2002 Best Practices Study

Analysis of Agencies with Revenues Between $5,000,000 and $10,000,000

2. Group Life & Health Producer

Average

Top 25%

# Validated Producers

2.8 7.0 1.0

High Low

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

$90,025 $416,940 $148,958

$166,267 $766,836

Average Pay ($)

Average Pay (% of Book Serviced)

35.7%

Most Successful Group L&H Producer

Average $93,342 $549,551

Top 25% $204,810

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

$1,041,970

Average Commission Per Account

$8,716

$20,695

How Most Successful L&H Producer Spends Time

Soliciting New Business Servicing Existing Accounts

34.3% 50.4%

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

6.9% 8.3%

How Time Was Spent

8.3%

6.9%

34.3%

50.4% Soliciting New Business Servicing Existing Accounts

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

3. Personal P&C Producers # Validated Producers

Average

Top 25%

1.6 8.0 0.7

A

g

a

e

v

r

High Low

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

$39,095 $278,480 $71,582

$72,046 $509,982

A

g

a

e

v

r

Average Pay ($)

Average Pay (% of Book Serviced)

25.7%

83