Lapse-Based Insurance Daniel Gottlieb and Kent Smetters∗ November 11, 2019 Abstract Most individual life insurance policies lapse before they expire. Earnings made from lapsers cross- subsidize losses from non-lapsers. We study several potential explanations both theoretically and empirically, and we find evidence in favor of two of them: (i) consumers forget to pay premiums and (ii) consumers understate the likelihood of needing money in the future. Theoretically, we formally show that these two mechanisms account for the structure of policies in practice. Empirically, we conduct surveys with new customers and with recent lapsers of a large insurer, and we find that these two explanations account for a small majority of lapses. JEL No. D03, G22, G02 ∗London School of Economics and Wharton School, University of Pennsylvania. Daniel Gottlieb:
[email protected]. Kent Smetters:
[email protected]. This paper was previously titled “Narrow Framing and Life Insurance.” We thank TIAA, especially David Richardson and Quentin Graham, for conducting three customer surveys for this study as well as the excellent help that they provided along the way with using their data. We also thank Nicholas Barberis, Daniel Bauer, Roland Bénabou, Pedro Bordalo, Sylvain Chassang, Keith Crocker, Kfir Eliaz, Erik Eyster, Hanming Fang, Xavier Gabaix, Nicola Gennaioli, Michael Grubb, Paul Heidhues, Botond Koszegi,˝ Lee Lockwood, Ted O’Donoghue, Pietro Or- toleva, Matthew Rabin, Andrei Shleifer, Paul Siegert, Justin Sydnor, Jeremy Tobacman, Jean Tirole, Daniel Sacks, Georg Weizsäcker, Richard Zechauser, and seminar participants at the Central European University, Cornell, EGRIE, ESMT, the European Behavioral Economics Meeting, Federal Reserve Board/George Washington University, Harvard University, the London School of Economics, NBER Insurance, NBER Household Finance, Penn State, Princeton, Rice, the Risk Theory Society, UC Santa Barbara, University of Southern California, University of Utah, University of Pennsylvania, University of Pittsburg, Washington University in St.