2018 Best Practices Study

32.7%

23.8%

22.4%

21.4%

18.8%

17.5%

16.6%

14.4%

13.2%

14.1%

14.6%

13.7%

14.5%

13.2%

14.2%

12.3%

11.4%

11.7%

< $1.25M

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

> $25.0M

2017 BPS Average

2018 BPS Average

2018 BPS Top Quartile

Sales Velocity is an excellent measure of an agency’s success in writing new business. It is calculated by dividing new commission and fee income written by prior year commission and fee income. The Age Banding of Sales Velocity takes it a step further by showing Sales Velocity contributions by different producer age groupings (35 and under, 36-45, 46-55, over 55).

18%

16%

4.7%

14%

2.2%

3.4%

2.8%

12%

2.7%

3.4%

10%

4.2%

5.7%

3.9%

4.3%

2.4%

8%

4.1%

6%

4.3%

4.6%

3.2%

4.4%

4.7%

4%

2.3%

2%

3.4%

3.4%

2.9%

2.8%

2.2%

2.0%

0%

<$1.25M

$1.25-$2.5M

$2.5-$5M

$5-$10M

$10-$25M

>$25M

Up to age 35 Age 36-45 Age 46-55 Over age 55

 63