2018 Best Practices Study

51.8%

42.7%

42.5%

33.0%

30.6%

29.0%

26.8%

24.0%

23.5%

19.5%

19.4%

15.3%

< $1.25M

$1.25M- $2.5M

$2.5M- $5.0M

$5.0M- $10.0M

$10.0M- $25.0M

> $25.0M

Average Top Quartile

43.4%

42.8%

42.6%

33.8%

33.5%

28.4%

26.6%

27.1%

27.5%

22.8%

21.5%

20.4%

27.7%

26.6%

26.3%

23.1%

22.1%

18.3%

< $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

Note : Pro Forma EBITDA excludes all administrative expenses (depreciation, amortization of intangibles, officer life, interest and other.)

AGENCIES WITH REVENUES OF:

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

The Rule of 20:

Low

-9.9 17.7 35.5

1.3

1.6

-3.1 15.4 40.0

2.7

0.8

Average

19.2 47.0

18.1 38.4

16.7 33.8

14.6 31.3

High

The Rule of 20 measures an agency's shareholder returns. It is calculated by adding 50% of an agency's Pro Forma EBITDA margin to its organic commission and fee growth rate. An outcome of 20 or higher means an agency is likely generating, through profit distributions and / or share price appreciation, a shareholder return of approximately 15% - 17%, a typical agency / brokerage return under normal market conditions.

34.2

27.9

27.0

26.6

24.9

22.4

20.1

19.2

18.7

18.1

17.7

16.7

16.6

15.7

15.4

15.3

14.6

14.1

< $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

 66