2007 Best Practices Study

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

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

$86,606

$36,805

Average

New Commissions Produced Annually

$142,574

$68,114

Top 25%

$549,495

$221,561

Average

Total Commissions in Producer’s Book

$1,038,450

$601,138

Top 25%

$4,671

$2,188

Average

Average Commissions per Account

$11,909

$5,497

Top 25%

“We are concentrating on making sure that our management staff, that’s department management and overall agency management staff, is growing appropriately with the size of the agency. We have just taken the branch manager of an agency we acquired a few years ago and created a new sales manager position for the entire agency. He is making weekly stops at every location talking with each producer. We have just had our best sales month ever.”

How Most Successful Producers Spent Time

Commercial P&C Producer

Group L&H Producer

Soliciting New Business 33.1%

Soliciting New Business 36.5%

Mgt/Personnel/ Agency Admin. 20.6%

Mgt/Personnel/ Agency Admin. 9.6%

Personnel Training/ Educat./Prof Dev. 6.4%

Personnel Training/ Educat./Prof Dev. 7.9%

Servicing Existing Accounts 36.5%

Servicing Existing Accounts 41.6%

48 2007 Best Practices Study | Agencies with Revenues Between $1,250,000 and $2,500,000 | Producer Info