2021 Best Practices Study

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2021 Best Practices Study	1
2021 Best Practices Study Sponsors	2
Best Practices Study Overview	8
Adapting to a Rapidly-Changing Environment	12
Internal Perpetuation Best Practices	13
InsurTech Best Practices	17
Key Metrics by Agency Revenue Category	22
Under $1.25M Key Metrics	24
$1.25M - $2.5M Key Metrics	28
$2.5M - $5M Key Metrics	32
$5M - $10M Key Metrics	36
$10M - $25M Key Metrics	40
Over $25M Key Metrics	44
Cross Category Comparison-Detailed Data for all Revenue Categories	48
Profile	48
WASA	49
Revenue Overview	49
Acquisitions	50
Account Information/Stratification	51
Specialization	52
Revenue Growth	53
Sales Velocity	58
Expenses	59
Profitability	60
Rule of 20 Metric	61
Financial Stability	62
Technology	63
Productivity	64
Staffing-HR, Accounting, Marketing	65
Staffing-Service & Sales Support	66
Producer Metrics-Validated	68
Producer Metrics-Unvalidated	72
New Producer Hiring	73
Carriers	74
Glossary-Definitions of Frequently Used Terms	78

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