CHART 22 | 31 ADVISOR PROFILE A quarter of the advisors made more than $1 million in annual sales in 2023. Those with more experience in the industry are selling more, which reveals that this is a business with long-term gains and that experience is the best teacher. Those newer to the industry should seek guidance from more experienced advisors in order to speed up their learning process. 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 All Advisors Advisor Age Business Type Years in Business Up to $1m More than $1m 49% 84% 16% 7% 22% 34% 49% 56% 15% 25% 31% 26% 74% 69% 75% 85% 44% 51% 66% 78% 93% 51%