2019 Best Practices Study

Book Serviced per Producer. Book Serviced per Producer is another key indicator of agency efficiency. This metric measures the average annualized commission and fee income coded to validated producers. The higher the number, the better. A lower-than-average Book Serviced per Producer result can result for several reasons, none of which are ideal: very small accounts, servicing inefficiencies, a poorly trained support staff, too much producer involvement in day-to-day servicing issues (at the expense of their new business results), and so on.

Book Serviced per Producer

$1,000K $1,200K

$1,113K

$1,077K

$844K

$825K

$0K $200K $400K $600K $800K

$655K

$574K

$552K

$405K

$359K

$291K

$248K

$99K

< $1.25M $1.25M- $2.5M

$2.5M- $5.0M

$5.0M- $10.0M

$10.0M- $25.0M

> $25.0M

Commercial P&C Life/Health/Financial

Revenue per Support Staff Employee. The Best Practices Study also provides detailed benchmark data to assess departmental support staff efficiency. A comparison of departmental revenue serviced per staff employee versus Best Practices peer agencies is an important way to ensure you are right-sized. If not, it may be an indication that your agency’s systems & procedures are in need of attention.

P&C Revenue per Support Staff Employee

L/H/F Revenue per Support Staff Employee

$0K $100K $200K $300K $400K $500K

$0K $100K $200K $300K $400K $500K

$445K

$438K

$398K

$396K

$391K

$364K

$352K

$350K

$305K

$261K

$254K

$251K

$221K

$215K

$174K

$158K

$145K

$047K

< $1.25M $1.25M- $2.5M

$2.5M- $5.0M

$5.0M- $10.0M

$10.0M- $25.0M

> $25.0M

< $1.25M $1.25M- $2.5M

$2.5M- $5.0M

$5.0M- $10.0M

$10.0M- $25.0M

> $25.0M

Commercial Lines

Personal Lines

Life & Health / Financial

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