2013 Best Practices Study

Analysis of Agencies with Revenues Between $10,000,000 and $25,000,000

Key Benchmarks Mgmt. Perspectives Profile Revenues Expenses Profitability Employee Overview Producer Info Service Staff Info Technology Insurance Carriers Appendix

Most Successful Producer Productivity

Most Successful Producer Productivity

Commercial P&C

Group L&H

Average Top 25% Average Top 25% Average Top 25%

$159,680 $255,441 $1,471,807 $2,342,644

$168,731 $351,593 $961,831 $1,843,719

New Commissions Produced Annually

Total Commissions in Producer’s Book

$15,749 $32,580

$18,208 $40,795

Average Commissions per Account

How Most Successful Producers Spent Time

Most Successful P&C Producer

Most Successful L&H Producer

Mgmt/Personnel/ Agency Admin. 11.2%

Mgmt/Personnel/ Agency Admin. 14.7%

Soliciting New Business 32.3%

Soliciting New Business 36.1%

Personal Training/

Personal Training/

Education/ Prof. Dev. 9.9%

Education/ Prof. Dev. 7.6%

Servicing Existing Accounts 48.8%

Servicing Existing Accounts 39.3%

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 $53,696 per year in new personal lines commissions with an average commission per account of $967 . (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.)

2013 Best Practices Study

Agencies with Revenues Between $10,000,000 and $25,000,000

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