2004 Best Practices Study

AGENCIES WITH REVENUES BETWEEN $1,250,000 AND $2,500,000

B.

Validated Producer Results 1.

EXECUTIVE PERSPECTIVES

Typical Producer Productivity

Commercial P&C

Group L&H

Personal P&C

Multi- Lines

2.7 7.0 0.3

1.8 6.0 1.0

1.4 3.0 1.0

2.8 6.0 1.0

Average

Number of Validated Producers

High Low

PROFILE

$53,739 $43,271 $30,594 $69,054

Average

New Commissions Produced Annually

$97,763 $78,750 $64,000 $160,000

Top 25%

REVENUES/ EXPENSES

$311,892 $154,373 $108,387 $338,415

Average

Total Commissions in Producer’s Book

$552,745 $278,750 $216,667 $669,073

Top 25%

Annual Pay per Producer

FINANCIAL STABILITY

$102,378 $72,629 $43,242 $92,721

Annual Pay as % of Producer’s Book

32.8% 47.0% 39.9% 27.4%

EMPLOYEE OVERVIEW

2.

Most Successful Producer Productivity

Commercial P&C

Group L&H

$55,649 $65,212

Average

PRODUCER INFO

New Commissions Produced Annually

$99,787 $143,500

Top 25%

$421,490 $254,093

Average

Total Commissions in Producer’s Book

SERVICE STAFF INFO

$805,702 $577,250

Top 25%

$4,106

$1,999

Average

Average Commissions per Account

$11,099

$3,398

Top 25%

TECHNOLOGY

How Most Successful Producers Spent Time

Commercial P&C Producer

Group L&H Producer

Soliciting New Business 32.9%

Soliciting New Business 49.7%

Management/ Personnel/Agency Administrative 14.1%

Management/ Personnel/Agency Administrative 4.3%

INSURANCE CARRIERS

Personal Training/ Education/

Personal Training/ Education/

Servicing Existing Accounts 46.3%

Servicing Existing Accounts 39.3%

Professional Development 6.7% %

APPENDIX

Professional Development 6.7% %

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