2003 Best Practices Study

Analysis of Agencies with Revenues Between $1,250,000 and $2,500,000

2. Group Life & Health Producer

Average

Top 25%

# Validated Producers

1.5 3.0 1.0

High Low

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

$63,054 $256,707 $121,095

$145,267 $474,835

Average Pay ($)

Average Pay (% of Book Serviced)

47.2%

Most Successful Group L&H Producer

Average $49,532 $286,057

Top 25% $99,500 $561,782

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

Average Commission Per Account

$3,630

$8,167

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

42.2% 47.7%

Servicing Existing Accounts

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

5.8% 4.3%

How Time Was Spent

4.3%

5.8%

42.2%

47.7%

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

2.2 9.0 0.5

ve

ra

N

A

g

e

High Low

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

$18,811 $157,121 $54,685

$33,760 $286,388

ve

ra

B

A

g

e

Average Pay ($)

Average Pay (% of Book Serviced)

34.8%

Page 47 2003 Best Practices Study