Mumbai: India’s insurance distribution ecosystem is undergoing a significant generational transformation, with Gen Z insurance advisors emerging as key drivers of policy sales, while experienced professionals continue to lead in high-value protection and financial planning, according to a new report by Probus, one of India’s leading insurtech platforms.
The study found that Point of Sales Persons (PoSPs) under the age of 30 who joined the platform during FY26 sold 68% more policies per individual than advisors aged 30 and above. Making up 41% of Probus’ new advisor intake, the younger cohort is playing a crucial role in expanding insurance penetration through technology-driven customer acquisition.
During FY26, newly onboarded advisors below 30 issued nearly 1.95 lakh policies out of the company’s total 23 lakh policies sold during the year. Their business was largely driven by retail insurance products, with motor insurance accounting for 78% of policies, followed by life insurance (15%) and SME insurance (4%).
In contrast, advisors aged 30 and above maintained a more diversified portfolio, with motor insurance contributing 53%, life insurance 31%, and SME commercial insurance 10%. This segment generated nearly 64% of the company’s total premium mix, highlighting its stronger presence in high-value protection products and long-term financial planning.
The report also revealed that while younger advisors sold 18.3% more policies overall, experienced advisors generated 270% higher life insurance premium volumes, reflecting their ability to engage customers in deeper financial protection conversations and recommend more comprehensive insurance solutions.
Commenting on the findings, Rakesh Goyal, Director, Probus, said the future of insurance distribution lies in combining the digital-first approach of younger advisors with the trust, expertise and relationship-driven approach of experienced professionals. He added that as technology continues to reshape the sector, empowering advisors with advanced digital tools while preserving human connections will remain essential for driving financial inclusion and expanding insurance access across India.
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The report highlights a balanced distribution model where younger advisors accelerate customer acquisition, while experienced professionals strengthen protection-led advisory, creating a complementary workforce that supports the continued growth of India’s insurance industry.
