Over the past 10 years, we have seen the benefit broker segment more than double its sales. (Image: Shutterstock)

This is the last in our series of columns on the voluntary industry sales results for 2018. The first article looked at overall voluntary sales for the year, while the second reviewed sales by product line and platform. This column takes a closer look at sales by the following distribution segments:

Bonnie Brazzell and Nick Rockwell, Eastbridge Consulting Group, Inc.

Career agents—These producers work primarily for a single company and sell that company's voluntary/worksite products. Aflac and Colonial reps are examples of career agents.

Classic worksite brokers—These producers focus primarily on voluntary sales. Their operations may be small or medium sized, and they typically sell directly to employers and may offer support services to their clients.