2001 Best Practices Study

Analysis of Agencies with Revenues Between $2,500,000 and $5,000,000

C. Producer Productivity

1. Commercial P&C Producer

Average

Top 25%

# Validated Producers

4.9

High Low

10.0

1.0

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

$64,998 $400,804 $123,322

$141,087 $657,242

Average Pay ($)

Average Pay (% of Book Serviced)

30.8%

Most Successful Commercial P&C Producer

Average $88,031 $586,056

Top 25% $189,297

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

$1,022,837

Average Commission Per Account

$8,446

$22,625

How Most Successful Commercial Producer Spends Time

Soliciting New Business Servicing Existing Accounts

28.1% 54.4%

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

6.9%

10.6%

How Time Was Spent

6.9%

10.6%

54.4%

28.1%

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

1.8 3.0 1.0

High Low

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

$73,608 $330,785 $129,554

$137,058 $576,463

Average Pay ($)

Average Pay (% of Book Serviced)

39.2%

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