2011 Best Practices Study

Analysis of Agencies with Revenues Under $1,250,000

Service/Sales Support Staff

Key Benchmarks Profile Revenues Expenses Profitability Employee Overview Producer Info Staff Service Info Technology Insurance Carriers Appendix

Average

Top 25% Average

Top 25%

Commercial P&C

Personal P&C

Number

1.8 4.0 0.5

1.8 3.3 0.5

High Low

Average Book Serviced (Commissions)

$188,682 $355,518

$158,720 $323,938

Average Pay ($)

$36,101

$32,176

Average Pay (% of Book Serviced)

19.1%

20.3%

L&H/Financial

Multi-Line

Number

1.0 1.0 0.5

1.8 5.0 1.0

High Low

Average Book Serviced (Commissions)

$183,316 $251,286

$207,308 $364,884

Average Pay ($)

$34,361

$35,675

Average Pay (% of Book Serviced)

18.7%

17.2%

Account Executives

Average

Top 25%

The Account Executive is defined as a senior level service position whose responsibility is to manage the overall service plan/activities for an existing book of business. Although the AE may have limited sales responsibilities, for the purposes of

Commercial P&C Account Executives Number

1.3 2.0 0.5

High

Low

Average Book Serviced (Commissions)

$270,145

$454,466

Average Pay ($)

$56,007

Average Pay (% of Book Serviced) Personal P&C Account Executives Number

20.7%

the study, they are classified as Service Staff. The position is often created to support and enable a producer to focus on new business production.

1.3 3.0 0.5

High

Low

Average Book Serviced (Commissions)

$161,458

$233,264

Average Pay ($)

$39,678

2011 Best Practices Study

Average Pay (% of Book Serviced) L&H / Financial Account Executives Number

24.6%

Agencies with Revenues Under $1,250,000

0.7 1.0 0.5

High

Low

Average Book Serviced (Commissions)

$135,250

*

Average Pay ($)

$43,093

19

Average Pay (% of Book Serviced)

31.9%

*Insufficient Data