96 / 168
2015 Best
Practices Study
Agencies
with Revenues
Between
$5,000,000 and
$10,000,000
96
Analysis of Agencies with Revenues Between $5,000,000 and $10,000,000
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
$104,893
$90,611
Top 25%
$184,797
$193,698
Total Commissions in Producer’s Book
Average
$835,463
$648,080
Top 25%
$1,506,403
$1,197,432
Average Commissions per Account
Average
$9,672
$8,995
Top 25%
$26,344
$23,052
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.
8.5%
Soliciting New Business
32.8%
Mgmt/Personnel/
Agency Admin.
13.8%
Servicing
Existing Accounts
44.9%
Personal
Training/
Education/
Prof. Dev.
11.3%
Soliciting New Business
30.0%
Mgmt/Personnel/
Agency Admin.
12.4%
Servicing
Existing Accounts
46.3%
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
$63,012
per year in new personal lines commissions with an average commission
per account of
$613
. (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.)