2012 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

2.2 5.5 0.5

2.3 4.0 1.0

High Low

Average Book Serviced (Commissions)

$187,977 $249,047

$143,323 $206,923

Average Pay ($)

$45,140

$36,345

Average Pay (% of Book Serviced)

24.0%

25.5%

L&H/Financial

Multi-Line

Number

0.9 1.0 0.5

1.8 7.0 0.5

High Low

Average Book Serviced (Commissions)

$115,558 $29,450

*

$197,791 $26,500

*

Average Pay ($)

Average Pay (% of Book Serviced)

25.5%

13.4%

*Insufficient Data

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

1.8 3.0 0.5

High

Low

Average Book Serviced (Commissions)

$202,395

*

Average Pay ($)

$52,221

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

25.8%

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.

1.8 3.0 1.0

High

Low

Average Book Serviced (Commissions)

$118,732

*

Average Pay ($)

$42,526

2012 Best Practices Study

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

35.8%

Agencies with Revenues Under $1,250,000

* * * * * *

High

Low

Average Book Serviced (Commissions)

*

Average Pay ($)

19

Average Pay (% of Book Serviced)

*Insufficient Data