2017 Best Practices Study

AGENCIES WITH REVENUES OF:

<$1.25M $1.25-$2.5M $2.5-$5M $5-$10M $10-$25M >$25M

Commercial P&C Number of Validated Producers

0.2

1.4

2.3

5.0

9.4

26.0

Average New Commissions Average Book Serviced Average Compensation Avg. Comp. as % of Book

$18,473 $148,781 $45,909

$50,213 $356,115 $141,720

$74,052 $692,637 $190,925

$67,880 $566,836 $175,830

$98,533 $931,987 $264,194

$116,564 $963,362 $300,593

33.9%

34.9%

32.2%

32.0%

30.5%

31.2%

Top 25% Avg New Commissions Top 25% Average Book Serviced Personal P&C Number of Validated Producers

* *

$123,556

$178,202

$127,592

$181,951

$203,772

$657,388 $1,662,818

$965,649 $1,691,108 $1,530,672

0.6

0.5

0.6

1.1

2.4

2.2

Average New Commissions Average Book Serviced Average Compensation Avg. Comp. as % of Book

$23,560 $147,918 $54,546

$31,387 $200,842 $56,606

$42,927 $267,678 $113,842

$50,651 $314,777 $87,692

$70,909 $371,111 $112,941

$60,174 $381,296 $105,453

38.9%

28.8%

39.8%

27.7%

32.1%

28.6%

Top 25% Avg New Commissions Top 25% Average Book Serviced Life/Health/Financial Number of Validated Producers

*

$48,563 $253,367

$79,590 $430,811

$106,585 $626,014

$129,572 $598,129

$106,634 $692,630

$354,353

0.1

0.3

0.4

1.2

2.9

10.9

Average New Commissions Average Book Serviced Average Compensation Avg. Comp. as % of Book

$22,875 $28,709 $49,864

$22,398 $146,600 $58,362

$35,047 $319,564 $154,519

$103,842 $540,743 $180,842

$136,040

$155,642

$914,089 $1,025,124

$277,032

$308,982

*

37.3%

39.5%

33.5%

31.9%

32.2%

Top 25% Avg New Commissions Top 25% Average Book Serviced Multi-line Number of Validated Producers

* *

*

$69,396

$191,742

$277,197

$283,531

$290,109

$736,815 $1,093,027 $1,612,848 $1,649,340

0.4

0.6

1.0

1.3

1.3

2.3

Average New Commissions Average Book Serviced Average Compensation Avg. Comp. as % of Book

$30,122 $233,091 $89,273

$30,606 $310,800 $96,665

$62,952 $633,373 $170,073

$74,564 $557,229 $147,676

$73,172 $586,179 $172,438

$137,102 $989,747 $362,744

33.6%

32.6%

31.5%

29.1%

31.3%

33.3%

Top 25% Avg New Commissions Top 25% Average Book Serviced

$57,657 $495,667

$46,277

$141,850

$160,300

$163,766

$308,595

$554,026 $1,502,231 $1,040,974 $1,311,352 $2,150,416

% Total Book by Producer Age: Up to age 35

21.7% 18.1% 26.5% 33.7%

14.3% 15.1% 28.1% 42.5%

11.6% 18.9% 36.8% 32.7%

13.6% 27.1% 29.8% 29.5%

10.1% 26.2% 29.6% 34.2%

10.6% 23.3% 35.0% 31.2%

Age 36-45 Age 46-55

Over age 55

*Insufficient Data