44 / 168
2015 Best
Practices Study
Agencies
with Revenues
Between
$1,250,000 and
$2,500,000
44
Analysis of Agencies with Revenues Between $1,250,000 and $2,500,000
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
$63,112
$47,592
Top 25%
$112,719
$92,266
Total Commissions in Producer’s Book
Average
$477,597
$195,475
Top 25%
$874,400
$393,689
Average Commissions per Account
Average
$3,476
$2,720
Top 25%
$7,785
$7,567
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.
9.2%
Soliciting New Business
25.9%
Mgmt/Personnel/
Agency Admin.
26.3%
Servicing
Existing Accounts
38.6%
Personal
Training/
Education/
Prof. Dev.
9.0%
Soliciting New Business
43.0%
Mgmt/Personnel/
Agency Admin.
8.0%
Servicing
Existing Accounts
40.0%
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
$28,512
per year in new personal lines commissions with an average commission
per account of
$901
. (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.)