78 / 185
Productivity—Producers
(continued)
78
2007 Best Practices Study | Agencies with Revenues Between $2,500,000 and $5,000,000 | Producer Info
Appendix
Insurance
Carriers
Technology
Service
Staff Info
Producer
Info
Employee
Overview
Financial
Stability
Revenues/
Expenses
Executive
Perspectives
Profile
Agencies with Revenues Between $2,500,000 and $5,000,000
Servicing
Existing
Accounts
53.4%
Mgt/Personnel/
Agency Admin.
14.0%
Soliciting
New Business
26.6%
Servicing
Existing
Accounts
51.9%
Personnel Training/
Educat./Prof Dev.
5.9%
Mgt/Personnel/
Agency Admin.
6.3%
Soliciting
New Business
35.9%
Personnel Training/
Educat./Prof Dev.
6.0%
How Most Successful Producers Spent Time
Commercial P&C Producer
Group L&H Producer
Most Successful Producer Productivity
Commercial P&C
Group L&H
New Commissions Produced Annually
Average
$119,975
$73,316
Top 25%
$216,077
$145,987
Total Commissions in Producer’s Book
Average
$887,964
$374,191
Top 25%
$1,400,516
$654,165
Average Commissions per Account
Average
$10,015
$4,387
Top 25%
$25,974
$10,371
“Ten years ago, we realized that it is important to develop a non-sales-
type relationship with our clients (versus the approach of many brokers
who sell on price). Educated buyers are sick of the “I can do this
cheaper” approach. They are purchasing insurance and a risk
management strategy.”