70 / 168
2014 Best
Practices Study
Agencies
with Revenues
Between
$2,500,000 and
$5,000,000
70
Analysis of Agencies with Revenues Between $2,500,000 and $5,000,000
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
$90,605
$35,266
Top 25%
$160,303
$87,090
Total Commissions in Producer’s Book
Average
$655,680
$310,728
Top 25%
$1,051,779
$700,460
Average Commissions per Account
Average
$5,711
$5,405
Top 25%
$14,282
$12,506
Most Successful Producer Productivity
How Most Successful Producers Spent Time
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
$55,543
per year in new personal lines commissions with an average commission
per account of
$405
. (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.)
Most Successful
Commercial P&C Producer
Most Successful
L&H Producer
Personal
Training/
Education/
Prof. Dev.
8.3%
Soliciting New Business
28.6%
Mgmt/Personnel/
Agency Admin.
18.2%
Servicing
Existing Accounts
44.9%
Personal
Training/
Education/
Prof. Dev.
6.4%
Soliciting New Business
26.2%
Mgmt/Personnel/
Agency Admin.
11.4%
Servicing
Existing Accounts
56.0%