2025 Best Practices Study Summary

NEW PRODUCER HIRING

AGENCIES WITH REVENUES OF:

AVERAGE

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

% of Agencies that Hired New Producers Last

6.7%

29.6%

44.8%

52.1%

81.8%

97.2%

76.9%

# of New Producers Hired Last Year Avg Annualized Wages/Prod Hired # New Producers Hired Past 5 Years Producer Success Rate Past 5 years

0.1

0.9

0.7

0.8

2.5

5.7

10.8

$29,773

$46,304

$41,885

$46,135

$74,002

$133,928

$82,327

0.7

2.2

2.8

4.0

9.6

22.3

42.8

21.3%

31.5%

41.3%

51.7%

48.5%

53.2%

44.5%

AGENCIES WITH REVENUES OF:

TOP QUARTILE

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

# of New Producers Hired Last Year Avg Annualized Wages/Prod Hired # New Producers Hired Past 5 Years Producer Success Rate Past 5 years

-

1.0

1.0

1.0

3.0

7.3

16.0

$55,298

$62,047

$65,000

$72,750

$93,415

$127,500

$106,786

1.0

2.0

4.0

5.0

11.5

28.0

79.0

35.0%

58.0%

80.0%

76.3%

68.5%

68.0%

69.0%

AGENCIES WITH REVENUES OF:

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

Recruiting & Development Techniques:

Recruiting: Targeted College Recruiting Efforts/Programs

6.7% 6.7%

7.4%

13.8% 41.4% 62.1%

33.3% 60.4% 66.7%

52.7% 67.3% 81.8%

69.4% 72.2% 91.7%

76.9% 69.2% 84.6%

Use of Outside Recruiters

29.6% 44.4%

Use of Social Media as a Recruiting Tool

33.3%

Assessment: Testing (Sales, Personality, Intelligence Capabilities, Call Reluctance, etc.)

46.7%

63.0%

75.9%

75.0%

87.3%

88.9%

76.9%

Development: Internship

20.0% 33.3%

14.8% 29.6%

31.0% 69.0%

50.0% 66.7%

65.5% 67.3%

72.2% 83.3%

84.6% 69.2%

Mentorship

Technical Training: Internal

86.7% 60.0%

66.7% 55.6%

93.1% 82.8%

93.8% 83.3%

89.1% 83.6%

97.2% 88.9%

76.9% 76.9%

External

Sales Training: Internal

73.3% 53.3%

55.6% 51.9%

79.3% 82.8%

87.5% 85.4%

85.5% 89.1%

94.4% 86.1%

76.9% 76.9%

External

Selling Structure: Required Specialization

33.3% 33.3% 26.7%

11.1% 25.9% 33.3%

13.8% 69.0% 58.6%

37.5% 60.4% 56.3%

32.7% 76.4% 70.9%

41.7% 77.8% 69.4%

38.5% 84.6% 76.9%

Team Selling

Assigned Accounts

Cross Category Comparison

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