Primerica, Inc. (NYSE:PRI) Q4 2022 Earnings Conference Call February 24, 2023 10:00 AM ET Company Participants Nicole Russell - SVP, IR Glenn Williams - CEO & Director Alison Rand - EVP & CFO Conference Call Participants Andrew Kligerman - Crédit Suisse Daniel Bergman - Jefferies Ryan Krueger - KBW Operator Greetings. Welcome to Primerica's Fourth Quarter 2020 Earnings Conference Call. [Operator Instructions]. I want to hand the conference over to Nicole Russell, Senior Vice President of Investor Relations. ...

Earnings Results Quarter Ended September 30, 2022 Forward-Looking Statements and Non-GAAP Financial Measures Forward-Looking Statements This presentation may contain forward-looking statements and information. Additional information on factors that could cause results to differ materially from those projected in this presentation is available in our Form 10-K for the year ended December 31, 2021 as may be modified by subsequent Forms 10-Q, which is available in the "Investor Relations" section of our websit ...

Primerica, Inc. (NYSE:PRI) Q3 2022 Earnings Conference Call November 9, 2022 10:00 AM ET Company Participants Nicole Russell - Investor Relations Glenn Williams - Chief Executive Officer Alison Rand - Chief Financial Officer Conference Call Participants Mark Hughes - Truist Andrew Kligerman - Credit Suisse Dan Bergman - Jefferies Operator Hello everyone and thank you for joining the Primerica’s 3Q 2022 Earnings Conference Call. My name is [Derrick] [ph] and I'll be the operator for today. [Operator Instruct ...

UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 FORM 10-Q (Mark One) ☒ QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the quarterly period ended September 30, 2022 OR ☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the transition period from to Commission File Number: 001-34680 Primerica, Inc. (Exact name of registrant as specified in its charter) Delaware 27-1204330 (State or other jurisdicti ...

Primerica, Inc. (NYSE:PRI) Q2 2022 Earnings Conference Call August 9, 2022 9:00 AM ET Company Participants Nicole Russell - IR Glenn Williams - CEO Alison Rand - EVP & CFO Conference Call Participants Mark Hughes - Truist Securities Andrew Kligerman - Credit Suisse Ryan Krueger - KBW Jeff Schmitt - William Blair Daniel Bergman - Jefferies Operator Hello everyone and welcome to Primerica’s Second Quarter 2022 Earnings Webcast. My name is Charlie. I'll be coordinating the call today. You'll have the opportuni ...

UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 FORM 10-Q (Mark One) ☒ QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the quarterly period ended June 30, 2022 OR ☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the transition period from to Commission File Number: 001-34680 Primerica, Inc. (Exact name of registrant as specified in its charter) Delaware 27-1204330 (State or other jurisdiction of ...

Earnings Results Quarter Ended June 30, 2022 Forward-Looking Statements and Non-GAAP Financial Measures Forward-Looking Statements This presentation may contain forward-looking statements and information. Additional information on factors that could cause results to differ materially from those projected in this presentation is available in our Form 10-K for the year ended December 31, 2021 as may be modified by subsequent Form 10-Q, which is available in the "Investor Relations" section of our website, htt ...

Financial Data and Key Metrics Changes - Adjusted operating revenues for Q1 2022 were $693 million, reflecting a 9% year-over-year increase, driven by strong sales and equity market appreciation [7] - Diluted adjusted operating income per share was $2.11, down $0.33 from the previous year, primarily due to a $0.37 loss in the Senior Health business and elevated operating expenses [7][15] - Consolidated insurance and other operating expenses increased by $23 million or 19% year-over-year, with $8 million attributed to the Senior Health segment [23][24] Business Line Data and Key Metrics Changes - In the Term Life segment, operating revenues increased by 10% to $418 million, with adjusted direct premiums also rising by 10% [16] - The Investment and Savings Product segment saw operating revenues of $241 million, an 8% increase, while pretax income rose by 2% to $65 million [19] - The Senior Health segment faced challenges, recognizing a $19 million negative tail revenue adjustment due to higher-than-expected policy churn [21] Market Data and Key Metrics Changes - More than 71,000 Term Life policies were issued in Q1 2022, which is favorable compared to pre-pandemic levels, although down from Q1 2021 [9] - Sales and investment products remained strong at $3.1 billion, with net inflows of $1.2 billion, but sales momentum shifted due to market volatility [10] - The company anticipates a 10% year-over-year decline in second quarter sales volumes, yet expects to remain 4% to 5% above pre-COVID levels [9][10] Company Strategy and Development Direction - The company is focusing on stabilizing and improving results in the Senior Health segment while continuing to grow its sales force beyond 130,000 representatives [6][11] - Management is optimistic about the long-term potential of the Senior Health business, planning to limit sales volumes in 2022 to enhance stability [11][12] - The mortgage business is expanding into more states, with a focus on debt consolidation and purchase money mortgages, despite pressures from rising interest rates [13] Management's Comments on Operating Environment and Future Outlook - Management noted that the post-COVID business environment is evolving, with strong demand for financial solutions from middle-income families [6] - Elevated costs in certain operating expenses are expected to continue temporarily, but management is confident in the resilience of the business model [6][15] - The company is cautious about projecting 2023 earnings, focusing on evaluating current operational changes before committing to growth strategies [29] Other Important Information - The invested asset portfolio remains diversified, with an average rating of A and a duration of 4.9 years, despite an unrealized loss of $84 million due to rising interest rates [25][26] - The company repurchased $99 million of common stock during the quarter, with $207 million remaining in its buyback program [26] Q&A Session Summary Question: Senior Health outlook and earnings translation to 2023 - Management is evaluating steps taken in 2022 before making projections for 2023, aiming to grow sales volumes once operational models are stable [29][30] Question: Term Life sales expectations for Q2 - A 10% year-over-year decline is expected, but management anticipates improved comparisons in the latter half of the year due to convention announcements [31][32] Question: Persistency of policies issued during the pandemic - Policies from the first year of the pandemic are performing about 5% worse than pre-pandemic levels, but overall persistency remains favorable [35][36] Question: Recruiting impact from the labor market - The company is seeing strong interest in its business model, with no significant headwinds from the tight labor market, as it offers opportunities rather than traditional jobs [37][41] Question: Term Life margin trends for the year - The second quarter is traditionally strong for margins, with expectations to maintain around 20% for the full year [44] Question: Long-term growth initiatives for rep count - Management believes there is still demand in the marketplace to support growth in the sales force, with no immediate plans for drastic changes [52][53]

[PART I – FINANCIAL INFORMATION](index=3&type=section&id=PART%20I%20–%20FINANCIAL%20INFORMATION) This section provides unaudited condensed consolidated financial statements and management's analysis for Primerica, Inc. for Q1 2022 [Item 1. Financial Statements (unaudited).](index=3&type=section&id=Item%201.%20Financial%20Statements%20(unaudited).) This section presents Primerica, Inc.'s unaudited Q1 2022 financial statements, with detailed notes on accounting and key financial areas [Condensed Consolidated Balance Sheets](index=3&type=section&id=Condensed%20Consolidated%20Balance%20Sheets%20as%20of%20March%2031,%202022%20and%20December%2031,%202021) This section provides the condensed consolidated balance sheets of Primerica, Inc. as of March 31, 2022, and December 31, 2021 - Total assets decreased by 1.17% from **$16.123 billion** at December 31, 2021, to **$15.935 billion** at March 31, 2022[7](index=7&type=chunk) - Total liabilities decreased by 0.21% from **$14.033 billion** at December 31, 2021, to **$14.004 billion** at March 31, 2022[7](index=7&type=chunk) - Total permanent stockholders' equity decreased by 7.51% from **$2.083 billion** at December 31, 2021, to **$1.926 billion** at March 31, 2022, primarily due to a significant decrease in net unrealized investment gains (losses) on available-for-sale securities[7](index=7&type=chunk) Condensed Consolidated Balance Sheet Highlights | Metric (in millions) | March 31, 2022 | December 31, 2021 | | :-------------------- | :------------- | :---------------- | | Total assets | $15,934.8 | $16,123.2 | | Total liabilities | $14,004.0 | $14,033.4 | | Total permanent stockholders' equity | $1,926.2 | $2,082.5 | | Net unrealized investment gains (losses) on available-for-sale securities | $(66.4) | $63.8 | [Condensed Consolidated Statements of Income](index=4&type=section&id=Condensed%20Consolidated%20Statements%20of%20Income%20for%20the%20three%20months%20ended%20March%2031,%202022%20and%202021) This section presents the condensed consolidated statements of income for Primerica, Inc. for the three months ended March 31, 2022 and 2021 - Total revenues increased by 8.39% year-over-year, from **$637.7 million** in Q1 2021 to **$691.2 million** in Q1 2022[9](index=9&type=chunk) - Net income attributable to Primerica, Inc. decreased by 16.81% year-over-year, from **$97.9 million** in Q1 2021 to **$81.4 million** in Q1 2022[9](index=9&type=chunk) - Diluted EPS decreased by 16.26% year-over-year, from **$2.46** in Q1 2021 to **$2.06** in Q1 2022[9](index=9&type=chunk) Condensed Consolidated Statements of Income Highlights | Metric (in millions, except per-share) | Three months ended March 31, 2022 | Three months ended March 31, 2021 | | :------------------------------------ | :-------------------------------- | :-------------------------------- | | Total revenues | $691.2 | $637.7 | | Total benefits and expenses | $588.2 | $509.4 | | Income before income taxes | $103.0 | $128.3 | | Net income attributable to Primerica, Inc. | $81.4 | $97.9 | | Diluted earnings per share | $2.06 | $2.46 | [Condensed Consolidated Statements of Comprehensive Income (Loss)](index=5&type=section&id=Condensed%20Consolidated%20Statements%20of%20Comprehensive%20Income%20(Loss)%20for%20the%20three%20months%20ended%20March%2031,%202022%20and%202021) This section presents the condensed consolidated statements of comprehensive income (loss) for Primerica, Inc. for the three months ended March 31, 2022 and 2021 - Total comprehensive income (loss) attributable to Primerica, Inc. significantly decreased from a gain of **$51.8 million** in Q1 2021 to a loss of **$(45.6) million** in Q1 2022[10](index=10&type=chunk) - This change was primarily driven by a substantial negative shift in unrealized investment gains (losses) on available-for-sale securities, which moved from a loss of **$(64.9) million** before tax in Q1 2021 to a loss of **$(164.9) million** before tax in Q1 2022[10](index=10&type=chunk) Condensed Consolidated Statements of Comprehensive Income (Loss) Highlights | Metric (in millions) | Three months ended March 31, 2022 | Three months ended March 31, 2021 | | :-------------------- | :-------------------------------- | :-------------------------------- | | Net income (loss) | $78.8 | $97.9 | | Change in unrealized holding gains (losses) on available-for-sale securities (before income taxes) | $(164.9) | $(64.9) | | Other comprehensive income (loss), net of income taxes | $(127.1) | $(46.1) | | Total comprehensive income (loss) attributable to Primerica, Inc. | $(45.6) | $51.8 | [Condensed Consolidated Statements of Stockholders' Equity](index=6&type=section&id=Condensed%20Consolidated%20Statements%20of%20Stockholders'%20Equity%20for%20the%20three%20months%20ended%20March%2031,%202022%20and%202021) This section presents the condensed consolidated statements of stockholders' equity for Primerica, Inc. for the three months ended March 31, 2022 and 2021 - Total permanent stockholders' equity decreased by 7.51% from **$2.083 billion** at December 31, 2021, to **$1.926 billion** at March 31, 2022[7](index=7&type=chunk)[13](index=13&type=chunk) - Accumulated other comprehensive income shifted from a beginning balance of **$72.4 million** to an ending balance of **$(54.7) million**, primarily due to a significant change in net unrealized investment gains (losses) during the period, net of income taxes, of **$(130.2) million**[13](index=13&type=chunk) - Dividends declared per share increased from **$0.47** in Q1 2021 to **$0.55** in Q1 2022[13](index=13&type=chunk) Condensed Consolidated Statements of Stockholders' Equity Highlights | Metric (in millions, except per-share) | Three months ended March 31, 2022 | Three months ended March 31, 2021 | | :------------------------------------ | :-------------------------------- | :-------------------------------- | | Total permanent stockholders' equity (end of period) | $1,926.2 | $1,877.2 | | Retained earnings (end of period) | $1,980.5 | $1,785.0 | | Change in net unrealized investment gains (losses) during the period, net of income taxes | $(130.2) | $(51.1) | | Dividends declared per share | $0.55 | $0.47 | [Condensed Consolidated Statements of Cash Flows](index=7&type=section&id=Condensed%20Consolidated%20Statements%20of%20Cash%20Flows%20for%20the%20three%20months%20ended%20March%2031,%202022%20and%202021) This section presents the condensed consolidated statements of cash flows for Primerica, Inc. for the three months ended March 31, 2022 and 2021 - Net cash provided by operating activities increased significantly by 79.43% from **$119.5 million** in Q1 2021 to **$214.3 million** in Q1 2022[16](index=16&type=chunk) - Net cash used in investing activities decreased by 44.46% from **$(203.2) million** in Q1 2021 to **$(112.7) million** in Q1 2022[16](index=16&type=chunk) - Net cash used in financing activities increased substantially by 448.91% from **$(24.7) million** in Q1 2021 to **$(134.6) million** in Q1 2022, primarily due to common stock repurchases[16](index=16&type=chunk) Condensed Consolidated Statements of Cash Flows Highlights | Metric (in millions) | Three months ended March 31, 2022 | Three months ended March 31, 2021 | Change ($) | Change (%) | | :-------------------- | :-------------------------------- | :-------------------------------- | :--------- | :--------- | | Net cash provided by (used in) operating activities | $214.3 | $119.5 | $94.8 | 79.43% | | Net cash provided by (used in) investing activities | $(112.7) | $(203.2) | $90.6 | -44.56% | | Net cash provided by (used in) financing activities | $(134.6) | $(24.7) | $(109.9) | 445.89% | | Change in cash and cash equivalents | $(32.7) | $(107.6) | $74.9 | -69.60% | [Notes to Condensed Consolidated Financial Statements](index=8&type=section&id=Notes%20to%20Condensed%20Consolidated%20Financial%20Statements) This section provides detailed notes to the condensed consolidated financial statements, covering accounting policies, segment information, investments, and other key financial disclosures [Description of Business, Basis of Presentation, and Summary of Significant Accounting Policies](index=8&type=section&id=(1)%20Description%20of%20Business,%20Basis%20of%20Presentation,%20and%20Summary%20of%20Significant%20Accounting%20Policies) This section outlines Primerica's business model, including its financial product offerings and the e-TeleQuote acquisition, along with the basis of financial statement presentation and significant accounting policies, notably the anticipated impact of ASU 2018-12 - Primerica, Inc. is a leading provider of financial products to middle-income households in the United States and Canada, primarily through a network of independent contractor sales representatives[18](index=18&type=chunk) - The company underwrites term life insurance and distributes mutual funds, annuities, managed investments, and other financial products, primarily on behalf of third parties[18](index=18&type=chunk) - On July 1, 2021, Primerica acquired 80% of e-TeleQuote Insurance, Inc., which markets Medicare-related insurance products underwritten by third-party health insurance carriers[18](index=18&type=chunk) - The adoption of ASU 2018-12 (effective January 1, 2023) will change accounting for long-duration contracts, requiring annual assumption updates for future policy benefits and impacting DAC amortization and discount rates; the company anticipates a significant decrease in accumulated other comprehensive income upon adoption[25](index=25&type=chunk)[26](index=26&type=chunk) [Segment and Geographical Information](index=9&type=section&id=(2)%20Segment%20and%20Geographical%20Information) This section details Primerica's operating segments, including Term Life, Investment and Savings, Senior Health, and Corporate, along with geographical revenue distribution, highlighting the Senior Health segment's Q1 2022 loss - The company's primary operating segments are Term Life Insurance, Investment and Savings Products, Senior Health (as of July 1, 2021), and Corporate and Other Distributed Products[28](index=28&type=chunk) Revenues by Segment (Three months ended March 31, in millions) | Segment | 2022 | 2021 | | :------------------------------------ | :-------- | :-------- | | Term life insurance | $418.4 | $382.0 | | Investment and savings products | $241.0 | $223.4 | | Senior health | $5.8 | N/A | | Corporate and other distributed products | $25.9 | $32.3 | | **Total revenues** | **$691.2** | **$637.7** | Income (loss) before income taxes by Segment (Three months ended March 31, in millions) | Segment | 2022 | 2021 | | :------------------------------------ | :-------- | :-------- | | Term life insurance | $91.6 | $88.2 | | Investment and savings products | $64.6 | $63.4 | | Senior health | $(23.1) | N/A | | Corporate and other distributed products | $(30.0) | $(23.3) | | **Total income before income taxes** | **$103.0** | **$128.3** | Revenues by Country (Three months ended March 31, in millions) | Country | 2022 | 2021 | | :------------ | :-------- | :-------- | | United States | $586.2 | $538.9 | | Canada | $105.1 | $98.8 | | **Total revenues** | **$691.2** | **$637.7** | [Investments](index=10&type=section&id=(3)%20Investments) This section details the company's investment portfolio, primarily available-for-sale fixed-maturity securities, which saw increased unrealized losses in Q1 2022 due to rising interest rates Available-for-sale Fixed-Maturity Securities (in millions) | Metric | March 31, 2022 | December 31, 2021 | | :---------------------- | :------------- | :---------------- | | Amortized cost | $2,789.5 | $2,621.4 | | Gross unrealized gains | $22.7 | $95.0 | | Gross unrealized losses | $(107.1) | $(13.9) | | Fair value | $2,705.1 | $2,702.6 | - The sharp increase in interest rates during Q1 2022 was the primary driver of the increase in unrealized losses on available-for-sale securities[45](index=45&type=chunk) - Net investment income decreased from **$20.1 million** in Q1 2021 to **$18.9 million** in Q1 2022[40](index=40&type=chunk) - The company did not recognize credit losses on available-for-sale securities with unrealized losses due to interest rate sensitivity and changes in credit spreads, as it has the ability and no present intention to hold these investments until maturity or market recovery[45](index=45&type=chunk) [Fair Value of Financial Instruments](index=15&type=section&id=(4)%20Fair%20Value%20of%20Financial%20Instruments) This section describes the fair value hierarchy for financial instruments, noting that total fair value assets were **$5.858 billion** as of March 31, 2022, with a significant increase in Level 3 assets - Fair value assets are classified into Level 1 (quoted prices in active markets), Level 2 (observable inputs other than quoted prices), and Level 3 (unobservable inputs)[49](index=49&type=chunk) Total Fair Value Assets (in millions) | Metric | March 31, 2022 | December 31, 2021 | | :---------------------- | :------------- | :---------------- | | Total fair value assets | $5,857.7 | $6,047.2 | | Level 1 | $400.4 | $395.3 | | Level 2 | $5,446.6 | $5,648.3 | | Level 3 | $10.7 | $3.6 | - The roll-forward of Level 3 assets showed an increase from **$3.6 million** at the beginning of the period to **$10.7 million** at the end of Q1 2022, driven by **$5.9 million** in purchases and **$1.4 million** in transfers into Level 3[54](index=54&type=chunk) - The company uses a third-party pricing service for approximately 99% of its securities measured at fair value, with internal reasonableness assessments and challenges to unusual valuations[50](index=50&type=chunk)[51](index=51&type=chunk) [Reinsurance](index=18&type=section&id=(5)%20Reinsurance) This section details the company's extensive use of reinsurance, with 86% of life insurance in-force ceded and **$4.240 billion** in reinsurance recoverables as of March 31, 2022 - Percentage of reinsured life insurance in-force remained at **86%** as of March 31, 2022, consistent with December 31, 2021[61](index=61&type=chunk) Reinsurance Recoverables (in millions) | Metric | March 31, 2022 | December 31, 2021 | | :---------------------- | :------------- | :---------------- | | Reinsurance recoverables | $4,240.5 | $4,268.4 | | Allowance for credit losses | $(3.1) | $(2.9) | - Benefits and claims ceded to reinsurers decreased from **$552.6 million** in Q1 2021 to **$503.8 million** in Q1 2022[62](index=62&type=chunk) - The allowance for credit losses on reinsurance recoverables increased from **$2.9 million** at the beginning of the period to **$3.1 million** at the end of Q1 2022[66](index=66&type=chunk) [Policy Claims and Other Benefits Payable](index=20&type=section&id=(6)%20Policy%20Claims%20and%20Other%20Benefits%20Payable) This section outlines policy claims and other benefits payable, noting a decrease in the net balance to **$(77.2) million** by the end of Q1 2022, with stable incurred claims and decreased net claims paid Policy Claims and Other Benefits Payable (in millions) | Metric | Three months ended March 31, 2022 | Three months ended March 31, 2021 | | :-------------------------------------- | :-------------------------------- | :-------------------------------- | | Net balance, beginning of period | $(52.6) | $(26.1) | | Total incurred | $72.7 | $72.1 | | Total paid | $(97.3) | $(157.8) | | Net balance, end of period | $(77.2) | $(111.7) | | Balance, end of period (gross) | $574.9 | $526.7 | - The liability for policy claims includes estimated unpaid claims and claims incurred but not yet reported, based on historical activity and current trends[68](index=68&type=chunk) [Stockholders' Equity](index=20&type=section&id=(7)%20Stockholders'%20Equity) This section details changes in stockholders' equity, including a decrease in outstanding common shares to **38.752 million** due to repurchases, and an increased share repurchase program authorization of **$325.0 million** Common Stock Outstanding (in millions) | Metric | March 31, 2022 | March 31, 2021 | | :-------------------------- | :------------- | :------------- | | Common stock, end of period | 38.752 | 39.414 | - The Board of Directors authorized an increase of **$50.0 million** to the Share Repurchase Program, bringing the total to **$325.0 million** through December 31, 2022[70](index=70&type=chunk) - The company repurchased 835,058 shares for **$117.8 million** through March 31, 2022, with approximately **$207.2 million** remaining available[70](index=70&type=chunk) [Earnings Per Share](index=20&type=section&id=(8)%20Earnings%20Per%20Share) This section presents earnings per share, noting a decrease in both basic and diluted EPS to **$2.07** and **$2.06** respectively in Q1 2022, and outlines the calculation methodologies Earnings Per Share (per-share amounts) | Metric | Three months ended March 31, 2022 | Three months ended March 31, 2021 | | :------------------ | :-------------------------------- | :-------------------------------- | | Basic earnings per share | $2.07 | $2.47 | | Diluted earnings per share | $2.06 | $2.46 | - The company calculates EPS using the two-class method for basic EPS and the treasury-stock method for diluted EPS, considering RSUs, PSUs, and stock options[72](index=72&type=chunk)[74](index=74&type=chunk) [Share-Based Transactions](index=21&type=section&id=(9)%20Share-Based%20Transactions) This section details share-based transactions, including equity award expense recognition of **$12.2 million** in Q1 2022, and recent grants of RSUs and PSUs to management and executives Equity Awards Impact (in millions) | Metric | Three months ended March 31, 2022 | Three months ended March 31, 2021 | | :-------------------------- | :-------------------------------- | :-------------------------------- | | Equity awards expense recognized | $12.2 | $11.7 | | Equity awards expense deferred | $2.4 | $2.4 | - On February 24, 2022, **85,844 RSUs** were awarded to management with time-based vesting over approximately three years[83](index=83&type=chunk) - **26,475 PSUs** were awarded to four top executives, contingent on achieving targeted three-year ROAE and average EPS growth for the period from January 1, 2022, through December 31, 2024[83](index=83&type=chunk) [Commitments and Contingent Liabilities](index=22&type=section&id=(10)%20Commitments%20and%20Contingent%20Liabilities) This section outlines commitments and contingent liabilities, including a **$145.1 million** letter of credit for Regulation XXX reserves and ongoing legal and regulatory matters with unestimable potential losses - Peach Re maintains a credit facility agreement with Deutsche Bank, with a letter of credit outstanding of **$145.1 million** as of March 31, 2022, to support Regulation XXX reserves[80](index=80&type=chunk) - The company is involved in legal disputes, regulatory inquiries, and arbitration proceedings in the normal course of business, and is unable to estimate the possible loss or range of loss for these matters[82](index=82&type=chunk) [Other Comprehensive Income](index=23&type=section&id=(11)%20Other%20Comprehensive%20Income) This section details other comprehensive income (loss), which significantly declined to a **$(127.1) million** loss in Q1 2022, primarily due to increased unrealized holding losses on available-for-sale securities Components of Other Comprehensive Income (in millions) | Metric | Three months ended March 31, 2022 | Three months ended March 31, 2021 | | :-------------------------------------- | :-------------------------------- | :-------------------------------- | | Change in unrealized foreign currency translation gains (losses), net of income taxes | $3.2 | $5.0 | | Change in unrealized holding gains (losses) arising during period before income taxes | $(164.9) | $(64.9) | | Change in unrealized gains (losses) on available-for-sale securities, net of income taxes and reclassification adjustment | $(130.2) | $(51.1) | - The significant decline in OCI was mainly due to increased unrealized holding losses on available-for-sale securities[84](index=84&type=chunk) [Debt](index=23&type=section&id=(12)%20Debt) This section details the company's debt, including **$600.0 million** in Senior Notes, a **$200.0 million** undrawn revolving credit facility, and a **$1.4 billion** Surplus Note, along with a short-term Majority Shareholder Note - The company has **$600.0 million** of publicly-traded, senior unsecured notes (Senior Notes) with a **2.80%** annual interest rate, maturing on November 19, 2031[85](index=85&type=chunk) - A **$15.0 million** unsecured, subordinated Majority Shareholder Note, issued as part of the e-TeleQuote acquisition, had a remaining principal of **$2.6 million** as of March 31, 2022, and matures on July 1, 2022[87](index=87&type=chunk) - Vidalia Re has a **$1.4 billion** Surplus Note outstanding, which fluctuates with the LLC Note's principal amount to coincide with policy reserves supported under the Vidalia Re Coinsurance Agreement[88](index=88&type=chunk) - The company maintains an unsecured **$200.0 million** revolving credit facility, which was undrawn during the three months ended March 31, 2022[90](index=90&type=chunk)[91](index=91&type=chunk) [Revenue from Contracts with Customers](index=25&type=section&id=(13)%20Revenue%20from%20Contracts%20with%20Customers) This section describes revenues from contracts with customers, including commissions and fees from various financial products, noting a **$19.1 million** negative tail revenue adjustment in the Senior Health segment in Q1 2022 - Revenues from contracts with customers include commissions and fees from investment and savings products, investment advisory/administrative services, transfer agent/custodial services, Medicare-related insurance distribution, mortgage distribution, and other products like monthly subscription fees[93](index=93&type=chunk) Segment Revenues from Contracts with Customers (Three months ended March 31, 2022, in millions) | Segment | Revenues from Contracts with Customers | | :------------------------------------ | :------------------------------------- | | Term Life Insurance | $12.2 | | Investment and Savings Products | $225.3 | | Senior Health | $5.8 | | Corporate and Other Distributed Products | $13.7 | - The Senior Health segment recognized a **$19.1 million** negative tail revenue adjustment in Q1 2022 due to lower-than-expected renewals for policies approved in prior periods, offsetting **$20.3 million** in commissions and fees revenue for newly approved policies[96](index=96&type=chunk) [Acquisition](index=27&type=section&id=(14)%20Acquisition) This section details the July 2021 acquisition of an 80% interest in e-TeleQuote for approximately **$350 million**, including the purchase price allocation, subsequent goodwill impairment, and e-TeleQuote's Q1 2022 financial performance - On July 1, 2021, Primerica acquired an 80% interest in e-TeleQuote Insurance, Inc. for approximately **$350 million** in cash, replacement of **$146 million** debt, a **$15 million** Majority Shareholder Note, and a 20% equity stake to minority shareholders[96](index=96&type=chunk)[97](index=97&type=chunk) - The updated preliminary purchase price allocation as of December 31, 2021, included **$153.0 million** for customer relationships (intangible assets) and **$255.2 million** for goodwill[98](index=98&type=chunk)[100](index=100&type=chunk) - A non-cash goodwill impairment charge of **$76.0 million** was recognized at December 31, 2021, reducing goodwill from the acquisition to **$179.2 million** as of March 31, 2022[101](index=101&type=chunk) - e-TeleQuote's actual statements of income for the three months ended March 31, 2022, reported revenue of **$5.8 million** and a net loss of **$(19.2) million**[102](index=102&type=chunk) [Item 2. Management's Discussion and Analysis of Financial Condition and Results of Operations.](index=29&type=section&id=Item%202.%20Management's%20Discussion%20and%20Analysis%20of%20Financial%20Condition%20and%20Results%20of%20Operations.) This section provides management's discussion and analysis of Primerica's financial condition and operational results for Q1 2022, covering business segments, market trends, and key performance drivers [Business Overview](index=29&type=section&id=Business%20Overview) This section provides an overview of Primerica's business model, including its financial product offerings and operating segments, notably the Senior Health segment through e-TeleQuote - Primerica provides financial products to middle-income households in the US and Canada, including term life insurance, mutual funds, annuities, managed investments, and other financial products[105](index=105&type=chunk) - The company operates through four segments: Term Life Insurance, Investment and Savings Products, Senior Health (acquired July 1, 2021), and Corporate and Other Distributed Products[105](index=105&type=chunk) - The Senior Health segment, through e-TeleQuote, distributes Medicare-related insurance products underwritten by third-party carriers[108](index=108&type=chunk) [Business Trends and Conditions](index=30&type=section&id=Business%20Trends%20and%20Conditions) This section discusses business trends and conditions, including the impact of financial markets, COVID-19, sales force activity, investment product sales, Senior Health segment performance, and regulatory changes Independent Sales Force Activity (Three months ended March 31) | Metric | 2022 | 2021 | Change (%) | | :------------------------------------------ | :------ | :------ | :--------- | | New recruits | 84,707 | 94,633 | -10.49% | | New life-licensed independent sales representatives | 9,983 | 10,833 | -7.70% | | Life-licensed independent sales representatives, at period end | 130,206 | 132,030 | -1.38% | - New policies issued decreased from **82,667** in Q1 2021 to **71,324** in Q1 2022, normalizing towards pre-pandemic levels[119](index=119&type=chunk) Investment and Savings Products Sales (Three months ended March 31, in millions) | Product Sales | 2022 | 2021 | Change ($) | Change (%) | | :---------------------------- | :----- | :----- | :--------- | :--------- | | Retail mutual funds | $1,736 | $1,686 | $50 | 3% | | Annuities and other | $726 | $683 | $43 | 6% | | Managed investments | $454 | $330 | $124 | 37% | | **Total product sales** | **$3,066** | **$2,854** | **$212** | **7%** | Senior Health Key Performance Indicators (Three months ended March 31, 2022) | Metric | 2022 | | :-------------------------------------- | :---- | | Number of Senior Health submitted policies | 26,231 | | Number of Senior Health approved policies | 23,594 | | LTV per policy approved during the period | $862 | | CAC per policy approved during the period | $875 | | LTV/CAC per approved policy | 0.98 | - Regulatory changes like Reg BI, the DOL Rule, and the Canadian DSC Ban (effective June 1, 2022) are expected to impact investment and savings products business, potentially decreasing short-term pre-tax operating income in Canada[141](index=141&type=chunk)[144](index=144&type=chunk)[145](index=145&type=chunk) [Factors Affecting Our Results](index=35&type=section&id=Factors%20Affecting%20Our%20Results) This section identifies key factors affecting Primerica's results, including sales volumes, actuarial experience, reinsurance, client asset values, LTV and CAC in Senior Health, net investment income, and capital structure - Term Life Insurance segment results are driven by sales volumes, actual experience matching pricing assumptions (mortality, persistency, disability, interest rates), reinsurance terms, and expenses[147](index=147&type=chunk)[150](index=150&type=chunk)[151](index=151&type=chunk)[152](index=152&type=chunk)[153](index=153&type=chunk) - Persistency lower than pricing assumptions accelerates DAC amortization but reduces benefits and claims expense, with a complex near-term impact on results[151](index=151&type=chunk) - The Investment and Savings Products segment results are primarily driven by sales, the value of assets in client accounts (generating management, marketing, and distribution fees), and the number of transfer agent recordkeeping positions[156](index=156&type=chunk)[157](index=157&type=chunk)[158](index=158&type=chunk)[159](index=159&type=chunk)[160](index=160&type=chunk) - Senior Health segment results are primarily driven by approved policies, LTV per approved policy, tail revenue adjustments, and CAC per approved policy; LTV is influenced by commission rates, expected policy turnover, and chargeback activity[161](index=161&type=chunk)[163](index=163&type=chunk)[164](index=164&type=chunk)[165](index=165&type=chunk) - The Corporate and Other Distributed Products segment's net investment income is impacted by the size and performance of the invested asset portfolio, interest rates, credit spreads, and asset mix[169](index=169&type=chunk) [Critical Accounting Estimates](index=38&type=section&id=Critical%20Accounting%20Estimates) This section outlines critical accounting estimates, including DAC, policy benefit reserves, income taxes, and goodwill, noting no changes in methodology during Q1 2022 - Critical accounting estimates include the valuation of investments, deferred policy acquisition costs ("DAC"), future policy benefit reserves and corresponding amounts recoverable from reinsurers, renewal commissions receivable, income taxes, and valuation of intangible assets and goodwill[174](index=174&type=chunk) - These estimates involve significant judgment and are susceptible to changes in future periods, which could affect results of operations and financial position[174](index=174&type=chunk) - No changes in accounting methodology for critical accounting estimates occurred during the three months ended March 31, 2022[175](index=175&type=chunk) [Results of Operations](index=39&type=section&id=Results%20of%20Operations) This section analyzes the results of operations, showing an 8% increase in total revenues to **$691.2 million** but a 17% decrease in net income to **$81.4 million** in Q1 2022, partly due to the Senior Health segment's loss Consolidated Results (Three months ended March 31, in millions) | Metric | 2022 | 2021 | Change ($) | Change (%) | | :----------------------------------- | :-------- | :-------- | :--------- | :--------- | | Total revenues | $691.2 | $637.7 | $53.5 | 8% | | Total benefits and expenses | $588.2 | $509.4 | $78.8 | 15% | | Net income attributable to Primerica, Inc. | $81.4 | $97.9 | $(16.5) | -17% | Term Life Insurance Segment (Three months ended March 31, in millions) | Metric | 2022 | 2021 | Change ($) | Change (%) | | :------------------------ | :------- | :------- | :--------- | :--------- | | Total revenues | $418.4 | $382.0 | $36.4 | 10% | | Income before income taxes | $91.6 | $88.2 | $3.3 | 4% | - Term Life direct premiums increased **5%** due to new policy sales and elevated persistency; benefits and claims increased **2%**, including **$16 million** in excess death claims from COVID-19 (net of reinsurance), down from **$21 million** in Q1 2021; amortization of DAC increased **31%** due to lower year-over-year persistency[183](index=183&type=chunk)[185](index=185&type=chunk)[186](index=186&type=chunk) Investment and Savings Products Segment (Three months ended March 31, in millions) | Metric | 2022 | 2021 | Change ($) | Change (%) | | :------------------------ | :------- | :------- | :--------- | :--------- | | Total revenues | $241.0 | $223.4 | $17.6 | 8% | | Income before income taxes | $64.6 | $63.4 | $1.2 | 2% | - Investment and Savings Products commissions and fees increased due to higher asset-based revenues (higher average client asset values) and sales-based revenues (demand for variable annuity and mutual funds)[190](index=190&type=chunk) Senior Health Segment (Three months ended March 31, 2022, in millions) | Metric | 2022 | | :------------------------ | :-------- | | Total revenues | $5.8 | | Loss before income taxes | $(23.1) | - Senior Health commissions and fees were net of a **$19.1 million** negative tail revenue adjustment due to lower-than-expected renewals[196](index=196&type=chunk) Corporate and Other Distributed Products Segment (Three months ended March 31, in millions) | Metric | 2022 | 2021 | Change ($) | Change (%) | | :------------------------ | :-------- | :-------- | :--------- | :--------- | | Total revenues | $25.9 | $32.3 | $(6.3) | -20% | | Loss before income taxes | $(30.0) | $(23.3) | $6.8 | 29% | - Corporate and Other Distributed Products total revenues decreased primarily due to lower net investment income and more allocation to the Term Life segment[201](index=201&type=chunk) [Financial Condition](index=43&type=section&id=Financial%20Condition) This section describes the company's financial condition, highlighting a conservative investment strategy and the shift to an **$84.4 million** unrealized loss in the invested asset portfolio by March 31, 2022, primarily due to rising interest rates - The company's investment strategy emphasizes preservation of invested assets and adequate liquidity, with restrictions on portfolio composition (asset type, issuer limits, credit quality, duration)[204](index=204&type=chunk) - The invested asset portfolio shifted from an unrealized gain of **$81.2 million** at December 31, 2021, to an unrealized loss of **$84.4 million** as of March 31, 2022, primarily due to a significant increase in interest rates[209](index=209&type=chunk) Fixed-Maturity Portfolio Metrics (excluding held-to-maturity security) | Metric | March 31, 2022 | December 31, 2021 | | :----------------- | :------------- | :---------------- | | Average rating | A | A | | Average duration | 4.9 years | 4.8 years | | Average book yield | 3.18% | 3.12% | - The majority of the fixed-maturity portfolio is investment grade (AAA to BBB), with **40%** in BBB-rated securities as of March 31, 2022[210](index=210&type=chunk) [Liquidity and Capital Resources](index=45&type=section&id=Liquidity%20and%20Capital%20Resources) This section discusses liquidity and capital resources, noting increased operating cash flows in Q1 2022, higher cash used in financing due to share repurchases, and the strong statutory capital positions of the company's insurance subsidiaries - The Parent Company's principal sources of cash are dividends and other payments from its subsidiaries, used for stockholder dividends, interest on notes payable, operating expenses, and common stock repurchases[213](index=213&type=chunk) - Net cash provided by operating activities increased by **$94.8 million** in Q1 2022 compared to Q1 2021, primarily due to the timing of cash payments received from reinsurers for ceded claims[219](index=219&type=chunk) - Net cash used in financing activities increased by **$109.9 million** in Q1 2022 compared to Q1 2021, primarily due to common stock repurchases[221](index=221&type=chunk) - U.S. life insurance subsidiaries maintain statutory capital and surplus substantially in excess of regulatory requirements (RBC standards), and Primerica Life Insurance Company of Canada complies with OSFI's minimum capital requirements[223](index=223&type=chunk)[224](index=224&type=chunk) - The company uses redundant reserve financing transactions (Peach Re and Vidalia Re) to efficiently manage and deploy capital, which significantly reduced statutory policy benefit reserve requirements for business issued after January 1, 2018, due to the adoption of principle-based reserves (PBR)[225](index=225&type=chunk)[226](index=226&type=chunk)[227](index=227&type=chunk) [Item 3. Quantitative and Qualitative Disclosures About Market Risk.](index=47&type=section&id=Item%203.%20Quantitative%20and%20Qualitative%20Disclosures%20About%20Market%20Risk.) There have been no material changes in the company's exposures to market risk (interest rate, foreign currency exchange, and credit risks) since December 31, 2021 - No material changes in exposures to market risk (interest rate, foreign currency exchange, and credit risks) since December 31, 2021[252](index=252&type=chunk) [Item 4. Controls and Procedures.](index=47&type=section&id=Item%204.%20Controls%20and%20Procedures.) The company's disclosure controls and procedures were deemed effective as of March 31, 2022, with the exclusion of internal controls for the recently acquired e-TeleQuote processes; no material changes in internal control over financial reporting occurred during the quarter - The company's disclosure controls and procedures were evaluated and concluded to be effective as of March 31, 2022[253](index=253&type=chunk) - The assessment excluded internal controls for the acquired processes of e-TeleQuote, consistent with SEC guidance[253](index=253&type=chunk) - No material changes in internal control over financial reporting occurred during the quarter ended March 31, 2022[254](index=254&type=chunk) [PART II – OTHER INFORMATION](index=47&type=section&id=PART%20II%20–%20OTHER%20INFORMATION) This section presents other information, including legal proceedings, risk factors, equity security sales, and required exhibits [Item 1. Legal Proceedings.](index=47&type=section&id=Item%201.%20Legal%20Proceedings.) The company is routinely involved in legal disputes, regulatory inquiries, and arbitration proceedings; as of the report date, no pending legal proceedings require disclosure under this item - The company is involved in legal disputes, regulatory inquiries, and arbitration proceedings in the normal course of business[256](index=256&type=chunk) - As of the report date, no pending legal proceeding is deemed to require disclosure[256](index=256&type=chunk) [Item 1A. Risk Factors.](index=47&type=section&id=Item%201A.%20Risk%20Factors.) This section incorporates by reference the comprehensive risk factors from the 2021 Annual Report, covering distribution, insurance, investments, senior health, economic, technological, financial, and regulatory risks - Risk Factors from the 2021 Annual Report are incorporated by reference[257](index=257&type=chunk) - Key risk categories include: Distribution Structure, Insurance and Reinsurance, Investments and Savings Products, Mortgage Distribution, e-TeleQuote's Senior Health Insurance Distribution, Economic Downcycles/Public Health Crises/Catastrophes, Information Technology and Cybersecurity, Financial Risks, Legislative and Regulatory Changes, and General Risk Factors[239](index=239&type=chunk)[240](index=240&type=chunk)[241](index=241&type=chunk)[242](index=242&type=chunk)[244](index=244&type=chunk)[245](index=245&type=chunk)[246](index=246&type=chunk)[247](index=247&type=chunk)[249](index=249&type=chunk) - These risks and uncertainties could cause actual results to differ materially from forward-looking statements[250](index=250&type=chunk) [Item 2. Unregistered Sales of Equity Securities and Use of Proceeds.](index=48&type=section&id=Item%202.%20Unregistered%20Sales%20of%20Equity%20Securities%20and%20Use%20of%20Proceeds.) During Q1 2022, the company repurchased 748,181 shares of common stock for an average price of **$138.80**, including open market repurchases under its **$325.0 million** share repurchase program; approximately **$207.3 million** remained available under the program as of March 31, 2022 Share Repurchase Activity (Three months ended March 31, 2022) | Period | Total shares purchased | Average price paid per share | | :-------------------- | :--------------------- | :--------------------------- | | January 1 - 31, 2022 | 162,834 | $153.52 | | February 1 - 28, 2022 | 193,852 | $144.44 | | March 1 - 31, 2022 | 391,495 | $129.89 | | **Total** | **748,181** | **$138.80** | - The share repurchase program was increased by **$50.0 million** to **$325.0 million**, authorized through December 31, 2022[259](index=259&type=chunk) - Approximately **$207.3 million** remained available for repurchases under the program as of March 31, 2022[258](index=258&type=chunk)[259](index=259&type=chunk) [Item 6. Exhibits.](index=48&type=section&id=Item%206.%20Exhibits.) This section lists the exhibits filed with the report, including certifications by the CEO and CFO (Rule 13a-14(a)/15d-14(a) and 18 U.S.C. 1350) and Inline XBRL documents; the representations and warranties in these agreements are for the benefit of the parties and may not reflect the actual state of affairs for investors - Exhibits include Rule 13a-14(a)/15d-14(a) Certifications and 18 U.S.C. 1350 Certifications by the CEO and CFO[262](index=262&type=chunk) - Inline XBRL Instance Document, Taxonomy Extension Schema, Calculation Linkbase, Definition Linkbase, Label Linkbase, and Presentation Linkbase are also filed[262](index=262&type=chunk) - Representations and warranties in exhibit agreements are solely for the benefit of the parties and should not be relied upon by investors as categorical statements of fact[261](index=261&type=chunk) [Signatures](index=52&type=section&id=Signatures) The report was duly signed on behalf of Primerica, Inc. by Alison S. Rand, Executive Vice President and Chief Financial Officer, on May 6, 2022 - The report was signed by Alison S. Rand, Executive Vice President and Chief Financial Officer, on May 6, 2022[266](index=266&type=chunk)

Earnings Results Quarter Ended March 31, 2022 Forward-Looking Statements and Non-GAAP Financial Measures Forward-Looking Statements This presentation may contain forward-looking statements and information. Additional information on factors that could cause results to differ materially from those projected in this presentation is available in our Form 10-K for the year ended December 31, 2021, which is available in the "Investor Relations" section of our website, https://investors.primerica.com. Non-GAAP Fin ...