New research in Australia has revealed that insurance broking is transitioning from an informal, experience-driven occupation to a more structured and professional career, driven by generational shifts in education, evolving skill requirements, and the need for clearer entry pathways.
A new 31-page report “Pathways to Professionalism: Developing the Next Generation” published by National Insurance Brokers Association (NIBA) in partnership with QBE and with insights from CoreData, examines how brokers enter the profession, how education shapes their development, and how skills evolve across a career.
The report also draws on responses from brokers across roles, age groups and business sizes and provides the profession's first detailed evidence base for building deliberate career and education pathways.
The report includes the responses from 418 brokers across roles, age groups and business sizes.
The findings reveal a profession that has evolved organically, balancing inclusivity and experience with increasing formalisation and professional expectations.
The data shows that insurance broking is most commonly entered through informal and relational pathways, including referrals, transitions from insurance companies, and recruitment from related industries, rather than through deliberate early-career pipelines.
The insurance broking profession in Australia is entering a period of accelerated change, shaped by technological disruption, increasing regulatory demands, and a more complex risk environment. NIBA CEO Richard Klipin said, “If broking is to remain a modern, trusted advisory profession, we need to be as deliberate about developing the next generation of brokers as we are about advocating for them."
The report observes that it is heartening to note that two-thirds of brokers believe they are prepared for increased education requirements. However, as the role continues to evolve from intermediary to risk adviser, maintaining this readiness will require a more deliberate and continuous approach to
professional development.
Client expectations now extend beyond technical expertise. Brokers must interpret complexity, communicate clearly, and guide clients toward confident decisions. This requires education to be viewed as a career-long pathway that builds capability, judgement and professionalism over time.
QBE Australia Pacific Interim Managing Director, Business Lorelle Hillman said, “The findings of the report also highlight an important opportunity for our industry. While insurance offers diverse, rewarding and meaningful career opportunities, many entrants still discover the profession by chance rather than through deliberate career pathways.
“Creating greater awareness of a profession of choice and establishing clearer pathways into the industry will be essential to ensuring the profession continues to thrive. Education, professional development and mentoring all have a critical role to play in developing the next generation of
professionals.”
Ms Hillman said, “By investing in talent and strengthening career pathways, we can ensure that the insurance industry continues to attract capable people and remains well positioned to serve clients into the future.”