2022 Best Practices Study

Producer Metrics

AGENCIES WITH REVENUES OF:

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

Agency Commission Structure:

New Rate: Commercial P&C

37.3% 39.1%

45.3% 48.2%

41.6% 40.8%

42.5% 42.2% 40.0% 45.8% 43.5% 44.4% 48.7% 27.1% 26.1% 20.0% 16.9% 25.5% 26.4% 19.2%

39.8% 38.1% 30.3% 38.7% 39.5% 39.6% 44.4% 28.6% 25.7% 17.1% 20.9% 29.4% 28.9% 26.5%

37.8% 34.5% 36.4% 38.5% 38.3% 38.7% 42.5% 28.6% 28.4% 18.6% 15.2% 29.3% 29.3% 22.0% $3,500 $1,701 $2,795 $2,829 $2,697 $1,414 $718

Bonds/Surety

Small Commercial P&C

*

*

* *

Personal P&C Group Medical

36.8% 35.6% 41.5% 44.9%

42.2% 41.9% 43.0% 48.8%

44.9% 44.7%

Other Group L/H/F Individual L/H/F Renewal Rate: Commercial P&C

*

28.2% 30.3%

33.1% 34.4%

27.8% 28.2%

Bonds/Surety

Small Commercial P&C

*

*

* *

Personal P&C Group Medical

28.3% 26.7% 24.3% 20.5%

29.7% 32.2% 31.6% 27.8%

31.3% 25.1%

Other Group L/H/F Individual L/H/F

*

Minimum Threshold (minimum account size on which commissions are paid) :

Commercial P&C

* * * * * * *

* * * * * * *

$607

$943 $540

$2,750 $1,381

Bonds/Surety

* * *

Small Commercial P&C

$1,000

$750 $561

Personal P&C Group Medical

$134 $478 $306

$305 $209

$1,833 $1,490 $1,000

Other Group L/H/F Individual L/H/F

*

*

Additional Benefits Paid (% of agencies providing this benefit to producers):

Travel and Entertainment

57.1% 50.0% 25.0%

55.2% 65.5% 17.2%

76.3% 89.8% 37.3%

83.0% 92.5% 47.2%

75.4% 94.7% 43.9%

84.1% 88.6% 59.1%

Health Benefits

Automobile

*Insufficient Data

Validated Producer Metrics

WAPA: Weighted Average Producer Age

50.8

50.6

50.6

50.4

50.4

50.3

50.2

50.0

49.3

48.7

48.5

48.4

48.2

48.2

48.1

48.0

47.2

46.2

< $1.25M

$1.25-$2.5M

$2.5-$5M

$5-$10M

$10-$25M

> $25M

2020 BPS

2021 BPS

2022 BPS

Cross Category Comparison

66