New Generation of Distributors: Influxing Change to Keep Pace with Digital Modernization

Insurance distribution is an increasingly important point of discussion among senior executives at insurers. With the emergence of insurtech came the idea of disintermediation, moving towards direct models of distribution.

The illusion of eliminating the intermediary cost that would come from the direct-to-consumer model didn’t work out as envisioned, and many of the insurtech startups that led this crusade have now opened their distribution to agents and partners. Even if new players have come into the picture, such as digital platforms and exchanges, and new digital partnerships to deliver embedded insurance, all these are just new forms of intermediation.

The reality is that the bulk of business written by most insurers today is still intermediated, and it’s not likely to change in the near future. However, a new generation of agents is joining the insurance distribution workforce which could have an impact on how insurers relate with them, and the role technology plays for this younger generation of agents.

Are there key differences among Baby Boomers, Generation X, and Millennials agents that insurers should be aware of?

Are newer generations of agents influencing clients as much as older generations about where to place their business? Are the drivers in their decision-making processes similar?

What channels this new generation would like to have at their disposal while interacting with insurers? Are they only looking to use technology, or picking up the phone to talk to someone is also important?

If you would like to know the answers to these questions as well as other key findings based on a survey of over 700 agents in Latin America, you should not miss my session at the Celent Latinsites Summit 2023, which will be held as part of ITC Latin America.

ITC Latin America will be hosted at the Fontainebleau Hotel in Miami Beach from April 23 to April 26. I will be presenting this session as part of the Celent Latinsites Summit on April 24th from 11:00am to 11:40am. For the full agenda and speakers of Celent’s Latinsites Summit, please visit our ITC hub page. You will also find a couple of videos to help you get prepared for ITC Latin America, as we cover what to expect and how to get the most out of it.

Celent Latinsites Summit Overview

The Summit starts on Sunday April 23rd in the afternoon with a Catamaran networking event.

On April 24th, the day before the official opening of ITC LATAM, Celent will present a day of unique and exciting discussions. Celent will moderate a series of sessions that will provide optics into key areas of trending interest in today’s insurtech space with a focus on the growing Latin American market.

During this session, the attendees will have the opportunity to meet Celent analysts face-to-face and other technology leaders, as well as discuss the issues dominating the current digital agenda.

It’s sure to be an informative day with an impressive line-up of panelists for each session sharing their current thoughts and vision for the future.

Celent Latinsites Summit is here to provide you with a full ITC experience. If you’re not registered yet, reach out to Laura (lpena@celent.com). We have some great discounts available.

I hope to see you there!