ADVISOR DEMOGRAPHICS YEARS IN BUSINESS, ADVISORS AGE Those with less than two years of experience numbered 8% of the respondents, meaning these advisors entered the industry during the pandemic 3 . In fact, many of these new entrants may have just started out as the number of advisors with less than 2 years of experience was 3% in 2021. Many of these new entrants started out after losing their jobs and then seeing or hearing about travelers opting for an advisor because of how complicated travel has become. Also, 15% of the advisors had 3 to 5 years of experi- ence indicating that they had just started out when the pandemic hit. This means that one in four (23%) advisors were adversely impacted at the early stages of joining the industry, a sizeable talent pool that can now be trained to ensure the industry grows in the upcoming years. More than half (57%) of the respondents aged between 18 and 44 have been selling travel products for less than five years (see chart 5). Almost one in three (32%) of respon- dents in the 45-64 age group have been in the industry for less than five years. This is the potential share of advisors that require more handholding and training. Up to 5 years 6-10 years 11-20 years 20-30 years 30+ years 65+ Years 45-64 Years 18-44 Years 7% 32% 57% 19% 16% 8% 13% 18% 14% 23% 7% 22% 18% 46% CHART 6 | 13 3 https://www.nytimes.com/2021/04/14/travel/summer-vacation-travel-agents.htm