148 / 168
2015 Best
Practices Study
Agencies
with Revenues
Over
$25,000,000
148
Analysis of Agencies with Revenues Over $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
$234,299
$272,965
Top 25%
$399,355
$485,585
Total Commissions in Producer’s Book
Average
$2,191,760
$1,670,892
Top 25%
$3,086,669
$2,335,456
Average Commissions per Account
Average
$47,631
$31,375
Top 25%
$110,212
$60,247
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.
6.7%
Soliciting New Business
34.0%
Mgmt/Personnel/
Agency Admin.
12.1%
Servicing
Existing Accounts
47.1%
Personal
Training/
Education/
Prof. Dev.
7.6%
Soliciting New Business
36.9%
Mgmt/Personnel/
Agency Admin.
11.3%
Servicing
Existing Accounts
44.2%
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
$57,291
per year in new personal lines commissions with an average commission
per account of
$873
. (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.)