2020 Best Practices Study

13.0%

13.6%

15.6%

16.6%

18.0%

21.7%

22.4%

24.7%

23.7%

31.2%

28.3%

41.3%

33.6%

33.7%

40.2%

26.6%

34.8%

26.0%

30.4%

27.0%

24.2%

22.1%

16.1%

15.2%

< $1.25M

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

> $25.0M

Under 35 from WITHIN the Industry Over 35 from WITHIN the Industry Under 35 from OUTSIDE the Industry Over 35 from OUTSIDE the Industry

AGENCIES WITH REVENUES OF:

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

Carrier Representation: Commercial P&C # of National Carriers # of Regional Carriers

5.0 4.3

10.0

13.5 12.2

18.2 12.9

40.5 19.1

75.0 37.3

9.0

Total

Personal P&C # of National Carriers # of Regional Carriers

5.6 5.2

6.5 8.7

5.9 7.1

12.2

19.4

25.8 15.2

8.5

9.1

Total

Life & Health/Financial

4.0

12.5

7.3

23.2

35.2

76.8

Commission Income from Top Carriers: Top P&C Carrier

33.1% 50.8%

24.4% 42.5%

18.8% 33.6%

16.1% 28.4%

11.4% 20.8%

7.8%

Top 3 P&C Carriers

14.7%

Top L/H/F Carrier Top 3 L/H/F Carriers

2.2% 3.0%

4.1% 5.4%

1.9% 2.8%

9.1% 7.9%

6.8%

5.8%

12.2%

11.1%

 75