Nearly 4 out of 10 advisors said that they hope to make more than $1 million in annual gross sales across bookings in 2024. As we have seen in the past many TMR Outlooks, experience is an asset in the industry and those with more experience are more likely to earn more. One out of 2 advisors with over 20 years of experi- ence said that they expect an annual gross sale of $1 million in 2024, compared to one in 5 advisors with 6 to 10 years of experience. ANNUAL GROSS SALES BY BUSINESS TYPE & YEARS IN BUSINESS, SHARE (%) 56% 27% 10% 23% 42% 51% 36% 44% 73% 90% 77% 58% 49% 64% Agency IC/Advisor Up to 5 years 6-10 years 11-20 years More than 20 years Total Business Type Years in Business More than $1m Up to $1m ADVISOR’S PROFILE 34 | CHART 28