investor presentation - lfg presentation.pdf · presentation september 9, 2020 ©2020 lincoln...
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1©2020 Lincoln National Corporation©2020 Lincoln National Corporation
This document may not be accurate after its date, and LNC does not undertake to update or keep it accurate after such date.
Chris Giovanni
SVP, Corporate [email protected]
Investor presentationNovember 17, 2020
2©2020 Lincoln National Corporation
Forward looking statements – cautionary languageCertain statements made in this presentation and in other written or oral statements made by Lincoln or on Lincoln's behalf are "forward-looking statements" within the meaning of the Private Securities Litigation Reform Act of 1995 (“PSLRA”). A forward-looking statement is a statement that is not a historical fact and, without limitation, includes any statement that may predict, forecast, indicate or imply future results, performance or achievements. Forward-looking statements may contain words like: "anticipate," "believe," "estimate," "expect," "project," "shall," "will," and other words or phrases with similar meaning in connection with a discussion of future operating or financial performance. In particular, these include statements relating to future actions, trends in Lincoln's businesses, prospective services or products, future performance or financial results, and the outcome of contingencies, such as legal proceedings. Lincoln claims the protection afforded by the safe harbor for forward-looking statements provided by the PSLRA.
Forward-looking statements are subject to risks and uncertainties. Actual results could differ materially from those expressed in or implied by such forward-looking statements due to a variety of factors, including:
• The continuation of the COVID-19 pandemic, or future outbreaks of COVID-19, and uncertainty surrounding the length and severity of future impacts on the global economy and on our business, results of operations and financial condition;
• Further deterioration in general economic and business conditions that may affect account values, investment results, guaranteed benefit liabilities, premium levels and claims experience;• Adverse global capital and credit market conditions could affect our ability to raise capital, if necessary, and may cause us to realize impairments on investments and certain intangible assets,
including goodwill and the valuation allowance against deferred tax assets, which may reduce future earnings and/or affect our financial condition and ability to raise additional capital or refinance existing debt as it matures;
• Because of our holding company structure, the inability of our subsidiaries to pay dividends to the holding company in sufficient amounts could harm the holding company’s ability to meet its obligations;
• Legislative, regulatory or tax changes, both domestic and foreign, that affect: the cost of, or demand for, our subsidiaries' products; the required amount of reserves and/or surplus; our ability to conduct business and our captive reinsurance arrangements as well as restrictions on the payment of revenue sharing and 12b-1 distribution fees; the impact of U.S. federal tax reform legislation on our business, earnings and capital; and the impact of any “best interest” standards of care adopted by the Securities and Exchange Commission (“SEC”) or other regulations adopted by federal or state regulators or self-regulatory organizations relating to the standard of care owed by investment advisers and/or broker dealers;
• Actions taken by reinsurers to raise rates on in-force business;• Further declines in or sustained low interest rates causing a reduction in investment income, the interest margins of our businesses, estimated gross profits and demand for our products;• Rapidly increasing interest rates causing contract holders to surrender life insurance and annuity policies, thereby causing realized investment losses, and reduced hedge performance related to
variable annuities; • Uncertainty about the effect of continuing promulgation and implementation of rules and regulations under the Dodd-Frank Wall Street Reform and Consumer Protection Act on us, the economy
and the financial services sector in particular; • The initiation of legal or regulatory proceedings against us, and the outcome of any legal or regulatory proceedings, such as: adverse actions related to present or past business practices common in
businesses in which we compete; adverse decisions in significant actions including, but not limited to, actions brought by federal and state authorities and class action cases; new decisions that result in changes in law; and unexpected trial court rulings;
• A decline or continued volatility in the equity markets causing a reduction in the sales of our subsidiaries' products; a reduction of asset-based fees that our subsidiaries charge on various investment and insurance products; an acceleration of the net amortization of deferred acquisition costs ("DAC"), value of business acquired ("VOBA"), deferred sales inducements ("DSI") and deferred front-end loads ("DFEL"); and an increase in liabilities related to guaranteed benefit features of our subsidiaries' variable annuity products;
3©2020 Lincoln National Corporation
Forward looking statements – cautionary language (contd.)
• Ineffectiveness of our risk management policies and procedures, including various hedging strategies used to offset the effect of changes in the value of liabilities due to changes in the level and volatility of the equity markets and interest rates;
• A deviation in actual experience regarding future persistency, mortality, morbidity, interest rates or equity market returns from the assumptions used in pricing our subsidiaries' products, in establishing related insurance reserves and in the net amortization of DAC, VOBA, DSI and DFEL, which may reduce future earnings;
• Changes in accounting principles that may affect our financial statements;• Lowering of one or more of our debt ratings issued by nationally recognized statistical rating organizations and the adverse effect such action may have on our ability to raise capital and on our
liquidity and financial condition; • Lowering of one or more of the insurer financial strength ratings of our insurance subsidiaries and the adverse effect such action may have on the premium writings, policy retention, profitability of
our insurance subsidiaries and liquidity; • Significant credit, accounting, fraud, corporate governance or other issues that may adversely affect the value of certain financial assets, as well as counterparties to which we are exposed to credit
risk requiring that we realize losses on financial assets; • Inability to protect our intellectual property rights or claims of infringement of the intellectual property rights of others;• Interruption in telecommunication, information technology or other operational systems, or failure to safeguard the confidentiality or privacy of sensitive data on such systems from cyberattacks or
other breaches of our data security systems;• The effect of acquisitions and divestitures, restructurings, product withdrawals and other unusual items, including the successful implementation of integration strategies or the achievement of
anticipated synergies and operational efficiencies related to an acquisition; • The adequacy and collectability of reinsurance that we have purchased;• The continuation of the COVID-19 pandemic, or future outbreaks of COVID-19 or other pandemics, acts of terrorism, war or other man-made and natural catastrophes that may adversely affect our
businesses and the cost and availability of reinsurance; • Competitive conditions, including pricing pressures, new product offerings and the emergence of new competitors, that may affect the level of premiums and fees that our subsidiaries can charge
for their products; • The unknown effect on our subsidiaries' businesses resulting from evolving market preferences and the changing demographics of our client base; and• The unanticipated loss of key management, financial planners or wholesalers.
The risks and uncertainties included here are not exhaustive. Our most recent Form 10-K and our Form 10-Q for the quarter ended March 31, 2020, as well as other reports that we file with the SEC, include additional factors that could affect our businesses and financial performance. Moreover, we operate in a rapidly changing and competitive environment. New risk factors emerge from time to time, and it is not possible for management to predict all such risk factors.
Further, it is not possible to assess the effect of all risk factors on our businesses or the extent to which any factor, or combination of factors, may cause actual results to differ materially from those contained in any forward-looking statements. Given these risks and uncertainties, investors should not place undue reliance on forward-looking statements as a prediction of actual results. In addition, Lincoln disclaims any obligation to update any forward-looking statements to reflect events or circumstances that occur after the date of this presentation.
The reporting of Risk Based Capital (“RBC”) measures is not intended for the purpose of ranking any insurance company or for use in connection with any marketing, advertising or promotional activities.
4©2020 Lincoln National Corporation
Lincoln story
5©2020 Lincoln National Corporation
Lincoln strategy
Annuities Life Insurance
Group ProtectionRetirement Plan Services
Focus on the fastest growing U.S. markets
Invest in our powerful distribution network and product breadth
Maintain industry-leading risk
management
Remain focused on manufacturing retail
and worksite products
Actively direct capital to the highest
and best uses
Best for our employees Best interest of our customers
OUR FOUNDATIONAL DRIVERS
OUR PURPOSEProvide financial peace of mind to everyday consumers across the United States
ENTERPRISE STRATEGY
Utilize digital to drive a differentiated customer experience
Integrated business, financial
and talent planning
Where we play How we win Our capabilities Our tools
6©2020 Lincoln National Corporation
2008 3Q20
Holding company cash $(602)M $756M
Statutory capital $5.1B ~$9.8B
RBC ratio 393% ~445%
Below investment-grade assets2 6.1% 4.2%
Goodwill3 38% 13%
2013 2019
Greater management focus7
businesses4
businesses
% of sales with long-term guarantees 36% 18%
Mix of capital market sources of earnings4 54% spread46% fee
36% spread64% fee
% of earnings from mortality/morbidity4 24% 28%
Maintaining strong position during this crisis
Cap
ital
an
d b
alan
ce s
hee
t1St
rate
gic1
1 Time periods for comparison selected because 2008 was pre-financial crisis and 2013 shows progress on strategic initiatives over the medium term. 2 Does not include CMLs.3 Represents goodwill as a % of end-of-period equity, excluding AOCI.4 Excludes notable items, which represent pre-tax impact to business segment adjusted income from operations. See appendix for reconciliation.
Unfavorable Neutral Favorable
7©2020 Lincoln National Corporation
3Y performance (2017-2019)
Adjusted operating revenue1
9% CAGR
Adjusted operating EPS
ex. notable items1
11% CAGR
Adjusted operating ROE ex. AOCI and
notable items1
Expandedto 12.6%
$0
$30
$60
$90
2018 2019
Solid financial results in 2019 and over the longer term
$4
$6
$8
$10
2018 2019
Adjusted operating EPS1 Book value per shareex. AOCI1
Notable itemsAdjusted operating EPS
1 See Appendix for a reconciliation of non-GAAP measures to their most comparable GAAP measures and notable items.
8©2020 Lincoln National Corporation
Powerful distribution force shifting to virtual environment
Successfully adopting new technology and sales practices since COVID-19 crisis began
Leading distribution capabilities
1,300+ wholesalers and worksite
Diversified, innovative and multiple solutions across
our portfolio
✓ Annuities
✓ Life Insurance
✓ Group Protection
✓ Retirement Plan Services
Comprehensive set of retail products
Exclusively independent distribution
Broad and deep shelf spaceMultiple channels
Effectively leveraging virtual meeting
platforms
Adoption of digitaltools to enable
business continuity
Market demand forprotection and
guarantee solutions
9©2020 Lincoln National Corporation
Proven ability to change sales and earnings mix to reduce risk
Reprice products to help ensure
appropriate returns and put capital to the highest and best use
Shift to products that support our capital
management goals, with ~80% of sales without long-term guarantees1
Add new well-priced products that
achieve appropriate returns on capital
Accelerating reprice, shift & add new strategy
Track record of successfully responding to markets to protect franchise
Tilted sales towards products
without long-term guarantees
Increased percentage of earnings from mortality/ morbidity, pivoting away from products that are
more capital market sensitive
1 Data through YTD 9/30/20.
10©2020 Lincoln National Corporation
Earnings benefiting from expense management initiatives
◼ G&A as a % of adjusted operating revenue1
12.0%11.7%
10.8%
2013 2019 YTD 2020
Programs driving expense improvements2
1 Represents general and administrative expenses, net of amounts capitalized, as a percent of adjusted operating revenue. See Appendix for a reconciliation of non-GAAP measures to their most comparable GAAP measures and notable items.
2 Target achievement of savings from strategic digitization by end of 2021, Group Protection by end of 2020 and additional expense saves in 2020.
+120 bps improvement
Continued improvement in expense ratio
Strategic digitization initiative to drive
$90-150Mannual run-rate savings
Expense savings synergies of
$125Mfrom Group acquisition
Additional expense savings of
$100Mexpected to respond to economic headwinds
11©2020 Lincoln National Corporation
Industry-leading risk management programs
NAIC 1 (AAA/ AA/A)59.6% NAIC 2
(BBB)36.7%
High-quality and disciplined ALM investment strategy2
NAIC 3-6(BIG) 3.7%
Line of business
Assetduration(in years)
ALM match within target
duration range
Life Insurance 14.0 ✓
Group Protection 6.0 ✓
Retirement Plan Services 6.5 ✓
Annuities 7.0 ✓
Lincoln total4 10.5 ✓1 Represents sum of absolute value of daily hedge target change for the period.2 Data as of 3Q20, and below investment grade is abbreviated as BIG.3 As a % of rated assets including rated CML assets where CM1=NAIC 1, CM2=NAIC 2, CM3=NAIC 34 Represents total weighted average.
Minimal historic hedge breakage
96% investment grade3 Diversified across asset classes,sectors and issuers
Leveraged our multi-managermodel to proactively de-risk
Improved credit outlook
$(4)B
$0B
$4B
$8B
$12B
$16B
$20B1
Q1
5
1Q
16
1Q
17
1Q
18
1Q
19
1Q
20
Hedge target roundtrip¹ Change in hedge target Hedge program performance (net breakage)
2015 2016 2017 2018 2019 2020
12©2020 Lincoln National Corporation
Strong history of capital generation and deployment
45% of shares
or $6.4B
Shares repurchased since peak share count1
1 Based on total shares repurchased from 3Q10, which was peak share count, through 3Q20 as a percentage of 3Q10 end-of-period basic shares outstanding.
$0.00
$0.30
$0.60
$0.90
$1.20
$1.50
$1.80
2010 2021E
Consistently increased common stock dividend since the crisis
Announced 5%increase to 2021
quarterly dividend in 3Q earnings release
13©2020 Lincoln National Corporation
Protecting balance sheet in current environment Heading into 2020…
Our 3 goals in a stress scenario
…where we stand
RBC ratio of 439% Increased RBC ratio to ~445%
Cash at the holding company >$450M target Holding company cash of $756M
Buybacks targeted at historical levels Resuming buybacks in 4Q20 after 2Q/3Q pause
Analyzing additional tools for flexibility Executed $500M P-Caps2
Next debt maturity in 2021 Pre-funded debt; next maturity not until 20231
~80% non-guaranteed sales Lower sales freeing up additional capital
1 2021 debt maturity of $296M has been redeemed, and 2022 debt maturity of $300M has been prefunded.2 Established $500M contingent capital facility through P-Caps transaction in August 2020.3 Does not include CMLs.
De-risked investment portfolio Investment portfolio remains low risk; 4.2% BIG3
Maintain financialstrength ratings &business franchise
No need to raiseequity capital
Preserve shareholderdividend
14©2020 Lincoln National Corporation
YTD 2020 results
15©2020 Lincoln National Corporation
YTD19 YTD20
YTD19 YTD20
YTD19 YTD20
Solid underlying operating earnings results YTD 2020
$69.33$71.10
Category 1
Book value per share, excluding AOCI1
$1,549M
$1,454M
Category 1
G&A expenses
$254B$269B
Category 1
Average account values
1 See Appendix for a reconciliation of non-GAAP measures to their most comparable GAAP measures.
Adjusted operating EPS impacted by multiple items
Item 3Q19 3Q20 YTD19 YTD20
Adjusted operating EPS $(0.25) $(0.72) $4.30 $2.57
Notable items1 2.00 2.84 1.98 2.82
Alternative investment income 0.47 (0.29) 0.52 0.31
COVID-19 - 0.52 - 1.15-1.26
16©2020 Lincoln National Corporation
All businesses contributing solid results year-to-date
Annuities RPS Life Insurance Group Protection
VA sales withoutguaranteed living
benefits +50%
Total deposits +10% driven by growth in first-year sales and recurring deposits
G&A expenses, net of amounts capitalized
decreased 6%
Insurance premiums+5%
Average accountvalues +6%
G&A expenses, net of amounts capitalized
decreased 6%
Average in-force faceamount +11%
Employee-paidsales of 56%,
+11 percentage points
G&A expenses, net of amounts capitalized
decreased 5%
Average accountvalues +6%
Average accountvalues +4%
G&A expenses, net of amounts capitalized
decreased 5%
All improvements are YTD 2020 vs. YTD 2019.
17©2020 Lincoln National Corporation
Annuities
18©2020 Lincoln National Corporation
$925M $954M
$0.0B
$0.5B
$1.0B
$1.5B
2014 2019
Annuities
High-quality in-force block
Consistent earnings growth
$686M $694M
$0
$400
$800
$1,200
YTD 2019 YTD 2020
21% ROE YTD202
76bpsROA YTD203
$(181)MImpact from annual unlocking over past
decade
1 2014 excludes $12M and 2019 excludes $(93)M of notable items. YTD 2019 excludes $(93)M from notable items and $(12)M from alternative investment portfolio underperformance. YTD 2020 excludes $(101)M from notable items and $(5)M from alternative investment portfolio underperformance.
2 Return on equity excludes goodwill, AOCI, and notable items versus 18% reported and is abbreviated as ROE.3 Return on assets excludes notable items versus 67bps reported and is abbreviated as ROA.
$1,047M$913M
Income from operations Notable items Alternative investment portfolio underperformance
$791M $800M
Income from operations, excluding notable items (all periods) and alternative investment portfolio underperformance (YTD only)1
19©2020 Lincoln National Corporation
Continuing to execute strategy to ensure strong profitability
Track record of executing on strategy
Never launched guaranteed rider without hedge program
Reinsurance for VA rider guarantees
Predictive lapse & utilization model
Tilted away from long-dated guarantees
Annuity Insights empower product actions
Flow reinsurance accelerated Fixed Annuity growth
Developed and launched Indexed VA
Infrastructure to execute agile product actions
Expansion of distribution partnerships such as Allstate & IMO
2003
Today
Transforming sales mix towards
Indexed VA enhances risk profile
53%
34% 29%
23%
31%54%
24%35%
17%
2016 2019 YTD 2020
VA w/ GLB VA w/o GLB FA
20©2020 Lincoln National Corporation
$0B $4B $8B $12B $16B $20B
2020
2019
2018
2017
2016
2015
2014
2013
2012
2011
2010
2009
2008
2007
Prior
Living benefit AV non-RMF Living benefit AV RMF Non-living benefit AV¹
High-quality variable annuity book is a strategic advantage
0.8% 1.5%
8.7%
16.2%
2019 3Q20
GLB NAR / GLB AV
0.4% 0.5%
12.3%
16.2%
2019 3Q20
GMDB NAR / GMDB AV
Lincoln Peer Average⁴
Variable annuity account value by issue year as of 9/30/2020
1 Includes the reinsured portion of living benefit account values. 2 Guaranteed Living Benefits Net Amount at Risk.3 Guaranteed Minimum Death Benefits Net Amount at Risk.4 2019 results as of 12/31/19 and 3Q20 results as of 9/30/20; peers include: AEG, AIG, AMP, BHF, EQH, Jackson, MET, MFC, Pacific Life, PRU, and VOYA.
Broaden and diversify portfolio
Shift to non-guaranteed and protecting margins
Consistent market presence added highly profitable business
Avoided living benefit arms race
GLB NAR2 GMDB NAR3
0.8% 1.9%
2.9% 0.8%
1.6% 0.4%
1.0% 0.3%
0.5% 0.2%
1.1% 0.3%
3.0% 0.3%
4.6% 0.3%
2.7% 0.5%
1.2% 0.3%
0.7% 0.3%
0.3% 0.3%
0.3% 0.3%
0.1% 0.2%
0.1% 0.2%
Total
1.5% 0.5%
21©2020 Lincoln National Corporation
Retirement Plan Services
22©2020 Lincoln National Corporation
$160M $172M
$0M
$75M
$150M
$225M
2014 2019
Retirement Plan ServicesSolid earnings results driven by expense management and strong flows
$1.5B93%
$99M6%
$(2,000)M
$(1,000)M
$0M
$1,000M
$2,000M
$3,000M
2016 2017 2018 2019 1Q20 2Q20 3Q20
Consistently positive net flows over the long term; 2Q20 impacted by two large cases
$125M $119M
$0M
$50M
$100M
$150M
YTD 2019 YTD 2020
Income from operations Notable items Alternative investment portfolio underperformance
$132M $125M
1 There were no notable items in 2014 or 2019. YTD 2019 excludes $(7)M from alternative investment portfolio underperformance. YTD 2020 excludes $(3)M from notable items and $(3)M from alternative investment portfolio underperformance.
Income from operations, excluding notable items and alternative investment portfolio underperformance (YTD only)1
23©2020 Lincoln National Corporation
Growing assets in our target markets
89%First-year sales Recurring deposits
$4.8B
$6.1B
$4.6B$4.9B
2014 2019 YTD 2019 YTD 2020
$2.7B
$3.4B
$2.2B
$2.6B
2014 2019 YTD 2019 YTD 2020
24©2020 Lincoln National Corporation
$230
$214$208
$189
2017 2018 2019 YTD 2020
+18% improvement
Expense management to help offset financial headwinds
Digital efficiencies and expense management
In-forceoptimization
• Re-engineering processes to streamline operations
• Leveraging technology to increase scalability of the business
• Driving flows to lower GMIR blocks1
• Repricing business to lower crediting rates, increase fees or reduce risk
Proven history of diligent expense management has driven down cost per participant
1 Guaranteed minimum interest rate is abbreviated at GMIR.
25©2020 Lincoln National Corporation
Life Insurance
26©2020 Lincoln National Corporation
Life Insurance
Growth in key earnings drivers
Track record of earnings growth with YTD results impacted by COVID-19 and alternative investment performance
Average account values
+4%YTD 2020 vs. YTD 2019
Total in-force face amount
+10%YTD 2020 vs. YTD 2019
$79M$(177)M
$(300)M
$0M
$300M
$600M
$900M
YTD 2019 YTD 2020
1 2014 excludes $58M and 2019 excludes $(320)M from notable items. YTD 2019 excludes $(320)M of notable items and $(75)M of alternative investment portfolio underperformance. YTD 2020 excludes $(440)M of notable items, $(50)M of alternative investment portfolio underperformance and $(181)M of COVID-19 impact.
$612M
$259M
$(250)M
$0M
$250M
$500M
$750M
2014 2019
$579M$554M
Income from operations Notable items Alternative investment portfolio underperformance COVID-19
$494M$474M
Income from operations, excluding notable items (all periods), alternative investment portfolio underperformance (YTD only) and COVID-19 (YTD only)1
27©2020 Lincoln National Corporation
Highlighting our ongoing attention to key industry trends
2011 YTD202012 2013 2014 2015 2016 2017 2018 2019
Act
ual
/an
nu
al e
xpec
tati
on
s
100%
Mortality ✓ Emerging company and industry experience reflected in our assumptions✓ YTD in line with this year’s expectations, excluding impacts from COVID-19
Morbidity ✓ MoneyGuard® reserves sufficient under stress scenarios as multi-benefit design reduces policyholder behavior risk
Reinsurance✓ Have resolved the majority of our reinsurance treaties with manageable
financial impacts
Interest rates✓ History of finding attractive opportunities such as long-duration, less-
liquid assets
Mortality within +/- 1% of expected Actual Results
Takeaways on our experience managing our in-force1
Stable long-term mortality results
1 Based on observed Lincoln and industry trends through YTD20.
28©2020 Lincoln National Corporation
Proven ability to shift sales to respond to marketplace changes
Near-term strategic focus items
Focusing on products without long-dated guarantees
Managing to a lower sales level in 2020 in response
to the economic environment
Strategic shift to focus on and expand our less
interest rate sensitive product portfolio
Accelerating digital adoption while enhancing
customer experience
YTD 2019 YTD 2020
Executive Benefits Term IUL UL VUL MoneyGuard
$635M
$515M
29©2020 Lincoln National Corporation
Group Protection
30©2020 Lincoln National Corporation
$23M
$238M
$(100)M
$0M
$100M
$200M
$300M
2014 2019
Group Protection
Well positioned to navigate through periods of volatility
Ability to reprice every one to three years
Scale anddiversification
Expenseefficiency within
our control
Trusted relationships with our brokers and customers
Targeted mix of profitable
employee-paid sales
Disability claims management expertise
$184M$85M
$(100)M
$0M
$100M
$200M
$300M
YTD 2019 YTD 2020
1 2019 excludes $10M. YTD 2019 excludes $10M from notable items and $(7)M of alternative investment portfolio underperformance. YTD 2020 excludes $(3)M of notable items, $(3)M of alternative investment portfolio underperformance and $(56)M of COVID-19 impact.
Leveraging successful acquisition with YTD impacted by claims experience, including COVID-19
$228M
Income from operations Notable items Alternative investment portfolio underperformance COVID-19
$181M $147M
Income from operations, excluding notable items (all periods), alternative investment portfolio underperformance (YTD only) and COVID-19 (YTD only)1
31©2020 Lincoln National Corporation
Sustaining strong underlying drivers
Premiums, persistency, and leave management services driving sustained growth
$3.1B
$3.2B
$2.9B
$3.0B
$3.1B
$3.2B
$3.3B
YTD 2019 YTD 2020
Premiums
84%
87%
80%
82%
84%
86%
88%
YTD 2019 YTD 2020
Persistency
2.9M
4.4M
0M
2M
4M
6M
YTD 2019 YTD 2020
Number of employees covered with our leave management services
32©2020 Lincoln National Corporation
Leadership position driven by diversification and scale
< 1K 32%
1-5K26%
5K+42%
Broad reach to all employer sizes Deep partnerships with 7K+ employee benefits brokers
Broker segment% of total
sales1 Who they are
Top 3 national partners
22%Mercer, AON, and Willis Towers Watson
serving larger employers
Top regional producers
51%350+ top producing partners,
with ~20% broker penetration2
Remaining producers
27% Remaining broker partners
2019 premiums by employer size
1 Based on 2017-2019 sales.
2 Average percentage of each broker’s total business placed with Lincoln, based on policy count.
33©2020 Lincoln National Corporation
Appendix
34©2020 Lincoln National Corporation
ReconciliationNet income to adjusted income from operations
1 The numerator used in the calculation of our diluted EPS is adjusted to remove the mark-to-market adjustment for deferred units of LNC stock in our deferred compensation plans if the effect of equity classification would result in a more dilutive EPS.
2 We use our prevailing federal income tax rate of 21% and 35%, where applicable, while taking into account any permanent differences for events recognized differently in our financial statements and federal income tax returns when reconciling our non-GAAP measures to the most comparable GAAP measure.
(in millions, except per share data)
2019 2020 2019 2020 2013 2016 2018 2019
Total Revenues 4,638$ 5,361$ 12,913$ 13,303$ 11,969$ 13,330$ 16,424$ 17,258$
Less:
Excluded realized gain (loss) (61) 572 (623) (198) (273) (518) (46) (794)
Amortization of DFEL associated with benefit ratio unlocking (1) 1 3 (6) - 1 (5) 6
Amortization of deferred gains arising from reserve
changes on business sold through reinsurance - - - - 3 3 - -
Total Adjusted Operating Revenues 4,700$ 4,788$ 13,533$ 13,507$ 12,239$ 13,844$ 16,475$ 18,046$
Net Income (Loss) Available to Common
Stockholders - Diluted (164)$ 393$ 454$ 340$ 1,244$ 1,192$ 1,623$ 886$
Less:
Adjustment for deferred units of LNC stock in our
deferred compensation plans (1) (3) (5) - (16) - - (18) -
Net Income (Loss) (161) 398 454 356 1,244 1,192 1,641 886
Less (1):
Excluded realized gain (loss), after-tax (49) 452 (492) (156) (178) (337) (37) (627)
Benefit ratio unlocking, after-tax (2) 83 186 17 36 28 (136) 277
Net impact from the Tax Cuts and Jobs Act - - - - - - 19 17
Income (loss) from reserve changes (net of related
amortization) on business sold through reinsurance - - - - 2 2 - -
Acquisition and integration costs related to mergers and
acquisitions, after-tax (31) (4) (80) (12) - - (67) (103)
Gain (loss) on early extinguishment of debt, after-tax (33) - (33) (12) - (41) (18) (33)
Adjusted Income (Loss) from Operations (46)$ (133)$ 873$ 519$ 1,384$ 1,540$ 1,880$ 1,355$
Earnings (Loss) Per Common Share - Diluted
Net income (loss) (0.83)$ 2.01$ 2.24$ 1.74$ 4.52$ 5.03$ 7.40$ 4.38$
Adjusted income (loss) from operations (0.25)$ (0.72)$ 4.30$ 2.57$ 5.03$ 6.50$ 8.48$ 6.71$
December 31,
For the Year EndedFor the Nine Months Ended
September 30,
For the Quarter Ended
September 30,
35©2020 Lincoln National Corporation
ReconciliationAdjusted income (loss) from operations
(dollars in millions, except per share data)
2019 2020 2019 2020 2016 2018 2019
Adjusted operating EPS, as reported (0.25)$ (0.72)$ 4.30$ 2.57$ 6.50$ 8.48$ 6.71$
Less:
Notable items:
Tax adjustments - - - - 0.06 - -
Unlocking/reserve adjustments (2.00) (2.81) (1.98) (2.79) - (0.01) (1.99)
Other - (0.03) - (0.03) - - -
Total notable items (2.00) (2.84) (1.98) (2.82) 0.06 (0.01) (1.99)
Adjusted operating EPS, excluding notable items 1.75$ 2.12$ 6.28$ 5.39$ 6.44$ 8.49$ 8.70$
September 30,
For the Years Ended
December 31,
For the Nine Months EndedFor the Quarter Ended
September 30,
36©2020 Lincoln National Corporation
ReconciliationBook value per share
(in millions, except per share data)
2019 2020 2018 2019
Book value per share, including AOCI 100.84$ 111.51$ 69.71$ 100.11$
Per share impact of AOCI 31.51 40.41 1.98 28.84
Book value per share, excluding AOCI 69.33$ 71.10$ 67.73$ 71.27$
As of December 31,As of September 30,
37©2020 Lincoln National Corporation
ReconciliationReturn on equity (ROE)
(in mill ions, except per share data)
December 31,
2019
Average Equity
Average equity, including AOCI 17,973$
Average AOCI 4,019
Average equity, excluding AOCI 13,954$
ROE, Including AOCI
Net income (loss) 4.9%
ROE, Excluding AOCI
Adjusted income (loss) from operations 9.7%
ROE, Excluding AOCI and Notable Items
Adjusted income (loss) from operations, excluding notable items 12.6%
For the Year Ended
38©2020 Lincoln National Corporation
ReconciliationNotable items
(dollars in millions, except per share data)
2019 2020 2019 2020 2016 2018 2019
Adjusted income from operations (46)$ (133)$ 873$ 519$ 1,540$ 1,880$ 1,355$
Notable items:
Tax adjustments - - - - 14 - -
Reinsurance recapture - - - - - - -
Unlocking/reserve adjustments (403) (547) (403) (547) - (2) (403)
Expenses - - - - - - -
Other - (5) - (5) - - -
Total notable items (403) (552) (403) (552) 14 (2) (403)
Adjusted income from operations, excluding notable items 357$ 419$ 1,276$ 1,071$ 1,526$ 1,882$ 1,758$
September 30,
For the Years Ended
December 31,
For the Quarter Ended
September 30,
For the Nine Months Ended
39©2020 Lincoln National Corporation
ReconciliationSources of earnings excluding notable items
(dollars in millions, except per share data)
Sources of Earnings, Pre-Tax
Notable Items Impact to
Sources of Earnings
Sources of Earnings, Pre-Tax,
Excluding Notable Items
Investment spread $ 772 $ (21) $ 751
Mortality/morbidity $ 507 $ (36) $ 471
Fees on AUM $ 649 $ - $ 649
VA riders $ 110 $ - $ 110
Sources of Earnings, Pre-Tax,
Percentage by Component
Notable Items Impact to
Sources of Earnings,
Percentage by Component
Sources of Earnings, Pre-Tax,
Excluding Notable Items,
Percentage by Component
Investment spread 37.9% 0.0% 37.9%
Mortality/morbidity 24.9% -1.1% 23.8%
Fees on AUM 31.8% 1.0% 32.8%
VA riders 5.4% 0.2% 5.6%
Sources of Earnings, Pre-Tax
Notable Items Impact to
Sources of Earnings
Sources of Earnings, Pre-Tax,
Excluding Notable Items
Investment spread $ 363 $ 230 $ 593
Mortality/morbidity $ 446 $ 233 $ 679
Fees on AUM $ 1,046 $ (2) $ 1,044
VA riders $ 40 $ 50 $ 90
Sources of Earnings, Pre-Tax,
Percentage by Component
Notable Items Impact to
Sources of Earnings,
Percentage by Component
Sources of Earnings, Pre-Tax,
Excluding Notable Items,
Percentage by Component
Investment spread 19.2% 5.4% 24.6%
Mortality/morbidity 23.5% 4.7% 28.2%
Fees on AUM 55.2% -11.8% 43.4%
VA riders 2.1% 1.6% 3.7%
2013
2019
For the Year Ended December 31,
For the Year Ended December 31,