2003 Best Practices Study

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

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

11.7% 27.7%

Marketing (Placement)

Claims Processing Customer Service

5.8%

51.2%

Administration

3.6%

How Time Was Spent

3.6%

11.7%

27.7%

51.2%

5.8%

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

Claims Processing Customer Service Administration

2. Group Life & Health CSRs

Average

Top 25%

Number

0.4 0.8 0.1

High Low

Average Commissions Serviced

$93,300 $20,550

$133,000

Average Pay ($)

Average Pay (% of Book Serviced)

22.0%

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

13.0%

Marketing (Placement)

6.0% 2.2%

Claims Processing Customer Service

67.8% 11.0%

Administration

How Time Was Spent

13.0%

11.0%

6.0%

2.2%

67.8%

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

Claims Processing Customer Service Administration

Page 34 2003 Best Practices Study