Financial Data and Key Metrics Changes - In Q4, net income was $266 million or $3.29 per share, compared to $255 million or $3.01 per share a year ago, representing a significant increase [3] - Net operating income for the quarter was $274 million, or $3.39 per share, an increase of 8% over the $3.14 per share from a year ago [3] - For the full year 2025, net operating income was $14.52, 2 cents above the midpoint of previous guidance [3] - Return on equity through December 31 is 20.9%, and book value per share is $74.17 [3] - Excluding accumulated other comprehensive income, return on equity is 16%, and book value per share as of December 31 is $96.16, up 11% from a year ago [4] Business Line Data and Key Metrics Changes - Total premium revenue in Q4 grew 5% over the year-ago quarter, with life premium revenue increasing 3% to $850 million [5][6] - Life underwriting margin was $350 million, up 4% from a year ago, driven by premium growth and lower overall policy obligations [6] - Health insurance premium revenue grew 9% to $392 million, with health underwriting margin also up 9% to $99 million [6] - For 2026, life premium revenue is expected to grow between 4% and 4.5%, while health premium revenue is projected to grow in the range of 14%-16% [6][37] Market Data and Key Metrics Changes - The company serves the underserved lower-middle to middle-income market, with over 50% of Americans being underinsured, indicating a significant growth opportunity [4] - The Medicare Supplement business is experiencing strong sales activity and premium rate increases, contributing to the growth in health premium revenue [6][15] Company Strategy and Development Direction - The company focuses on providing financial security in the underserved market, distributing basic protection products designed to meet the needs of this demographic [4] - The company aims to leverage technology investments to enhance agent productivity and sales growth [56] - The strategy includes maintaining pricing for profitability rather than chasing market share, ensuring long-term stability [82] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the business model and its ability to continue growing, citing favorable mortality trends and premium growth [5][36] - The company anticipates continued strong performance in the Medicare Supplement market due to dynamics in the Medicare Advantage space [48] - For 2026, the company expects net operating earnings per diluted share to be in the range of $14.95-$15.65, representing 5% growth at the midpoint [36] Other Important Information - The company repurchased approximately 1.3 million shares for a total cost of approximately $170 million in Q4 [28] - The parent company anticipates excess cash flow to increase to approximately $625 million-$675 million in 2026 [29] Q&A Session Summary Question: First-year lapses across various channels - Management acknowledged that first-year lapses were higher than expected, particularly in direct-to-consumer and Liberty National, but viewed it as fluctuations to monitor [41][42] Question: Dynamics between Medicare Supplement and Medicare Advantage - Management noted that claim trends have stabilized and rate increases are expected to restore margins to normal levels [43][44] Question: Sales growth and efficiency improvements - Management indicated that technology investments will continue to drive efficiency and sales growth, with more enhancements expected in 2026 and 2027 [54][56] Question: Remeasurement gains and their drivers - Management explained that favorable mortality and lapse experience are driving remeasurement gains, with expectations for continued gains in the future [59][60] Question: Excess cash flow guidance - Management clarified that excess cash flow guidance remains consistent due to solid statutory earnings, with no significant changes impacting the statutory or GAAP models [65][66] Question: American Income agent count drop - Management stated that a drop in agent count is not uncommon in Q4 and highlighted initiatives to improve agent retention [71][72]

1Q24 Financial Results April 12, 2024 © 2024 Wells Fargo Bank, N.A. All rights reserved. 1Q24 results ROE: 10.5% ROTCE: 12.3%1 Efficiency ratio: 69%2 Financial Results Credit Quality • Net income of $4.6 billion, or $1.20 per diluted common share, included: – ($284) million, or ($0.06) per share, of additional expense for the estimated Federal Deposit Insurance Corporation (FDIC) special assessment3 • Revenue of $20.9 billion, up 1% – Net interest income of $12.2 billion, down 8% – Noninterest income of $8. ...