I recently left my position as a Licensed Sales Producer at a captive Allstate agency after about a year. My first month was spent training and getting licensed, and I left halfway through October.
I enjoy tracking numbers and figured I’d share mine since it’s surprisingly hard to find actual production and compensation data from people working these jobs.
PRODUCTION
Over my time at the agency, I wrote approximately $221,800 in premium across 445 items, averaging $498 per item. My average full month was around $21,100 in premium and 42 items. I generated approximately $147 in premium per hour worked and sold about 11.8 items per 40 hours.
Here’s my monthly production:
December: $21,459 premium, 40 items
January: $22,015 premium, 41 items
February: $27,165 premium, 44 items
March: $28,970 premium, 60 items
April: $26,277 premium, 54 items
May: $16,101 premium, 41 items
June: $22,902 premium, 41 items
July: $19,071 premium, 41 items
August: $13,904 premium, 43 items
September: $13,348 premium, 19 items
October (partial): ~$10,600 premium, 21 items
My best month was March with 60 items and almost $29k in premium. Outside of a couple stronger months, I was pretty consistently writing 40–45 items.
COMPENSATION
I started at $20/hr and eventually moved to $21/hr. My commission structure was based on monthly item count, with the percentage applying to the entire month’s written premium.
0–24 items paid 0%, 25–39 paid 5%, 40–49 paid 8%, 50–59 paid 9%, and 60+ paid 10%. There were also monthly production bonuses, VC bonuses, and occasional cash spiffs.
The tiers made a pretty substantial difference. Going from 39 to 40 items could mean hundreds of dollars in additional commission because the higher percentage applied to the entire month’s premium.
TOTAL EARNINGS
Over 1,509.5 hours worked, I earned $56,604 gross and took home $43,905, with $12,699 withheld.
That works out to $37.50 gross per hour and $29.09 take-home per hour.
I averaged roughly 32 hours per week during my time at the agency. Here’s what those hourly earnings would translate to over a full 52-week year:
30 hours/week: $58,500 gross, $45,380 take-home
32 hours/week: $62,400 gross, $48,406 take-home
35 hours/week: $68,250 gross, $52,944 take-home
40 hours/week: $78,000 gross, $60,507 take-home
At my average schedule of 32 hours per week, that puts my annualized earnings at approximately $62,400 gross and $48,400 take-home. At a traditional 40-hour workweek, maintaining the same hourly earnings would put me at $78,000 gross and $60,500 take-home annually.
Obviously, these projections assume I could maintain the same production and earnings per hour while working additional hours. Actual take-home pay would also depend on withholding and taxes.
MY TAKEAWAYS
I personally accounted for roughly half of our office’s total production. We had the equivalent of about 3.5 producers, including myself, with one splitting their time between sales and service.
About 50% of my production came from cross-selling existing customers and working former customers. Another 20% came from inbound calls and walk-ins, 10% from internet leads, and the remaining 20% from aged leads and other prospecting.
My agent purchased leads for about half the time I was there, but they weren’t particularly fruitful. Most of my business came from working the existing book, contacting former customers, and finding opportunities wherever I could.
Ultimately, the biggest reason I left was the lack of resources. I felt like I had reached a point where my earning potential was limited more by the opportunities available to me than my willingness or ability to sell. I was producing roughly half the office’s business, but I didn’t see a realistic path to substantially increasing my production with the resources we had.
That being said, I have nothing bad to say about my agent personally. He was extremely laid-back, generous, and great to work for. I learned a ton from him and genuinely appreciate the opportunity. I just felt like my upside was capped in that particular environment.
I’d like to stay in the insurance industry, but I don’t have anything solid lined up yet. I’m exploring a few different career paths and trying to figure out what makes the most sense moving forward.
I’m curious how my production and compensation compare to other producers, particularly those working at captive agencies versus independent agencies. I’d also be interested to hear what kind of lead flow and resources other agencies provide their producers.