2011 Best Practices Study

Analysis of Agencies with Revenues Over $25,000,000

Key Benchmarks Profile Revenues Expenses Profitability Employee Overview Producer Info Staff Service Info Technology Insurance Carriers Appendix

Validated Producer Productivity

Average

Top 25%

Commercial P&C Producers Average Validated Producers # Validated

33.5 93.0 10.0

High Low

Average New Commissions Produced Annually

$113,096 $776,451 $224,139

$204,240 $1,168,212

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

28.9%

Group Life & Health Producers Average Validated Producers # Validated

14.1 43.0

High Low

6.0

Average New Commissions Produced Annually

$141,893 $781,050 $235,795

$254,771 $1,196,232

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

30.2%

Personal P&C Producers Average Validated Producers # Validated

4.7

High Low

15.0

1.0

Average New Commissions Produced Annually

$51,538 $430,192 $135,088

$96,701 $619,284

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

31.4%

Multi-Line Producers Average Validated Producers # Validated

* * * * * * *

High Low

Average New Commissions Produced Annually

* *

2011 Best Practices Study

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

Agencies with Revenues Over $25,000,000

*Insufficient Data

T&E Reimbursement

Average

+25% Profit

+25% Growth

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

75.0%

100.0%

60.0%

135