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According to our annual U.S. Voluntary/Worksite Sales Report, new business annualized premium (voluntary sales) increased again last year. Total sales for 2016 were $7.630 billion, up almost 7 percent over 2015 sales. The graph at left shows the industry’s sales since 1997.

This grow rate is the highest realized since 2007 (although 2012 came close) and stems primarily from increased productivity (sales) per broker, rather than simply new brokers entering the market. (Currently, 90 percent to 95 percent of all benefit brokers sell voluntary.) The graph at bottom left shows the growth curve between 2004 and 2016.

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