16 | CHART 7 ANNUAL GROSS SALES BY YEARS IN BUSINESS With experience comes the art of selling. Seventeen percent (17%) of advisors selling more than $4 million in annual sales in 2019 possess more than 30 years of expe- rience. We also see that the same share of advisors with 20-30 years of experience also manage to do $4 million or more (see Chart 7). The majority (93%) of advisors with less than 5 years of experience do less than $1 million in annual sales. There is a net addition to the advisors at both extremes of the age groups and suppliers must take a note; this means they can not only entrust their inventory to experienced advisors but can also develop the newer generation by investing in their training. ADVISOR DEMOGRAPHICS 30+ years 20-30 years 11-20 years 6-10 years 6-10 years Less than $1m $1m-$1.99m $2m - $3.99m $4m or more 46% 45% 64% 78% 93% 16% 2% 3% 2% 4% 23% 30% 24% 15% 7% 7% 17% 17% 5%