2020 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

0.5

1.4

2.7

4.5

7.8

21.1

% Male

* *

* *

89% 11%

93%

88% 12%

88% 12%

% Female

7%

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

$39,568 $232,708 $67,499

$75,805 $363,563 $129,443

$84,811 $646,620 $185,811

$72,402 $631,075 $204,588

$93,252

$160,746

$848,384 $1,175,070

$243,636

$323,370

36.1%

37.3%

29.6%

30.4%

30.5%

29.1%

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

$63,793 $422,178

$181,691

$148,345

$128,330

$150,027

$321,365

$786,285 $1,057,757 $1,019,392 $1,530,133 $2,153,904

0.6

1.1

0.5

0.8

1.3

2.0

% Male

* *

* *

* *

* *

* *

* *

% Female

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

$29,930 $143,019 $64,804

$28,647 $118,854 $64,449

$60,024 $270,105 $102,614

$49,550 $302,344 $91,365

$55,545 $355,682 $110,011

$95,593 $493,740 $118,443

37.9%

42.5%

37.5%

32.4%

35.1%

32.2%

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

$46,062 $269,831

$54,296 $188,510

$110,061 $424,604

$88,361 $569,944

$92,174 $588,294

$188,626 $859,059

0.1

0.3

0.2

0.9

2.8

9.4

% Male

* *

* *

* *

* *

73% 27%

76% 24%

% Female

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

$35,641 $162,618 $60,063

$28,072 $152,101 $80,850

$116,330 $297,837 $131,574

$78,328 $504,025 $160,043

$93,314

$186,542

$852,896 $1,124,066

$268,036

$319,691

35.0%

44.2%

41.5%

35.6%

32.3%

29.5%

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

$75,025 $244,308

$73,663 $280,640

$227,193 $522,350

$149,171

$171,749

$418,796

$908,537 $1,786,313 $1,991,760

0.3

0.8

0.7

1.6

1.6

1.3

% Male

* *

* *

* *

* *

* *

* *

% Female

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

$49,619 $469,579 $117,145

$53,881 $551,106 $126,965

$57,113 $575,894 $172,045

$66,742 $558,224 $149,056

$124,448 $998,513 $214,452

$54,590 $995,815 $320,303

29.7%

34.1%

28.7%

25.8%

28.4%

30.0%

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

$96,607 $807,269

$103,299

$115,097

$152,070

$306,115

$101,517

$1,388,541 $1,205,609

$984,803 $2,330,822 $2,388,075

Weighted Average Producer Age

47.2

48.1

50.6

48.2

50.6

50.0

% Total Book by Producer Age: Up to age 35

14.8% 22.1% 39.7% 23.4%

19.5% 27.5% 14.6% 38.5%

14.0% 17.0% 34.5% 34.5%

15.5% 30.8% 19.7% 34.0%

8.3%

9.9%

Age 36-45 Age 46-55

27.1% 28.3% 36.3%

24.3% 35.5% 30.4%

Over age 55

*Insufficient Data

 70