85 / 204
2013 Best
Practices Study
Agencies
with Revenues
Between
$2,500,000 and
$5,000,000
85
Analysis of Agencies with Revenues Between $2,500,000 and $5,000,000
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
$92,066
$58,774
Top 25%
$179,813
$113,833
Total Commissions in Producer’s Book
Average
$603,504
$346,769
Top 25%
$924,830
$660,328
Average Commissions per Account
Average
$6,062
$4,631
Top 25%
$14,824
$10,556
Most Successful Producer Productivity
How Most Successful Producers Spent Time
Soliciting
New Business
33.0%
Servicing
Existing Accounts
54.8%
Personal
Training/
Education/
Prof. Dev.
5.8%
Soliciting
New Business
37.6%
Mgmt/Personnel/
Agency Admin.
6.2%
Mgmt/Personnel/
Agency Admin.
13.3%
Servicing
Existing Accounts
43.2%
Personal
Training/
Education/
Prof. Dev.
6.0%
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
$68,557
per year in new personal lines commissions with an average commission
per account of
$388
. (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.)