18 / 168
2014 Best
Practices Study
Agencies
with
Revenues
Under
$1,250,000
18
Analysis of Agencies with Revenues Under $1,250,000
Key Benchmarks
Profile
Revenues
Expenses
Profitability
Employee Overview
Producer Info
Service Staff Info
Technology
Insurance Carriers
Appendix
Most Successful Producer Productivity
Commercial P&C
Group L&H
New Commissions Produced Annually
Average
$27,370
$12,647
Top 25%
$51,714
*
Total Commissions in Producer’s Book
Average
$247,097
$28,156
Top 25%
$484,631
*
Average Commissions per Account
Average
$1,779
$475
Top 25%
$4,495
*
Most Successful Producer Productivity
How Most Successful Producers Spent Time
Most Successful
Commercial P&C Producer
Most Successful
L&H Producer
Personal
Training/
Education/
Prof. Dev.
6.1%
Soliciting New Business
31.4%
Mgmt/Personnel/
Agency Admin.
18.7%
Servicing
Existing Accounts
43.8%
Personal
Training/
Education/
Prof. Dev.
5.5%
Soliciting New Business
43.8%
Mgmt/Personnel/
Agency Admin.
21.8%
Servicing
Existing Accounts
29.0%
Personal Lines Producers, someone whose main responsibility is to solicit and write new personal
lines accounts and is 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
$130,306
per year in new personal lines commissions with an average commission
per account of
$251
. (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.)
*Insufficient Data