1 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Combined Sales Meeting – Nov 2012

2 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Won Opportunities Nov ‘12

3 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

New Clients >$5K in November 2012

EmberaNeuro Therapeutics, Inc. Mindy Evanter $5,000

NAI Cranes, LLC Robert Swails $5,000

Zyro Medical, LLC Michael Sullivan $5,000

North American Electric Reliability Corp Robert Swails $5,000

Robert Knowles MD Emmanuel Psilakis $5,300

Rapid7 Catherine Daley $6,000

pSivida US, Inc. Robert Swails $7,500

Westview Capital Brendan Glass $7,500

StoneTurn Group Robert Swails $8,000

Chatham Capital Clint Williams $9,750

ALS Therapy Development Foundation Michael Sullivan $10,000

Inflexxion Robert Swails $12,000

SiteSpect, Inc. Kevin Murphy $13,500

4 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

New Clients >$5K in November 2012

Energy Power Partners Charles Long $16,200

Compliance Acquisition Corp Reed Sussman $20,000

S&R Corporation Ronni Rausch $20,000

Mats, Inc. Catherine Daley $25,000

Verivo Software, Inc. Louisa Bolick $30,000

Boys & Girls Club of Boston Ted Phillips $34,000

Altra Holdings, Inc. Amy Sinclair $35,000

Paratek Pharmaceuticals, Inc. Mindy Evanter $60,000

Shutterstock Images, LLC Douglas Bixby $72,439

Boston Symphony Orchestra Anita Verhuel $75,000

5 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

“Producer of the Month” November 2012Intercept Pharmaceuticals $78,441

Douglas Bixby

6 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Trip Qualifying

7 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

2012 Year to Date Trip Qualifier TotalsClient Executive Total Cross-Sell Adjustment Total Trip Qualifier

Jamie Balboni 324,502 13,000 337,502

Rick Black 137,500 135,000 272,500

Peter Reilly 164,500 103,000 267,500

Scott Kirschner 371,000 (137,500) 233,500

Amy Sinclair 221,010 221,010

Ray Roach 166,118 166,118

Brendan Glass 139,500 24,113 163,613

Douglas Bixby 150,880 150,880

Bruce MacDougall 150,500 150,500

Mindy Evanter 142,500 142,500

James Santacroce 117,500 (3,250) 114,250

Michael Talmanson 108,000 108,000

Trip McGarvey 172,500 (67,500) 105,000

James Kinney 105,000 105,000

Pete Strong 100,000 100,000

Phil Edmundson 100,000 100,000

John Hill 90,000 90,000

Kevin Murphy 143,500 (51,500) 92,000

Reed Sussman 88,300 88,300

Lynne Ahearn 32,500 35,500 68,000

Roger Haynes 60,000 60,000

Ronni Rausch 80,000 80,000

Rob Swails 76,500 (7,250) 69,250

8 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Opportunities YTD

9 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Opportunities Won: YTD

YTD Production: $4,005,012

January February March April May June July August September October0.00

100,000.00

200,000.00

300,000.00

400,000.00

500,000.00

600,000.00

700,000.00

$344,702

$229,009

$515,090

$235,263

$431,827 $432,762$462,719

$162,474

$374,417

$589,150

10 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Opportunities Won: EB/P&C Split

January February March April May June July August September October0.00

100,000.00

200,000.00

300,000.00

400,000.00

500,000.00

600,000.00

700,000.00

$219,502

$153,009

$340,090

$112,463

$286,558 $177,762

$420,969

$157,474

$132,917

$365,140

$125,200

$76,000

$175,000

$122,800

$145,269 $255,000$41,750

$5,000

$241,500

$224,010

EBP&C

11 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Opportunities Won: YTD 2011 vs 2012

2012 YTD Production: $4,005,012

2011 YTD Production: $4,438,635

January February March April May June July August September October0.00

100,000.00

200,000.00

300,000.00

400,000.00

500,000.00

600,000.00

700,000.00

$307,093

$552,251

$331,334 $516,570

$419,739

$563,300

$377,698

$513,496 $514,121

$343,033

$344,702

$229,009$515,090 $235,263

$431,827

$432,762

$462,719

$162,474 $374,417

$589,150

20112012

12 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

# of Opportunities Won: YTD 2012 vs 2011

2011 YTD: 340 wins2012 YTD: 348 wins

February March April May June July August September October0

10

20

30

40

50

60

70

29 30 28

59

31

53

30 31

44

3437

3437

29

21

39 40 39

20122011

13 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Average Account Size: YTD

2011 YTD Average: $12,804 2012 YTD Average: $11,508

January February March April May June July August September October 0.00

2,000.00

4,000.00

6,000.00

8,000.00

10,000.00

12,000.00

14,000.00

16,000.00

18,000.00

20,000.00

$9,575

$7,897

$17,170

$8,402$7,319

$13,960

$8,731

$5,416

$12,078

$13,390

14 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Pipeline Analysis

15 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Formal Pipeline Usage

2006 2007 2008 2009 2010 20110.0%

5.0%

10.0%

15.0%

20.0%

25.0%

10.6%

14.2%

11.8%10.9%

13.4%12.7%

18.4% 19.0%17.7%

21.6%20.9% 20.1%

New Business - No PipelineNew Business - Pipeline User

* Source: MarshBerry Agency Production Survey

New Business as a % of prior-year book

16 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Pipeline / Sales Plan Calculation

ANNUAL MONTHLY

$ 150,000 $ 12,500

15 1.3

38 3.1

75 6.3

227 18.9

1136 94.7Number of Attempts Needed

Length of sales cycle (in days) on Quoted Accounts 90

Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1

Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466

Number of Appointments Needed

Percent of Conversations Resulting in Appointments 33%

Number of Conversations Needed

Percent of Attempts Resulting in Conversation 20%

Number of New Accounts Needed to Hit New Business Goal

Close Ratio on Qualified Prospects* 40%

Number of Qualfied Prospects* Needed

Percent of Appointments Resulting in Qualified Prospect 50%

BUDGET

OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS

New Business Commissions Goal

Average Commissions per Account to Reach New Business Goal $10,000

Producer Name: Planning Period:

Stanley Kowalski 2012-2013

*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year

17 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Pipeline / Sales Plan Calculation

ANNUAL MONTHLY

$ 150,000 $ 12,500

15 1.3

38 3.1

75 6.3

227 18.9

1136 94.7Number of Attempts Needed

Length of sales cycle (in days) on Quoted Accounts 90

Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1

Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466

Number of Appointments Needed

Percent of Conversations Resulting in Appointments 33%

Number of Conversations Needed

Percent of Attempts Resulting in Conversation 20%

Number of New Accounts Needed to Hit New Business Goal

Close Ratio on Qualified Prospects* 40%

Number of Qualfied Prospects* Needed

Percent of Appointments Resulting in Qualified Prospect 50%

BUDGET

OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS

New Business Commissions Goal

Average Commissions per Account to Reach New Business Goal $10,000

Producer Name: Planning Period:

Stanley Kowalski 2012-2013

*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year

18 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Pipeline / Sales Plan Calculation

ANNUAL MONTHLY

$ 150,000 $ 12,500

15 1.3

38 3.1

75 6.3

227 18.9

1136 94.7Number of Attempts Needed

Length of sales cycle (in days) on Quoted Accounts 90

Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1

Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466

Number of Appointments Needed

Percent of Conversations Resulting in Appointments 33%

Number of Conversations Needed

Percent of Attempts Resulting in Conversation 20%

Number of New Accounts Needed to Hit New Business Goal

Close Ratio on Qualified Prospects* 40%

Number of Qualfied Prospects* Needed

Percent of Appointments Resulting in Qualified Prospect 50%

BUDGET

OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS

New Business Commissions Goal

Average Commissions per Account to Reach New Business Goal $10,000

Producer Name: Planning Period:

Stanley Kowalski 2012-2013

*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year

19 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Pipeline / Sales Plan Calculation

ANNUAL MONTHLY

$ 150,000 $ 12,500

15 1.3

38 3.1

75 6.3

227 18.9

1136 94.7Number of Attempts Needed

Length of sales cycle (in days) on Quoted Accounts 90

Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1

Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466

Number of Appointments Needed

Percent of Conversations Resulting in Appointments 33%

Number of Conversations Needed

Percent of Attempts Resulting in Conversation 20%

Number of New Accounts Needed to Hit New Business Goal

Close Ratio on Qualified Prospects* 40%

Number of Qualfied Prospects* Needed

Percent of Appointments Resulting in Qualified Prospect 50%

BUDGET

OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS

New Business Commissions Goal

Average Commissions per Account to Reach New Business Goal $10,000

Producer Name: Planning Period:

Stanley Kowalski 2012-2013

*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year

20 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Pipeline / Sales Plan Calculation

ANNUAL MONTHLY

$ 150,000 $ 12,500

15 1.3

38 3.1

75 6.3

227 18.9

1136 94.7Number of Attempts Needed

Length of sales cycle (in days) on Quoted Accounts 90

Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1

Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466

Number of Appointments Needed

Percent of Conversations Resulting in Appointments 33%

Number of Conversations Needed

Percent of Attempts Resulting in Conversation 20%

Number of New Accounts Needed to Hit New Business Goal

Close Ratio on Qualified Prospects* 40%

Number of Qualfied Prospects* Needed

Percent of Appointments Resulting in Qualified Prospect 50%

BUDGET

OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS

New Business Commissions Goal

Average Commissions per Account to Reach New Business Goal $10,000

Producer Name: Planning Period:

Stanley Kowalski 2012-2013

*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year

21 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Pipeline / Sales Plan Calculation

ANNUAL MONTHLY

$ 150,000 $ 12,500

15 1.3

38 3.1

75 6.3

227 18.9

1136 94.7Number of Attempts Needed

Length of sales cycle (in days) on Quoted Accounts 90

Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1

Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466

Number of Appointments Needed

Percent of Conversations Resulting in Appointments 33%

Number of Conversations Needed

Percent of Attempts Resulting in Conversation 20%

Number of New Accounts Needed to Hit New Business Goal

Close Ratio on Qualified Prospects* 40%

Number of Qualfied Prospects* Needed

Percent of Appointments Resulting in Qualified Prospect 50%

BUDGET

OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS

New Business Commissions Goal

Average Commissions per Account to Reach New Business Goal $10,000

Producer Name: Planning Period:

Stanley Kowalski 2012-2013

*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year

22 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Pipeline / Sales Plan Calculation

ANNUAL MONTHLY

$ 150,000 $ 12,500

15 1.3

38 3.1

75 6.3

227 18.9

1136 94.7Number of Attempts Needed

Length of sales cycle (in days) on Quoted Accounts 90

Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1

Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466

Number of Appointments Needed

Percent of Conversations Resulting in Appointments 33%

Number of Conversations Needed

Percent of Attempts Resulting in Conversation 20%

Number of New Accounts Needed to Hit New Business Goal

Close Ratio on Qualified Prospects* 40%

Number of Qualfied Prospects* Needed

Percent of Appointments Resulting in Qualified Prospect 50%

BUDGET

OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS

New Business Commissions Goal

Average Commissions per Account to Reach New Business Goal $10,000

Producer Name: Planning Period:

Stanley Kowalski 2012-2013

*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year

23 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Pipeline / Sales Plan Calculation

ANNUAL MONTHLY

$ 150,000 $ 12,500

15 1.3

38 3.1

75 6.3

227 18.9

1136 94.7Number of Attempts Needed

Length of sales cycle (in days) on Quoted Accounts 90

Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1

Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466

Number of Appointments Needed

Percent of Conversations Resulting in Appointments 33%

Number of Conversations Needed

Percent of Attempts Resulting in Conversation 20%

Number of New Accounts Needed to Hit New Business Goal

Close Ratio on Qualified Prospects* 40%

Number of Qualfied Prospects* Needed

Percent of Appointments Resulting in Qualified Prospect 50%

BUDGET

OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS

New Business Commissions Goal

Average Commissions per Account to Reach New Business Goal $10,000

Producer Name: Planning Period:

Stanley Kowalski 2012-2013

*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year

24 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Pipeline / Sales Plan Calculation

ANNUAL MONTHLY

$ 150,000 $ 12,500

15 1.3

38 3.1

75 6.3

227 18.9

1136 94.7Number of Attempts Needed

Length of sales cycle (in days) on Quoted Accounts 90

Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1

Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466

Number of Appointments Needed

Percent of Conversations Resulting in Appointments 33%

Number of Conversations Needed

Percent of Attempts Resulting in Conversation 20%

Number of New Accounts Needed to Hit New Business Goal

Close Ratio on Qualified Prospects* 40%

Number of Qualfied Prospects* Needed

Percent of Appointments Resulting in Qualified Prospect 50%

BUDGET

OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS

New Business Commissions Goal

Average Commissions per Account to Reach New Business Goal $10,000

Producer Name: Planning Period:

Stanley Kowalski 2012-2013

*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year

25 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Pipeline / Sales Plan Calculation

ANNUAL MONTHLY

$ 150,000 $ 12,500

15 1.3

38 3.1

75 6.3

227 18.9

1136 94.7Number of Attempts Needed

Length of sales cycle (in days) on Quoted Accounts 90

Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1

Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466

Number of Appointments Needed

Percent of Conversations Resulting in Appointments 33%

Number of Conversations Needed

Percent of Attempts Resulting in Conversation 20%

Number of New Accounts Needed to Hit New Business Goal

Close Ratio on Qualified Prospects* 40%

Number of Qualfied Prospects* Needed

Percent of Appointments Resulting in Qualified Prospect 50%

BUDGET

OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS

New Business Commissions Goal

Average Commissions per Account to Reach New Business Goal $10,000

Producer Name: Planning Period:

Stanley Kowalski 2012-2013

*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year

26 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Pipeline / Sales Plan Calculation

ANNUAL MONTHLY

$ 150,000 $ 12,500

15 1.3

38 3.1

75 6.3

227 18.9

1136 94.7Number of Attempts Needed

Length of sales cycle (in days) on Quoted Accounts 90

Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1

Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466

Number of Appointments Needed

Percent of Conversations Resulting in Appointments 33%

Number of Conversations Needed

Percent of Attempts Resulting in Conversation 20%

Number of New Accounts Needed to Hit New Business Goal

Close Ratio on Qualified Prospects* 40%

Number of Qualfied Prospects* Needed

Percent of Appointments Resulting in Qualified Prospect 50%

BUDGET

OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS

New Business Commissions Goal

Average Commissions per Account to Reach New Business Goal $10,000

Producer Name: Planning Period:

Stanley Kowalski 2012-2013

*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year

27 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Pipeline / Sales Plan Calculation

ANNUAL MONTHLY

$ 150,000 $ 12,500

15 1.3

38 3.1

75 6.3

227 18.9

1136 94.7Number of Attempts Needed

Length of sales cycle (in days) on Quoted Accounts 90

Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1

Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466

Number of Appointments Needed

Percent of Conversations Resulting in Appointments 33%

Number of Conversations Needed

Percent of Attempts Resulting in Conversation 20%

Number of New Accounts Needed to Hit New Business Goal

Close Ratio on Qualified Prospects* 40%

Number of Qualfied Prospects* Needed

Percent of Appointments Resulting in Qualified Prospect 50%

BUDGET

OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS

New Business Commissions Goal

Average Commissions per Account to Reach New Business Goal $10,000

Producer Name: Planning Period:

Stanley Kowalski 2012-2013

*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year

28 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Pipeline / Sales Plan Calculation

ANNUAL MONTHLY

$ 150,000 $ 12,500

15 1.3

38 3.1

75 6.3

227 18.9

1136 94.7Number of Attempts Needed

Length of sales cycle (in days) on Quoted Accounts 90

Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1

Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466

Number of Appointments Needed

Percent of Conversations Resulting in Appointments 33%

Number of Conversations Needed

Percent of Attempts Resulting in Conversation 20%

Number of New Accounts Needed to Hit New Business Goal

Close Ratio on Qualified Prospects* 40%

Number of Qualfied Prospects* Needed

Percent of Appointments Resulting in Qualified Prospect 50%

BUDGET

OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS

New Business Commissions Goal

Average Commissions per Account to Reach New Business Goal $10,000

Producer Name: Planning Period:

Stanley Kowalski 2012-2013

*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year

29 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Pipeline / Sales Plan Calculation

ANNUAL MONTHLY

$ 150,000 $ 12,500

15 1.3

38 3.1

75 6.3

227 18.9

1136 94.7Number of Attempts Needed

Length of sales cycle (in days) on Quoted Accounts 90

Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1

Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466

Number of Appointments Needed

Percent of Conversations Resulting in Appointments 33%

Number of Conversations Needed

Percent of Attempts Resulting in Conversation 20%

Number of New Accounts Needed to Hit New Business Goal

Close Ratio on Qualified Prospects* 40%

Number of Qualfied Prospects* Needed

Percent of Appointments Resulting in Qualified Prospect 50%

BUDGET

OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS

New Business Commissions Goal

Average Commissions per Account to Reach New Business Goal $10,000

Producer Name: Planning Period:

Stanley Kowalski 2012-2013

*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year

30 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Pipeline / Sales Plan Calculation

*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year

ANNUAL MONTHLY

$ 150,000 $ 12,500

15 1.3

38 3.1

75 6.3

227 18.9

1136 94.7Number of Attempts Needed

Length of sales cycle (in days) on Quoted Accounts 90

Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1

Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466

Number of Appointments Needed

Percent of Conversations Resulting in Appointments 33%

Number of Conversations Needed

Percent of Attempts Resulting in Conversation 20%

Number of New Accounts Needed to Hit New Business Goal

Close Ratio on Qualified Prospects* 40%

Number of Qualfied Prospects* Needed

Percent of Appointments Resulting in Qualified Prospect 50%

BUDGET

OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS

New Business Commissions Goal

Average Commissions per Account to Reach New Business Goal $10,000

Producer Name: Planning Period:

Stanley Kowalski 2012-2013

31 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Pipeline / Sales Plan Calculation

*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year

ANNUAL MONTHLY

$ 150,000 $ 12,500

10 0.8

25 2.1

50 4.2

152 12.6

758 63.1Number of Attempts Needed

Length of sales cycle (in days) on Quoted Accounts 90

Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1

Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466

Number of Appointments Needed

Percent of Conversations Resulting in Appointments 33%

Number of Conversations Needed

Percent of Attempts Resulting in Conversation 20%

Number of New Accounts Needed to Hit New Business Goal

Close Ratio on Qualified Prospects* 40%

Number of Qualfied Prospects* Needed

Percent of Appointments Resulting in Qualified Prospect 50%

BUDGET

OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS

New Business Commissions Goal

Average Commissions per Account to Reach New Business Goal $15,000

Producer Name: Planning Period:

Stanley Kowalski 2012-2013

32 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Pipeline / Sales Plan Calculation

*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year

ANNUAL MONTHLY

$ 150,000 $ 12,500

10 0.8

25 2.1

50 4.2

152 12.6

758 63.1Number of Attempts Needed

Length of sales cycle (in days) on Quoted Accounts 90

Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1

Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466

Number of Appointments Needed

Percent of Conversations Resulting in Appointments 33%

Number of Conversations Needed

Percent of Attempts Resulting in Conversation 20%

Number of New Accounts Needed to Hit New Business Goal

Close Ratio on Qualified Prospects* 40%

Number of Qualfied Prospects* Needed

Percent of Appointments Resulting in Qualified Prospect 50%

BUDGET

OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS

New Business Commissions Goal

Average Commissions per Account to Reach New Business Goal $15,000

Producer Name: Planning Period:

Stanley Kowalski 2012-2013

33 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Pipeline / Sales Plan Calculation

*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year

ANNUAL MONTHLY

$ 150,000 $ 12,500

10 0.8

25 2.1

50 4.2

152 12.6

758 63.1Number of Attempts Needed

Length of sales cycle (in days) on Quoted Accounts 180

Number of sales cycles in a year (= 365 / Length of Sales Cycle) 2.0

Robust Pipeline Calculation* (Amount in Pipeline at all Times) $184,932

Number of Appointments Needed

Percent of Conversations Resulting in Appointments 33%

Number of Conversations Needed

Percent of Attempts Resulting in Conversation 20%

Number of New Accounts Needed to Hit New Business Goal

Close Ratio on Qualified Prospects* 40%

Number of Qualfied Prospects* Needed

Percent of Appointments Resulting in Qualified Prospect 50%

BUDGET

OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS

New Business Commissions Goal

Average Commissions per Account to Reach New Business Goal $15,000

Producer Name: Planning Period:

Stanley Kowalski 2012-2013

34 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Pipeline / Sales Plan Calculation

*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year

ANNUAL MONTHLY

$ 150,000 $ 12,500

15 1.3

38 3.1

75 6.3

227 18.9

1136 94.7Number of Attempts Needed

Length of sales cycle (in days) on Quoted Accounts 90

Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1

Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466

Number of Appointments Needed

Percent of Conversations Resulting in Appointments 33%

Number of Conversations Needed

Percent of Attempts Resulting in Conversation 20%

Number of New Accounts Needed to Hit New Business Goal

Close Ratio on Qualified Prospects* 40%

Number of Qualfied Prospects* Needed

Percent of Appointments Resulting in Qualified Prospect 50%

BUDGET

OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS

New Business Commissions Goal

Average Commissions per Account to Reach New Business Goal $10,000

Producer Name: Planning Period:

Stanley Kowalski 2012-2013

35 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

# of Accounts Book Revenues % of Total BookTop 20% 500 23,322,258$ 78.2%

21 to 40% 500 3,875,553$ 13.0%41 to 60% 500 1,740,899$ 5.8%61 to 80% 500 667,383$ 2.2%

Bottom 20% 500 210,241$ 0.7%Total 2500 29,816,334$ 100.0%

Total Book Average Account Size: 11,927$ Top 20% Average Account Size: 46,645$ Bottom 20% Average: 420$ Career Account Threshold* 12,500$ *Lowest revenue size of Top 20% of accounts

WGA PRODUCTION 2007-2012

Career Account Threshold

36 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

# of Accounts Book Revenues % of Total BookTop 20% 500 23,322,258$ 78.2%

21 to 40% 500 3,875,553$ 13.0%41 to 60% 500 1,740,899$ 5.8%61 to 80% 500 667,383$ 2.2%

Bottom 20% 500 210,241$ 0.7%Total 2500 29,816,334$ 100.0%

Total Book Average Account Size: 11,927$ Top 20% Average Account Size: 46,645$ Bottom 20% Average: 420$ Career Account Threshold* 12,500$ *Lowest revenue size of Top 20% of accounts

WGA PRODUCTION 2007-2012

Career Account Threshold

37 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

# of Accounts Book Revenues % of Total BookTop 20% 500 23,322,258$ 78.2%

21 to 40% 500 3,875,553$ 13.0%41 to 60% 500 1,740,899$ 5.8%61 to 80% 500 667,383$ 2.2%

Bottom 20% 500 210,241$ 0.7%Total 2500 29,816,334$ 100.0%

Total Book Average Account Size: 11,927$ Top 20% Average Account Size: 46,645$ Bottom 20% Average: 420$ Career Account Threshold* 12,500$ *Lowest revenue size of Top 20% of accounts

WGA PRODUCTION 2007-2012

Career Account Threshold

38 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

# of Accounts Book Revenues % of Total BookTop 20% 500 23,322,258$ 78.2%

21 to 40% 500 3,875,553$ 13.0%41 to 60% 500 1,740,899$ 5.8%61 to 80% 500 667,383$ 2.2%

Bottom 20% 500 210,241$ 0.7%Total 2500 29,816,334$ 100.0%

Total Book Average Account Size: 11,927$ Top 20% Average Account Size: 46,645$ Bottom 20% Average: 420$ Career Account Threshold* 12,500$ *Lowest revenue size of Top 20% of accounts

WGA PRODUCTION 2007-2012

Career Account Threshold

39 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Career Account Threshold

# of Accounts Book Revenues % of Total BookTop 20% 500 23,322,258$ 78.2%

21 to 40% 500 3,875,553$ 13.0%41 to 60% 500 1,740,899$ 5.8%61 to 80% 500 667,383$ 2.2%

Bottom 20% 500 210,241$ 0.7%Total 2500 29,816,334$ 100.0%

Total Book Average Account Size: 11,927$ Top 20% Average Account Size: 46,645$ Bottom 20% Average: 420$ Career Account Threshold* 12,500$ *Lowest revenue size of Top 20% of accounts

WGA PRODUCTION 2007-2012

40 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

# of Accounts Book Revenues % of Total BookTop 20% 337 15,041,167$ 77.3%

21 to 40% 337 2,573,964$ 13.2%41 to 60% 337 1,209,896$ 6.2%61 to 80% 337 455,012$ 2.3%

Bottom 20% 337 174,823$ 0.9%Total 1685 19,454,862$ 100.0%

Total Book Average Account Size: 11,546$ Top 20% Average Account Size: 44,633$ Bottom 20% Average: 519$ Career Account Threshold* 12,000$ *Lowest revenue size of Top 20% of accounts

P&C PRODUCTION 2007-2012

Career Account Threshold

41 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Career Account Threshold

Book Revenues % of Total BookTop 20% 155 8,134,349$ 78.6%

21 to 40% 155 1,360,830$ 13.1%41 to 60% 155 560,003$ 5.4%61 to 80% 155 227,113$ 2.2%

Bottom 20% 158 66,676$ 0.6%Total 778 10,348,971$ 100.0%

Total Book Average Account Size: 13,302$ Top 20% Average Account Size: 52,480$ Bottom 20% Average: 422$ Career Account Threshold* 15,000$ *Lowest revenue size of Top 20% of accounts

EB PRODUCTION 2007-2012

42 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Career (Target) Account Size

# of Accounts Book Revenues % of Total Book337 15,041,167$ 77.3%337 2,573,964$ 13.2%337 1,209,896$ 6.2%337 455,012$ 2.3%337 174,823$ 0.9%

1685 19,454,862$ 100.0%

Total Book Average Account Size: 11,546$ Top 20% Average Account Size: 44,633$ Bottom 20% Average: 519$ Career Account Threshold* 12,000$ *Lowest revenue size of Top 20% of accounts

P&C PRODUCTION 2007-2012

Book Revenues % of Total Book16 720,140$ 80.5%16 111,213$ 12.4%16 40,940$ 4.6%16 16,800$ 1.9%16 5,100$ 0.6%80 894,193$ 100.0%

11,177$ 45,009$

319$ 10,930$

KAWALSKI BOOKKOWALSKI BOOK

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What type of account meets your career account threshold?

44 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Company Name Est. $ Law Firm Audit Firm VC Other

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COI's

Relationships That May Help You Win Target Account

TARGET ACCOUNTS

Qualified accounts on which you are strategizing on winning.

45 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

SUN. MON. TUES. WED. THURS. FRI. SAT.7:00 AM

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HOW MUCH TIME WILL YOU SPEND PROSPECTINGHighlight Here Time Actually Blocked Off To Prospect

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Marketing Update

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News and Updates

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Advertising 2012 - 2013

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Recent posts to WGA InsureBlog

Wind energy and the future of the Production Tax CreditThe Production Tax Credit (PTC) provides a tax credit for each kilowatt-hour of wind power produced by utility-scale wind turbines and is applicable for the first 10 years of electricity production . . .MOLLY LOVELETTE

Death toll prompts push for tighter federal regulations for compounding pharmaciesThe recent meningitis outbreak linked to contaminated injections has led to many complaints about Food and Drug Administration (FDA) regulation and oversight of the compound pharmaceutical industry . . .JAMIE BALBONI

Summary of Benefits and Coverage – the first step in expanding healthcare educationIn a recent visit to a doctor’s office, I overheard a fellow patient getting frustrated with the payment collection process. It is clear that more education is required around how health plans work . . .KATE O’SULLIVAN

Post-Sandy, lower deductibles for homeownersThe latest development in responding to damage from Hurricane Sandy is some good news for policyholders, particularly those of Homeowners Insurance . . .PHIL EDMUNDSON

Law firms learn the importance of off-site power in wake of Sandy Tuesday’s AmLaw Daily highlights the significant impact many law firms have suffered since the arrival of Sandy. . .LYNNE AHEARN

52 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.

Events in November

Green Tie Gala AwardsWGA is sponsoring the NECEC’s Green Tie Gala honoring outstanding achievements in accelerating New England’s clean energy economy, hosting 2 tables with trading partners from Chubb.

THURSDAY, NOV 15 @ The InterContinental Hotel, Boston MA

Fast 500 for NY/NJ/PA Tri-State WGA is sponsoring the Deloitte Fast 500 Awards recognizing fast growing technology, media and entertainment, telecommunications, life sciences and clean tech companies.

WEDNESDAY, NOV 14 @ The Andaz Hotel, New York NY

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Newsletters

Marketing Selling

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Marketing Selling

Newsletters

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WGA InsureBlog

Marketing Selling

Newsletters

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Marketing Selling

Newsletters

WGA InsureBlog

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LinkedIn Introductions

Marketing Selling

Newsletters

WGA InsureBlog

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Marketing Selling

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WGA InsureBlog

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Networking Events

Marketing Selling

Newsletters LinkedIn Introductions

WGA InsureBlog

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Marketing Selling

Newsletters LinkedIn Introductions

WGA InsureBlog Networking Events

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White Papers

Marketing Selling

Newsletters LinkedIn Introductions

WGA InsureBlog Networking Events

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Marketing Selling

Newsletters LinkedIn Introductions

WGA InsureBlog Networking Events

White Papers

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Calling Prospect to f/u on White Paper

Marketing Selling

Newsletters LinkedIn Introductions

WGA InsureBlog Networking Events

White Papers

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Marketing Selling

Newsletters LinkedIn Introductions

WGA InsureBlog Networking Events

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WGA Sponsored Speaking Events

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Marketing Selling

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You Speak At Event

Marketing Selling

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Marketing Selling

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WGA InsureBlog Networking Events

White Papers Calling Prospect to f/u on White Paper

WGA Speaking Events You Speaking at Event

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January Sales Summit

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Save the Dates

WGA Sales Summit THURSDAY January 10th - FRIDAY JANUARY 11th

Newport RI