Gen Z insurance advisors are emerging as key drivers of policy sales in India, selling nearly 68 per cent more policies per individual than older peers, according to a report by insurtech platform Probus. The findings indicate a growing role for digitally native advisors in expanding insurance penetration, while experienced advisors continue to dominate high-value protection products.
The study found that advisors below the age of 30 accounted for 41 per cent of new Point of Sales Persons (PoSPs) onboarded by the company during FY26. Together with experienced advisors, the two groups are contributing to a distribution model that combines higher customer acquisition with deeper financial protection.
Younger Advisors Lead Policy Volumes
According to the report, newly onboarded PoSPs under 30 issued 1.95 lakh policies out of nearly 23 lakh policies sold by Probus during FY26. Their business was largely driven by motor insurance, which accounted for 78 per cent of policies sold, followed by life insurance at 15 per cent and SME insurance at 4 per cent.
The report also noted that younger advisors sold 18.3 per cent more total policies than advisors aged 30 and above, reflecting stronger customer acquisition and wider market reach through digital engagement.
Experienced Advisors Drive Premium Growth
In contrast, advisors aged 30 years and above maintained a more diversified portfolio, with motor insurance contributing 53 per cent, life insurance 31 per cent, and SME commercial insurance 10 per cent of their business. This group accounted for nearly 64 per cent of the total premium mix, highlighting its stronger presence in higher-value insurance products.
The report added that experienced advisors generated 270 per cent higher life insurance premiums than their younger counterparts, underscoring their role in long-term financial planning and protection-oriented insurance sales.
Commenting on the findings, Rakesh Goyal, Director, Probus, said, “India's insurance landscape is evolving rapidly, but one thing remains constant - insurance is built on trust. While our younger advisors are bringing digital-first thinking, speed, and entrepreneurial energy to the profession, experienced advisors continue to build confidence through deeper financial conversations and long-term customer relationships. Together, they represent a complementary workforce that is making insurance more accessible, relevant, and inclusive across the country.”
He added, “It is encouraging to see insurance emerging as a preferred career opportunity for the younger generation. As technology continues to transform distribution, the future of the industry will lie in empowering advisors with the right digital tools while strengthening the human connections that remain at the heart of every insurance decision.” |
