2015 Best Practices Study

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

Key Benchmarks Profile

Most Successful Producer Productivity

Revenues Expenses Profitability Employee Overview Producer Info Service Staff Info Technology Insurance Carriers Appendix

Most Successful Producer Productivity

Commercial P&C

Group L&H

Average Top 25% Average Top 25% Average Top 25%

$104,893 $184,797 $835,463 $1,506,403

$90,611

New Commissions Produced Annually

$193,698 $648,080 $1,197,432

Total Commissions in Producer’s Book

$9,672

$8,995

Average Commissions per Account

$26,344

$23,052

How Most Successful Producers Spent Time

Most Successful Commercial P&C Producer

Most Successful Group L&H Producer

Mgmt/Personnel/ Agency Admin. 12.4%

Mgmt/Personnel/ Agency Admin. 13.8%

Soliciting New Business 30.0%

Soliciting New Business 32.8%

Personal Training/

Personal Training/

Education/ Prof. Dev. 8.5%

Education/ Prof. Dev. 11.3%

Servicing Existing Accounts 46.3%

Servicing Existing Accounts 44.9%

Personal Lines Producers, whose main responsibility is to solicit and write new personal lines accounts and who are not responsible for the day-to-day servicing of the business, can be very productive. On average the most successful Personal Lines Producer in this revenue category generated $63,012 per year in new personal lines commissions with an average commission per account of $613 . (Typically, the total commissions in the producer’s book are not tracked since they are not paid renewal commission. Most often, the producers receive a base salary plus new business commissions.)

2015 Best Practices Study

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

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Note: See page 163 for an explanation of column headings