2003 Best Practices Study

Analysis of Agencies with Revenues Greater Than $10,000,000

2. Group Life & Health Producer

Average

Top 25%

# Validated Producers

9.4

High Low

37.0

2.0

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

$131,464 $488,853 $162,113

$236,845 $772,127

Average Pay ($)

Average Pay (% of Book Serviced)

33.2%

Most Successful Group L&H Producer

Average $160,569

Top 25% $259,037

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

$1,041,875

$2,023,000

Average Commission Per Account

$30,751

$67,489

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

40.3% 45.0%

Servicing Existing Accounts

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

7.4% 7.4%

How Time Was Spent

7.4%

7.4%

40.3%

45.0%

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

4.3

er

A

g

e

a

v

High Low

14.0

1.0

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

$44,459 $334,511 $55,799

$70,227

*

er

A

g

e

a

v

Average Pay ($)

Average Pay (% of Book Serviced)

16.7%

4. Multi-line Producers

Average

Top 25%

# Validated Producers

9.7

High Low

17.0

1.0

Page 89 2003 Best Practices Study