2015 Best Practices Study

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

Key Benchmarks Profile

Most Successful Producer Productivity

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

Most Successful Producer Productivity

Commercial P&C

Group L&H $272,965 $485,585 $1,670,892 $2,335,456

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

$234,299 $399,355 $2,191,760 $3,086,669

New Commissions Produced Annually

Total Commissions in Producer’s Book

$47,631

$31,375 $60,247

Average Commissions per Account

$110,212

How Most Successful Producers Spent Time

Most Successful Commercial P&C Producer

Most Successful Group L&H Producer

Mgmt/Personnel/ Agency Admin. 11.3%

Mgmt/Personnel/ Agency Admin. 12.1%

Soliciting New Business 36.9%

Soliciting New Business 34.0%

Personal Training/

Personal Training/

Education/ Prof. Dev. 6.7%

Education/ Prof. Dev. 7.6%

Servicing Existing Accounts 44.2%

Servicing Existing Accounts 47.1%

Personal Lines Producers, whose main responsibility is to solicit and write new personal lines accounts and who are 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 $57,291 per year in new personal lines commissions with an average commission per account of $873 . (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.)

2015 Best Practices Study

Agencies with Revenues Over $25,000,000

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Note: See page 163 for an explanation of column headings