2007 Best Practices Study

Agencies with Revenues Under $1,250,000

Executive Perspectives

Profile

Revenues/ Expenses

Financial Stability

Employee Overview

Producer Info

Service Staff Info

Technology

Insurance Carriers

Appendix

Revenues

60% Revenue by Source (as % of Total Revenues)

50%

40%

30%

20%

10%

0%

Commercial Comm & Fees

Bonds

Personal P&C

P&C - VAS

Contingent/ Bonus

Group Comm & Fees

Individual Comm & Fees

L&H - VAS

L&H - Bonus/ Overrides

Investments

Average verage

+25% Profit Profit

+25% Growth Growth

% of Revenues Derived from:

Average

+25% Profit

+25% Growth

Largest Account

4.6%

3.2%

4.8%

High

21.4%

Low

1.4%

10 Largest Accounts

18.5% 71.0%

14.9%

16.5%

High

Low

2.4%

Group Life & Health Revenue Breakdown (% from each source) Average

+25% Profit

+25% Growth

Health

59.0% 33.3%

81.9% 14.0%

58.6% 25.6%

Life

Disability

2.7% 1.3% 0.3% 0.2% 3.2%

1.4% 0.4% 1.4% 0.7% 0.1%

0.6% 1.4% 1.0% 0.0%

Dental

Retirement Products

Employee Benefits (TPA)

All Other

12.9%

See the Insurance Carriers section for the average number of GLH carriers represented.

8 2007 Best Practices Study | Agencies with Revenues Under $1,250,000 | Revenues/Expenses