Title: "Life Insurance Sales in Banks: The Process is 'Broken' What's Coming to Fix it?"

Transcription

1 Title: "Life Insurance Sales in Banks: The Process is 'Broken' What's Coming to Fix it?" Speakers: Jim Sorebo, Dan Delity, Jason Bowman, and Bob Mittel Location: Diplomat 4 Time: 2:15 3:15 c.

2 "Life Insurance Sales in Banks: The Process is 'Broken' What's Coming to Fix it?"

3 Introduction of Panel Bank Insurance Marketplace Questions to the Audience & Panel Summary Q&A

4 Dan Delity Corporate SVP Global Sales

5 Ebix, Inc. - Overview Headquarters in Atlanta, Georgia 2,000 insurance and investment employees servicing over 500,000 agents in 52 countries on 6 continents Ebix Insurance Exchanges power over $120 billion in new insurance premiums annually UK For agent On-Demand or broker use only. Insurance Not for use Solutions with the public.

6 Jason Bowman Head Accelerated Underwriting & Data Insights SVP Life & Health

7 Bob Mittel Vice President Financial Institution Channel Leader

8 James J. Sorebo, CLU President & CEO

9 How many of you are looking to grow your life insurance revenues through the sale of life insurance in banks greater than: 10% this year? 15%? Greater than 25%?

10 A show of hands if you agree That the process, and utilizing technology will serve as one of the keys for significant life insurance growth for financial institutions?

11 Bank Life Insurance Market

12 There is no scalable multi-carrier solution for middle market or mass affluent sales in the industry

13 Individual Life insurance adoption is at 50 year lows

14 $500 $450 $400 $350 $300 $250 $200 $150 $100 $50 $0 $487 $383 $297 $326 $340 $374 $381 $413 $390 $369 $26 $34 $15 $21 $23 $43 90%+ SPL $293 $319 $259 $18 $25 $24 $22 $13 $22 $14 Source: BISRA Life Report Single Premium 1st Yr Recurring Premium Approximate Average Gross Commissions = $9,500 per FC

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17 We all agree with the premise that technology and change are part of the equation, to make financial institutions a major source for life insurance sales. What have you seen, what have you learned?

18 Goal To use technology and bank distribution strengths to change the way We Price, Underwrite, Sell & Deliver Life Insurance in the U.S.A.

19 Why is the Life Insurance Business Struggling? Average age of the U.S. life agent is 55+ Captive agent sales growth is limited to high net worth market and shrinking in both premium size and agent recruitment New and powerful distribution methods have not emerged; college grads aren t becoming insurance agents Process: application/underwriting to policy issuance process is long and painful

20 The Current Bank Life Process We still continue to do life business the way we did 50 years ago Process doesn t match bank strengths Enhanced forms fulfillment does not work Only replicates the old process Most bank advisors cannot reach full sales potential Adoption of the current life offerings is low Carriers drive you to their specific solution because they have not experienced the ROI they expected Sales are focused on single premium products and some term

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23 Banks and Life Insurance Technology Needs Analysis, Quotes, Illustrations, Research and eapps Make it easy to sell and buy and affordable Sell appropriate product to fit client need Point of Sale Underwriting Provide coverage with no need for fluids, labs, APS s Instant issue True transaction based model

24 Life Insurance Process Change Pre-Sales New Business Servicing Dedicated Bank Agent Financial Advisors LBE s Consumer Direct Needs Analysis/ Illustration Quote E-App Point of sale Underwriting Evidence Management Workflow Compliance Suitability Policy Issuance Policy Administration System Worksite For agent On-Demand or broker use only. Insurance Not for use Solutions with the public.

25 The Future of Bank Life Insurance Sales E-App Electronic Underwriting Magnum Initialized EMR MVR Rx MIB Others Application Form Questions Call out to third Parties Drilldown Questions Policy Issuance Requirements (MVR, MIB, Blood etc) Decision 25

26 Why are we where we are? We have a highly competitive market that has differentiated on price but at the cost of the process Reinsurers & insurers have relied on invasive testing to protect against anti-selection Those that have tried to simplify the process have generally fared poorly in terms of mortality experience Increasing product pricing tends to exacerbate the problem Mortality experience worsens Drive better risks away Increase price 26

27 So what's changed? The emergence of new approaches & solutions is helping companies break the vicious circle New data sources Interactive underwriting Predictive underwriting Business intelligence / Big-data underpins many of these developments & offers the ability to change the model

28 Finally, some innovation around the process! Use of rule engines Detailed / interactive drilldown Controlled by business users rather than IT Availability of real-time data MIB MVR Prescription / Rx Predictive Underwriting All underpinned by analytics 28

29 Even actuaries are coming on board! Your company has decided to launch a new Middle Market product which will be issued on a Simplified Issue basis. Your experience data is limited to fullyunderwritten products. How would you proceed: A. Start cautiously until sufficient experience is available B. Increase claim assumptions modestly assuming background checks (e.g. Rx data, MIB) will protect against anti-selection C. Be more aggressive but look to review after a short period D. Advise against entering the middle market as its too risky! 35% 52% 11% 2% A. B. C. D. SOA Conference 2013: Poll Question 2

30 WHY THE BANK MARKET S ATTRACTIVE FOR LIFE SALES Banks continue to look for new revenue opportunities Banks continue to seek out ways to increase their share of customer s wallet Platform programs on the rise leverage staff more insurance can do that easily. Low interest rates continue to challenge banks and their clients to find alternative wealth management strategies Customer Awareness of insurance being sold at the banks is improving Confidential: For Internal Use Only Not for Public Release 30

31 BEST PRACTICE BANKS DO IT AND SHOW THE WAY Leverage bank relationships - regardless of client age or channel preferred research shows that banks customers trust their banks and use multiple channels to access products. Promote Insurance to Investment customers customers who participate in investment program are more likely to consider buying insurance Banks customers are primarily receptive to simple product like instant term and SPL Leverage the website - to offer life insurance Grow the platform - Hire an internal specialist that works with the field more than one based on bank size and geography. The name and reputation of the insurance company providing the insurance is a key consideration for bank customers Confidential: For Internal Use Only Not for Public Release 31

32 PATH TO SUCCESS LIMRA 2012 SURVEY BANK ON IT Banks and their partners are well positioned to succeed in selling life insurance to their customers. The outlook is encouraging for the bank channel. Consumers most receptive to buying life insurance from a bank are those with the greatest need; 55% of Gen Y ers and 56% of Gen X ers admit they are uninsured this translates to 30 million younger households who don t have enough life insurance coverage. Of those consumers who feel they need new (or additional) coverage, 36% are looking to buy in the next year. 50% of 18-to-34 year olds are likely to buy. (More receptive than other groups to buying life insurance from their bank.) Approximately 4 in 10 high-asset households ($250,000 or more) own no individual life insurance; 30 % of insured HNW have only group coverage. The % of consumers willing to consider meeting their life insurance needs through their bank is at the highest level it has ever been. Internal Use Only 32

33 AMERICAN BANKER BRANCHES ARE STILL IMPORTANT Confidential: For Internal Use Only Not for Public Release

34 For over 20 years we ve partnered with over 150 banks and 3,000 top bank advisors, creating insurance solutions, to assist their clients in realizing their financial hopes and dreams. We creatively offer strategies for risk management, wealth accumulation, preservation, and transfer. We partner to grow insurance revenues at banks

35 Simply Life Total Life Comprehensive Wealth

36 Top down reinforced Accountability at all levels Measured and reported monthly Average first-year life insurance commission revenue Source: 2010/2011 Kehrer-LIMRA Bank Life Insurance Study

37 Introducing....

38 Average Gross Commission on Life Insurance for Bank FC s = $9,000* POS < $250k Term = $13,400 GC >$250k Term = $28,800 GC $50,000 SPL s = $84,000 GC RMD s to fund life = $144,000 GC Annuity Max to Life/monthly = $187,200 GC *Kehrer Limra 2010

39 Summary of Positions EBIX Life Insurance delivery needs to change to match the bank distribution strengths and maximize bank sales potential Process Tech Distribution Carriers - together we ll solve the problem Swiss RE Software tools & analytics can help us Develop more effective products Simplify the underwriting process without reducing risk selection Get an early view of likely experience

40 Summary of Positions Prudential Leverage bank relationships Promote Insurance to Investment customers Name and reputation of the carrier providing the insurance is a key consideration for bank customers Four Seasons Financial Group Have a Plan & Goals for Life Insurance Establish a partnership with distribution dedicated to the bank space Help us Change the Industry Process Tech Carrier & Distribution

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42 Help Us Change the Industry! 1. Plea for all of us to band together: Technology Process-Product-Distribution-Banks as the major distribution source for Life Insurance 2. Do what AnnuityNet did for annuity sales & do it on a multi carrier basis for life insurance 3. Sign the sheets at your Table to get involved

43 Questions?

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