2019 Best Practices Study

10.9%

13.9%

15.1%

15.4%

15.5%

17.7%

19.2%

24.0%

29.1%

35.8%

33.3%

32.1%

41.0%

24.8%

38.4%

30.7%

26.6%

27.8%

32.1%

24.6%

24.4%

22.6%

22.5%

22.4%

< $1.25M

$1.25M-$2.5M $2.5M-$5.0M $5.0M-$10.0M $10.0M-$25.0M

> $25.0M

Under 35 from WITHIN the Industry Over 35 from WITHIN the Industry Under 35 from OUTSIDE the Industry Over 35 from OUTSIDE the Industry

AGENCIES WITH REVENUES OF:

<$1.25M $1.25-$2.5M $2.5-$5M $5-$10M $10-$25M >$25M

Carrier Representation: Commercial P&C # of National Carriers # of Regional Carriers

6.4 5.5

9.1 7.7

12.5 12.7

21.7 16.4

33.9 16.5

74.8 48.9

Total

Personal P&C # of National Carriers # of Regional Carriers

6.2 6.1

6.5 6.9

6.0 7.5

11.5

14.7

21.5 21.3

9.5

7.8

Total

Life & Health/Financial

5.5

12.5

10.1

20.3

34.9

82.0

Commission Income from Top Carriers: Top P&C Carrier

29.0% 44.9%

26.6% 45.0%

19.1% 34.3%

15.5% 30.0%

11.3% 22.5%

8.8%

Top 3 P&C Carriers

15.4%

Top L/H/F Carrier Top 3 L/H/F Carriers

2.0% 2.9%

3.9% 5.3%

2.8% 4.5%

6.4%

6.2%

5.9%

10.5%

11.4%

10.9%

 79