Best Practices Worksheet by plz18720

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									                              2010 Best Practices Study
                              Comparison Workbook
THIS PAGE CONTAINS IMPORTANT INFORMATION THAT WILL AID YOU IN USING THIS WORKBOOK.
HOWEVER, A WORKING KNOWLEDGE OF MICROSOFT EXCEL IS ASSUMED. WE RECOMMEND
THAT YOU PRINT THIS PAGE TO USE AS A REFERENCE GUIDE.


ABOUT THIS WORKBOOK

This workbook will allow you to compare your year-end results with the results obtained by the Best
Practices Agencies, and to calculate any performance gaps between the two. All the information in this
worksheet can be found in the following sections of the 2010 Best Practices Study Update:

                              Worksheet                 Can be found in
                              Tab Label                 Study Benchmark Section

                              Revenue                   Revenues/Expenses
                              Expenses                  Revenues/Expenses
                              Profit                    Financial Stability
                              Finance                   Financial Stability
                              Productivity              Employee Overview/Producer Information/Service Staff Information
                              Carriers                  Insurance Carriers


SELECTING THE CORRECT REVENUE CODE

After clicking on the worksheet tab you want to access, enter a "REVENUE CATEGORY CODE" in cell A1.
This will load the BEST PRACTICES RESULTS for the Revenue Category you selected. The annual
revenue code will appear in the heading of the worksheet. Choose from the following revenue categories:

                              Annual Revenues                          Code
                              Under $1,250,000                           1
                              $1,250,000 to $2,500,000                   2
                              $2,500,000 to $5,000,000                   3
                              $5,000,000 to $10,000,000                  4
                              $10,000,000 to $25,000,000                 5
                              Over $25,000,000                           6


You must key a Revenue Code in cell A1 of each worksheet you access!
If you type something other than the specified revenue codes, the message "INVALID REVENUE CODE!"
appears, and the BEST PRACTICES RESULTS column show zeros. Simply try again with a valid revenue code.


STANDARD COLUMN HEADINGS

The following columns appear on each worksheet:

                                Your           BEST PRACTICES                 Perform.      Action
         Description           Results        Results  Reference                Gap         Needed

         XXXXXXXX                  0.0            0.0       XXXXXX                  0.0     XXXXXXX
                               2010 Best Practices Study
                               Comparison Workbook
Definitions for the column headings:

Description              Indicates the corresponding section within the Best Practices Study Update.

Your                     Protected fields into which you enter your year-end results. This field and
Results                  the ACTION NEEDED field are the only cells you can change in the workbook.
                         Other cells contain formulas, and are protected. The cell for data entry displays
                         a starting value of "0" to help you locate the correct cell for keying your data.

                         There are three basic types of data found in this workbook:

                         PERCENT          Displayed with one decimal place.
                                          A percent sign (%) is shown to the right.

                         DOLLAR           Shown as whole dollars. A dollar sign ($)
                                          appears to the left.

                         NUMBER           Displayed with one decimal place.

                         TOTAL            Several totals are automatically calculated. The
                                          line description begins with an asterisk (*). These
                                          totals are protected cells, which cannot be changed.
                                          Percentage totals are typically 100.0%.


Best Practices           This column represents benchmarks pulled from the Best Practices Study
Results /                Update. The data automatically changes when a Revenue Code is entered in cell
Reference                A1. When the study lacks sufficient data for a particular benchmark, an asterisk (*) is
                         displayed for the BEST PRACTICES RESULTS column, and "N.A." is displayed in
                         the PERFORMANCE GAP column.

Performance              This is the numeric difference between YOUR RESULTS and the BEST PRACTICES
Gap                      benchmarks. The PERFORMANCE GAP uses the same measurement as YOUR
                         RESULTS, and the benchmark Percent, Dollar or Number. Due to broad differences
                         in agencies, PERFORMANCE GAPS are not shown as Positive or Negative.

Action                   A free-form area for your notes. You may also add data after the last row item in the
Needed                   worksheet.


CHANGING WORKSHEET SETTINGS

Each of the worksheets in this Comparison Workbook has printer and display/view settings that we
hope are acceptable. You may want to change these settings to accommodate your particular
hardware needs. However,

DO NOT INSERT OR DELETE ROWS OR COLUMNS AND DO NOT MOVE CELL DATA!!!

Each worksheet has a Range named "TABLE" that contains the Best Practices values for the various
revenue categories. Inserting, deleting, or moving cells could disable the formulas that access TABLE. To
prevent accidental deleting, inserting, etc., we have protected all cells except your input cells. If you choose
to modify a worksheet, you must first Unprotect the worksheet and/or cells. Be careful not to alter the TABLE
data.
                             2010 Best Practices Study
                             Comparison Workbook
QUESTIONS REGARDING THE BEST PRACTICES DATA

The annual Best Practices Study is a joint project of the Independent Insurance Agents & Brokers of America and
Reagan Consulting. Clarification on any of the study results can be directed to:

                       REAGAN CONSULTING
                       1 PIEDMONT CENTER, SUITE 500
                       ATLANTA, GA 30305
                       PHONE:       404-233-5545
                       FAX:         404-237-5996
                       EMAIL:       info@reaganconsulting.com
  Agency:                                                                                                       Date:


                                     Best Practices Revenue Category:                                   Under $1,250,000

            Enter your total Net Revenues:               $               -
                (for calculations & to reconcile)
                                                        Your Results                            BEST PRACTICES          Performance
REVENUES                                                enter $ amount           % of Rev    BP Results Reference           Gap       Action Needed




% OF REVENUE BY SOURCE

Property & Casualty

  Commercial Commissions + Fees                     $                        -   #DIV/0! %       43.3   Average          #DIV/0!
                                                                                                 44.1   +25% Profit      #DIV/0!
                                                                                                 46.8   +25% Growth      #DIV/0!


  Bonds                                             $                        -   #DIV/0! %        0.7   Average          #DIV/0!
                                                                                                  0.4   +25% Profit      #DIV/0!
                                                                                                  1.4   +25% Growth      #DIV/0!


  Personal Commissions + Fees                       $                        -   #DIV/0! %       40.0   Average          #DIV/0!
                                                                                                 40.7   +25% Profit      #DIV/0!
                                                                                                 35.1   +25% Growth      #DIV/0!


  Value Added Services                              $                        -   #DIV/0! %        0.8   Average          #DIV/0!
                                                                                                  0.0   +25% Profit      #DIV/0!
                                                                                                  2.2   +25% Growth      #DIV/0!


  Contingent / Bonus                                $                        -   #DIV/0! %        7.5   Average          #DIV/0!
                                                                                                  6.1   +25% Profit      #DIV/0!
                                                                                                  9.6   +25% Growth      #DIV/0!

Life & Health / Financial

  Group Medical Commission + Fees                   $                        -   #DIV/0! %        5.7   Average          #DIV/0!
                                                                                                  7.0   +25% Profit      #DIV/0!
                                                                                                  3.3   +25% Growth      #DIV/0!


  All Other Group Commission + Fees                 $                        -   #DIV/0! %        0.1   Average          #DIV/0!
                                                                                                  0.0   +25% Profit      #DIV/0!
                                                                                                  0.0   +25% Growth      #DIV/0!


  Individual L&H Commission + Fees                  $                        -   #DIV/0! %        1.6   Average          #DIV/0!
                                                                                                  1.8   +25% Profit      #DIV/0!
                                                                                                  1.3   +25% Growth      #DIV/0!


  Bonus / Overrides                                 $                        -   #DIV/0! %        0.1   Average          #DIV/0!
 Agency:                                                                                              Date:


                                    Best Practices Revenue Category:                          Under $1,250,000

           Enter your total Net Revenues:           $               -
               (for calculations & to reconcile)
                                                   Your Results                       BEST PRACTICES          Performance
REVENUES                                           enter $ amount       % of Rev   BP Results Reference           Gap       Action Needed

                                                                                        0.0   +25% Profit      #DIV/0!
                                                                                        0.1   +25% Growth      #DIV/0!
    Agency:                                                                                                       Date:


                                       Best Practices Revenue Category:                                   Under $1,250,000

              Enter your total Net Revenues:               $               -
                  (for calculations & to reconcile)
                                                          Your Results                            BEST PRACTICES          Performance
REVENUES                                                  enter $ amount           % of Rev    BP Results Reference           Gap       Action Needed




    Investment Income                                 $                        -   #DIV/0! %        0.1   Average          #DIV/0!
                                                                                                    0.0   +25% Profit      #DIV/0!
                                                                                                    0.1   +25% Growth      #DIV/0!


    Miscellaneous                                     $                        -   #DIV/0! %        0.1   Average          #DIV/0!
                                                                                                    0.0   +25% Profit      #DIV/0!
                                                                                                    0.1   +25% Growth      #DIV/0!


*    TOTAL REVENUES                                   $                    -       #DIV/0! %      100.0   Average          #DIV/0!
                                                                                                  100.0   +25% Profit      #DIV/0!
                                                                                                  100.0   +25% Growth      #DIV/0!


    Brokerage Commission Expense                      $                        -   #DIV/0! %        0.0   Average          #DIV/0!
    (enter as positive #)                                                                           0.2   +25% Profit      #DIV/0!
                                                                                                    0.0   +25% Growth      #DIV/0!


*    NET REVENUES                                     $                        -   #DIV/0! %      100.0   Average          #DIV/0!
                                                                                                   99.8   +25% Profit      #DIV/0!
                                                                                                  100.0   +25% Growth      #DIV/0!
 Agency:                                                                                                     Date:


                                    Best Practices Revenue Category:                                 Under $1,250,000

           Enter your total Net Revenues:               $               -
               (for calculations & to reconcile)
                                                       Your Results                        BEST PRACTICES            Performance
REVENUES                                               enter $ amount       % of Rev    BP Results Reference             Gap       Action Needed


REVENUES                                               Your Results         % of NR     BP Results   Reference       Perfom. Gap   Action Needed

% OF REVENUE DERIVED FROM LARGEST ACCOUNTS

 Largest Commission Account                        $                        #DIV/0! %        3.8     Average          #DIV/0!
                                                                                             3.0     +25% Profit      #DIV/0!
                                                                                             3.0     +25% Growth      #DIV/0!


 Largest Commission Account - High                                                          13.5     Average            13.5


 Largest Commission Account - Low                                                            1.1     Average            1.1



 10 Largest Commission Accounts                    $                        #DIV/0! %       13.1     Average          #DIV/0!
                                                                                            10.9     +25% Profit      #DIV/0!
                                                                                            12.6     +25% Growth      #DIV/0!


 10 Largest Commission Accounts - High                                                      33.6     Average            33.6


 10 Largest Commission - Low                                                                 2.6     Average            2.6


REVENUES DERIVED FROM ACQUISITIONS MADE IN LAST 12 MONTHS

 % of Agencies Acquiring                                                                     5.0     Average            5.0


 Avg. Commissions Acquired                         $                                      28,923     Average          28,923


 % of Net Revenues                                                          #DIV/0! %        7.5     Average          #DIV/0!
 Agency:                                                                                                                   Date:


                                        Best Practices Revenue Category:                                             Under $1,250,000

            Enter your total Net Revenues:               $                -
                 (for calculations & to reconcile)
                                                       Your Results                                        BEST PRACTICES          Performance
REVENUES                                               enter $ amount              % of Rev             BP Results Reference             Gap     Action Needed

RENEWAL REVENUES AS % OF PRIOR YEAR'S TOTAL REV. BY LINE OF BUSINESS
 = Current fiscal year-end Renewal Revenue divided by prior fiscal year-end Total Revenue for line of business

 Commercial P&C                                                                         0.0 %                89.5    Average            89.5
                                                                                                             90.1    +25% Profit        90.1
                                                                                                             93.0    +25% Growth        93.0


 Bonds                                                                                  0.0 %                74.5    Average            74.5
                                                                                                             53.9    +25% Profit        53.9
                                                                                                             74.9    +25% Growth        74.9


 Personal P&C                                                                           0.0 %                93.6    Average            93.6
                                                                                                             95.2    +25% Profit        95.2
                                                                                                             96.3    +25% Growth        96.3


 Value Added Services                                                                   0.0 %                45.5    Average            45.5
                                                                                                                 *   +25% Profit         N.A.
                                                                                                                 *   +25% Growth         N.A.


 Group Medical / Health                                                                 0.0 %                86.6    Average            86.6
                                                                                                             81.7    +25% Profit        81.7
                                                                                                             74.4    +25% Growth        74.4


 All Other Group Benefits                                                               0.0 %                    *   Average             N.A.
                                                                                                                 *   +25% Profit         N.A.
                                                                                                                 *   +25% Growth         N.A.

 Individual Life & Health                                                               0.0 %                67.3    Average            67.3
                                                                                                             73.4    +25% Profit        73.4
                                                                                                             62.4    +25% Growth        62.4


 Total Renewal Commissions & Fees                                                  #DIV/0! %                 89.6    Average        #DIV/0!
                                                                                                             87.4    +25% Profit    #DIV/0!
                                                                                                             94.7    +25% Growth    #DIV/0!
 Agency:                                                                                                                    Date:


                                        Best Practices Revenue Category:                                              Under $1,250,000

            Enter your total Net Revenues:              $                 -
                 (for calculations & to reconcile)
                                                       Your Results                                       BEST PRACTICES            Performance
REVENUES                                               enter $ amount             % of Rev             BP Results Reference               Gap     Action Needed

NEW BUSINESS REVENUE AS % OF PRIOR YEAR'S TOTAL REV. BY LINE OF BUSINESS
 = Current fiscal year-end New Business Revenue divided by prior fiscal year-end Total Revenue for line of business

 Commercial P&C                                                                         0.0 %                11.2     Average            11.2
                                                                                                             10.8     +25% Profit        10.8
                                                                                                             16.7     +25% Growth        16.7


 Bonds                                                                                  0.0 %                23.5     Average            23.5
                                                                                                             34.6     +25% Profit        34.6
                                                                                                             29.1     +25% Growth        29.1


 Personal P&C                                                                           0.0 %                10.9     Average            10.9
                                                                                                             11.9     +25% Profit        11.9
                                                                                                             12.1     +25% Growth        12.1


 Value Added Services                                                                   0.0 %                50.0     Average            50.0
                                                                                                                 *    +25% Profit         N.A.
                                                                                                                 *    +25% Growth         N.A.


 Group Medical / Health                                                                 0.0 %                 8.6     Average             8.6
                                                                                                              4.3     +25% Profit         4.3
                                                                                                             14.4     +25% Growth        14.4


 All Other Group Benefits                                                               0.0 %                     *   Average             N.A.
                                                                                                                  *   +25% Profit         N.A.
                                                                                                                  *   +25% Growth         N.A.


 Individual Life & Health                                                               0.0 %                34.1     Average            34.1
                                                                                                             27.6     +25% Profit        27.6
                                                                                                             52.8     +25% Growth        52.8


 Total New Business Commissions & Fees                                             #DIV/0! %                 12.4     Average        #DIV/0!
                                                                                                             13.3     +25% Profit    #DIV/0!
                                                                                                             18.4     +25% Growth    #DIV/0!
 Agency:                                                                                                                      Date:


                                        Best Practices Revenue Category:                                                Under $1,250,000

            Enter your total Net Revenues:               $                -
                 (for calculations & to reconcile)
                                                        Your Results                                       BEST PRACTICES             Performance
REVENUES                                                enter $ amount             % of Rev             BP Results Reference                Gap     Action Needed

ACQUIRED REVENUE AS % OF PRIOR YEAR'S REVENUES BY LINE OF BUSINESS
 = Current fiscal year-end Acquired Revenue divided by prior fiscal year-end Total Revenue by line of business

 Commercial P&C                                                                         0.0 %                    0.2    Average            0.2
                                                                                                                 0.0    +25% Profit        0.0
                                                                                                                 0.0    +25% Growth        0.0


 Bonds                                                                                  0.0 %                    0.0    Average            0.0
                                                                                                                 0.0    +25% Profit        0.0
                                                                                                                 0.0    +25% Growth        0.0


 Personal P&C                                                                           0.0 %                    0.3    Average            0.3
                                                                                                                 0.0    +25% Profit        0.0
                                                                                                                 0.0    +25% Growth        0.0


 Value Added Services                                                                   0.0 %                    0.0    Average            0.0
                                                                                                                    *   +25% Profit         N.A.
                                                                                                                    *   +25% Growth         N.A.


 Group Medical / Health                                                                 0.0 %                    0.0    Average            0.0
                                                                                                                 0.0    +25% Profit        0.0
                                                                                                                 0.0    +25% Growth        0.0


 All Other Group Benefits                                                               0.0 %                       *   Average            N.A.
                                                                                                                    *   +25% Profit        N.A.
                                                                                                                    *   +25% Growth        N.A.


 Individual Life & Health                                                               0.0 %                    0.0    Average            0.0
                                                                                                                 0.0    +25% Profit        0.0
                                                                                                                 0.0    +25% Growth        0.0


 Total Acquired Commissions & Fees                                                 #DIV/0! %                     0.2    Average        #DIV/0!
                                                                                                                 0.0    +25% Profit    #DIV/0!
                                                                                                                 0.0    +25% Growth    #DIV/0!
 Agency:                                                                                                                    Date:


                                       Best Practices Revenue Category:                                               Under $1,250,000

            Enter your total Net Revenues:              $                -
                 (for calculations & to reconcile)
                                                       Your Results                                      BEST PRACTICES             Performance
REVENUES                                               enter $ amount            % of Rev             BP Results Reference                Gap     Action Needed

ORGANIC GROWTH IN REVENUES FROM PRIOR YEAR BY SOURCE
 = Current fiscal year-end New & Renewal Revenue divided by prior fiscal year-end Total Revenue by line of business
 (e.g., New CL + Renewal CL Revenue / prior year Total CL Revenue)
 Commercial P&C                                                                        0.0 %                 0.7      Average            0.7
                                                                                                             0.9      +25% Profit        0.9
                                                                                                             9.6      +25% Growth        9.6


 Bonds                                                                                 0.0 %                (2.0)     Average             2.0
                                                                                                           (11.5)     +25% Profit        11.5
                                                                                                             4.0      +25% Growth         4.0


 Personal P&C                                                                          0.0 %                 4.5      Average            4.5
                                                                                                             7.1      +25% Profit        7.1
                                                                                                             8.5      +25% Growth        8.5


 Value Added Services                                                                  0.0 %                (4.4)     Average            4.4
                                                                                                                *     +25% Profit         N.A.
                                                                                                                *     +25% Growth         N.A.


 Group Medical / Health                                                                0.0 %                (4.9)     Average             4.9
                                                                                                           (14.1)     +25% Profit        14.1
                                                                                                           (11.2)     +25% Growth        11.2


 All Other Group Benefits                                                              0.0 %                     *    Average             N.A.
                                                                                                                 *    +25% Profit         N.A.
                                                                                                                 *    +25% Growth         N.A.


 Individual Life & Health                                                              0.0 %                 1.4      Average             1.4
                                                                                                             1.0      +25% Profit         1.0
                                                                                                            15.3      +25% Growth        15.3


 Total Commissions & Fees                                                         #DIV/0! %                  2.0      Average        #DIV/0!
 (excluding Acquisitions)                                                                                    0.7      +25% Profit    #DIV/0!
                                                                                                            13.0      +25% Growth    #DIV/0!


 P&C Contingent Income                                                                 0.0 %                (0.8)     Average             0.8
                                                                                                            (7.3)     +25% Profit         7.3
                                                                                                            40.6      +25% Growth        40.6
 Agency:                                                                                               Date:


                                    Best Practices Revenue Category:                            Under $1,250,000

           Enter your total Net Revenues:           $               -
               (for calculations & to reconcile)
                                                   Your Results                        BEST PRACTICES          Performance
REVENUES                                           enter $ amount       % of Rev    BP Results Reference            Gap      Action Needed

 L&H Bonus Income                                                           0.0 %           *   Average             N.A.
                                                                                            *   +25% Profit         N.A.
                                                                                            *   +25% Growth         N.A.


 Investment Income                                                          0.0 %      (21.5)   Average            21.5
                                                                                            *   +25% Profit         N.A.
                                                                                       (21.7)   +25% Growth        21.7


 Total Revenues                                                         #DIV/0! %        2.2    Average         #DIV/0!
 (excluding Acquisitions)                                                               (1.5)   +25% Profit     #DIV/0!
                                                                                        16.8    +25% Growth     #DIV/0!


 Brokerage Commission Expense                                               0.0 %           *   Average             N.A.
 (enter as positive #)                                                                      *   +25% Profit         N.A.
                                                                                            *   +25% Growth         N.A.


 Net Revenues                                                           #DIV/0! %        2.0    Average         #DIV/0!
 (excluding Acquisitions)                                                               (1.5)   +25% Profit     #DIV/0!
                                                                                        16.8    +25% Growth     #DIV/0!
 Agency:                                                                                                 Date:


                                 Best Practices Revenue Category:                                Under $1,250,000

                  Your total Net Revenues:        $               -

                                                 Your Results                            BEST PRACTICES          Performance
EXPENSES                                         enter $ amount           % of NR     BP Results Reference           Gap       Action Needed

Compensation Expense

        Employee Payroll                     $                        -   #DIV/0! %       43.2   Average          #DIV/0!
                                                                                          38.1   +25% Profit      #DIV/0!
                                                                                          41.2   +25% Growth      #DIV/0!

      "Non"Empoyees"                         $                            #DIV/0! %        3.3   Average          #DIV/0!
      1090 Producers & Temporary Help                                                      0.8   +25% Profit      #DIV/0!
                                                                                           2.2   +25% Growth      #DIV/0!

 Total Payroll                               $                        -   #DIV/0! %       46.5   Average          #DIV/0!
                                                                                          38.9   +25% Profit      #DIV/0!
                                                                                          43.4   +25% Growth      #DIV/0!

        Payroll Taxes                        $                        -   #DIV/0! %        3.8   Average          #DIV/0!
                                                                                           3.4   +25% Profit      #DIV/0!
                                                                                           3.8   +25% Growth      #DIV/0!

        Retirement                           $                            #DIV/0! %        1.5   Average          #DIV/0!
                                                                                           1.1   +25% Profit      #DIV/0!
                                                                                           1.0   +25% Growth      #DIV/0!

        Insurance                            $                            #DIV/0! %        3.0   Average          #DIV/0!
                                                                                           2.3   +25% Profit      #DIV/0!
                                                                                           3.5   +25% Growth      #DIV/0!

        Other                                $                            #DIV/0! %        0.1   Average          #DIV/0!
                                                                                           0.0   +25% Profit      #DIV/0!
                                                                                           0.2   +25% Growth      #DIV/0!

 Total Benefits                              $                        -   #DIV/0! %        8.5   Average          #DIV/0!
                                                                                           6.8   +25% Profit      #DIV/0!
                                                                                           8.5   +25% Growth      #DIV/0!

 TOTAL COMPENSATION                          $                    -       #DIV/0! %       55.0   Average          #DIV/0!
                                                                                          45.7   +25% Profit      #DIV/0!
                                                                                          51.9   +25% Growth      #DIV/0!

SELLING EXPENSES
 Agency:                                                                                              Date:


                                Best Practices Revenue Category:                              Under $1,250,000

               Your total Net Revenues:        $               -

                                              Your Results                            BEST PRACTICES          Performance
EXPENSES                                      enter $ amount           % of NR     BP Results Reference           Gap       Action Needed



 T & E/Conventions                        $                            #DIV/0! %        1.3   Average          #DIV/0!
                                                                                        1.0   +25% Profit      #DIV/0!
                                                                                        1.8   +25% Growth      #DIV/0!


      Automobile Expenditures             $                            #DIV/0! %        1.4   Average          #DIV/0!
                                                                                        1.5   +25% Profit      #DIV/0!
                                                                                        1.4   +25% Growth      #DIV/0!


      Automobile Depreciation             $                            #DIV/0! %        0.4   Average          #DIV/0!
                                                                                        0.0   +25% Profit      #DIV/0!
                                                                                        0.3   +25% Growth      #DIV/0!


 Total Automobile                         $                    -       #DIV/0! %        1.7   Average          #DIV/0!
                                                                                        1.5   +25% Profit      #DIV/0!
                                                                                        1.7   +25% Growth      #DIV/0!


 Advertising & Promotions                 $                            #DIV/0! %        1.6   Average          #DIV/0!
                                                                                        1.6   +25% Profit      #DIV/0!
                                                                                        1.8   +25% Growth      #DIV/0!


 TOTAL SELLING EXPENSE                    $                        -   #DIV/0! %        4.6   Average          #DIV/0!
                                                                                        4.1   +25% Profit      #DIV/0!
                                                                                        5.3   +25% Growth      #DIV/0!

OPERATING EXPENSES

      Occupancy Expenditures              $                            #DIV/0! %        4.9   Average          #DIV/0!
                                                                                        3.5   +25% Profit      #DIV/0!
 Agency:                                                                                              Date:


                                 Best Practices Revenue Category:                             Under $1,250,000

               Your total Net Revenues:        $               -

                                              Your Results                            BEST PRACTICES          Performance
EXPENSES                                      enter $ amount           % of NR     BP Results Reference           Gap       Action Needed

                                                                                        5.2   +25% Growth      #DIV/0!


      Occupancy Depreciation/             $                            #DIV/0! %        0.2   Average          #DIV/0!
      Amortization                                                                      0.0   +25% Profit      #DIV/0!
                                                                                        0.0   +25% Growth      #DIV/0!


 Total Occupancy                          $                        -   #DIV/0! %        5.2   Average          #DIV/0!
                                                                                        3.5   +25% Profit      #DIV/0!
                                                                                        5.3   +25% Growth      #DIV/0!


      Office Equipment Expenditures       $                            #DIV/0! %        0.5   Average          #DIV/0!
                                                                                        0.4   +25% Profit      #DIV/0!
                                                                                        0.6   +25% Growth      #DIV/0!

      Office Equipment
      Depreciation / Amortization         $                            #DIV/0! %        0.2   Average          #DIV/0!
                                                                                        0.0   +25% Profit      #DIV/0!
                                                                                        0.3   +25% Growth      #DIV/0!


 Total Office Equipment                   $                        -   #DIV/0! %        0.7   Average          #DIV/0!
                                                                                        0.4   +25% Profit      #DIV/0!
                                                                                        0.9   +25% Growth      #DIV/0!


      IT Expenditures                     $                            #DIV/0! %        1.9   Average          #DIV/0!
                                                                                        0.8   +25% Profit      #DIV/0!
                                                                                        2.1   +25% Growth      #DIV/0!


      IT Depreciation / Amortization      $                            #DIV/0! %        0.3   Average          #DIV/0!
                                                                                        0.0   +25% Profit      #DIV/0!
                                                                                        0.1   +25% Growth      #DIV/0!


 Total IT                                 $                        -   #DIV/0! %        2.1   Average          #DIV/0!
 Agency:                                                                                            Date:


                                Best Practices Revenue Category:                            Under $1,250,000

                 Your total Net Revenues:        $               -

                                                Your Results                        BEST PRACTICES          Performance
EXPENSES                                        enter $ amount       % of NR     BP Results Reference           Gap       Action Needed

                                                                                      0.8   +25% Profit      #DIV/0!
                                                                                      2.3   +25% Growth      #DIV/0!


 Telephone                                  $                        #DIV/0! %        1.4   Average          #DIV/0!
                                                                                      1.5   +25% Profit      #DIV/0!
                                                                                      1.2   +25% Growth      #DIV/0!


 Postage                                    $                        #DIV/0! %        0.6   Average          #DIV/0!
                                                                                      0.5   +25% Profit      #DIV/0!
                                                                                      0.7   +25% Growth      #DIV/0!


 Supplies / Printing                        $                        #DIV/0! %        1.5   Average          #DIV/0!
                                                                                      1.5   +25% Profit      #DIV/0!
                                                                                      1.9   +25% Growth      #DIV/0!


 Dues/Subs./Contributions                   $                        #DIV/0! %        1.1   Average          #DIV/0!
                                                                                      1.2   +25% Profit      #DIV/0!
                                                                                      1.1   +25% Growth      #DIV/0!


 Taxes / Licenses                           $                        #DIV/0! %        0.4   Average          #DIV/0!
                                                                                      0.5   +25% Profit      #DIV/0!
                                                                                      0.6   +25% Growth      #DIV/0!


 Insurance                                  $                        #DIV/0! %        2.0   Average          #DIV/0!
                                                                                      1.3   +25% Profit      #DIV/0!
                                                                                      1.6   +25% Growth      #DIV/0!


 Professional Fees                          $                        #DIV/0! %        0.7   Average          #DIV/0!
                                                                                      0.5   +25% Profit      #DIV/0!
                                                                                      0.4   +25% Growth      #DIV/0!
 Agency:                                                                                                Date:


                                Best Practices Revenue Category:                                Under $1,250,000

                 Your total Net Revenues:        $               -

                                                Your Results                            BEST PRACTICES          Performance
EXPENSES                                        enter $ amount           % of NR     BP Results Reference           Gap       Action Needed

 Bad Debts                                  $                            #DIV/0! %        0.2   Average          #DIV/0!
                                                                                          0.1   +25% Profit      #DIV/0!
                                                                                          0.4   +25% Growth      #DIV/0!


 Outside Services                           $                            #DIV/0! %        0.3   Average          #DIV/0!
                                                                                          0.1   +25% Profit      #DIV/0!
                                                                                          0.3   +25% Growth      #DIV/0!


 Education / Training                       $                            #DIV/0! %        0.4   Average          #DIV/0!
                                                                                          0.4   +25% Profit      #DIV/0!
                                                                                          0.5   +25% Growth      #DIV/0!


 Miscellaneous                              $                            #DIV/0! %        0.7   Average          #DIV/0!
                                                                                          0.5   +25% Profit      #DIV/0!
                                                                                          0.9   +25% Growth      #DIV/0!


 TOTAL OPERATING EXPENSE                    $                        -   #DIV/0! %       17.2   Average          #DIV/0!
                                                                                         12.9   +25% Profit      #DIV/0!
                                                                                         18.0   +25% Growth      #DIV/0!

ADMINISTRATIVE EXPENSES

 Amortization                               $                            #DIV/0! %        0.6   Average          #DIV/0!
                                                                                          0.1   +25% Profit      #DIV/0!
 Agency:                                                                                           Date:


                               Best Practices Revenue Category:                            Under $1,250,000

                Your total Net Revenues:        $               -

                                               Your Results                        BEST PRACTICES          Performance
EXPENSES                                       enter $ amount       % of NR     BP Results Reference           Gap       Action Needed

                                                                                     0.0   +25% Growth      #DIV/0!


 Officer Life                              $                        #DIV/0! %        0.2   Average          #DIV/0!
                                                                                     0.3   +25% Profit      #DIV/0!
                                                                                     0.0   +25% Growth      #DIV/0!


 Interest                                  $                        #DIV/0! %        0.8   Average          #DIV/0!
                                                                                     0.3   +25% Profit      #DIV/0!
                                                                                     1.0   +25% Growth      #DIV/0!


 Other                                     $                        #DIV/0! %        0.1   Average          #DIV/0!
                                                                                     0.1   +25% Profit      #DIV/0!
                                                                                     0.2   +25% Growth      #DIV/0!


 TOTAL ADMIN. EXPENSE                      $                    -   #DIV/0! %        1.7   Average          #DIV/0!
                                                                                     0.9   +25% Profit      #DIV/0!
                                                                                     1.2   +25% Growth      #DIV/0!


 TOTAL EXPENSES                            $                    -   #DIV/0! %       78.5   Average          #DIV/0!
                                                                                    63.5   +25% Profit      #DIV/0!
                                                                                    76.4   +25% Growth      #DIV/0!
  Agency:                                                                                                        Date:


                                        Best Practices Revenue Category:                                 Under $1,250,000

                      Your total Net Revenues:          $               -

                                                       Your Results                           BEST PRACTICES             Performance
PROFITABILITY RATIOS                                   enter $ amount           % of NR     BP Results   Reference           Gap       Action Needed



Pre-Tax Profit                                     $                        -   #DIV/0! %       21.5     Average          #DIV/0!
  =Total Net Revenues - Total Expenses                                                          36.5     +25% Profit      #DIV/0!
                                                                                                23.6     +25% Growth      #DIV/0!


Operating Pre-Tax Profit                           $                        -   #DIV/0! %        9.9     Average          #DIV/0!
 =Pre-Tax Profit                                                            -                   18.7     +25% Profit      #DIV/0!
    minus contingents                                                       -                   13.7     +25% Growth      #DIV/0!
    minus bonus income                                                      -
    minus investment income                                                 -


EBITDA                                           $                          -   #DIV/0! %       23.9     Average          #DIV/0!
  = Earnings Before Interest, Taxes, Depreciation, Amortization                                 36.9     +25% Profit      #DIV/0!
                                                                                                25.3     +25% Growth      #DIV/0!


Pro Forma Adjustments

If agency were owned by a third party, enter expenses that would not be paid:

  Bonus / Compensation paid last fiscal year       $                            #DIV/0! %

  Perks or Other Benefits paid last fiscal year    $                            #DIV/0! %

Enter revenues or expenses that will not occur in future years:

  One-time extraordinary revenues
  earned last fiscal year                          $                            #DIV/0! %

  One-time extraordinary expenses
  incurred last fiscal year                        $                            #DIV/0! %



Pro Forma Pre-Tax Profit                           $                 -          #DIV/0! %       25.1     Average          #DIV/0!
  The agency's pre-tax profit when discretionary expenses (bonuses,                             43.2     +25% Profit      #DIV/0!
   compensation, and perks) made for the benefit of the owners, based                           25.8     +25% Growth      #DIV/0!
  solely on ownership, are removed, (i.e., removing expenses that would
  not be incurred if a third party owned the agency).

Pro Forma EBITDA                                   $                        -   #DIV/0! %       27.5     Average          #DIV/0!
 Agency:                                                                                        Date:


                                Best Practices Revenue Category:                        Under $1,250,000

                 Your total Net Revenues:    $               -

                                            Your Results                     BEST PRACTICES             Performance
PROFITABILITY RATIOS                        enter $ amount       % of NR   BP Results   Reference           Gap       Action Needed



                                                                               43.8     +25% Profit      #DIV/0!
                                                                               27.6     +25% Growth      #DIV/0!
  Agency:                                                                                                               Date:


                                       Best Practices Revenue Category:                                        Under $1,250,000

                   Your total Net Revenues:            $              -

                                                      Your Results                                   BEST PRACTICES                   Performance
FINANCIAL STABILITY                                   enter amount            % of NR             BP Results Reference                    Gap       Action Needed



Liquidity / Current Ratio                                                          0.0   :1           1.03:1   Average                    N.A.
                                                                                                      1.84:1   Top 25 %                   N.A.
  A current ratio greater than 1:1 indicates that cash and assets with short-term maturities are sufficient
  to meet a firm's short-term obligations. (Current ratio = current assets ÷ current liabilities)


Tangible Net Worth                                $                       -    #DIV/0! %                7.9    Average                 #DIV/0!
  The tangible net worth is an important measure as it represents the net value                        31.9    Top 25 %                #DIV/0!
  of the corporation if it were liquidated. A low or negative tangible net worth impacts
  a firm's ability to invest in new opportunities, develop new products, hire new employees,
  make other capital expenditures and handle stockholder redemption obligations.
  (Total assets minus intagible assets equals total tangible assets. Total assets minus
  total liabilities equals tangible net worth.)

Receivables

  Total Receivables                               $                       -

  Total Insurance Company Payables                $                       -

               Receivables to Payables Ratio                                   #DIV/0! %               88.7    Average                 #DIV/0!
                                                                                                       10.7    Top 25 %                #DIV/0!
               This factor measures the collection practices of an agency, with a lower ratio representing more timely collections.


  Aged Receivables


  Receivables Aged Past 60 Days                   $                       -    #DIV/0! %               36.1    Average                 #DIV/0!
                                                                                                        6.2    Top 25 %                #DIV/0!

   Receivables Aged Past 90 Days                  $                       -    #DIV/0! %               20.7    Average                 #DIV/0!
                                                                                                        2.7    Top 25 %                #DIV/0!
 Agency:                                                                                    Date:

                                 Best Practices Revenue Category:                   Under $1,250,000

                Your total Net Revenues:        $              -

                                               Your Results              BEST PRACTICES             Performance
PRODUCTIVITY                                   enter amount            BP Results   Reference           Gap       Action Needed



OVERALL EMPLOYEE PRODUCTIVITY

 Total Number of Agency Employees                                  -         7.0    Average            7.0
 (all employees including principals)                                        5.2    +25% Profit        5.2
                                                                             7.4    +25% Growth        7.4


 Revenue Per Employee                      $         #DIV/0!           124,669      Average          #DIV/0!
                                                                       158,089      +25% Profit      #DIV/0!
                                                                       114,805      +25% Growth      #DIV/0!




 Compensation Per Employee                 $         #DIV/0!             68,403     Average          #DIV/0!
                                                                         71,402     +25% Profit      #DIV/0!
                                                                         59,413     +25% Growth      #DIV/0!


 Spread Per Employee                       $         #DIV/0!             56,267     Average          #DIV/0!
                                                                         86,687     +25% Profit      #DIV/0!
                                                                         55,392     +25% Growth      #DIV/0!


PRODUCER PRODUCTIVITY

COMMERCIAL P&C PRODUCER

 # Validated Producers                                             -         1.4    Average            1.4


 Avg. New Comm Produced per Year           $                       -     37,590     Average          37,590
                                                                         73,761     Top 25 %         73,761

 Average Book Managed
 (Commissions)                             $                       -   190,240      Average         190,240
                                                                       355,780      Top 25 %        355,780


 Average Pay ($)                           $                       -     61,213     Average          61,213
 Agency:                                                                                        Date:

                                   Best Practices Revenue Category:                     Under $1,250,000

                 Your total Net Revenues:    $             -

                                            Your Results                     BEST PRACTICES             Performance
PRODUCTIVITY                                enter amount                   BP Results   Reference           Gap       Action Needed


 Annual Pay as % of Book                                       #DIV/0! %       32.2     Average          #DIV/0!
 = Average Pay / Average Book Managed
  Agency:                                                                                              Date:

                                    Best Practices Revenue Category:                           Under $1,250,000

                  Your total Net Revenues:        $             -

                                                 Your Results                       BEST PRACTICES             Performance
PRODUCTIVITY                                     enter amount                     BP Results   Reference           Gap       Action Needed


Most Successful Commercial P&C Producer

  Average New Commissions
  Produced/Year                              $                      -              65,195      Average         65,195
                                                                                  116,881      Top 25 %        116,881


  Average Book Managed                       $                      -             334,488      Average         334,488
  (Commissions)                                                                   572,802      Top 25 %        572,802


  Average Commission
  Per Account                                $                      -                3,876     Average           3,876
                                                                                    11,468     Top 25 %         11,468

How Most Successful Commercial Producer Spends Time

   Soliciting
   New Business                                                          0.0 %        37.5     Average            37.5

   Servicing
   Existing Business                                                     0.0 %        40.7     Average            40.7


   Personal Training/ Education /
   Prof. Development                                                     0.0 %          7.2    Average            7.2


   Management/ Personnel /
   Agency Admin.                                                         0.0 %        14.7     Average            14.7


                                       Total - should equal 100%        0.0   %


GROUP LIFE & HEALTH PRODUCER

  # Validated Producers                                             -                   0.8    Average            0.8


  Avg. New Comm Produced per Year            $                      -               21,974     Average             21,974
  Agency:                                                                                                Date:

                                    Best Practices Revenue Category:                             Under $1,250,000

                  Your total Net Revenues:        $             -

                                                 Your Results                         BEST PRACTICES             Performance
PRODUCTIVITY                                     enter amount                       BP Results   Reference           Gap       Action Needed


                                                                                      41,875     Top 25 %            41,875

  Average Book Managed
  (Commissions)                              $                      -                82,687      Average         82,687
                                                                                    167,531      Top 25 %        167,531


  Average Pay ($)                            $                      -                 42,487     Average          42,487

  Annual Pay as % of Book                                               #DIV/0! %       51.4     Average          #DIV/0!
  = Average Pay / Average Book Managed



Most Successful Group L&H Producer

  Average New L&H Comm
  Produced/Year                              $                      -                 33,917     Average          33,917
                                                                                      74,583     Top 25 %         74,583


  Average Book Managed                       $                      -                91,714      Average         91,714
  (Commissions)                                                                     180,500      Top 25 %        180,500


  Average Commissions Per
  L&H Account                                $                      -                  2,133     Average           2,133
                                                                                       4,415     Top 25 %          4,415

How Most Successful L&H Producer Spends Time

   Soliciting
   New Business                                                            0.0 %        33.5     Average            33.5


   Servicing
   Existing Business                                                       0.0 %        50.8     Average            50.8


   Personal Training/ Education /
   Prof. Development                                                       0.0 %          9.4    Average            9.4
 Agency:                                                                                                 Date:

                                   Best Practices Revenue Category:                              Under $1,250,000

                 Your total Net Revenues:         $             -

                                                 Your Results                         BEST PRACTICES             Performance
PRODUCTIVITY                                     enter amount                       BP Results   Reference           Gap       Action Needed



  Management/ Personnel /
  Agency Admin.                                                            0.0 %          7.2    Average            7.2


                                        Total - should equal 100%        0.0   %

PERSONAL P&C PRODUCERS

 # Validated Producers                                              -                     1.6    Average            1.6


 Avg. New Comm Produced per Year             $                      -                 20,175     Average          20,175
                                                                                      34,892     Top 25 %         34,892

 Average Book Managed
 (Commissions)                               $                      -               174,995      Average         174,995
                                                                                    246,372      Top 25 %        246,372


 Average Pay ($)                             $                      -                 47,000     Average          47,000

 Annual Pay as % of Book                                                #DIV/0! %       26.9     Average          #DIV/0!
 = Average Pay / Average Book Managed



MULTI-LINES PRODUCERS

 # Validated Producers                                              -                     1.9    Average            1.9


 Avg. New Multi-Lines Comm
 Per Producer, Per Year                      $                      -                 37,757     Average          37,757
                                                                                      57,519     Top 25 %         57,519

 Average Book Managed
 (Commissions)                               $                      -               267,604      Average         267,604
                                                                                    498,828      Top 25 %        498,828


 Average Pay ($)                             $                      -                 79,030     Average          79,030
 Agency:                                                                                                  Date:

                                   Best Practices Revenue Category:                               Under $1,250,000

                 Your total Net Revenues:          $             -

                                                  Your Results                         BEST PRACTICES              Performance
PRODUCTIVITY                                      enter amount                       BP Results   Reference            Gap       Action Needed



 Annual Pay as % of Book                                                 #DIV/0! %       29.5     Average           #DIV/0!
 = Average Pay / Average Book Managed




NEW PRODUCERS SECTION




 # of New Producers
 Hired Last Year                                                     -                     1.0    Average             1.0
                                                                                           1.0    Top 25% Profit      1.0
                                                                                           1.0    Top 25% Growth      1.0

 Average Annualized Wages
 per Producer Hired                           $                      -                 57,167     Average           57,167
                                                                                       49,000     Top 25% Profit   49,000.0
                                                                                       43,667     Top 25% Growth   43,667.0

 % of Producers hired over the last 5 years
 that have met their production goals                                -                   74.6     Average            74.6




 THE NUPP - NET INVESTMENT IN UNVALIDATED PRODUCER PAY
 Expressed as a percentage of Net Revenue, the NUPP is the difference between what an agency pays its unvalidated producer(s) and what the
 producer(s) would earn under the agency's normal commission schedule. A NUPP of 1.5% is considered a healthy level of investment.
 However, new producers must validate within a 2-4 years period for the investment to yield a good return.
 Calculating Your Agency's NUPP

 Total Book of Business for
 Unvalidated Producers                                               -

 Agency Blended Producer
 Commission Rate                                                     -

 Portion of Payroll Supported by Book                            -

 Total Payroll of Unvalidated Producers                              -
 Agency:                                                                                Date:

                                Best Practices Revenue Category:                Under $1,250,000

               Your total Net Revenues:    $              -

                                          Your Results               BEST PRACTICES              Performance
PRODUCTIVITY                              enter amount             BP Results   Reference            Gap       Action Needed



 Net Investment in Unvalidated Producer
 Payroll (NUPP)                                           -

 NUPP                                           #DIV/0!                  1.0    Average           #DIV/0!
                                                                         0.6    Top 25% Profit     0.6
                                                                         0.7    Top 25% Growth     0.7
 Agency:                                                                              Date:


                                Best Practices Revenue Category:               Under $1,250,000

                 Your total Net Revenues:    $             -

                                            Your Results              BEST PRACTICES            Performance
PRODUCTIVITY                                enter amount           BP Results Reference             Gap       Action Needed



SERVICE STAFF OVERVIEW

 Total # of Service Staff                                      -        4.0    Average             4.0
                                                                        3.1    Top 25% Profit      3.1
                                                                        4.5    Top 25% Growth      4.5

 % of Agencies having Separate/Dedicated
 Marketing Department                                          -       10.0    Average            10.0
                                                                       10.0    Top 25% Profit     10.0
                                                                       30.0    Top 25% Growth     30.0


         # of Marketing Staff                                  -        1.0    Average             1.0
                                                                           *   Top 25% Profit       N.A.
                                                                        0.7    Top 25% Growth      0.7

 % of Agencies having Separate/Dedicated
 Claims Department                                             -        2.5    Average             2.5
                                                                        0.0    Top 25% Profit      0.0
                                                                        0.0    Top 25% Growth      0.0


         # of Claims Staff                                     -           *   Average              N.A.
                                                                           *   Top 25% Profit       N.A.
                                                                           *   Top 25% Growth       N.A.

 % of Agencies having
 Workers Comp TPA                                              -        0.0    Average             0.0
                                                                        0.0    Top 25% Profit      0.0
                                                                        0.0    Top 25% Growth      0.0


         # of WC TPA Service Staff                             -           *   Average              N.A.
                                                                           *   Top 25% Profit       N.A.
                                                                           *   Top 25% Growth       N.A.


         Total WC TPA Revenues Serviced                        -           *   Average              N.A.
                                                                           *   Top 25% Profit       N.A.
                                                                           *   Top 25% Growth       N.A.



 % of Agencies having
  Agency:                                                                                               Date:


                                      Best Practices Revenue Category:                           Under $1,250,000

                   Your total Net Revenues:        $             -

                                                  Your Results                          BEST PRACTICES            Performance
PRODUCTIVITY                                      enter amount                       BP Results Reference             Gap       Action Needed

  Group Benefits TPA                                                 -                    0.0    Average             0.0
                                                                                          0.0    Top 25% Profit      0.0
                                                                                          0.0    Top 25% Growth      0.0


           # of GB TPA Service Staff                                 -                       *   Average              N.A.
                                                                                             *   Top 25% Profit       N.A.
                                                                                             *   Top 25% Growth       N.A.


           Total GB TPA Revenues Serviced                            -                       *   Average              N.A.
                                                                                             *   Top 25% Profit       N.A.
                                                                                             *   Top 25% Growth       N.A.


Average # of Licensed Employees                                      -                    5.8    Average             5.8
(in entire agency)


SERVICE / SALES SUPPORT STAFF

COMMERCIAL P&C

  Number of P&C Serv/Sales Suppt Staff                               -                    1.7    Average             1.7


  Average Book Serviced
  (Commissions)                               $                      -               197,492     Average          197,492
                                                                                     401,168     Top 25 %         401,168


  Average Pay ($)                             $                      -                 36,601    Average           36,601

  Annual Pay - % of Book                                                 #DIV/0! %       18.5    Average           #DIV/0!
  = Average Pay / Average Book Serviced




GROUP LIFE

  Number of L&H Serv/Sales Suppt Staff                               -                    0.8    Average             0.8


  Average Book Serviced
  (Commissions)                               $                      -               116,003     Average          116,003
                                                                                     166,297     Top 25 %         166,297
 Agency:                                                                                               Date:


                                     Best Practices Revenue Category:                          Under $1,250,000

                  Your total Net Revenues:        $             -

                                                 Your Results                          BEST PRACTICES          Performance
PRODUCTIVITY                                     enter amount                       BP Results Reference           Gap       Action Needed



 Average Pay ($)                             $                      -                 28,038   Average          28,038

 Annual Pay - % of Book                                                 #DIV/0! %       24.2   Average          #DIV/0!
 = Average Pay / Average Book Serviced


 PERSONAL P&C

  Number of PL Serv/Sales Suppt Staff                               -                    1.8   Average            1.8


 Average Book Serviced
 (Commissions)                               $                      -               150,105    Average         150,105
                                                                                    330,738    Top 25 %        330,738


 Average Pay ($)                             $                      -                 31,665   Average          31,665

 Annual Pay - % of Book                                                 #DIV/0! %       21.1   Average          #DIV/0!
 = Average Pay / Average Book Serviced




 MULTI-LINE

  Number of ML Serv/Sales Suppt Staff                               -                    2.2   Average            2.2


 Average Book Serviced
 (Commissions)                               $                      -               156,489    Average         156,489
                                                                                    256,667    Top 25 %        256,667


 Average Pay ($)                             $                      -                 34,953   Average          34,953

 Annual Pay - % of Book                                                 #DIV/0! %       22.3   Average          #DIV/0!
 = Average Pay / Average Book Serviced


ACCOUNT EXECUTIVES
 COMMERCIAL P&C

  Number of Account Executives                                      -                    1.9   Average            1.9


 Average Book Serviced
 Agency:                                                                                               Date:


                                     Best Practices Revenue Category:                          Under $1,250,000

                  Your total Net Revenues:        $             -

                                                 Your Results                          BEST PRACTICES          Performance
PRODUCTIVITY                                     enter amount                       BP Results Reference           Gap       Action Needed

 (Commissions)                               $                      -               121,129    Average         121,129
                                                                                    381,903    Top 25 %        381,903


 Average Pay ($)                             $                      -                 26,367   Average          26,367

 Annual Pay - % of Book                                                 #DIV/0! %       21.8   Average          #DIV/0!
 = Average Pay / Average Book Serviced




 L&H / FINANCIAL

  Number of Account Executives                                      -                    0.7   Average            0.7


 Average Book Serviced
 (Commissions)                               $                      -                  8,140   Average          8,140
                                                                                      32,559   Top 25 %         32,559


 Average Pay ($)                             $                      -                  3,657   Average           3,657

 Annual Pay - % of Book                                                 #DIV/0! %       44.9   Average          #DIV/0!
 = Average Pay / Average Book Serviced
 Agency:                                                                            Date:


                              Best Practices Revenue Category:              Under $1,250,000

               Your total Net Revenues:    $             -

                                          Your Results              BEST PRACTICES          Performance
PRODUCTIVITY                              enter amount           BP Results Reference           Gap       Action Needed
 Agency:                                                                            Date:


                              Best Practices Revenue Category:              Under $1,250,000

               Your total Net Revenues:    $             -

                                          Your Results              BEST PRACTICES          Performance
PRODUCTIVITY                              enter amount           BP Results Reference           Gap       Action Needed
 Agency:                                                                            Date:


                              Best Practices Revenue Category:              Under $1,250,000

               Your total Net Revenues:    $             -

                                          Your Results              BEST PRACTICES          Performance
PRODUCTIVITY                              enter amount           BP Results Reference           Gap       Action Needed
 Agency:                                                                                                 Date:


                                   Best Practices Revenue Category:                              Under $1,250,000

                    Your total Net Revenues:        $             -

INSURANCE                                          Your Results                          BEST PRACTICES          Performance
CARRIERS                                           enter amount                       BP Results Reference           Gap       Action Needed



NUMBER OF P&C CARRIERS

 P L - National Carriers                                              -                    4.1   Average            4.1
                                                                                           3.8   +25 % Profit       3.8
                                                                                           3.6   +25% Growth        3.6


 P L - Regional Carriers                                              -                    3.8   Average            3.8
                                                                                           3.1   +25 % Profit       3.1
                                                                                           3.8   +25% Growth        3.8


* TOTAL PERSONAL CARRIERS                                         0.0                      7.9   Average            7.9
                                                                                           6.9   +25 % Profit       6.9
                                                                                           7.4   +25% Growth        7.4


 C L - National Carriers                                              -                    4.1   Average            4.1
                                                                                           5.1   +25 % Profit       5.1
                                                                                           4.1   +25% Growth        4.1


 C L - Regional Carriers                                              -                    3.5   Average            3.5
                                                                                           3.7   +25 % Profit       3.7
                                                                                           4.2   +25% Growth        4.2



* TOTAL COMMERCIAL                                                0.0                      7.6   Average            7.6
  CARRIERS                                                                                 8.8   +25% Profit        8.8
                                                                                           8.3   +25% Growth        8.3

 TOTAL GL&H / FINANCIAL CARRIERS                                      -                    4.5   Average            4.5
                                                                                           4.4   +25% Profit        4.4
                                                                                           2.7   +25% Growth        2.7


 NET REVENUES FROM:

 Largest P&C Carrier                           $                      -   #DIV/0! %       32.3   Average          #DIV/0!
                                                                                          40.1   +25 % Profit     #DIV/0!
                                                                                          31.5   +25% Growth      #DIV/0!


 3 Largest P&C Carriers                        $                      -   #DIV/0! %       54.1   Average          #DIV/0!
 Agency:                                                                                               Date:


                                     Best Practices Revenue Category:                           Under $1,250,000

                  Your total Net Revenues:        $             -

INSURANCE                                        Your Results                          BEST PRACTICES          Performance
CARRIERS                                         enter amount                       BP Results Reference            Gap      Action Needed



                                                                                        60.8    +25 % Profit    #DIV/0!
                                                                                        57.9    +25% Growth     #DIV/0!
            For Largest Single P&C Carrier Commissions entered above,
            please break down amount by Line of Business:

                                         Personal                          0.0 %        50.9    Average            50.9
                                                                                        44.0    +25 % Profit       44.0
                                                                                        44.9    +25% Growth        44.9

                                         Small Commercial                  0.0 %        35.7    Average            35.7
                                          (accts generating < $7,500                    34.1    +25 % Profit       34.1
                                                    in commissions)                     37.7    +25% Growth        37.7

                                         Mid/Large Commercial              0.0 %        12.4    Average            12.4
                                          (accts generating > $7,500                    21.9    +25 % Profit       21.9
                                                    in commissions)                     17.4    +25% Growth        17.4

                                        Total - should equal 100%        0.0   %


 Largest GL&H Carrier                        $                      -   #DIV/0! %        4.9    Average         #DIV/0!
                                                                                         4.1    +25 % Profit    #DIV/0!
                                                                                         3.6    +25% Growth     #DIV/0!


 3 Largest GL&H Carriers                     $                      -   #DIV/0! %        7.2    Average         #DIV/0!
                                                                                         5.3    +25 % Profit    #DIV/0!
                                                                                         5.3    +25% Growth     #DIV/0!



 Total Personal Lines Commissions            $                      -   #DIV/0! %       72.9    Average         #DIV/0!
 Placed in Carrier Service Centers                                                      97.5    +25 % Profit    #DIV/0!
                                                                                            *   +25% Growth       N.A.


 Total Commercial Lines Commissions          $                      -   #DIV/0! %       24.0    Average         #DIV/0!
 Placed in Carrier Service Centers                                                      58.3    +25 % Profit    #DIV/0!
                                                                                            *   +25% Growth       N.A.

								
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