21 / 204
2013 Best
Practices Study
Agencies
with
Revenues
Under
$1,250,000
21
Analysis of Agencies with Revenues Under $1,250,000
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
$38,038
$29,547
Top 25%
$69,153
*
Total Commissions in Producer’s Book
Average
$327,469
$47,180
Top 25%
$609,333
*
Average Commissions per Account
Average
$4,912
$1,802
Top 25%
$15,918
$4,800
Most Successful Producer Productivity
How Most Successful Producers Spent Time
Soliciting
New Business
41.7%
Servicing
Existing Accounts
31.7%
Personal
Training/
Education/
Prof. Dev.
6.3%
Soliciting
New Business
26.0%
Mgmt/Personnel/
Agency Admin.
22.7%
Mgmt/Personnel/
Agency Admin.
22.9%
Servicing
Existing Accounts
44.8%
Personal
Training/
Education/
Prof. Dev.
4.0%
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
$51,519
per year in new personal lines commissions with an average commission
per account of
$690
. (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