Financial Data and Key Metrics Changes - Adjusted net operating income was $180 million in Q2 2025, up 6% year over year, while diluted adjusted operating EPS increased 10% to $5.46 [5] - Total stockholder returns during the quarter amounted to $163 million, comprising $129 million in share repurchases and $34 million in regular dividends [5] - Consolidated insurance and other operating expenses were $154 million, an increase of 8% year over year, primarily due to higher variable growth-related costs and technology investments [19] Business Line Data and Key Metrics Changes - Term Life segment revenues were $442 million, up 3% year over year, with pretax income of $155 million, also up 5% [14] - ISP segment sales increased 15% to $3.5 billion, with net inflows of $487 million compared to $227 million in the prior year [9] - The mortgage business reported closed loan volume of $133 million in the U.S., up 33% year over year, and $45 million in Canada, up 30% [12] Market Data and Key Metrics Changes - The number of new term life insurance policies issued was 89,850, with a total face amount in force reaching a record $968 billion [8] - The average client asset values in the ISP segment ended the quarter at $120 billion, up 14% year over year [9] - The recruiting activity saw over 80,000 individuals recruited in Q2, with nearly 13,000 new representatives licensed, down 10% from the previous year [6] Company Strategy and Development Direction - The company aims to grow its sales force by 23% in 2025, focusing on attracting new recruits amid economic uncertainties [7] - The complementary nature of the ISP and Term Life businesses is emphasized, with ISP sales helping to offset headwinds in life sales [13] - The company is committed to maintaining a strong capital position while supporting growth initiatives and returning capital to stockholders [21] Management's Comments on Operating Environment and Future Outlook - Management noted that economic and government policy uncertainties continue to impact middle-income families, leading to a wait-and-see attitude affecting term life sales [28] - The company expects the total number of new life policies issued to decline around 5% in 2025 compared to 2024, reflecting ongoing cost of living pressures [8] - Management remains optimistic about the long-term value delivery for clients and stockholders despite current challenges [13] Other Important Information - The company corrected its methodology for calculating outflows and market value for Canadian mutual fund assets, which had no impact on financial statements [10] - The RBC ratio for Primerica Life was reported at 490%, indicating a strong capital position [21] Q&A Session Summary Question: Decline in term life sales and revised guidance - Management attributed the decline to cost of living pressures and uncertainty, leading to a wait-and-see attitude among middle-income families [28] Question: Impact of cost of living on recruiting new agents - Management confirmed that financial stress can create opportunities for recruiting as individuals seek additional income [32] Question: Favorable mortality trends and potential changes in assumptions - Management indicated that favorable mortality trends have been observed for over ten quarters, with a review planned for Q3 [38] Question: ISP sales margin dynamics - Management explained that variable growth-related expenses and higher commissions impacted the ISP sales margin [40] Question: Outlook for ISP sales growth - Management expects continued strength in ISP sales but anticipates more difficult comparisons in the second half of the year [46] Question: Trends in mortgage business growth - Management expressed optimism about the mortgage business, particularly if interest rates decrease, which could drive refinancing opportunities [69] Question: Expense results in Q2 - Management noted that Q2 expenses were influenced by timing and technology investments, with a full-year guidance of a 6% to 8% increase [76] Question: Efforts to grow ISP sales force - Management highlighted ongoing efforts to grow the sales force and improve diversity in selling both Term Life and ISP products [80] Question: Term Life sales relative to the industry - Management indicated that the company is experiencing similar challenges as the industry, with a slight lag in performance this year [88] Question: Productivity concerns in the sales force - Management acknowledged that productivity is affected by the growth of the sales force and the current economic environment, but expects it to normalize over time [95]

Group 1 - Betashares has surpassed AUD 50 billion in assets under management and is actively pursuing growth through acquisitions of Drummond Capital Partners and InvestSense to enter the lucrative managed accounts market [1][2] - The company has a smaller but rapidly growing managed accounts business with AUD 3 billion in assets under management, which has been operational for over seven years [2] - The acquisitions are strategically significant as Betashares aims to transition from being a provider of passive investment products (ETFs) to becoming a gatekeeper in the managed accounts space [2][3] Group 2 - Drummond and InvestSense offer ready-made investment portfolios to financial advisors, known as managed accounts or outsourced Chief Investment Officer (CIO) models, which help advisors save time and reduce risk [3][5] - Betashares has primarily relied on organic growth in the ETF market but is now shifting towards strategic acquisitions, having previously made cautious acquisitions only when necessary [6] - The company is backed by Temasek, the Singapore government investment agency, which invested AUD 300 million in a minority stake in Betashares last year [7]