2007 Best Practices Study

Agencies with Revenues Over $25,000,000

Executive Perspectives

Profile

Revenues/ Expenses

Financial Stability

Employee Overview

Producer Info

Service Staff Info

Technology

Insurance Carriers

Appendix

Productivity—Producers (continued)

Most Successful Producer Productivity

Commercial P&C

Group L&H

$292,219

$202,228

Average

New Commissions Produced Annually

$494,566

$300,773

Top 25%

$1,639,518

$1,337,460

Average

Total Commissions in Producer’s Book

$2,738,603

$2,573,949

Top 25%

$38,427

$24,757

Average

Average Commissions per Account

$80,317

$43,944

Top 25%

“A key element of our sales culture is fostering a healthy level of competitive peer pressure among our producers. Publishing new business numbers regularly for all employees to see has helped us do that.”

How Most Successful Producers Spent Time

Commercial P&C Producer

Group L&H Producer

Soliciting New Business 34.6%

Soliciting New Business 42.3%

Mgt/Personnel/ Agency Admin. 7.8%

Mgt/Personnel/ Agency Admin. 6.9%

Servicing Existing Accounts 50.4%

Servicing Existing Accounts 43.4%

Personnel Training/ Educat./Prof Dev. 7.4%

Personnel Training/ Educat./Prof Dev. 7.2%

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2007 Best Practices Study | Agencies with Revenues Over $25,000,000 | Producer Info