Who's selling voluntary?

This is the last in our series of columns on voluntary market sales results for 2016. The first article looked at overall voluntary sales for the year, while the second reviewed sales by product and platform. This article spotlights sales by distribution segment.

Total voluntary sales (new business annualized premium) for 2016 were $7.630 billion, up almost 7 percent over 2015 sales. Benefit brokers continued to lead the way, generating $4.75 billion in new sales in 2016. This accounted for 62 percent of all voluntary sales last year, up from 42 percent just 10 years ago. Career agents again had the second highest sales, at $1.17 billion. Voluntary brokers (classic worksite brokers and worksite specialists) accounted for $879 million and $658 million in sales respectively.