2020 Best Practices Study

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2020 Best Practices Study	1
Introduction & Overview	6
Embracing the Challenges of a Post-COVID World	10
Key Metrics by Agency Revenue Category	22
Under $1.25M Key Metrics	24
$1.25M - $2.5M Key Metrics	28
$2.5M - $5.0M Key Metrics	32
$5.0M - $10.0M Key Metrics	36
$10.0M - $25.0M Key Metrics	40
Over $25.0M Key Metrics	44
Cross Category Comparison - Detailed Data	47
Agency Profile	48
WASA	48
Revenue Overview	48
Acquisitions	50
Account Information/Stratificaton	51
Specialization	52
Revenue Growth	53
Sales Velocity	58
Expenses	59
Profitability	60
Rule of 20	60
Financial Stability	62
Technology	62
Productivity	64
Staff - HR, Accounting, & Marketing	64
Staff - Service & Sales Support	66
Producer Metrics	68
Unvalidated Producer Metrics	72
New Producer Hiring	72
Carriers	74
Glossary	78

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