The life insurance and annuity industry is making its biggest-ever press to conscript a whole new kind of sales force -- RIAs -- to sell its complicated products after brokers failed to drive new growth. Most recently, between June and August, Allianz Life closed deals to sell its insurance and annuity wares through three separate RIA-focused resellers, DPL, RetireOne, and most notably, Envestnet, which joined the insurance reselling game in May. "I don’t believe any of these moves independently are major. What is major are the moves as a collective. Allianz is clearly placing a lot of focus on becoming a big player in the RIA space," says David Lau, founder and CEO of DPL. He is former chief operating officer of Jefferson National, a pioneer in RIA annuities.

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