Jay Jackson
Chairman & CEO
According to LIMRA’s 2025 Insurance Barometer Study, cited by the Federal Reserve Bank of St. Louis, 51% of the U.S. population has some kind of life insurance coverage in place. The Fed’s own analysis puts industry assets at the equivalent of 41% of the country’s collective yearly personal income.
Meanwhile, ACLI data shows that the annual voluntary surrender rate for individual policyholders was around 1.3% in 2024, representing the proportion of people who choose to cash out. Against the 134 million individual policies in force that year, that works out to roughly 1.7 million customers surrendering annually. Additionally, 6.6% of individual policies lapsed in 2024, meaning payments were missed within a specific window, and those customers may be automatically eligible for a cashout.
In many cases, life insurance holders surrender their policies directly to the carrier in question. In doing so, they accept the default cash surrender value without realizing that an open secondary market exists for these contracts. Insurance companies count on policy lapse rates and surrender requests to clear liabilities from their balance sheets for pennies on the dollar.
When medical needs change, premiums become unmanageable, or financial goals shift, policyholders often treat their policy as a basic savings account rather than an asset with negotiable market value. As Abacus Global Management, whose platform models the secondary-market value of life insurance policies, explains below, understanding how secondary market valuations work allows consumers to treat coverage as a flexible financial instrument. And with the secondary market growing by 10% in 2025, more consumers are taking time to research their options.
The Economic Realities of Cash Surrender Value
Carriers establish cash surrender values based on strict internal actuarial tables designed to preserve the insurer’s capital reserves. This payout represents the accumulated cash value minus surrender charges, processing fees, and administrative penalties.
Because surrender values follow rigid formulas, they ignore external economic realities like current health changes or rising market demand for institutional investments. Surrendering a policy directly to an insurer frequently leaves substantial equity on the table.
When health conditions decline after a policy is underwritten, the value of that contract on the institutional market actually increases. Carriers do not adjust surrender offers upward for declining health, but secondary buyers evaluate policies using real-time life expectancy calculations.
How Secondary Market Valuations Work
The secondary market for life coverage evaluates contracts through competitive institutional bidding. Institutional investors purchase policies to diversify portfolios with non-correlated assets, offering sellers a lump sum that significantly exceeds surrender values.
Data from the Life Insurance Settlement Association (LISA) shows its members closed 2,955 settlements averaging $212,066 per policy, against a $24,360 average for standard surrender arrangements, though the two figures reflect different pools of policies rather than the same policy priced two ways. These capital infusions help seniors cover immediate living costs or long-term medical care.
Market access has also been streamlined as institutional buyers consolidate operations and streamline underwriting. Evaluating secondary-market value alongside traditional surrender offers allows policy owners to determine true portfolio worth. Evaluating a policy on the open market provides clear visibility into what institutional investors are willing to pay today.
Healthcare Costs Force Policyholders to Reassess Assets
Rising healthcare costs, with national health spending up 7.2% in 2024 to $5.3 trillion, and inflationary pressures are forcing older adults to reassess their illiquid assets. A life insurance policy often represents one of the largest unoptimized assets in a family estate.
The regulatory environment surrounding secondary transactions has matured significantly over the past decade. State licensing requirements and standardized consumer disclosures ensure policyholders receive transparent offers without hidden penalties. Data published by the European Life Settlement Association (ELSA) indicates 30 licensed providers hold 685 state licenses across the domestic landscape, offering robust consumer protections during secondary negotiations.
Policyholders typically re-evaluate their coverage when facing specific life transitions, such as ongoing premium payments exceeding monthly retirement budgets, beneficiaries becoming financially independent adults, or the need for liquid capital to fund long-term care. These scenarios push policyholders to seek exit strategies that maximize returns. Again, growth in this market is reflected in hard data, with ELSA reporting a 10% increase in the secondary market in 2025.
Three Steps to Maximize a Policy’s Real Value
Unlocking full policy value begins with a detailed policy review to verify ownership details, premium schedules, and current cash accumulation. Converting term coverage into permanent coverage can also create secondary market value where none previously existed.
Before accepting any offer from an insurance company or secondary provider, policyholders should consult independent financial advisors. Comparing institutional settlement offers with carrier surrender values helps ensure no equity is left behind.
Investigating Options Beyond Traditional Policy Lapse
Understanding the full financial potential of an active life insurance policy prevents costly surrender mistakes. Policyholders who examine secondary market values gain leverage and financial clarity when evaluating their ongoing coverage. As awareness grows, the entire insurance market may shift to accommodate changing consumer habits.
Jay Jackson, Chairman and CEO, Abacus Global Management (NYSE: ABX). More than 20 years in investments, alternative assets and portfolio management; formerly Vice President at Franklin Templeton Investments.