1. 2009 General Meeting ● Assemblée générale 2009 Ottawa, Ontario ● Ottawa (Ontario) 2009 General Meeting ● Assemblée générale 2009 Ottawa, Ontario ● Ottawa (Ontario) Canadian Institute of Actuaries Canadian Institute of Actuaries L’Institut canadien des actuaires L’Institut canadien des actuaires Session/séance : PD 35 How Insurance is Sold Speaker(s)/conférencier(s) : Steve Krupicz, FSA, FCIA

2. Agenda - How Insurance is Sold Impact on policy experience: –Financial planning –Sales concepts –Impact on pricing & design?

3. My (nontraditional) role I support advisors is selling life insurance in the large case market: –Technical resource for detailed product knowledge –Deal with financial advisor or other advisors or directly with client

4. Financial Planning Financial planning is a shift to selling wants, not just needs –This approach is not exclusive to the bank-owned firms –More advisors are following a financial planning/wants-based approach

5. Financial Planners - example

7. Financial Planning - example

8. Financial Planning Richard, Mark and professionals like them have changed the way our business is sold & used by clients –Helping clients with building and executing their financial plans –Going beyond insurance needs to fulfill client wants –Not an easy task!

9. Sales concepts Insurers support a planning approach to insurance sales too: –Sales concepts in our marketing materials and illustration software gives self-contained units that can be combined into a financial plan

10. Sales concepts –Concepts have become “packages” –Colour brochures and marketing packages –Trademarks, Branding –Administration and “How-To” guides for advisors and clients –Integrated PowerPoint presentations

11. Sales concepts

13. For a meaningful portion of our business, the concept has become the sale –Insurance is a key part of the value that is delivered by the concept –But clients increasingly see the whole package; not the components –More than just an insurance policy

14. Sales concepts “I own a …” –Retirement plan –Back-to-back –R.C.A. –Etc. … not an insurance policy.

15. Impact on Pricing Could affect many assumptions: –The changes in sales techniques is becoming embedded in our inforce business –80’s & 90’s approaches already affecting our experience metrics –What will be the impact of the more recent approaches?

16. Impact on Pricing Could affect many assumptions: –Lapse in near term –Mortality –Lapse in long term –Premium persistency –Coverage persistency

17. Pricing: short term lapses Could mean lower short term lapse rates: –Life insurance can be viewed by some clients as a commodity –Estate and Retirement Plans are more long-term and stable –Is this already in industry short-term lapse experience?

18. Pricing: mortality Could affect mortality rates: –Financial planning means a better matching of product to client needs, wants and risks –Concepts & planning provide more incentive for positive selection –Is there a shift in business mix by socio- economic factors?

19. Pricing: mortality Could affect mortality rates: –Is this material? –How long before this materializes?

20. Pricing: long term lapses May mean escalating long term lapses –Concepts introduce more risks to clients –Greater risks may lead to higher lapse rates in the long term

21. Sample Case Personal Leveraged Life Insurance –Male 45 Nonsmoker –Deposits $25,000/year for 15 years into a UL policy (Level COI, Face + Fund) –Borrow from age 65 to augment retirement income until life expectancy (age 81)

22. Sample Case Interest Return Bank Loan Rate Annual Income Position at age 81 with income of $42,500/yr 5%7%$43,020Loan = 75% of CSV ($1,283,000) 5%8%$39,200Loan = 82% of CSV 4%7%$32,620Loan = 99% of CSV

23. Sample Case Interest Return Bank Loan Rate Annual Income 5%7%$43,020 4%6%$35,760 5%9%$35,700

24. Added risks to client –Financing spread risk –Investment return risk Asymmetric >>> more sensitive to lower policy yields than higher borrowing costs –More exposed to different tax risks –Will this increase long-term lapses?

25. Pricing: premium persistency Concepts generally rely on limited premium durations –Is this reflected in our pricing models? –Will clients stop premiums when planned? –Is this already appearing in industry experience? –Will this impact long-term lapses?

26. Pricing: coverage persistency Some concepts rely on serial reductions in face amount –“Hugging the MTAR line” –Consider our personal leveraged life insurance example –Male; 45; nonsmoker; $25,000/year for 15 years into a UL policy; borrowing commences at age 65

27. Sample Case Interest Return Bank Loan Rate Annual Income 5%7%$43,020 if coverage is maintained throughout lifetime (at $590,000) 5%7%$44,010 if “hug MTAR line” after 15 th premium (naar = $250,000 at life expectancy)

28. Pricing: coverage persistency Planned serial lapsation: –Is this reflected in our pricing models? –Will clients follow this course as planned or maintain their coverage? –Is this already appearing in industry experience? –What will happen in the long-term?

29. Impact on design Greater focus on illustrating well –Competition measured less on premium or COI rates but the illustrated benefits –Adding complexity to our products

30. Design Insurers support planning & concepts through other business practices too: Financial Underwriting Limits –Annual premium = 4% of investible assets –Annual premium = 30% of after-tax income – plus Key Person Needs – plus Income Replacement Needs – plus Estate Conservation/Debt Repayment

31. Risks We need to price & reserve for the risks that these concepts add to our book of business –Lapses, etc. –Administrative risk –Reputational risk –Litigation risk

32. Questions & Discussion