Most carriers in the workplace benefits space are looking toestablish relationships with new brokers. While they havecompelling reasons for leaning on their tenured advisors(especially those generating significant production), they need tofind future revenue sources in order to ensure long-termsuccess.

Where can carriers locate new distribution partners? Pursuing veteranbrokers is certainly appealing, but though those who arecomfortable may be resistant to change. Luring heavy-hitters withabundant books of existing clients might seem especially tempting;however, competition for these advisors is fierce, with manyplacing considerable demands on carriers seeking their business.While one should not discourage this pursuit entirely, a sensiblerecruiting plan could target less established, and therefore lessdemanding, salespeople.

Reach for tomorrow’s stars

Despite the ongoing challenge of an aging salesforce, theinsurance industry’s younger talent holds an optimistic view of thefuture. More than 80 percent of millennial insurance professionalswould recommend a career in insurance to their friends, and 39percent were recruited by friends in the industry. It appears thatrecent fears abou today’s youth having little interest in insurancecareers may be a bit premature.