark Hughes of Truist Securities. Please go ahead.

[Mark Hughes, Analyst at Truist Securities]

Yeah, thank you. Good afternoon. The enterprise sales team, I think you described the $3 million in new sales this quarter, and that's really ramped up. To what extent is that growing faster, and as it's become a bigger part of the mix here, is going to be a tailwind for new sales in that corporate channel?

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Yeah, I think it absolutely is going to be. It's our fastest growing sales channel right now. We've got tremendous leadership there. We have great partners. We've built really strong technology to effectively route leads to the right agents. We've got a great agent force that can handle the complexity of dealing with leads from across the entire country. We've tried to make that as easy as possible.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

I think that's a business that's going to grow at a really strong rate for a long period of time. Because if you think about it, our corporate agents and our franchisees are typically going towards the home closing transaction as their main lead source. It's not their only lead source, but it's their main lead source. And right now that's somewhere between 4.5-5 million transactions annualized.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

The enterprise sales team is focused on embedded pools of clients. That could be in mortgage servicing, where there's 85 million mortgages existing in the U.S. today, or in a myriad of other potential adjacencies, financial services, moving companies. We have our really strong partnership with Vivint. We just get access to a lot more potential clients in a really efficient way. I think it's going to be a really meaningful portion of the business over time.

[Mark Hughes, Analyst at Truist Securities]

Yeah. If it was three million this quarter, what was it in this quarter last year?

[Mark Jones, Jr., President and COO at Goosehead Insurance]

I think we said it was 70% growth this quarter.

[Mark Hughes, Analyst at Truist Securities]

Okay. All right. Very good. The retention, if I try to back into my own number, the renewal commissions, it looks like in the corporate channel, it's a little less strong than the royalty fees. The renewal royalty fee is very healthy, or let's just say it seems to be a little bit better than the corporate channel. Is there any reason for that, or is that just some normal variability?

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Yeah, I would point towards geographic diversity. The franchise side of the business is much more geographically diverse than the corporate side of the business. We've done a great job expanding outside of Texas in corporate over the last couple of years, and we've made really strong progress there. Corporate does have larger Texas exposure than the franchise side of the business, so that diversification can insulate you more on the franchise side.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Just from an incentives perspective, a franchisee is making $0.50 on every dollar on every policy that renews. We do everything that we would do for corporate on the franchise side with the service team. The franchisees also throw in more additional work on their end because that's just how the incentive structure works. If you look at the second half of 2026, ultimately, we're expecting total second half on renewal commissions to have some improving revenue retention.

[Mark Hughes, Analyst at Truist Securities]

Yeah, very good. Thank you.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Thanks.

[Operator]

Thank you. One moment please for the next question. Our next question is coming from the line of Rowland Mayor of RBC Capital Markets. Please go ahead.

[Rowland Mayor, Analyst at RBC Capital Markets]

Hi, good evening. Wanted to quickly congratulate Mark, Mark, and then of course, John on his first quarterly call. I believe the percentage of calls you said are being handled by Lily is similar to last quarter. Could you maybe walk through what percentage it might be able to reach long term, if there's any significant savings that might come through Lily?

[Mark Jones, Jr., President and COO at Goosehead Insurance]

We said 20% this quarter is the every single day we feel really confident it's going to be 20%. We're reaching periods of 30% now, with some level of consistency, although I'm not ready to plant the flag if that's the current watermark to continue to chase after. I don't really have a target in my head of exactly how much should be fully contained by Lily. I think that's going to be dictated by the client satisfaction scores.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

If we get to a position where people don't like interacting with that system, then we will adjust. What we have found so far is that for the more administrative type tasks, things like, I need my ID card, I have a billing question, help me understand this certain piece of my policy. That works really well, and people get that handled immediately, and they're highly satisfied.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

I also think there's a considerable portion of the work that our service function does that we probably could automate that we're not going to, because that's going to negatively impact the client experience, and that would negatively impact our client retention. Our goal is to always maintain absolute tremendous client experience and continue to drive client retention because that's where all the profitability is in this business. Don't necessarily have a target for exactly what we want the number to be. Those cost savings are going to continue to get reinvested into further tools and technology that help our clients, and ultimately, over time, should reduce our cost to serve. Again, we want to maximize client experience.

[Rowland Mayor, Analyst at RBC Capital Markets]

That all makes sense. Thank you. Could you maybe just quickly walk through the cash utilization strategy? I was a bit surprised to see the buybacks slow despite the price being down on the shares.

[John Martin, CFO at Goosehead Insurance]

Hey, Rowland. Sure. I think about the 1Q, 2Q repurchase levels, much less as any sort of signal on our view of the business or the price of the stock, and really point at the fact that we've just bought a ton of stock recently. Since 2024, we've repurchased over three million shares and one million of which has come from the first half of this year alone. You can also see that we, on the management team, have also been very aggressive in the open market with purchases. More broadly, I share the same view that management has always had around capital allocation, and that's been sort of first priority has been investment into the operations of the business, after which we think about return of capital to shareholders.

[John Martin, CFO at Goosehead Insurance]

What we're aiming to do is we really want to make sure the core business is appropriately funded and retains as much optionality as possible. What we don't want to do is be in a position where we're making operational decisions based on our capital structure. To that end, we maintain a conservative balance sheet, and have a conservative approach to leverage. We'll continue to follow that approach, and then buybacks are going to be an important part of that.

[Rowland Mayor, Analyst at RBC Capital Markets]

Thank you. If I could maybe sneak one more in. There's an adjustment for a contract termination cost. Could you maybe highlight what that is?

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Yeah. We were making some technology changes in our service function to reduce complexity and improve routing technology, provide more analytics. We exited one contract, and we implemented a new system.

[Rowland Mayor, Analyst at RBC Capital Markets]

Perfect. Have a great summer. Thank you.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Thanks.

[Operator]

Thank you. One moment, please. Our next question will be coming from the line of Ryan Tunis of Cantor. Please go ahead.

[Ryan Tunis, Analyst at Cantor]

Hey, thanks all. Good evening and congrats to everyone. I've got a question. I'm going to put Mark Jones, Jr. on the spot, but first just an observation. Again, this is not to take anything away from all the investments. I think the company's made all the right capital allocation decisions, but you do have this reality that the stock price has not necessarily been. It's been a bit uneven in the last few years. I guess my question to Mark Jones, Jr. is, how are you thinking about shareholder value creation? For me, it's margins, growing your earnings power. If it isn't margins, does this make more sense to just be a private company? I'll leave it there.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Ryan, I think the way to maximize long-term shareholder value is to drive the maximum long-term profit dollars. We're not going to be concerned with short-term swings in equity valuations. We've got a lot of confidence in the direction that our business is going. Obviously, you can see the management team voting with our wallets there. We're in the right place in the value chain. I think we have a pretty strong head start on the industry, and we're going to continue to drive as much growth as we can while maintaining strong margins.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

We've made pretty material progress on our margin profile over the last number of years, while still delivering organic growth considerably in excess of the average player you would see in the industry. I am not concerned with short-term equity dislocations. We're long-term shareholders, and we intend to be long-term shareholders.

[Mark Jones, Executive Chairman at Goosehead Insurance]

This is Mark Jones Sr. As the largest shareholder by a huge margin, our focus is building long-term shareholder value. We're not going to get distracted by short-term fluctuations. We're not going to get distracted by the temptation to do a take private. This is about building long-term shareholder value. We're confident that we have the right strategy, we have the right team, and ultimately, we believe that we will be the winner.

[Ryan Tunis, Analyst at Cantor]

Thanks, all. Like I said, congrats. I got confidence in you. Thanks.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Thanks, Ryan.

[Operator]

Thank you. One moment for the next question. Our next question will be coming from the line of Katie Sakys of Autonomous Research. Please go ahead.

[Katie Sakys, Analyst at Autonomous Research]

Hey, thanks. Good evening, and congratulations all around. My first question is on the increase to the full year total revenue growth guide. Do you guys think that core revenue growth can hit that new 15.5% midpoint this year?

[John Martin, CFO at Goosehead Insurance]

Yeah. I think as we've said previously, we're extremely pleased with what we've delivered in the first half of the year, both in terms of our financial results and also the directionality of our major operational KPIs. We're growing new business at an incredibly strong pace. We feel great about the direction of client retention. Everything we're looking at now points to a second half acceleration off the 12% that we delivered in the first half.

[John Martin, CFO at Goosehead Insurance]

That includes both gains from client retention and new business generation. I'd say the one thing, Katie, to keep in mind as you're thinking about the year from an intra-year perspective, we saw a pretty meaningful acceleration in new business generation in the second half of 2025 relative to the first, as products availability came back into the market and began hitting our stride on a number of initiatives. We're just pointing to the quartering last year as you're thinking about year-on-year growth in the third and fourth quarters of this year. Overall, we're performing very well against our expectations so far, and things are setting up well for the back half.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Yeah. I would say our expectations on core revenue have not changed. The increase in the low end of the guidance range was really to adjust for the outperformance on contingencies driven by strong profitability and growth.

[John Martin, CFO at Goosehead Insurance]

Sorry, just to follow up. Previously, I know we've given guidance around the 60-85 basis points, just to round out Mark's comments there, our more updated view, which is reflective in the full year revenue update, is 70-100 basis points total written premium for contingent commissions on the year.

[Katie Sakys, Analyst at Autonomous Research]

All right. Thank you. That takes care of one of my follow-ups. I guess just to sneak one more in quickly. It looks like even excluding the contract termination charge, adjusted G&A expense was a little bit higher than I think I was expecting for the quarter. Certainly appreciate that you guys are investing quite a bit in technology and professional services, I was wondering if perhaps you could unpack the year-over-year increase there and give any color as to whether there was a pull forward in the timing of certain costs, or if perhaps you're net just spending more year-over-year than perhaps initially expected.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Yeah. Katie, there was a couple of nitty-gritty pull forwards associated to the DA for some implementation projects. Nothing that's hugely material, but on the margin can moderately increase that year-over-year growth rate. Remember, we did just deliver the country's first choice shopping platform end to end, that generates some incremental G&A expense. We had a conference with our franchisees in the second quarter, our President's Club conference, which incrementally is a million and a half dollars of G&A. As you're looking at that from Q1-Q2, that's where that is. Same period year-over-year as the second quarter of last year.

[Katie Sakys, Analyst at Autonomous Research]

Got it. Thank you.

[Mark Jones, Jr., President and COO at Goosehead Insurance]

Thanks, Katie.

[Operator]

Thank you. There are no more questions in the queue. I would like to turn the call back over to Mark Miller, CEO, for closing remarks. Please go ahead.

[Mark Miller, CEO at Goosehead Insurance]

Yeah, I just want to thank everybody for joining us on today's earnings call. We look forward to talking to you again in October to review our third quarter results.

[Operator]

This concludes today's program. Thank you for joining. You may now disconnect.

Participants

Executives

• Maddie Middleton, Senior Director of Investor Relations
• Mark Miller, CEO
• Mark Jones, Jr., President and COO
• Mark Jones, Executive Chairman

Analysts

• John Martin, CFO at Goosehead Insurance
• Tommy McJoynt, Analyst at KBW
• Andrew Andersen, Analyst at Jefferies
• Paul Newsome, Analyst at Piper Sandler
• Brian Meredith, Analyst at UBS
• Charlie Litterer, Analyst at BMO Capital Markets
• Andrew Kligerman, Analyst at TD Cowen
• Mark Hughes, Analyst at Truist Securities
• Rowland Mayor, Analyst at RBC Capital Markets
• Ryan Tunis, Analyst at Cantor
• Katie Sakys, Analyst at Autonomous Research