2011 Best Practices Study

Analysis of Agencies with Revenues Between $1,250,000 and $2,500,000

Service/Sales Support Staff

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

Average

Top 25% Average

Top 25%

Commercial P&C

Personal P&C

Number

2.7 5.0 0.5

3.6

High Low

14.0

0.5

Average Book Serviced (Commissions)

$270,863 $484,882

$202,171 $337,874

Average Pay ($)

$43,038

$37,709

Average Pay (% of Book Serviced)

15.9%

18.7%

L&H/Financial

Multi-Line

Number

1.1 3.0 0.5

2.6 7.0 1.0

High Low

Average Book Serviced (Commissions)

$271,753 $387,694

$253,118 $356,918

Average Pay ($)

$39,814

$37,600

Average Pay (% of Book Serviced)

14.7%

14.9%

Account Executives

Average

Top 25%

The Account Executive is defined as a senior level service position whose responsibility is to manage the overall service plan/activities for an existing book of business. Although the AE may have limited sales responsibilities, for the purposes of

Commercial P&C Account Executives Number

2.3 4.1 0.5

High

Low

Average Book Serviced (Commissions)

$335,511

$586,578

Average Pay ($)

$52,934

Average Pay (% of Book Serviced) Personal P&C Account Executives Number

15.8%

the study, they are classified as Service Staff. The position is often created to support and enable a producer to focus on new business production.

3.1 8.7 1.0

High

Low

Average Book Serviced (Commissions)

$172,679

$289,880

Average Pay ($)

$36,873

2011 Best Practices Study

Average Pay (% of Book Serviced) L&H / Financial Account Executives Number

21.4%

Agencies with Revenues Between $1,250,000 and $2,500,000

0.8 1.0 0.5

High

Low

Average Book Serviced (Commissions)

$212,563

*

Average Pay ($)

$39,519

43

Average Pay (% of Book Serviced)

18.6%

*Insufficient Data