2004 Best Practices Study

AGENCIES WITH REVENUES BETWEEN $5,000,000 AND $10,000,000

B.

Validated Producer Results 1.

EXECUTIVE PERSPECTIVES

Typical Producer Productivity

Commercial P&C

Group L&H

Personal P&C

Multi- Lines

6.6

2.2 6.1 0.9

3.3 6.0 0.6

13.1 57.0

Average

Number of Validated Producers

13.0

High Low

PROFILE

2.0

1.0

$79,373 $88,004 $36,205 $72,796

Average

New Commissions Produced Annually

$172,280 $185,750 $63,210 $145,339

Top 25%

REVENUES/ EXPENSES

$490,712 $436,451 $245,948 $363,890

Average

Total Commissions in Producer’s Book

$788,740 $812,713 $699,854 $555,332

Top 25%

Annual Pay per Producer

FINANCIAL STABILITY

$162,547 $184,072 $49,422 $123,738

Annual Pay as % of Producer’s Book

33.1% 42.2% 20.1% 34.0%

EMPLOYEE OVERVIEW

2.

Most Successful Producer Productivity

Commercial P&C

Group L&H

$109,871 $102,744

Average

PRODUCER INFO

New Commissions Produced Annually

$217,802 $259,133

Top 25%

$817,503 $614,027

Average

Total Commissions in Producer’s Book

SERVICE STAFF INFO

$1,273,250 $1,285,832

Top 25%

$9,989

$7,464

Average

Average Commissions per Account

$24,706 $18,806

Top 25%

TECHNOLOGY

How Most Successful Producers Spent Time

Commercial P&C Producer

Group L&H Producer

Soliciting New Business 28.6%

Soliciting New Business 30.5%

Management/ Personnel/Agency Administrative 9.1%

INSURANCE CARRIERS

Management/ Personnel/Agency Administrative 6.0%

Personal Training/ Education/

Personal Training/ Education/

Servicing Existing Accounts 56.8%

Servicing Existing Accounts 56.7%

Professional Development 5.5% %

Professional Development 6.8% %

APPENDIX

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