2001 Best Practices Study

Analysis of Agencies with Revenues Less Than $500,000

C. Producer Productivity

1. Commercial P&C Producer

Average

Top 25%

# Validated Producers

1.0 1.3 0.5

High Low

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

$23,936 $130,924 $67,000

$37,241

*

Average Pay ($)

Average Pay (% of Book Serviced)

51.2%

*-Insufficient Data

Most Successful Commercial P&C Producer

Average $25,788 $142,095

Top 25% $41,167 $211,334

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

Average Commission Per Account

$1,373

$3,039

How Most Successful Commercial Producer Spends Time

Soliciting New Business Servicing Existing Accounts

30.3% 39.0%

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

6.9%

23.9%

How Time Was Spent

23.9%

30.3%

6.9%

39.0%

Soliciting New Business Servicing Existing Accounts

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

2. Group Life & Health Producer

Average

Top 25%

# Validated Producers

0.9 1.0 0.5

High Low

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

$33,550 $55,800 $41,400

* *

Average Pay ($)

Average Pay (% of Book Serviced)

74.2%

*-Insufficient Data

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