In a recent article about the latest “Forces of Change” study from LIMRA, the insurance research and consulting organization based in Windsor, Conn., author Lucian Lombardi, LIMRA's vice president and director, distribution and strategic research, laid out seven trends affecting insurance distribution. Among the biggest is one that's been discussed for years: the aging field force. Now the median age of advisers and sales reps stands at 52 years, a fact that prompted Lombardi to write, “The ...

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