2003 Best Practices Study

Analysis of Agencies with Revenues Less Than $500,000

How Time Was Spent: Selling New Business (New or Acct Rounding)

9.4%

Marketing (Placement)

23.8%

Claims Processing Customer Service

7.4%

53.8%

Administration

5.6%

How Time Was Spent

5.6%

9.4%

23.8%

53.8%

7.4%

Selling New Business (New or Acct Rounding) Marketing (Placement)

Claims Processing Customer Service Administration

2. Group Life & Health CSRs

Average

Top 25%

Number

0.5 1.0 0.1

High Low

Average Commissions Serviced

$40,624 $14,175

*

Average Pay ($)

Average Pay (% of Book Serviced)

34.9%

How Time Was Spent: Selling New Business (New or Acct Rounding)

16.3% 15.0%

Marketing (Placement)

Claims Processing Customer Service

8.7%

55.0%

Administration

5.0%

* - Insufficient Data

How Time Was Spent

5.0%

16.3%

15.0%

55.0%

8.7%

Selling New Business (New or Acct Rounding) Marketing (Placement)

Claims Processing Customer Service Administration

Page 20 2003 Best Practices Study