While all distribution segments experienced sales declines in 2020, the extent of the decreases varied by distributor. (Photo: Sergey Nivens/stock.adobe.com)

This is the last in our series on the voluntary industry’s sales results for 2019. The first article looked at overall voluntary sales for the year, while the second reviewed sales by product line and platform. This column spotlights sales by distribution segment.

The benefit broker segment continued to take the largest share of voluntary/worksite sales at 65%, and generated over $4.8 billion in sales. Career agents continued to have the second-highest share, with just over $1 billion. Meanwhile, voluntary brokers (classics and worksite specialists) accounted for just under $1.5 billion.


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