2001 Best Practices Study

Analysis of Agencies with Revenues Greater Than $10,000,000

C. Producer Productivity

1. Commercial P&C Producer

Average

Top 25%

# Validated Producers

20.1 54.0

High Low

5.0

Average New Comm Produced/Year Average Book Managed (Commissions)

$90,562 $595,033 $155,671

$165,165 $875,373

Average Pay ($)

Average Pay (% of Book Serviced)

26.2%

Most Successful Commercial P&C Producer

Average $155,442

Top 25% $319,081 $2,078,664

Average New Commissions Produced/Year Average Book Managed (Commissions)

$1,218,071

Average Commission Per Account

$27,658

$63,447

How Most Successful Commercial Producer Spends Time

Soliciting New Business Servicing Existing Accounts

26.7% 58.0%

Personal Training/Education/Professional Dev. Management/Personnel/Agency Administration

6.3% 9.1%

How Time Was Spent

6.3%

9.1%

57.9%

26.7%

Soliciting New Business Servicing Existing Accounts

Personal Training/Education/Professional Dev. Management/Personnel/Agency Administration

2. Group Life & Health Producer

Average

Top 25%

# Validated Producers

8.9

High Low

57.0

1.0

Average New Comm Produced/Year Average Book Managed (Commissions)

$96,545 $478,528 $151,675

$180,529 $741,664

Average Pay ($)

Average Pay (% of Book Serviced)

31.7%

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