181 / 204
2013 Best
Practices Study
Agencies
with
Revenues
Over
$25,000,000
181
Analysis of Agencies with Revenues Over $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
$238,040
$242,874
Top 25%
$386,230
$470,215
Total Commissions in Producer’s Book
Average
$2,055,900
$1,666,124
Top 25%
$3,380,670
$2,556,483
Average Commissions per Account
Average
$42,074
$40,796
Top 25%
$97,716
$82,954
Most Successful Producer Productivity
How Most Successful Producers Spent Time
Soliciting
New Business
30.3%
Servicing
Existing Accounts
49.7%
Personal
Training/
Education/
Prof. Dev.
6.2%
Soliciting
New Business
26.6%
Mgmt/Personnel/
Agency Admin.
12.0%
Mgmt/Personnel/
Agency Admin.
10.7%
Servicing
Existing Accounts
56.5%
Personal
Training/
Education/
Prof. Dev.
8.0%
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
$59,304
per year in new personal lines commissions with an average commission
per account of
$1,306
. (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.)