34 / 35
72)
WASA (Weighted Average Shareholder Age) – a Reagan Consulting metric designed to assess the relative age of an agency’s
ownership team. WASA is calculated using the sum of the product of the agency’s owners’ ages and their ownership
percentages.
73)
Service Staff — Typically non-commissioned personnel who are responsible for providing service to the agency’s clients and/or
supporting producers in the sale of new business and the retention of existing business.