2003 Best Practices Study

Analysis of Agencies with Revenues Between $2,500,000 and $5,000,000

2. Group Life & Health CSRs

Average

Top 25%

Number

2.5 5.0 0.5

High Low

Average Commissions Serviced

$273,901 $35,320

$458,380

Average Pay ($)

Average Pay (% of Book Serviced)

12.9%

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

7.0%

Marketing (Placement)

24.7%

Claims Processing Customer Service

8.1%

54.2%

Administration

6.0%

How Time Was Spent

6.0% 7.0%

24.7%

54.2%

8.1%

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

Claims Processing Customer Service Administration

3. Personal P&C CSRs

Average

Top 25%

Number

4.2 9.0 1.0

High Low

Average Commissions Serviced

$149,446 $33,090

$218,722

Average Pay ($)

Average Pay (% of Book Serviced)

22.1%

Page 64 2003 Best Practices Study