2002 Best Practices Study

Analysis of Agencies with Revenues Less Than $500,000

B. Producer Productivity

1. Commercial P&C Producer

Average

Top 25%

# Validated Producers

1.2 2.0 0.3

High Low

Average New Comm Produced/Year Average Book Managed (Commissions)

$20,561 $138,664 $77,980

$42,689 $339,160

Average Pay ($)

Average Pay (% of Book Serviced)

56.2%

Most Successful Commercial P&C Producer

Average $34,772 $181,856

Top 25% $65,317 $363,333

Average New Commissions Produced/Year Average Book Managed (Commissions)

Average Commission Per Account

$1,041

$1,750

How Most Successful Commercial Producer Spends Time

Soliciting New Business Servicing Existing Accounts

21.2% 44.7%

Personal Training/Education/Professional Dev. Management/Personnel/Agency Administration

6.1%

28.0%

How Time Was Spent 21.2%

28.0%

44.7%

6.1%

Soliciting New Business Servicing Existing Accounts

Personal Training/Education/Professional Dev. Management/Personnel/Agency Administration

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