2017 Best Practices Study-Study Sponsors

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Sole Prop. 3.3%

C Corp 16.7%

LLC 26.7%

„ Northeast „ Midwest

20.0% 30.0%

„ West

3.3%

„ Southeast „ Southwest

43.3%

S Corp 53.3%

3.3%

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27.3%

Contingent / Bonus/ Overrides 7.0%

20.5%

Other 0.8%

17.6%

15.3%

Group L/H/F 3.3%

Commercial P&C 32.3%

6.8%

4.4%

3.8%

3.1%

Personal P&C 56.6%

Total Agency

Commercial P&C

Personal P&C

Group L/H/F

Median

Top Quartile

Note : Commercial P&C includes Bonds / Surety. Group L/H/F includes Group Medical, All Other Group, and Individual L/H/F .

x With an average WASA of 52.3, this smallest revenue category has the second-youngest ownership group behind agencies with $10- $25M in revenue. x The Group L/H/F space, which can be difficult for smaller agents to meaningfully penetrate, showed the highest growth rates at 6.8%.

Commercial P&C

Group L&H

„ < $5K

67.0%

„ Under 50 lives

94.9%

„ $5K to $10K

12.2%

„ From 50 to 100 lives

5.1%

„ $10K to $25K

11.6%

„ Over 100 lives

0.0%

„ $25K to $50K

3.8%

„ > $50K

5.4%