2001 Best Practices Study
Analysis of Agencies with Revenues Between $5,000,000 and $10,000,000
Producer Summary
Average Commissions in Book
Average New Commissions Produced
$800,000
$250,000
$700,000
$600,000
$200,000
$500,000
$150,000
$400,000
$300,000
$100,000
$200,000
$50,000
$100,000
$0
$0
Commercial P&C Group L&H
Personal P&C
Multi-Line
Commercial P&C Group L&H Personal P&C
Multi-Line
Average Top 25%
Average Top 25%
D. Use of Restrictive Covenants
Average
+25% Profit
25%Growth
All producers have signed Some producers have signed
90.0% 3.3%
87.5% 0.0% 12.5%
87.5% 12.5%
6.7% 0.0%
0.0% 0.0%
None have signed
Have no producers except agency owners
0.0%
E. Producer's Ownership in their Book
Average
+25% Profit
25%Growth
10.0% 23.3% 66.7%
25.0% 12.5% 62.5%
25.0% 37.5% 37.5%
All producers share in ownership of books Some producers share in ownership of books
None share in ownership of books
0.0%
0.0%
0.0%
Have no producers except agency owners
F. CSR Productivity
1. Commercial P&C CSRs
Average
Top 25%
Number
15.6 38.0
High Low
6.0
Average Commissions Serviced
$261,235 $38,896
$377,264
Average Pay ($)
Average Pay (% of Book Serviced)
14.9%
How Time Was Spent:
4.4%
Selling New Business (New or Acct Rounding)
Marketing (Placement)
24.5%
Claims Processing Customer Service
1.6%
64.7%
Administration
4.7%
117
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