2013 Best Practices Study

Analysis of Agencies with Revenues Over $25,000,000

Key Benchmarks Mgmt. Perspectives Profile Revenues Expenses Profitability Employee Overview Producer Info Service Staff Info Technology Insurance Carriers Appendix

Most Successful Producer Productivity

Most Successful Producer Productivity

Commercial P&C

Group L&H

Average Top 25% Average Top 25% Average Top 25%

$238,040 $386,230 $2,055,900 $3,380,670

$242,874 $470,215 $1,666,124 $2,556,483

New Commissions Produced Annually

Total Commissions in Producer’s Book

$42,074 $97,716

$40,796 $82,954

Average Commissions per Account

How Most Successful Producers Spent Time

Most Successful P&C Producer

Most Successful L&H Producer

Mgmt/Personnel/ Agency Admin. 10.7%

Mgmt/Personnel/ Agency Admin. 12.0%

Soliciting New Business 26.6%

Soliciting New Business 30.3%

Personal Training/

Personal Training/

Education/ Prof. Dev. 8.0%

Education/ Prof. Dev. 6.2%

Servicing Existing Accounts 56.5%

Servicing Existing Accounts 49.7%

Personal Lines Producers, someone whose main responsibility is to solicit and write new personal lines accounts and is not responsible for the day-to-day servicing of the business, can be very productive. On average the most successful Personal Lines producer in this revenue category generated $59,304 per year in new personal lines commissions with an average commission per account of $1,306 . (Typically, the total commissions in the producer’s book are not tracked since they are not paid renewal commission. Most often, the producers receive a base salary plus new business commissions.)

2013 Best Practices Study

Agencies with Revenues Over $25,000,000

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