Clients hang on to old IDII products

Life insurance clients are retaining their existing disability income policies at a higher rate than has been over the last 10 years, according to DEXX&R.

Data from DEXX&R found the attrition rate for disability income decreased for the eighth consecutive year, down from the June 2013 high of 16.1% to 8.6% in June 2021.


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Disability income attrition rate

Source: DEXX&R Life Analysis Report

It noted disability income new business fell to a 10-year low at a decrease of 8% to $382 million over the year to June 2021, down from $415 million in the 12 months to June 2020.

“This is the lowest level of new business recorded since 2011 – a 10 year low. This fall is attributed to the impact of the COVID lockdown and disruption in advice channels and the Australian prudential Regulation Authority [APRA] mandated product intervention effective from the end of March 2020,” DEXX&R said.

“One of the top five companies recorded an increase in disability income new business over the 12 months to March 2021. AIA recorded an increase of 7.7% to $58 million in disability new business.”

From 1 October, 2021, all insurers were required to launch new disability income products in line with APRA’s new requirements.

Disability new business at FY end

Source: DEXX&R Life Analysis Report

The data also found while the Protecting Your Super measures led to fewer superannuation members with default cover, the re-pricing of existing benefits had enabled life companies to increase total premiums received.

Total in-force group risk premium increased by 10.9% from $6.1 billion at June 2020 to $6.8 billion over the 12 months to June 2021.

During the same period three of the top five companies in the group market recorded an increase in in-force group premiums. AIA’s In-force business increased by 46.9% to $1.4 billion, TAL In-force business increased by 7% to $2.4 billion and QInsure 6.2% to $732 million.

As at June 2021 TAL/Asteron had the largest market share at 27% ($4.43 billion), followed by AIA/CommInsure, Zurich/OnePath, MLC Life, and AMP.

Top five life insurance groups in Australia

Source: DEXX&R

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The answers very simple.
By comparison, the new contracts aren't worth the paper they are written on, compared to the old ones.
No decent adviser would ever stitch a client he valued into one of these new inferior IP contracts.
The life companies are in for a rude awakening if they think these new rubbish IP contracts will attract a new prospect.
Can you imagine an adviser saying to a client, this IP product only covers 70.0% of your income if you get too sick or hurt to work when you can't do your usual occupation for the first 2 years .
However it will only cover you for 60.0% of your income after the first 2 years if you can't do any occupation.
In other words, after that, if you are unable to be a surgeon or a GP, but you can stack shelves in the local supermarket, then this contract is guaranteed not to pay you !
How good is that you say to your client .

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