Compensation of Wholesalers Surged in 1999
National Underwriter (Life/Health) (10/02/00) Vol. 104, No. 40 p.3; Thomas, Trevor

According to a survey by DGL Consultants, compensation paid to wholesalers of financial products in 1999 increased an average of 8.2 percent. This figure is significantly higher than the 2.5 percent reported in 1998. The study investigated compensation for sales personnel who specialize in selling through insurance agencies, brokers, banks, direct sellers, and both financial consultants and advisers. DGL attributed the rise in compensation to an ongoing demand for investment products. The consulting firm also noted the intense competition among wholesalers for competent sales reps. Annuity wholesalers earned an average total cash package of $200,300. Mutual fund wholesalers had an average total cash package of $200,400.

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