SECURITY NATIONAL FINANCIAL CORP – 10-Q – Management’s Discussion and Analysis of Financial Condition and Results of Operations.

Overview

The Company's operations over the last several years generally reflect three
strategies which the Company expects to continue: (i) increased attention to
"niche" insurance products, such as the Company's funeral plan policies and
traditional whole life products; (ii) increased emphasis on cemetery and
mortuary business; and (iii) capitalizing on an improving housing market by
originating mortgage loans. The Company has adjusted its strategies to respond
to the changing economic circumstances resulting from the COVID-19 pandemic.



Insurance Operations



The Company's life insurance business includes funeral plans and
interest-sensitive life insurance, as well as other traditional life, accident
and health insurance products. The Company places specific marketing emphasis on
funeral plans through pre-need planning.



A funeral plan is a small face value life insurance policy that generally has
face coverage of up to $30,000. The Company believes that funeral plans
represent a marketing niche that is less competitive because most insurance
companies do not offer similar coverage. The purpose of the funeral plan policy
is to pay the costs and expenses incurred at the time of a person's death. On a
per thousand-dollar cost of insurance basis, these policies can be more
expensive to the policyholder than many types of non-burial insurance due to
their low face amount, requiring the fixed cost of the policy administration to
be distributed over a smaller policy size, and the simplified underwriting
practices that result in higher mortality costs.



In response to the COVID-19 pandemic, the Company's life insurance sales force
began using virtual and tele sales processes to market products. During the
third quarter 2021, the life insurance sales force returned to in person sales,
however, it continues to use virtual and tele sales where needed. As of March
31, 2022, approximately 75% of insurance operations office staff were working in
the office with the flexibility for hybrid-remote or completely remote working
arrangements as needed.

The following table shows the condensed financial results of the insurance
operations for three months ended March 31, 2022 and 2021. See Note 7 to the
condensed consolidated financial statements.

                                                         Three months ended March 31
                                                          (in thousands of dollars)
                                             2022                2021           % Increase (Decrease)
Revenues from external customers
Insurance premiums                      $       26,342       $      23,350                          13 %
Net investment income                           14,580              13,939                           5 %
Gains on investments and other assets              108               1,162 

                       (91 )%
Other                                              472                 493                          (4 )%
Total                                   $       41,502       $      38,944                           7 %

Intersegment revenue                    $        1,696       $       1,902                         (11 )%
Earnings before income taxes            $          816       $       2,695 

                       (70 )%

Intersegment revenues are primarily interest income from the warehouse line for
loans held for sale provided to SecurityNational Mortgage Company
("SecurityNational Mortgage"). Profitability for the three months ended March
31, 2022 has decreased due to a $2,516,000 increase in future policy benefits, a
$1,733,000 increase in selling, general and administrative expenses, a
$1,054,000 decrease in gains on investments and other assets primarily due to a
decrease in the fair value of equity securities, a $783,000 increase in
amortization of deferred policy acquisition costs primarily due to an increase
in the average outstanding balance of deferred policy and pre-need acquisition
costs, a $466,000 increase in interest expense, a $206,000 decrease in
intersegment revenue, and a $21,000 decrease in other revenues. This increase
was partially offset by a $2,992,000 increase in insurance premiums and other
considerations, a $1,182,000 decrease in death, surrenders and other policy
benefits, a $642,000 increase in net investment income, and an $86,000 decrease
in intersegment interest expense and other expenses.



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Cemetery and Mortuary Operations

The Company sells mortuary services and products through its nine mortuaries in
Utah and three mortuaries in New Mexico. The Company also sells cemetery
products and services through its five cemeteries in Utah, one cemetery in San
Diego County, California, and one cemetery in Santa Fe, New Mexico. At-need
product sales and services are recognized as revenue when the services are
performed or when the products are delivered. Pre-need cemetery product sales
are deferred until the merchandise is delivered and services performed.
Recognition of revenue for cemetery land sales occurs when 10% of the purchase
price is received.

In response to the COVID-19 pandemic, the cemetery and mortuary's pre-need sales
force began using virtual selling processes to market its products and services
including some in home sales as local regulations permitted. During the third
quarter 2021, the sales force returned mostly to in home sales, however, it
continues to use virtual selling where needed. Currently, the cemetery and
mortuary operations office staff works in the office with the flexibility for
hybrid-remote or completely remote working arrangements as needed.



The following table shows the condensed financial results of the cemetery and
mortuary operations for the three months ended March 31, 2022 and 2021. See Note
7 to the condensed consolidated financial statements.





                                                      Three months ended March 31
                                                       (in thousands of dollars)
                                                                                  % Increase
                                            2022                 2021             (Decrease)
Revenues from external customers
Mortuary revenues                      $        3,766       $        2,020                    86 %
Cemetery revenues                               3,440                3,922                   (12 )%
Net investment income                             496                  230                   116 %
Gains (losses) on investments and
other assets                                     (255 )                798                  (132 )%
Other                                              16                   29                   (45 )%
Total                                  $        7,463       $        6,999                     7 %

Earnings before income taxes           $        2,020       $        2,701 

                 (25 )%

Profitability in the three months ended March 31, 2022 has decreased due to a
$1,092,000 increase in selling, general and administrative expenses, a
$1,053,000 decrease in gains on investments and other assets primarily
attributable to a $579,000 decrease in gains on real estate sales and a $495,000
decrease in the fair value of equity securities classified as restricted assets
and cemetery perpetual care trust investments, a $561,000 decrease in cemetery
pre-need sales, an $85,000 increase in costs of goods sold, a $54,000 increase
in intersegment interest expense and other expenses, a $37,000 increase in
amortization of deferred policy acquisition costs, and a $13,000 decrease in
other revenues. This increase was partially offset by a $1,746,000 increase in
mortuary at-need sales, a $266,000 increase in net investment income, a $105,000
increase in intersegment revenues, a $79,000 increase in cemetery at-need sales,
and an $18,000 decrease in interest expense.



Mortgage Operations



The Company's wholly owned subsidiaries, SecurityNational Mortgage and EverLEND
Mortgage Company, are mortgage lenders incorporated under the laws of the State
of Utah and approved and regulated by the Federal Housing Administration (FHA),
a department of the U.S. Department of Housing and Urban Development (HUD),
which originate mortgage loans that qualify for government insurance in the
event of default by the borrower, in addition to various conventional mortgage
loan products. SecurityNational Mortgage and EverLEND Mortgage originate and
refinance mortgage loans on a retail basis. Mortgage loans originated or
refinanced by the Company's mortgage subsidiaries are funded through loan
purchase agreements with Security National Life, Kilpatrick Life and
unaffiliated financial institutions.



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The Company's mortgage subsidiaries receive fees from borrowers that are
involved in mortgage loan originations and refinancings, and secondary fees
earned from third party investors that purchase the mortgage loans originated by
the mortgage subsidiaries. Mortgage loans originated by the mortgage
subsidiaries are generally sold with mortgage servicing rights released to
third-party investors or retained by SecurityNational Mortgage. SecurityNational
Mortgage currently retains the mortgage servicing rights on approximately 59% of
its loan origination volume. These mortgage loans are serviced by either
SecurityNational Mortgage or an approved third-party sub-servicer. In December
2021, the Company ceased operations in EverLEND Mortgage and merged its
operations into SecurityNational Mortgage.



For the three months ended March 31, 2022 and 2021, SecurityNational Mortgage
originated 3,356 loans ($1,039,217,000 total volume) and 5,361 loans
($1,415,821,000 total volume), respectively. For the three months ended March
31, 2021, EverLEND Mortgage originated 110 loans ($34,020,000 total volume).



In response to the COVID-19 pandemic, the mortgage operations has integrated
employee work from home accommodations into its standard operating procedures. A
large percentage of fulfillment employees are in office however the flexibility
remains to accommodate in office or work from home functionality.

The following table shows the condensed financial results of the mortgage
operations for the three months ended March 31, 2022 and 2021. See Note 7 to the
condensed consolidated financial statements.

                                                        Three months ended March 31
                                                         (in thousands of dollars)
                                            2022                2021           % Increase (Decrease)
Revenues from external customers
Secondary gains from investors         $       39,603       $      68,439                         (42 %)
Income from loan originations                   8,813              11,192                         (21 %)
Change in fair value of loans held
for sale                                       (2,747 )            (6,946 )                       (60 %)
Change in fair value of loan
commitments                                     2,675                 314                         752 %
Net investment income                             118                 125                          (6 %)
Gains on investments and other
assets                                            319                   -                         100 %
Other                                           4,680               3,592                          30 %
Total                                  $       53,461       $      76,716                         (30 %)

Earnings before income taxes           $        1,607       $      10,959  

                      (85 %)




Included in other revenues is service fee income. Profitability for the three
months ended March 31, 2022 has decreased due to a $28,836,000 decrease in
secondary gains from investors, a $2,733,000 decrease in income from loan
originations, a $1,224,000 increase in personnel expenses, an $86,000 decrease
in intersegment revenues, and a $7,000 decrease in net investment income. This
increase was partially offset by a $12,811,000 decrease in commissions, a
$4,199,000 increase in the fair value of loans held for sale, a $2,361,000
increase in the fair value of loan commitments, a $1,088,000 increase in other
revenues, a $943,000 decrease in other expenses, a $546,000 decrease in interest
expense, a $505,000 decrease in advertising expenses, a $355,000 decrease in the
provision for loan loss reserve, a $319,000 increase in gains on investments and
other assets, a $155,000 decrease in intersegment interest expense and other
expenses, a $132,000 decrease in rent and rent related expenses, a $98,000
decrease in costs related to funding mortgage loans, and a $22,000 decrease in
depreciation on property and equipment.

Mortgage Loan Loss Settlements

Future mortgage loan losses can be extremely difficult to estimate. However,
management believes that the Company's reserve methodology and its current
practice of property preservation allow it to estimate its potential losses on
mortgage loans sold. The estimated liability for indemnification losses was
included in other liabilities and accrued expenses and, as of March 31, 2022 and
December 31, 2021, the balances were $2,143,390 and $2,447,139, respectively.



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Consolidated Results of Operations

Three Months Ended March 31, 2022 Compared to Three Months Ended March 31, 2021

Total revenues decreased by $20,233,000, or 16.5%, to $102,426,000 for the three
months ended March 31, 2022, from $122,659,000 for the comparable period in
2021. Contributing to this decrease in total revenues was a $24,654,000 decrease
in mortgage fee income and a $1,788,000 decrease in gains on investments and
other assets. This decrease was partially offset by a $2,992,000 increase in
insurance premiums and other considerations, a $1,264,000 increase in net
mortuary and cemetery sales, a $1,054,000 increase in other revenues, and a
$900,000 increase in net investment income.



Mortgage fee income decreased by $24,654,000, or 33.8%, to $48,345,000, for the
three months ended March 31, 2022, from $72,999,000 for the comparable period in
2021. This decrease was primarily due to a $28,836,000 decrease in secondary
gains from mortgage loans sold to third-party investors into the secondary
market and a $2,378,000 decrease in loan fees and interest income net of a
decrease in the provision for loan loss reserve. This decrease in mortgage fee
income was partially offset by a $4,199,000 increase in the fair value of loans
held for sale and a $2,361,000 increase in the fair value of loan commitments.



Insurance premiums and other considerations increased by $2,992,000, or 12.8%,
to $26,342,000 for the three months ended March 31, 2022, from $23,350,000 for
the comparable period in 2021. This increase was due to an increase of
$1,691,000 in first year premiums as a result of increased insurance sales and
an increase of $1,300,366 in renewal premiums due to the growth of the Company
in recent years, particularly in whole life products, which resulted in more
premium paying business in force.



Net investment income increased by $900,000, or 6.3%, to $15,194,000 for the
three months ended March 31, 2022, from $14,294,000 for the comparable period in
2021. This increase was primarily attributable to a $1,876,000 increase in
mortgage loan interest, a $74,000 increase in policy loan income, a $57,000
increase in income on other investments, a $51,000 increase in insurance
assignment income, and a $36,000 increase in interest on cash and cash
equivalents. This increase was partially offset by a $997,000 increase in
investment expenses, and a $188,000 decrease in fixed maturity securities
income.



Net mortuary and cemetery sales increased by $1,264,000, or 21.3%, to $7,206,000
for the three months ended March 31, 2022, from $5,942,000 for the comparable
period in 2021. This increase was primarily due to a $1,746,000 increase in
cemetery at-need sales and a $79,000 increase in mortuary at-need sales. This
increase was partially offset by a $561,000 decrease in cemetery pre-need sales.



Gains on investments and other assets decreased by $1,788,000, or 91.2%, to
$172,000 for the three months ended March 31, 2022, from $1,960,000 for the
comparable period in 2021. This decrease in gains on investments and other
assets was primarily due to a $1,676,000 decrease in gains on equity securities
mostly attributable to decreases in the fair value of these equity securities,
an $85,000 decrease in gains on other assets, and a $27,000 decrease in gains on
fixed maturity securities.



Other revenues increased by $1,054,000, or 25.6%, to $5,168,000 for the three
months ended March 31, 2022, from $4,114,000 for the comparable period in 2021.
This increase was primarily attributable to an increase in servicing fee
revenue.



Total benefits and expenses were $97,982,000, or 95.7% of total revenues, for
the three months ended March 31, 2022, as compared to $106,304,000, or 86.7% of
total revenues, for the comparable period in 2021.



Death benefits, surrenders and other policy benefits, and future policy benefits
increased by an aggregate of $1,335,000 or 5.6%, to $24,979,000 for the three
months ended March 31, 2022, from $23,644,000 for the comparable period in 2021.
This increase was primarily the result of a $2,516,000 increase in future policy
benefits and a $246,000 increase in surrender and other policy benefits. This
increase was partially offset by a $1,427,000 decrease in death benefits
($1,646,698 for COVID-19 related deaths).



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Amortization of deferred policy and pre-need acquisition costs and value of
business acquired increased by $819,000, or 22.9%, to $4,396,000 for the three
months ended March 31, 2022, from $3,577,000 for the comparable period in 2021.
This increase was primarily due to an increase in the average outstanding
balance of deferred policy and pre-need acquisition costs.



Selling, general and administrative expenses decreased by $10,462,000, or 13.7%,
to $65,695,000 for the three months ended March 31, 2022, from $76,157,000 for
the comparable period in 2021. This increase was primarily the result of a
$12,827,000 decrease in commissions, a $207,000 decrease in rent and rent
related expenses, a $98,000 decrease in costs related to funding mortgage loans,
and an $89,000 decrease in advertising expenses. This decrease was partially
offset by a $2,503,000 increase in personnel expenses, a $142,000 increase in
other expenses, and a $114,000 increase in depreciation on property and
equipment.



Interest expense decreased by $98,000, or 5.4%, to $1,727,000 for the three
months ended March 31, 2022, from $1,825,000 for the comparable period in 2021.
This decrease was primarily due to a decrease of $546,000 in interest expense on
mortgage warehouse lines for loans held for sale. This decrease was partially
offset by a $448,000 increase in interest expense on bank loans.



Cost of goods and services sold-mortuaries and cemeteries increased by $85,000,
or 7.7%, to $1,185,000 for the three months ended March 31, 2022, from
$1,100,000 for the comparable period in 2021. This increase was primarily due to
a $300,000 increase in mortuary at-need sales. This increase was partially
offset by a $35,000 decrease in cemetery at-need sales and a $180,000 decrease
in cemetery pre-need sales.

Liquidity and Capital Resources

The Company's life insurance subsidiaries and cemetery and mortuary subsidiaries
realize cash flow from premiums, contract payments and sales on personal
services rendered for cemetery and mortuary business, from interest and
dividends on invested assets, and from the proceeds from the sale or maturity of
investments. The mortgage subsidiaries realize cash flow from fees generated by
originating and refinancing mortgage loans and fees from mortgage loans held for
sale that are sold to investors into the secondary market. It should be noted
that current conditions in the financial markets and economy caused by the
COVID-19 pandemic may affect the realization of these expected cash flows. The
Company considers these sources of cash flow to be adequate to fund future
policyholder and cemetery and mortuary liabilities, which generally are
long-term, and adequate to pay current policyholder claims, annuity payments,
expenses related to the issuance of new policies, the maintenance of existing
policies, debt service, and to meet current operating expenses.



During the three months ended March 31, 2022 and 2021, the Company's operations
provided cash of $72,509,000 and provided cash of $100,976,000, respectively.
This decrease in cash provided by operations was due primarily to decreased
proceeds from the sale of mortgage loans held for sale.



The Company's liability for future policy benefits is expected to be paid out
over the long-term due to the Company's market niche of selling funeral plans.
Funeral plans are small face value life insurance policies that payout upon a
person's death to cover funeral burial costs. Policyholders generally keep these
policies in force and do not surrender them prior to death. Because of the
long-term nature of these liabilities, the Company is able to hold to maturity
its bonds, real estate, and mortgage loans thus reducing the risk of liquidating
these long-term investments as a result of any sudden changes in their fair
values.



The Company attempts to match the duration of invested assets with its
policyholder and cemetery and mortuary liabilities. The Company may sell
investments other than those held to maturity in the portfolio to help in this
timing matching. The Company purchases short-term investments on a temporary
basis to meet the expectations of short-term requirements of the Company's
products. The Company's investment philosophy is intended to provide a rate of
return, which will persist during the expected duration of policyholder and
cemetery and mortuary liabilities regardless of future interest rate movements.



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The Company's investment policy is also to invest predominantly in fixed
maturity securities, real estate, mortgage loans, and warehousing of mortgage
loans held for sale on a short-term basis before selling the loans to investors
in accordance with the requirements and laws governing the life insurance
subsidiaries. Bonds owned by the insurance subsidiaries amounted to $271,931,000
(at estimated fair value) and $259,005,000 (at estimated fair value) as of March
31, 2022 and December 31, 2021, respectively. This represented 32.1% and 31.5%
of the total investments as of March 31, 2022, and December 31, 2021,
respectively. Generally, all bonds owned by the life insurance subsidiaries are
rated by the National Association of Insurance Commissioners. Under this rating
system, there are six categories used for rating bonds. At March 31, 2022, 3.5%
(or $9,597,000) and at December 31, 2021, 3.9% (or $9,991,000) of the Company's
total bond investments were invested in bonds in rating categories three through
six, which are considered non-investment grade.



The Company is subject to risk-based capital guidelines established by statutory
regulators requiring minimum capital levels based on the perceived risk of
assets, liabilities, disintermediation, and business risk. At March 31, 2022 and
December 31, 2021, the life insurance subsidiaries were in compliance with

the
regulatory criteria.

The Company's total capitalization of stockholders' equity, bank and other loans
payable was $525,928,000 as of March 31, 2022, as compared to $551,054,000 as of
December 31, 2021. Stockholders' equity as a percent of total capitalization was
55.6% and 54.4% as of March 31, 2022 and December 31, 2021, respectively.



Lapse rates measure the amount of insurance terminated during a particular
period. The Company's lapse rate for life insurance in 2021 was 4.8% as compared
to a rate of 5.9% for 2020. The 2022 lapse rate to date has been approximately
the same as 2021.

The combined statutory capital and surplus of the Company's life insurance
subsidiaries was $81,822,000 and $82,823,000 as of March 31, 2022 and December
31, 2021, respectively. The life insurance subsidiaries cannot pay a dividend to
their parent company without the approval of state insurance regulatory
authorities.



COVID-19 Pandemic

During 2020, the outbreak of COVID-19 had spread worldwide and was declared a
global pandemic by the World Health Organization on March 11, 2020. COVID-19,
and its variants, pose a threat to the health and economic well-being of the
Company's employees, customers, and vendors. The Company continues to closely
monitor developments relating to the ongoing COVID-19 pandemic and assessing its
impact on the Company's business. The continued uncertainty surrounding the
COVID-19 pandemic has had and continues to have a significant impact on the
global economy and financial markets. Governments and businesses have taken
numerous measures to try to contain the virus and its variants, which include
the implementation of travel bans, self-imposed quarantine periods, social
distancing, and various mask and vaccine mandates. These measures have disrupted
and will continue to disrupt businesses globally. Governments and central banks
have reacted with significant monetary and fiscal interventions designed to
stabilize the economic conditions.



Like most businesses, COVID-19 has impacted the Company, including the temporary
adoption of work from home arrangements and a restructuring of selling
techniques for its products and services. The Company also experienced increased
expenses for cleaning services of its offices. Throughout 2021 and the first
quarter of 2022, the Company continues to adapt to the impact of COVID-19 and
its related economic effects. The Company cannot, with any certainty predict the
severity or duration with which COVID-19 will impact the Company's business,
financial condition, results of operations, and cash flows. To the extent the
COVID-19 pandemic adversely affects the Company's business, financial condition,
and results of operations, it may also have the effect of heightening many of
the other Company risks. These uncertainties have the potential to negatively
affect the risk of credit default for the issuers of the Company's fixed
maturity debt securities and individual borrowers with mortgage loans held

by
the Company.

The Company has implemented risk management, business continuity plans and has
taken preventive measures and other precautions, including some remote work
arrangements. Such measures and precautions have enabled the Company to continue
to conduct business.



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