Dodson’s 5 principles
10 Life Insurance Products
3 Types of business in Insurance
With-profit
Without-profit
Unit Linked
Uses of unit-linked policies
Savings
Risk cover
4 types of units available
Local equities
Foreign equities
Property
Fixed interest
3 unitised business products available
Conventional annuities
Unit-linked annuities
Living annuities
7 Expense charges
Allocation rate
Regular policy fee
Bid-offer spread
Regular management charge
Alteration charge
Switching fee
Surrender penalty
3 Recouping Initial expenses
Front End Load
Reduced Level Allocation
Capital Unit charge
12 factors influencing type and range of product offered
Consumer needs
Owner needs
Size and expertise of company
Competition
Reinsurance availability
Legislation
Taxation
Economic conditions - Distribution channels available
Consumer knowledge
Historical offerings
Technology available
Demographic factors
10 Advantages to offering a wide range of products
Expected if your company is large
Required if you have tied agents
Avoid excluding potential business
Meet consumer needs, reduce lapses
More business generated from existing contracts
React better to market pressure / fluctuations
Expand target market
Spread risks in portfolio
Spread fixed expenses over a larger policy base
4 Distribution channels
Independent intermediaries
Tied agents
Own sales force
Direct marketing
10 Regulations (Govt. protecting consumers)
Restriction on types of contracts sold
Require authorisation to write certain business
Publish results regularly in prescribed formats
Restrict premiums & charges on the policies
Benefits & policy conditions
Sales regulation
Underwriting restrictions
Assets are valued & what assets are taken into account
Liabilities are valued
Volume restriction of business sold by a company
5 things tax is levied on
Company profits
Investment profits
Premiums
Benefits
Expenses
9 risks a life insurer faces
Mortality experience
Morbidity experience
Investment performance
Expenses and inflation
Types and volume of new business
Withdrawals
Guarantees
Options
Taxation
8 Reducing risk methods
Product design
Underwriting
Reinsurance
Prudent product pricing
Profit/loss sharing
Reduce guarantees / options offered
Prudent investment
Choose not to offer specific policy
3 life insurance products ranked by level of underwriting required (Highest to lowest)
Term assurances and whole of life
Endowment assurance
Annuities and pure endowment
3 steps of underwriting process
Class selection
Evaluation of information
If Special terms
8 Sources of information available for underwriting
Proposal form
Primary medical attendant’s report (PMAR)
Specific conditions questionnaire
Medical examination
Specialist medical report
AIDS supplementary questionnaire
Reinsurers underwriting manual
Financial questionnaire
6 ways of dealing with extra risk
Charging an extra premium
Reducing debt
Exclusion causes
Defer decision
Decline proposal
Offer an alternative contract
4 different categories of AIDS underwriting
Sick with AIDS
HIV positive
Risk group
Clear group
7 Reasons for reinsurance
Reduce claim payment fluctuations to an acceptable level
Provide technical assistance to insurance company
Cost effective
Reduce new business strain
Allow to accept larger policies
Tax advantages
Opportunity for reciprocity
Proportional measures for reinsurance (Life insurance)
Original terms reinsurance
Risk premium reinsurance
Non-proportional measures for reinsurance (Life insurance)
Excess of loss
Catastrophe
Stop loss
7 excluded claims against liability insurance
Aviation other than a passenger
Suicide or self-inflicted injury
Existing disability
Use of alcohol / drugs
Dangerous sporting activities
Civil unrest
Pregnancy