2001 Best Practices Study

Analysis of Agencies with Revenues Between $1,250,000 and $2,500,000

C. Producer Productivity

1. Commercial P&C Producer

Average

Top 25%

# Validated Producers

3.6

High Low

11.0

1.0

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

$61,393 $269,730 $94,701

$129,566 $414,135

Average Pay ($)

Average Pay (% of Book Serviced)

35.1%

Most Successful Commercial P&C Producer

Average $57,522 $397,398

Top 25% $117,079 $673,466

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

Average Commission Per Account

$3,734

$8,558

How Most Successful Commercial Producer Spends Time

Soliciting New Business Servicing Existing Accounts

34.7% 49.0%

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

6.4%

10.0%

How Time Was Spent

6.4%

10.0%

49.0%

34.7%

Soliciting New Business Servicing Existing Accounts

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

2. Group Life & Health Producer

Average

Top 25%

# Validated Producers

1.7 6.0 1.0

High Low

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

$80,961 $264,661 $108,455

$163,327 $511,638

Average Pay ($)

Average Pay (% of Book Serviced)

41.0%

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