Turning beneficiary management into a commercial lever for insurance

The context of disinheritance in Life Insurance

Today, insurers and mutuals are under increasing pressure, in France, on disinheritance. The beneficiary clause, its adapted drafting, and its updating are the keystone of compliance with disinheritance. Five years after the implementation of the obligations arising from the Eckert Law, the desheritance of life insurance contracts remains a major issue. On the one hand the number (and amounts involved) of the contracts concerned continue to increase sharply, on the other hand a new law now involves (with lesser obligations) group pension contracts within the scope of disinheritance obligations for insurers.

The regulatory context on the disinheritance of life insurance contracts can be analyzed according to four major factors:

lois

Regulation

We have seen a strengthening of regulations every two years. Between 2005 and 2021, there were eight laws published that impact insurers. From Agira to collective pension contracts, texts are piling up, the Eckert Law of 2014 is only the tip of the iceberg.

Law No. 2005-1564. Law No. 2007-1775. Law No. 2013-672. Law No. 2013-1279. Law No. 2014-617. Law No. 2016-1691. Law No. 2019-486. Law No. 2021-219.

jursipreudence

Case Law

Duty to advise on the beneficiary clause. We can refer to the case law of the Paris Court of Appeal (8/10/13 n°12/00558) where an insurer was convicted for not having proposed to modify the beneficiary clause when he knew that the subscriber had remarried.

deontologie

Deontology

Deontology commitments. Complementing the regulatory obligations, these commitments materialized in 2015 for both insurers and mutuals (AG FFSA 23/06/2015 – GEMA 01/07/2015) establish three principles: The clause must be in line with the wishes of the customer, it is necessary to update it as necessary and in the event that it is not a pre-written clause, it must be established in the most complete way possible.

amandes

French ACPR fines

Between 07/04/2014 and 10/12/2019, 5 sanctions were taken for a total of € 103.5 million (Cardif Assurance vie – € 10 million, CNP Assurance – € 40 million, Allianz vie – € 50 million, Groupama Gan vie – € 3 million and La Tutélaire – € 0.5 million).


“Institutions must use all the means at their disposal to find the beneficiaries.”

Want to learn more about Detect and our products and services? Whether you are a bank, insurer, mutual, broker, IFA, an association or a foundation, our team will be delighted to exchange with you.

An operational process issue

The drafting, verification, management, modification and archiving of beneficiary clauses is still a mostly manual process.

Testamento’s conviction: the digitalization of a manual, expensive and error-prone process closely monitored by regulators can become a source of relational opportunities and differentiation in the customer experience.

clause

Compliance

The compliance of the clauses is highly dependent on the process in place
(input error, verification, traceability).

stock

Update process

Any processing of paper stock today raises questions of cost and organization.

cout

Operational costs

With 10 to 40 minutes per clause, the management of beneficiary clauses must evolve because the changes observed in society (lifestyle in couple in particular) lead to a more frequent need for modifications.

Four key market trends

simplification
digitalisation
data client
upsell
  • Digitalization of uses
  • A real asset for a call for tenders
  • Create value out of client data
  • Contact opportunity

Simplification and digitalization of uses to meet customer expectations (NPS impact).

Digitalized designation of beneficiaries as "must have" in calls for tenders.

Create value out of customer data to improve understanding of customer needs.

Transformation of this constraint into a customer contact opportunity for upsell (Reuse of asset, succession anticipation, etc.).

Adrien

Adrien is available for a product demo

Of course, if Adrien is not available, you can count on Cassandra, Laurent or Audric to present our solutions. In any case we will be happy to exchange with you.

Testamento Beneficiary simplified process

schema beneficiary

Use cases rich in lessons both in collective and individual insurance 

Testamento Beneficiary has been successfully deployed both for a French CAC40 company in the context of employer pension provision and for a major mutualist player in the context of individual life insurance contracts. Our experience in group insurance has been an opportunity to demonstrate our ability to cope with large volumes of claims (more than 10,000 registrations over six weeks) while maintaining an extremely high completion rate (with 84%).

As for the implementation of Beneficiary in the context of individual contracts, it has validated our omnichannel approach: whether in self-care or via an advisor, our solution has proven its effectiveness. With more than 90% of the 2500 advisors who have already used the solution in front of a client and more than 80% of self-care completion rate. Testamento Beneficiary brings more than just a cost reduction.

Testamento Beneficiary expected benefits:

– Compliance (Disinheritance)

– A service expected by your customers

– A possible integration of your doctrine

– The same “engine” for individual and group insurance

– SaaS or API operation

– Implementation deadline within three months

Client Testimonials

Contact us for a demo !

Want to learn more about Detect and our products and services? Whether you are a bank, insurer, mutual, broker, IFA, an association or a foundation, our team will be delighted to exchange with you.

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