India’s insurance distribution ecosystem is undergoing a generational transformation, with younger advisors driving faster customer acquisition while experienced professionals continue to dominate high-value protection sales, according to a new study by insurtech platform Probus.
The study found that Point of Sales Persons (PoSPs) under the age of 30 who joined the Probus platform for the first time sold nearly 68% more policies per individual than their older counterparts. Representing 41% of new advisor onboarding, the younger cohort is emerging as a key force in expanding insurance access through a digital-first approach.
Different strengths shape insurance distribution
According to the report, younger advisors are accelerating policy sales and customer onboarding, while experienced advisors are contributing significantly to premium growth by focusing on more complex protection products.
During FY26, newly onboarded PoSPs under 30 issued around 1.95 lakh policies out of the nearly 23 lakh policies issued by Probus during the year. Their business was largely driven by retail products, with motor insurance accounting for 78% of policies, followed by life insurance (15%) and SME insurance (4%).
In comparison, newly onboarded advisors aged 30 and above maintained a more diversified portfolio, with motor insurance contributing 53%, life insurance 31%, and SME commercial insurance 10%. This group accounted for nearly 64% of the company’s total premium mix, reflecting stronger participation in higher-value insurance products.
Technology and experience complement each other
The study highlights that while technology is changing the way insurance is distributed, trusted human advisors continue to play a vital role in improving financial inclusion and expanding insurance penetration.
Younger advisors sold 18.3% more policies overall than their older peers, helping drive faster customer acquisition and broader market reach. At the same time, experienced advisors generated 270% higher life insurance premium sales, underlining their strength in long-term financial planning and comprehensive risk protection.
Company sees balanced growth model
Probus Director Rakesh Goyal said India’s insurance sector is evolving rapidly, with younger advisors bringing digital capabilities and entrepreneurial energy, while experienced advisors continue to build trust through deeper financial engagement and long-term customer relationships.
He said both groups together are creating a complementary distribution workforce that is making insurance more accessible, relevant and inclusive across the country.
Goyal added that it is encouraging to see insurance emerging as a preferred career option for young professionals. He said the industry’s future will depend on equipping advisors with advanced digital tools while preserving the human relationships that remain central to insurance decisions.