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Boundless Life Expectancy?

Nature has given every species an intrinsic life span. Life span is a bit like an upper bound to life expectancy: If you got every member of a species healthier and healthier, life expectancy of that species would constantly increase, but eventually be bound by life span. And every species has a different life span: For flies, it’s just a couple of days; for bowhead whales it’s 200 years.

For humans, biologists have found that up until the 1960s, life span was around 89 years. This means that if we kept improving our health systems, the world population’s life expectancy would converge to our species’ life span of 89.

In public health, this development is called “compression of morbidity.” The idea is that our health systems improve and we live healthier and healthier. The time we spend in illness and infirmity, especially in the last years of our life, becomes shorter. Our population’s survival rate becomes more and more “rectangular,” having more people survive until old age and allowing for healthier life at old age.

However, life span acts as a fixed point beyond which no further gains in health are possible and survival rates of humans drop quickly to zero, owing to the “compensation effect of mortality.”

Theory versus practice

In practice, however, we do not observe a conversion of life expectancy to life span across countries and world regions. Sometime in the 1970s, human life span itself began to increase—a feat no other species has managed before us. Prior to the 1970s, biologists, using historic data on human survival rates, have found indeed that human life span was constant at about 89 years. Yet, since the 1970s, life span has increased markedly, pushing the limit of life expectancy.

Figure 1 illustrates this for Canadian males. It depicts the probability of surviving to a given age for different years, from 1925 to 2075. One can clearly observe the “rectangularization of survival rates,” with significantly more people surviving until high age in 2010 than in 1925. However, when comparing survival rates at age 90, one cannot observe any significant improvement between 1925 and 1975; survival was more or less constant at a level well below 10%. However, since then, the survival rate at age 90 jumped markedly to about 20% in 2010. Hence, although survival rates improved spectacularly for younger ages between 1925 and 1975, improvement in health systems did not make much of an impact on the very old during that time; increases in life-expectancy were bounded.

Since 1975, however, this seems to be untrue; the limits to increases in life expectancy were relaxed. And it’s believed that these limits will relax even more over the next 60 years.

Boundless life expectancy

Source: Mortality Projections for Social Security Programs in Canada (2014)

Breaking the limits

How did we break the limits of life expectancy? We don’t know exactly, but the prime candidates are the invention of regenerative medicine and organ replacements.

The biggest medical breakthroughs up to the 1960s were arguably the discovery of antibiotics, vaccines against diseases ranging from rabies to polio, and significant progress related to hygiene. These interventions helped to slow down the bodily decay of our vital organs—literally the “heart” of our physical health. However, overcoming the failure of human organs—like heart bypass or dialysis—or replacing them altogether had a profoundly different impact on the speed of bodily decay.

These new medical procedures, in particular organ transplants, meant extending the functions of our body beyond what nature had foreseen and therefore affected the life span of the human species and removing the natural limits to life expectancy. In fact, now biologists believe that our life span has increased to 97 years, a gain of eight years in the course of 40 years.

Bounded versus boundless life expectancy

What does all this mean for aging societies? The policy implications of bounded life expectancy are indeed quite different from unbounded life expectancy. In a world of bounded life expectancy, we would continue compressing morbidity, living healthier and healthier lives, but facing rapid aging in the last years of our life.

Our life cycle decisions, like how much education to get and when to retire, would in fact become much more plan-able, knowing that the likelihood of living up to 89 is rather high, but living beyond it is rather improbable. One could even argue that, as we get healthier in the future, we would also get more productive, earning more income during work life; but knowing that we are likely to die at an age of around 89 (give or take), we could actually work less long and retire earlier.

Not so in the case of boundless life expectancy: We’d never be sure what new medical inventions, especially in the field of genetics, could extend our lives beyond our wildest imagination—maybe even to the age of 150, and possibly within our lifetime.

In such a world, the question on what money to live off during old age becomes a very different one: Living to 150, but retiring at age 65 or even earlier will not be an option. Longer work lives and lifelong investments in education, training, and skills become a must that will ultimately lead to higher lifetime income, wealth, and savings for old age.

Surely, public pensions can, should, and will also play an important role in securing old-age income. However, during times of rapid expansion of life-expectancy, pay-as-you-go systems will come under strain, exerting a heavy toll on younger generations—and older generations risking to overstay their welcome.

If, though, societies get the balance between work and retirement right, nothing is in the way of an era of golden aging, even during times of shifting limits of life expectancy.

© 2016 Brookings Institution.

NCAA Financial Ads, in Black and White

During the broadcast of the NCAA men’s basketball tournament last weekend, Northwestern Mutual Life aired commercials in which two pairs of actors portrayed bi-racial couples: a Caucasian man with an African-American wife, and an African-American man with an Asian or Caucasian wife.

The tagline on the screen at the end of one commercial read: “Live Life Differently.” The spot emphasized the idea—explicit in the messaging and perhaps reinforced by the imagery—that Americans need to integrate investments and their insurance when they make their financial plans.   

Since few inadvertent decisions ever occur within the creative content of advertising—the advertiser needs to control every aspect of the message—it’s tempting to try to deconstruct the commercial and its apparently deliberate mixture of race and financial planning.NWML Biracial couple ad 

Northwestern Mutual isn’t the only financial services company to break new racial ground. A recent ad by Merrill Lynch Asset Management on the back cover of the Journal of Retirement shows an African-American man, perhaps in his 50s, and a blonde woman laughing over mugs of coffee while seated on the steps to a rustic cabin. (In the hazy background, you can see a padlock in a hasp on the cabin door, perhaps symbolizing security or safety.)

The headline of this ad says, “Navigate retirement toward the things that matter to you most.” The first line of the body copy says, “We understand that retirement is a unique situation for everyone.”

I have no idea what to make of these advertisements. Perhaps they represent a more evolved America. We have our first African-American president. “Mixed marriage” no longer shocks the way it once did. It’s been almost half a century since the Supreme Court ruled, in Loving v. Virginia, that state “anti-miscegenation” laws were unconstitutional.     

But the ads can hardly be described as trailing indicators. De facto segregation persists. Recent police shootings triggered the birth of Black Lives Matter. On average, African-Americans still earn, save and invest at a much lower rate than average white Americans—lower even than the white Americans who themselves are angry enough about inequality to have fueled the candidacy of Donald Trump.  

It would be unfair to suggest or pretend that blacks have reached financial parity with whites. In 2013, only 41% of blacks between ages 31 and 62 had retirement account savings (compared with 65% of non-Hispanic whites), according to the Economic Policy Institute. Among blacks with retirement account savings, the median account balance was only $22,000 (compared with $73,000 for non-Hispanic whites).

And, despite what you’re starting to see on TV, black/white marriages are still rare in America. In 2010, only seven-tenths of one percent of U.S. marriages were between non-Hispanic whites and non-Hispanic blacks, according to the Census Bureau. Mixed couples are most likely to live in Virginia, Maryland and the District of Columbia, and near military bases in Kansas, Georgia, Texas and Oklahoma.

So what’s motivating the choice of actors in the Northwestern Mutual ads? Here are some guesses, in roughly my estimates of probability:

  1. The use of blended couples reflects the theme of blending insurance and investments and/or the theme of sensitivity to unique planning situations. 
  2. The NCAA basketball tournament attracts a broad audience of African-Americans, whites, Latinos and Asians, and advertisers want to appeal to the entire audience.
  3. A company that uses bi-racial couples in its ads will be seen as inclusive and progressive.
  4. Other tournament advertisers—Buffalo Hot Wings, Michelob brewers—routinely depict social events where Asians, Caucasians, Latinos and African-Americans mingle in more or less equal proportions. It would be conspicuous not to do the same.
  5. The use of bi-racial couples in ads is unusual and eye-catching. In an age of media saturation, advertisers have to take risks in order to be noticed.
  6. Advertisers naturally want to immunize themselves against any accusation that they are not progressive or inclusive.  

In the interest of providing context as well as transparency, I should disclose that a member of my family is in a bi-racial relationship. As someone who grew up when even a bi-religion relationship could fracture family relations, I have to admit that I experienced an interval—not a long interval, but an interval nonetheless—of adjustment to the idea. It required personal growth and change. I can’t imagine that an insurance or asset management company would take even a tacit position on such a sensitive matter without giving it careful thought, and without having a specific goal. If you know what they are thinking, please tell me in an email ([email protected]).

© 2016 RIJ Publishing LLC. All rights reserved.       

Proof that SPIAs Still Make Sense

Today’s near-retirees face not only the usual risks associated with market volatility and longevity but also a lower average savings rate than previous generations and the reduced availability of traditional pensions. To ensure that they can sustain an acceptable standard of living in retirement and not run short of funds, they need new solutions.

One option is to add a source of income that they cannot outlive. In their landmark 2001 article in The Journal of Financial Planning (“Making Retirement Income Last a Lifetime”) John Ameriks, Bob Veres and Mark Warshawsky found that adding a life-contingent income annuity to a retirement portfolio reduces the rate that the portfolio will “fail” or go to zero.[1]

We ask if the benefits of lifetime income annuities persist today, when low interest rates have made annuity payout rates significantly lower than in 2001. Using annuity price quotes from CANNEX,[2] we measure the effects of annuitizing between zero and 30% of a retirement portfolio. We create a conceptual “retirement income frontier” that traces the trade-off between the sustainability of retirement income and expected financial legacy, using a framework established by Moshe Milevsky of Toronto’s York University.[3]

We’ll show that the 2001 results are in fact still valid: When a client buys an annuity with part of her savings, the sustainability of her income improves. While this improvement comes at a cost to her financial legacy, that cost can be overcome if she rebalances the rest of her portfolio to match her overall risk profile (i.e, with a shift toward equities).   

These results are produced for three reasons: the annuity income stream can’t be outlived; the pooling of longevity risk through the annuity enhances the retiree’s income (via “mortality credits”); and the retiree offsets the conservative effect of the annuity by taking more risk with the balance of her savings. The results hold true whether she’s a conservative, balanced or aggressive investor.

“Annuitizing a portfolio:” What and how?

First, let’s review what is meant by “annuitizing” (part of) a portfolio. In this article, we mean using a portion of retirement savings to purchase a single premium income annuity, or SPIA. While the SPIA is often overlooked in retirement income planning, it can provide a tremendous boost to the overall sustainability of a client’s retirement: For a one-time premium, the SPIA provides a lifetime of income. (Thus it functions like a workplace defined benefit pension.)

Despite the benefits it can offer, the SPIA is frequently shunned by clients and advisors alike. Why? The purchase decision is irreversible and thus the asset, although it produces income, is illiquid. This point of view, however, overlooks both the mortality credits that retirees acquire from pooling their assets, which provide a greater yield than products with similar levels of guarantee; and the lifetime nature of the SPIA income, which provides a hedge against an unknown and potentially longer-than-expected lifetime.

Ultimately, while a reliable source of retirement income may be replicated with investments in fixed income products, a SPIA provides a higher income than  other non-pooled, non-life-contingent assets or products do. Given the SPIA’s relative advantages, the low take-up of lifetime income annuities by retirees is known as the “annuity puzzle”– a riddle that academics and practitioners have pondered for decades. 

Portfolio sustainability: Do SPIAs still help?

In this article, we will explore the impact of adding a SPIA on our client’s Retirement Sustainability Quotient (on one hand) and her Expected Financial Legacy (on the other). Our conceptual retirement income frontier will trace out the trade-off between these competing outcomes—increased sustainability or increased financial legacy.

We assume that the client has her financial assets consolidated in either a managed account (a portfolio of stocks, bond, ETFs, mutual funds or any combination thereof) or some combination of managed account and a SPIA, in which the annuitized portion provides a pension-like lifetime income starting at retirement. We further assume that our client understands what her inflation-adjusted (assuming 2% inflation) future income needs will be and that she buys a cost of living-adjusted SPIA. In our analysis, the client coordinates withdrawals from her managed account with her annuity payment to match her desired spending amount.

We define retirement income sustainability as a function of first, the fraction of income annuitized and secondly, the “lifetime ruin probability” of the managed account.  The lifetime ruin probability, in turn, is the probability that the investment portfolio will be fully depleted while the retiree is living.

Mathematically, the Retirement Sustainability Quotient (RSQ) takes the following form:

RSQ = (1 – p) (1- fSPIA) + fSPIA = 1 – p (1 – fSPIA)

where p represents the ruin probability and fSPIA represents the ratio of the annuitized income to the client’s desired income. 

In the above equation, we measure retirement sustainability as the weighted average of the success probabilities (“success” defined as the cases in which the retirement income portfolio supports the desired withdrawals during the client’s lifetime). The annuity, by its very nature, has a ruin probability of zero (assuming no default risk of the insurance company); while the investment account has a “non-zero” ruin probability.[4]

As always in finance, there is an economic trade-off. If an annuity has no death benefit or refund feature, the added retirement sustainability it produces can come at the cost of a smaller “Expected Financial Legacy,” which is the wealth that the client will be able to leave to heirs.

We define Expected Financial Legacy (EFL) more formally as the expected value of the funds left over upon the retiree’s death, measured in today’s dollars. Technically, we calculate our client’s EFL by aggregating the present value of the probability-of-death-weighted account balances over time.*

Together, the two concepts of Retirement Sustainability and Financial Legacy form a frontier that helps us to better understand and model the trade-off between income sustainability and financial legacy introduced by the inclusion of life annuities.

Modelling legacy and sustainability along the Retirement Income Frontier

Now, on to our model. In our case study, given the illiquidity of the SPIA, and the irreversibility of the SPIA purchasing decision, we limit the allocation to SPIAs to 30% of our client’s initial wealth. With the remaining (non-annuitized) portfolio, we consider three kinds of asset allocation models: conservative, balanced, and aggressive.

We also consider two approaches:

First Approach: SPIA + No Change to Asset Allocation (“SPIA + No Change”)

In approach one, we assume our client maintains their asset allocation (whether conservative, balanced or aggressive) even after purchasing the annuity. That is, we do not adjust the allocation of the managed assets in response to the annuity purchase. 

Second Approach: SPIA + Modified Asset Allocation (“SPIA + Modified Portfolio”)

In our second approach, we proportionally adjust asset allocations within the client’s managed account, taking the allocation to the SPIA into account. The entire retirement portfolio then conforms to the original risk profile of our retiree (conservative, balanced or aggressive). That is, we change the asset allocation of our client’s investments once the client has purchased an annuity, viewing the annuity purchase as a bond-like allocation on the balance sheet.

In our analysis, we use a stochastic modelling approach. It incorporates two separate sources of uncertainty (namely, market returns and remaining lifetime) to explore how adding a single premium income annuity to a range of “traditional” investment portfolios affects both retirement income sustainability and financial legacy. (A similar analysis could be carried out with other types of income annuities, such as deferred income annuities, or even variable or fixed indexed annuities.)

While the Retirement Sustainability and Financial Legacy calculations can be carried out using Monte Carlo simulations, we chose to use the numerical and analytic methods that are available in QWeMA NumeRIcs®, a set of analytic tools which equip financial specialists to explore and solve questions in retirement income planning.[5]

From a technical point of view, for our analysis, market dynamics are stochastically modelled and we assume that asset returns are normally distributed so that asset prices follow a lognormal distribution. Finally, in modelling our client’s remaining lifetime, we use the Gompertz-Makeham Mortality model calibrated to RP2000 actuarial tables for calculating retiree life expectancy that are readily available from the Society of Actuaries.[6]

In our case study, the client is a 65-year old healthy female retiring immediately. She desires to spend 5% of her initial wealth annually, adjusted in subsequent years for inflation, which we assume is 2%. We consider three asset allocation models to perform our analysis, namely:

  • Conservative portfolio: 30% equity and 70% fixed income
  • Balanced portfolio: 60% equity and 40% fixed income
  • Aggressive portfolio: 70% equity and 30% fixed income 

All calculations are performed on an initial wealth value of $1 which allows us to scale the client’s legacy value by her initial wealth.

Our model’s capital market parameters are based on J.P. Morgan Asset Management’s 2016 Long Term Capital Market Assumptions.[7] We chose U.S. Large Cap equity returns and U.S. investment-grade corporate bonds for the equity and fixed income returns, respectively. We assumed the long-term borrowing cost was 2.5%. 

Tables 1 and 2 summarize the capital market assumptions used in the case study and the return and volatility assumptions for our three (conservative, balanced and aggressive) portfolios.

Table 1. Capital Market Assumptions

 Asset Returns & Volatility Assumptions

 Fixed Income

 Return

   4.5 %

 Volatility

   6.5 %

 Equity

 Return

   8.1 %

 Volatility

 15.5 %

 Correlation Coefficient

 26.0 %

 Portfolio Management Fees

    1.0%

 Long Term Discount Rate

    2.5%

 

Table 2. Portfolio Return (Net of Fees) & Volatility of Returns Assumptions 

 

 Annual  Return

 Volatility of Returns

 Conservative  Portfolio

   4.6 %

     7.3 %

 Balanced  Portfolio

    5.7 %

   10.3 %

 Aggressive  Portfolio

    6.0 %

    11.5 %

 

We consider the impact of an annuity purchase on the client’s retirement sustainability and financial legacy if she annuitizes up to 30% of her initial wealth – and we calculate and display the outcomes for no annuitization and annuity purchases using 5%, 10%, 15%, 20%, 25% and 30% of her initial wealth. For the annuity purchase, we used the average of the A.M. Best’s A++ rated quotes, obtained from CANNEX, for a healthy 65-year-old female annuitant. This gives us a quote of $410 per month ($4,920 annually or 4.92% on the $100,000 purchase) for a $100,000 purchase, indexed at 2%.[8]

We’ll start with the SPIA’s impact on the sustainability and legacy of a conservative portfolio, then move on to the balanced and aggressive portfolios.

Table 3. Results for a Conservative Portfolio 

 

 Allocations to  Investment  Account &  SPIA

 SPIA + No Change

 SPIA + Modified  Portfolio 

 Investment
 Account

 SPIA

 Retirement
 Sustainability

 Financial
 Legacy 

 Retirement
 Sustainability

 Financial
 Legacy

 1

100 %

   0 %

 74.0 %

 0.214

 74.0 %

 0.214

 2

 95 %

   5 %

 75.2 %

 0.203

 75.6 %

 0.206

 3

 90 %

 10 %

 76.4 %

 0.191

 77.3 %

 0.197

 4

 85 %

 15 %

 77.6 %

 0.180

 78.9 %

 0.189

 5

 80 %

 20 %

 78.8 %

 0.169

 80.4 %

 0.180

 6 

 75 %

 25 %

 80.0 %

 0.157 

 82.0 %

 0.172

 7

 70 %

 30 %

 81.2 %

 0.146

 83.5 %

 0.163

 

Figures 1 and 2. Comparison of SPIA + No Change vs. SPIA + Modified Portfolio: Conservative Allocation; Sustainability & Legacy vs. Annuity Allocation (Conservative).

Table 4. Results for a Balanced Portfolio

 

 Allocations to  Investment Account & SPIA

 SPIA + No Change

 SPIA + Modified Portfolio

 Investment Acc’t

 SPIA

 Retirement
 Sustainability

 Financial
 Legacy

 Retirement
 Sustainability

 Financial
 Legacy

 1

 100 %

   0 %

 79.4 %

 0.260

 79.4 %

 0.260

 2

   95 %

   5 %

 80.4 %

 0.247

 80.6 %

 0.250

 3

   90 %

 10 %

 81.3 %

 0.233

 81.7 %

 0.239

 4

   85 %

 15 %

 82.3 %

 0.219

 82.8 %

 0.227

 5

   80 %

 20 %

 83.3 %

 0.206

 83.8 %

 0.216

 6

   75 %

 25 %

 84.2 %

 0.192

 84.7 %

 0.203

 7

  70 %

 30 %

 85.2 %

 0.178 

 85.6 %

 0.191

 

Figures 3 and 4. Comparison of SPIA + No Change vs. SPIA + Modified Portfolio: Balanced Allocation; Sustainability & Legacy vs. Annuity Allocation (Balanced). 

Table 5. Results for an Aggressive Portfolio

 

 Allocations to Investment  Account & SPIA

 SPIA + No Change

 SPIA + Modified Portfolio

 Investment Account

 SPIA

 Retirement
 Sustainability

 Financial
 Legacy

 Retirement
 Sustainability

 Financial
 Legacy

 1

 100 %

   0 %

 80.0 %

 0.269

 80.0 %

 0.269

 2

   95 %

   5 %

 80.9 %

 0.255

 81.0 %

 0.257

 3

   90 %

 10 %

 81.8 %

 0.241

 82.0 %

 0.245

 4

   85 %

 15 %

 82.8 %

 0.227

 82.9 %

 0.233

 5

   80 %

 20 %

 83.7 %

 0.213

 83.7 %

 0.220

 6 

   75 %

 25 %

 84.6 %

 0.199

 84.5 %

 0.207

 7

   70 %

 30 %

 85.6 %

 0.185

 85.3 %

 0.193

 

Figures 5 and 6. Comparison of SPIA + No Change vs. SPIA + Modified Portfolio for an Aggressive Allocation; Sustainability and Legacy vs. Annuity Allocation (Aggressive).

Takeaways

Annuities can increase the sustainability of a client’s retirement portfolio, both when the asset allocation within the investment portfolio is unchanged (i.e., when the addition of the bond-like annuity makes the overall portfolio more conservative), and when the asset allocation is rebalanced so that, with the annuity, it matches the client’s original risk profile.

Additionally, when the client purchases an annuity and modifies her portfolio to match her overall risk profile (the “SPIA + Modified Portfolio” cases), the legacy and sustainability of her strategy both improve—regardless of whether the investment allocation is conservative, balanced or aggressive. The annuity allocation, as an addition to the portfolio’s fixed income allocation, allows our client to take more upside exposure (more equities) within her managed account without changing her original risk exposure.**

The analysis presented so far is for a female aged 65. How do the results change at earlier or later ages? In Table 6 (click on link below), we show values for a female age 60, and age 70; compared to our original 65-year-old client.

Table 6. Results for additional ages (Monthly SPIA income F60 = $353.60 and F70 = $472.05)

We’ve shown that including a SPIA into an individual’s retirement portfolio improves retirement sustainability. The annuity reduces the lifetime ruin probability of the investment account (increasing its sustainability) because the portfolio isn’t burdened with higher withdrawals. While this improvement reduces the client’s financial legacy, the reduction can be offset by rebalancing the portfolio to take the annuity purchase into account and allocating more to equities. This result persists even when interest rates (and annuity payout rates) are lower than in earlier periods, such as when Ameriks, Veres and Warshawsky conducted their study. (See Figure 7.)

When designing retirement solutions, it helps to focus on the client’s retirement goals. Is the client looking for a sustainable income, or is she interested in maximizing a potential legacy? Given that both market returns and longevity are random, we propose the use of the Retirement Sustainability Quotient and Expected Financial Legacy (RSQ and EFL) concepts to help advisors evaluate the costs and benefits of including annuities within a retirement income portfolio. 

© 2016 RIJ Publishing LLC. All rights reserved. 

 

*Portfolio account balances may veer below zero; implying that the client, instead of leaving a financial legacy, is instead borrowing funds in retirement (possibly from the people who would otherwise be heirs!). In our examples, when borrowing is required we assume the cost is equal to the long-term interest rate—but we caution the reader that in the extreme (and in real-world scenarios), borrowing may not be available or the cost may be higher than our assumptions.

**When the client has an aggressive investment portfolio, beyond a certain annuity allocation the “Modified Portfolio” strategy does not provide any additional benefit over the “No Change” strategy. (See the allocation of 10% to annuities in portfolios three and four on Table 5, and note the sustainability and legacy scores for these two portfolios.) At a certain point, taking additional risk within the investment account exposes the client to more downside than can be overcome by further annuity purchases (not without moving the client away from an overall aggressive investment profile). Our hypothetical client obtains her highest sustainability scores in either of two ways: By annuitizing 30% of the initial portfolio while adopting a balanced portfolio allocation and modifying the portfolio to take the annuity allocation into account (Table 4), and by annuitizing 30% of the portfolio while adopting a conservative portfolio allocation without modifications (Table 5). Both strategies produce an RSQ score of 85.6%.

Footnotes

[1]  Ameriks, John and Veres, Robert and Warshawsky, Mark J., “Making Retirement Income Last a Lifetime,” Journal of Financial Planning, December 2001. Available at SSRN: http://ssrn.com/abstract=292259

[2] CANNEX specializes in gathering, compiling and redistributing comparative information and calculations about products and services offered by financial institutions, including, in the U.S., guaranteed lifetime income products such as income annuities. Go to www.cannex.com for more information.

[3] See, for example, Peng Chen, Moshe Milevsky, “Merging Asset Allocation and Longevity Insurance:  An Optimal Perspective on Payout Annuities,”  Journal of Financial Planning, June 2003.  See http://www.ifid.ca/pdf_workingpapers/WP2003JUN.pdf.

[4] We note that our model could incorporate insurer credit ratings, or assume diversification via the purchase of annuities from various issuers. We have not included either of these as they are not central to our main message.

[5] More information on QWeMA NumeRIcs is available from CANNEX at www.qwema.ca

[6] See https://www.soa.org/research/experience-study/pension/research-rp-2000-mortality-tables.aspx.

[7] Available at https://am.jpmorgan.com/us/institutional/library/ltcma-2016

[8] Quotes obtained on December 30, 2015 from www.cannex.com.

 

 

 

Phyllis Borzi, Savior of Tax Deferral

Like a rain delay in the middle of a close baseball game, the DOL fiduciary rule’s stopover at the Office of Management and Budget gives us all a chance to exhale, grab a hot one and a cold one, and ponder the meaning of what Phyllis Borzi and her legal team are trying to do.  

Just for the sake of argument, let’s imagine that she’s trying, perhaps even without knowing it, to save the tax-deferred retirement savings system from itself. That may sound ridiculous, but please hear me out. [According to latest rumors, the new rule will emerge from OMB as early as this week but no later than April 1.] 

The apparent aim and effect of the DOL rule is to expand the perimeter of the regulatory fence around 401(k) plans to include retail rollover IRAs. I think the DOL wants the investing experience of IRA rollover owners to look and feel like the experience that IRA rollover owners knew when they were participants—an online, low-cost, education-oriented, no-hard-sell, group experience.

I think the government has concluded that the rollover IRA itself is an unintended consequence of the tax code, and that tax-deferred retirement savings shouldn’t have been allowed to slip out of the pension world and into the retail brokerage world in the first place. The fiduciary rule is an attempt to put the toothpaste back in the tube.

And no wonder the brokerage industry hates it. Such a sudden expansion of the ERISA perimeter naturally seems like a radical asset grab. It’s as if the government decided to re-nationalize the country’s telecom sector. Or as if the Interior Department tried to extend the borders of Yellowstone Park to include Wyoming, and to establish a state-wide ban antelope hunting.

Although the DOL may merely want to ensure that IRA rollover clients enjoy the same protected environment that qualified plan participants enjoy, the effect will be to take pricing control away from private companies who want to sell to products and services to retail IRA owners. Because there’s more than $7 trillion (and growing) in rollover IRAs, any form of direct or de facto price suppression is going to hurt broker-dealers.

One less basis point in annual fees on $7 trillion is $700 million in lost revenue. That’s a lot of antelope.

This is what we’re talking about when we talk about the impact of the DOL rule. No abstract legal principle is at stake. It’s not about ethics per se. It’s not about the “definition” of a fiduciary. It’s not about depriving IRA rollover owners of access to advice.

If anything, it’s about depriving the sellers of retail financial products access to rollover IRA owners. It’s about taking bread off their tables, bonuses away from their Christmases, and sources of college tuition away from their gifted children—so that fewer retirees end up broke, on public assistance, or spending their final years at Medicaid-funded nursing homes.

Hybrid robo-advice is hot right now, in part, because hybrid robo is what participants in qualified plans experience. That’s why the robo companies are cheering on the DOL, and vice-versa. That’s why incumbent 401(k) providers like Vanguard and Schwab are also the best-known robos. That’s why Financial Engines, the so-called granddaddy of today’s robos, is well-positioned to benefit from the DOL trends. (Annuities, which have difficulty fitting into much of the 401(k) space, may not fit easily into the DOL’s vision of the rollover IRA space. The rule requires sellers of variable annuities to sign a Best Interest Contract.)

So what makes Phyllis Borzi the savior of tax-deferral? If rollover IRAs are not pulled under the ERISA umbrella, then people will see the 401(k) system for what it threatens to become: An incubator for high-cost, retail rollover IRA accounts. If you allow brokerages to charge IRA owners whatever the market will bear, then tax deferral begins to help brokers as much as or more than it helps retirees.

Taxpayers won’t tolerate that forever. If enough people become convinced that tax deferral helps brokers at the expense of savers, then budget hawks will regard the $100 billion-a-year cost of tax deferral as fair game for elimination.     

Don’t get me wrong. I think the DOL could have done a much better job with this initiative. It’s “Just Say No” approach to deceptive sales practices looked like a one-size-fits-all solution to a highly nuanced problem, and it did not seem to demonstrate a clear appreciation for those nuances.     

But the sober truth is that tax deferral isn’t free. Intrusions like a no-conflict-of-interest rule for rollover IRAs are part of the price you pay for it. A subsidized market has to be regulated. Hoping for the “gain” of tax deferral without the “pain” of lower fees and higher ethical standards is hoping for too much. 

© 2016 RIJ Publishing LLC. All rights reserved.   

LPL announces adaptations to impending DOL fiduciary rule

Independent broker-dealer and retail investment advisor LPL Financial will reduce prices, lower account minimums, simplify its mutual-fund only brokerage IRA offering and institute “operational enhancements to drive efficiency” in anticipation of the impending release of the final version of the Department of Labor’s fiduciary or “conflict of interest” rule.

According to an LPL release yesterday, the planned changes include:

Price reductions: LPL plans to reduce the pricing of its centrally managed platforms in order to help advisors provide their services more cost-effectively and grow their practices by reaching more investors. In addition to the previously-announced elimination of the LPL Research strategist fee and annual IRA maintenance fee in its Model Wealth Portfolios (MWP) advisory platform earlier this year, the firm plans to further reduce MWP pricing in 2017. The change is expected to lower the total cost of accessing quality financial advice for investors in some cases by nearly 30% compared to current pricing.

Lower account minimums: To help ensure that investors continue to have access to financial advice, LPL plans to lower the account minimums in its Optimum Market Portfolios (OMP) advisory platform from $15,000 to $10,000 later this year. As previously announced, LPL eliminated the IRA maintenance fee for OMP at the start of this year. 

Simplified mutual-fund only brokerage IRA offering: In anticipation of the additional operational requirements the firm expects for direct business, LPL is planning to create a simplified mutual fund-only brokerage IRA offering to support the continued use of mutual funds in a brokerage relationship as an option for IRA business. This offering would allow LPL to support mutual funds previously held directly with manufacturers. The new offering is not expected to have an annual IRA maintenance fee. 

Enhanced practice management capabilities to manage change: The firm plans to provide specialized practice management support to help advisors manage through changes in their practices, including licensing assistance and business analysis. 

Operational enhancements to drive efficiency: The firm is also planning simplified operational processes—such as keeping account numbers unchanged when accounts are transitioned from brokerage to advisory accounts—that will allow investors who want to convert their accounts to do so in a more streamlined way.      

“While much uncertainty remains as to what the final DOL rule will look like, LPL is taking a proactive approach by making changes to our platform and capabilities that we believe will help advisors grow their practices and support more investors in need of financial advice,” said Dan Arnold, LPL president, in a release.  

“Regardless of the final outcome, we expect demand for advisory services to increase going forward,” continued Arnold. “We also believe that retirement investors will continue to benefit from a brokerage relationship and that the need for a brokerage offering will continue if these relationships can be supported under the DOL rule. The changes announced today position both LPL and our advisors for growth and increased market share, while offering choice and flexibility to serve a range of investors seeking both ongoing and occasional advice.”

© 2016 RIJ Publishing LLC. All rights reserved.

Lower annuity prices will likely follow DOL fiduciary rule: Cerulli

The Department of Labor’s (DOL’s) anticipated “Conflict of Interest” Rule will force a period of product and platform innovation in the United States, according to the first quarter 2016 edition of The Cerulli Edge–Retirement Edition.

“The requirements of the DOL’s proposed Conflict of Interest Rule will ultimately lead to evolution of products and platforms,” said Bing Waldert, managing director at Cerulli, in a release.

“Large broker/dealers (B/Ds) will use developing technology to serve smaller accounts on an at-fee basis. Insurance companies will be forced to lower variable annuity expenses and commissions to be in line with other financial products.”

“The true impact of the DOL’s proposed Conflict of Interest Rule may not be immediately felt, but will lead to a period of product and platform innovation at B/Ds and manufacturers,” the release said.

“The primary concern of the DOL’s proposal is to expand the definition of fiduciary to cover more instances of providing advice. This expansion, in turn, is designed to protect consumers from sales practices that may be tainted by a conflict
of interest.”

“Cerulli expects there will be unexpected changes to the retirement and wealth management industries, and, to a degree, this cultural evolution is what the proposed rule is hoping to effect,” the release said.

The latest issue of The Cerulli Edge–Retirement Edition explores how asset managers, B/Ds, and plan sponsors confront an evolving retirement industry.

“The DOL’s April 2015 proposal creates a new type of prohibited transaction exemption (PTE), referred to as the Best Interest Contract Exemption (BICE), which is a contract that the investment advice provider must present to a potential client,” the release said. “Specifically, the financial institution must disclose any variable compensation that the advisor receives for the advice and resultant product sale, and comparative examples of compensation they would have received for other products.”

© 2016 RIJ Publishing LLC. All rights reserved.

With 14.5% market share, Allianz Life led FIA sellers in 2015

Expecting the final version of the DOL conflict of interest rule to allow sellers of indexed annuities to avoid signing a Best Interest Contract with IRA clients, LIMRA Secure Retirement Income Institute assistant research direct Todd Giesing said this week that he expects indexed annuities to do well again in 2016.

“We expect indexed annuity products will retain their current exemption status under the proposed DOL fiduciary rule, and that more companies will enter or increase their focus on this market. As a result, indexed annuity sales will see double-digit growth in 2016.” said Giesing.

A number of companies that have traditionally been strong in the variable annuity market are now increasing their attention on the indexed annuity market, the LIMRA release said. 

But indexed annuity expert Sheryl Moore, CEO of Wink, Inc., told RIJ this week, “I believe that the DOL’s rule would negatively impact indexed annuity sales, at least initially. After all, 65% of [FIA] sales involve qualified funds. It would take some time for companies, marketers and salespeople to adjust to the ‘new normal,’ and whether that favors fee-based products, commission disclosure, or more.” 

Below: Variable, fixed and total annuity sales by to 20 issuers in 2015, according to LIMRA Secure Retirement Institute.

LIMRA annuity sales 2015 full year

Both LIMRA and Wink Inc. reported fourth quarter and full-year 2015 indexed annuity results this year, arriving at different totals based on the companies that report to them. According to the 74th edition of Wink’s Sales & Market Report, fourth quarter 2015 sales of indexed annuities were $15.5 billion, more than 12.0% higher than the previous quarter and over 30.0% higher than the fourth quarter of 2015. Wink claims to represents 55 carriers and 99.9% of indexed annuity production.

LIMRA Secure Retirement Institute reported indexed annuity sales of $16.1 billion in the fourth quarter of 2015 and $54.5 billion for all of 2015. “Indexed annuities have broken sales records for the past seven years and now represent nearly a quarter of the total annuity market,” said Giesing, in a release.

Allianz Life was the top-selling indexed annuity issuer in the fourth quarter, with a 14.5% market share, according to Wink. Its Allianz 222 Annuity was the top-seller for the fourth quarter in a row. According to LIMRA, Allianz Life FIA sales were $8.75 billion for all of 2015. American Equity Companies again was ranked second, followed by Nationwide, AIG, Great American, and Midland National, Wink said.

For indexed life sales, 46 insurance carriers participated in Wink’s Sales & Market Report, representing 94.9% of production. Fourth quarter sales were $541.5 million. Results were up over 13.0% when compared with the previous quarter, and up nearly 9.0% when compared to the same period last year. “Like indexed annuities, indexed life hit a record for the quarter and the year! It looks like AG49 pushed indexed life more than 4.0% over their prior record sales,” exclaimed Ms. Moore.

Transamerica maintained its top ranking in indexed life sales, with a 14.1% market share. Its Premier Financial Foundation IUL was the top-selling indexed life insurance product for the eighth consecutive quarter. Pacific Life continued in second place, followed by National Life Group, Minnesota Life, and Lincoln National Life. The average indexed UL target premium reported for the quarter was $8,640. That was more than 11% higher than the prior quarter.

© 2015 RIJ Publishing LLC. All rights reserved.

Shift to index funds reduces average equity fund expenses: ICI

Because of competition and a shift toward index funds, the average costs of equity, hybrid, and bond mutual funds continued to drop in 2015, reaching 20-year lows, while money market fund fees remained at their 2014 low, according to data released this week by the Investment Company Institute (ICI).  

“Expense ratios for both actively managed and index funds have seen substantial declines,” said Sean Collins, ICI’s senior director of industry and financial analysis. Expense ratios are fund costs expressed as a percentage of net fund assets.

Weighted by assets, average equity fund expense ratios fell two basis points to 68 basis points (0.68% of assets) in 2015. This follows a four-basis-point decline in 2014 and marks the sixth year in a row of falling equity fund expense ratios.

The percentage of long-term equity mutual fund assets held in index funds, not counting exchange-traded funds, has risen to about 22%, Collins told RIJ in a telephone interview. The shift to indexing has been fueled in part by the growing diversity of index funds, which 10-12 years ago were mainly large-cap funds, he said. Actively managed equity fund assets fell by $275 billion in 2015, while passive equity fund assets rose by $109 billion.

Share of assets in costly-to-manage categories of bond funds declines
Bond fund expense ratios averaged 54 basis points in 2015. In 2015, bond fund expense ratios fell three basis points—a sign of the decline in the assets of high-yield bond funds, which tend to have higher-than-average costs and which underperformed in 2015.

The average expense ratio of hybrid mutual funds, which hold equities and bonds, fell only one basis point to 0.77% in 2015, a smaller decline than stock and bond funds experienced. Hybrid fund assets have increased substantially in recent years, thanks in part to the growth of “alternative strategy” funds, which now account for 8% of the assets of all hybrid funds. The average expense ratio for other types of more conventional hybrid funds fell 2 basis points in 2015.

Money market fund expense ratios remained stable in 2015
Money market fund expense ratios averaged 13 basis points in 2015, unchanged from 2014. Squeezed by low interest rates, these funds have waived portions of their fees in recent years to prevent net yields falling below zero. In 2015, 98% of money market fund share classes waived a portion of their fees. Fund advisers and their distributors absorb these waivers, which totaled an estimated $5.5 billion in 2015.

Actively managed equity and bond fund expense ratios continued steady decline 
The average expense ratios for actively managed equity and bond funds fell by two and three basis points, respectively, in 2015, though the expense ratios of index funds have leveled out in the past two years.   

Among both active and passive funds, assets have been migrating to the very lowest cost funds. In 2015, 57% of the assets of actively managed equity funds were in the 10% percent of such funds with the lowest expense ratios. In 2015, 69% of index equity fund assets were held in the 10% of index equity funds with the lowest expense ratios. 

© 2015 RIJ Publishing LLC. All rights reserved.

Honorable Mention

MassMutual Retirement Services appoints eight new sales reps

MassMutual Retirement Services has appointed eight new managing directors (MDs) to continue the firm’s momentum from record retirement plan sales. The appointments bring the total number of MassMutual sales representatives supporting financial advisors to 79.

“Our sales team achieved record retirement plan sales of $9.9 billion in 2015 and we are focused on breaking that record in 2016,” said Scott Buffington, vice president of sales for MassMutual Retirement Services.

 MDs train and educate financial advisors about MassMutual’s retirement plan products and services, identify retirement plan prospects, and promote MassMutual and its retirement products. 

The new managing directors support the emerging market, which targets retirement plans with up to $10 million in assets under management, and institutional plans, defined as plans with more than $10 million in assets. The new managing directors and their territories are:

Emma Tookey is based in Berkeley, Calif. and supports the Northern California/Pacific Northwest Regions, focusing on the institutional market in Northern California, Washington and Oregon. Tookey previously worked as a MassMutual specialist supporting the not-for-profit market.  Prior to joining MassMutual, she was a sales director for Principal Financial Group,.

Based in Cedar Rapids, Philip Saxon supports sales of retirement plans in the emerging market in Iowa. Saxon has 12 years of experience in retirement plan sales, most recently as Director of Internal Sales for Transamerica.

Michael Baron supports sales of retirement plans in the emerging market in Eastern Tennessee. Previously, he was a financial advisor specializing in retirement plans, as well as regional vice president at Nationwide Financial.  

Based in Denver, Ryan Moore supports the emerging market in Colorado, New Mexico and Wyoming. Moore was previously Regional Vice President with CUNA Mutual and has a CRPS designation.

Located in Scottsdale, Ariz., Jeff Beneteau supports the emerging market in Arizona. After three years at Merrill Lynch as a financial advisor, Beneteau joined MassMutual in 2011 as a business development consultant, and most recently served as relationship manager for fund partners.

Nate Charleson supports sales in the emerging market for Orange County, Calif., where he is based. Charleson previously spent nine years with John Hancock as a retirement plan business development officer and internal sales consultant.

Steve Carrera is based in Towson, Md. and supports emerging market sales for Maryland. Prior to joining MassMutual, Carrera served as area sales manager for ADP Retirement Services.  

Based in the District of Columbia, Jim Morris supports emerging markets sales across the District, Montgomery County, Md., and Northern Virginia. Previously, Morris was regional vice president of retirement plan sales for the Guardian Life and a financial advisor at Merrill Lynch.  

Brown to oversee Voya annuity sales partnerships

Voya Financial’s Annuity business has recently promoted Ken Brown to the role of senior vice president, sales development for the Annuity and Asset Sales team. Brown has worked on Voya’s Annuity team for more than 10 years and currently manages divisional sales managers, regional sales consultants, sales development and training, strategic sales support, and sales reporting.  

In addition to his current responsibilities, Brown’s expanded role will include oversight of Voya’s national marketing organization (NMO) sales partnerships for the Annuity business. Brown will continue to report to Chad Tope, president of Annuity and Asset Distribution for Voya Financial. 

Retirement plan costs continue to fall: 401k Averages Book

The average total plan cost for a small retirement plan declined from 1.29% to 1.28% over the past year, while the average total plan cost for a large retirement plan declined from 1.03% to 0.97%, according to the newly released 16th Edition of the 401k Averages Book.

Small plans have at least 100 participants and $5,000,000 in assets, while large plans have at least 1,000 participants and $50,000,000 in assets. The average investment cost for a small retirement plan declined from 1.22% to 1.21% over the past year, while the average investment cost for a large retirement plan declined from 1.01% to 0.95%.

There continues to be an uptick in 401k lawsuits and some have targeted revenue sharing as well as other fiduciary issues.  A small plan generates 0.66% of revenue sharing, while a large plan generates 0.40%, according to the 16th edition The book provides average revenue sharing, investment and recordkeeping fees for small, mid-size and large 401k plans. Average total plan cost for a 100 participant plan has decreased from 1.33% in 2010 to 1.28% in 2015.  

Most older women would “rather die than live in a nursing home”: Nationwide

The majority of women 50 and older in America keep their biggest retirement concern to themselves—the fear of becoming a health care or long-term care responsibility to their families, according to a new survey by Nationwide Retirement Institute.  

According to the survey of 709 women and 582 men aged 50 or older, two-thirds of these women (66%) are worried they will become a burden to their family as they get older (compared to 50% of men). Almost 80% of these women say they are concerned about having money to cover long-term care (LTC) expenses.

The online survey conducted in the fall by Harris Poll on behalf of Nationwide reveals six in 10 women aged 50 or older (62%) haven’t talked to anyone about long-term care costs. Of women with a spouse or women with at least one child, the most common reason they aren’t talking with these loved ones about health care costs in retirement is they don’t want them to worry (43% and 62%, respectively).

Despite their aversion to talking about LTC, the survey reveals that among women aged 50 years or older:

  • 67% say they would rather die than live in a nursing home
  • 73% prefer to get LTC in their own home, but only 51% think they will
  • 64% say they are “terrified” of what health care costs may do to their retirement plans
  • 47% are willing to give all their money to their children so they could be eligible for Medicaid-funded LTC

The average life expectancy for women is 86, with one in four reaching age 92. Longevity increases the chance of eventually needing LTC services.  

Despite few women 50 or older (9%) having discussed LTC costs with a financial advisor, 57% of those who have discussed retirement with a financial advisor plan to discuss LTC costs with them.

Insurers pursue growth through mergers: Conning

The aggregate value of global insurance transactions in 2015 was four times higher than in 2014, while the number of $1 billion-plus transactions announced was three times higher than the recent annual average, according to a new study by Conning, Inc.

“Global Insurer Mergers & Acquisitions in 2015: The Big Bang” tracks and analyzes both U.S. and non-U.S. insurer M&A activity across property-casualty, life-annuity and health insurance sectors. Specific transactions are detailed, and trends are analyzed across all sectors.

Close to half of the billion-dollar-plus transactions were outbound transactions by Japanese and Chinese buyers, as the Japanese sought external growth opportunities and the Chinese pursued asset accumulation and diversification strategies.

Four consolidation transactions among U.S. health insurers alone, valued at $100 billion, accounted for more than half of the global insurer mergers and acquisitions value.

“M&A activity in 2015 was driven by continued low interest rates, high levels of industry capital, and low-growth economies in developed countries,” said Steve Webersen, head of Insurance Research at Conning, Inc. “These issues… came to a head in 2015, as insurers capitulated to the need for acquisitions to spur growth. Looking forward, the transformative consolidations of 2015 may pressure other competitors to merge, and may also provide opportunities for mid-market players as certain components of the merged businesses are spun off and talent is displaced.”

To purchase “Global Insurer Mergers & Acquisitions in 2015: The Big Bang,” call (888) 707-1177 or visit www.conningresearch.com

PSCA encourages DOL to simplify ‘Best Interest Contract’

In a release this week, the Plan Sponsor Council of America (PSCA) said it is preparing for the expected release of the Department of Labor’s final fiduciary standard definition.

In written testimony to the DOL, the PSCA’s Board Chairman, Steve McCaffrey, has expressed the following concerns:

Potential disproportionate impact on small plans. PSCA encouraged the DOL to consider the rule’s potential impact on small plans and to avoid applying it in a way that might make fee structures onerous or deny education for small-plan participants due to high cost.  PSCA encouraged the DOL to extend several exemptions to small plans, arguing that small does not necessarily mean unsophisticated.

Potential impact on participant education. PSCA believes that the DOL should ensure the preservation of a robust participant investment education program so that service providers can continue to deliver meaningful investment education to plan participants in accordance with a workable and reliable standard of distinction between investment education and investment advice.

The best interest contract exemption. PSCA encouraged the DOL to simplify the rules that permit financial advisors to negotiate agreements with retirement investors to achieve prohibited transaction relief when receiving compensation. 

Inflows return to taxable U.S. bond funds: Morningstar

In its report on estimated U.S. mutual fund and exchange-traded fund (ETF) asset flows for February 2016, Morningstar noted the following highlights:

Taxable-bond funds led inflows by category group for the first time since October 2015, driven by inflows of $12.9 billion to passive taxable-bond offerings.

While U.S. equity funds sustained outflows again in February, the month’s redemptions of $4.5 billion were much smaller than January’s $14.8 billion. International equity, the category-group leader for many months, saw smaller but still-positive flows in February, mostly to actively managed funds. Commodities funds experienced a stronger February than January, with gold driving most of their $6.3 billion inflow.

As of the end of February, flows by category group were distributed quite differently than they were 12 months ago, when international-equity funds received the majority of inflows. After the first two months of 2016, flows were almost evenly distributed among category groups—some positive and some negative—but no category has clearly dominated.

For the first time since September 2014, PIMCO Total Return was not among the five actively managed funds with the greatest monthly outflows.

© 2016 RIJ Publishing LLC. All rights reserved.

Confronting the Fiscal Bogeyman

The world economy is visibly sinking, and the policymakers who are supposed to be its stewards are tying themselves in knots. Or so suggest the results of the G-20 summit held in Shanghai at the end of last month.

The International Monetary Fund, having just downgraded its forecast for global growth, warned the assembled G-20 attendees that yet another downgrade was pending. Despite this, all that emerged from the meeting was an anodyne statement about pursuing structural reforms and avoiding beggar-thy-neighbor policies.

Once again, monetary policy was left—to use the now-familiar phrase—as the only game in town. Central banks have kept interest rates low for the better part of eight years. They have experimented with quantitative easing. In their latest contortion, they have moved real interest rates into negative territory.

The motivation is sound: someone needs to do something to keep the world economy afloat, and central banks are the only agents capable of acting. The problem is that monetary policy is approaching exhaustion. It is not clear that interest rates can be depressed much further.

Negative rates, moreover, have begun to impair the health of the banking system. Charging banks for the privilege of holding reserves raises their cost of doing business. Because households can resort to safe-deposit boxes, it’s hard for banks to charge depositors for safekeeping their funds.

In a weak economy, moreover, banks have little ability to pass on their costs via higher lending rates. In Europe, where experimentation with negative interest rates has gone furthest, bank distress is clearly visible.

The solution is straightforward. It is to fix the problem of deficient demand not by attempting to further loosen monetary conditions, but by boosting public spending. Governments should borrow to invest in research, education, and infrastructure. Currently, such investments cost little, given low interest rates. Productive public investment would also enhance the returns on private investment, encouraging firms to undertake additional projects.

Thus, it is disturbing to see the refusal of policymakers, particularly in the US and Germany, to even contemplate such action, despite available fiscal space (as record-low treasury-bond yields and virtually every other economic indicator show). In Germany, ideological aversion to budget deficits runs deep. It is rooted in the post-World War II doctrine of “ordoliberalism,” which counseled that government should enforce contracts and ensure adequate competition but otherwise avoid interfering in the economy.

Adherence to this doctrine prevented postwar German policymakers from being tempted by excesses like those of Hitler and Stalin. But the cost was high. The ordoliberal emphasis on personal responsibility fostered an unreasoning hostility to the idea that actions that are individually responsible do not automatically produce desirable aggregate outcomes. In other words, it rendered Germans allergic to macroeconomics.

The aging of the German population then made it seem urgent to save collectively for retirement by running surpluses. And an exceptional spate of budget deficits following German reunification in 1990 appeared only to aggravate, not solve, reunified Germany’s structural problems.

Ultimately, hostility to the use of fiscal policy, as with many things German, can be traced to the 1920s, when budget deficits led to hyperinflation. The circumstances today may be entirely different from those in the 1920s, but there is still guilt by association, as every German schoolboy and girl learns at an early age.

The US did not experience hyperinflation in the 1920s—or at any other time in its history. But for the better part of two centuries, its citizens have been suspicious of federal government power, including the power to run deficits, which is fundamentally a federal prerogative. From independence through the Civil War, that suspicion was strongest in the American South, where it was rooted in the fear that the federal government might abolish slavery.

In the mid-twentieth century, during the civil rights movement, it was again the Southern political elite that opposed the muscular use of federal power. Starting in 1964, in conjunction with Democratic President Lyndon Baines Johnson’s “New Society,” the government threatened to withhold federal funding for health, education, and other state and local programs from jurisdictions that resisted legislative and judicial desegregation orders.

The result was to render the South a solid Republican bloc and leave its leaders antagonistic to all exercise of federal power except for the enforcement of contracts and competition—a hostility that notably included countercyclical macroeconomic policy. Welcome to ordoliberalism, Dixie-style. Wolfgang Schauble, meet Ted Cruz.

Ideological and political prejudices deeply rooted in history will have to be overcome to end the current stagnation. If an extended period of depressed growth following a crisis isn’t the right moment to challenge them, then when is?

Barry Eichengreen is Professor of Economics at the University of California, Berkeley; Pitt Professor of American History and Institutions at the University of Cambridge; and a former senior policy adviser at the International Monetary Fund. His latest book is Hall of Mirrors:The Great Depression, the Great Recession, and the Uses−and Misuses−of History.

 © 2016 Project Syndicate.

 

Americans like Robo-Advice: Survey by Capital One Investing

Positioning itself as a hybrid robo-advisor in the retirement space, Capital One Investing has taken the well-trod path of self-promotion by sponsoring a study on retirement savings habits.

The survey reinforces the idea that many Americans find the hybrid robo experience acceptable or desirable.

In unrelated but striking findings, the survey also showed that most Americans favor mandatory availability of workplace retirement and—not surprisingly—that most would rather travel or lose weight than save for retirement.

The online broker offers “fully self-directed digital accounts and advised accounts.” Among the findings of its 2016 Financial Freedom Survey: 75% of Americans see benefits in robo-advised investing, with 33% valuing 24-hour access most and a quarter valuing most the ability to manage and maintain control a portfolio independently.

Those with reservations about robo-advice were in the minority. About 31% of Millennials question the accuracy of robo-advice algorithms and 30% of Generation X think a lack of human oversight is a drawback to planning. During market fluctuations, however, 45% said they would prefer advice from a live financial advisor.

Thirty-nine percent of self-directed investors said they preferring to work with an advisor when creating a portfolio, 34% when doing financial planning work, and 36% when rebalancing a portfolio.

The survey also showed that 83% of Americans think all employers should be required to offer retirement savings plans. Only 16% of Americans named increasing their retirement savings as their top priority in 2016; 27% said “travel to a new destination” was their top goal. “Weight loss” was the top goal for 23%.

Americans’ savings habits are slipping, not improving, the survey suggested. A lower percentage of Americans is investing for retirement this year compared with 2015 (by five percentage points) and fewer (by eight percentage points) are confident they are investing enough to live comfortably throughout retirement.

The combined sample consisted of 1,005 Americans 18 years old and older living in the lower 48 states. ORC International conducted the study in January 2016.   

© 2016 RIJ Publishing LLC. All rights reserved.

Bad Apples in the Brokerage Business

As the brokerage world awaits a regulatory coup de grace from the Department of Labor—in the form of the “fiduciary rule”—three academics claim to have found that 7.28% of the 650,000 registered reps and Series 6 investment advisors affiliated with brokerages in the U.S. have some smirch of “misconduct” on their work records.

Titled, “The Market for Financial Advisor Misconduct,” the report makes several serious charges:

  • Half of advisors who have committed misconduct keep their jobs
  • Many (44%) are able to get new securities jobs within a year
  • Some firms tolerate misconduct by advisors more than others
  • Firms and advisors with records of misconduct tend to cluster near wealthy older people in Sunbelt states and in counties with low numbers of college graduates
  • Advisors who have committed misconduct in the past are five times more likely than average to be repeat offenders
  • Brokers who work with retail clients are more likely to have a history of misconduct than those who work with sophisticated institutional clients.

The study isn’t as much a man-bites-dog story as it might first appear. It’s an open secret that many people who describe themselves as “financial advisors” are in reality highly incentivized sales personnel in the famously cut-throat and arguably under-regulated securities industry. Given the public’s documented mistrust of the financial services industry, a report saying that 92% of brokers have clean records might have been more surprising.         

But the report is a kind of wake-up call—especially in its assertion that “some firms ‘specialize’ in misconduct and cater to unsophisticated consumers.” The authors, Gregor Matvos and Amit Seru of the Booth School of Business at the University of Chicago and Mark Egan of the Carlson School of Business at the University of Minnesota, claim this to be the first large-scale study of misconduct among advisors and advisory firms.  

“Our intention was to put out some facts,” Matvos told RIJ in an interview. “We thought this was an interesting issue on which people held strong beliefs but where systematic research was lacking.”

The researchers looked at data on 1.2 million people who worked as advisors in the U.S. from 2005 to 2015. Data on misconduct came from FINRA’s BrokerCheck database. “We document substantial misconduct among U.S. financial advisers. More than 12% of financial advisers have a disclosure [of a client dispute] on their records and approximately 7% have been disciplined for misconduct and/or fraud,” the paper said.DC03102016

One in four disputes listed unsuitable investments as an underlying cause of the dispute. “Misrepresentations or omissions of key facts” together accounted for a third of disputes. About 7% of allegations fell under the category of fraudulent behavior, which carries more severe penalties. The most popular investments (insurance, annuities stocks and mutual funds) were most commonly engaged in disputes. Most annuity disputes were related to variable annuities rather than fixed rate annuities.

One practical finding in the report was that investors can find out on FINRA’s website if an advisor has been involved in a dispute, and should assume that the risk of future misconduct is relatively high.

“Financial advisors with prior misconduct are five times as likely to engage in misconduct than the average financial advisor. More desirable or popular firms have lower rates of misconduct on average,” the report said. 

Financial advisors who held a Series 66 or 65 exam were 50% more likely than average to be disciplined for misconduct than the average financial advisor—apparently because brokers were more transaction-focused or worked mainly with institutional clients or both.

Firms that charge hourly or based on assets under management were more likely to engage in new misconduct and have a higher share of advisors who have engaged in misconduct in the past.  

“We found that some firms are very good at getting rid of people [who commit misconduct], but other firms are hiring them and neutralizing the cleansing effect,” Matvos told RIJ.

About half of advisors who are found guilty of misconduct lose their jobs afterwards, and about 44% of those who lose their jobs find new jobs in the industry within a year, albeit at annual compensation that is on average $15,000 lower and at less reputable or prestigious firms, the report said. The median settlement was for $40,000 and damages in a quarter of cases exceeded $120,000.

The report compares financial advisors unfavorably with medical doctors. Though more than half of doctors are sued for malpractice during their careers, there’s apparently less indication of patterns of abuse or tolerance for repeat-offenders.

But that’s an unfair comparison. On the one hand, both doctors and brokers are in a position of trust, and usually have big information advantages over their clients. But doctors go through rigorous post-graduate training and take the Hippocratic oath to “first, do no harm.”

Brokers aren’t necessarily even college graduates, and they’re held to a suitability standard, which bans abuse but allows them to put their interests or their firms’ interests ahead of the clients’.  There’s a relatively low barrier to entry to the field; it makes the incidence of misconduct less surprising. 

If the authors of the study had looked only at registered investment advisors or Certified Financial Advisors or fee-only advisors, all or most of whom have to meet a “fiduciary” standard of conduct that requires them to put their clients’ interest ahead of their own, it might have found a much lower rate of misconduct. Alternately, if you compared brokerage advisors with sales personnel in general, they might compare favorably.      

The “misconduct” that the report describes sounds suspiciously like the behavior of aggressive salespeople. It wouldn’t be surprising if disgraced brokers get rehired for the same aggressiveness they were fired for.

© 2016 RIJ Publishing LLC. All rights reserved.

New business for Prudential Retirement

Three companies with more than 18,000 participants have chosen Prudential Retirement, a unit of Prudential Financial, to administer their defined contribution plans, the company announced today.  

The three plan sponsors—CCC Group, AccentCare, Inc., and LJT & Associates, Inc.—have combined plan assets of $66 million.

CCC Group, a leading heavy industrial construction company in San Antonio, Texas, has 1,000 active and deferred participants in its defined contribution plan with $29 million in assets. A Prudential recordkeeping client since January, it provides multi-disciplined construction and specialty engineering services in the U.S. and internationally. John B. Abeyta of the Abeyta Bueche & Sanders Group at Morgan Stanley advises the plan.

AccentCare has 17,000 participants in its defined contribution plan with $27 million in assets; it transitioned to Prudential on Dec. 1, 2015. A specialist in post-acute home healthcare, AccentCare provides personal, non-medical care and skilled nursing, rehabilitation, hospice and care management. David Altimont, senior vice president of Lockton Retirement Services advises the plan.

LJT & Associates, Inc. has 200 participants with $10 million in assets. Established in 1994, the aerospace company provides systems engineering services to customers such as the National Aeronautics and Space Administration, the U.S. Air Force, the U.S. Navy, the Defense Information Systems Agency, the Internal Revenue Service, the National Oceanic and Atmospheric Association, and the National Science Foundation. Alliant Retirement Services, based in Alpharetta, Ga., advises the plan.

Retirement products and services are provided by Prudential Retirement Insurance and Annuity Company (PRIAC), Hartford, CT, or its affiliates. PRIAC is a Prudential Financial company.

© 2016 RIJ Publishing LLC. All rights reserved.

Jackson National posts record pre-tax operating income

Jackson National Life Insurance Co. generated $2.6 billion in IFRS [International Financial Reporting Standards] pre-tax operating income during 2015, an increase of 10% over 2014 and the most in company history.

The indirect wholly owned subsidiary of the United Kingdom’s Prudential plc reported sales and deposits of $27.9 billion in 2015.

In a release, Barry Stowe, CEO of the North American Business Unit of Prudential plc, attributed the growth to “greater fee income from higher levels of separate account assets under management.”

The company increased total IFRS assets to $220.3 billion at the end of 2015, up from $212.2 billion at the end of 2014. As of December 31, 2015, Jackson also had $5.1 billion of regulatory adjusted capital (more than nine times the minimum required) and $207.1 billion of IFRS policy liabilities set aside to pay future policy owner benefits.

The North American business unit of Prudential plc includes Jackson and its affiliated and subsidiary companies, Jackson National Life Distributors LLC, Curian Capital, and Curian’s U.S. affiliates, National Planning Holdings, Inc. and PPM America, Inc. It has major offices in Lansing, MI and Denver.

Jackson also generated a record level of IFRS net income of $1.4 billion and remitted $710 million to the parent company. Jackson’s net income was impacted by an increase in accounting reserves, primarily related to movements in interest rates, which were not fully offset by hedging gains.

© 2016 RIJ Publishing LLC. All rights reserved.

Cerulli sees convergence of technology and goal-based planning

Platform consolidation is fostering more goals-based planning in which advisors evaluate a client’s assets on a macro level and shift the focus away from short-term performance, according to global analytics firm Cerulli Associates,

The first quarter 2016 issue of The Cerulli Edge–Managed Accounts Edition is dedicated to advice, goals-based planning, and the transition to fee-based accounts. 

“While digital advisors and impending regulations are driving sponsors to provide low-cost managed account solutions for retirement, platform consolidation is also stimulating more goals-based planning,” said Cerulli associate director Tom O’Shea in a release.

“Clearing away the clutter of multiple accounts has allowed sponsor firms to build better tools for goals-based planning,” the release said. “It’s impossible to consistently beat a benchmark, so updating the client on the performance of a widely-quoted market index sets up the advisor to fail. A more sensible approach is to keep the client[s] focused on their progress toward achieving their goal.

“Rather than cobble together a hodgepodge of accounts that might include a mutual fund wrap, a sub-advised separate account, and an advisor-managed portfolio, an advisor using a consolidated platform can minimize the number of client brokerage accounts.

“Streamlining the account setup and maintenance process frees the advisor to think about the client’s household assets on a macro level. Instead of juggling five or six accounts assigned to a household goal, the advisor may only have to manage two, three, or possibly just one.

“Both sponsors and asset managers should recognize the preeminent importance of retirement to American consumers. Investors express apprehension about the rate of return on the stock market, the value of household investments, and the level of inflation. These factors are economic forces beyond their control that might erode their finances in retirement.”

©  2016 RIJ Publishing LLC. All rights reserved.

More private equity for new indexed annuity firm

Kuvare Holdings, a Chicago-based “growth-oriented insurance platform” started by a former Sammons Financial Group executive, has announced unspecified new infusions from Altamont Capital Partners, Makena Capital Management and Access Holdings, a group that manages more than $20 billion for investors.

In October, Kuvare announced the acquisition of Guaranty Income Life Insurance Company (GILICO), a Legal Reserve Life Insurance Company based in Baton Rouge, LA and licensed in 31 states.

When it bought GILICO, Kuvare said it wanted “to develop and seek approval to deploy a fixed index annuity product, explore developing a fixed index annuity version of Annuicare [a long-term care insurance product], as well as enhance the current fixed annuity and life products.”

In a release this week, Kuvare said it intends to “deliver diversified annuities, life insurance, and supplemental products to the middle-income and mass-affluent consumer segments through its acquisition-led growth strategy.”

Kuvare wants to buy “differentiated annuity and life insurance companies,” saying that it will “work with existing management teams to unlock growth by expanding product breadth and distribution as well as implementing tactical asset management strategies. The firm also will partner with reinsurance companies to provide additional services and solutions to primary carriers.”

Kuvare was founded by Dhiren Jhaveri, a former executive of Sammons Financial Group (SFG), the holding company for Midland National Life Insurance Company and North American Company for Life and Health (NACOLAH).

“Despite aging U.S. demographics, middle-market consumers are significantly underserved when it comes to life insurance and supplemental products. With a base of patient capital, Kuvare is well-funded and actively acquiring insurance practices that are in search of an outside growth partner,” Jhaveri said in a release.

 © 2016 RIJ Publishing LLC. All rights reserved.

Stan the Annuity Man Goes (Almost) Robo

Expecting digitization to disrupt the world of annuities any day now, Stan “The Annuity Man” Haithcock has set up several new websites where he’s selling plain-vanilla annuities in a fashion as close to “robo” as current regulations permit. 

“We’re already getting hate e-mail from agents,” said Haithcock, the 6-foot, 6-inch red-haired former basketball player, Florida-based insurance agent, and annuity industry gadfly. His denunciations of variable and fixed indexed annuities have earned him many enemies, while helping him market himself as American’s most trustworthy annuity agent.   

So far, online customers are proving his instincts about the Internet correct, Haithcock told RIJ. “I’ve sold more annuity volume online in the last four days than most agents sell in a quarter,” he said in an interview yesterday.

Haithcock’s personal domain remains www.stantheannuityman.com. His four new e-commerce sites are Annuities.direct, Spia.direct, Dias.direct, Qlac.direct, and Myga.direct. Annuities.direct serves as the core platform; the other sites are spokes to its hub. The tagline at Annuities.direct reads: “No agent needed!”

Haithcock (right) concedes that he is not yet selling truly direct—as in “direct from the manufacturer.” His process still requires clients to put their “wet signature” on a lengthy, carrier-issued paper contract. His phone reps are duly licensed, and he serves as the agent of record. But he claims to be preparing for a not-too-distant future when consumers can buy fixed annuities online as confidently as they book flights at Expedia.com or apartments on Airbnb.com.Stan Haithcock

“The platform is set up so that when the insurance companies decide to go direct, we can adapt immediately,” he told RIJ. “Stage One is getting it up and available. Stage Two is, ‘Let’s give the consumer better pricing.’” He doesn’t expect annuity issuers to question his liberal use of the word “direct.” On the contrary, he said: “Most carriers will tell you behind closed doors that they’d love to get rid of the agents.”

How it works

Individual investors (or perhaps fee-only planners) can visit Haithcock’s sites and get instant sample quotes on single-premium immediate annuities (SPIAs), deferred income annuities (DIAs), qualified longevity annuity contracts (QLACs, which are DIAs for qualified money), and multi-year guaranteed rate annuities (MYGAs), which are generally used for slow but safe appreciation and principal protection. If clients want specific quotes from specific companies, he sends a pdf of the quotes to them by email. He claims to let clients set the pace, and not hound them with follow-up calls or emails.

Don’t expect to find better annuity payout rates on Haithcock’s sites right now—although he believes that robo-annuities will eventually be cheaper than retail. Like his competitors, he gets his annuity quotes from Cannex.com (to which he claims to add a special sauce). His prices may be slightly higher than the “institutional” prices that are available on the Hueler Companies’ Income Solutions website, which specializes in serving people leaving 401(k) plans.  

“This is my shot across the bow to agents,” Haithcock said. “The direct model is a game changer. Other sites want you to call so that their agents can cross-sell other products. We don’t want you to call us. We don’t even have an 800 number on our site. We have no agent. At the end of the process, the purchaser can talk to a licensed representative who is not an agent.”

Annuity manufacturers are loath to vary their pricing by channel, because they don’t want to create conflict or offend agents. Haithcock thinks it’s only a matter of time before that changes.

“We’re still at the infancy stage. I intend to go to work with the carriers to provide preferential pricing. Once the establishment types figure out where the puck is going, I’ll have more leverage,” he said. “People in general and Millennials in particular don’t want to buy much face-to-face anymore, and that includes insurance products. They don’t want bad chicken dinners [at free seminars]. They don’t want home visits. Amazon, Vanguard, and Über paved the way for this. Now all bets are off.”

A small percentage of Americans has already shown a willingness to buy annuities online, with a little help from a phone rep and an exchange of signed contracts through the mail. Hersh Stern, the founder of immediateannuities.com, has been selling annuities that way since 1996. “Imitation is the sincerest form of flattery,” Stern told RIJ when informed about Haithcock’s entry into the online space this week. Many people feel more control and safety when shopping electronically than when sitting with an insurance agent at their own dining room table, he has found.  

Haithcock SPIA site illustration  

Fidelity, of course, has had an income annuity sales platform on its website for several years. Vanguard participants and retail investors can buy income annuities by linking to Income Solutions. Haithcock says he offers a broader range of quotes than Vanguard or Fidelity do. AARP markets New York Life annuities through its website. Annuity websites that offer free annuity quotes are plentiful, but many of them are magnets for sales leads rather than self-service transaction portals.        

There’s some debate over whether the free-look guarantee helps or hurts annuities sales. During the free-look period, whose length varies by state and which usually lasts two or three weeks, a client has the legal right to return a contract to the insurance company and get the premium back, no questions asked.

Stern told RIJ that, in his experience, prospects who focus on the free-look tend to be less committed to a purchase. Haithcock thinks that the availability of a free-look period makes annuities ideal for sale through digital channels. He intends to draw attention to it on his site. “Annuities are the only financial product with a money-back guarantee,” he said. “It’s Elizabeth Warren’s dream-come-true.”  

It should be emphasized that Haithcock’s sites don’t threaten sales of the two most popular types of annuities—variable annuities and fixed indexed annuities. Life insurers pay financial advisors and insurance agents substantial commissions to sell those products. In 2015, $133 billion worth of variable annuities was sold, and $54.5 billion worth of fixed indexed annuities. Such products allow investors to combine risk protection and exposure to stock market performance in a single bundle. They tend to be complex, customized, proprietary and highly profitable.   

Haithcock’s four types of annuities tend to be simple rate-dependent products with commodity pricing. The market for them is much more modest. Sales of income annuities were just $11.8 billion in 2015. But, as Haithcock has said in public appearances, articles, interviews, self-published pamphlets and at stantheannuityman.com, he thinks SPIAs, DIAs, QLACs and MYGAs offer more value for customers. He preaches that annuities are best used for guaranteed outcomes, not unpredictable ones. “That’s what I believe in,” he said, “and I’m not coming off of it.”  

© 2016 RIJ Publishing LLC. All rights reserved.

Scaling Retirement Solutions

The term “mass customization” was in vogue 25 or 30 years ago, when U.S. manufacturers wanted to learn how to satisfy every customer’s desires while achieving economies of scale and raising quality levels to six-Sigma. They called it “agile manufacturing.”

Given the recent advent of robo-advice and “fintech,” the chief of a European financial think tank believes that it’s time to mass-customize retirement income solutions. His name is Lionel Martellini, and he’s presenting on that topic at a conference on Retirement Investing to be held at Oxford University next September.     

The 48-year-old Martellini directs the EDHEC Risk Institute, a research arm of the prestigious international business school, EDHEC. Recently, he published an editorial and a March 2015 research report that should interest anybody who cares about retirement income planning or is affected by the robo-advice wave or both.

The two documents, respectively, have long titles: “Mass Customization versus Mass Production: How an Industrial Revolution is About to Take Place in Money Management and Why It Involves a Shift from Investment Products to Investment Solutions,” and “Introducing a Comprehensive Investment Framework for Goals-Based Wealth Management.”

In a recent conversation, Martellini (right) told RIJ, “We need to move to solutions, not products, and the client’s problem should always serve as the starting point for the discussion. We can already create custom solutions for pension funds or high net worth individuals, so the real challenge is to do customization on a large scale.”Lionel Martellini

Broadly speaking, Martellini advocates a two-bucket solution made up of a low-risk income-producing (“replicating”) portfolio, perhaps of TIPs, and a low-cost risky (“dynamic”) portfolio, perhaps of smart-beta exchange-traded funds, linked by rebalancing or hedging strategies that respond to changing conditions.  

“The financial engineering is the easy part,” he said. “The hard question is, how do you communicate with the client? We’re starting an initiative to put together an algorithm for the end client, doing it in a nice communication way. Ultimately it’s an educational challenge.”

Martellini’s ideas about retirement saving and investing will sound familiar to anyone acquainted with goal-based investing, the household balance sheet approach, or the floor-and-upside principle. They also resemble the thinking that has gone into institutional solutions like Financial Engines’ Income Plus managed account program, and to Robert Merton’s ideas, which drive Dimensional Fund Advisors’ target-date funds.

But he recognizes that nobody has figured out an optimal way for individual advisors to deliver scalable solutions. “The missing component is in the distribution,” he told RIJ. “How do we take the clients’ inputs and turn them into solutions? That’s the feedback process. There’s a lot of inefficiency in this area now. The investment advisor has no tools to help people understand tradeoffs, you need a goal-based investing reporting tool.” He’s looking to robo-advisors to fill part of the gap, adding, “We can only hope that fintech initiatives are providing a strong push in the sense of reducing cost of distribution.”

Looking for upside

Martellini approaches the income challenge with special urgency, because low interest rates, risk aversion, and pressure on social security programs is a growing problem for retirement savers and retirees. “The whole French population is buying French bonds. They’re not generating any upside. The benefits coming from pay-as-you-go will decrease,” he said.  

There was a time when many people might have described the variable annuity with lifetime income benefit as the perfect way to scale the retirement income challenge, because it combined all the necessary elements—a guaranteed income plus exposure to upside—in a single tidy package. Today, there are some who might say the same about the fixed indexed annuity with a living benefit. But he thinks those solutions, while profitable for manufacturers, are too expensive for mass consumers.

Income for life can be generated less expensively and almost as safely without an annuity, he believes. “You can basically replicate the payout by using tradable fixed income securities. During accumulation, if you’re dynamically trading between a performance-seeking portfolio and a replicating portfolio, you can do it in such a way as to generate a minimum of replacement income,” he told RIJ. That sounds something like the constant-proportion portfolio insurance method in Prudential’s discontinued Highest Daily variable annuity riders.

“You can’t replicate the longevity component, but that’s not a big uncertainty. It’s okay not to worry too much about longevity risk if you take care of the other risks. Later, when people are in decumulation, they can buy income annuities if that makes sense for them. But you’re not buying annuities for them,” Martellini added. Annuities, he implies, makes the complex challenge of mass customization all the more challenging.

If scaling customized retirement planning solutions is the general goal, it has two dimensions, he points out. There’s a “cross-sectional” dimension that addresses the needs of different investors entering at the same time and a “time-series” dimension that addresses the needs of different investors entering at different points in time.”

Some might argue that target date funds can already address those dimensions and that they are effectively distributed through retirement plans. But he and his colleagues don’t believe that TDFs have adequately solved the retirement savings problem.

Case-studies

The best illustrations of Martellini’s approach can be found in the hypothetical case studies that are described in the March 2015 report, “Introducing a Comprehensive Investment Framework for Goals-Based Wealth Management,” which he co-wrote with an EDHEC Risk Institute colleague and two members of the Investment Analytics Group at Merrill Lynch Wealth Management.

The report describes three hypothetical clients: an executive and spouse with $4.5 million who are transitioning into retirement and want to maintain a wealth level of at least $3 million; a just-retired couple, both age 67, with $2.75 million, who have no specific bequest motive and want to prepare for long-term care contingencies; a 45-year-old with $940,000 in investments and a $250,000 mortgage on a $300,000 home.

The EDHEC team approached each case by dividing the client’s assets into a personal bucket (home and ready cash), a market bucket (liquid investments), and an aspirational bucket of long-term illiquid assets. They also listed each client’s goals, noted the time-horizon for the achievement of those goals, and calculated the probability of achieving those goals with existing assets.

The complexity of the solutions to these cases suggests that it would be hard to mass-produce them. The EDHEC team admits that it would be impractical for information systems to devise a custom solution for every client. They are not the first to observe that while it might be relatively easy to mass-customize client’s investment strategies using existing theories, it will be harder to scale solutions that enable clients, or identifiable types of clients, to achieve individualized goals.

To even come close to managing the risks that endanger those goals, the solutions will have to be highly dynamic. That will require new and faster fintech, which Martellini et al describe as “an information technology system that can effectively process and update the key inputs of the framework at each point in time for each investor.” Stay tuned.

© 2016 RIJ Publishing LLC. All rights reserved.

The Old Folks are Alright (More or Less)

You don’t hear much about Americans who retire with tiny nest eggs and who rely mostly on Social Security in their old age. But, according to focus groups and interviews conducted for the Society of Actuaries, working class retirees in their mid-70s and older seem to be muddling through with little complaint.

“We don’t have a lot of money, but we never needed it,” one man in Dallas, Texas told an interviewer.  “We never lived above our needs I guess. I take a couple of trips every year and my wife goes up and visits her brothers. We do basically what we want. We are happy.”

At a time when economists lament the inadequacy of savings among pre-retirees, the SoA’s findings, released in January under the title, “Post-Retirement Experiences of Individuals Retired 15 Years or More: A Report on 12 Focus Groups and 15 In-depth Interviews in the U.S. and Canada,” was encouraging. 

In those in-depth interviews, retirees’ most common financial headaches were sudden expenses due to a leaky roof or expired furnace, to a grown child’s emergency or to a sudden out-of-pocket medical expense. And the specter of having to pay for long-term care costs seemed to hang over their heads (Americans, not Canadians). 

“That I wouldn’t want to put on my children, and that is where my house will come into play, if they need to do something for me,” said one woman in Chicago. “Whether they use a reverse mortgage and bring someone in to take care of me in the house, that house is my nest egg at the very last, when there is a Hail Mary that has to be thrown somewhere. I mean I hope I fall off a cliff.”

The statements by middle- or lower-middle-class retirees confirmed certain truisms about retirement. Even though planning patently helps, most people do not have a plan for retirement. Most “focused their planning on spending in the first half of retirement. The majority did not have a financial plan when they entered retirement; nor do they have one now that they are in retirement.”

Yet many seem to have financial goals, in their minds if not on paper; they prefer to preserve principal and they often have so-called bequest motives. “Most state their financial plan going forward is to keep their asset levels where they are currently are,” the study said. “Many report that they want to leave something to their children.”  

Divorce during retirement, the report makes clear, may be the single biggest threat to financial security. “Divorce is more costly than widowhood, and retirees typically cannot adjust or absorb the cost of divorce,” the report said. “Those who divorce after retirement report losing up to half of their assets or having to sell their home, either because it was part of their settlement or they could no longer afford it. Every retiree in the focus groups who divorced post-retirement reported a financial impact.”

Following are the key findings of the report:

  • The Society found in 2013 that near-term retirees do little planning and do not have a long-term goal for their assets. They essentially adapt and adjust to major expenses. The Society asked similar questions to longer-term retirees in 2015 and found that long-term retirees in this study for the most part had done the same thing. The strategy of absorbing and adapting seems to have worked reasonably well for both short-term and long-term retirees of the type represented in the focus groups.
  • Many focus group retirees note that their expenses have changed over the course of their retirement. Many say they pay more attention to what they need and try not to buy frivolous items or spend money lavishly. Most state they are frugal or thrifty.
  • Very few shocks financially devastate the long-term retirees participating in the focus groups. The expenses that financially devastate these long-term retirees are long-term care, divorce and providing major financial support to children. They report being able to mitigate other expenses with insurance coverage or by absorbing and adapting their spending.
  • The in-depth interviews conducted with children and spouses of those who need long-term care in an assisted living or skilled nursing facility reveal that this type of care is financially devastating unless that person has long-term care insurance. However, very few say their relative had this coverage, and even among those who did there were still out-of-pocket expenses. Many focus group participants express concern over long-term care costs, but only a small number have long- term care insurance. Most long-term care expenses are not covered by Medicare or the Canadian equivalent, although in the U.S. Medicaid covers substantial long-term care expenses for low-income individuals who have run out of assets.
  • Divorce in retirement is more financially devastating than widowhood. Divorced participants report losing half of their assets and often say they have to move out of their family home as a result of their divorce. Meanwhile, some widowed participants are better off financially as a result of being widowed. Often widows are living off pension incomes that were designed for two or are able to invest a large sum of money as a result of being widowed, thus making them financially better off as a result of their marital shock. Some lost some income as a result of being widowed but most report that they have adjusted to widowhood.
  • Two of the most common unexpected financial expenses for these long-term retirees are home maintenance costs and dental expenses. The cost for these items can be large. However, both of these types of costs can be anticipated. Many of these long-term retirees live in their own home so some home maintenance costs should be expected. Dental costs can also be expected as people age and could also be partially planned for in retirement by purchasing dental insurance.
  • Gifts and loans to family are another big expenditure for long-term retirees participating in the focus groups. Many who give gifts or loans to children do so because a child has a problem. They say that although they sometimes give or lend large sums of money to children they are able to absorb and adapt to these costs. Exceptions are costs associated with recently divorced children with children of their own and children with mental illness.
  • Very few report a major expense related to health care costs. This finding was expected in Canada but unexpected in the United States. American focus group participants cite Medicare supplemental insurance as the main reason they are able to avoid large health care costs in retirement. The few who report large medical expenses usually do not have a supplemental Medicare policy or fall into a gap in the policy.
  • Very few of these retirees use a financial advisor. Some say they do not use an advisor because they have lost money with an advisor previously or they cannot find an advisor they trust. Women are more likely than men to report working with a financial advisor than men.

© 2016 RIJ Publishing LLC. All rights reserved.

Mission Improbable

In the U.S., there are more than a few highly articulate, liberal female advocates for the economic interests of under-paid, under-saved middle and lower-middle class workers. Senator Elizabeth Warren (D-Mass) is perhaps the best known (or, depending on your politics, most notorious).

At the risk of leaving out many worthy people, I’ll mention only a few (in alphabetical order, with specialties): Anna Maria Lusardi (financial literacy), Teresa Ghilarducci (retirement plans), Cindy Hounsell (women), Alicia Munnell (retirement preparedness), and Barbara Roper (consumer protections).

Of this group, Dr. Ghilarducci (right) has been making news lately with a book, How to Retire With Enough Money (Workman, 2015), a recent New York Times op-ed piece and, this week, a report co-authored with Hamilton “Tony” James of The Blackstone Group called “A Comprehensive Plan to Confront the Retirement Savings Crisis.”Teresa Ghilarducci

As I understand her proposal, Ghilarducci, an economist who runs the Schwartz Center for Economic Policy Analysis at the New School in Manhattan, proposes a mandatory defined contribution savings plan with individual accounts, a choice of pension-style asset managers, and delivering a life annuity at retirement.

According to the report description of her Guaranteed Retirement Account:

  • Each account would be funded by an annual contribution of 3% of income (half from employer, half from participant).
  • The required contribution would be applied to income up to $250,000 a year.
  • Those earning under $40,000 a year would have their contributions offset by a $600 tax credit.  
  • To smooth investment outcomes and reduce sequence risk, the U.S. government would guarantee a minimum return of 2% on each participant’s contributions.
  • Like Social Security, invested assets would be available only as annuities, not as lump sums or prior to the retirement date. 
  • Contributions would be invested and managed by a variety of private asset managers using defined benefit pension principles and taking advantage of the higher returns possible through alternative investments. 
  • Survivors would receive a death benefit during the accumulation period but not during the income period.
  • The plan would replace the voluntary system of ERISA-regulated 401(k) plans in the U.S., eliminate the $100 billion+ annual tax expenditure for retirement savings, eliminate the overhead of DC plans for plan sponsors, and use the savings to pay for the tax credit for those earning under $40,000 and the employer contribution.   
  • The Social Security Administration would administer the payout of the annuity.

Dr. Ghilarducci believes that this type of plan is needed because, in her opinion, the current DC system doesn’t adequately fill the retirement security vacuum left by the slow death of the defined benefit system, doesn’t reach more than half of full-time U.S. workers at any given time, and whose tax benefits are highly regressive.

In private, many people agree that the status quo is a mess—either because of its needless complexities, inconsistencies and inequities or because of the ambiguities of its regulation by the Department of Labor, or all of the above. One of the 401(k)’s principal private-sector spokespersons once joked publicly that ERISA stands not for Employee Retirement Income Security Administration but for “Every Ridiculous Idea Since Adam.”   

Jokes and complaints notwithstanding, the many people whose livelihoods depend on the DC system (and its byzantine nature) are sure to defend it to their deaths. The opposition to the DOL’s fiduciary proposal would be nothing compared with the opposition to ending the DC system.

I agree with Dr. Ghilarducci that the DC system has serious shortcomings. The popularity of Roth conversions and Roth 401(k)s seems to me like a strong hint that tax-deferral creates more problems than it solves. But you have to pick your battles. I would rather see political energies spent on reforming Social Security and removing the cloud over its future. If we wait much longer to fix the proverbial third rail of American politics, it might be too late.

© 2016 RIJ Publishing LLC. All rights reserved.