2010 Best Practices Study

Analysis of Agencies with Revenues Under $1,250,000

Mgmt. Perspectives

Validated Producer Productivity

Profile

Revenues

Average

Top 25%

Commercial P&C Producers Average Validated Producers # Validated

Expenses

Profitability

1.4 3.0 0.5

High Low

Employee Overview

Producer Info

Average New Commissions Produced Annually

$37,590 $190,240 $61,213

$73,761 $355,780

Average Book Serviced (Commissions)

Staff Service Info

Average Pay ($)

Technology

Average Pay (% of Book Serviced)

32.2%

Group Life & Health Producers Average Validated Producers # Validated

Insurance Carriers

Appendix

0.8 1.0 0.5

High Low

Average New Commissions Produced Annually

$21,974 $82,687 $42,487

$41,875 $167,531

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

51.4%

Personal P&C Producers Average Validated Producers # Validated

1.6 5.0 0.5

High Low

Average New Commissions Produced Annually

$20,175 $174,995 $47,000

$34,892 $246,372

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

26.9%

Multi-Line Producers Average Validated Producers # Validated

1.9 4.0 1.0

High Low

2010 Best Practices Study

Average New Commissions Produced Annually

$37,757 $267,604 $79,030

$57,519 $498,828

Average Book Serviced (Commissions)

Average Pay ($)

Agencies with Revenues Under $1,250,000

Average Pay (% of Book Serviced)

29.5%

*Insufficient Data

Average

+25% Profit

+25% Growth

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

42.5%

50.0%

70.0%

20

% of Earned Premium charged back to Producers for bad debt write-offs: 72.7%