2018 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

2.2

5.3

8.5

24.3

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

$31,022 $198,783 $50,776

$53,587 $402,363 $149,795

$56,039 $548,983 $179,709

$67,161 $573,068 $195,443

$98,353

$149,339

$938,814 $1,025,639

$272,247

$309,460

32.1%

32.6%

34.4%

33.8%

30.4%

29.5%

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

$53,865 $295,233

$123,193

$102,293

$117,268

$181,240

$281,060

$724,923 $1,103,924

$857,716 $1,666,104 $1,584,620

0.3

0.8

0.7

1.0

1.0

2.6

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

$41,506 $125,140 $59,704

$31,394 $175,242 $59,162

$54,039 $314,828 $117,907

$59,240 $277,412 $100,153

$84,224 $391,551 $114,334

$59,822 $346,089 $100,695

46.7%

33.3%

37.7%

33.6%

30.7%

30.6%

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

$87,943 $196,332

$60,826 $274,084

$99,745 $520,204

$120,960 $398,425

$133,314 $628,038

$127,534 $670,752

0.1

0.2

0.4

1.1

3.0

10.9

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

$23,126 $74,267 $28,181

$29,118 $138,480 $51,704

$50,311 $322,707 $164,123

$81,812 $508,762 $169,040

$119,590

$180,882

$886,324 $1,054,913

$269,455

$298,899

41.0%

48.6%

45.3%

34.8%

32.6%

28.7%

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

$44,252 $129,034

$52,883 $315,481

$108,275 $695,557

$157,400

$188,740

$379,741

$966,752 $1,531,585 $1,685,494

0.5

0.7

1.0

1.4

1.5

2.5

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

$37,107 $263,559 $90,478

$26,347 $255,240 $80,261

$49,455 $565,579 $172,217

$69,405 $549,394 $153,355

$56,589

$86,591

$505,818 $1,035,361

$153,166

$368,898

25.2%

33.2%

34.1%

30.4%

32.0%

32.1%

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

$71,616 $597,808

$49,002

$100,279

$127,613

$91,970

$193,854

$460,652 $1,201,393

$939,167 $1,022,247 $2,161,336

% Total Book by Producer Age: Up to age 35

18.2% 24.8% 33.7% 23.3%

9.4%

9.7%

13.5% 27.9% 26.4% 32.1%

10.9% 28.0% 29.8% 31.4%

9.9%

Age 36-45 Age 46-55

16.5% 28.8% 45.3%

20.0% 33.1% 37.2%

25.0% 31.2% 33.9%

Over age 55

a

 72