EX-99.3 4 exhibit993.htm EX-99.3 exhibit993
CNO Financial Group 1 Second Quarter 2023 Financial and operating results for the period ended June 30, 2023 July 31, 2023 Unless otherwise specified, comparisons in this presentation are between 2Q22 and 2Q23. Exhibit 99.3


 
CNO Financial Group 2 Important Legal Information Certain statements made in this presentation should be considered forward-looking statements as defined in the Private Securities Litigation Reform Act of 1995. These include statements about future results of operations and capital plans. We caution investors that these forward-looking statements are not guarantees of future performance, and actual results may differ materially. Investors should consider the important risks and uncertainties that may cause actual results to differ, including those included in our press release issued on July 31, 2023, our Quarterly Reports on Form 10-Q, our Annual Report on Form 10-K and other filings we make with the Securities and Exchange Commission. We assume no obligation to update this presentation, which speaks as of today’s date. Forward-Looking Statements This presentation contains financial measures that differ from the comparable measures under Generally Accepted Accounting Principles (GAAP). Reconciliations between those non-GAAP measures and the comparable GAAP measures are included in the Appendix, or on the page such measure is presented. While management believes the measures are useful to enhance understanding and comparability of our financial results, these non-GAAP measures should not be considered substitutes for the most directly comparable GAAP measures. Additional information concerning non-GAAP measures is included in our periodic filings with the Securities and Exchange Commission that are available in the “Investors – Financials – SEC Filings” section of CNO’s website, CNOinc.com. Non-GAAP Measures Effective January 1, 2023, we adopted ASU 2018-12 related to targeted improvements to the accounting for long-duration insurance contracts. Concurrent with the adoption of the new guidance, we updated the method of determining non- operating earnings for our fixed indexed annuities to better identify the volatile non-economic accounting impacts of that line of business. As a result of the adoption of the new guidance and methodology, certain historical amounts have changed. Our quarterly financial supplement – 4Q22 as recast to reflect the new standard is available in the “Investors – Financials – Quarterly Earnings” section of CNO’s website, CNOinc.com. Adoption of New Accounting Standard


 
CNO Financial Group 3


 
CNO Financial Group 4 Continued sales momentum, solid net investment income, strong capital position Quarter in Review Strong Operational Results Disciplined Execution 1 A non-GAAP measure. See the Appendix for a reconciliation to the corresponding GAAP measure.  Operating EPS1 of $0.54  Total NAP up 11%, balanced sales benefiting from diversified distribution and growing agent counts  Strong recruiting and retention driving producing agent count (“PAC”) growth  Consumer Division up 8%  Worksite Division up 32%  Higher new money rates driving continued improvement in investment yield allocated to products; VII improved sequentially  Elevated health claims expected to moderate in 2H23  Capital & liquidity improved from 1Q23 and remain above target levels  High-quality investment portfolio producing stable core returns  Returned $47 million to shareholders  Book value per diluted share excluding AOCI1 was $32.34


 
CNO Financial Group 5 2Q 3Q 4Q FY 1Q 2Q Y/Y New Annualized Premiums 1 Life $51.4 $45.1 $40.8 $193.1 $57.1 $55.6 8.2% Health 37.4 42.2 49.9 164.3 39.5 43.1 15.2% Total Life and Health $88.8 $87.3 $90.7 $357.4 $96.6 $98.7 11.1% Collected Premiums Life $229.2 $226.4 $229.5 $911.8 $234.6 $236.6 3.2% Health 398.4 399.0 402.1 1,608.4 404.9 389.3 -2.3% Total Life and Health $627.6 $625.4 $631.6 $2,520.2 $639.5 $625.9 -0.3% Annuity Collected Premiums $435.0 $370.0 $431.0 $1,604.6 $370.9 $401.8 -7.6% Client Assets in BD and Advisory 2 $2,562.1 $2,453.3 $2,636.7 $2,636.7 $2,610.1 $2,928.1 14.3% Fee Revenue 3 $31.1 $30.6 $67.3 $169.3 $51.3 $29.4 -5.5% 2022 % Change2023 Strong Life and Health NAP results, client assets up on improved market conditions Growth Scorecard (dollars in millions) 1 Measured as 100% of new life and health annualized premiums, except for single premium whole life deposits, which are measured at 10% of annualized premium. 2 Client assets include cash and securities in brokerage, broker/dealer customer account assets custodied directly at fund companies and insurance carriers, and assets under management in advisory accounts. 3 Represents fee revenue from the sales of third-party insurance products; services provided by WBD; fee revenue earned by Optavise (formerly known as DirectPath prior to its name change in April 2022); fees generated by our broker-dealer and registered investment advisor.


 
CNO Financial Group 6 Life and Health NAP benefiting from continued strong productivity and growth in agent counts Consumer Division Update Strong Operational Results Disciplined Execution  Total Life and Health NAP up 9%  Life NAP up 7%, field Life sales up 20%  One-third of field Life sales derived from D2C generated leads  Health NAP up 12%, Medicare Supplement up 29%, Supp Health up 12%  Third highest quarter of annuity sales  Annuity account value up 4%  PAC up 8%, second consecutive quarter of YoY growth  Recruiting up 27%, fourth consecutive quarter of YoY growth  Registered agent1 count up 3%  Agent retention and productivity remain strong  Implemented automated underwriting on Simplified Issue Life products 1 Registered agents are dually licensed as insurance agents and financial representatives who can buy and sell securities for clients, and/or investment advisors who can provide ongoing investment advice for clients.


 
CNO Financial Group 7 Insurance sales back to pre-pandemic levels, fifth consecutive quarter of PAC growth Worksite Division Update  Life and Health NAP up 31%  Strong retention of existing employer customers  Stable employee persistency and premium collection  PAC up 32%, first-year agent counts up 94%  Strong first-year agent productivity up 64%  Agent referral program driving growth in PAC  Results benefiting from new broker relationships  Successful launch of refreshed accident product Strong Operational Results Disciplined Execution


 
CNO Financial Group 8 Favorable impacts from NII allocated to products offset by VII and Health claims Financial Highlights Earnings ResultsSecond Quarter 2023 Net operating income1 $135.1 $62.3 Net operating income excluding significant items1 $117.7 $62.3 Net income $233.3 $73.7 Weighted average shares outstanding (in millions) 117.3 115.6 (dollars in millions, except where noted) 1 A non-GAAP measure. See the Appendix for a reconciliation to the corresponding GAAP measure. $1.15 $0.54 $1.99 $0.64 $1.00 Net operating earnings per share1 Net income (loss) per share 2Q22 2Q23  2Q23 Operating EPS1 excl. significant items of $0.54, vs. $1.00 in 2Q22  Favorable impacts (expected to persist)  Net investment income allocated to products benefiting from:  Higher NMR  Growth in the business  Expense discipline  Offsetting impacts (expected to moderate)  VII above expectations in 2Q22 and below expectations in 2Q23, driven by alternative investments and call/prepayment activity  Elevated health claims in LTC and Med Supp  Favorable LDTI impact on trad life margin in 2Q22  Solid free cash flow generation  Strong capital position  $30 million of share repurchases  Operating ROE1, as adjusted, of 8.0% Excluding significant items


 
CNO Financial Group 9 Margins impacted by elevated Health claims in the current period, which are expected to moderate, and favorable life benefits in the prior period Insurance Product Margin 2Q22 3Q22 4Q22 1Q23 2Q23 Annuity $60.1 $60.1 $54.0 $57.3 $57.1 Fixed indexed annuities $48.4 $48.9 $44.5 $46.5 $47.6 Fixed interest annuities $7.9 $8.2 $7.8 $9.1 $8.7 Other annuities $3.8 $3.0 $1.7 $1.7 $0.8 Health $125.4 $123.3 $122.1 $116.5 $108.2 Supplemental health $56.0 $58.5 $58.4 $63.3 $59.9 Medicare supplement $39.8 $38.7 $37.9 $26.1 $32.3 Long-term care $29.6 $26.1 $25.8 $27.1 $16.0 Life $70.2 $55.7 $57.7 $47.4 $57.9 Interest sensitive life $23.4 $17.6 $22.6 $22.8 $24.1 Traditional life $46.8 $38.1 $35.1 $24.6 $33.8 Total Margin $255.7 $239.1 $233.8 $221.2 $223.2 2Q 2023 Highlights (dollars in millions) Insurance Product Margin Excluding Significant Items1  Annuity margin  Favorable mortality in other annuities in 2Q22  Health margin  LTC – unfavorable claims experience  Med Supp – runoff of legacy block and unfavorable claims experience  Life margin  Trad Life – $10 million favorable LDTI impact in the prior period; advertising expense up 1 Excludes $3.2 million unfavorable annuity unlocking, $18.3 million favorable health unlocking and $14.4 million unfavorable life unlocking in 4Q22. See the Appendix for a reconciliation to the corresponding GAAP measure.


 
CNO Financial Group 10 Improving NII allocated to products due to strong NMR; lower but improved VII trend $64.6 $28.0 $- $50.0 $100.0 $150.0 $200.0 2Q 2022 2Q 2023 Investment Income Not Allocated to Product Lines $- $100.0 $200.0 $300.0 $400.0 2Q 2022 2Q 2023 Total Net Investment Income1 Annuity Health Life Not Allocated $266.1 $- $100.0 $200.0 $300.0 $400.0 2Q 2022 2Q 2023 Investment Income Allocated to Product Lines Annuity Health Life $238.1 Investment Results -8.4%  Average yield on allocated investments of 4.65% vs. 4.54% in 2Q22  Average net insurance liabilities2 up 2.9% YoY 1 Reflects sum of allocated and non-allocated investment income. Refer to pages 15-18 of the financial supplement for more information on the components of net investment income. 2 Net insurance liabilities for the purpose of allocating investment income to product lines are equal to: (i) policyholder account balances for annuity products; (ii) total reserves before the fair value adjustments reflected in accumulated other comprehensive income (loss), if applicable, for all other products; less (iii) amounts related to reinsurance business; (iv) deferred acquisition costs; (v) the present value of future profits; and (vi) the value of unexpired options credited to insurance liabilities. $226.0 $290.6  New money rate of 6.32%, compared to 6.34% in 1Q23  Average book value of invested assets up 3.6% YoY; 4th consecutive quarter of book yield increase  Earned yield of 4.41% vs. 4.22% in 1Q23, and 4.35% in 4Q22  Investment income not allocated to product lines down $37 million  YoY lower alternative and call/prepayment income  Results improved sequentially  Continued favorable FHLB and FABN results (dollars in millions)


 
CNO Financial Group 11 High-quality portfolio performing as expected, continued up-in-quality bias Portfolio Composition $25 Billion of Invested Assets Highlights (Fair Value as of 6/30/2023) General Approach  Positioned for relatively stable performance across credit cycles  Focus on quality - margin against adverse development  Calibrated allocation to risk asset categories – specific boundaries on the amount of high-risk assets we will own  Low impairments through multiple cycles  Embedded asset liability management  Opportunistic investments protect/grow book yield and core earnings power  High degree of liquidity: 60% of portfolio in corporate and government bonds  Up-in-quality positioning over past 12 months  “BBB” allocation reduced by 330 bps in the last 12 months  “A” and better allocation increased by 470 bps in the last 12 months  Strong credit risk profile  Capital efficient: 97% rated NAIC 1 or 2  Portfolio average rating A  Significant credit enhancement in structured products including CMBS  Diversified commercial and residential mortgage allocation. No commercial mortgage loan delinquencies  Alternative investments emphasizing consistent cash flows as a source of return IG Corporates, 45.2% Non-Agency RMBS, 6.8% Commercial Mortgage Loans, 4.8% Residential Mortgage Loans, 2.0% HY Corporates, 2.0% CMBS, 9.6% Municipals, 9.9% ABS, 5.6% Govts/Agency, 2.4% CLO, 3.8% Equities, 0.4% Other, 2.4% Alternatives, 2.4% Policy Loans, 0.5% Cash, 2.3%


 
CNO Financial Group 12 1 The ratio of the combined capital of the insurance companies to the minimum amount of capital appropriate to support the overall business operations, as determined based on the methodology developed by the National Association of Insurance Commissioners. 2 Excluding accumulated other comprehensive income (loss) (a non-GAAP measure). See the Appendix for a reconciliation to the corresponding GAAP measure. Debt to Capital2 Consolidated Risk Based Capital (RBC) Ratio1  Target leverage of 25 - 28%  Debt covenant ceiling of 35%  $311 million in debt capacity to top of target leverage range  Target consolidated RBC ratio of approximately 375%  RBC variability expected in periods of market volatility Holding Company Liquidity  Target minimum holding company liquidity of $150 million  Liquidity backstopped by $250 million undrawn revolver  No outstanding debt maturities until 2025 386% 384% 380% 386% 2021 2022 1Q 2023 2Q 2023 $249 $167 $158 $176 2021 2022 1Q 2023 2Q 2023 25.6% 23.4% 23.6% 23.4% 2021 2022 1Q 2023 2Q 2023 Capital and Liquidity Overview Capital and liquidity remain above target levels (dollars in millions)


 
CNO Financial Group 13 2023 Outlook1 1Excluding significant items. Earnings Free Cash Flow / Excess Capital  EPS range of $2.65 - $2.85  19.0 – 19.4% expense ratio  23.0 – 24.0% effective tax rate  375% consolidated RBC ratio target  Target leverage of 25.0% – 28.0%  $180mm – $200mm of excess cash flow to holdco assuming current capital and reinsurance structure  Bermuda captive discussions ongoing


 
CNO Financial Group 14 Investment Highlights Sustainable growth initiatives in place Favorable demographic tailwinds Exclusive focus on underserved middle market Diverse and integrated "last mile" virtual & in-person model Strong balance sheet and solid free cash flow generation


 
CNO Financial Group 15 Questions and Answers


 
CNO Financial Group 16  Agent pilots, technology- driven customer experience enhancements  Hybrid distribution  Worksite B2B marketing, lead generation  Share repurchases: $30 million in 2Q23  Dividends: $17 million in 2Q23  Highly selective M&A  CNO Ventures; strategic minority investments largely in InsurTech  LTC reinsurance (2018), Web Benefits Design (2019), DirectPath (2021) Opportunistic transactions Return capital to shareholders Organic investments to sustain and grow the core businesses Disciplined and opportunistic approach to maximize shareholder value Excess Capital Allocation Strategy


 
CNO Financial Group 17 Cash Flow Profile 1 A non-GAAP measure. See the Appendix for a reconciliation to the corresponding GAAP measure. 2 Cash flows exclude acquisitions, dividend payments, stock repurchases, and financing transactions. (dollars in millions) 2Q22 2Q23 2Q22 2Q23 Net Operating Income1 135.1$ 62.3$ 410.8$ 281.7$ Holding Company Cash Flows: Dividends from Subsidiaries 31.7$ 59.0$ 260.7$ 148.6$ Management Fees 29.0 29.6 120.7 121.6 Surplus Debenture Interest 12.1 16.6 55.4 67.2 Earnings on Corporate Investments 1.5 3.3 6.8 13.7 Other 9.4 12.5 (2.4) 3.7 Holding Company Sources of Cash2 83.7 121.0 441.2 354.8 Holding Company Expenses and Other (30.3) (11.6) (94.9) (98.0) Tax Payments - (15.3) (36.4) (29.9) Interest Payments (28.3) (28.3) (60.8) (60.8) Excess Cash Flow to Holding Company2 25.1 65.8 249.1 166.1 Share Repurchases (60.0) (29.7) (380.0) (64.2) Dividend Payments to Stockholders (16.5) (17.5) (64.6) (66.7) Net Change in Holding Company Cash and Investments (51.4) 18.6 (195.5) 35.2 Cash and Investments, Beginning of Period 192.3 157.5 336.4 140.9 Cash and Investments, End of Period 140.9$ 176.1$ 140.9$ 176.1$ Trailing Twelve MonthsFor the Quarter


 
CNO Financial Group 18 Appendix 1: Quarter in Review Strong Operational Performance  Broker-Dealer/Registered Investment Advisor Slide 19  Exclusive Agent Counts Slide 20 Building on Strong Track Record of Execution  New Money Rate Walk Slide 21  New Money Summary Slide 22  Commercial Mortgage Loans Slide 23  Commercial Mortgage-Backed Securities Slide 24  Long-Term Care Insurance Slide 25  Tax Asset Summary Slide 26


 
CNO Financial Group 19 Account values up 14% YoY; $2.9 billion in client assets Broker-Dealer/Registered Investment Advisor 1 Client assets include cash and securities in brokerage, broker/dealer customer account assets custodied directly at fund companies and insurance carriers, and assets under management in advisory accounts. Prior periods have been restated to conform with current presentation. Bankers Life is the marketing brand of various affiliated companies of CNO Financial Group including, Bankers Life and Casualty Company, Bankers Life Securities, Inc., and Bankers Life Advisory Services, Inc. Non-affiliated insurance products are offered through Bankers Life General Agency, Inc. (dba BL General Insurance Agency, Inc., AK, AL, CA, NV, PA). Agents who are financial advisors are registered with Bankers Life Securities, Inc. Securities and variable annuity products and services are offered by Bankers Life Securities, Inc. Member FINRA/SIPC, (dba BL Securities, Inc., AL, GA, IA, IL, MI, NV, PA). Advisory products and services are offered by Bankers Life Advisory Services, Inc. SEC Registered Investment Adviser (dba BL Advisory Services, Inc., AL, GA, IA, MT, NV, PA). Home Office: 111 East Wacker Drive, Suite 1900, Chicago, IL 60601 (dollars in millions) 2Q 3Q 4Q 1Q 2Q Net New Client Assets in Brokerage (10.5)$ (17.9)$ (9.2)$ 7.9$ (4.2)$ Brokerage and Advisory1 Advisory 24.2 32.9 31.8 54.2 41.8 Total 13.7$ 15.0$ 22.6$ 62.1$ 37.6$ Client Assets in Brokerage and Brokerage 1,492.2$ 1,412.8$ 1,495.5$ 1,563.5$ 1,626.1$ Advisory1 at end of period Advisory 1,069.9 1,040.5 1,141.2 1,046.6 1,302.0 Total 2,562.1$ 2,453.3$ 2,636.7$ 2,610.1$ 2,928.1$ 2022 2023


 
CNO Financial Group 20 PAC growth across both divisions a result of successful recruiting strategies and a softening labor market Exclusive Agent Counts 1 Producing agents represent the monthly average of exclusive agents that have submitted at least one policy in the month. 2 Registered agents are dually licensed as insurance agents and financial representatives who can buy and sell securities for clients, and/or investment advisors who can provide ongoing investment advice for clients. 3 Agent and representative counts represent the average of the last 3 months. % Change % Change Consumer 2Q 3Q 4Q 1Q 2Q vs. 1Q23 vs. 2Q22 Producing Field Agents1,3 3,968 3,913 3,882 3,985 4,279 7.4% 7.8% Registered Agents2,3 676 688 695 695 695 0.0% 2.8% Worksite Producing Field Agents1,3 234 258 275 288 310 7.6% 32.5% 2022 2023


 
CNO Financial Group 21 Flat NMR reflects peaking interest rates New Money Rate Walk


 
CNO Financial Group 22 Strategically harvesting rising market yields, in the context of up-in-quality strategy New Money Summary 2Q General Account New Money Purchases $ % GAAP YTM Duration RMBS 141.7 24.0 5.63% 5.34 ABS 81.5 13.8 7.11% 3.75 Municipals 78.9 13.4 5.51% 12.02 Residential Mortgage Loans 72.3 12.2 7.00% 7.00 IG Corp AAA-A 56.5 9.6 6.14% 6.05 IG Corp BBB 56.2 9.5 6.09% 8.05 EM 38.4 6.5 5.57% 9.07 CMBS 33.8 5.7 6.05% 3.63 Commercial Real Estate 29.5 5.0 9.93% 9.93 Direct Investment 1.5 0.3 6.80% 7.54 Total 590.2 100% 6.32% 6.92 RMBS, 12.0% ABS, 6.9% Municipals, 6.7% Residential Mortgage Loans, 6.1% IG Corp AAA-A, 4.8% IG Corp BBB, 4.8% EM, 3.3% CMBS, 2.9% Commercial Real Estate, 2.5% Direct Investment, 0.1%


 
CNO Financial Group 23 Commercial Mortgage Loans Our CRE loan portfolio emphasizes lower risk sectors Our CRE loan portfolio is conservatively margined with cushion for adverse development % o f T ot al A U M LTV Borrowers are substantially all stabilized properties DSCR Our CRE loan portfolio is not significantly exposed to 2023 and 2024 maturity default risk $0 $10 $20 $30 $40 $50 $60 2023 2024 2025 2026 M at ur iti es (dollars in millions) AA, $18.5 A, $49.1 BBB, $9.0 BB, $27.5 B, $13.2 42.8% 21.2% 26.7% 7.7% 1.7% 0.0% 0.0% 10.0% 20.0% 30.0% 40.0% 50.0% < 40% 40% - 50% 50% - 60% 60% - 70% 70% - 75% >75% 44.4% 23.5% 20.8% 11.0% 0.4% 0.0% 0.0% 10.0% 20.0% 30.0% 40.0% 50.0% > 2.00x 1.70x - 2.00x 1.40x - 1.70x 1.15x - 1.40x 1.0x - 1.15x < 1.00x Property Type LTV Avg (%) Apartment 49.8 Industrial 37.3 Mixed Use 36.3 Off ice 50.1 Other 29.7 Retail 42.0


 
CNO Financial Group 24 11% 17% 22% 50% <10 10-15 15-30 >30 CNO Index Multifamily Office Other Industrial Retail Hotel $4.4 $5.4 $6.1 $8.6 $12.3 $14.7 $17.2 $21.5 Source: NAIC Loss Scenario Commercial Mortgage-Backed Securities Our CMBS investments have significant structural cushion for collateral losses Our holdings have limited loss content in severe scenarios Change in CRE Values – NAIC Scenarios BearBull 10% 6% -1% -10% -19% -24% -29% -40% Estimated Life of Portfolio CNO Principal Loss Our CMBS allocation is tilted toward lower risk property types 11% 28% 25% 19% 11% 11% 28% 16% 7% 22% 16% 6% Our CMBS allocation is highly rated - 91% AAA/AA/A categories 89% of our CMBS investments are considered ‘no-loss’ in 2022 NAIC scenario testing Market consistent estimates of collateral losses range from lows of 4% to highs of 8%. 2023 Fed stress test CRE loss rate of 9%. % L os s A bs or bi ng S ub or di na tio n in S tr uc tu re (dollars in millions) AAA $2,020.2 AA+ $83.9 AA $36.2 AA- $171.3 A+ $77.9 A $81.8 A- $83.5 BBB+ $37.8 BBB $40.6 BBB- $23.6 BB+ $43.6 BB $1.8


 
CNO Financial Group 25 New sales (~$25 million annually) focused on short duration products  98% of new sales for policies with 2 years or less in benefits  Average benefit period of 11 months  New business 25% reinsured since 2008 Reserve assumptions informed by historical experience  No morbidity improvement  No mortality improvement  Minimal future rate increases Favorable economic profile  Total LTC is just 13.1% of overall CNO insurance liabilities  Downside risk significantly reduced after 2018 reinsurance transaction  Average maximum benefit at issuance is $161 per day for inforce block Block Highlights  Less than 25% of policies have inflation benefits  2.4% of policies have lifetime benefits and the average non-lifetime benefit period is ~1.5 years  Average attained age is 74.7 years Long-Term Care Insurance Highly differentiated inforce block; prudently managed


 
CNO Financial Group 26 Non-Life NOLs $124 DTAs related to tax strategy $235 Value of NOLs and deferred tax assets (DTAs) related to tax strategy Details  Total estimated economic value of tax assets related to our NOLs and tax strategy of approximately $216 million @ 10% discount rate ($1.88 on a per share basis).  Life NOLs have been fully utilized. Non- life NOLs are expected to offset 100% of non-life taxable income and 35% of life taxable income through 2023. $359 (dollars in millions) $359 million/$3.11 per diluted share value of NOLs and DTAs related to tax strategy Tax Asset Summary as of June 30, 2023


 
CNO Financial Group 27 Appendix 2: Financial Exhibits Non-GAAP Financial Measures Slides 28 - 43


 
CNO Financial Group 28 Insurance product margin Annuity 50.8$ 3.2$ (1) 54.0$ Health 140.4 (18.3) (1) 122.1 Life 43.3 14.4 (1) 57.7 Total insurance product margin 234.5 (0.7) 233.8 Allocated expenses (149.1) - (149.1) Income from insurance products 85.4 (0.7) 84.7 Fee income 9.2 - 9.2 Investment income not allocated to product lines 25.2 - 25.2 Expenses not allocated to product lines (12.8) (12.8) Operating earnings before taxes 107.0 (0.7) 106.3 Income tax expense on operating income (24.1) 0.2 (23.9) Net operating income (2) 82.9$ (0.5)$ 82.4 Net operating income per diluted share (2) 0.71$ -$ 0.71$ Three months ended December 31, 2022 Actual results Significant items Excluding significant items (dollars in millions, except per-share amounts) (1) Adjustments arising from our comprehensive annual actuarial review of assumptions. (2) A non-GAAP measure. See pages 32 and 34 for a reconciliation to the corresponding GAAP measure. The table below summarizes the financial impact of significant items on our 4Q22 net operating income. Management believes that identifying the impact of these items enhances the understanding of our operating results. 4Q22 Significant Items


 
CNO Financial Group 29 Insurance product margin Annuity 60.1$ -$ 60.1$ Health 125.4 - 125.4 Life 70.2 - 70.2 Total insurance product margin 255.7 - 255.7 Allocated expenses (152.2) - (152.2) Income from insurance products 103.5 - 103.5 Fee income 3.2 - 3.2 Investment income not allocated to product lines 64.6 - 64.6 Expenses not allocated to product lines 2.9 (22.5) (1) (19.6) Operating earnings before taxes 174.2 (22.5) 151.7 Income tax (expense) benefit on operating income (39.1) 5.1 (34.0) Net operating income (2) 135.1$ (17.4)$ 117.7 Net operating income per diluted share (2) 1.15$ (0.15)$ 1.00$ Three months ended June 30, 2022 Actual results Significant items Excluding significant items (dollars in millions, except per-share amounts) (1) Comprised of an experience refund of $22.5 million related to a reinsurance agreement. (2) A non-GAAP measure. See pages 32 and 34 for a reconciliation to the corresponding GAAP measure. The table below summarizes the financial impact of significant items on our 2Q22 net operating income. Management believes that identifying the impact of these items enhances the understanding of our operating results. 2Q22 Significant Items


 
CNO Financial Group 30 Insurance product margin Annuity 65.6$ 0.7$ (1) 66.3$ Health 126.2 (7.1) (1) 119.1 Life 53.4 3.4 (1) 56.8 Total insurance product margin 245.2 (3.0) 242.2 Allocated expenses (143.3) - (143.3) Income from insurance products 101.9 (3.0) 98.9 Fee income 2.9 - 2.9 Investment income not allocated to product lines 44.4 - 44.4 Expenses not allocated to product lines (17.4) - (17.4) Operating earnings before taxes 131.8 (3.0) 128.8 Income tax (expense) benefit on operating income (28.7) 0.7 (28.0) Net operating income (2) 103.1$ (2.3)$ 100.8 Net operating income per diluted share (2) 0.83$ (0.02)$ 0.81$ Three months ended December 31, 2021 Actual results Significant items Excluding significant items (dollars in millions, except per-share amounts) (1) Adjustments arising from our comprehensive annual actuarial review of assumptions. (2) A non-GAAP measure. See pages 32 and 34 for a reconciliation to the corresponding GAAP measure. The table below summarizes the financial impact of significant items on our 4Q21 net operating income. Management believes that identifying the impact of these items enhances the understanding of our operating results. 4Q21 Significant Items


 
CNO Financial Group 31 Insurance product margin Annuity 58.5$ -$ 58.5$ Health 122.8 - 122.8 Life 60.8 - 60.8 Total insurance product margin 242.1 - 242.1 Allocated expenses (140.5) - (140.5) Income from insurance products 101.6 - 101.6 Fee income 2.6 - 2.6 Investment income not allocated to product lines 51.9 - 51.9 Expenses not allocated to product lines (17.3) 3.0 (1) (14.3) Operating earnings before taxes 138.8 3.0 141.8 Income tax expense on operating income (30.7) (0.7) (31.4) Net operating income (2) 108.1$ 2.3$ 110.4 Net operating income per diluted share (2) 0.84$ 0.02$ 0.86$ Three months ended September 30, 2021 Actual results Significant items Excluding significant items (1) Comprised of $3.0 million from legal and regulatory matters. (2) A non-GAAP measure. See pages 32 and 34 for a reconciliation to the corresponding GAAP measure. The table below summarizes the financial impact of significant items on our 3Q21 net operating income. Management believes that identifying the impact of these items enhances the understanding of our operating results. 3Q21 Significant Items (dollars in millions, except per-share amounts)


 
CNO Financial Group 32 (dollars in millions) * Management believes that an analysis of Net income applicable to common stock before: (i) net realized investment gains or losses from sales, impairments and the change in allowance for credit losses, net of taxes; (ii) net change in market value of investments recognized in earnings, net of taxes; (iii) changes in fair value of embedded derivative liabilities and market risk benefits related to our fixed indexed annuities, net of taxes; (iv) fair value changes related to the agent deferred compensation plan, net of taxes; (v) loss on extinguishment of debt, net of taxes; (vi) changes in the valuation allowance for deferred tax assets and other tax items; and (vii) other non-operating items consisting primarily of earnings attributable to variable interest entities, net of taxes ("Net operating income," a non-GAAP financial measure) is important to evaluate the financial performance of the company, and is a key measure commonly used in the life insurance industry. Management uses this measure to evaluate performance because the items excluded from net operating income can be affected by events that are unrelated to the company's underlying fundamentals. A reconciliation of Net operating income to Net income applicable to common stock is provided in the above table. Quarterly Earnings 2Q22 3Q22 4Q22 1Q23 2Q23 Insurance product margin Annuity 60.1$ 60.1$ 50.8$ 57.3$ 57.1$ Health 125.4 123.3 140.4 116.5 108.2 Life 70.2 55.7 43.3 47.4 57.9 Total insurance product margin 255.7 239.1 234.5 221.2 223.2 Allocated expenses (152.2) (150.5) (149.1) (157.5) (149.5) Income from insurance products 103.5 88.6 85.4 63.7 73.7 Fee income 3.2 1.4 9.2 15.5 0.6 Investment income not allocated to product lines 64.6 27.1 25.2 15.5 28.0 Expenses not allocated to product lines 2.9 (16.1) (12.8) (18.3) (21.1) Operating earnings before taxes 174.2 101.0 107.0 76.4 81.2 Income tax expense on operating income (39.1) (23.1) (24.1) (17.8) (18.9) Net operating income* 135.1 77.9 82.9 58.6 62.3 Net realized investment gains (losses) from sales, impairments and change in allowance for credit losses (27.1) (0.7) (27.2) (12.7) (31.3) Net change in market value of investments recognized in earnings (21.7) (17.0) (9.0) (1.9) (4.0) Changes in fair value of embedded derivative liabilities and market risk benefits 160.6 130.6 (16.4) (65.1) 50.4 Fair value changes related to agent deferred compensation plan 14.0 12.0 0.2 - - Other (0.2) 2.0 (6.1) 2.3 (0.2) Non-operating income (loss) before taxes 125.6 126.9 (58.5) (77.4) 14.9 Income tax (expense) benefit on non-operating income (loss) (27.4) (28.9) 13.6 18.0 (3.5) Net non-operating income (loss) 98.2 98.0 (44.9) (59.4) 11.4 Net income (loss) 233.3$ 175.9$ 38.0$ (0.8)$ 73.7$


 
CNO Financial Group 33 Information Related to Certain Non-GAAP Financial Measures The following provides additional information regarding certain non-GAAP measures used in this presentation. A non-GAAP measure is a numerical measure of a company’s performance, financial position, or cash flows that excludes or includes amounts that are normally excluded or included in the most directly comparable measure calculated and presented in accordance with GAAP. While management believes these measures are useful to enhance understanding and comparability of our financial results, these non-GAAP measures should not be considered as substitutes for the most directly comparable GAAP measures. Additional information concerning non-GAAP measures is included in our periodic filings with the Securities and Exchange Commission that are available in the “Investors – SEC Filings” section of CNO’s website, www.CNOinc.com. Operating earnings measures Management believes that an analysis of net income applicable to common stock before net realized investment gains or losses from sales, impairments and change in allowance for credit losses, net change in market value of investments recognized in earnings, changes in fair value of embedded derivative liabilities and market risk benefits related to our fixed indexed annuities, fair value changes related to the agent deferred compensation plan, loss on extinguishment of debt, changes in the valuation allowance for deferred tax assets and other tax items and other non-operating items consisting primarily of earnings attributable to variable interest entities (“net operating income,” a non- GAAP financial measure) is important to evaluate the financial performance of the Company and is a key measure commonly used in the life insurance industry. Management uses this measure to evaluate performance because the items excluded from net operating income can be affected by events that are unrelated to the Company’s underlying fundamentals.


 
CNO Financial Group 34 A reconciliation of net income applicable to common stock to net operating income (and related per-share amounts) is as follows: (dollars in millions, except per-share amounts) Information Related to Certain Non-GAAP Financial Measures 2Q22 3Q22 4Q22 1Q23 2Q23 Net income (loss) applicable to common stock 233.3$ 175.9$ 38.0$ (0.8)$ 73.7$ Non-operating items: Net realized investment (gains) losses from sales and impairments 27.1 0.7 27.2 12.7 31.3 Net change in market value of investments recognized in earnings 21.7 17.0 9.0 1.9 4.0 Changes in fair value of embedded derivative liabilities and market risk benefits (160.6) (130.6) 16.4 65.1 (50.4) Fair value changes related to the agent deferred compensation plan (14.0) (12.0) (0.2) - - Other 0.2 (2.0) 6.1 (2.3) 0.2 Non-operating (income) loss before taxes (125.6) (126.9) 58.5 77.4 (14.9) Income tax expense (benefit) on non-operating income 27.4 28.9 (13.6) (18.0) 3.5 Net non-operating (income) loss (98.2) (98.0) 44.9 59.4 (11.4) Net operating income (a non-GAAP financial measure) 135.1$ 77.9$ 82.9$ 58.6$ 62.3$ Per diluted share: Net income (loss) 1.99$ 1.52$ 0.33$ (0.01)$ 0.64$ Net realized investment (gains) losses from sales and impairments (net of taxes) 0.18 - 0.18 0.09 0.21 Net change in market value of investments recognized in earnings (net of taxes) 0.14 0.11 0.06 0.01 0.02 Changes in fair value of embedded derivative liabilities and market risk benefits (net of taxes) (1.07) (0.87) 0.10 0.44 (0.33) Fair value changes related to the agent deferred compensation plan (net of taxes) (0.09) (0.08) - - - Other - (0.01) 0.04 (0.02) - Net operating income (a non-GAAP financial measure) 1.15$ 0.67$ 0.71$ 0.51$ 0.54$


 
CNO Financial Group 35 A reconciliation of operating income and shares used to calculate basic and diluted operating earnings per share is as follows: (dollars in millions, except per-share amounts, and shares in thousands) Information Related to Certain Non-GAAP Financial Measures 2Q22 3Q22 4Q22 1Q23 2Q23 Operating income 135.1$ 77.9$ 82.9$ 58.6$ 62.3$ Weighted average shares outstanding for basic earnings per share 115,533 114,354 114,422 114,545 114,273 Effect of dilutive securities on weighted average shares: Stock options, restricted stock and performance units 1,753 1,574 2,231 - 1,377 Weighted average shares outstanding for diluted earnings per share 117,286 115,928 116,653 114,545 115,650 Net operating income per diluted share 1.15$ 0.67$ 0.71$ 0.51$ 0.54$ (a) (a) Equivalent common shares of 2,182.5 were not included in the diluted weighted average shares outstanding due to the net loss recognized in 1Q23.


 
CNO Financial Group 36 Book value per diluted share Book value per diluted share reflects the potential dilution that could occur if outstanding stock options were exercised, restricted stock and performance units were vested, and convertible securities were converted. The dilution from options, restricted shares and performance units is calculated using the treasury stock method. Under this method, we assume the proceeds from the exercise of the options (or the unrecognized compensation expense with respect to restricted stock and performance units) will be used to purchase shares of our common stock at the closing market price on the last day of the period. In addition, the calculation of this non-GAAP measure differs from the corresponding GAAP measure because accumulated other comprehensive income (loss) has been excluded from the value of capital used to determine this measure. Management believes this non-GAAP measure is useful because it removes the volatility that arises from changes in the unrealized appreciation (depreciation) of our investments. A reconciliation from book value per share to book value per diluted share, excluding accumulated other comprehensive income (loss) is as follows: (dollars in millions, except per-share amounts) Information Related to Certain Non-GAAP Financial Measures 2Q22 3Q22 4Q22 1Q23 2Q23 Total shareholders' equity 2,127.9$ 1,863.4$ 1,768.8$ 2,031.8$ 1,995.8$ Shares outstanding for the period 114,795,328 114,367,345 114,343,070 114,905,172 113,673,882 Book value per share 18.54$ 16.29$ 15.47$ 17.68$ 17.56$ Total shareholders' equity 2,127.9$ 1,863.4$ 1,768.8$ 2,031.8$ 1,995.8$ Accumulated other comprehensive loss (1,415.8) (1,837.8) (1,957.3) (1,664.4) (1,733.5) Adjusted shareholders' equity excluding AOCI 3,543.7$ 3,701.2$ 3,726.1$ 3,696.2$ 3,729.3$ Shares outstanding for the period 114,795,328 114,367,345 114,343,070 114,905,172 113,673,882 Dilutive common stock equivalents related to: Stock options, restricted stock and performance units 1,407,756 1,603,295 2,499,071 1,270,836 1,629,412 Diluted shares outstanding 116,203,084 115,970,640 116,842,141 116,176,008 115,303,294 Book value per diluted share (a non-GAAP measure) 30.50$ 31.91$ 31.89$ 31.82$ 32.34$


 
CNO Financial Group 37 Operating return measures Management believes that an analysis of net income applicable to common stock before net realized investment gains or losses from sales, impairments and change in allowance for credit losses, net change in market value of investments recognized in earnings, changes in fair value of embedded derivative liabilities and market risk benefits related to our fixed indexed annuities, fair value changes related to the agent deferred compensation plan, loss on extinguishment of debt, changes in the valuation allowance for deferred tax assets and other tax items, loss on extinguishment of debt and other non-operating items consisting primarily of earnings attributable to variable interest entities (“net operating income,” a non- GAAP financial measure) is important to evaluate the financial performance of the Company and is a key measure commonly used in the life insurance industry. Management uses this measure to evaluate performance because the items excluded from net operating income can be affected by events that are unrelated to the Company’s underlying fundamentals. Management also believes that an operating return, excluding significant items, is important as the impact of these items enhances the understanding of our operating results. This non-GAAP financial measure also differs from return on equity because accumulated other comprehensive income (loss) has been excluded from the value of equity used to determine this ratio. Management believes this non-GAAP financial measure is useful because it removes the volatility that arises from changes in accumulated other comprehensive income (loss). Such volatility is often caused by changes in the estimated fair value of our investment portfolio resulting from changes in general market interest rates rather than the business decisions made by management. In addition, our equity includes the value of significant net operating loss carryforwards (included in income tax assets). In accordance with GAAP, these assets are not discounted, and accordingly will not provide a return to shareholders (until after it is realized as a reduction to taxes that would otherwise be paid). Management believes that excluding this value from the equity component of this measure enhances the understanding of the effect these non-discounted assets have on operating returns and the comparability of these measures from period-to-period. Operating return measures are used in measuring the performance of our business units and are used as a basis for incentive compensation. Information Related to Certain Non-GAAP Financial Measures


 
CNO Financial Group 38 The calculations of: (i) operating return on equity, excluding accumulated other comprehensive income (loss) and net operating loss carryforwards (a non-GAAP financial measure); (ii) operating return, excluding significant item, on equity, excluding accumulated other comprehensive income (loss) and net operating loss carryforwards (a non-GAAP financial measure); and (iii) return on equity are as follows: (dollars in millions) (Continued on next page) Information Related to Certain Non-GAAP Financial Measures 2Q22 3Q22 4Q22 1Q23 2Q23 Operating income 410.8$ 380.6$ 360.4$ 354.5$ 281.7$ Operating income, excluding significant items 393.4$ 360.9$ 342.5$ 336.6$ 281.2$ Net income 677.3$ 749.8$ 630.6$ 446.4$ 286.8$ Average common equity, excluding accumulated other comprehensive income (loss) and net operating loss carryforwards (a non-GAAP financial measure) 3,090.3$ 3,197.5$ 3,323.3$ 3,434.8$ 3,519.3$ Average common shareholders' equity 3,239.8$ 2,840.4$ 2,384.1$ 2,046.3$ 1,931.5$ Operating return on equity, excluding accumulated other comprehensive income (loss) and net operating loss carryforwards (a non-GAAP financial measure) 13.3% 11.9% 10.8% 10.3% 8.0% Operating return, excluding significant items, on equity, excluding accumulated other comprehensive income (loss) and net operating loss carryforwards (a non-GAAP financial measure) 12.7% 11.3% 10.3% 9.8% 8.0% Return on equity 20.9% 26.4% 26.5% 21.8% 14.8% Twelve Months Ended


 
CNO Financial Group 39 The following summarizes: (i) operating earnings; (ii) significant items; (iii) operating earnings, excluding significant items; and (iv) net income (loss): (dollars in millions) (a) The significant items have been discussed in prior press releases. (Continued on next page) Information Related to Certain Non-GAAP Financial Measures Net operating income Significant items (a) Net operating income, excluding significant items Net operating income, excluding significant items - trailing four quarters Net income (loss) Net income - trailing four quarters 3Q21 108.1$ 2.3$ 110.4$ NA 103.4$ NA 4Q21 103.1 (2.3) 100.8 410.0$ 157.2 570.3$ 1Q22 64.5 - 64.5 373.2 183.4 491.7 2Q22 135.1 (17.4) 117.7 393.4 233.3 677.3 3Q22 77.9 - 77.9 360.9 175.9 749.8 4Q22 82.9 (0.5) 82.4 342.5 38.0 630.6 1Q23 58.6 - 58.6 336.6 (0.8) 446.4 2Q23 62.3 - 62.3 281.2 73.7 286.8


 
CNO Financial Group 40 The calculations of: (i) operating return on equity, excluding accumulated other comprehensive income (loss) and net operating loss carryforwards (a non-GAAP financial measure); (ii) operating return, excluding significant item, on equity, excluding accumulated other comprehensive income (loss) and net operating loss carryforwards (a non-GAAP financial measure); and (iii) return on equity are as follows: (dollars in millions) (Continued on next page) Information Related to Certain Non-GAAP Financial Measures 2Q22 3Q22 4Q22 1Q23 2Q23 Pre-tax operating earnings (a non-GAAP financial measure) 529.3$ 491.5$ 466.7$ 458.6$ 365.6$ Income tax expense (118.5) (110.9) (106.3) (104.1) (83.9) Operating return 410.8 380.6 360.4 354.5 281.7 Non-operating items: Net realized investment gains (losses) from sales and impairments (27.0) (30.0) (62.2) (67.7) (71.9) Net change in market value of investments recognized in earnings (63.9) (76.3) (73.2) (49.6) (31.9) Changes in fair value of embedded derivative liabilities and market risk benefits 400.6 535.3 440.2 209.7 99.5 Fair value changes and amendment related to the agent deferred compensation plan 32.4 44.4 48.9 26.2 12.2 Other 2.3 4.1 (3.9) (2.0) (2.0) Non-operating income before taxes 344.4 477.5 349.8 116.6 5.9 Income tax expense on non-operating income (77.9) (108.3) (79.6) (24.7) (0.8) Net non-operating income 266.5 369.2 270.2 91.9 5.1 Net income 677.3$ 749.8$ 630.6$ 446.4$ 286.8$ Twelve Months Ended


 
CNO Financial Group 41 A reconciliation of consolidated capital, excluding accumulated other comprehensive income (loss) and net operating loss carryforwards (a non-GAAP financial measure) to common shareholders’ equity, is as follows: (dollars in millions) Information Related to Certain Non-GAAP Financial Measures 1Q21 2Q21 3Q21 4Q21 Consolidated capital, excluding accumulated other comprehensive income (loss) and net operating loss carryforwards (a non-GAAP financial measure) 3,003.2$ 2,989.0$ 2,993.3$ 3,067.3$ Net operating loss carryforwards 323.1 292.9 266.9 243.7 Accumulated other comprehensive income 73.1 306.7 337.5 373.7 Common shareholders' equity 3,399.4$ 3,588.6$ 3,597.7$ 3,684.7$ 1Q22 2Q22 3Q22 4Q22 Consolidated capital, excluding accumulated other comprehensive income (loss) and net operating loss carryforwards (a non-GAAP financial measure) 3,141.7$ 3,329.0$ 3,510.3$ 3,557.1$ Net operating loss carryforwards 238.2 214.7 190.9 169.0 Accumulated other comprehensive loss (561.5) (1,415.8) (1,837.8) (1,957.3) Common shareholders' equity 2,818.4$ 2,127.9$ 1,863.4$ 1,768.8$ 1Q23 2Q23 Consolidated capital, excluding accumulated other comprehensive income (loss) and net operating loss carryforwards (a non-GAAP financial measure) 3,543.8$ 3,603.0$ Net operating loss carryforwards 152.4 126.3 Accumulated other comprehensive loss (1,664.4) (1,733.5) Common shareholders' equity 2,031.8$ 1,995.8$


 
CNO Financial Group 42 A reconciliation of consolidated capital, excluding accumulated other comprehensive income (loss) and net operating loss carryforwards (a non-GAAP financial measure) to common shareholders’ equity, is as follows: (dollars in millions) Information Related to Certain Non-GAAP Financial Measures 2Q22 3Q22 4Q22 1Q23 2Q23 Consolidated capital, excluding accumulated other comprehensive income (loss) and net operating loss carryforwards (a non-GAAP financial measure) 3,090.3$ 3,197.4$ 3,323.3$ 3,434.8$ 3,519.3$ Net operating loss carryforwards 250.7 231.4 212.5 192.5 170.7 Accumulated other comprehensive income (loss) (101.2) (588.4) (1,151.7) (1,581.0) (1,758.5) Common shareholders' equity 3,239.8$ 2,840.4$ 2,384.1$ 2,046.3$ 1,931.5$ Trailing Four Quarter Average


 
CNO Financial Group 43 Debt to capital ratio, excluding accumulated other comprehensive income (loss) The debt to capital ratio, excluding accumulated other comprehensive income (loss), differs from the debt to capital ratio because accumulated other comprehensive income (loss) has been excluded from the value of capital used to determine this measure. Management believes this non-GAAP financial measure is useful because it removes the volatility that arises from changes in accumulated other comprehensive income (loss). Such volatility is often caused by changes in the estimated fair value of our investment portfolio resulting from changes in general market interest rates rather than the business decisions made by management. A reconciliation of these ratios is as follows: (dollars in millions) Information Related to Certain Non-GAAP Financial Measures 2021 2022 1Q23 2Q23 Corporate notes payable 1,137.3$ 1,138.8$ 1,139.2$ 1,139.7$ Total shareholders' equity 3,684.7 1,768.8 2,031.8 1,995.8 Total capital 4,822.0$ 2,907.6$ 3,171.0$ 3,135.5$ Corporate debt to capital 23.6% 39.2% 35.9% 36.3% Corporate notes payable 1,137.3$ 1,138.8$ 1,139.2$ 1,139.7$ Total shareholders' equity 3,684.7 1,768.8 2,031.8 1,995.8 Less accumulated other comprehensive (income) loss (373.7) 1,957.3 1,664.4 1,733.5 Total capital 4,448.3$ 4,864.9$ 4,835.4$ 4,869.0$ Debt to total capital ratio, excluding AOCI (a non-GAAP financial measure) 25.6% 23.4% 23.6% 23.4%