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2012 CNO Investor Day

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Information about 2012 CNO Investor Day

Published on December 13, 2012

Author: CNOServices

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2012 CNO Investor Day
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2012 CNO Investor DayDecember 13 2012 13,

Agenda Time Topic Speaker 12:15 Introductions Erik Helding – SVP Investor Relations & Treasury 12:20 CNO Strategy Ed Bonach – CEO 12:50 Segment Growth Strategy Scott Perry – CBO 1:05 Target Market & Distribution Scott Perry – CBO & President, Bankers Life Mike Buckley – SVP Sales, Bankers Life Steve Stecher – President, Washington National Gerardo Monroy – President, Colonial Penn y , 1:50 Break 2:00 Investments Eric Johnson – CIO, President, 40|86 2:30 Financial Overview Fred Crawford – CFO 3:00 Q&A 3:25 Concluding Remarks Ed Bonach - CEOCNO Financial Group | Investor Day | December 13, 2012 2

CNO Financial Group | Investor Day | December 13, 2012 3

Forward-Looking Statements 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 Quarterly Reports on Form 10-Q, our 2011 Annual Report on Form 10-K and other filings we make with the Securities and Exchange C E h Commission. W assume no obligation t update thi i i We bli ti to d t this presentation, which speaks as of today’s date.CNO Financial Group | Investor Day | December 13, 2012 4

Non-GAAP Measures This presentation contains financial measures that differ from the comparable measures under Generally Accepted Accounting Principles (GAAP). Reconciliations between those non-GAAP measures and th comparable GAAP measures are i l d d i th A GAAP d the bl included in the Appendix. di While management believes these 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. id d b tit t f th t di tl bl 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. Fili ” ti f CNO’ b it CNOiCNO Financial Group | Investor Day | December 13, 2012 5

CNO Strategy gy Ed Bonach - CEOCNO Financial Group | Investor Day | December 13, 2012 6

Ed Bonach – Chief Executive Officer Ed Bonach (58) was appointed chief executive officer and a director of CNO Financial Group effective October 1, 2011. Ed formerly served as executive vice president and chief financial officer of CNO from May 2007 through September 2011. His areas of responsibility included actuarial, accounting, controlling, risk management, treasury, tax, facilities and investor relations. This role included partnering with the CEO in strategically leading the organization. Bonach joined CNO from National Life Group, where he served as executive vice president and chief financial officer. Before joining National Life in 2002, he was with Allianz Life for 23 years, where his positions included President - Reinsurance Division and chief financial officer. Bonach holds a bachelor of arts degree (cum laude) in mathematics from St. Johns University in Collegeville, Minnesota. He is a fellow of the Society of Actuaries (FSA), a member of the American Academy of Actuaries (MAAA), and a Chartered Enterprise Risk Analyst (CERA). Other outside involvement includes Board Member and Immediate Past Chair, Medical Information Bureau (MIB), Board Member, Indianapolis Chamber of Commerce, Board Member, Indiana Sports Corporation (ISC), and Board Member, Boy Scouts of America-Crossroads of America Council.CNO Financial Group | Investor Day | December 13, 2012 7

Track Record of Execution 86% Return Value To Shareholders Stock Performance Since YE2009* Invest in Growth 26% 15% Financial Foundation CNO Peers S&P Insurance *As of market close on 12/07/12 As Reset Business Mix Peers - AFL, AIZ, AMP, GNW, HIG, LNC, MET, PFG, PL, PNX, PRI, PRU, SFG, SYA, TMK, UNMCNO Financial Group | Investor Day | December 13, 2012 8

What Differentiates CNO? Focus on serving the needs of our middle-income target market g Exclusive distribution ‒ Consistent with market focus ‒ We have “pricing” influence ‒ Track record of stable customer base Alignment Distribution Products Service CultureCNO Financial Group | Investor Day | December 13, 2012 9

CNO’s Target Market We enrich lives by providing financial security to middle-income American working families and retirees. 200 s Millions Population Growth in 180 Our Market 160 140 120 The Opportunity 100  Fast Growing 80  Underserved  Unprepared for Retirement 60 0 40 20 0 2010 2020 2030 2040 2050 Age 45 - 54 Age 55 - 64 Age 65+ Source: Census Data and Center for a Secure RetirementCNO Financial Group | Investor Day | December 13, 2012 10

Strategic Investment – Driving ROE Investing in our business segments  Agent Growth and Development  Distribution Growth  New Markets  Office Locations  Worksite Platform  Expanded Products Investing in the Customer Experience and operational g p p efficiency ‒ Hired Bruce Baude to head IT & OperationsCNO Financial Group | Investor Day | December 13, 2012 11

Focused On Customer Service and Operational Effectiveness Where We Have Opportunity... Sourcing Rationalization Fundamentals of Great Service I a F d t l f G t S i In Business Like Ours Additional Platform Consolidation/Optimization Consistency “I know what to expect and my expectations are met” Leveraging Customer Data Accuracy “Things get done right the first time” Process Efficiency Simplicity “Interacting is easy and efficient” Advancing a Service Empathy Culture “They get what it’s like to be in my shoes” Service Quality MeasurementCNO Financial Group | Investor Day | December 13, 2012 12

CNO: Value Proposition Uniquely Reinvesting in Positioned Business Business Growth Model Opportunities O t iti  Capital Management Generating Stabilized Significant  Run-Off Engineering Earnings & Excess  Operational Efficiencies Capital  Rapidly GGrowing Target Capital C it l Market Distribution Expansion Management team focused on advancing returns gCNO Financial Group | Investor Day | December 13, 2012 13

Next Steps – Continue to Drive Shareholder Value 2015 Milestones Capitalize on Opportunities  Invest $80-$85mm in strategic business initiatives  Accelerate run-on and run-off run on run off  Enhance customer experience and operational efficiency  ROE run-rate of 9%  Drive to investment grade  Target dividend payout ratio of 20%CNO Financial Group | Investor Day | December 13, 2012 14

Q&ACNO Financial Group | Investor Day | December 13, 2012 15

Segment Growth Strategy Scott Perry - CBOCNO Financial Group | Investor Day | December 13, 2012 16

Scott Perry – Chief Business Officer Scott Perry (50) is chief business officer of CNO Financial Group, Inc. and continues to hold the title of president for Bankers Life and Casualty Company. Perry joined Bankers as a field vice president and has held the titles of senior vice p president of distribution and chief operating officer. p g During his tenure, Perry has helped to transform Bankers into a performance-driven, values-based organization with high accountability at all levels. He developed a distinctive business model focused on serving America’s middle market pre-and post-retirees through a unique career distribution system. Under Perry’s leadership, Bankers has developed best in class practices in lead generation, performance best-in-class generation management, agent recruitment, training, and field leadership development. Perry spearheaded a seven-year strategy that involved aggressive expansion into new locations, doubling the size of the agent force and producing consistent sales and earnings growth. As president of Bankers, Perry has delivered improved bottom-line financial results while establishing consistent top line growth. Through pricing discipline, expense rigor and operational efficiencies, the company has achieved financial improvements in both in force blocks of business and in the margins of new business. These achievements have resulted in a strengthened balanced sheet and steady improvements in return on allocated capital capital. Before joining Bankers, Perry spent 17 years in sales, marketing and management roles at Presideo, Premera Blue Cross, Anthem Blue Cross Blue Shield and Golden Rule. He is on the Board of Trustees of the American College and is a Board Member of the Greater Illinois Chapter of the Alzheimer’s Association, the Illinois Life Insurance Council and LL Global, Inc., the parent organization of LIMRA and LOMA I C il d Gl b l I th t i ti f d LOMA. He holds a bachelor of arts degree in political science from Ripon College.CNO Financial Group | Investor Day | December 13, 2012 17

CNO: Distribution Strategy to Reach Middle MarketCNO Financial Group | Investor Day | December 13, 2012 18

Bankers Life Growth Levers Career Agents Agent Retention/ g Productivity Agent Recruiting Manager Trainee Program Satellite Expansion Medicare Cross-Sales Supplement Prospecting Life Insurance Brand Building Medium-Term Care Affinity Medicare Marketing PartnershipsCNO Financial Group | Investor Day | December 13, 2012 19

Washington National Growth Levers PMA and WN Independent Partners Workplace Solutions Worksite Agencies WNezBillSM Expand Sales Management & St t E State Expansion i WNezApp2.0SM Increase Active Care Recruiting Capacity Enhance Claims Processing Award-winning Website Washington National Institute for Health and WellnessCNO Financial Group | Investor Day | December 13, 2012 20

Colonial Penn Growth Levers Direct to Consumer Lead Mix (higher % non-TV) Sales Productivity Additional Sales / Cross-Sell (CRM & Others) Hispanic Market New Term Life Product Younger New Whole Life Product Web ExpansionCNO Financial Group | Investor Day | December 13, 2012 21

LTC Strategy Keys for Success  Conservative and affordable product design  Ability to underwrite  Pricing, re-pricing and ALM discipline  Active risk management and stable reinsurance partnerships  Business model affords ability to strike this balance with exclusive distribution and focus on middle-income retirees  Short term care coverage serves an important need; our market can afford it, and the benefit structure has a lower risk profile  Target IRR of 14% with annual review of pricing models and assumptions  New product re-pricing and updates in 2013; underwriting modifications to existing p g productsCNO Financial Group | Investor Day | December 13, 2012 22

Healthcare Reform - CNO Well Positioned Healthcare Reform CNO Impact Does not apply to Med Supp, LTC, Specified “Excepted Benefits” Disease, Critical Illness are not directly impacted Attempts to reduce fraud May see favorable Medigap and waste and promote claims experience in time wellness in Medicare Reduces funding and raises minimum loss ratios Active seller of Med Supp for Medicare Advantage and Medicare Advantage Gaps, complexity and Opportunity for supplemental uncertainty require products to fill gaps face-to-face adviceCNO Financial Group | Investor Day | December 13, 2012 23

Target Market & Distribution Scott P S tt Perry – CBO President, B k CBO, P id t Bankers Lif Life Mike Buckley – SVP Sales, Bankers Life Steve Stecher – President Washington National President, Gerardo Monroy – President, Colonial PennCNO Financial Group | Investor Day | December 13, 2012 24

Three distinct franchises with unique value propositions and di ib i models l ii d distribution d l • Focuses on middle-income • Focuses on middle-income • Focuses on lower to middle- Boomers and retirees working Americans income urban/metro retirees • Offers Medicare Supplement, life, • Offers supplemental health and • Offers simple, low-cost life annuity, LTC, Medicare Part D and protection products insurance products Medicare Advantage products • Distributes through independent • Employs direct response model • E l Employs “kit h t bl ” sales “kitchen-table” l agents and owned di t ib ti t d d distribution with DRTV and mail-based l d ith d il b d lead model generation • Over 2,000 PMA and independent • Over 5,600 career agents and agents • ~300 telesales (Philadelphia / at- sales managers Home / mid-west vendor) reps. • Serves over 25,000 worksite supporting sales efforts pp g • Over 275 locations nationwide groups including small business, education, government, and healthcare Common f C focus on middle market through controlled di t ib ti iddl k t th h t ll d distributionCNO Financial Group | Investor Day | December 13, 2012 25

Mike Buckley – SVP Sales, Bankers Life and Casualty Michael Buckley (61) joined Bankers Life in 2004 as territory vice The image cannot be display ed. Your computer may not hav e enough memory to open the image, or the image may hav e been corrupted. Restart y our computer, and then open the file again. If the red x still appears, y ou may hav e to delete the image and then insert it again. president, responsible for the companys northeast sales territory. Since 2009, he has served as senior vice president of sales, leading the companys entire sales organization, comprised of 5 200 career organization 5,200 sales agents in more than 275 branch and satellite offices nationwide, and overseeing the Bankers Learning Network, the primary training resource for field agents and managers. Buckleys B kl career spans 36 years, 20 of which h f hi h have b been spent i t in senior executive leadership roles. Prior to joining Bankers, Buckley was executive director of special markets at Kroll Inc. Risk Consulting, executive vice president and chief marketing officer at AIG/American General, and senior vice president of northeastern operations for Prudential Insurance, where h b P d ti l I h he began hi career as a sales agent i his l t in 1973. Buckley holds a B.S. degree in marketing from LaSalle University and has earned the Chartered Life Underwriter, Chartered Financial Consultant and Life Underwriting Training C C f Council Fellow designations.CNO Financial Group | Investor Day | December 13, 2012 26

Bankers Life – Target Market and Alignment Target Customer Product Market Needs Offering g Middle Market Personalized Advice at Life, Health and Annuities Home • Near and In-Retirement • Retirement Planning • Life Insurance • Middle Income • Medicare Planning • Fixed Annuities ($25k - $75k) • Fi l E Final Expenses • L Long-Term Care T C • Modest Investible Assets • Legacy Giving • Medicare Supplement/ AdvantageCNO Financial Group | Investor Day | December 13, 2012 27

Bankers Life – Distribution Model • Management Employees • Career Agents Managers • Customer Access Processes Branch and Manager Satellite Development • Face-to-Face Advice and Counsel Expansion • Service and Relationship Skills Bankers Life Locations Agents Customer Source of New Sales Direct Marketing Cross Sales Referrals Successful New Agents Prospecting Sales OtherCNO Financial Group | Investor Day | December 13, 2012 28

Bankers Life Key Value Drivers Selling Locations Agents 300 CAGR: +4% 275 CAGR: +3% 250 223 6,000 5,200 5,000 4,482 200 4,000 150 3,000 3 000 100 2,000 50 1,000 0 - 2007 2008 2009 2010 2011 YTD2012 2007 2008 2009 2010 2011 YTD2012 52 additional locations over five years Higher successful new agent conversion rates Agent Recruits New Sales from Cross-Sales CAGR: -1% 40% +15 points10,000 9,000 31% 8,000 7,579 7,385 30% 7,000 6,000 5,000 20% 16% 4 000 4,000 3,000 10% 2,000 1,000 - 0% 2007 2008 2009 2010 2011 YTD2012 2007 2008 2009 2010 2011 YTD2012 Return to pre-recession recruiting levels Increased volume and share of applications from cross-salesCNO Financial Group | Investor Day | December 13, 2012 29

Steve Stecher – President, Washington National Steven M. Stecher (52) joined CNO as executive vice president of operations and information technology for the Conseco Insurance Group in September 2004. He became chief operating officer for the companys Carmel-based insurance companies in February 2005, executive vice president of operations for CNO in December 2006, and president of Conseco Insurance Group (now Washington National) in August 2008. Before joining CNO, he served for two years as senior vice president and chief information officer for ORIX Financial Services. From 1997 to 2002 Stecher served in various management positions including 2002, positions, Chief Information Officer, with ING Americas, the U.S./Canada/Latin America unit of international financial services/insurance company ING Group. His ING career culminated with his service as head of shared services, which included responsibility for human resources, information technology infrastructure, corporate systems, enterprise p g p program management, real estate management and p g , g procurement. Before ING, Stecher worked with Equitable/AXA, where he held management positions in marketing, agency operations and brokerage sales management. He also served as an associate in the insurance group at Perot Systems, program director of insurance services at IDC, and director of strategic planning and research in the insurance and healthcare units at EDS. Stecher earned a B.A. degree in economics and finance from the University of Texas (Dallas), and a masters degree in management from National University (San Diego). He completed the Finance for Senior Executives Program at the Harvard Business School. SchoolCNO Financial Group | Investor Day | December 13, 2012 30

Washington National – Target Market and Distribution *Source: Eastbridge ConsultingCNO Financial Group | Investor Day | December 13, 2012 31

Washington National Key Value Drivers • Expanded product availability % = Growth over same quarter prior year • Collected premium from 560 new worksite groups YTD 2012 18% 14% 9% 20% • Added PMA sales leaders to support sales expansion in nine 14%* underserved states • Increased agent recruiting capacity * Percentage increase over Oct-Nov 2011 Distribution Growth • New producing WN Independent Partners increased 29% over prior year through October • PMA producing agent count increased 6% over prior year through October Back Office Efficiency—Electronic App (WNezApp 2.0) Utilization • Worksite electronic apps increased from 61% in 3Q 2011 to 88% in 3Q 2012 • Rolling out electronic application to PMA individual business in 2013, targeting an overall adoption rate of 75+%CNO Financial Group | Investor Day | December 13, 2012 32

Gerardo Monroy – President, Colonial Penn Gerardo Monroy (45) was named president of CNO’s Colonial Penn business segment in August 2012, after serving as the vice president of long-term care for CNO’s Bankers Life business segment since 2008. Monroy began his career with CNO in 2001 as a vice president in the corporate marketing group and, in 2002, joined Bankers Life as vice president, distribution strategy and field support. In 2004, he was named vice president, career distribution and operations strategy and chief of staff to the company’s company s chief operating officer. He became vice president of field administration and analysis with Bankers in 2006 and was then named vice president of Bankers’ long-term care business in 2008. Before joining CNO, Monroy worked for international corporations in Mexico and Italy, including Procter & Gamble, and Carrier Corporation (part of United Technologies). He holds an MBA from Harvard University and a bachelors degree in public accounting from the Universidad Iberoamericana in Mexico City. Monroy served as board chairman of the Latino Education Alliance (LEA), a Chicago-based nonprofit organization from 2008-10.CNO Financial Group | Investor Day | December 13, 2012 33

Colonial Penn – Target Market and Alignment Target Customer Product Market Needs Offering Middle – Low-Mid Market Over the phone personalized Life Insurance advice • Seniors • Final Expenses / Funeral Planning p • Final Expense Insurance • Average 65 years old • Easy to understand products • Term Life • Urban / Metro • Basic money management • Whole Life • Female • Premium collection timing tied to SS • Life Products Pipeline checks deposits • Single • Quick Claims Processing • DiverseCNO Financial Group | Investor Day | December 13, 2012 34

Colonial Penn Integrated Marketing and Sales Process Buyers Additional Sales Reactivate R ti t Reactivate Campaigns Leads Prospects CPL Sales Customer Non-Buyers Non Buyers Referrals Service (shared with BLC Agents) • DRTV / Direct Mail / Web leads New Sales e Sa es • CPL Telesales connect with most Prospect Identif. 60% prospects Prospect Reactiv. 15% • During call, telesales rep explains g p p Customer Reactiv. 12% product features and assesses Service Sales 8% product fit and affordability Agent & Test Sales 5% Prospect Identification: Sales from new leads (mainly TV) Prospect Reactivation: TV lead non-buyers targeted via direct mail programs Customer Reactivation: Additional sales to existing customers with less than max coverage Service Sales: After completing service calls -> Additional sales / referrals BLC Agent & Test Sales: TV lead non-buyers made available to BLC agents + testsCNO Financial Group | Investor Day | December 13, 2012 35

Colonial Penn Key Value Drivers Acquisition Cost/NAP Ratios Leads by Source  1,000,000  961,000 909,356 1.19  1.20  1.10  1.07  0.97  732,981 750,000  0.80  538,561 500,000  0.40  250,000  ‐ ‐ 2009 2010 2011 2012 F 2009 2010 2011 2012 F TV Leads DM Leads Web Leads Phone Contact Rate Phone Contact Rate 100%  Increasing i I i investment i l d generation in lead i 75% 78% 78% 77% 78%  Higher phone contact rates = Higher conversion rates 50%  Acquisition cost / NAP ratios are higher 25% when investing in growth; new markets and/or new products 0% 2009 2010 2011 2012 F 2012 F  Achieving increased sales and improved direct marketing efficienciesCNO Financial Group | Investor Day | December 13, 2012 36

Executing on Strategies Projected to Lead to 8-10% Growth in Sales ($ in millions) Sales - 7% CAGR* Across All Segments since 2010 $245.4 $245.9 $245.7 $199.8 $184.7 $186.7 * $83.6 $70.5 $75.4 $60.5 $46.3 $51.4 2010 2011 LTM 3Q2012 2010 2011 LTM 3Q2012 2010 2011 LTM 3Q2012 4% CAGR* 9% CAGR** 14% CAGR * Excluding AnnuitiesCNO Financial Group | Investor Day | December 13, 2012 ** Core Products (Supplemental Health and Life) 37

Q&ACNO Financial Group | Investor Day | December 13, 2012 38

Investments Eric Johnson – CIO & President, 40|86CNO Financial Group | Investor Day | December 13, 2012 39

Eric Johnson – Chief Investment Officer & President, 40|86 Eric R. Johnson President, 40|86 Advisors, Inc. Chief Investment Officer, CNO Financial Group, INC p Eric Johnson (52) has been the President of 40|86 Advisors (CNO’s registered investment adviser subsidiary) for 9 years. He has more than 20 years of financial markets and investment experience, beginning with a predecessor bank of experience J.P. Morgan and Co. He holds a B.A. in American history from Harvard University, where he graduated cum laude. He is a board member of WFYI, INC. and The Julian Center.CNO Financial Group | Investor Day | December 13, 2012 40

Key Takeaways  Disciplined approach to investing and asset-liability management  Emphasis on stable and predictable investment performance meeting corporate objectives  Current tactical priority: sustaining book yield and investment income  Active risk management  Investments are a key CNO core competency contributing to the stability of CNO’s operating resultsCNO Financial Group | Investor Day | December 13, 2012 41

Culture Leads to Quality and Competency Experience and track record Strong CNO Breadth of investment portfolio capabilities quality Active Strong alignment with Management business strategies C lt Culture Disciplined approach to Core CNO investing and asset- competency liability li bilit management t Tested risk controlsCNO Financial Group | Investor Day | December 13, 2012 42

Cycle of Low Yields The Fed is likely to continue to provide substantial liquidity The choices in the bond market The ECB and other are more about relative value instrumentalities have rather than absolute returns committed to ‘do what it takes’ to support an orderly Euro Virtuous circle of low yields incentivizing increased risk taking which promotes economic growth Probably a credit compression trade, or intermediate term maturities offer the best Returns on cash are likely to risk/return trade-offs stay near zero (with tail risk to higher levels) The main risk to bonds is a It’s a low growth, high g g substantial rise in inflation liquidity worldCNO Financial Group | Investor Day | December 13, 2012 43

Strategic Insights  Modestly increase risk – “Compression Trade”  Emphasize U.S. domestic sectors  Transition from macro (correlated) to micro market  Call on housing market bottom  Energy as a beneficiary of global demandCNO Financial Group | Investor Day | December 13, 2012 44

Our Outlook 6% 10 Y U S T Yr. U.S. Treasury  Risky credit has outperformed as Fed policy 4% has diminished returns on risk-free assets and pushed investors out on the risk curve 2%  An environment of modest growth with household and business deleveraging is not 0% inhospitable to the credit markets 2007 2008 2009 2010 2011 2012  Increasing depth of empirical evidence that the (bps) Corporate A Credit Spread housing market has bottomed and is 800 recovering 600  Corporate credit quality is increasingly affected 400 by slow revenue growth, shareholder pressure for di t ib ti f distributions, uncertain U S fi t i U.S. fiscal policy l li 200  Liquidity likely to remain abundant amidst 0 2007 2008 2009 2010 2011 2012 global central bank stimulus – defaults to Source: Barclays remain constrained 8% Composite Insurance Index Life Industry Average Yields  While there is a non-trivial level of tail risk, our 7% base case is low for longer 6%  Most structured credit markets face ongoing 5% supply/demand imbalance y 4% 3% 2002 2004 2006 2008 2010 2012 Source: SNLCNO Financial Group | Investor Day | December 13, 2012 45

Our Asset Allocation ($ millions) ( ) $24 8bn of Invested Assets* $24.8bn CLO  Highly diversified Govt/Agency 1.4% CMO Cash & 3.7% Ot e Other  90% investment grade 4.8% ABS 3.4%  < 0.72% equity Municipals  Integrated with Asset-Liability Asset Liability 7.3% 7 3% Management discipline (i.e. CMBS duration, convexity, key rate 5.8% IG

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