2021 Best Practices Study

Cross Category Comparison

Detailed Data for All Revenue Categories

WASA: Weighted Average Shareholder Age

55.7

55.3

55.0

54.8

54.3

54.2

54.2

54.1

54.1

53.8

53.2

52.5

52.5

52.1

52.0

52.0

51.0

50.0

< $1.25M

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

> $25.0M

2019 BPS 2020 BPS 2021 BPS

Revenue Overview

AGENCIES WITH REVENUES OF:

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

Revenue by Source (as % of Gross Revenues): Property & Casual ty: Commercial Commissions & Fees

39.1%

47.9%

53.3%

53.8%

50.6%

53.6%

Bonds/Surety

0.2%

0.6%

3.7%

2.4%

2.2%

2.9% 7.8% 6.4%

Personal Commissions & Fees

49.5%

36.2%

25.5%

20.7%

16.1%

Contingent/Bonus

5.6%

9.2%

9.5%

8.7%

8.3%

Total P&C

94.5%

93.8%

92.0%

85.6%

77.2%

70.7%

Li fe & Heal th/Financial : Group Medical Comm & Fees Al l Other Group Comm & Fees Individual L/H/F Comm & Fees

2.3% 0.3% 1.8% 0.0% 4.3% 0.5% 0.7%

1.8% 0.1% 2.8% 0.1% 4.9% 0.4% 1.0%

3.4% 0.3% 1.8% 0.1% 5.6% 0.7% 1.7%

8.1% 2.1% 1.2% 0.5%

13.8%

17.2%

5.5% 1.2% 0.9%

7.7% 1.5% 1.7%

Bonus/Overrides Total L&H/Financial

12.0%

21.4%

28.2%

Investment

0.6% 1.8%

0.5% 1.0%

0.6% 0.5%

Miscel laneous Gross Revenues

100.0%

100.0%

100.0%

100.0%

100.0%

100.0%

Brokerage Comm Expense

0.0%

0.5%

0.2%

0.7%

0.8%

1.4%

Net Revenues

100.0%

99.5%

99.8%

99.3%

99.3%

98.6%

All Other Group L/H/F Revenue: Li fe

37.0% 12.4% 26.0%

34.5% 14.6% 41.0%

48.2% 12.8% 30.3%

21.5% 14.0% 30.0%

18.4% 17.3% 31.6%

16.9% 18.6% 27.1%

Disabi l i ty

Dental & Vision

Reti rement/Pension

0.0% 4.6% 0.0% 0.0%

0.0% 2.9% 7.0% 0.0% 0.0%

0.0% 1.4% 0.8% 0.1% 6.4%

2.6%

1.4%

6.7%

Worksi te/Voluntary/Supplement

12.3%

10.5%

12.0%

Long Term Care

2.9% 0.5%

0.8% 0.5%

1.1% 3.0%

Employee Benefi ts TPA

Al l Other

20.0%

16.3%

19.6%

14.6%

Total

100.0%

100.0%

100.0%

100.0%

100.0%

100.0%

This is a breakdown of commissions and fees listed under "All Other Group Life, Health, and Financial" revenues.

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