2012 Best Practices Study

Analysis of Agencies with Revenues Over $25,000,000

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

Validated Producer Productivity

Average

Top 25%

Commercial P&C Producers Average Validated Producers # Validated

30.7 85.0

High Low

7.0

Average New Commissions Produced Annually

$100,091 $828,016 $237,484

$173,315 $1,043,645

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

28.7%

Group Life & Health Producers Average Validated Producers # Validated

12.8 31.0

High Low

3.0

Average New Commissions Produced Annually

$143,142 $824,060 $239,096

$267,806 $1,168,801

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

29.0%

Personal P&C Producers Average Validated Producers # Validated

4.4

High Low

14.0

1.0

Average New Commissions Produced Annually

$57,265 $406,390 $143,387

$87,798

Average Book Serviced (Commissions)

*

Average Pay ($)

Average Pay (% of Book Serviced)

38.3%

Multi-Line Producers Average Validated Producers # Validated

20.3 52.0

High Low

1.0

Average New Commissions Produced Annually

$35,622 $447,389 $170,234

* *

2012 Best Practices Study

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

38.1%

Agencies with Revenues Over $25,000,000

* Insufficient Data

T&E Reimbursement

Average

+25% Profit

+25% Growth

% of Agencies That Reimburse All/Part T&E Expense

78.9%

100.0%

100.0%

135