2010 Best Practices Study

Analysis of Agencies with Revenues Between $10,000,000 and $25,000,000

Mgmt. Perspectives

Validated Producer Productivity

Profile

Revenues

Average

Top 25%

Commercial P&C Producers Average Validated Producers # Validated

Expenses

Profitability

12.2 29.0

High Low

Employee Overview

1.0

Producer Info

Average New Commissions Produced Annually

$89,256 $661,383 $210,992

$147,183 $863,916

Average Book Serviced (Commissions)

Staff Service Info

Average Pay ($)

Technology

Average Pay (% of Book Serviced)

31.9%

Group Life & Health Producers Average Validated Producers # Validated

Insurance Carriers

Appendix

3.8

High Low

23.0

1.0

Average New Commissions Produced Annually

$136,243 $825,250 $241,538

$257,513 $1,153,588

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

29.3%

Personal P&C Producers Average Validated Producers # Validated

3.0

High Low

13.0

0.9

Average New Commissions Produced Annually

$53,794 $306,975 $87,464

$79,956 $483,946

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

28.5%

Multi-Line Producers Average Validated Producers # Validated

14.4 45.0

High Low

1.0

2010 Best Practices Study

Average New Commissions Produced Annually

$97,420 $747,217 $227,301

$215,074 $1,675,915

Average Book Serviced (Commissions)

Average Pay ($)

Agencies with Revenues Between $10,000,000 and $25,000,000

Average Pay (% of Book Serviced)

30.4%

Average

+25% Profit

+25% Growth

% of Agencies That Reimburse All/Part T&E Expense

79.5%

80.0%

60.0%

140

% of Earned Premium charged back to Producers for bad debt write-offs: 77.4%

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