2013 Best Practices Study

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

Most Successful Producer Productivity

Commercial P&C

Group L&H

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

$92,066

$58,774

New Commissions Produced Annually

$179,813 $603,504 $924,830

$113,833 $346,769 $660,328

Total Commissions in Producer’s Book

$6,062

$4,631

Average Commissions per Account

$14,824

$10,556

How Most Successful Producers Spent Time

Most Successful P&C Producer

Most Successful L&H Producer

Mgmt/Personnel/ Agency Admin. 6.2%

Mgmt/Personnel/ Agency Admin. 13.3%

Soliciting New Business 37.6%

Soliciting New Business 33.0%

Personal Training/

Personal Training/

Education/ Prof. Dev. 6.0%

Education/ Prof. Dev. 5.8%

Servicing Existing Accounts 43.2%

Servicing Existing Accounts 54.8%

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.)

2013 Best Practices Study

Agencies with Revenues Between $2,500,000 and $5,000,000

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