2003 Best Practices Study

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

2. Group Life & Health CSRs

Average

Top 25%

Number

15.4

High Low

108.0

1.1

Average Commissions Serviced

$343,596 $45,692

$553,770

Average Pay ($)

Average Pay (% of Book Serviced)

13.3%

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

5.6%

Marketing (Placement)

25.9%

Claims Processing Customer Service

8.0%

51.5%

Administration

8.9%

How Time Was Spent

8.9% 5.6%

25.9%

51.5%

8.0%

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

Claims Processing Customer Service Administration

3. Personal P&C CSRs

Average

Top 25%

Number

12.2 53.8

High Low

2.0

Average Commissions Serviced

$169,839 $34,996

$237,769

Average Pay ($)

Average Pay (% of Book Serviced)

20.6%

Page 91 2003 Best Practices Study