2004 Best Practices Study

AGENCIES WITH REVENUES BETWEEN $500,000 AND $1,250,000

B.

Validated Producer Results 1.

EXECUTIVE PERSPECTIVES

Typical Producer Productivity

Commercial P&C

Group L&H

Personal P&C

Multi- Lines

1.7 5.0 0.8

0.8 1.0 0.2

1.5 2.5 0.3

1.6 4.0 1.0

Average

Number of Validated Producers

High Low

PROFILE

$40,633 $26,000 $28,944 $52,970

Average

New Commissions Produced Annually

$67,124 $40,000 $60,833 $107,395

Top 25%

REVENUES/ EXPENSES

$202,463 $88,829 $112,887 $349,263

Average

Total Commissions in Producer’s Book

$836,011 $130,000 $192,298 $632,251

Top 25%

Annual Pay per Producer

FINANCIAL STABILITY

$76,379 $53,600 $38,406 $95,282

Annual Pay as % of Producer’s Book

37.7% 60.3% 34.0% 27.3%

EMPLOYEE OVERVIEW

2.

Most Successful Producer Productivity

Commercial P&C

Group L&H

$46,864 $26,161

Average

PRODUCER INFO

New Commissions Produced Annually

$76,667 $50,500

Top 25%

$483,235 $148,442

Average

Total Commissions in Producer’s Book

SERVICE STAFF INFO

$1,205,071 $299,973

Top 25%

$3,063

$3,542

Average

Average Commissions per Account

$6,717

$7,500

Top 25%

TECHNOLOGY

How Most Successful Producers Spent Time

Commercial P&C Producer

Group L&H Producer

Soliciting New Business 24.5%

Soliciting New Business 27.2%

Management/ Personnel/Agency Administrative 15.7%

INSURANCE CARRIERS

Management/ Personnel/Agency Administrative 10.9%

Personal Training/ Education/

Personal Training/ Education/

Servicing Existing Accounts 53.7%

Servicing Existing Accounts 53.3%

Professional Development 6.1% %

Professional Development 8.6% %

APPENDIX

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