2001 Best Practices Study

Analysis of Agencies with Revenues Greater Than $10,000,000

Most Successful Group L&H Producer

Average $129,707 $933,298 $29,720

Top 25% $237,710 $1,602,282

Average New Commissions Produced/Year Average Book Managed (Commissions)

Average Commission Per Account

$73,129

How Most Successful L&H Producer Spends Time

Soliciting New Business Servicing Existing Accounts

32.2% 52.5%

Personal Training/Education/Professional Dev. Management/Personnel/Agency Administration

7.1% 8.3%

How Time Was Spent

8.3%

7.1%

32.2%

2

52.4% Soliciting New Business Servicing Existing Accounts

Personal Training/Education/Professional Dev. Management/Personnel/Agency Administration

3. Personal P&C Producers

Average

Top 25%

# Validated Producers

3.0

er

A

g

e

a

v

High Low

12.0

1.0

Average New Comm Produced/Year Average Book Managed (Commissions)

$36,057 $323,704 $77,273

$54,532 $583,620

er

A

g

e

a

v

Average Pay ($)

Average Pay (% of Book Serviced)

23.9%

4. Multi-line Producers

Average

Top 25%

# Validated Producers

6.3

High Low

17.0

1.0

Average New Comm Produced/Year Average Book Managed (Commissions)

$81,697 $412,000 $128,100

* *

Average Pay ($)

Average Pay (% of Book Serviced)

31.1%

* - Insufficient Data

140