2015 Best Practices Study

Analysis of Agencies with Revenues Between $10,000,000 and $25,000,000

Key Benchmarks Profile

Validated Producer Productivity

Revenues Expenses Profitability Employee Overview Producer Info Service Staff Info Technology Insurance Carriers Appendix

Average

Top 25%

Commercial P&C Producers

Average Validated Producers # Validated

11.1 38.0

High Low

1.0

Average New Commissions Produced Annually

$87,288 $647,101 $205,777

$176,231 $1,037,308

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

31.8%

Group Life & Health Producers Average Validated Producers # Validated

3.7

High Low

20.0

1.0

Average New Commissions Produced Annually

$116,289 $599,713 $186,919

$233,289 $1,115,888

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

31.2%

Personal P&C Producers

Average Validated Producers # Validated

3.3

High Low

16.0

0.5

Average New Commissions Produced Annually

$42,672 $263,295 $89,389

$70,128 $513,573

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

33.9%

Multi-Line Producers

Average Validated Producers # Validated

8.6

High Low

28.0

1.0

2015 Best Practices Study

Average New Commissions Produced Annually

$128,022 $573,358 $199,953

$276,652 $1,705,996

Average Book Serviced (Commissions)

Average Pay ($)

Agencies with Revenues Between $10,000,000 and $25,000,000

Average Pay (% of Book Serviced)

34.9%

Average

Top 25% Profit Top 25% Growth

% of Agencies that Reimburse All/Part T&E Expense

75.7%

77.8%

77.8%

123

Note: See page 163 for an explanation of column headings