Key Performance Indicator – Understanding the Impact of Retention and Renewable Income on Agency Growth

Retention is the life blood of an independent insurance agency’s business. As agency owners consider planning, emphasis on new business generation often takes precedence over retention goals. Considering it costs a typical business five-to-seven times more to acquire a new client than retain an existing client, agency owners will benefit by allocating resources towards increasing […]

Key Performance Indicator: Client Service Representative Workload

One of the greatest challenges for an agency owner is understanding an appropriate workload for client service representatives (CSR). For many agency owners knowing the benchmark for the number of clients, policies, or premium to service is a valuable Key Performance Indicator (KPI). Best practice numbers from a recent Big I study indicate average agencies […]

Key Performance Indicator: Producer New Business Commission and Average Book Size

One of the most common questions that agency owners ask about their producers is how they are doing compared to their peers. Is the new business commission they are bringing in more or less than average? Is their total book size similar to other producers? According to a recent Big I best practice studies, producers […]

Key Performance Indicator: Revenue Per Employee

Understanding and tracking commission revenue per employee can be a valuable key performance indicator (KPI) and benchmark. For an agency owner, maximizing revenue per employee is also critical in driving healthy operating margins. For producers and accounts managers/CSRs, it can be useful in evaluating individual performance and value to the agency. According to best practice […]

Key Performance Indicator: Close Ratio

Successful agents track and understand close ratios as a critical KPI (key performance indicators) to help determine where to focus sales and marketing efforts. The challenge is knowing what constitutes an optimal close rate. Top-performing agents with sufficient lead sources, targeted focus, and a solid portfolio of carriers can consistently drive 40% to 70% close […]

Key Performance Indicator: Average Policies Per Customer

Independent insurance agencies typically average anywhere from 1.3 – 1.7 policies per customer. High-performing multi-line agencies exceed an average of 2 policies per customer. Knowing and monitoring this number may help identify initiatives to improve your agency’s success. It is one of the easiest KPIs (key performance indicators) to calculate. Simply take your total policies […]

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