117 / 204
2013 Best
Practices Study
Agencies
with Revenues
Between
$5,000,000 and
$10,000,000
117
Analysis of Agencies with Revenues Between $5,000,000 and $10,000,000
Key Benchmarks
Mgmt. Perspectives
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
$103,695
$98,372
Top 25%
$184,668
$219,289
Total Commissions in Producer’s Book
Average
$906,364
$625,429
Top 25%
$1,637,556
$1,278,180
Average Commissions per Account
Average
$10,736
$8,848
Top 25%
$30,208
$19,673
Most Successful Producer Productivity
How Most Successful Producers Spent Time
Soliciting
New Business
36.9%
Servicing
Existing Accounts
44.8%
Personal
Training/
Education/
Prof. Dev.
7.3%
Soliciting
New Business
36.7%
Mgmt/Personnel/
Agency Admin.
9.2%
Mgmt/Personnel/
Agency Admin.
10.5%
Servicing
Existing Accounts
45.5%
Personal
Training/
Education/
Prof. Dev.
9.2%
Most Successful P&C Producer
Most Successful L&H Producer
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
$71,124
per year in new personal lines commissions with an average commission
per account of
$612
. (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.)