2020 Best Practices Study

55.3

55.0

54.3

54.3

54.2

54.1

54.1

54.1

54.0

54.0

53.8

53.2

53.1

52.7

52.5

52.1

52.0

50.0

< $1.25M

$1.25M-$2.5M $2.5M-$5.0M $5.0M-$10.0M $10.0M-$25.0M

> $25.0M

2018 BPS 2019 BPS 2020 BPS

AGENCIES WITH REVENUES OF:

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

Revenue by Source (as % of Gross Revenues): Property & Casualty: Commercial Commissions & Fees

38.2%

48.3%

56.4%

53.6%

49.0%

51.7%

Bonds / Surety

0.3%

0.6%

4.4%

3.2%

1.5%

2.9% 8.3% 6.6%

Personal Commissions & Fees

50.0%

35.0%

23.6%

19.6%

17.4%

Contingent / Bonus

6.2%

7.4%

9.3%

9.1%

6.7%

Total P&C

94.7%

91.2%

93.8%

85.5%

74.6%

69.5%

Life & Health / Financial: Group Medical Comm & Fees All Other Group Comm & Fees Individual L/H/F Comm & Fees

2.0% 0.2% 2.3% 0.0% 4.5% 0.2% 0.5%

4.6% 0.5% 2.5% 0.5% 8.1% 0.5% 0.2%

3.6% 0.4% 1.1% 0.1% 5.2% 0.5% 0.5%

9.3% 2.6% 1.2% 0.5%

14.9%

18.7%

7.1% 0.8% 1.3%

7.6% 1.3% 1.7%

Bonus / Overrides Total L&H / Financial

13.6%

24.1%

29.2%

Investment

0.6% 0.3%

0.6% 0.7%

0.9% 0.4%

Miscellaneous Gross Revenues

100.0%

100.0%

100.0%

100.0%

100.0%

100.0%

Brokerage Comm Expense

0.0%

1.4%

0.1%

1.0%

1.2%

1.4%

Net Revenues

100.0%

98.6%

99.9%

99.0%

98.8%

98.6%

All Other Group L/H/F Revenue: Life

45.4%

35.3% 23.6% 23.6%

40.3% 17.7% 27.9%

25.6% 14.5% 31.9%

21.3% 15.3% 35.4%

16.5% 20.4% 24.2%

Disability

5.7%

Dental & Vision

29.8%

Retirement/Pension

0.0% 4.6% 0.1% 0.0%

0.2% 6.0% 2.3% 5.8% 3.2%

0.4% 3.9% 0.5% 0.0% 9.4%

1.0%

2.4%

6.0%

Worksite/Voluntary/Supplement

12.7%

10.0%

11.9%

Long Term Care

2.9% 1.4% 9.9%

1.4% 2.8%

1.1% 2.6%

Employee Benefits TPA

All Other

14.3%

11.4%

17.2%

Total

100.0%

100.0%

100.0%

100.0%

100.0%

100.0%

This is a breakdown of commissions and fees listed under "All Other Group Life, Health, and Financial" revenues.

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