53 / 204
2013 Best
Practices Study
Agencies
with Revenues
Between
$1,250,000 and
$2,500,000
53
Analysis of Agencies with Revenues Between $1,250,000 and $2,500,000
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
$74,850
$53,878
Top 25%
$129,409
$129,382
Total Commissions in Producer’s Book
Average
$521,252
$249,205
Top 25%
$906,928
*
Average Commissions per Account
Average
$3,493
$3,657
Top 25%
$7,717
$9,582
Most Successful Producer Productivity
How Most Successful Producers Spent Time
Soliciting
New Business
49.2%
Servicing
Existing Accounts
32.2%
Personal
Training/
Education/
Prof. Dev.
8.3%
Soliciting
New Business
33.0%
Mgmt/Personnel/
Agency Admin.
11.0%
Mgmt/Personnel/
Agency Admin.
20.2%
Servicing
Existing Accounts
38.5%
Personal
Training/
Education/
Prof. Dev.
7.6%
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
$32,251
per year in new personal lines commissions with an average commission
per account of
$293
. (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