36 | CHART 23 ANNUAL GROSS SALES BY BUSINESS TYPE, YEARS IN BUSINESS & ADVISOR AGE, SHARE (%) It’s the bigger agencies, those with annual sales of more than $1 million, and those with more years in the industry that are selling luxury vacations. Independent contractors have shown lesser volumes in luxury sales. ADVISOR PROFILE 68% 35% 23% 35% 48% 62% 48% 45% 46% 46% 32% 65% 77% 65% 52% 38% 52% 55% 54% 54% Agency Advisor/IC Up to 5 years 6-10 years 11-20 years 20+ years 18-44 years 45-64 years 65+ years Total Business Type Years in Business Advisor Age More than $1m Up to $1m