The document discusses data from MarshBerry showing that high-growth insurance agencies have a higher percentage of younger producers under age 40 compared to average agencies, with 41.1% of producers under 40 at high-growth agencies versus 28.4% at average agencies. This focus on continually hiring new young talent positions high-growth agencies to remain viable long into the future as they perpetuate their businesses through the selection and training of future agency leaders. The next two issues of the publication will examine average book of business and new business by producer age groups.

1. FOR THE RECORD
A MarshBerry Publication
Volume III, Issue 9 September, 2009
Agency Producer Age Dispersion
In last month’s issue, we covered the hiring and retention rates of producers for average and high-
growth agencies. The data showed that high-growth agencies hire at a higher rate and cut the cord
quickly on unsuccessful hires. Why are these agencies so focused on implementing a regimented
producer hiring, training and retention program? Because continually hiring new production talent
ensures the sustainability and viability of an agency through perpetuation. And by perpetuation, we
are not simply referring to the transfer of stock within an agency, but also the selection and tutelage of
the next generation of agency leadership and a transition of agency relationships.
Producer Age Dispersion
35.0%
41.1% Average Agency
30.0% High-Growth Agency
33.1%
25.0%
% of Total Producers
28.6%
28.4% 26.7%
26.1%
20.0%
22.4%
15.0%
17.1%
14.4%
10.0%
12.4%
11.3%
5% 7.8%
0%
21-30 31-40 41-50 51-60 >60
Age
Our data shows that in average agencies, the average weighted age dispersion of producers under
the age of 40 is 28.4%, compared to 41.1% in high-growth agencies. By focusing their efforts on
continually hiring fresh, young talent, high-growth agencies are positioning themselves to be viable
well into the future.
The next two issues will examine the average weighted book-of-business and the average new
business by producer group.
Authored by Craig Niess, Product Manager / Consultant, 440-392-6584
MarshBerry • 4420 Sherwin Road • Willoughby, Ohio 44094 • 800-426-2774 • www.MarshBerry.com • MarshBerry@MarshBerry.com
No portion of this publication may be reproduced without express written consent from Marsh, Berry & Company, Inc. All rights reserved © 2009.
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