2010 Best Practices Study

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

Mgmt. Perspectives

New Producers

Profile

Revenues

Average

+25% Profit

+25% Growth

New Producer Hiring % of Agencies that Hired New Producers Last Year

Expenses

87.2%

90.0%

80.0%

Profitability

# of New Producers Hired Last Year

3.2

3.7

4.4

Employee Overview

Average Annualized Wages per Producer Hired

$64,664

$55,451

$55,320

Producer Info

Staff Service Info

Where New Producers Were Found

Technology

Outside of Industry (includes all study group responses) Other Sales ( advertising, agriculture, automobiles, franchises, manufacturing, office furniture/equipment, payroll/HR services, pharmaceuticals, real estate, telecommunications, temporary staffing ) Construction Education Financial Services ( accounting firm, banking, Healthcare Hospitality Information Technology Law Enforcement Lobbyist Management Consulting Military Non-Profits mortgage company, financial planning ) Delivery Services

Insurance Carriers

Appendix

“Successful” New Producers:

58.3% of producers hired over the last 5 years have met their production goals

2010 Best Practices Study

“Our ability to remain independent long term will be predicated on our ability to attract, develop and retain young, successful producer talent.”

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

142