2007 Best Practices Study

Agencies with Revenues Between $5,000,000 and $10,000,000

Executive Perspectives

Profile

Revenues/ Expenses

Financial Stability

Employee Overview

Producer Info

Service Staff Info

Technology

Insurance Carriers

Appendix

Productivity—Producers (continued)

Most Successful Producer Productivity

Commercial P&C

Group L&H

$124,558

$166,553

Average

New Commissions Produced Annually

$254,796

$399,492

Top 25%

$1,026,447

$661,940

Average

Total Commissions in Producer’s Book

$1,800,579

$1,337,357

Top 25%

$7,258

$4,979

Average

Average Commissions per Account

$18,048

$11,610

Top 25%

“We tell our producers, their job is like flying: they are responsible for take-offs, landings and emergencies. Beyond that, they should let their staff handle everything else and get back to selling.”

How Most Successful Producers Spent Time

Commercial P&C Producer

Group L&H Producer

Soliciting New Business 30.6%

Soliciting New Business 44.5%

Mgt/Personnel/ Agency Admin. 13.0%

Mgt/Personnel/ Agency Admin. 5.4%

Servicing Existing Accounts 49.5%

Servicing Existing Accounts 44.2%

Personnel Training/ Educat./Prof Dev. 6.9%

Personnel Training/ Educat./Prof Dev. 5.9%

106 2007 Best Practices Study | Agencies with Revenues Between $5,000,000 and $10,000,000 | Producer Info