Younger insurance advisors outpace peers in policy sales: Probus

MUMBAI: India’s insurance playbook is getting a youthful rewrite but experience is still writing the biggest cheques. India’s insurance distribution landscape is undergoing a generational shift, with younger advisors driving higher policy volumes while experienced professionals continue to dominate high-value protection products, according to a report by insurtech platform Probus.

The study found that Point of Sales Persons (PoSPs) aged below 30 who joined the platform for the first time sold 68 per cent more policies per advisor in FY26 than their counterparts aged 30 and above, highlighting the growing influence of digitally native professionals in the sector.

Young advisors also accounted for 41 per cent of all new PoSPs onboarded during the year, signalling a steady influx of younger talent into insurance distribution as technology reshapes the industry’s sales model.

According to the report, Probus facilitated the issuance of around 23 lakh insurance policies during FY26. Newly onboarded advisors below the age of 30 contributed approximately 1.95 lakh policies, with their business heavily skewed towards retail products. Motor insurance made up 78 per cent of their portfolio, followed by life insurance at 15 per cent and SME insurance at 4 per cent.

Older advisors displayed a more diversified business mix. Motor insurance accounted for 53 per cent of their portfolio, while life insurance contributed 31 per cent and SME commercial insurance represented 10 per cent. More significantly, this group generated nearly 64 per cent of the total premium mix, reflecting their stronger presence in higher-value and more complex insurance products.

Overall, younger advisors sold 18.3 per cent more policies than their senior counterparts, helping expand insurance penetration through quicker customer acquisition and digital-first engagement. However, experienced advisors generated 270 per cent higher life insurance premium sales, underlining the continued importance of trust, financial planning and relationship-led selling in long-term protection products.

The findings suggest that while digital platforms are making insurance distribution faster and more accessible, human expertise remains crucial for products that require detailed financial advice and risk assessment.

Commenting on the report, Probus director Rakesh Goyal said the industry is benefiting from a complementary workforce in which younger advisors bring speed and digital fluency, while experienced professionals continue to build lasting customer relationships through deeper financial guidance. He added that the growing participation of younger professionals also reflects insurance’s emergence as a viable career path, with technology expected to enhance advisor productivity rather than replace the human element.

The report underscores a broader transformation in India’s insurance sector, where digital adoption is changing how policies are sold, but experience continues to hold its value when it comes to winning customer confidence and driving high-ticket business.