2017 Best Practices Study

5.7%

11.5%

13.1%

15.6%

16.6%

21.1%

14.3%

26.6%

31.9%

32.2%

31.0%

28.9%

48.6%

36.4%

32.1%

23.7%

29.9%

31.1%

31.4%

26.3%

24.6%

23.8%

22.5%

21.1%

< $1.25M

$1.25M-$2.5M $2.5M-$5.0M $5.0M-$10.0M $10.0M-$25.0M

> $25.0M

Under 35 from WITHIN the Industry Over 35 from WITHIN the Industry Under 35 from OUTSIDE the Industry Over 35 from OUTSIDE the Industry

AGENCIES WITH REVENUES OF:

<$1.25M $1.25-$2.5M $2.5-$5M $5-$10M $10-$25M >$25M

Carrier Representation: Commercial P&C # of National Carriers # of Regional Carriers

5.4 4.8

5.7 6.8

10.6 11.9 22.5

21.1 14.6 35.7

30.1 20.5 50.6

72.5 46.6

Total

10.2

12.5

119.1

Personal P&C # of National Carriers # of Regional Carriers

5.5 5.4

4.4 6.5

5.6 7.4

10.6

10.5

17.0 16.1 33.1

8.2

8.0

Total

10.9

10.9

13.0

18.8

18.5

Life & Health/Financial

5.5

8.0

10.2

24.4

39.8

79.1

Commission Income from Top Carriers: Top P&C Carrier

31.2% 50.1%

27.2% 43.5%

21.6% 36.6%

15.5% 27.4%

11.7% 22.8%

7.7%

Top 3 P&C Carriers

15.4%

Top L/H/F Carrier Top 3 L/H/F Carriers

2.4% 2.8%

4.6% 6.2%

3.9% 6.0%

5.2% 8.7%

8.3%

5.6%

14.2%

10.5%