![Page 1: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/1.jpg)
B h i l D i f Behavioral Drivers of Experience ResultsExperience ResultsTim Rozar FSA, MAAA, CERAVice President, Head of Global R&D
RGA Reinsurance Company
www.rgare.comThe security of experience. The power of innovation.
![Page 2: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/2.jpg)
BackgroundgHow does behavior impact mortality?
1) Direct Effects (Moral Hazard): Policyholder behavior causes direct change to y gtheir own individual mortality risk
• Suicide• Lifestyle Factors
(obesity, narcotics, tobacco, alcohol, driving, hobbies, etc.)
2) Indirect Effects (Anti Selection): ) ( )Policyholder behavior causes change the relative risk of the insured poolp
• Applicant/agent pre-issue adverse selection• Anti-selective lapsationt se ect e apsat o
2
![Page 3: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/3.jpg)
Behavior and Mortality
Direct EffectsDirect Effects
3
![Page 4: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/4.jpg)
Moral HazardWhen the actions of market participants on one side are unfavorable to the other due to misaligned gincentives.
4Reprinted with permission. © The New Yorker Collection from cartoonbank.com. All Rights Reserved.
![Page 5: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/5.jpg)
Moral Hazard and Mortalityy• Effective underwriting aims to identify and rate g y
for leading indicators of mortality risk:• Direct medical factors (BMI personal & family history etc )• Direct medical factors (BMI, personal & family history, etc.)
• Lifestyle factors (avocations, tobacco use, drug/alcohol abuse etc )abuse, etc.)
• Depression and other indicators of suicide risk
• Post-issue, risk is of changes to risk profile.M t lit i t t d ld b i t d b lif t l• Mortality improvement trends could be impacted by lifestyle factors changing in prevalence compared to historical levels (esp. obesity and tobacco)( p y )
• Moral Hazard risk could cause applicants to behave differently than they would if they weren’t insured.y y y
5
![Page 6: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/6.jpg)
Recent US Suicide Trend• Noticeable up-tick in suicides corresponding with Global Financial Crisis (consistent with RGA and anecdotal industry experience)
12
Intentional Self Harm (Suicide)
( y p )
11.5
12
talit
y 0
11
ted
Mor
tr 1
00,0
0
10.5
e-A
djus
tR
ate
per
9.5
10
Age
R
1999
2000
2001
2002
2003
2004
2005
2006
2007
2008
2009
6Source: CDC/NCHS
![Page 7: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/7.jpg)
Suicides and RecessionsRecent research from U.S. Center for Disease
Control confirms link between economic downturns and suicides:• “The overall suicide rate generally rose in recessions like
the Great Depression (1929-1933), the end of the New Deal (1937 1938) the Oil Crisis (1973 1975) and the Double Dip(1937-1938), the Oil Crisis (1973-1975), and the Double-Dip Recession (1980-1982) and fell in expansions like the WWII period (1939-1945) and the longest expansion period (1991-2001) in which the economy experienced fast growth and low unemployment.
• The largest increase in the overall suicide rate occurred in the Great Depression (1929-1933)—it surged from 18.0 in 1928 to 22.1 (all-time high) in 1932 (the last full year in the1928 to 22.1 (all time high) in 1932 (the last full year in the Great Depression)—a record increase of 22.8% in any four-year period in history. It fell to the lowest point in 2000.”
7http://www.cdc.gov/media/releases/2011/p0414_suiciderates.html
![Page 8: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/8.jpg)
Overweight and Obesityg y• Large volume of research shows link between mortality and BMI• Increasing trend in obesity and overweight leads to uncertainty
Obesity Trends* Among U S Adults
about mortality and mortality improvement rates in the future
Obesity Trends* Among U.S. AdultsBRFSS, 1990, 1999, 2009
(*BMI ≥30 or about 30 lbs overweight for 5’4” person)
1999
(*BMI ≥30, or about 30 lbs. overweight for 5 4 person)
20091990
No Data <10% 10% 14% 15% 19% 20% 24% 25% 29% ≥30%No Data <10% 10%–14% 15%–19% 20%–24% 25%–29% ≥30%
Source: Behavioral Risk Factor Surveillance Survey, CDC
![Page 9: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/9.jpg)
Smoking Trendsg• Smoking prevalence in
Percentage of Adults WhoWere Current Smokersg p
US has dropped dramatically in past 50
Were Current Smokers 1965-2008
50
60
ers
years.
• Evidence of leveling-off in 40
50
t Sm
oke
MaleFemaleEvidence of leveling off in
past few years
Much of the observed30
Cur
rent Female
• Much of the observed mortality improvement in past 50 years is
20
cent
age
past 50 years is attributable to changing mix of smokers and non-
0
10Pec
smokers, which can only continue so far.
019
65
1970
1975
1980
1985
1990
1995
2000
2005
9Source: American Lung Association http://www.lungusa.org/finding-cures/our-research/trend-reports/Tobacco-Trend-Report.pdf
![Page 10: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/10.jpg)
Cocaine and Mortalityy• CRL study looked atCRL study looked at
insurance applicants who tested positive for cocaine.
• Prevalence rates very low, but significantly adverse
t lit f thmortality for those that test positive.
10Source: Clinical Reference Labs, “Mortality Associated with Positive Cocaine Tests” http://www.crlcorp.com/insurance/documents/otrcocainemortalityinapplicants2010_000.pdf
![Page 11: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/11.jpg)
Behavior and Mortality
Indirect EffectsIndirect Effects
11
![Page 12: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/12.jpg)
Information AsymmetryWhen market participants on one side of a transaction have access to better information than the other side
Adverse/Anti SelectionWhen the attributes of marketWhen the attributes of market participants on one side are unfavorable to the other side due to an asymmetric information advantage.
12Reprinted with permission. © The New Yorker Collection from cartoonbank.com. All Rights Reserved.
![Page 13: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/13.jpg)
QUESTION:H i i lik th k t How is insurance like the market
for used cars?for used cars?
ANSWER:ANSWER:Asymmetric information between
13buyers & sellers!
![Page 14: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/14.jpg)
The Market for “Lemons”Simple Experiment:• You are in the market for a good quality used car
and are willing to pay up to $10,000 (USD).g p y p , ( )
14
![Page 15: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/15.jpg)
The Market for “Lemons”
Good news! I have a car that I’m willing to sell forGood news! I have a car that I m willing to sell for $9,000 (USD).• It is in really good condition trust me!• It is in really good condition – trust me!
15
![Page 16: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/16.jpg)
The Market for “Lemons”Assume the following market for used cars:
• 75% of all used cars are in d ki d dgood working order and
are worth $10,000 (USD)
• 25% of all used cars are “lemons” and are worthlemons and are worth $2,000 (USD).
• There is no way to tell a good car from a lemon.
16
![Page 17: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/17.jpg)
The Market for “Lemons”So what happens next?pp
• Without any verifiable information about my car or my personal trustworthiness youcar or my personal trustworthiness, you have to factor in the risk of getting a lemon
Th f t d l fTherefore, your expected value of my car =
(0.75*$10,000) + (0.25*$2,000) = $8,000
• You aren’t willing to spend more than $8,000, but I ’t ll f l th $9 000 ( l I kI won’t sell for less than $9,000 (unless I know my car is a lemon…)
17
![Page 18: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/18.jpg)
The Market for “Lemons”George Akerlof’s “Lemons” model (Nobel g (Prize, 2001) predicts the break-down in markets with asymmetric information.
• The basic problem: Buyers and sellers often don’t have access to the same information (or they can’t
if th f th i f ti id d bverify the accuracy of the information provided by the other party).
• Rational buyers are worried that they might beRational buyers are worried that they might be buying a lemon, so sellers of good cars can’t get fair value.Thi t li k t b th id• This creates an unraveling market on both sides: • Sellers with perfectly good cars can’t sell them
for a fair pricefor a fair price• Buyers looking for good cars are increasingly
likely to get stuck with a lemon.
18Nobelprize.org. 24 Mar 2011
http://nobelprize.org/nobel_prizes/economics/laureates/2001/
![Page 19: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/19.jpg)
Information Asymmetryy yand Insurance
Applicant Insurer
• Knows detailed information about her medical history
V l il i• Has access to less
information than applicant• Voluntarily enters insurance market
• Demand is correlated to
information than applicant
• Must determine risk-appropriate rate for all• Demand is correlated to
riskinessappropriate rate for all applicants
19
![Page 20: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/20.jpg)
When?Any applicant/policyholder decision or action presents
an opportunity for anti selectionan opportunity for anti-selection• Where to apply• Which company’s product to purchase• Which type of coverage or product to purchase• How much coverage to apply for• Which riders or supplemental benefits to choose• Whether to lapse or stay in-force• Whether to increase or decrease coverage amount• Whether to convert and which product to convert into• Behaviors to engage in once insured (moral hazard)g g ( )
20
![Page 21: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/21.jpg)
Goals of the Insurance Underwriting ProcessP i G l S d G lPrimary Goals• Minimize adverse
Secondary Goals• Make decisions as quickly
selection by reducing information asymmetry
q yas possible
• Minimize intrusiveness to• Accurately assess risk
profile
Minimize intrusiveness to applicant and agent
• Minimize underwriting• Uncover existence and
severity of medical
• Minimize underwriting costs
• Maximize case placementyimpairments
• Provide sentinel to
• Maximize case placement rates
Provide sentinel to discourage agent/applicant anti-selection
21
![Page 22: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/22.jpg)
Underwriting ProcessgUnderwriting screening reduces the information
asymmetry between applicants and insurer
Applicantsy y pp
U/WFilter
Declines
22Insureds
![Page 23: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/23.jpg)
Simplified Issue Underwritingp gSI improves secondary u/w goals but a few
“lemons” may get throughy g g
SI U/WFull U/WFilter
Full U/WFilter
23
![Page 24: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/24.jpg)
Simplified Issue Experiencep p• In U.S., industry experience for simplified issue
b i i h th f d itt li ibusiness is much worse than for underwritten policies sold at similar face amounts.
Why?
Placed case mortality is determined by:A) Applicant Pool Mortality
PLUS
B) Underwriting Filter
24
![Page 25: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/25.jpg)
Simplified Issue Underwritingp gWhat happens to the fully underwritten
declines?
SI U/WFull U/WFilter
Full U/WFilter
25
![Page 26: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/26.jpg)
What happens to the ppFully UW Declines?
26
![Page 27: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/27.jpg)
Simplified IssuepThe applicant pool begins to change when Fully U/W declines become SI applicants
Full U/W SI U/WFull U/WFilter Filter
27
![Page 28: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/28.jpg)
What About Those Who Don’t Bother Appl ing for F ll UW?Bother Applying for Fully UW?
28
![Page 29: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/29.jpg)
Simplified IssuepReduced sentinels may encourage more
adverse changes to applicant poolg pp p
Full U/W SI U/WFull U/WFilter Filter
29
![Page 30: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/30.jpg)
Simplified IssuepAnti-selective lapsation can lead to additional deterioration of mortalityy
Full U/W SI U/WFull U/WFilter Filter
30
![Page 31: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/31.jpg)
Simplified IssuepThe market can unravel as information asymmetry and anti-selection increase.y y
Full U/W SI U/WFull U/WFilter Filter
31
![Page 32: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/32.jpg)
Post-Level Term ExperiencepPost-level term experience is one of the clearest observable p
demonstrations of anti-selective policyholder behavior.
Sample PremiumsMale Age 45 Super Preferred NS
miu
m
10 Year Term, $500,000
nual
Pre
m$7,845
Duration 11
Ann
$330 Level Period
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20
Premium
32
Level Period Tail Period
![Page 33: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/33.jpg)
Post-Level Term Experience60%70%60%70%
p• Sharp increase in
Lapse Rate
20%30%40%50%
20%30%40%50%premium after level
period leads to large anti selecti e shock
0%10%20%
6 7 8 9 10 11 12 13+0%
10%20%
6 7 8 9 10 11 12 13+
anti-selective shock lapse.
Level Period Tail PeriodLevel Period Tail Period
200%
250%
300%
200%
250%
300%• Mortality on persisting policyholders is
2008 VBT Mortality Ratio
50%
100%
150%
200%
50%
100%
150%
200%p ysubstantially worse in the post-level period.
0%
50%
6 7 8 9 10 11 12 13+0%
50%
6 7 8 9 10 11 12 13+
Level Period Tail PeriodLevel Period Tail Period
33
![Page 34: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/34.jpg)
Post-Level Term Experiencep• Strong correlation between the size of a company’s shock
lapse and the amount of post level period mortalitylapse and the amount of post-level period mortality deterioration – the larger the shock lapse, the worse the post-level period mortality.
450%
500%
300%
350%
400%
elat
ive
s 6-
10
200%
250%
300%
rtalit
y R
eD
urat
ion
50%
100%
150%Mo
to D
0%
50%
0% 20% 40% 60% 80% 100%
34Duration 10 Shock Lapse
![Page 35: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/35.jpg)
Impact of Genetic Testing on Insurance Purchasing BehaviorInsurance Purchasing Behavior
• A genetic test exists for ApoE (e4) and other genetic markers of• A genetic test exists for ApoE (e4) and other genetic markers of increased risk for Alzheimer’s disease
• REVEAL Study: Randomized controlled trial to evaluate impact ofREVEAL Study: Randomized controlled trial to evaluate impact of genetic education on adult children of Alzheimer’s Disease (AD) patients• Control group - Told of AD risk based on age, gender, family history
• Intervention group - Told of AD risk based on age, gender, family history d A E tand ApoE genotype
• Overall, e4 positive subjects 5.8 times more likely to increase LTCI coverage than those who did not receive ApoE genotype disclosure
353535Zick, CD et al. Genetic Testing for Alzheimer’s disease and its Impact on Insurance Purchasing Behavior. Health Affairs 2005 (March); 24:483-90.
![Page 36: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/36.jpg)
Large Face Term Mortalityg y• Intuition suggests large face amount policies
should have better mortality than any other policies:• Higher socio-economic class• Higher socio-economic class
• More rigorous underwriting requirements
• However, U.S. industry experience beginning to suggest mortality is actually worse at higher face gg y y gamounts.1) Anti selection: An applicant’s demand for insurance is1) Anti-selection: An applicant s demand for insurance is
positively correlated with their risk
2) M l H d Hi h i id d th id t t lit t2) Moral Hazard: Higher suicide and other accident mortality at larger face amounts
36
![Page 37: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/37.jpg)
Harbingers of IncreasedgAnti-Selection
• Underwriting protocol outside of industry norms• Higher blood testing limits, smoker/gender aggregate ratings, SI
• Cohorts that might not otherwise qualify• Spouse/child riders, conversions, worksite, SI, counter-offers
• Insured population under-represented vs. general population• Younger ages, advanced ages, females
• Product sold beyond insurable need• Large-face policies (CI, Term, LTD), juveniles
• Business sold by brokers• Maximize leverage from competitive marketplace
• Lapse rates are higher than average
37• Simplified Issue, younger ages, post-level term
![Page 38: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/38.jpg)
Solutions• Three opportunities to mitigate or manage the impact
of behavior on mortality:of behavior on mortality:
1. Pre-issue (applicant pool)
2. Underwritingg
3. Inforce management
38
![Page 39: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/39.jpg)
Applicant Poolpp• Improve sentinels• Develop differentiated product offerings to respond both
to clients’ needs and their risk• Broaden exposure base
• Contributory, voluntary, or worksite plans have elevated anti-selection compared to non-contributory planscompared to non contributory plans
• Higher participation rates lead to reduced anti-selection ( e.g. COLI, car insurance, non-contributory group coverage, single payer systems)
Li k i l t d lif t• Link insurance sale to need or life event• Financial planning, education savings, home mortgage
Price competitively• Price competitively• Don’t discourage good risks from applying• Price increases can lead to death spiralPrice increases can lead to death spiral
• Target marketing• Pre-filter applicant pool to those who are likely to qualify and likely to buy.
39
pp p y q y y y
![Page 40: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/40.jpg)
Underwriting Filterg• Maintain sound underwriting practicesg p
• Don’t forget about “primary” underwriting goals
• Gather the evidence required to assess risk appropriately• Gather the evidence required to assess risk appropriately
• Improve vigilance on financial underwriting• Coverage amount should be proportional to need, not risk
• Increase insurers’ access to verifiable information on applicants to reduce information asymmetry• Health and prescription drug histories, prior underwriting p p g p g
disclosures, motor vehicle records, criminal history, cognitive screening, etc.
R fl i i t i b i l it t li ti• Reflexive interviews may bring more clarity to application disclosures
40
![Page 41: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/41.jpg)
Inforce Managementg• Maintain sound claims management practicesMaintain sound claims management practices• Enact “smart” policyholder retention/conversion
programsprograms• Avoid abnormally rich benefits or policy wording that
may encourage moral hazard (or malingering)may encourage moral hazard (or malingering).• Identify targeted cross-marketing opportunities• Encourage favorable policyholder behavior
• Wellness credits for health maintenance
• Progressive Auto Insurance “Snapshot” Program
41
![Page 42: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/42.jpg)
Conclusions• Behavioral dynamics should play a big role in how
actuaries think about setting actuarial assumptions• Changes in general population lifestyle factors could g g p p y
have a profound impact on forward-looking mortality expectations
• Sound underwriting will focus on analyzing all reasonable information to identify applicant behaviors that could impact mortality risk
• Do not ignore the “lemons” problem created by g p yincreased information asymmetry in simplified issue products.
• Product design should carefully consider the potential for moral hazard and anti-selection
42
![Page 43: Bh i Dl i fBehavioral Drivers of Experience Results · 2012. 6. 25. · Anti-selective lapsation can lead to additional deterioration of mortalit y Full U/WFull U/W SI U/W Filter](https://reader036.vdocuments.us/reader036/viewer/2022081410/609d81207d695b3b410bc863/html5/thumbnails/43.jpg)
B h i l D i f Behavioral Drivers of Experience ResultsExperience ResultsTim Rozar FSA, MAAA, CERAVice President, Head of Global R&D
RGA Reinsurance Company
www.rgare.comThe security of experience. The power of innovation.