2003 Best Practices Study

Analysis of Agencies with Revenues Less Than $500,000

2. Group Life & Health Producer

Average

Top 25%

# Validated Producers

1.0 1.0 0.2

High Low

Average New Comm Produced/Year Average Book Managed (Commissions)

*

* *

$63,000 $44,233

Average Pay ($)

Average Pay (% of Book Serviced)

70.2%

* - Insufficient Data

Most Successful Group L&H Producer

Average $17,000 $53,333

Top 25%

Average New Commissions Produced/Year Average Book Managed (Commissions)

* * *

Average Commission Per Account

$742

How Most Successful L&H Producer Spends Time Soliciting New Business

20.7% 62.3%

Servicing Existing Accounts

Personal Training/Education/Professional Dev. Management/Personnel/Agency Administration

7.0%

10.0%

* - Insufficient Data

How Time Was Spent 20.7% 10.0%

7.0%

62.3% Soliciting New Business Servicing Existing Accounts

Personal Training/Education/Professional Dev. Management/Personnel/Agency Administration

3. Personal P&C Producers

Average

Top 25%

ness

Aver

Busi

New

age

# Validated Producers

1.3 2.5 1.0

High Low

Average New Comm Produced/Year Average Book Managed (Commissions)

$15,991 $120,852 $72,913

$27,000 $181,547

oo

ge

ve

ra

B

A

Average Pay ($)

Average Pay (% of Book Serviced)

60.3%

Page 18 2003 Best Practices Study