Our Distribution Opportunity

At the same time that demand is increasing, insurance distribution to address this demand is shrinking.

The middle-income market has traditionally accessed most of its life and health insurance and annuities from career agents working for middle-market focused insurance companies. But the number of middle-market career agents and companies has been steadily shrinking.

Over the past 30 years, many companies have been acquired or consolidated, or chosen to redirect their product offerings, sales support and market focus to more affluent consumers. The overall result is significantly fewer agents and fewer companies focused on the increasing needs of a growing middle market.

According to LIMRA, the industry’s primary life insurance marketing and research association, increasing demand and shrinking supply have left the middle market one of the most underinsured and underserved markets in the country. Over one-third of the middle market confirm that they do not have enough life insurance, and almost two-thirds state that they do not have an insurance agent or advisor.

In summary, the middle market is large, aging, concerned and under-insured, while the distribution segment that has traditionally served the middle market is shrinking. The opportunity to sell traditional life and health insurance and annuity products to middle-income families and seniors, business owners and self-employeds has never been more attractive or more needed.