P R A D

DATA SHEETS

Individual Producer Data — All Producers Notes: - "Success" rate and "High Success" rate percentages are both calculated from the same set of producers ("High Success" producers are included in the "Success" rate). - The total producers for each category fluctuates based on the data provided. - Total Producers: 1505 ALL Commercial Lines Employee Benefits Personal Lines # % of Category Success % High Success % # % of Category Success % High Success % # % of Category Success % High Success % # % of Category Success % Age Success Rate by Decade 20s 412 28% 58% 9% 287 30% 58% 9% 80 20% 59% 10% 45 42% 58% 7% 30s 478 33% 62% 10% 326 34% 60% 8% 121 30% 69% 17% 31 29% 58% 10% 40s 346 24% 60% 12% 211 22% 62% 12% 118 29% 58% 12% 17 16% 59% 12% 50s 172 12% 65% 11% 96 10% 60% 14% 64 16% 69% 8% 12 11% 75% 8% 60+ 60 4% 67% 12% 38 4% 66% 8% 19 5% 63% 21% 3 3% 100% 0% Gender Male 1166 79% 61% 11% 820 85% 60% 10% 297 74% 62% 13% 49 45% 59% 8% Female 307 21% 63% 9% 142 15% 59% 8% 106 26% 69% 11% 59 55% 63% 8% Sourced by professional recruiter? Yes 186 12% 55% 8% 133 14% 59% 7% 48 12% 46% 10% 5 5% 60% 0% No 1314 88% 62% 11% 847 86% 60% 10% 363 88% 65% 13% 104 95% 62% 9% Doing immediately prior? (Background) College 67 4% 52% 7% 47 5% 51% 4% 13 3% 38% 15% 7 6% 86% 14% College (+ internship) 25 2% 76% 8% 18 2% 83% 11% 6 1% 50% 0% 1 1% 100% 0% Insurance - Not Sales 144 10% 58% 5% 84 9% 56% 6% 45 11% 58% 4% 15 14% 67% 0% Insurance Producer - Came with Book 243 16% 81% 21% 144 15% 77% 16% 89 22% 85% 28% 10 9% 90% 20% Insurance Producer - Came without Book 586 39% 58% 10% 370 38% 57% 11% 170 42% 57% 8% 46 42% 61% 4% Outside the Industry – Not Sales 173 12% 57% 8% 135 14% 56% 4% 22 5% 68% 18% 16 15% 50% 19% Outside the Industry – Sales 259 17% 56% 8% 180 18% 57% 8% 64 16% 56% 8% 15 14% 40% 7% Annual Pay When Hired < $50,000 461 31% 52% 7% 306 31% 50% 7% 92 22% 54% 5% 63 57% 56% 6% $50,000 - $75,000 434 29% 61% 7% 313 32% 60% 5% 94 23% 63% 13% 27 25% 63% 11% $75,000 - $100,000 226 15% 63% 9% 141 14% 62% 9% 73 18% 62% 10% 12 11% 75% 8% $100,000 - $125,000 122 8% 61% 11% 81 8% 67% 11% 39 10% 51% 13% 2 2% 50% 0% $125,000 - $150,000 95 6% 76% 16% 49 5% 69% 18% 42 10% 81% 12% 4 4% 100% 25% $150,000 - $175,000 48 3% 81% 21% 26 3% 73% 23% 21 5% 90% 19% 1 1% 100% 0% $175,000 - $200,000 46 3% 65% 17% 32 3% 75% 19% 14 3% 43% 14% 0 0% N/A N/A > $200,000 66 4% 77% 36% 31 3% 77% 39% 34 8% 76% 35% 1 1% 100% 0% Accounts assigned? Yes 308 23% 74% 12% 208 23% 75% 11% 75 20% 73% 16% 25 24% 64% 8% No 1057 77% 58% 11% 682 77% 56% 10% 296 80% 62% 13% 79 76% 61% 9% Required to specialize? Yes 441 29% 66% 13% 295 30% 65% 13% 112 27% 70% 16% 34 31% 65% 3% No 1063 71% 59% 9% 688 70% 58% 8% 299 73% 61% 11% 76 69% 61% 11% Sells as member of a team? Individually 1319 88% 60% 10% 877 89% 59% 9% 341 83% 60% 12% 101 92% 63% 9% Member of a production team 186 12% 69% 12% 106 11% 64% 12% 71 17% 79% 14% 9 8% 44% 0% Sales profile test Inconclusive 126 9% 50% 10% 76 8% 42% 8% 31 8% 61% 13% 19 18% 63% 11% Negative 65 5% 52% 5% 44 5% 61% 5% 11 3% 36% 9% 10 10% 30% 0% Positive 916 66% 63% 10% 618 69% 61% 9% 241 65% 67% 14% 57 55% 61% 9% Did not take sales profile test 271 20% 66% 15% 163 18% 67% 17% 90 24% 62% 13% 18 17% 78% 11% High Success %

69 Producer Recruiting & Development Study