2025 Best Practices Study Summary

SALES VELOCITY

AGENCIES WITH REVENUES OF:

<$1.25M $1.25-2.5M $2.5-5M $5-10M $10-25M $25-100M >$100M

Sales Velocity: Average

13.4% 16.3%

14.3% 18.0%

12.7% 15.8%

14.9% 18.4%

13.6% 17.6%

14.3% 16.6%

15.0% 17.7%

Top Quartile

Age Banding of Sales Velocity: Up to age 35

0.5% 5.3% 4.3% 3.3%

1.5% 3.7% 5.3% 3.9%

1.0% 4.8% 2.5% 4.3%

3.4% 4.7% 3.2% 3.7%

2.8% 4.4% 3.3% 3.2%

2.3% 4.2% 3.3% 4.5%

2.1% 5.1% 3.5% 4.2%

Age 36-45 Age 46-55 Over age 55

Sales Velocity

18.4%

18.0%

17.7%

17.6%

16.6%

16.3%

15.9%

15.8%

15.1%

15.0%

14.9%

14.3%

14.3%

15.0%

14.0%

13.6%

13.4%

14.1%

12.7%

13.4%

N/A

< $1.25M

$1.25-2.5M

$2.5-5M

$5-10M

$10-25M

$25-100M

>$100M

2024 BPS Average 2025 BPS Median 2025 BPS Top Quartile

• Sales Velocity is an excellent measure of an agency’s success in writing new business. It is calculated by dividing new commission and fee income written by prior year commission and fee income. • The Age Banding of Sales Velocity takes it a step further by showing Sales Velocity contributions by different producer age groupings (35 and under, 36-45, 46-55, over 55).

Age Banding of Sales Velocity

3.7%

4.2%

3.9%

3.2%

4.5%

3.3%

4.3%

3.2%

3.5%

3.3%

3.3%

4.3%

5.3%

2.5%

4.7%

4.4%

5.1%

4.2%

4.8%

3.7%

5.3%

3.4%

2.8%

2.3%

2.1%

1.5%

1.0%

0.5%

<$1.25M

$1.25-2.5M

$2.5-5M

$5-10M

$10-25M

$25-100M

>$100M

Up to age 35

Age 36-45

Age 46-55

Over age 55

Cross Category Comparison

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