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

July 28, 2021 4:01 PM EDT

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

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

Second Quarter 2021 Highlights

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Forward-Looking Statements

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Goosehead Insurance, Inc.
Key Performance Indicators

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

 




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