2021 Best Practices Study

Cross Category Comparison

Detailed Data for All Revenue Categories

Where New Producers Were Found

13.3%

13.6%

14.6%

17.1%

20.6%

30.6%

23.0%

21.1%

29.3%

34.4%

24.1%

38.9%

21.8%

38.2%

43.6%

34.9%

31.6%

19.4%

35.4%

23.7%

20.4%

20.1%

19.3%

11.1%

< $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

Carriers

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

5.6 4.8

11.4 10.6 22.0

12.8 12.2 25.0

18.7 14.9 33.6

37.4 20.1 57.5

81.0 30.6

Total

10.4

111.6

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

5.8 5.1

6.5 8.0

6.9 8.3

11.6 11.3 22.9

18.1 10.2 28.3

27.5 13.7 41.2

Total

10.9

14.5

15.2

Li fe & Heal th/Financial

4.0

10.5

10.0

20.2

34.5

77.9

Commission Income from Top Carriers: Top P&C Carrier

32.6% 54.0%

23.8% 35.5%

18.3% 33.3%

15.2% 28.8%

12.4% 22.5%

6.9%

Top 3 P&C Carriers

12.8%

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

2.2% 2.8%

2.1% 3.0%

2.3% 3.3%

4.1% 6.7%

6.2%

5.1%

14.8%

10.2%

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