2007 Best Practices Study

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

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

$119,975

$73,316

Average

New Commissions Produced Annually

$216,077

$145,987

Top 25%

$887,964

$374,191

Average

Total Commissions in Producer’s Book

$1,400,516

$654,165

Top 25%

$10,015

$4,387

Average

Average Commissions per Account

$25,974

$10,371

Top 25%

“Ten years ago, we realized that it is important to develop a non-sales- type relationship with our clients (versus the approach of many brokers who sell on price). Educated buyers are sick of the “I can do this cheaper” approach. They are purchasing insurance and a risk management strategy.”

How Most Successful Producers Spent Time

Commercial P&C Producer

Group L&H Producer

Soliciting New Business 26.6%

Soliciting New Business 35.9%

Mgt/Personnel/ Agency Admin. 14.0%

Mgt/Personnel/ Agency Admin. 6.3%

Servicing Existing Accounts 53.4%

Servicing Existing Accounts 51.9%

Personnel Training/ Educat./Prof Dev. 5.9%

Personnel Training/ Educat./Prof Dev. 6.0%

78 2007 Best Practices Study | Agencies with Revenues Between $2,500,000 and $5,000,000 | Producer Info