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Canadian Institute of Actuaries. L’Institut canadien des actuaires. 2007 Annual Meeting ● Assemblée annuelle 2007 Vancouver. 2007 Annual Meeting Assemblée annuelle 2007. Life Pricing Hot Topics. Pardon the Interruption Disclaimer: - PowerPoint PPT Presentation
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2007 Annual Meeting ● Assemblée annuelle 2007
Vancouver
2007 Annual Meeting ● Assemblée annuelle 2007
Vancouver
Canadian Institute
of Actuaries
Canadian Institute
of Actuaries
L’Institut canadien desactuaires
L’Institut canadien desactuaires
• Pardon the Interruption• Disclaimer:
The views you are about to hear do not necessarily reflect the views of any company, and may just be put forth for the sake of generating discussion
2007
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2007
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RUNDOWN
Panel
Level COI
Ltd Pay UL
Term Prices
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Life Pricing Hot Topics
Mark Edwards, FSA, FCIA
AVP and Pricing Actuary
Individual Insurance – Life and Living Benefits
Manulife Financial
Robert Bhatia, FSA, FCIA
AVP Life Pricing
Transmerica Life Canada
Steve Bocking, FSA, FCIA
Associate Manager, Individual Life
Great West Life
2007
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2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
RUNDOWN
Panel
Level COI
Ltd Pay UL
Term Prices
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
The Panel
• Opinion about own Company’s profitability!
2007
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2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
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007
RUNDOWN
Panel
Level COI
Ltd Pay UL
Term Prices
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
LCOI Profitability
UL Level COI Pricing Adequacy
0
5
10
15
20
25
30
35
2002 2003 2004 2005 2006
% o
f C
om
pan
ies
Single
Joint
Source: 2006 Munich Re Pricing Survey
• Coincidence?
2007
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2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
RUNDOWN
Panel
Level COI
Ltd Pay UL
Term Prices
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Interest Rates
Net Pricing Interest Rates (UL Level COI) vs. Long-Term Government Bond Yields
3.5
4.0
4.5
5.0
5.5
6.0
6.5
7.0
7.5
8.0
1998 1999 2000 2001 2002 2003 2004 2005 2006
Inte
rest
Rat
e %
Initial Pricing Interest Rates
Ultimate Pricing InterestRates
GoC Benchmark LongTerm Bond Yields @ Jan 1
Source: 2006 Munich Re Pricing Survey
• 2007 LCOI Composite Rates
2007
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ée a
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2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
RUNDOWN
Panel
Level COI
Ltd Pay UL
Term Prices
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Lapse Rates
0%
1%
2%
3%
4%
5%
6%
7%
8%
9%
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15
Policy Year
Lap
se R
ate
By Number
By Amount
Source: 2007 CIA Lapse Study
• 2003 vs. 2007 LCOI Lapses
2007
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ual M
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2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
RUNDOWN
Panel
Level COI
Ltd Pay UL
Term Prices
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Lapse Rates
Source: 2007 CIA Lapse Study
Composite Lapse Rates
0%
1%
2%
3%
4%
5%
6%
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15
Policy Year
Laps
e R
ate
(by
Am
t)
2003 Study
2007 Study
• How big is the market?
• Will it just replace existing sales?
• Is it profitable?
• Do we have accurate experience?
2007
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ual M
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ée a
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007
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
RUNDOWN
Panel
Level COI
Ltd Pay UL
Term Prices
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Limited Pay UL
MNS Age 40, $300,000, Term 10
2007
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ual M
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2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
RUNDOWN
Panel
Level COI
Ltd Pay UL
Term Prices
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Term Prices
Issue Year
Starting premium
1st renewal premium
1st Premium
Differential1990 1.66 5.2 3.11991 1.66 5.2 3.11992 1.63 5.32 3.31993 1.77 5.48 3.11994 1.66 5.48 3.31995 1.52 5.37 3.5
2000 1.13 5.62 5.02001 1.05 5.62 5.42002 1.05 5.62 5.42003 1.05 5.62 5.42004 0.94 5.62 6.02005 0.92 5.62 6.1
Source: Transamerica Life Canada
R= ratio of renewal premium to initial premiumS= ratio of renewal premium to newly underwritten
attained age initial premium
2007
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ual M
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ée a
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2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
RUNDOWN
Panel
Level COI
Ltd Pay UL
Term Prices
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Term Prices
R and S for Term 10 Male Non-smoker age 40
0.0
1.0
2.0
3.0
4.0
5.0
6.0
7.0
1995 1997 1998 1999 2001 2004
Issue Year
Rat
io R
S
Source: Transamerica Life Canada
• What’s the real answer?
2007
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2007
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ual M
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T10 Lapses
1st Renewal 2nd Renewal25th Percentile 54.3% 35.0%Median 62.5% 54.7%75th Percentile 77.6% 62.8%
1st Renewal 2nd Renewal25th Percentile 46.3% 36.9%Median 53.3% 47.7%75th Percentile 61.1% 58.1%
Total Lapse %
Selective Lapse %
Source: 2006 Munich Re Pricing Survey
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Preferred
For. Travel
Combo
Audience
Systems
Goodbye
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Preferred
For. Travel
Combo
Audience
Systems
Goodbye
Is Term 20 Better?
Issue Year
Starting premium
1st renewal premium
1st Premium Differential
1990 2.54 16.79 6.61991 1.97 17.35 8.81992 2.3 17.51 7.61993 2.3 17.51 7.61994 2.3 17.51 7.61995 2.28 17.51 7.7
2000 1.76 22.82 13.02001 1.69 22.82 13.52002 1.69 22.82 13.52003 1.69 22.82 13.52004 1.54 22.82 14.82005 1.53 22.82 14.9
MNS Age 40, $300,000
Source: Transamerica Life Canada
2007
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ual M
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007
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Preferred
For. Travel
Combo
Audience
Systems
Goodbye
Quick Pay
First-Year Maximum Premium
MNS 50
Company First Year Max Prem
Company A1 89,058Company B2 36,981Company C1 26,809Company D 17,147Company E 16,493Company F 16,016Company G 14,314Company A2 13,930Company H 13,292Company I 11,534
Company C2 11,119Company B2 8,638
Note: As of May 15, 2007Source: Companies' respective illustration software
YRT, Face plus Fund, $250,000 Face Amount, 7% Interest
• Significant portion of 2006 new business sales:
– Over 20% of UL Level COI sales– Nearly 15% overall UL sales
• Are we encouraging through compensation?
2007
Ann
ual M
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embl
ée a
nnue
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007
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Preferred
For. Travel
Combo
Audience
Systems
Goodbye
Conversions
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Preferred
For. Travel
Combo
Audience
Systems
Goodbye
Reinsurance Ceded
Source: Various
Where are we going next?
Reinsurance Cession Rate in Canada
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
90.0%
1997 1998 1999 2000 2001 2002 2003 2004 2005
% C
eded
2007
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ual M
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2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Preferred
For. Travel
Combo
Audience
Systems
Goodbye
Acquirer Target DateScor Re Revios 2006 Swiss Re ERC (GE Solutions) 2005RGA Allianz Re 2003ERC AUL 2002Swiss Re Lincoln Re 2001Munich Re CNA Re 2000Swiss Re CIGNA Re 2000Clarica Re Sun Life Re 2000ERC Phoenix Home Re 1999Swiss Re Life Re 1997Swiss Re M&G 1997
Consolidation
• A lot money out there
• What capacity is available, and is it enough?
• Should prices move up or down?
• Market conduct
2007
Ann
ual M
eetin
g
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embl
ée a
nnue
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007
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Preferred
For. Travel
Combo
Audience
Systems
Goodbye
Large Case Pricing
• YRT to Level COI Switches
• Single to JLTD
• JFTD to JLTD
• T10 to T20
• Anything for my top advisors
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Preferred
For. Travel
Combo
Audience
Systems
Goodbye
Conserving Business
Odds Makers
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Preferred
For. Travel
Combo
Audience
Systems
Goodbye
• Odds that banks will have no restrictions in selling insurance within 5 years? Within 10 years?
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Preferred
For. Travel
Combo
Audience
Systems
Goodbye
Banks in Insurance
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Preferred
For. Travel
Combo
Audience
Systems
Goodbye
Time to Place
0
10
20
30
40
50
<= 10 days 11-20 days 21-30 days 31-40 days 41-50 days 51+ days
Placement Time (days)
% o
f A
pp
lic
ati
on
s
58%58%
• Odds that the industry average time to place will be less than 20 days by 2010? 2015?
Source: 2006 Munich Re Pricing Survey
• Odds that in 2007:– Term grows by 6%– UL grows by 15%– Other Products grow by 3%– Overall grows by 10%
2007
Ann
ual M
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embl
ée a
nnue
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007
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Preferred
For. Travel
Combo
Audience
Systems
Goodbye
New Business Growth
• Odds that we may see a movement to levelized commissions in the next 5 years? 10 years?
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Preferred
For. Travel
Combo
Audience
Systems
Goodbye
Advisors
• Odds that the SOA will change the exam system within the next five years (AGAIN!)
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Preferred
For. Travel
Combo
Audience
Systems
Goodbye
Exam System
• Odds of a major acquisition in the Canadian market within 5 years
2007
Ann
ual M
eetin
g
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embl
ée a
nnue
lle 2
007
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Preferred
For. Travel
Combo
Audience
Systems
Goodbye
Acquisition
Toss Up!
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Preferred
For. Travel
Combo
Audience
Systems
Goodbye
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Preferred
For. Travel
Combo
Audience
Systems
Goodbye
Preferred Products
ORNew Designs on their way
No Changes
Preferred?
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Preferred
For. Travel
Combo
Audience
Systems
Goodbye
Foreign Travel
OR
Risky Proposition
Much Ado About Nothing
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Preferred
For. Travel
Combo
Audience
Systems
Goodbye
Combo Products
OR
Industry’s next product innovation
All talk no action
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Preferred
For. Travel
Combo
Audience
Systems
Goodbye
Audience Toss Up?
OR
Will they participate?
Won’t they?
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Preferred
For. Travel
Combo
Audience
Systems
Goodbye
Admin Systems
OR
Gateway to Information for Pricing
Barrier to Information for Pricing
Final Thoughts???
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
2007
Ann
ual M
eetin
g
Ass
embl
ée a
nnue
lle 2
007
T10 Lapses
T20?
Quick Pay
Conversions
Reinsurance
Large Cases
Conservation
Odds Makers
Bancassurance
UW Time
NB Growth
Advisors
Exams
Acquisition
Toss Up!
Preferred
For. Travel
Combo
Audience
Systems
Goodbye