2022 Best Practices Study

WASA: Weighted Average Shareholder Age

55.7

55.3

55.0

55.0

54.8

54.8

54.2

54.1

54.1

53.2

52.5

52.5

52.5

52.1

52.0

51.0

51.0

50.8

< $1.25M

$1.25-$2.5M

$2.5-$5M

$5-$10M

$10-$25M

> $25M

2020 BPS 2021 BPS 2022 BPS

Revenue Overview

AGENCIES WITH REVENUES OF:

<$1.25M $1.25-$2.5M $2.5-$5M $5-$10M $10-$25M >$25M

Revenue by Source (as % of Gross Revenues): Property & Casualty: Commercial Commissions & Fees

43.7%

45.5%

50.0%

54.6%

55.5%

55.2%

Bonds/Surety

1.0%

0.3%

2.5%

2.1%

2.1%

2.9% 9.3% 6.9%

Personal Commissions & Fees

44.8%

38.0% 10.0% 93.8%

28.1%

21.7%

16.3%

Contingent/Bonus

5.6%

8.1%

8.2%

8.1%

Total P&C

95.2%

88.8%

86.7%

82.0%

74.3%

Life & Health/Financial: Group Medical Comm & Fees All Other Group Comm & Fees Individual L/H/F Comm & Fees

1.5% 0.2% 1.6% 0.2% 3.5% 0.5% 0.8%

2.2% 0.1% 3.1% 0.0% 5.3% 0.2% 0.7%

5.5% 1.1% 1.6% 0.3% 8.5% 0.6% 2.2%

8.1% 2.0% 0.9% 0.3%

11.0%

15.1%

3.6% 1.0% 0.8%

6.3% 1.6% 1.5%

Bonus/Overrides

Total L&H/Financial

11.3%

16.4%

24.5%

Investment

0.6% 1.4%

0.7% 0.9%

0.6% 0.6%

Miscellaneous

Gross Revenues

100.0%

100.0%

100.0%

100.0%

100.0%

100.0%

Brokerage Comm Expense

0.4%

0.5%

1.0%

1.1%

1.2%

1.6%

Net Revenues

99.6%

99.5%

99.0%

98.9%

98.8%

98.4%

All Other Group L/H/F Revenue: Life

30.1% 25.8% 19.2%

17.1% 22.9% 36.1%

25.8% 16.9% 39.0%

18.3% 14.5% 36.3%

18.8% 15.9% 30.2%

17.8% 17.7% 30.0%

Disability

Dental & Vision

Retirement/Pension

0.0% 0.0% 0.0% 0.0%

3.2%

0.2% 5.1% 0.6% 3.7% 8.8%

1.4%

6.1% 8.9% 0.7% 3.5%

5.2%

Worksite/Voluntary/Supplement

10.1%

12.7%

13.5%

Long Term Care

4.6% 1.6% 4.4%

2.1% 0.5%

1.6% 1.2%

Employee Benefits TPA

All Other

25.0%

14.1%

15.7%

13.0%

Total

100.0%

100.0%

100.0%

100.0%

100.0%

100.0%

This is a breakdown of commissions and fees listed under "All Other Group Life, Health, and Financial" revenues.

Cross Category Comparison

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