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CNO Financial Group (CNO) investor relations material
CNO Financial Group Investor Update summary
Complete event summary combining all related documents: earnings call transcript, report, and slide presentation.Investor Update summary10 Sep, 2025
Strategic positioning and business model
Focuses on serving and securing the future of middle-income Americans, targeting households with $50–$100k income and $100–$500k in investible assets, a segment often underserved by competitors.
Operates through multiple controlled distribution channels, including direct, career, and independent agents, leveraging strong brands like Colonial Penn and Bankers Life.
Integrates digital, teleagent, and field agent engagement, generating over a million proprietary leads annually and enabling high conversion rates.
Differentiates with a combined health and wealth approach, offering a broad product suite, manufacturing most products in-house and insourcing others, earning both underwriting and distribution profits.
Leverages diversified demand generation and strategic third-party partnerships to expand reach.
Sales growth, productivity, and agent development
Life and health sales increased 5% from 2023 to 2024, with annuity sales up 13%; current year sales are up 8% and 16% respectively.
Producing agents and advisors have grown at a 1.7% and 3.5% CAGR respectively from 2021 to 2024, with nearly 6,000 exclusive producers and over 230 locations nationwide.
Productivity gains driven by new digital tools, virtual engagement, and a focus on developing agents into financial advisors.
Over a third of new recruits come from personal referrals, leading to higher productivity and faster transition to advisor roles.
Only 15–20% of producers are currently registered to sell securities, providing significant runway for future growth as this increases.
Product and sales performance
New annualized premium (NAP) reached $353M in 2024, with career channels contributing 58%, direct 33%, and independent 9%.
Colonial Penn direct sales NAP grew from $72M in 2018 to $116M in 2024, an 8.3% CAGR, with digital leads rising to 26%.
Medicare Advantage and overall Medicare business show strong growth, with MA policies sold at a 7.2% CAGR and total Medicare sales at 8.8% CAGR.
Annuity collected premiums grew at an 8.7% CAGR, and client assets in securities at 12.2% CAGR from 2021 to 2024.
Total collected premium rose to $4.14B in 2024, up 6.9% YoY; fee revenues increased 10.6% to $276M.
Digital lead generation's margin impact?
Future growth of financial advisors?
Middle-market consumer resilience to inflation?
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Next CNO Financial Group earnings date
Q3 202531 Oct, 2025
Next CNO Financial Group earnings date
Q3 202531 Oct, 2025
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Frequently asked questions
CNO Financial Group Inc provides insurance and financial services to middle-income Americans. Its offerings include life insurance, annuities, supplemental health insurance, and long-term care insurance through subsidiaries like Bankers Life and Colonial Penn. The company is headquartered in Carmel, Indiana, and its shares are listed on the NYSE.
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