2019 Best Practices Study

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2019 Best Practices Study	1
Introduction	8
Foundations - Laying the Groundwork	12
Key Metrics Data	30
Under $1.25M	30
$1.25 - 2.5M	34
$2.5 - 5M	38
$5 - 10M	38
$10 - 25M	46
Over $25M	50
Cross Category Comparison Data	54
Agency Profile	54
Revenue Overview	54
Acquistions	56
Account Stratification	56
Specialty Revenue	58
Revenue Growth	58
Sales Velocity	64
Pro Forma Expenses	64
Profitability	66
Rule of 20	66
Financial Stability	68
Technology	68
Productivity	70
HR/Accounting/Marketing Staffing	70
Service & Sales Support Staff	72
Producer Commission Structure	74
Validated Producers	74
Unvalidated Producers	78
Carriers	80
Glossary	84

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