122 / 168
2015 Best
Practices Study
Agencies
with Revenues
Between
$10,000,000 and
$25,000,000
122
Analysis of Agencies with Revenues Between $10,000,000 and $25,000,000
Key Benchmarks
Profile
Revenues
Expenses
Profitability
Employee Overview
Producer Info
Service Staff Info
Technology
Insurance Carriers
Appendix
Note: See page 163 for an explanation of column headings
Most Successful Producer Productivity
Commercial P&C
Group L&H
New Commissions Produced Annually
Average
$173,677
$181,086
Top 25%
$311,382
$353,766
Total Commissions in Producer’s Book
Average
$1,513,679
$1,000,574
Top 25%
$2,350,478
$1,861,915
Average Commissions per Account
Average
$15,639
$17,466
Top 25%
$39,232
$37,496
Most Successful Producer Productivity
How Most Successful Producers Spent Time
Most Successful
Commercial P&C Producer
Most Successful
Group L&H Producer
Personal
Training/
Education/
Prof. Dev.
7.6%
Soliciting New Business
29.5%
Mgmt/Personnel/
Agency Admin.
14.6%
Servicing
Existing Accounts
48.3%
Personal
Training/
Education/
Prof. Dev.
8.0%
Soliciting New Business
32.3%
Mgmt/Personnel/
Agency Admin.
16.2%
Servicing
Existing Accounts
43.5%
Personal Lines Producers, whose main responsibility is to solicit and write new personal lines
accounts and who are not responsible for the day-to-day servicing of the business, can be very
productive. On average the most successful Personal Lines Producer in this revenue category
generated
$57,250
per year in new personal lines commissions with an average commission
per account of
$1,124
. (Typically, the total commissions in the producer’s book are not tracked
since they are not paid renewal commission. Most often, the producers receive a base salary plus
new business commissions.)