ADVISOR’S PROFILE The travel industry story has always been one where experience sells. The more seasoned the advisor, the better chance they have of making more than $1 million in annual gross sales. This is also the case in the agency vs Independent Contractor segment where nearly one in two agencies make more than $1 million whereas it’s only two out of 10 for ICs. On an average, three out of 10 advisors make more than $1 million. The industry is expanding and there’s great opportunity for the younger and less experienced advisors to become part of this growth story. ANNUAL GROSS SALES BY BUSINESS TYPE, YEARS IN BUSINESS & ADVISOR AGE, SHARE (%) 47% 23% 6% 16% 33% 52% 44% 31% 32% 30% 31% 53% 77% 94% 84% 67% 48% 56% 69% 68% 70% 69% 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 Business Type Years in Business Advisor Age More than $1m Up to $1m 44 | CHART 26