India’s insurance distribution landscape is witnessing a generational shift, with younger advisors emerging as high-velocity customer acquisition engines, while experienced professionals continue to drive deeper protection conversations. According to a new study by Probus – one of India’s leading insurtech platforms – younger Point of Sales Persons (PoSPs) under the age of 30 who joined the platform for the first time excelled at market penetration, selling nearly 68% more policies per individual than their older peers. Accounting for 41% of the new advisor intake, this younger cohort highlights the growing role of tech-native youth in expanding rapid insurance access across the country.
The report also highlights a complementary trend emerging across India’s insurance ecosystem. While younger advisors are accelerating customer onboarding and policy volumes through their digital-first approach, experienced advisors are securing higher financial volume per policy, driving high-value protection solutions and helping customers make informed long-term financial decisions. Together, the two cohorts are creating a balanced distribution model that is strengthening insurance penetration across diverse customer segments.
During FY26, newly onboarded PoSPs under 30 issued an impressive 1.95 lakh policies out of the approximately 23 lakh policies issued by the company in FY26, primarily focused on high-velocity retail products. Motor insurance accounted for 78% of their portfolio, followed by life insurance (15%) and SME insurance (4%). In comparison, newly onboarded advisors aged 30 and above maintained a more diversified portfolio, with motor insurance contributing 53%, life insurance 31%, and SME commercial insurance 10%. This older group accounted for nearly 64% of the total premium mix, reflecting stronger participation in complex, protection-led products.
The findings suggest that while technology continues to reshape insurance distribution, trusted human advisors remain central to expanding financial inclusion. Younger advisors sold 18.3% more total policies than their older counterparts, driving rapid customer acquisition and market reach. Meanwhile, experienced advisors recorded 270% higher overall sales in life insurance premiums, reinforcing their role in long-term financial planning and comprehensive risk protection.
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 further 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.”
About Probus:
Probus is an insurance distribution-tech company with a “Phygital model”, which optimises customer experience through digital tools with a human touch. It operates through a digitally enabled agent network of 30,000+, covering 800+ cities. 80% of insurance policies sold by Probus are to customers in Tier 2+ cities—Probus partners with all the leading private insurance companies in India, including 9 Life and 29 Non-life. The company is recognised as one of the leading brands in the financial services space – Awarded best BFSI Brand for 2021 and 2022. Probus is backed by the Switzerland-based, leading Global management firm, BlueOrchard – A Global Impact Investment Manager.
