149 / 204
2013 Best
Practices Study
Agencies
with Revenues
Between
$10,000,000 and
$25,000,000
149
Analysis of Agencies with Revenues Between $10,000,000 and $25,000,000
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
$159,680
$168,731
Top 25%
$255,441
$351,593
Total Commissions in Producer’s Book
Average
$1,471,807
$961,831
Top 25%
$2,342,644
$1,843,719
Average Commissions per Account
Average
$15,749
$18,208
Top 25%
$32,580
$40,795
Most Successful Producer Productivity
How Most Successful Producers Spent Time
Soliciting
New Business
36.1%
Servicing
Existing Accounts
39.3%
Personal
Training/
Education/
Prof. Dev.
7.6%
Soliciting
New Business
32.3%
Mgmt/Personnel/
Agency Admin.
14.7%
Mgmt/Personnel/
Agency Admin.
11.2%
Servicing
Existing Accounts
48.8%
Personal
Training/
Education/
Prof. Dev.
9.9%
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
$53,696
per year in new personal lines commissions with an average commission
per account of
$967
.
(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.)