2023 Best Practices Study

Executive Summary

Profitability

Employee Productivity

Top Quartile

Pro Forma Metrics:

Average

33.1%

Number of Employees

68.7

25.8%

21.6%

15.0%

Revenue per Employee

$233,451

$271,995

Compensation per Employee

$138,242

$111,066

Pro Forma Operating Profit

Pro Forma EBITDA

Spread per Employee

$95,209

$108,781

Comparison Group Average Top Quartile

Rule of 20 Score

• The Rule of 20 measures an agency's shareholder returns. It is calculated by adding 50% of an agency's Pro Forma EBITDA margin to its organic commission & fee growth rate. An outcome of 20 or higher means an agency is likely generating, through profit distributions and/or share price appreciation, a shareholder return of approximately 15% - 17%, a typical agency/brokerage return under normal market conditions. • The graph below provides a look at the Rule of 20 results for agencies in this revenue category. The solid black line represents all combinations of organic growth and EBITDA margin that result in a Rule of 20 score of 20.

Profitability/Productivity

26.7

22.4

Average

Top Quartile

Organic Growth & Profitability Scatter Plot

50%

45%

40%

35%

30%

25%

20%

15%

10%

5%

Profitability (EBITDA Margin)

0%

-10%

-5%

0%

5%

10%

15%

20%

25%

30%

Organic Growth

Note: Firms identified as outliers have been set to have a maximum growth of 30% or a maximum profitability of 50%. They appear on the graph line bordering the chart instead of plotting their actual results.

$10-25M

35