2001 Best Practices Study

Analysis of Agencies with Revenues Less Than $500,000

Most Successful Group L&H Producer

Average $22,881 $52,453

Top 25%

Average New Commissions Produced/Year Average Book Managed (Commissions)

* * *

Average Commission Per Account

$817

How Most Successful L&H Producer Spends Time Soliciting New Business

30.6% 51.9%

Servicing Existing Accounts

Personal Training/Education/Professional Dev. Management/Personnel/Agency Administration

3.6%

13.9%

* - Insufficient Data

How Time Was Spent

13.9%

30.6%

3.6%

2

51.9%

Soliciting New Business Servicing Existing Accounts

Personal Training/Education/Professional Dev. Management/Personnel/Agency Administration

3. Personal P&C Producers

Average

Top 25%

# Validated Producers

1.6 3.0 0.5

High Low

Average New Comm Produced/Year Average Book Managed (Commissions)

$13,460 $91,397 $42,803

* *

Average Pay ($)

Average Pay (% of Book Serviced)

46.8%

*-Insufficient Data

4. Multi-line Producers

Average

Top 25%

# Validated Producers

1.7 3.0 1.0

High Low

Average New Comm Produced/Year Average Book Managed (Commissions)

$18,743 $136,490 $43,981

* *

Average Pay ($)

Average Pay (% of Book Serviced)

32.2%

* - Insufficient Data

28