26 | CHART 19 The outlook for 2024 is very positive with 84% of advisors saying that they expect to see an increase in their gross sales. While it was initially feared that the boom in the industry in 2022 was a post- COVID, “revenge” travel phase, there are reports that reflect otherwise. Consumers spent $214 billion on summer travel in 2023, and this is expected to only rise in 2024. 10 ADVISOR’S PROFILE 10 https://www.seattletimes.com/life/travel/pandemic-revenge-travel-is-still-on-the-forecast-for-2024/ ANNUAL GROSS SALES, 2024 VS. 2023 (SHARE %) Up 100% or more Up 50-99% Up 20-49% Up 1-19% No change Down 1-20% Down 21% or more 40% 12% 21% 14% 8% 3% 1%

CHART 20 | 27 In an industry where experience and relationships pay off, it’s not surprising that advisors with more years in their pocket are raking in more revenue than younger advisors. Along the same lines, agencies tend to sale far more than ICs—one in two retail agency grossed over $1 million in sales compared to just 18% of ICs. Their success, however, does point to the growth potential that exists in this market. ADVISOR’S PROFILE ANNUAL GROSS SALES BY BUSINESS TYPE, YEARS IN BUSINESS & ADVISOR AGE, SHARE (%) Agency Advisor/IC Up to 5 years 6-10 years 11-20 years 20-30 years 30+ years 18-44 years 45-64 years 65+ years Total Years in Business Advisor Age Business Type 56% 18% 6% 22% 35% 60% 43% 20% 33% 26% 29% 44% 82% 94% 78% 65% 40% 57% 80% 67% 74% 71% advisors grossing over $1m in travel sales sales <$1m