2010 Best Practices Study

Analysis of Agencies with Revenues Over $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

100.0%

100.0%

100.0%

Profitability

# of New Producers Hired Last Year

12.6

29.8

7.2

Employee Overview

Average Annualized Wages per Producer Hired

$102,192

$84,000

$98,347

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:

62.4% of producers hired over the last 5 years have met their production goals

2010 Best Practices Study

“We have come to realize that we need to put as much or more effort into recruiting new talented employees as we do into going after new business. This is only logical - a talented new producer is much more valuable than a single new account.”

Agencies with Revenues Over $25,000,000

172

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