Life insurance distribution : evolving without converging

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<title>Life insurance distribution</title>
<subTitle>: evolving without converging</subTitle>
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<title>Sigma No 4 /2026</title>
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<dateIssued>2026</dateIssued>
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<abstract displayLabel="Summary">The report examines how life insurance distribution is evolving within country-specific ecosystems rather than converging to a single model. It finds independent intermediaries gaining share where advice needs are complex, while bancassurance remains strong in markets with integrated banking relationships. Scale and consolidation are shifting bargaining power toward large distributors; regulation emphasizes advice quality and value for money. Ageing populations and defined contribution decumulation increase the value of advice and competition for retirement assets, wealth transfer, and long-term care solutions. Technology and AI are strengthening existing channels by improving lead quality, adviser productivity, underwriting speed, onboarding, and post-sale engagement, and may bring underwriting closer to the point of sale. The ultimate outcome is likely more competition over customer access, with customers benefiting from reduced friction, better products, and more integrated later-life solutions.</abstract>
<tableOfContents>Executive summary -- Key takeaways -- Life insurance distribution: evolving without converging -- Value capture and shifting power along the distribution chain -- The distribution opportunity in the silver economy -- AI and technology are reshaping life insurance distribution -- Appendix 1 -- Appendix 2</tableOfContents>
<note>Internacional</note>
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<topic>Canales de distribución</topic>
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<topic>Distribución de seguros</topic>
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<topic>Seguros de vida</topic>
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<topic>Mediación de seguros</topic>
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<topic>Economía plateada</topic>
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<topic>Planificación financiera</topic>
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<topic>Bancaseguros</topic>
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