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Quantitative easing in Europe entices equity investors: TrimTabs

Inflows into global equity mutual funds and exchange-traded funds have totaled $81.5 billion so far this year, putting them on track to surpass the previous four-month record of $86.0 billion from December 2005 through March 2006, according to TrimTabs Investment Research.

“U.S. investors continue to follow the printing presses into European and Japanese equities,” said David Santschi, TrimTabs CEO. “A record that has been held for nine years is almost sure to fall.”

In March alone, flows into global equity mutual funds and exchange-traded funds rose to a record $34.8 billion, exceeding the previous monthly record of $34.4 billion in January 2013, TrimTabs said in a release. These funds have taken in $14.8 billion this month through Friday, April 10.

Buying has been heaviest among European funds, TrimTabs said. Europe equity ETFs issued a record $7.8 billion (14.8% of assets) in March, and they have issued $2.6 billion (4.6% of assets) this month through April 10.

“The performance of European funds has improved of late, which is helping drive inflows,” said Santschi.  “Although these funds dropped 1.9% in March, massive buying persisted, and they are up 3.0% so far this month.”

© 2015 RIJ Publishing LLC. All rights reserved.

RetirePreneur: Marcia Wagner

What I do:  I am an ERISA lawyer, and the founder and principal of The Wagner Law Group, a boutique law firm focusing on ERISA, employment law, labor and human resources, employee benefits, welfare benefits, privacy and security, corporate law, tax, estate planning and administration, real estate and litigation.

Who my clients are:  We represent financial institutions, money managers, closely held corporations, publicly traded corporations, tax exempt entities, financial advisors, plan administrators and trustees. Marcia Wagner text box

Why clients hire me: We have expertise in dealing with tax qualified plans that are under stress, or get into trouble, through IRS, DOL or PBGC audit, that have various form or operational defects, that have not filed Forms 5500, or are underfunded. We also routinely deal with amending plans and providing advice and consultation concerning health care issues under the Affordable Care Act and all matters regarding the implementation and operation of fringe benefit plans. Executive compensation, including equity and non-equity based compensation arrangements and negotiations, is also an area where our expertise is routinely sought.

Where I came from: Initially, I learned the ropes in the big law firms, beginning as a junior associate and eventually moving up to partner and head of the ERISA practice.  Then, almost 20 years ago, I had an epiphany, opened up The Wagner Law Group and have never looked back.

Why start my own firm: Entrepreneurs are born, not made. I’m someone who can’t not be his or her own boss. After a decade in the large firms, and after much thought and internal struggle, I felt I could be a better lawyer, a happier person and deliver better legal advice and consultation in a firm I created from the ground up.

My view on the conflict of interest proposal from the DoL: The government and industry have a hard time understanding one another. The government doesn’t quite get that the small retirement plan industry isn’t very profitable. The concept of commissions and 12B-1 fees is the lifeblood to survival. The industry doesn’t quite get that a few bad apples really do ruin things, and that there are a few who take actions to destabilize the industry. Both sides need to work harder to understand the other side.

My view on Jerry Schlichter’s fee lawsuits: The lawsuits have been an overall plus. For a long time the industry pooh-poohed Jerry. But he has been a forceful voice for change and he has brought about change. Some people put him down and say he’s just a tort lawyer, but the fact that there was no fee transparency in plans led to unfair results. Fees are now much more transparent and there’s greater understanding on the part of participants. Jerry is a very significant player in the industry and brought about real change.

My retirement philosophy:  I will never retire. I absolutely love the practice of ERISA law. I love being at the forefront of many significant developments in this area. We have created a village of excellence and integrity and my life’s work fills me with gratitude beyond description.

© 2015 RIJ Publishing LLC. All rights reserved.

The Case for Working Longer

At the World Bank, we have seen many colleagues who retired on a Friday only to come back as consultants the following Monday. They don’t do it for the money, but rather because they enjoy working. There is now ample evidence that seniors who remain active beyond the official retirement age are on average happier and healthier than those who don’t.

But how common is the phenomenon of post-retirement work (beyond anecdotal evidence from the World Bank)? Is there evidence that most workers in developed countries would actually elect to work longer if they could? And if so, do retirement systems allow for such choices?

Over the last 125 years, ever since Germany under Chancellor Bismarck introduced the institution of “old age insurance,” the nature of retirement and its financing have changed substantially. Bismarck’s original idea was essentially a disability insurance meant to protect those who had become too old to work and earn an income.

The pension eligibility age was set at 70 years, but the benefit was paid only if the person retained no more than one-third of normal working capacity. Moreover, at the time, very few even lived long enough to become eligible, which also meant that the pension system was well funded. Bismarck’s system was effectively insurance, not an entitlement.

Today, retirees live longer and retire earlier. For example, in Austria, Ireland, and Spain, since 1965, the effective retirement age declined by almost a decade, while life expectancy increased by 10 years over the same period. Economic and demographic growth meant that people could retire earlier, live longer, and enjoy old age in prosperity rather than poverty.

Germany is also an interesting case because its population is aging and shrinking, which makes it a case in point to study retirement policies. Germany was one of the few countries that resisted an expansion of retirement years and even increased the effective retirement age for men by two years since 1965. However, recently, the government made a policy U-turn introducing partial retirement at the age of 63 (after 45 years of contributing to the pension system).

Does this make sense given the big shifts in how societies and economies operate, the changing nature of work, and dramatic improvements in the longevity and quality of “senior life”?

First, the world is undergoing a momentous demographic shift. In 2000, the world had less than half a billion people at the age of 65 or above; by 2050, the number will have more than tripled to 15 billion, or 15% of the world’s population. In Germany seniors overtook juniors as a share of the population at the turn of the century and the number of retirees (65+) will increase further from 17 million today to 24 million in 20 years, while the potential workforce (age 16-64) is declining rapidly (see Figure 1).

These trends are shaped by longer life expectancies and lower fertility. A child born today in Europe, especially if it is a girl, has a good chance to live 100 years. If you take the principle of 45 workings years, this person would be able to benefit from public contributions—first as a child, later as a retiree—for more than half of his or her life. This is not sustainable.

Second, the nature of work has also changed: from predominantly blue-collar jobs (many of which are getting automated) to increasingly white-collar occupations, which are less taxing physically. What has also changed, then, is the fundamental hypothesis upon which pension debates were premised, that work is an unpleasant necessity and only the prelude to happier times.

In that old “assembly line” narrative, the span of one’s work-life is calibrated to years of peak physical strength and workers perceived as interchangeable. To some extent it remains relevant for workers still engaged in physically straining or routine activities (in manufacturing or service jobs) and those should have the opportunity to retire at an age that allows them to enjoy retirement. But a large and growing share of the workforce no longer fits in that box: they find self-fulfillment in their jobs and should have the opportunity to work beyond pre-set retirement ages, including through flexible working arrangements.

Third, the assumed correlation between age and productivity is weaker in the new economy. Skills—and hence productivity—are not necessarily declining with age, but rather shifting. In fact many skills improve with age, mostly those related to oral and written comprehension and expression and soft skills like emotional stability, conscientiousness, and agreeableness. We call these “age-appreciating” skills.

Not surprisingly, there are some occupations that use these skills more intensively than other and in which older people might actually do better than younger folks, including sales representatives, HR managers, or editors. Recent neuro-scientific research shows that well-performing seniors activate both brain hemispheres when solving tasks whereas young people rely only on the brain hemisphere that processes new information. Older people also use the second hemisphere to extrapolate, based on experience; in other words, they compensate for a decline in one ability by activating a new strength.

All of this points to the fact that we not only live longer and healthier lives, but we also have the potential to work longer. The changing nature of the labor market also provides an opportunity for seniors to stay engaged, and for many more women to join the labor market resulting in a double demographic dividend. A binary system of working 100 percent until retirement and then suddenly moving to zero percent at an arbitrary age of around 65 is one of the great anachronisms of today’s labor market in many OECD countries.

This article builds on a forthcoming World Bank book, “Golden Aging. Prospects for Healthy, Active, and Prosperous Aging in Europe and Central Asia,” by Maurizio Bussolo, Johannes Koettl and Emily Sinnott. 

IRS relaxes penalty that discouraged auto-enrollment

The Internal Revenue Service will no longer levy a 50% penalty on employers who accidentally miss making payroll deferrals to the retirement accounts of employees who had been automatically enrolled into their plans and were eligible for deferrals, as long as they correct the mistake in a timely manner.

In announcing the new policy at a meeting of the Defined Contribution Institutional Investors Association meeting in Washington, D.C. on April 2, deputy Treasury secretary Mark Iwry explained that the penalty was causing some employers not to adopt auto-enrollment—and was therefore counterproductive.

“The rules for correcting slip-ups will be less costly, burdensome, and address the perception of a windfall [to the employee],” Iwry said. “We still think the employees have lost something value in the way of tax-free buildup. But we agree that an added 50% employer contribution sounds disproportionate.”

Auto-enrollment itself is considered essential by the government and private industry to the goal of expanding participation in workplace retirement plans and increasing American workers’ financial preparedness for retirement. Auto-enrollment of new employers (with optional disenrollment) has been shown to dramatically increase participation rates.

This type of ruling is known as a “safe harbor,” because it defines a procedure, which, if followed, will not result in a violation of the Employee Retirement Income Security Act of 1974 (ERISA).

“With respect to auto-enrollment, the main advantage of the new safe harbor is not having to pay the 50% QNEC (Qualified Non-elective Contribution) (QNEC) or any QNEC at all,” Bill Evans of the IRS told the DCIAA audience. “But you’d still have to make up for lost matches and the lost earnings on the match. There is also a requirement to issue a notice about the failure to make deferrals and the correction,” so that employees can make catch-up deferrals if they choose.

The original penalty was created in 2006 when the Pension Protection Act allowed auto-enrollment. It applied to employers who failed to make a required deferral into an auto-enrolled employee’s retirement account. As a penalty, the employer had to make an extra payment to the account equal to 50% of the unmade deferrals.      

The “principle underlying the 50% make-up corrective contribution was that corrective contributions should make up for the value of the lost opportunity for an employee to have a portion of his or her compensation accumulate with earnings tax deferred in the future,” a recent IRS release said.

The employer would still have to make up for any lost matching contributions. And, for full relief from penalties, the correction would have to be made no later than 9½ months into the year after the year of the mistake. 

Employers objected to the 50% corrective contribution on the grounds that it represented a “windfall” for employees and that the errors were usually corrected after a few months—thus giving employees many years to catch-up on lost tax-deferred growth. The IRS noted the employer complaint that, ironically, “errors are more common for plans with automatic contribution features (particularly automatic escalation features).   

The new relief will expire in 2021. “It’s a little bit of a pilot,” Iwry told a crowd of several hundred defined contribution industry executives at the Mandarin Oriental Hotel in Washington last week. “Having no employer contribution is stepping out a bit relative to the past. We want to make sure it’s workable and has the intended effect of encouraging the spread of auto-enrollment.”

The IRS also announced that, for failures to make deferrals in plans that do not involve auto-enrollment, the QNEC will be zero if the failure is corrected within 90 days. It will be 25% if the failure is corrected by the end of the year after the year of the failure, and 50% thereafter, an IRS spokesperson told RIJ.

© 2015 RIJ Publishing LLC. All rights reserved.

Britain invaded! By robo-advice!

Given the rough similarity between the U.K. and U.S. retirement markets—especially now that the U.K. no longer requires annuitization of tax-deferred savings—trends in investor behavior in the U.K. often mirror trends in investor behavior here. 

Take robo-advice, for example. The digital channel is having as disruptive an impact in the U.K. as in the U.S. According to Cerulli’s European Distribution Dynamics 2015 report, in the U.K. “the low-margin business of fund distribution is being standardized, innovative digital propositions are flourishing, and layers of distribution are being removed.”

More than 82% of the international asset managers say that the market share of direct-to-consumer and D2C platform distribution in the United Kingdom will grow over the next five years, according to a Cerulli survey. “Fifty-four percent of them think that it will grow significantly. But they are also optimistic about the outlook of these channels in the rest of the continent,” a Cerulli release this week said.

“Roughly half of asset managers said their marketshare will grow in Germany, France, Italy, Spain, and Sweden. The rest stated that the marketshare will stay roughly the same and only a tiny minority thinks that it will fall. Managers were less bullish about Switzerland, though. Only one-third of those surveyed anticipated that marketshare will ‘grow somewhat,’” the release said.

Cerulli advises European firms to take the kinds of steps that Vanguard, Fidelity, Schwab and Northwestern Mutual have taken in their development or acquisition of digital advisory and distribution capabilities.

Angelos Gousios, associate director with Cerulli in London, and co-author of European Distribution Dynamics 2015: Preparing for a New Era, said, “Managers can benefit from the digital revolution in various ways: by renovating their proprietary D2C distribution facilities, by becoming a key partner of an online distributor or taking a financial stake in one, or finally go it alone and try selling their funds directly to the general public themselves.”

In the release, Barbara Wall, Europe research director, said, “There’s a global trend toward robo-advice that should not go unnoticed. It started in the United States, with companies like Wealthfront gaining traction and it is spreading in Europe—Nutmeg in the United Kingdom and MoneyFarm in Italy—and also in Asia, with 8 Securities in Hong Kong.”

© 2015 RIJ Publishing LLC. All rights reserved.

The Bucket

New York Life posts record earnings for fifth consecutive year

New York Life announced record operating earnings of $2.02 billion in 2014, 14.7% over 2013 and the fifth consecutive record year, and a record surplus and asset valuation reserve of $21.9 billion for the year, the company reported this week.

New York Life’s held a 22% share of the fixed immediate annuities market and a 42% share of the deferred income annuities market, according to industry sources. The annuities group also sells fixed deferred annuities and variable annuities. 

The dividend paid to participating policyholders in 2015 increased by more than 9% over 2014 and by 30% since 2011. Benefits and dividends paid out in 2014 totaled $9.1 billion, according to the company, which is the largest mutual life insurance company in the U.S.

In 2014 the company’s 12,000-plus career agent force, its primary distribution model, sold a record $1.2 billion worth of life insurance.  

New York Life Direct, the company’s direct response business in Tampa, FL, which is the leading direct marketer of life insurance in the U.S. through an endorsed program with AARP geared to its membership; insurance programs in the U.S., covering members of more than 500 associations across the country.

The Insurance and Agency Group also includes New York Life’s life insurance operation in Mexico, Seguros Monterrey New York Life, one of the country’s largest life insurers.  

As of December 31, 2014, the Investments Group managed $526 billion for institutional and retail clients, providing annuities and guaranteed products to both the qualified and non-qualified markets. New York Life’s general account stood at $197 billion in cash and invested assets at year end. The Investments Group reported sales of MainStay mutual funds totaling $25.9 billion for 2014, the second-highest sales number in MainStay’s history.

The insurer’s financial strength ratings were the highest possible from the four major crediting rating agencies: A.M. Best (A++), Fitch (AAA), Moody’s Investors Service (Aaa), Standard & Poor’s (AA+).

Northwestern Mutual examines the ‘Millennial’ market

Generation Y or “Millennials” (aged 18-34) are conservative, risk-averse, and realistic about setting goals and taking responsibility. But they’re also that they’ll reach their financial goals, more optimistic that their financial situation is improving, and they bring a “joie de vivre” to their careers.  

Those were among the first set of findings from the 2015 Northwestern Mutual Planning & Progress Study, an annual research project commissioned by Northwestern Mutual that explores Americans’ attitudes and behaviors toward finances and planning.  

Responses by Millennials to the survey indicated the following:

  • 64% classify themselves as more inclined to save than spend
  • 53% have set financial goals, compared with 38% of Americans age 35 and older.
  • 73% expect to need to work past age 65 doing so because Social Security won’t take care of their needs.
  • 36% say their generation is not at all responsible when it comes to finances, versus 17% who say their generation is responsible.  
  • 33% cite a lack of planning as the greatest obstacle to achieving financial security in retirement, versus only about one in four of the general population.
  • Almost 50% have spoken to their partner, friends, family or an advisor about retirement.
  • 59% expect their financial situation to improve this year, compared to only 41% of the general public. 
  • 71% report feeling secure that they will achieve their financial goals.
  • 46% of those who expect to work past traditional retirement age say it would be by choice.

Harris Poll conducted the poll on behalf of Northwestern Mutual. It included 5,474 American adults aged 18 or older (including 1,081 aged 18-34) who participated in an online survey between January 12 and 30, 2015. Results were weighted to Census targets for education, age/gender, race/ethnicity, region and household income.

Vanguard publishes survey of global DC plan sponsors

Global DC plan sponsors hope to combine the best elements of defined contribution and defined benefit plans in their plans, and they’re taking steps toward implementing more transparent, less expensive fee structures, according to a survey, “Global Trends in DB and DC Plans,” sponsored by Vanguard.

“The push for fee transparency will continue, leading to structural changes for DC plans, including more unbundling of services and greater use of passive mandates, especially in default options, which will lead to lower overall plan costs,” said Steve Utkus, head of the Vanguard Center for Retirement Research, in a release.

“We were a bit surprised, frankly, that passive-only default funds did not emerge as more of a preference, as our experience suggests that more sponsors are recognizing the advantages that come with passive strategies, including lower costs and the elimination of manager risk from the outcome. In contrast to the survey results, the marketplace trend indicates that passive-only defaults will grow over time.” 

The survey was conducted in the second half of 2014 among more than 90 multi-national client companies, with an aggregate $650 billion in DB and DC plan assets. Participating companies are based around the world and administer retirement plans in at least three countries. 

The survey showed: 

Expections of an increase in employer contributions. 71% of respondents expect to increase employer contributions to their DC plan either “dramatically” or “somewhat.”

More use of target-date funds in U.S. than abroad. 66% of respondents prefer to use a target-date fund (TDF) as their plan’s default investment option, but adoption is lagging overseas. Nearly two-thirds of respondents use TDFs for their U.S. DC plans and another 13% use custom TDFs. For DC plans outside the US, only 30% of respondents use off-the-shelf or custom TDFs. Structural and regulatory differences outside the US have slowed the adoption rate. 

A combination of active and passive investment default options. 57% of respondents blend active and passive strategies in their default fund structure, while 38% prefer all-passive default funds. Only 5% would prefer an all-active lineup for their DC default fund. 

Rising importance of fee transparency. 79% of respondents say they consider fee transparency when choosing whether to use a bundled or unbundled service approach.

In the bundled approach, the plan administrator and investment manager are the same and the fees for both are bundled into one asset-based fee. In the unbundled approach, the extent to which higher asset-based fees may be subsidizing plan administration costs is easier to see. Many sponsors are more aware of overall costs and are seeking lower-cost service and investment options. 

Additional findings of the survey: 

  • The switch to liability-driven investing (LDI) in defined benefit (DB) plans will continue; 73% of organizations prefer LDI strategies over total return strategies for managing DB assets, especially among European DB plan sponsors. 
  • Legacy DB plans continue to require significant oversight, but plan sponsors expect to spend more resources on DC plans in the future, reflecting the expectation that DC plans will become more prevalent. 
  • While most global retirement plans are managed with a combination of local and corporate governance, there’s a trend toward a greater centralization. 

AIG partners with Primerica to market index annuities

American International Group, Inc. (NYSE: AIG) said its American General Life Insurance Company (AGL) subsidiary will partner with Primerica, one of North America’s largest independent financial services marketing organizations, to market AIG’s Power Series of fixed index annuities.

The Power Advantage 7 and Power Advantage 10 index annuities, tailored for Primerica and issued by AGL, provide principal protection, potential credits through exposure to equity indices, tax deferral and an optional lifetime income guarantee with a roll-up in the benefit base over the first 10 contract years.

According to a release, Primerica has more than 98,000 licensed insurance representatives nationwide. The company markets primarily to middle-income families. 

© 2015 RIJ Publishing LLC. All rights reserved.

In 1799, They Said ‘No’ to Taxes

Tax season always reminds me of the Fries Rebellion of 1799, when, among the woods, hills, taverns, farms, fields and back roads near where I live, a group of German-speaking farmers resisted the first direct tax levied by the U.S. government and were nearly hanged for their trouble.   

John Fries, the leader of the protest, was a 48-year-old auctioneer—a ‘vendue crier’ in 18th century parlance—who lived with his wife and six children in a tiny cottage, still standing, along the road that led from Philadelphia, the nation’s capital, to Allentown, Pa., about 50 thinly settled miles to the north.

Fries (pronounced “freeze”) was no traitor, as a grand jury would call him. A veteran of the Revolution, he rode with President Washington to help suppress an earlier tax revolt in Pennsylvania—the Whiskey Rebellion of 1794—and had voted for the Federalist Party in local elections.

But because Fries spoke both German and English, and was widely known and trusted, he found himself the de facto leader of a loose band of agitated, lightly-armed and at times inebriated immigrant landowners. They shared a common fear that the Adams administration’s decision to tax their homes (to finance the “Quasi War” with France) was a step back to pre-1776 oppression and tyranny.     

The Fries Rebellion, also called the “Hot-Water War,” the “Milford Rebellion” (for the township where it started) and the “House-Tax War” is mostly forgotten today, even in the increasingly suburbanized region where it happened. But at the time, combatants on both sides believed that the nation’s future hinged on its outcome.

Strong drink and stronger words

The Fries affair occurred over just a few days in the second week of March 1799, in east central Pennsylvania’s Bucks, Lehigh and Northampton Counties. After local homesteaders thwarted tax assessors from measuring their log and stone residences, a U.S. marshal and posse traveled from Philadelphia to arrest a handful of supposed ringleaders in Macungie, Pa.

The marshal, posse and prisoners had stopped at a tavern in Bethlehem, and were preparing to return to Philadelphia, when Fries and about 100 men on horses, variously armed with pistols, muskets and swords but mainly barrel staves and clubs, appeared and demanded the release of the prisoners on bail. When the marshal refused, Fries freed them anyway.Fries Cottage  

Within days, news of the event reached President John Adams and Secretary Hamilton, who decided to crush the armed insurrection, as the Federalist press described it. A small Federal army rode north, captured Fries after a brief chase (they followed his dog, Whisky, to his hiding place), and escorted him and others to Philadelphia to be tried for treason, a capital offense. Hamilton, in particular, intended him to hang, as a warning to anyone else who was tempted to defy the central government.    

The most recent, the most thorough, and probably the most sympathetic account of this affair is Paul D. Newman’s “Fries’s Rebellion: The Enduring Struggle for the American Revolution” (University of Pennsylvania, 2004). In his retelling, the rebellion was characterized less by violence than by drunkenness and verbal threats, and some of those threats may sound funny to modern ears.

When the tax assessors first approached the houses in northern Bucks County, a homeowner threatened to “commit him to an old stable and there feed him on rotten corn.” In a confrontation in nearby Quakertown, one of the local residents cried out to an assessor, “Damn you Roderick, we have got you now, you shall go to the liberty pole and dance around it!” The government in Philadelphia was denounced as a parcel of “spitz-bube”—a local German epithet for thieves.

Vast amounts of alcohol were evidently consumed during the brief rebellion. It was natural for the protesters to meet at local taverns and public houses, and publicans uncorked quarts of whiskey and tapped barrels of beer for them and the crowds of onlookers they attracted. A few inebriated tax resisters tried to fire small weapons at the tax assessors, but according to Newman they were either too drunk to aim accurately or to load their weapons correctly.  In short, nothing as organized or as serious as the earlier Shay’s Rebellion in western Massachusetts or the Whiskey Rebellion was under way.

Four taverns survive

Yet serious issues were at stake. The “house tax” that the Federalist administration attempted to assess was America’s first direct tax. The tax was small (a mere $1 on the smallest houses) and progressive, but it was the first tax assessed directly on people and their possessions, and not on transactions. It was also a tax that defined houses in an arbitrary new way: personal wealth rather than as a personal expense. The tax fell more severely on yeoman farmers, who had improved their land, than on land speculators, who were merely waiting for prices to rise. It reminded farmers of the British Stamp Act, which helped trigger the American Revolution.

And bitter feelings already existed between the Federalists in Philadelphia and the farmers to the north. There were class barriers, language barriers, and cultural barriers, as well as deeply held prejudices, between the wealthy, English-speaking urban Quaker assessors and the largely poor, recently immigrated German-speaking Lutheran and German Reform farmers, who knew each other as “kirchenleute.”

Fries historical marker QuakertownThe political divide was just as deep. The farmers were mainly “republicans” (Jeffersonians) who had fought in the revolution 15 years earlier and valued personal liberty above all. The assessors, often Quaker pacifists who sat out the war, were Hamiltonians who favored a strong central government led by elites. The farmers, moreover, sympathized with the recent French revolution, and resented a tax that they knew would help finance a war against the French. The tax was also linked to the policy behind the repressive, anti-democratic Alien & Sedition Acts.

Fries was tried twice and convicted twice for treason (the first trial was declared a mistrial) and sentenced to hang. But Adams, who had known almost from the start that the so-called rebellion was nothing more than an overheated tax protest, pardoned him and sent him back to Bucks County, where he lived until his death in 1820. Fries’ nemesis, Hamilton, would die in 1804 in his famous duel with Aaron Burr in Weehawken, NJ, near what is now the west entrance to the Lincoln Tunnel.

You can find several reminders of the Fries Rebellion in my area, if you know where to look for them. A section of Rt. 663 between Quakertown and Pottstown has been designated the John Fries Highway. Just outside McCoole’s Red Lion Inn in Quakertown, a large historical plaque succinctly describes the rebellion. There’s also a small marker on Allentown Rd. pointing out John Fries’ cottage, which is in poor repair but still stands, visible from the road.

At least four of the taverns where the Fries protesters or tax assessors met, conspired and drank are still in active use. Besides the busy Red Lion Inn, there’s the restored Sun Inn in Bethlehem (a tony restaurant that’s currently between tenants). Also still in use are the Trum Tavern in Trumbauersville (formerly the Jacob Fries Tavern), where two of the tax assessors stopped for dinner, and the Commix Hotel (formerly Jacob Ritter’s Tavern), where the protesters watered their mounts en route from Macungie to Bethlehem.

The Trum Tavern and the Commix Hotels are lively, low-ceiling dive bars where locals go to smoke, drink Yuengling Lager, eat fried oysters and shoot pool. The two establishments are almost indistinguishable from dozens of other 18th and 19th century fieldstone taverns in this corner of Pennsylvania, where original surnames are still common and where, until the late 1980s, a few older people still spoke English with a “Dutch” (Deutsch) accent. After inhaling a pint of Yuengling (and a lot of secondhand smoke) at the Commix one recent evening, I stopped to read a historical plaque nailed to the wall outside. It said, “On This Spot in 1897, Nothing Happened.”    

© 2015 RIJ Publishing LLC. All rights reserved.  

 

Are Annuity Buyers Smarter than Other People?

In the first quarter of 2015, almost a quarter of a million people bought immediate or deferred single premium income annuities, according to CANNEX. More than half were ages 55 to 70, and 40% of their purchase payments were between $75,000 and $200,000.

Why those people? Were they different from their peers who didn’t buy income annuities? And if so, how were they different?

It’s possible that they were smarter, better educated or more financially literate than their peers, and therefore better able to appreciate the long-term value of annuities, according to a new paper by a panel of researchers that included Olivia Mitchell of the Wharton School and Jeff Brown of the University of Illinois.

Mitchell, Brown and co-authors Arie Kapteyn of USC and Erzo Luttmer of Dartmouth, tested the hypothesis that many ordinary people—like kids who don’t understand the potential long-term gains from eating the broccoli on their dinner plates—avoid annuities because they can’t tell whether the price is fair or not.

To find out if people have difficulty analyzing the present value of an annuity, they asked members of a survey group to tell them either how much they would pay to get an extra $100 a month in Social Security income or how much they would demand to compensate them for giving up $100 a month in Social Security income.

It turned out that the spread between asking and offering prices was very wide, suggesting that many people can’t easily evaluate an income stream. The spread was widest for people with the least cognitive ability (as measured by education level, financial literary and numerical ability).

“If valuing an annuity is difficult, research indicates that individuals will only be willing to buy or sell when the deal is clearly advantageous: the respondents would only be willing to buy an additional $100 a month at a low price, and would only sell $100 a month at a higher price. Thus, the gap between the two prices should be significant, and the gap should widen as cognitive ability declines,” the researchers wrote.

“The figure shows that most respondents were only willing to buy the $100 annuity when the price was very low. The median price they were willing to pay was $3,000 – an amount they would recoup in monthly payments in just two and a half years. And they were only willing to sell the $100 annuity at a much higher price: the median selling price was $13,750. As a point of reference, the actuarial value of $100 in Social Security benefits – using mortality and interest rate assumptions from the Social Security Administration’s Trustees – is $16,855.”

Through further experiments, the researchers ruled out the possibilities that other behavioral factors—the so-called “endowment” effect, “anchoring” effects, or mere lack of money—might account for wide range in ability to put an accurate present value on the incremental income.  

“Many individuals, on their own, are unable to make good decisions about managing their money in retirement,” the researchers asserted, adding that “the observed lack of annuitization does not necessarily mean that people are better off without annuities.”

Other explanations have been suggested for the low demand for annuities, a phenomenon that has long baffled behavioral economists. It’s been noted that almost every American retiree already has a life annuity in the form of Social Security. It’s been noted that few investment advisors recommend income annuities, in part because they prefer to sell investment products.

It’s also been suggested that people who can accurately value annuities know that the price includes a premium of about 15% to cover the costs of distribution and adverse selection. And, clearly, annuities face a public relations headwind. Annuity purchasers might also be more risk-averse than others, or have been personally touched by someone’s decision to buy or not buy an annuity, or are especially wary of inflation.

A wide range of studies have shown that many if not most Americans are, in fact, financially illiterate. But the idea that most people aren’t equipped to manage their own retirement savings isn’t likely to be politically popular, even if it’s true.

In the U.K., ironically, the Tory government recently decided that people do know how to manage their own money, and they’ve ended the long-standing requirement that retired Britons buy annuities with their tax-deferred savings. The new policy went into effect this week.   

© 2015 RIJ Publishing LLC. All right reserved.   

Secrets of Tax-Efficient Drawdown

The well-known authors of a book on Social Security claiming strategies have turned their attention to a perennial financial problem for retirees: how to minimize the annual tax bill when drawing income from a hodgepodge of taxable and tax-deferred accounts.

In a paper in the March/April issue of the Financial Analysts Journal, William Meyer and William Reichenstein, authors of Social Security Strategies: How to Optimize Retirement Benefits, along with Kirsten Cook of Texas Tech University, depart from making the usual recommendation to drain taxable accounts first, then tax-deferred accounts, and then Roth IRAs.

Instead, they suggest tapping tax-deferred accounts early in retirement, but without taking out more than will fall within the 15% marginal tax rate. Their approaches, they claim, can add several years to the life of a retirement portfolio.

“The optimal strategy is substantially different from the strategy espoused by the conventional wisdom,” the authors write.

In their article, “Tax-Efficient Withdrawal Strategies,” they simulate a retiree with $916,500 in a tax-deferred IRA, $234,900 in a Roth IRA, and $550,000 in an after-tax account. The retiree has a spending goal of $81,400 a year, or an initial annual withdrawal rate of 4.8%, and will pay federal income taxes at the rate of 15% on the first $47,750 in taxable income.

[For the sake of simplicity, the authors assume the accounts are the retiree’s only sources of income; adjustments could be made to control the top marginal tax rate for retirees receiving Social Security.]

They then compare five different withdrawal strategies. In Strategy 1, the retiree spends down her Roth IRA first, then her traditional IRA, and then her after-tax money. In Strategy 2, the retiree follows conventional wisdom and spends after-tax money first, then the IRA assets, then the Roth IRA. These strategies lead to portfolio longevity of 30 years and 33.15 years, respectively.

The remaining strategies are more creative and more complex. In Strategy 3, the retiree each year spends up to the limit of the 15% tax bracket from the IRA ($47,750), and then meets additional spending needs ($38,641) by drawing first from the after-tax account and then, when that is exhausted, tapping the Roth IRA. That strategy lasts 34.37 years.

Strategies4 and 5 involve Roth conversions. In Strategy 4, the retiree moves $47,750 from the IRA to the Roth every year for the first seven years of retirement, and satisfies all of her spending needs plus the money needed to pay the tax on the conversions from her after-tax account. When her after-tax account is exhausted, she draws income from her Roth IRA. This method extends the portfolio life to 35.51 years.

Strategy 5 is more complicated, and perhaps not something our readers should try at home. It involves Roth conversions to traditional IRA. Every year for the first 27 years of retirement, the retiree creates two $47,750 Roth IRAs with money from the traditional IRA, holding a one-year bond in one Roth and stocks in the other. She covers her spending needs and taxes out of her after-tax account until she exhausts it.

Here’s the twist: At the end of each year, she converts the lower-valued of the two Roth IRAs back to an IRA. She will thus owe taxes on only one conversion and replenish the tax-deferred account. Beginning in year 28, she spends only up to the 10% tax bracket threshold from her IRA and taps the Roth IRA for the balance of her income needs. Strategy 5 last about seven months longer (for 36.17 years) than Strategy 4.  

Tontine pensions: Where the annuity meets the lottery

The English government used tontines in the 17th century to fund its mammoth war debts, and U.S. Treasury Secretary Alexander Hamilton proposed using them to pay off America’s debts from the Revolutionary War. In “Tontine Pensions,” a University of Pennsylvania Law Review article by Jonathan Barry Forman, a University of Oklahoma law professor, and Barry J. Sabin, a consultant, proposes reviving the tontine in the form of pension annuities.

A tontine is a shared loan or common investment pool in which regular payments to surviving stakeholders—either lenders or investors—continue until the last survivor dies. Because the tontine payments would fluctuate, no life insurance company would be involved, vastly reducing the costs of the program and potentially leading to higher payouts. 

The authors of this article believe tontines could form the basis of financial products to provide retirement income, whether directly to investors or through employers seeking to avoid the risk of traditional pensions. In their example, new investors could be recruited to perpetuate the annuity payments as earlier investors die.

Israelsen’s four flavors of diversification

The 2008 financial market collapse taught many older Americans that the sequence of their returns can determine their investment success and their level of retirement income. A good defense against market volatility is diversification, writes Craig Israelsen, an advisor and author of the 2010 book, 7Twelve: A Diversified Investment Portfolio with a Plan. In an article called “Retirement Crash Test” in the January issue of Financial Planning, Israelsen argues that diversifying a portfolio can “address each unique risk while maintaining adequate exposure to needed portfolio growth.”

As he demonstrates through historical back-testing, effective diversification can be achieved with familiar asset classes and doesn’t require the use of liquid alternatives or fancy volatility-management strategies. He compares the longevity of an all-U.S. bond portfolio with that of two other hypothetical portfolios—one whose U.S. bond allocation equals the retiree’s age and one that contains equal shares of U.S. bonds, large-cap stocks, small-cap stocks, and cash. The author simulates withdrawal rates from the portfolios of 3%, 4%, and 5% of assets. Even at 5%, the diversified portfolio has the highest probability of lasting into old age

The Great Recession: Permanent damage to retirees or not?

For people in their 50s who were lucky enough to hang onto their jobs and continued to work, the negative fallout of the Great Recession has turned out to be transitory, according to a new paper, “The Great Recession, Retirement and Related Outcomes,” published in February by the National Bureau of Economic Research.

The researchers studied baby boomers between the ages of 53 and 58 just before the recession hit. Although older workers with long tenures in the labor force are typically less vulnerable to economic downturns, they confirmed that boomers who did lose their jobs took nearly twice as long to find new employment during the recession.

But there is no evidence of a long-lasting negative effect, wrote Alan Gustman and Nahid Tabatabai of Dartmouth and Thomas Steinmeier of Texas Tech. Further, the recession also did not permanently depress wages for older workers beyond the reductions typically experienced by those who have suffered layoffs. 

Other recent research paints a less hopeful picture for U.S. workers, however. Brooking Institution economist Barry Bosworth reported that there has been a “major slowdown in workers’ wages” resulting from lower labor force participation and lower productivity. This secular trend may be “only marginally related to the recession,” and there is “little room for a cyclical recovery,” he wrote in “Supply-side Costs of the Great Recession,” a paper prepared for the Nomura Foundations Macro Economy Research Conference, held last January 27.

A January 2015 report by Susan Urahn and Travis Plunkett of the Pew Charitable Trusts echoes his concerns: “Many families, even those with relatively high incomes, are walking a financial tightrope,” with few resources they can draw on in emergencies.    

Historically low interest rates: how worrisome?

Federal Reserve chair Janet Yellen is expected to raise the Federal funds rate later this year and reverse the historically low rates that have propelled the U.S. economic recovery. A speech given by a U.K. central banker Kristin Forbes to London’s Institute of Economic Affairs in February provides another take on thinking among Western central bankers about the risks of a low-rate policy. Forbes, a member of Bank of England’s monetary committee, analyzes this policy in detail in a speech titled, “Low Interest Rates: King Midas’ Golden Touch?” Chief among her concerns are inflationary pressures, asset bubbles, and a lower savings rate. Although none is of great concern yet, she said, all three issues “merit close attention.”

© 2015 RIJ Publishing LLC. All rights reserved.

 

What is the Indexed Annuity Leadership Council?

The Indexed Annuity Leadership Council was created in 2011 by five insurers, National Life Group, Midland National Life Insurance Company, American Equity Investment Life Insurance Company, North American Company for Life and Health, and Eagle Life Insurance Company, to educate, advocate and lobby on behalf of the indexed annuity industry. In contrast to the wholesaler-dominated National Association of Fixed Annuities (NAFA) the IALC represents indexed annuity manufacturers. Indexed annuity sales rose 23% in 2014, to $48.2 billion in 2014, and accounted for more than half of all fixed annuity sales for the first time, according to LIMRA.

The IALC’s executive director is Jim Poolman, a former Insurance Commissioner of North Dakota. “We want consumers and policymakers to understand the product,” Poolman told RIJ. “We’re active in getting product information out to members of the Hill and their staffs. There are also regulators that have not taken the time to understand the product and we want to impact that.” Asked if he’s part of the industry/regulatory revolving door, he said, “One thing I won’t do in the consulting business is to lose my moral compass as a former regulator.”

© 2015 RIJ Publishing LLC. All rights reserved.

Seniors Weren’t ‘Thrown Under Bus’

When I was chairman, more than one legislator accused me and my colleagues on the Fed’s policy-setting Federal Open Market Committee of “throwing seniors under the bus” (to use the words of one senator) by keeping interest rates low. The legislators were concerned about retirees living off their savings and able to obtain only very low rates of return on those savings.

I was concerned about those seniors as well. But if the goal was for retirees to enjoy sustainably higher real returns, then the Fed’s raising interest rates prematurely would have been exactly the wrong thing to do. In the weak (but recovering) economy of the past few years, all indications are that the equilibrium real interest rate has been exceptionally low, probably negative.

A premature increase in interest rates engineered by the Fed would therefore have likely led after a short time to an economic slowdown and, consequently, lower returns on capital investments. The slowing economy in turn would have forced the Fed to capitulate and reduce market interest rates again.

This is hardly a hypothetical scenario: In recent years, several major central banks have prematurely raised interest rates, only to be forced by a worsening economy to backpedal and retract the increases. Ultimately, the best way to improve the returns attainable by savers was to do what the Fed actually did: keep rates low (closer to the low equilibrium rate), so that the economy could recover and more quickly reach the point of producing healthier investment returns.

A similarly confused criticism often heard is that the Fed is somehow distorting financial markets and investment decisions by keeping interest rates “artificially low.” Contrary to what sometimes seems to be alleged, the Fed cannot somehow withdraw and leave interest rates to be determined by “the markets.”

The Fed’s actions determine the money supply and thus short-term interest rates; it has no choice but to set the short-term interest rate somewhere. So where should that be? The best strategy for the Fed I can think of is to set rates at a level consistent with the healthy operation of the economy over the medium term, that is, at the (today, low) equilibrium rate. There is absolutely nothing artificial about that! Of course, it’s legitimate to argue about where the equilibrium rate actually is at a given time, a debate that Fed policymakers engage in at their every meeting. But that doesn’t seem to be the source of the criticism.

The state of the economy, not the Fed, is the ultimate determinant of the sustainable level of real returns. This helps explain why real interest rates are low throughout the industrialized world, not just in the United States. What features of the economic landscape are the ultimate sources of today’s low real rates? I’ll tackle that in later posts.

© 2015 The Brookings Institution.

Pacific Life issues qualified longevity annuity

Pacific Life Insurance Company has joined AIG, The Principal, and First Investors in offering a Qualified Longevity Annuity Contract. In a press release issued this week, Pacific Life positioned the product more as a way to reduce taxes than as insurance against outliving savings.

The product is “for IRA owners who are looking to save on taxes earlier in retirement and would like to increase their guaranteed lifetime income payments at a later time,” the Pacific Life release said.

In conversations with RIJ, financial advisors have mainly expressed interest in the QLAC as a tax reduction tool for high net worth clients. One advisor calculated that a husband and wife, each with an IRA worth $500,000 or more, could cut their combined taxes between ages 71 and 85 by tens of thousands of dollars by buying QLACs.  

A QLAC is a deferred income annuity (DIA) purchased most often with rollover IRA assets. Under the QLAC regulations, issued in July 2014, an investor can spend up to 25% of his or her IRA assets (the current maximum premium is $125,000) on the purchase of a DIA. Taxable distributions can begin as late as age 85, rather than age 70½ for all other tax-deferred savings. Most DIAs are sold with cash refund provisions.

According to the Pacific Life release:

“It can be a source of frustration for clients who would prefer the option to take a smaller distribution, because they may not need to take as much income as required early in retirement,” says Christine Tucker, vice president of marketing for Pacific Life’s Retirement Solutions Division. “Greater required minimum distribution amounts may bump retirees into a higher tax bracket. It can also affect the percentage of Social Security benefits exposed to taxation. For some, it may even increase the premiums they pay for Medicare Part B and D. This is why Pacific Life’s Pacific Secure Income as a QLAC may make sense for certain clients.”

Others have talked about positioning QLACs as a way to provide late life income for the medical expenses that typically arise in a person’s 80s, or as a way for retirees who have already decided to take Social Security at age 62 to supplement their Social Security benefits later in life.

Because so many annuities are sold through advisors, and because advisors’ clients typically are affluent enough to be more concerned about reducing taxes in retirement than about running out of money, it makes sense for issuers to position QLACs as tax management tools than as pure longevity insurance.

The annuity-buying public has shown less interest in deferred income annuities, qualified or non-qualified, as pure longevity insurance—insurance that is by definition inexpensive because it only pays out if only a person lives beyond age 84 or so, which is roughly the average age of death for people who reach age 65.  

“Pacific Life is an early entrant in the QLAC market. To assist advisors, Pacific Life offers unique educational resources through its Retirement Strategies Group and Advanced Marketing Group. These home-office and field specialists can help financial professionals examine the application of QLACs in a variety of financial strategies,” the Pacific Life release said.

© 2015 RIJ Publishing LLC. All rights reserved.

Hueler’s Income Solutions now offers QLACs

The Income Solutions platform, a website where retirement plan participants can solicit competitive bids for institutionally-priced income annuities, has added Qualified Longevity Annuity Contracts to its menu of offerings.

“The Income Solutionsautomated platform is the first to offer real-time QLAC quotes in a transparent, comparable format from multiple insurance companies,” a Hueler release said.

The U.S. Treasury Department announced last summer that retirement savers could apply up to 25% of their tax-deferred savings (but not more than $125,000 of the total) to the purchase of a QLAC, which is simply a deferred income annuity purchased with qualified money.

Before the rule change, people could not as a practical matter use qualified money to buy a deferred income annuity with an income start date after age 70½, because the tax law demands taxable annual required minimum distributions (RMDs) to begin at that time. Under the new rule, people can exclude the amount contributed to their QLAC from their RMD calculations until age 85. 

A pioneer in offering so-called “out-of-plan” immediate annuity options through the internet to 401(k) plan participants or IRA owners near or at the point of retirement, Hueler put deferred income annuities and longevity insurance to the platform in 2013.

Vanguard, Alliance Benefit Group, Beneplace and several large plan sponsors offer the Hueler platform to their plan participants. Participants or IRA owners can use the Hueler platform to solicit competitive bids from insurance companies for products.

Hueler Companies, Inc. and its affiliates are located in Minneapolis, Minnesota. It was founded in 1987 as consulting/data research firm specializing in information about stable value funds, and later expanded to include annuities. The Income Solutions platform was launched in 2004. 

© 2015 RIJ Publishing LLC. All rights reserved.

AIG, BofA Merrill Lynch collaborate on index annuity option

American General Life Insurance Company, an AIG company, has added a new managed-volatility indexing option, the ML Strategic Balanced Index, to certain of its Power Series index annuities, which also offer lifetime withdrawal benefits.  

The new option is a blend of the S&P 500 Index (without dividends), a proxy for equities, and the Merrill Lynch 10-Year Treasury Futures Total Return Index, a proxy for fixed income investments.

Through a daily “non-discretionary process [that] eliminates the impact that emotions may have on allocation decisions,” AIG said in a release, the contract moves money into cash when short-term volatility rises above a certain level and out of cash when volatility falls. In times of extreme volatility, 100% of the assets in ML Strategic Balanced Index may go to cash. 

Like almost all fixed indexed annuities only more so, the new option is aimed at  “individuals who want more growth potential than traditional fixed income investments, but don’t want to take on the risk of investing directly in the equity market,” said Mike Treske, executive vice president and chief distribution officer at AIG Financial Distributors, in the release.

 “Indices that blend multiple asset classes are increasingly popular in the index annuity space,” Treske added. “We think this new index will help us increase our share of the growing index annuity market.”

The new option can earn interest in two different ways, the release said. Instead of a cap on the annual interest that contract owners can ear, the accounts will have “spreads” or declared percentages. Investors earn the gain in the index minus the spread.

The ML Strategic Balanced Index was developed by Bank of America Merrill Lynch (BofA Merrill). AGL currently has an exclusive license to use the index for U.S. fixed index annuities and life products.  

© 2015 RIJ Publishing LLC. All rights reserved.

The Bucket

Bank of the West wealth managers to offer Vanguard ETFs

Bank of the West’s Retirement & Investment team has the Vanguard ETF Core Series to its Investment Advisory Solutions platform, where the exchange-traded funds will be available to investors through Bank of the West financial advisors.

As part of its investment advisory offering, the Retirement & Investment team offers a targeted line-up of fund strategist portfolios (FSPs), including Bank of the West, Envestnet | PMC, and Russell Investments strategies, and more than 300 separately managed accounts (SMAs) through third-party asset managers.

In addition to investment advisory solutions, the team provides a broad range of retirement and goal planning services, growth and income investments as well as insurance products, according to a release from Dale Niemi, head of the Retirement & Investment team.  

Vanguard, based in Malvern, Pa., manages approximately $3 trillion in U.S. mutual fund assets, including more than $434 billion in ETF assets, as of January 31, 2015. Bank of the West, chartered in California and headquartered in San Francisco, has $71.7 billion in assets.

A subsidiary of BNP Paribas, it provides individual, commercial, wealth management and international banking services through more than 600 offices in 22 states and digital channels.  

Retirement & Investment is a team within the bank’s Wealth Management Group, which provides wealth planning, investment management, personal banking and trust services. The bank’s Retirement & Investment team is part of its Wealth Management Group, which manages over $10 billion in the United States and €305 billion ($345 billion) globally, as of December 2014.

Global Retirement Partners acquired by plan advisor consortium

A group of retirement plan advisory firms today announced its intention to acquire Global Retirement Partners, LLC (GRP), a retirement plan consulting firm servicing over 100 advisors across the US.  GRP will retain its name and GRP’s management team will continue to manage day-to-day activities, according to a release.

The acquiring firms include EPIC Retirement Services Consulting, Heffernan Financial Services, MRP, Oswald Financial, Inc., Perennial Pension & Wealth, Retirement and Benefits Partners, StoneStreet Advisor Group, and Washington Financial Group.

Established in 2014 as part of GRP’s acquisition of Financial Telesis, Inc. (FTI), GRP provides turnkey retirement plan infrastructure, compliance, commissioning, and personnel to advisors who specialize in the retirement space.  

Firms in this group have access to an in-house former ERISA attorney, out-sourced quarterly due diligence reporting, and the eGRP Advisor Alliance – a turnkey retirement plan advisor affiliate offering marketing, advertising, conferences, tools, financial wellness programs, and investments.

LPL Financial extends platform to CWP advisors

The Center for Wealth Planning, Inc. (CWP), a nationwide network of independent advisors, has joined the RIA (Registered Investment Advisor) custodial platform of LPL Financial, the large independent broker-dealer announced this week. 

CWP advisors have used LPL’s corporate RIA and broker-dealer platforms since its inception in 2005. Based in Troy, Mich., CWP serves 65 independent financial advisors nationwide that collectively serve approximately $2 billion in brokerage and advisory client assets, as of Feb. 28, 2015.

Joseph Ruzycki, founder and CEO of the Center for Wealth Planning, said the arrangement would give “our advisors the option to work through our own RIA—Center for Wealth Planning Advisors, Inc.—or to continue to affiliate with LPL Financial’s corporate RIA.”  

Launched in 2008, LPL’s RIA offering grown to manage $90.8 billion, as of Dec. 31, 2014.

© 2015 RIJ Publishing LLC. All rights reserved.

Who Knew? Actuaries Have Two-Sided Brains

While everyone knows that actuarial science relies mainly on the left side of the human brain, it turns out that some actuaries are evenly gifted. Consider this: there’s an international short-story writing contest just for the more verbally inclined members of this math-driven profession.  

Held every other year, the Society of Actuaries’ Actuarial Speculative Fiction Contest is open to any actuary who has passed at least one of the exams set by the SoA or the Casualty Actuary Society. The deadline for this year’s contest was January 31. Winners were announced on April Fool’s Day. (See below. You can find the stories here.)

This literary tradition started over 20 years ago, when actuary Jim Toole was hosting his former English literature professor, Bob Mielke, during Mielke’s sabbatical break. Toole and his fiancée, a poetess in her own right, hatched the concept for an actuarial fiction contest, and invited Professor Mielke to be its judge. 

Mielke judged all general categories at first, but he now chooses only the first ($200) and second ($100) prizes, which are based on overall literary merit. Awards of $50 each are also sponsored by three sections of the Society, in the categories of “most unique use of technology,” the “best forecasting or futurism methods” and the “most creative actuarial career of the future,” as well as one for the readers’ favorite story.SoA story winners 2015

The contest aims to “encourage creativity,” even if it is “a little goofy,” said Gary Lange, an actuary at CUNA Mutual Group in Madison, Wisconsin. He manages the solicitation of entrees, collection of submissions, and editorial traffic. He said he feels a responsibility to allow the authors’ own opinions of the future of actuarial science to emerge.   

What are the criteria for a winning entry? Judges look for quality of characterization, scene-setting, plot, dialogue and other standard elements of prose fiction. “A poor story may still be based on a good idea,” Lange said.

Mielke said he looks for “good story-telling, some action, and some conflict.” He keeps a wary eye out for anachronistic gender representation, such as stereotyping women as secretaries. He gives high marks for clarity, and to those who “patiently unpack ideas.” He penalizes those who “throw jargon around.” 

Though not required, humorous self-deprecation often turns up in the manuscripts. Some of the works push it to the edge of parody, poking fun at actuaries’ sedentary lifestyles, junk food habits and shyness. “We stared at each other’s shoes in silence for a respectful break of time, before I opened up,” says the hero in Ken Feng’s Life After Death, one of this year’s entriesHis manager confronts him: “We both know you have a lot of fear and anxiety – you fear for your job, you fear adverse market conditions that will hurt your investment portfolio, you fear women.”

Each story includes some specifically actuarial idea, most often developed in a futuristic setting. “Very few stories go off-planet, and they rarely take place in the distant future. And not many involve aliens,” Mielke told RIJ. The authors tend to focus more on subjects like artificial intelligence or genetics, where microscopic anomalies can lead to unpredictable outcomes.

The doom of humanity is a favorite trope. Two of this year’s entries treat the fate of civilization, but from different angles and time periods.  In The Ares Conjecture, Jerry Levy’s young actuary protagonist is running a computer program that predicts global conflict on the basis of population density and diversity. When he sees both values rising fast, the outcome looks bleak.

By contrast, Melvyn Windham’s story, The First Actuary, imagines a precocious caveman who invents a base-25 number system for his tribe, none of whom yet know how to count the fingers on their hands. After calculating the tribe’s dwindling fertility rate, he concludes that his people’s survival depends on their ability to make love, not war, with neighboring tribes.   

The authors enter the contest in search of editorial advice, bragging rights, prize money and recognition. “Word spreads in actuarial chatrooms,” Lange reports. About 15 to 25 actuaries submit stories in contest years, he said, with about half of the stories coming from first-timers and half from veterans. Mielke said, “They aren’t sore losers. They focus more on becoming better writers than on why judges might have failed to appreciate their masterpieces.” About one in four authors even asks him for further criticism, and some have asked him to recommend them for summer workshops in creative writing.

Third-time contender Nate Worrell submitted The Twenty Three this year, a yarn based on gene splicing. He described his need for a creative outlet to balance the rest of his day’s work, which exercises the logical, analytical side of his brain: “It’s like a breath of fresh air to tap into other faculties,” he said.

Worrell remembers how, as a recent college graduate, he saw an ad for an essay competition in a local Minnesota magazine. His entry, a tongue-in-cheek piece on the “nuttiness” of Minnesotans, garnered a suitable price: a five-pound Minnesota nut roll. Since 2009, he’s entered over a hundred writing competitions. 

For a decade, Worrell worked at Ameriprise Financial in Minneapolis, becoming fully certified in 2010. His daily bus ride to work often took 30 minutes or more, and he used the travel time to write and sketch out ideas on a laptop or notebook. He’d like to publish his fiction someday, but he’s not quitting his quantitative day job. 

The SoA fiction contest was a springboard to publication for Alice Underwood and Victoria Grossack, who met in Zurich, Switzerland when they were studying for their final actuarial exam. Each entered a story in the competition, and they ended up sharing first prize. Their mutual interest in Greek mythology led to a collaboration on a series of classical novels, including a version in Greek solicited by an Athenian publisher.

Underwood, who is now a senior insurance executive, told RIJ that she snatches what time she can for writing, on weekends and during long airplane flights. “It’s transformative to work on fiction,” she mused, “and a privilege to create an imaginary world.”

© 2015 RIJ Publishing LLC. All right reserved.

The Fine Madness of the 401(k) Business

The only cloud over the NAPA Summit this week—San Diego’s bluebird sky was unblemished—was uncertainty over the havoc the Department of Labor’s still undisclosed “fiduciary rule” might wreak on the 401(k) industry and the way it handles rollover IRAs.

In his welcoming address on Sunday, American Retirement Association (ARA) Brian Graff noted that Labor Secretary Tom Perez’s recent political blitz on Capitol Hill, backed by the President’s own harsh characterization of the industry, is unprecedented. 

Mr. Perez “has had over 50 meetings with Senators on this issue” said Graff, whose job is to lobby the same Senators in the other direction. “No sitting Secretary of Labor has ever done that. [The administration] is painting the assumption that we’re all bad.”

The headline message was dire, to be sure. But, judging by the 1,000+ attendees and hundreds of vendor booths at the conference (the first since the National Association of Plan Advisors and the American Society of Pension Professionals and Actuaries merged under the umbrella of the ARA), the 401(k) industry is thriving. This is a multi-trillion-dollar business, after all, to which tens of millions of Americans send money every payday.    

A few interviews with conference attendees—mostly advisors who sell and service retirement plans—showed a wide range of sentiment about the President’s accusation that certain plan advisors are “bilking hard-working Americans” by steering their IRA rollovers out of 401(k) and into investments that cost far more than 401(k) investments do.

One insurance company employee, manning one of the booths, told RIJ with dismay that “it seems like the government just wants to take over this whole business.” But others conceded that a problem does exist. Over coffee, muffins and yogurt parfaits on Monday morning, an industry veteran and conference speaker acknowledged that the government’s concerns were not groundless.

Speaking privately, he told RIJ that “more than a few” registered reps, insurance agents and in particular advisors from the big banks or “wirehouses” enter the 401(k) business mainly to capture assets when participants, especially large-balance participants, leave their plans and roll their tax-deferred money into individual IRAs, where profit margins are potentially much greater.  

Vague rules

Most of the workshops and discussions in San Diego were devoted however not to the still-secret DoL proposal (which the Office of Management and Budget is now reviewing, and which may or may not be as aggressive as some hope and others fear) but to potential solutions to the problems that plan advisors grapple with every working day.   

For instance, a perennial challenge for many of them is to stay compliant with the regulations that govern retirement plans, which are often vague. For instance, the rules offer little specific guidance on how to divide the costs of administering a plan among the plan participants, only that the method be prudent and reasonable.

Questions abound. Should the employer pay the ongoing costs of the plan, or should the participants pay individually? Should each participant pay the same fee for plan administration, or should the payment vary with the size of the account balance? If the employer pays, can he be reimbursed by the plan recordkeeper out of the money—revenue-sharing—that it receives from the investment companies, who pay it out of what the participants pay its funds? The regulations don’t say. 

Here’s an example of how easy it is to go wrong. During the Q&A after a presentation by ERISA attorney Fred Reish and fiduciary consultant Philip Chao, an advisor asked ingenuously if it was OK for all of the plan fees to come out of the fees paid on investments in the guaranteed investment certificate (GIC). The GIC was so profitable for the investment company that it could afford to share its fees with the plan. No, said Reish. Such a method would shift all of the costs onto the GIC investors and give other participants a free ride.

But the vagueness of the regulations also gives plan advisors room for creativity, and competitive pressures can inspire advisors to test the limits of the regs to please the plan sponsors who hire them. One speaker, for instance, showed advisors how they can differentiate themselves and win more business in the small plan market by knowing how to design plans that maximize a company owner’s tax benefits and minimize his costs.  

Attorney Ken Marblestone, of the Philadelphia-based MandMarblestone Group, demonstrated a technique by which a hypothetical small business owner could steer 85% of his plan contributions to four highly-compensated employees—himself, his wife, his son and his father—and only 15% to ten lower-level employees, while still meeting the Labor Department’s fairness requirements.

[In an interview, Marblestone told RIJ that, while the small business owner as plan sponsor is a fiduciary to the plan, the process of designing and setting up a plan is not a fiduciary function. Therefore, the owner can design a plan that favors his own interests as much as possible without violating his or her fiduciary obligations under ERISA.]  

The rollover conundrum

A critical area for advisors revolves around the issue of advice, and its relation to rollovers. The ARA, which lobbies for NAPA members, worries that the DoL’s forthcoming proposal—whose specifics are still unknown—might stop or discourage plan advisors from serving as (and reaping the benefits of being) individual advisors to participants who leave the plan.

The ARA has even started a lobbying campaign, complete with humorous online video that satirizes government bureaucrats, urging legislators to “Stop the No Advice Rule” and arguing that it’s nonsensical to prevent people from continuing with the same advisor on their IRA that they had on their 401(k) account.

The DoL, however, believes that advisors who give investment advice directly to plan participants too often abuse their privileged, trusted position by encouraging participants to roll their 401(k) balances (upon retirement or separation) into retail IRA accounts where they will most likely pay higher prices for products and services than if they just left their money in the plan.

But, as noted above, it’s an open secret that some plan advisors (or the firms they work for) are pure asset-gatherers who enter the low-margin retirement plan business specifically to capture big-ticket rollovers, either for themselves or the firms they work for. One executive for Morgan Stanley’s wealth management business, a conference panelist, said that his company, which provides financial education to plan participants, is interested in identifying opportunities for rollovers of a million dollars or more. It provides education, he said, so that people will think of Morgan Stanley first when they retire or change jobs.  

The DoL has said that it would prefer that 401(k) participants keep their money in their plans until they retire and need income. But that’s as impractical as expecting children to live with their parents (and stay chaste) until they get married. Rollovers are all but inevitable. People can’t always get the products or services they need inside their 401(k) plans. And it’s difficult to provide products or services at the individual retail level as cheaply as providing them at the group or wholesale level. In some cases, ironically, the funds in a 401(k) plan might even be more expensive than the funds available in a rollover IRA.

Meanwhile, serious flaws in the 401(k) system remain unaddressed. For instance, even if people wanted to stay in their 401(k) plans indefinitely, about half of 401(k) plans don’t offer retired participants the option of taking systematic withdrawals. As one advisor pointed out to RIJ during a refreshment break on the trade show floor, many plan administrators still arbitrarily charge the same price for making a recurring electronic transfer from the plan to a retiree’s bank account that they charge for issuing of a one-off distribution check to a terminated employee. That tends to make the price of offering systematic withdrawals prohibitive to the sponsor, but lucrative for the provider. 

© 2015 RIJ Publishing LLC. All rights reserved. 

Surge of fixed indexed annuity sales at independent broker-dealers in 2014

Industry-wide annuity sales in the fourth quarter of 2014 reached $56.6 billion, a 0.5% decrease from $56.9 billion in the previous quarter and a 4.6% dip from $59.3 billion in the fourth quarter of 2013, according to data reported by Beacon Research and Morningstar Inc. and released by the Insured Retirement Institute.

Despite the slight drop during the quarter, industry-wide sales were up for the full year, according to the release. Industry-wide annuity sales reached $229.4 billion in 2014, a 3.8% increase from $220.9 billion in 2013 and an 8.2% increase from $212 billion in 2012.

Fixed annuity sales totaled $23 billion in the fourth quarter of 2014, according to Beacon Research. This was a 6.3% increase from just under $21.7 billion during the previous quarter but a 2% drop from $23.5 billion in the fourth quarter of 2013. For the full-year 2014, fixed annuity sales closed out their best year since 2009, surpassing the $91.5 billion mark. This was a 17.2% jump from sales of $78.1 billion in 2013. This strong growth was supported by record sales years for fixed indexed annuities and income annuities.

“Overall, fixed annuities were extremely robust with 2014 recording the third highest sales total ever,” Beacon Research president Jeremy Alexander said. “The big story in 2014 was the $4.8 billion surge in fixed indexed annuity sales through independent broker-dealers. Much of this 411% increase was due to the popularity of living benefit riders. In addition, for the first time since Q3 2013, quarterly sales of fixed annuities experienced a rise in sales across all product types.”

Variable annuity total sales in the fourth quarter of 2014 were $33.6 billion, according to Morningstar. This was a 4.6% drop from $35.2 in the third quarter of 2014 and a 6.2% decline from $35.8 billion in the fourth quarter of 2013. For the full-year 2014, variable annuity total sales were $137.9 billion, a 3.4% drop from $142.8 billion in 2013.

Quarterly and year-end fixed annuity sales were supported by strong sales of fixed indexed and income annuities, according to Beacon Research. Fixed indexed annuity sales reached $12.2 billion in the fourth quarter of 2014, a 4.4% increase from sales of $11.7 billion in the third quarter of 2014 and a 3.5% increase from sales of $11.8 in the fourth quarter of 2013.

For the full-year 2014, fixed indexed annuity sales surged to a record $48 billion, a 23.9% increase from sales of $38.7 billion in 2013. Income annuity sales also closed out a record year. Sales of income annuities reached $3.2 billion during the fourth quarter, pushing full-year sales above the $13 billion mark – an 18% increase from $11 billion in 2013.

For the entire fixed annuity market, there were approximately $13 billion in qualified sales and $10 billion in non-qualified sales during the fourth quarter of 2014. For the full year, there were approximately $50.9 billion in qualified sales and $40.6 billion in non-qualified sales.

According to Morningstar, as a result of redemption activity, variable annuity net sales were negative for the quarter, estimated to be -$3.3 billion. Variable annuity net assets closed the year at $1.92 trillion. This is a 2.7% increase from $1.87 trillion at the close of 2013.

Within the variable annuity market, there were $22 billion in qualified sales and $11.5 billion in non-qualified sales during the fourth quarter of 2014. For the full year, there were $89.9 billion in qualified sales and $47.9 billion in non-qualified sales.

“Sales were affected by strategy shifts and product line rationalization among the major carriers,” said John McCarthy, Senior Product Manager, Annuity Products, for Morningstar. “While sales were down overall, half of the top 10 issuers experienced increased sales and half experienced a decline.

“Overall, assets under management continued to grow as strong financial market performance buoyed the industry. Most carriers continue to offer lifetime income guarantees, for which there is strong demand, despite continued low interest rates.”

© 2015 Insured Retirement Institute. Used by permission. 

Voya enters the structured variable annuity game

Voya Financial has announced a new flexible premium deferred index-linked variable annuity, Voya PotentialPLUS. The contract, issued by Voyal Financial Insurance and Annuity Co., offers exposure to the performance of up to four major market indexes, with a buffer against downside losses. 

The product resembles other structured variable annuities in the marketplace, issued by MetLife, AXA, CUNA Mutual and Allianz Life. These products offer more upside potential than fixed indexed annuities because the owner assumes some risk of loss.

Owners of PotentialPLUS can allocate their premium over a stated time period across any combination of the S&P 500, NASDAQ 100, Russell 2000 and MSCI EAFE indices, or to a variable account. During the period, investors benefit from index gains, if any, up to a cap rate, and they are also protected against a drop in index performance, up to a certain level.   

According to a prospectus dated December 12, 2014, the product currently offers only one-year investment terms and 10% downside buffers, but the company may offer segments of one, 3, 5, and 7-year terms and other buffer options in the future. There’s an eight-year surrender period with an 8% maximum surrender charge. There is an annual separate account charge of 1.50% and an annual expense ratio of 28 basis points on assets held in the Voya Liquid Assets Portfolio, a variable account, but there are no fees assessed on investments tied to the indices.

The cap rate on the amount credited to the account will vary with the markets. According to the prospectus, “On each Segment Start Date, we will declare a new Cap Rate that is guaranteed for the Segment Term. The Cap Rate may vary by Indexed Segment. Because you will not know the Cap Rate in advance of the Segment Start Date, you should set a Rate Threshold if you do not wish to invest in an Indexed Segment with a Cap Rate below a certain rate.” 

According to a Voya release, “If an index goes up during the stated time period, the value associated with the indexed segment is credited by an amount up to the cap rate.  If an index goes down during that period, the indexed segment does not lose any value if the drop is 10% or less.  If the drop is greater than 10%, the value is reduced — but only by the amount in excess of 10%.” The MetLife, AXA, and Allianz products use this type of buffer, which requires the client to assume the tail risk . In the CUNA Mutual product, the issuer assumes the tail risk. 

© 2015 RIJ Publishing LLC. All rights reserved.