2003 Best Practices Study

Analysis of Agencies with Revenues Between $500,000 and $1,250,000

2. Group Life & Health Producer

Average

Top 25%

# Validated Producers

1.0 1.0 1.0

High Low

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

$19,450 $85,010 $50,381

* *

Average Pay ($)

Average Pay (% of Book Serviced)

59.3%

*-Insufficient Data

Most Successful Group L&H Producer

Average $26,872 $191,309

Top 25% $50,500 $394,500

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

Average Commission Per Account

$3,102

$6,000

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

32.2% 44.2%

Servicing Existing Accounts

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

7.8%

15.8%

How Time Was Spent

15.8%

32.2%

7.8%

44.2%

Soliciting New Business Servicing Existing Accounts

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

3. Personal P&C Producers

Average

Top 25%

# Validated Producers

1.2 2.0 0.5

er

A

g

e

a

v

High Low

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

$18,292 $116,560 $40,170

$27,500 $161,050

er

A

g

e

a

v

Average Pay ($)

Average Pay (% of Book Serviced)

34.5%

Page 32 2003 Best Practices Study