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Cerulli publishes pointers on capturing IRA rollovers

A new research report from Cerulli Associates confirms most of the rules of thumb about the IRA rollover market that were shared by presenters at the “Winning in IRA Rollovers” conference in Boston this week. (See today’s RIJ feature on that conference, above.)

The new report, the Evolution of the Retirement Investor 2014: Understanding 401(k) Participant Behavior and Trends in IRAs, Rollovers, and Retirement Income,is designed to help firms develop strategies to capturing more retirement assets.

Like the presenters at the conference, Cerulli noted in a press release that about two-thirds of rollovers go to firms with which the client has an existing relationships and that financial advisors and recordkeepers always need to ask new prospects if they have old 401(k) plans that are eligible for rollover.   

IRA assets reached $6.5 trillion at the end of 2013 and rollover contributions were nearly $324 billion, Cerulli said, adding that both figures will grow over the next five years as Baby Boomer retire. Those rollovers were less than a third of the amount that was eligible for rollover, Cerulli observed.

In a comment that seemed to echo the concerns of regulators, Cerulli noted, “Assets had a tendency to move to places that had the primary influencers’ best interests in mind as well, which may not be the same as the clients’.”   

Other observations from the report include:

  • Rollovers are grabbing most of the attention, but about $720 billion of the $1.1 trillion in defined contribution assets that were eligible for distribution in 2013 remained in employer-sponsored plans. It represents potential rollover business.
  • About 28% of participants surveyed cited their 401(k) provider as their primary source of retirement advice.
  • If a firm does not have any existing relationship with a client, it will be challenging to capture that rollover.
  • It may be easier and more profitable for recordkeepers to acquire rollovers than to focus solely on increasing contribution rates.
  • Most of this money in plans will eventually move to an IRA.
  • Rising healthcare costs and debt service of participants will make it a challenge for recordkeepers to increase enrollment and contribution rates.
  • Industry attempts to market retirement income to those in their late fifties are often dismissed because they do not consider themselves pre-retirees.
  • Financial services firms are in the difficult position of having to offer personal financial services to a large number of participants who may suddenly face a job loss or health issue.  

© 2014 RIJ Publishing LLC. All rights reserved.

Many women minimize their Social Security checks: Nationwide

More than four in five women take their Social Security benefits before their full retirement age (FRA), which provides immediate income but locks in a lower payment for life, according a survey by Nationwide Retirement Institute. Only 15% of women waited until their FRA and only three percent took it later.

“Some [women] mistakenly believe taking it earlier will result in more money over the long run, while others may have been forced into retirement early and need the money,” said Shawn Britt, director of advanced consulting for Nationwide.

Women who took their benefit early reported an average monthly payment of $1,025. Those who collected it at their full retirement age had an average $1,270 monthly payment. Only ten of the 471 women surveyed by Harris Poll on behalf of Nationwide delayed collecting their benefit until 70. They reported an average monthly payment of $1,630, or 59% more than if they had taken it early.

“Many people are not aware of the different options available for taking Social Security income. For example, married women might think about having their husband file and suspend, which will still allow the wife to collect spousal benefits,” Britt said. “The husband will then wait to age 70 to take his. That way, if he dies, she ends up with a much higher payment as a widow.”

“Too many spouses think they can’t do this because they still work. That’s a huge mistake and you can’t go back to correct it later and get that money back,” she added.

Filing early also makes sense if you’re in poor health and don’t expect to live long. But more often than not, the decision is tied to an incorrect expectation about longevity or fear of Social Security running out of money.

“Many people file early because they think ‘Once I am in the system they can’t kick me out.’” Britt said. “Others miscalculate how long they have until they break even. Many think it’s 85, but for many people it is around 80.” Women’s average life expectancy at age 65 is 86, with one in four 65-year-old women reaching 92, Nationwide said.  

In the survey of 471 women aged 50 or older who were either already retired or plan to retire in the next 10 years, only 29% said life was better than before retirement and 28% said life is worse. For those who said it’s worse, most said it’s due to lack of income in retirement and higher-than-expected expenses.

Since Social Security benefits are based on average earnings over the best 35 years of a career, women are often penalized for leaving the workforce to raise children or care for a parent.

“Some women have to retire early to care for an elderly parent who has no long-term care coverage,” Britt said. “Women caregivers are two-and-a-half times more likely to end up in poverty and five times more likely to depend primarily on Social Security for income.

“Having children and being a caregiver can cost women $565,000 in lifetime earnings; plus $25,400 in Social Security benefits and $67,000 in pension benefits,” she added. More than 2.6 million women over the age of 65 lived in poverty in 2012, according to an analysis from the National Women’s Law Center.

Women not working with a financial advisor are nearly three times as likely than those who do to say their Social Security payment was less or much less than expected (37% vs. 13%), the surveyed showed. Yet, only 33% of women work with a financial advisor.

The 2014 Social Security Study was conducted online within the U.S. by Harris Poll on behalf of Nationwide Financial between Feb. 27 and March 4, 2014. The respondents comprised a representative sample of 471 U.S. women aged 50 or older who are either retired or plan to retire in the next 10 years. Results were weighted to the U.S. General Online Population of adults by race/ethnicity, education and region.

© 2014 RIJ Publishing LLC. All rights reserved. 

Don’t fall in love with “Inge”

Nuance Communications, Inc., of Burlington, Mass., announced that ING Netherlands will use Nuance’s voice and artificial intelligence (AI) technologies to power “Inge,” the new voice feature of ING Netherlands’ mobile banking app.

(Anyone who has seen the set-in-the-near-future movie, “Her,” starring Joaquin Phoenix and the voice of Scarlett Johansen, will recall that it portrayed the romance between a man and the voice of the operating system inside his smartphone.)

Using Inge, ING customers will be able to speak via a “human-like conversational interface” to control the mobile banking app. ING Netherlands is the first bank to offer such a voice-controlled mobile app in Europe, with a release this month.

Inge uses the capabilities in Nuance Nina, a platform that enables intelligent natural language understanding (NLU) and text-to-speech interfaces for mobile apps. ING Netherlands mobile customers will be able to check their balance or enter an account number by voice instead of tapping through multiple menus and screens.   

Following the initial release, ING will update the app to also include Nuance voice biometrics to allow users to securely access the app through the unique sound of their voice. Nuance secure voice biometrics technologies replace PINs, making the mobile banking experience completely hands-free.

© 2014 RIJ Publishing LLC. All rights reserved.

Oregon gets closer to sponsoring a statewide retirement plan

Oregon’s Retirement Security Task Force issued a report this week that recommends a structure for a state-sponsored retirement plan, to be made available to Oregonians who don’t have access to a retirement account through their employer. Employees will be automatically enrolled but can “opt-out” if they choose.

The savings program recommended by the Task Force includes the following key elements:

  • The program will be easy for employers to implement — employee savings contributions will be automatically deducted from existing payroll and employers will not be required to make a contribution.
  • The plan will be portable for employees, following them from job to job throughout their career.
  • As directed by the legislature, the plan will not incur any liability for the state.

“Treasurer Wheeler and the Task Force have conducted thorough analysis of the barriers Oregonians face in saving for retirement and made thoughtful recommendations for a path forward,” said Edward Brewington, AARP Oregon executive council member. “The next step is for the legislature to settle on details and create a savings program. This needs to get done in the 2015 legislative session – working Oregonians can’t wait any longer to save for their future.” 

Save Today, Secure Tomorrow is a broad coalition of organizations, including AARP Oregon, Family Forward Oregon, Main Street Alliance of Oregon, Urban League of Portland, Elders in Action Commission, Oregon Nurses Association, AFSCME, Oregon Action, Oregon Education Association, SEIU Local 503, Neighborhood Partnerships, Oregon AFL-CIO, Oregon State Firefighters Council, Community Action Partnerships of Oregon, United Seniors of Oregon, PCUN and Causa.

© 2014 RIJ Publishing LLC. All rights reserved.

The Bucket

Western & Southern indexed annuity to offer Goldman Sachs index

Western & Southern Financial Group and Goldman, Sachs & Co. (Goldman Sachs) are collaborating to offer a Goldman Sachs proprietary index in a new fixed indexed annuity issued by Western & Southern member insurance companies set to launch this fall.

“The Goldman Sachs index will provide a distinctive allocation option alongside more traditional interest crediting options in the annuity,” the firms said in a release. The annuity initially will be issued by Integrity Life Insurance Company as “Indextra” and distributed by W&S Financial Group Distributors, Inc.

The index is custom-designed for diversified exposure to global asset classes, seeking consistent returns across different market cycles by controlling for volatility.

Millennials lean on mom and dad for financial advice

Financial services providers such as life insurers, banks and asset managers are failing to connect with millennials at a time when young people need the industry more than ever, according to a survey by BNY Mellon and a team of undergraduates from Said Business School, University of Oxford.

The study, entitled ‘The Generation Game: Savings for the New Millennial’, looks at the saving priorities, attitudes to retirement planning, and expectations around different types of financial institutions of 1,178 millennials (individuals born after 1980) in Australia, Brazil, China, Japan, the Netherlands, the UK and the US.  

Increased longevity and the erosion of state and employer retirement provision mean millennials will have to save more than their parents, and over a longer period. The study reveals that pensions need to be better explained to millennials, nearly half (49%) said that they did not know how pensions work. The study found millennials are twice as likely to turn to their parents for financial advice (52%) than to the next most popular source of information, their bank (24%).

Other key findings include:

  • 59% of millennials believe they haven’t seen products targeted at people like them. Millennials want products that demonstrate clearly that they are being rewarded for tying up their money;
  • Asked how their contact with financial services providers could be improved, less than 1% of millennials want financial services providers to connect with them through social media;
  • Just 16% of millennials in Japan believe they will be able to access the same sources of retirement income as their parents, compared to 84% in Australia. While millennials often have similar attitudes to saving for retirement, there can be huge variations from nation to nation;
  • 84% of millennials in Brazil aren’t aware of the tax efficiencies pension savings offer, compared to 42% inthe Netherlands.

“This study of millennials by millennials reveals the disconnect that the financial services industry has with this generation,” said Janet Smart, Undergraduate Course Director at Said Business School. “The challenge for insurers is to find new ways to engage millennials, so as to improve their level of financial understanding and build their commitment to retirement planning.” 

Shayantan Rahman, studying Economics and Management at Said Business School, who is student lead for the research, added: “What struck me is that while millennials are generally comfortable about being targeted by consumer brands through social media, they do not want financial services providers using these channels to contact them. Rather than being the solution for helping insurers engage with millennials, many told us they think it makes them look ‘silly’, ‘pally’ or ‘creepy’.”

New white paper compares VAs with and without living benefits

Jefferson National, issuer of the low-cost Monument Advisor variable annuity for registered investment advisors, and Wade Pfau, Ph.D., CFA, professor of retirement income at The American College of Financial Services, have co-produced a whitepaper that compares the long-term benefits of different types of variable annuities.     

The paper, “A New Approach to Retirement Income: Next Gen vs Traditional VAs,” uses a proprietary model and primary research developed by Pfau to compare low-cost IOVAs vs. variable annuities with a guaranteed living withdrawal benefit in a variety of investor scenarios, to determine probabilities for income generated, wealth accumulated and other outcomes.

To assist advisors in the planning process, the paper also provides recommendations and best practices for choosing among these products based on client characteristics, market performance and other factors. Qualified financial professionals can download a copy of the white paper at the password protected site: www.jeffnat.com/nextgen.

© 2014 RIJ Publishing LLC. All rights reserved.

Replacing Those Disputed Replacement Rates

Touch the third rail of American politics, and you’ll shock someone. In early August, during the Retirement Research Consortium at the wood-paneled National Press Club in Washington, D.C., that someone was Alicia Munnell, director of Boston College’s Center for Retirement Research.

“Outraged” was the word she used. From the podium—she chaired the Consortium—and in sidebars with select conference attendees, Munnell expressed her outrage at the elimination of certain data from Table V.C7 of the 2014 edition of the Social Security Trustees Report. 

The missing data involved Social Security’s “replacement rates.” Earlier Trustees Reports showed how much of a person’s pre-retirement income Social Security benefits would replace. In 2013, the percentages (at full retirement age) ranged from 82.6% for the lowest-earning Americans to 29.6% for the highest.

The unexplained absence of those rates from the 2014 Report made Munnell furious. She suggested that behind-the-scenes maneuvering by people with an anti-Social Security agenda had led to the change. She blogged about it and, given her prestige in the retirement field, like-minded columnists in the Los Angeles Times and The Economist magazine picked up the story. She even had navy blue T-shirts printed up, with the words “Restore Table V.C7” silk-screened on the chest (See cover photo).

“The deletion is the culmination of a concerted effort by a band of critics who argue that all is right in the world: People will have plenty of money in retirement,” Munnell (right) asserted in her blog, which was reprinted on the Wall Street Journal‘s well-read MarketWatch website.  Alicia Munnell headshot

RIJ could find no evidence of a conspiracy per se. From one perspective, the whole matter boils down to a wonkish actuarial disagreement among reasonable people about whether Social Security payouts should keep up with U.S. prices or wages. Several knowledgeable insiders think she over-reacted.

But, as one observer pointed out, Munnell may have had reason to read a larger motive into the change in Table V.C7. Her research center is funded by the Social Security Administration. It publishes a National Retirement Risk Index, sponsored by Prudential Financial, that presents a gloomy view of Americans’ preparedness for retirement. The index is based in part on a particular replacement rate calculation. It frequently gets picked up in the press.

Her positions have vigorous opponents, and they regularly publish articles and research papers too. In mid-2014, articles appeared in the Wall Street Journal and the Journal of Retirement critical of the way Munnell calculated replacement rates. In late 2013, an article by one of the Social Security trustees warned of the danger of Social Security to the future of the U.S. economy. There were links between two authors of those articles and two conservative think tanks—the American Enterprise Institute and the Mercatus Center—that receive funding from the right-wing billionaire Koch brothers.

The appearance of those articles created “some sensitivity” in the pro-Social Security world, a leading Ivy League academic who is close to the situation told RIJ. “There’s been some weak research coming out of conservative think tanks that benefits are too high and should be cut,” he said. “They calculated pre-retirement incomes by averaging in years when people aren’t even working. In the context of that prior effort by the think tanks, the timing [of the removal of the replacement rate column from Table V.C7], and the fact that the Trustees report was delayed, looks strange. It could be a coincidence.”

The dispute over the replacement rates is important, he added, because “it’s a leading indicator of the policy debate that the country is likely to have over social insurance programs. It’s showing us the way in which the debate over social insurance is likely to evolve, and what arguments the different sides will be taking.”

Unstable table

To grasp this situation, you need to compare the 2013 version of Table V.C7 of the Trustees Report with the 2014 version. (See boxes.) Both versions show the projected Social Security benefits for five categories of recipients (those with very low, low, medium, high and maximum pre-retirement incomes) and for about 15 sample years between now and 2090. Both do so for those claiming at age 65 and those claiming at full retirement age. Both charts show that, in inflation-adjusted dollars, Social Security benefits will rise over time.

Table VC7 SS Trustees Report 2013

The biggest difference between the two versions is that the right-most column in the 2013 table (right) shows the percentages of pre-retirement earnings that Social Security benefits replaces and the right-most column in the 2014 table (below) shows the National Average Wage. The wages have replaced the replacement rates, which are missing from this year’s table.

For the people involved, that’s significant. The 2013 chart illustrates a trend toward declining replacement rates; for the medium earners who file for benefits at age 65, the rate drops to 36.3% in 2030 from 41.7% in 2013—mainly because age requirement for full benefits will be going up.

That supports the liberal position that the Social Security safety net is sagging. The 2014 chart has no such rates, and therefore nothing explicit to counter the impression that Social Security benefits are going up in real terms: from $19,477 in 2014 to $24,140 for the medium earner who claims at normal retirement age.

Ironically, despite the fact that the government bases your Social Security benefits on your personal earnings history, there’s no accepted standard for calculating the average rates at which Social Security replaces pre-retirement income.

2014 Table VC7 SS Trustees

Depending on how you calculate it, you can make the replacement rate look high or low. That means you can make Social Security look generous or stingy, overfunded or in need of more funding. You can also make the degree to which America faces a retirement “crisis” look large or small. And by implication, if there’s a big crisis, the 401(k) system isn’t “working.”   

A conspiracy?

The decision to tweak the table is up to a working group that consists of the Social Security Trustees and the actuaries and staff members who advise and support them. There are six trustees, all administration appointees. They include the Secretary of the Treasury, Secretary of Labor, Secretary of Health and Human Services, and the Commissioner of Social Security, as well as two public trustees.

The question is why, in the summer of 2014, the Trustees decided to change the table. Munnell believes that it didn’t happen accidentally or for purely technical reasons. She and others suspect that it was driven by politically- or ideologically-inspired pressure, both within the working group and from outside of it. Others close to the process say that isn’t so.

The obvious person of interest was Charles Blahous, one of the two Social Security public trustees and the only clearly identifiable conservative on the board. Blahous is a senior fellow at the conservative Mercatus Center at George Mason University. Mercatus received its start-up money from the ultra-conservative billionaire Koch brothers, and its co-founder, Richard H. Fink, is an executive vice president of Koch Industries. Fink and Charles Koch sit on the Mercatus board and Koch-funded DonorsTrust and Donors Capital Fund have given millions of dollars to Mercatus in recent years.

In the past, Blahous has linked America’s fiscal red ink to entitlement programs, including Social Security. In a November 2013 paper entitled, “Why We Have Federal Deficits: The Policy Decisions That Created Them,” he wrote, “Any strategy that fails to adjust the 1965–72 policy decisions—specifically, those creating the current designs of Medicare, Medicaid, and Social Security—will inevitably fail to correct the federal government’s fiscal imbalance.” 

In a phone interview with RIJ, Blahous (right) said that politics and ideology played no role in the trustees’ work. “No one in the process is interested in or concerned with policy debates. We just try to represent the numbers accurately. It’s not true that the table isn’t in there. It’s not missing. In fact, it contains more information than before,” he said. “We decided to put the growth in the real dollar value of benefits alongside the growth in average wages.

Charles Blahous headshot

“There had been issues about what the presentation of replacement rates was saying. We changed it to make sure people wouldn’t misread it. We were trying to take the ‘thumb off the scale’ and make it more transparent,” he added. As for the accusations of conspiracy, Blahous told RIJ, “That’s pretty fantastical. Some of the speculation is misinformed and irresponsible.”

This version was supported by someone who was privy to the preparation of the Trustees report and who told RIJ in an e-mail: “Several times and at some length, we discussed and e-mailed about the strengths and weaknesses of the traditional measure and the alternatives. OCACT and Treasury developed some interesting analysis of alternative measures. We had several discussions of whether to include one or more alternatives along with the traditional measure in the report or in an appendix and whether to have an expanded discussion of replacement rates somewhere in the report. 

“As you can guess, several participants had strong and different feelings about the desirability of the traditional measure and the alternatives. The agreement for this year at least was to go with what you see in the report and on the OCACT web page. I suspect that the issue will be revisited in the next round. “Outrage,” “conspiracy” “suppressed” or “ideology” are not words that I would use in describing what took place. ‘Lively debate by strong willed experts’ would be more appropriate.”

Outside views

Blahous’ position was supported by several other academics who have written about retirement and Social Security. One of them was Olivia Mitchell, director of the Pension Research Council at the University of Pennsylvania’s Wharton School.

“I don’t find [the conspiracy theory] to be a credible argument,” she told RIJ in an interview. “The issue is that the conventional approach used by SSA to compute replacement rates uses hypothetical workers rather than actual earnings histories. Additionally, the SSA grows earnings over time by the average rate of earnings growth, which is normally 1-1.5% above inflation.

“For both reasons, the SSA earnings series tend to be quite a bit higher than what real workers earn. Asa result, they come out with too-low replacement rates. In our work, we found that replacement rates were quite a bit higher for actual earners tracked using the Health and Retirement Study. Bottom line: replacement rates based on true earnings are quite a bit higher than the SSA reports using hypothetical workers.”

Sylvester Schieber (below), a former chairman of the Social Security Advisory Board, also told RIJ that there is no conspiracy, and he spoke as one who had been implicated in it. He identified himself as one of the “band of critics” that Munnell wrote about in her blog.

Sylvester Schieber

“I know Alicia Munnell at Boston College thinks there was some sort of conspiracy behind the change to replacement rate presentation in the report this year and has suggested to me that I was somehow involved. [But] I don’t think anyone considers me an advisor to the Obama Administration much less an insider,” he wrote in an e-mail.

“The idea that we have an organized group and blew up this table in the Trustees report is ridiculous. We’re trying to look as fairly as we can at the numbers. I am not privy to the inside dealings of the Trustees, but my impression is that they have been questioning whether or not the prior presentation was confusing for at least a year or two. I assume that those concerns led to the change in presentation in this year’s report.”

Another Social Security expert, Jeff Brown of the University of Illinois, also doubted any type of ideological collusion or pressure behind the change in Table V.C7. He believes that changes to the table were justified by the facts.  

“The way SSA has been doing this calculation for the past decade or so is not the way I would do it if I were allowed to include only one such measure,” he told RIJ in an e-mail. “Most people think replacement rates are relative to some measure of what a person’s income was near retirement. The critics of the actuaries’ 2013 numbers say that they are not this at all. Rather, they are based on ‘stylized workers’ that are essentially arbitrarily chosen points in a distribution of earnings based on the average wage index. There is absolutely nothing special or even particularly insightful or meaningful about the 2013 measure.”

He added, “The real question is ‘Why only show one?’ If it were up to me, I would show several replacement rates under different combinations of assumptions. I see no substantive reason why the Trustees could not do this.  If someone wants to keep computing it the way it has been done for the past decade, then let’s keep reporting it, but let’s do so alongside a couple of other measures that demonstrate the richness of the replacement rate concept.”

The ‘social insurance’ view

People who believe that Social Security is under attack, and that social insurance, as opposed to free markets, represents the best way to ensure basic protection against old age poverty for the majority of Americans, voiced their support for Munnell.

Nancy J. Altman, co-director of StrengthenSocialSecurity.org, author of, “The Battle for Social Security” (Wiley 2005), and a former Harvard Law School lecturer and assistant to Alan Greenspan, defended Munnell’s position on replacement rates, and supported her contention that there are political overtones to this controversy. 

Regarding the replacement rates, “It’s really unprecedented to remove that kind of information,” she said. “It’s widely accepted information. The OECD [Organization for Economic Cooperation and Development] calculates [replacement rates] this way.”

As for the motivation behind the changes to table V.C7, Altman said, “It’s a political fight. There’s only one reason to make the replacement rates come out, and that is to make it look like the benefits are growing out of control and that you need to cut them.”

Jeff Liebman, a Social Security policy expert at Harvard’s Kennedy School of Government and coordinator of Social Security reform in the Clinton White House, believes that the debate over replacement rates has significance as a microcosm of a larger debate.

“Replacement rates are the most important summary statistic for assessing the adequacy of benefits in a social insurance system, so I think it was a mistake for the Trustees to remove the replacement rate information from the Trustees’ Report.  If there are disagreements about the best way to construct replacement rates, it is better to present multiple measures than to suppress the information,” he told RIJ.

“There is a fundamental disagreement,” he added, “between people who believe that Social Security is a social insurance program that is designed to replace a certain fraction of pre-retirement income—and therefore that benefits should rise with wage levels—and people who believe that Social Security should be a welfare program where benefits keep up only with inflation and therefore decline over time as a share of pre-retirement income.”

Dueling articles

As for Munnell’s sense of a “concerted effort by a band of critics” to attack her positions, it may have been inspired two recent articles. One was a July 14 Wall Street Journal article by Andrew Biggs and Sylvester Schieber. The other was a research article by Schieber and Gaobo Pang of Towers Watson in the Summer 2014 issue of the Journal of Retirement, an Institutional Investor publication underwritten by Bank of America Merrill Lynch.

Both appeared shortly before the Trustees report came out and both attacked replacement rates that made Social Security look skimpy rather than generous. Evidence of collusion or a partisan agenda is largely circumstantial. But it could have come from the fact that Schieber was associated with both articles, and that Biggs, a formal Social Security economist, works for the conservative American Enterprise Institute.

Like the Mercatus Center, where Blahous works, the AEI receives funding from the Koch brothers or their charities. Biggs has lent his expertise to conservative arguments before. For instance, he has contended that public pensions should use a risk-free discount rate to calculate their funded ratios—a rate that automatically puts them deep in the red. In the Wall Street Journal article, he mentioned that Social Security faces a $10 trillion shortfall—without noting that the shortfall is only three percent of America’s payroll during the period in question.  

The 401(k) factor

The largely unmentioned participant in this debate is the 401(k) system, of which Munnell has been a gadfly. Her organization’s gloomy National Retirement Risk Index, which Prudential underwrites, suggests a looming retirement crisis in America. And if there’s a crisis, it implies that the 401(k) system may not be working. In her blog about Table V.C7, she went so far as to write that, “If Social Security replaces less, then future workers must depend on what is now a fairly wobbly 401(k) system for more.”

Social Security proponents and fans of the 401(k) system aren’t necessarily mortal enemies, but in the zero-sum bloodsport of Washington politics, people tend to be on one side or the other. “People like me who argue in favor of expanding Social Security believe that the 401(k) isn’t up to the job,” Altman told RIJ. “We think the solution is to expand Social Security and pay for it in a fair way. I think of it as a piece of the privatization fight.

“‘Privatization’ has come to mean diverting your FICA payroll taxes into private accounts. The reality is that if you let Social Security benefits decline, and diminish the public sector’s role in retirement, then people will have to increase their level of private savings,” she added.

Such positions are insults, and represent potential threats, to the 401(k) system. Publications from organizations that have a stake in the 401(k) system, like the Investment Company Institute or the American Society of Pension Professionals and Actuaries, support the notion that the Americans are generally headed for retirement well-prepared, thanks to their 401(k) plans.

Little wonder, then, at the emotion spent on replacement rates. They’re at the eye of a high-stakes storm. “The whole purpose of the attack on Social Security replacement rates is an attempt to provide a rationale for cutting benefits,” Munnell wrote after the 2014 Social Security Trustees Report was published. “If Social Security replacement rates are really as high as critics allege, then they would be ripe for reduction.” If benefits go down, taxes won’t have to go up as much, and more money will be left for deferral into 401(k) accounts.

© 2014 RIJ Publishing LLC. All rights reserved.

 

The Death Spiral of Capitalism

No less than six sovereign borrowers are now paying negative nominal interest rates on their 2-year borrowing in euros. In other words, they are making money by going into debt. In real terms, medium-term U.S. TIPS and British index-linked gilts have had negative interest rates for several years. Contrary to the views of the happy Keynesians around us, this is very dangerous indeed. If negative interest rates were to persist, the world’s stock of capital would eventually disappear. Without capital, we’d be back up the trees.

You don’t even have to be a decent credit risk to borrow money at negative interest rates in euros—France’s 2-year bond yield has just turned negative. Since France hasn’t balanced its budget since 1969 and is enduring a prolonged period of stagnation caused by having one of the world’s largest public sectors, to rational investors it ranks as a credit with substantial risk. Of course, today’s bond-market investors aren’t rational; their brains are fogged by six- years-and-counting of monetary “stimulus.”

Negative interest rates are damaging for savers, who can’t earn a return on their money without taking undue risks. However, over time they are even more damaging to the financial system as a whole because they reduce the capital stock outstanding, thereby de-capitalizing the economy. If risk-free interest rates are minus 1% in real terms, then after a year the capital stock is 1% smaller than it had been a year earlier (absent substantial net new savings). Of course, some investors have earned positive real returns by taking risks, but over the business cycle as a whole, those returns will disappear, as the risks turn out to have been misguided.

You can see how this might turn out by considering the investment alternatives available today. Long-term government bonds yield a tiny positive return, but have no upside and a very substantial downside risk when interest rates rise (which may be purely in nominal terms due to a rise in inflation). Junk bonds have a higher yield but a huge vulnerability to a credit crunch. London housing and farmland have had an excellent run, but are hugely vulnerable to a downturn. Gold, oil and other commodities prices are generally at historically high levels—far above the cost of production for the more efficient mines—so must have a crash coming as new supply comes on stream while demand dries up.

Art, collectibles and other “positional” goods are at record high prices and will suffer badly when the supply of new billionaires slows. Hedge fund and private equity fund returns have been in a secular decline for several years, while the amounts of money devoted to these sectors has continued to rise. History and logic both suggest a period to come in which returns become negative while the market re-equilibrates.

The pattern is universal. Very low interest rates raise asset prices in the short term but do nothing to raise the long- term value of those assets. Hence, after a one-off revaluation which makes everyone feel rich, they are due for future returns that, at best, match the negative risk-free real rate and will substantially lag it if the cost of money rises to more normal levels.

There are thus two trajectories which interest rates and the capital stock may follow. On the one hand, it is possible that positive real interest rates will be restored relatively rapidly. In that case, much of the investment and price rises of the last half decade will prove to have been made in error. Asset prices will correct to their long-term real levels, imposing massive losses on investors. Because much of the activity—especially in the hedge fund and private equity fund sectors—has been undertaken on leverage, the losses will in many cases escalate as leverage wipes out investors who without leverage would merely have lost a substantial percentage of their money. The economy will go into a long and deep recession.

We have examined this scenario a number of times. It’s very unpleasant in the short term, but provided monetary policymakers don’t repeat the error of exceptional monetary stimulus once the markets begin to tank, it will impose only moderate long-term costs on the economy. Eventually, asset prices will stabilize, the remaining investors will recover their nerve, growth will recommence and prosperity and employment will return, albeit after a very nasty few years.

The other possible trajectory, which this column has not before examined, occurs if the world’s monetary authorities attempt to combat the beginnings of asset price decline by re-stimulating the money supply, driving real and even nominal interest rates even deeper into negative territory. As in 2009-12, if the monetary authorities follow this policy it is unlikely they will reverse it quickly, so real interest rates will remain negative. The overall negative real interest-rate period would extend for at least a decade, to late 2018, and maybe considerably longer.

Depending on how hard the authorities pump out the money supply, they may be able to stem the initial asset price decline by this means and make the initial recession less painful than it would otherwise be. However, in order to achieve this they likely will need to make real interest rates even more negative than they have been over the last six years. They might be able to do so by increasing inflation to a brisk trot while interest rates remain around zero, by imposing some kind of “reserves tax” on the excess reserves that banks are forced to keep at the Fed or simply by pushing nominal government bond rates to perhaps minus 2-3% along the entire maturity curve, while imposing taxes that prevent investors from withdrawing their money from the financial system altogether.

I have to say I think it likely that, if and when the crash comes, the authorities will resort to this kind of self-indulgent short-termist monetary policy, just as they did the last time. The chances of them “getting religion,” returning to monetary austerity and suffering through the inevitable asset-price-collapse recession seem small, although obviously if the crash coincided with the next U.S. Presidential election there’s some chance a new administration might try austerity in order to blame the previous guys for the resultant pain.

The effect of a decade or more with negative real interest rates is likely to be devastating. Each year, the world’s capital stock will be smaller than the previous year’s. Consequently, the volume of new productive investments will decline year by year, as will wage rates as a continual oversupply of labor can only be matched with a diminishing stock of capital. Since global population continues to increase, and is likely to do so for at least several decades, the result will be a continued downward pressure on wages. That would be similar to that we have seen in developed economies in the last couple of decades, but over the entire world population. Japan’s experience after 1998 was mitigated by a decline in the workforce matching the decline in available productive capital; the rest of us will not have this fortunate benefit.

Information technology will allow for the replacement of some highly capital intensive processes with cheaper ones performed by automated systems, but this will still further reduce the demand for labor. Unemployment will soar, but the new unemployment will mostly be of the informal “dropping out of the workforce” type that is not properly reflected in the statistics.

Since money is so cheap, students will postpone their entry into the dreary world of the workforce by borrowing ever more astronomical sums to acquire ever more useless academic qualifications. Governments likewise will run larger and larger budget deficits, finding it easier as well as cheaper to borrow from money-printing central banks than to bring their extravagance under control or to burden further the struggling voter/taxpayers. Savers won’t save, because of the abysmal results from doing so, they will merely speculate, as even Las Vegas will appear to offer better investment opportunities than the distorted economy. Global leverage will increase, even as global output continues to decline.

Eventually we will arrive at the natural terminus: “The euthanasia of the rentier,” Keynes’ notorious term. The entire world’s capital stock will be swallowed up by government and private debts financing useless, unproductive activities.

Economic activity and private production will be carried on at only the most primitive level, as the world’s stock of productive equipment and energy sources have broken down. The global population will go into catastrophic collapse, not because of ecological disasters (though there will be plenty of those) but because of the economy’s inability to operate at a sufficiently high level to feed it.

Whether we will arrive at this Keynesian nirvana, or whether we will reverse policy before we reach the point of final collapse, is beyond the forecasting capabilities of my crystal ball. The process of getting there will resemble nothing so much as the fall of the Roman Empire and the Chinese Qing dynasty, in both of which societies the returns on capital were artificially depressed, mostly by persistent inflation, which led to the capital stock declining, living standards rapidly decaying and the economy eventually collapsing.

Thus, however unpleasant the characteristics of the slump we must endure when interest rates are rectified, it is nothing to the long-term consequences of not doing so. The costs of monetary short-termism are great and increasing day by day. 

© 2014 The Prudent Bear.

Parallels to 1937

NEW HAVEN – The depression that followed the stock-market crash of 1929 took a turn for the worse eight years later, and recovery came only with the enormous economic stimulus provided by World War II, a conflict that cost more than 60 million lives. By the time recovery finally arrived, much of Europe and Asia lay in ruins.

The current world situation is not nearly so dire, but there are parallels, particularly to 1937. Now, as then, people have been disappointed for a long time, and many are despairing. They are becoming more fearful for their long-term economic future. And such fears can have severe consequences.

For example, the impact of the 2008 financial crisis on the Ukrainian and Russian economies might ultimately be behind the recent war there. According to the International Monetary Fund, both Ukraine and Russia experienced spectacular growth from 2002 to 2007: over those five years, real per capita GDP rose 52% in Ukraine and 46% in Russia. That is history now: real per capita GDP growth was only 0.2% last year in Ukraine, and only 1.3% in Russia. The discontent generated by such disappointment may help to explain Ukrainian separatists’ anger, Russians’ discontent, and Russian President Vladimir Putin’s decision to annex Crimea and to support the separatists.

There is a name for the despair that has been driving discontent – and not only in Russia and Ukraine – since the financial crisis. That name is the “new normal,” referring to long-term diminished prospects for economic growth, a term popularized by Bill Gross, a founder of bond giant PIMCO.

The despair felt after 1937 led to the emergence of similar new terms then, too. “Secular stagnation,” referring to long-term economic malaise, is one example. The word secular comes from the Latin saeculum, meaning a generation or a century. The word stagnation suggests a swamp, implying a breeding ground for virulent dangers. In the late 1930s, people were also worrying about discontent in Europe, which had already powered the rise of Adolph Hitler and Benito Mussolini.

The other term that suddenly became prominent around 1937 was “underconsumptionism” – the theory that fearful people may want to save too much for difficult times ahead. Moreover, the amount of saving that people desire exceeds the available investment opportunities. As a result, the desire to save will not add to aggregate saving to start new businesses, construct and sell new buildings, and so forth. Though investors may bid up prices of existing capital assets, their attempts to save only slow down the economy.

“Secular stagnation” and “underconsumptionism” are terms that betray an underlying pessimism, which, by discouraging spending, not only reinforces a weak economy, but also generates anger, intolerance, and a potential for violence.

In his magnum opus The Moral Consequences of Economic Growth, Benjamin M. Friedman showed many examples of declining economic growth giving rise – with variable and sometimes long lags – to intolerance, aggressive nationalism, and war. He concluded that, “The value of a rising standard of living lies not just in the concrete improvements it brings to how individuals live but in how it shapes the social, political, and ultimately the moral character of a people.”

Some will doubt the importance of economic growth. Maybe, many say, we are too ambitious and ought to enjoy a higher quality of life with more leisure. Maybe they are right.

But the real issue is self-esteem and the social-comparison processes that psychologist Leon Festinger observed as a universal human trait. Though many will deny it, we are always comparing ourselves with others, and hoping to climb the social ladder. People will never be happy with newfound opportunities for leisure if it seems to signal their failure relative to others.

The hope that economic growth promotes peace and tolerance is based on people’s tendency to compare themselves not just to others in the present, but also to the what they remember of people – including themselves – in the past. According to Friedman, “Obviously nothing can enable the majority of the population to be better off than everyone else. But not only is it possible for most people to be better off than they used to be, that is precisely what economic growth means.”

The downside of the sanctions imposed against Russia for its behavior in eastern Ukraine is that they may produce a recession throughout Europe and beyond. That will leave the world with unhappy Russians, unhappy Ukrainians, and unhappy Europeans whose sense of confidence and support for peaceful democratic institutions will weaken.

While some kinds of sanctions against international aggression appear to be necessary, we must remain mindful of the risks associated with extreme or punishing measures. It would be highly desirable to come to an agreement to end the sanctions; to integrate Russia (and Ukraine) more fully into the world economy; and to couple these steps with expansionary economic policies. A satisfactory resolution of the current conflict requires nothing less.

© 2014 Project Syndicate.

Robert J. Shiller, a 2013 Nobel laureate in economics, is Professor of Economics at Yale University and the co-creator of the Case-Shiller Index of US house prices.
 

Robo-advisors aren’t science fiction: Celent

A new report, Automating Advice: How Online Firms are Disrupting the Market for Online Advice, by a senior analyst at Celent, warns traditional advice providers that hungry robo-advisers will eat their lunches unless they take aggressive action—soon.      

“Traditional providers of financial advice must change the way they do business or face radical disruption,” Celent said in a release about the report. According to Celent, traditional companies will either have to adapt or be overwhelmed by a trend that’s fed by a smorgasbord of data and a generation of Millennials—“digital natives”—who live on a data diet. The rise of passive investing, especially through ETFs, and the widening availability of high-speed broadband access have also been key drivers.

The report challenges the notion that investors will continue to want or need face-to-face contact with the person managing their money. That may be true for today’s middle-aged and elderly clients, but it not for future investors. Working across the proverbial kitchen table, even with an open laptop, won’t be enough. It also challenges the idea that only robo-advice will only appeal to small investors.

The potential threat posed to traditional advisors by the robots has been a major teething toy of the business press for much of this year. That question may be irrelevant: The simple passage of time—and the inevitable passing of Boomer investors and a whole generation of older, white, male advisers—will mean that robo-advisors won’t need to defeat the status quo, they just have to let it to fade naturally. But the Celent report asserts that significant change will happen within just five years or so, not in a generation.

The new wave of providers named in the report includes Advicent, Betterment, Garrett Advisors, Jemstep, Learnvest, Mint, MoneyDesktop, Motif, Personal Capital, PIETech (MoneyGuidePro), Wealthfront, Wisebanyan, and Yodlee. They vary in whether they handle personal budgeting, account data aggregation, savings recommendations, asset allocation models, or longer-term planning. There’s also FutureAdvisor in San Francisco and HelloWallet, which Morningstar bought in May for more than $50 million.

The report focuses on retail investors; it doesn’t mention Vanguard or Fidelity, which have a large do-it-yourself investor base, considerable experience working with institutional and rollover IRA clients via call centers and the Internet, and trusted brand names. Nor does Celent look at online advice in the 401(k) space, where online advice providers like Financial Engines, Guided Choice, Morningstar and startup Kivalia operate.

Only another financial crisis or a security breach that scares investors away from the digital channel will stop the trend, Celent said, calling online advice “an existential threat.”

“Over the last five years, online firms have gained significant market traction, most notably in the domain of investments (where the fragmentation of traditional delivery models and the adoption of passive investing strategies have created fertile ground for disruption), but also in the areas of personal financial management (PFM) and financial planning,” the Celent release said.

Traditional firms might get temporary relief by moving upmarket and serving wealthier clients, Celent said, but that strategy will only buy a short. The digital game is pervasive and they will eventually have to become experts at it.   

“The ubiquity of video and remote channels means that many real life advisors rarely see their clients in person, and in this sense they demonstrate little competitive differentiation from their online-only and hybrid competitors,” the report said.

“Traditional advisors and the financial institutions that employ them must put aside legacy practices to deliver digitized advice and, ultimately, digital relationships. In short, they need to take a page out the book being written by the automated providers.”

The 17-page report contains three figures, three tables and concludes with recommendations for real life advisors to address the challenges posed by the automated advice providers.

© 2014 RIJ Publishing LLC. All rights reserved.

Risk-reduction strategy pays off for UK fund

Now Pensions, the unit of Denmark’s ATP pension fund that provides defined contribution plans in the UK, saw investment returns on its centrally-managed retirement fund of 14.2% for the year ending June 30, 2014, thanks in part to actions taken by the manager to buffer correlation risks, according to IPE.com.

The fund, which is nearing £50m (€62.4m) in assets and operates on a risk-allocation basis instead of asset allocation, said strong returns were helped by final quarter performance. The target 35% exposure to equity risk returned 4.3% in the three months from March, while its 10% exposure to commodity risk returned 6.6%.

Other risk factors – credit, rates and inflation – all performed positively, adding to the eventual 14.2% investment return over the year. The three factors are generally exposed to corporate bonds, global sovereign bonds and inflation-linked bonds, respectively.

Now Pensions said the return figure was well above its ‘cash +3%’ benchmark and well above the return from holding a basic 60% equity/40% UK Gilt portfolio.

The provider is wholly owned by Danish pensions organization ATP and operates a single investment fund for all of its 300,000-plus members. It runs investments through the DKK641bn (€86bn) fund’s in-house investment team in Denmark.

It said it implemented a correlation control mechanism in the early part of the year to protect the portfolio when asset performance became overly correlated.

Using a bespoke diversification measure, where 0 signifies absolute correlation and 1 no correlation, the manager adjusts its portfolio to stop unexpectedly correlated assets from bringing down overall performance.

When the measure falls below 0.45, it immediately re-distributes poorly performing assets to the top-performing classes, and it does not shift back to tactical holding levels until the measure rises above 0.5.

It used the mechanism six times up until the end of June, which chief executive, Morten Nilsson, described as more frequent than expected. “It has been a funny 12 months, with very atypical returns,” he told IPE.

“It is still not a healthy world, and the correlation control usage has been more frequent than you would expect in a normal environment.” The manager also implemented portfolio risk controls, which automatically de-risk investments in periods of falling performance.

Now Pensions said, for every 2% drop in overall fund value over a three-month period, the investment strategy will de-risk by 20%. As a result, a sudden 10% fall in value will see the entire fund de-risked and moved into cash and cash equivalents.

Nilsson said the single investment fund, unique in the UK, allowed the pensions manager to implement such mechanisms into its investment strategies.

“The new investment structures put in place are very difficult to do on an individual basis,” he said. “You can operate it across a single fund, but if you offer fund choices, it is difficult to get members to diversify the portfolio and manage risk efficiently, as there are not individual tools available.”

In July, the UK master trust announced it was overhauling its at-retirement investment strategy and would shift member assets into cash, as it expected members to use changes to legislation and withdraw pots entirely in cash. However, Nilsson said Now would evaluate its strategy as account sizes continued to grow and further innovations in at-retirement strategies were brought to market.

© 2014 IPE.com. 

Murphy to run Great-West retirement business

Edmund F. Murphy III has been named president of the combined retirement organization of Great-West Financial, which was formed when Great-West merged its Putnam Investments’ retirement business and the recently acquired large-plan recordkeeping business of J.P. Morgan Retirement Plan Services.  

Murphy, age 52, will be based in Denver and report to Robert L. Reynolds, president and CEO of Great-West Financial. Murphy and Reynolds were colleagues at Fidelity Investments, and then at Putnam.

Edward Murphy III, previously the head of defined contribution at Putnam, will lead the second largest provider in the U.S. defined contribution market with nearly seven million participants and more than $400 billion in retirement plan assets. Great-West Financial serves small, mid and large-sized corporate 401(k) clients, government 457 plans and non-profit 403(b) entities, as well as private label recordkeeping clients.

The following executives will report directly to Murphy:

  • Charlie Nelson – Core, Government, and FASCore Institutional Markets
  • David Musto – Large, Mega and 403(b) Markets
  • Carol Waddell – Rollover
  • W. Van Harlow – Great-West Financial Institute and Strategic Solutions
  • Stephen Jenks – Marketing

© 2014 RIJ Publishing LLC. All rights reserved.

QLACs Take Flight, But Will They Soar?

Providers of deferred income annuities (DIAs) expect a modest bump in sales from the Treasury Department’s new rule on Qualified Longevity Annuity Contracts, but executives agree that there’s a lot of work to be done in communicating the changes to distributors and the public.

In early July, Treasury announced that retirees could delay distributions from a QLAC—including the required minimum distributions that ordinarily must be taken at age 70½—until age 85. A QLAC is a DIA purchased with the pre-tax money in a retirement plan or IRA.  The maximum premium for a QLAC is $125,000 (or 25% of the purchaser’s pre-tax retirement savings, if less).

As more baby boomers begin to plan for retirement, insurers expect increasing demand for DIAs. The QLAC, by making it easier for people to buy long-dated DIAs with qualified money, should expand the DIA market. “This was a nice endorsement from the government. I think it’s good for all providers of income annuities,” said Ross Goldstein, managing director at New York Life, the first to market a DIA in 2011 and the leading issuer of them. DIAs now account for 25-30% of the insurer’s total income annuity sales, he said.

Removing a key barrier

But how big an impact will QLACs have on sales? That’s hard to say. Insurers feel hopeful, and distributors are getting lots of requests for information about QLACs from advisers and producers. A portion of the trillions of dollars currently held in rollover IRAs could well find its way into these products. On the other hand, the cap on premiums could limit their use.  

Client behavior has suggested to New York Life that there’s a demand for QLACs among near-retirees. “Since [the introduction of [GFIA, nearly 30% of policy owners who invested in [it] using qualified savings elected an income start date between the age of 70 and 70½,” New York Life’s Drew Lawton, an executive vice president of retirement income, wrote in a comment letter to Treasury. “This information indicates that extending the income start date beyond age of 70½ would be a helpful option for many retirees and that the RMD rules are a key barrier.”

Principal Financial, which introduced a DIA in 2013, reported that DIA sales represent a little over 10% of all its retail income annuity sales and anticipated this percentage to grow. “Since the Treasury’s announcement, we have received multiple inquiries from our distributors asking when we will have a QLAC solution available. We believe the new regulations are a positive move for the industry,” said Sara Wiener, an assistant vice president at Principal Financial Group. But because QLAC limits—the lesser of $125,000 or 25% of qualified savings—are somewhat low, Weiner said, it is unclear how much of a sales increase to expect. 

One distributor had similar concerns. At Gradient Insurance Brokerage Inc., in Topeka, Kansas, vice president of marketing Jeff Quick has been receiving lots of inquiries about QLACs from the firm’s affiliated advisors. But, like Wiener, Quick thinks the QLAC limits are too low. If the limits were higher, he said, then high net worth clients might readily use a QLAC to postpone RMDs and the tax bills that come with them. 

Quick, who recently co-authored the white paper, “Why QLACs May Not Matter,” is somewhat skeptical of them. “The advisor will most likely use it as a marketing tool. It’s a great way to get in front of clients and talk to them about reducing RMDs [required minimum distributions]. These will be mostly high net worth individuals,” he told RIJ.  

“People with $300,000 to $400,000 in qualified money aren’t going to buy QLACs that start at age 80. They’ll have to use that money to provide income between the ages of 71 and 80, when they need it most,” he added. High net worth clients might use QLACs to defer taxable RMDs until 85, so that more of their qualified money can grow tax-deferred for much longer, thus producing a larger legacy for their children. The $125,000 cap on QLAC premiums limits the value of that strategy, however.

Wiener believes that some clients will occupy a middle ground, where QLACs can be used for both tax relief and longevity risk protection. “There are people who do not want to receive required minimum distributions at age 70½,” she said. “For those who have access to other assets, the new regulations allow them to defer receiving income from a portion of their qualified assets to a later date when those dollars may be most needed.”

Funded by rollover IRAs

First Investors Life introduced its first deferred income annuity, the Single Pay Longevity Annuity, in February of this year. “We are very pleased with this product and its recent success, however, we welcomed the recent announcement by the Treasury Department concerning QLACs,” said Carol Springsteen, president of First Investors Life. “The Treasury Department, with this ruling, expands the appeal of this type of product.”

First Investors Life’s deferred income annuity is a small but growing component of the company’s overall suite of decumulation products, she said. “Current sales have exceeded our forecasts by more than double, and the product is currently outpacing our immediate annuity sales. We expect sales to grow as customers become more familiar with their benefits and features,” said Springsteen.

The increase in sales will depend upon the specific market, she added. “For example, we anticipate more rapid adoption in the IRA market, at least initially, than the 401(k) market, due to the portability issues raised in the 401(k) world. However, overall, we expect the increase to gain momentum as clients get more comfortable with the product concept and the remaining issues get clarified.”

In terms of how First Investors Life plans to respond, “We will be endorsing our current deferred income annuity contract to facilitate a QLAC version,” said Springsteen. “We also plan to endorse our new Flexible Pay Longevity Annuity product to be a QLAC as well. We believe that since we are already selling longevity annuities it gives us a head start in developing a QLAC version of the product.”

First Investors executives believe that clients are coming to better understand deferred income annuities in general, and QLACs in particular, and the potential role they can play in ensuring a secure retirement. “The speed of acceptance really depends on the specific market as there are many options: IRAs, 403(b)/457s, and 401(k)s,” said Springsteen.

“Each is a unique market with its own adoption challenges that are just beginning to be understood. We believe the IRA market will be the most accessible market first, with the 403(b) and 401(k) markets having higher hurdles and more complex adoption issues. But long term, there is a place for these products in each of the markets noted.”

Interest in QLACs is growing at the retail level, according to advisor and DIA enthusiast Joseph Signorella, CFP. (He designed the official-looking QLAC logo that appears with this article.) “I get two detailed quote requests a day for QLACs,” Signorella, who is the host of the website, www.qlacs.net, told RIJ. “It is frustrating for me to call the sales desks of the insurance carriers and find that the desk reps don’t know about the QLAC rules or when it will be available to sell. They say that we are looking at Q1 2015 at the earliest.

“The QLAC does give flexibility to IRA holders on when to turn on income,” he added. “About a third of my QLAC quote requests are for amounts under the $125,000 limit, and from people under age 85 who are not high net worth. Many of my QLAC quote requests are from people who are still working late in their 60s and don’t want to take RMD on their IRAs any time soon. QLACs give the middle class an option to defer RMDs while also addressing their longevity risk. It’s a win-win for the client. That’s probably what the Treasury Department wanted.”

Employer-sponsored retirement plans are another potential distribution channel for QLACs. Phil Michalowski, vice president, retirement income, at MassMutual, said the firm is considering launching new options in light of the growing interest in DIAs. “Currently, in addition to deferred income annuities within IRAs, lifetime income is an option available through MassMutual’s defined contribution plans,” he said. “This offering enables our retirement plan participants to turn a portion of their savings into guaranteed income, depending upon their needs.  And as a result of the newly introduced regulations, we are actively evaluating how best to make additional options available.”

Role of communication stressed

Few consumers are aware of the new Treasury rule on QLACs, and distributors have lots of questions about it. So communicating the new rule is now a priority for issuers. Some firms are further along in the process than others.

“We have provided our distributors a summary and talking points regarding the new regulations,” said Weiner at Principal Financial. “As we work through the specifics, we will provide more information on the details and timing of providing a QLAC solution.”

First Investors Life currently distributes its longevity annuity, and all its products, primarily through its affiliated broker/dealer, First Investors Corporation. “We communicate information on DIAs and QLACs to these representatives via in-person meetings, webinars, and conference calls,” said Springsteen. “These representatives then review the product and its benefits with their clients. Representatives review each client’s own unique financial situation, determining, on a case by case basis, what product works best for that particular situation.”

For Lincoln Financial Group: “We will be working closely with our distribution partners as we solidify timeframes for the availability of offering QLAC status on our deferred income annuity,” said Brian Wilson, assistant vice president of fixed annuity product development.

New York Life’s marketing reps, however, are not at the communication stage yet. “There’s a lot that goes into new regulations,” said Goldstein. “Once you go past the headlines, there’s a lot to do. You have to compare regulations to contracts and determine what steps need to be taken. There’s also updating the system and everything in the back end. We don’t have a timeframe in place. It will be awhile.”

Treasury’s new rule also took awhile; it was more than two years in the making. The Treasury Department solicited comments from about 50 insurance companies, nonprofit groups and other organizations. Some were more involved in the process than others.

Treasury minimally engaged Principal Financial in the drafting of the new regulations, said Wiener. “However, we are pleased the new regulations allow a Return of Premium Death Benefit provision. One of the complaints surrounding DIA products is that there is no death benefit provided upon the owner’s death prior to the income start date. The Principal’s DIA product, along with many other products in the industry, returns the premium upon death, therefore negating this public concern,” she said.

The Treasury Department did not ask for First Investors Life’s input when drafting the new rule, but they were actively working with its outside tax counsel in obtaining feedback to craft an approach, said Springsteen.

There was a lot of back and forth and it took a few years to get here, but in the end, is the new rule truly responsive to the markets’ needs? Executives who spoke to RIJ seemed confident that the new rule represents a clear endorsement from the government. They believe that investors will respond positively.   

© 2014 RIJ Publishing LLC. 

DTCC Publishes first-half 2014 Annuity Flow Report

First-half annuity inflows were 21% higher in 2014 compared with the same period in 2013. But a 22% increase in outflows offset that gain, resulting in a minimal increase in net cash flows for the period, according to the latest Annuity Market Activity Report from the Analytic Reporting for Annuities Service of the Insurance and Retirement Services unit of National Securities Clearing Corp., a unit of DTCC.

The report analyzed almost $104 billion in annuity transactions involving 120 insurance companies (44 parent/holding companies), 583 distributors, and 3,463 annuity products.

DTCC annuity cash flows bar chart 2014

Over the past 18 months, annuity inflows peaked in March and April 2014, climbing to $9.7 billion, or 34% more than in March 2013 and 20% more than in April 2014. At $2.7 billion, net flows in the second quarter of 2014 were 150% higher than the $1 billion recording in the first quarter of 2014. Increased sales of fixed annuity products are driving the numbers.  

Fixed annuity inflows and net flows in the first half of 2014 were up 130% and 150% compared to the same period in 2013.Variable annuity inflows increased 3% but net flows fell 74%.

More sales are funded by qualified than after-tax money. Net flows in non-qualified accounts remained in negative territory, while net flows in qualified accounts saw a dramatic increase in the first half of 2014 after declining from August to December 2013.

Good new is concentrated in a few distributors

Inflows and net flows were not spread evenly among distributors. Of 583 distributors in the study, only one unidentified distributor had stellar results (Net flows of about $3.8 billion on inflows of about $8.2 billion) and only three others had at least $500 million in net flows. Seven firms with significant inflows had negative net flows. The top ten distributors in terms of sales accounted for 66% of sales in the first half of this year, down from 68% in 2013.

Top ten carriers command the majority of inflows and net flows
Comparing first half 2014 with first half 2013, Prudential dropped from the third to seventh place, MetLife dropped to thirteenth from eighth and AXA fell to twelfth. Jackson National and Lincoln remained at the first and second spots, respectively, and Allianz and NY Life joined the top 10.

Despite the reordering, the top 10 carriers captured 78% of total inflows in the first half of both 2014 and 2013. H113 and H114. The top 10 carriers accounted for almost 90% of total positive net cash flows.

Top products continue to dominate inflows and net flows

The top ten products captured about a third of all inflows. Jackson National’s Perspective and Elite Access products continue to dominate the annuity product market in terms of inflows and net flows.

© 2014 RIJ Publishing LLC. All rights reserved.

RetirePreneur: Sheryl J. Moore

What I do: I own two firms. The first, Moore Market Intelligence, assists with the product development of indexed annuities. The second is Wink, Inc., which provides competitive intelligence tools to life insurance and annuity product home offices, distributors, sales professionals, and consulting firms. My grandmother would say that I’m the president of an insurance company, but that’s not quite what I do. Sheryl Moore RetirePreneur text box

Where I came from: I started working at a small insurance company that was the industry’s top seller of indexed insurance products. I left to develop indexed products for a very large insurance company, but after about eight months I knew that what I needed to do was start my own company. I was 28 years old and a single mom of three babies. I knew it wasn’t going to be easy to start my own company, but I wanted to do whatever I could to educate the public on annuity products.

Why I focused on annuities: I bought my first annuity before I turned 25, over 13 years ago. There’s an interesting story behind that. While working at the smaller insurance company, I invested in the 401(k) plan. The company had a 4% match and there was a lot of pressure to participate. I didn’t understand where I should allocate my money. People at the company said to go to the plan website and just pick something. Well, I wound up losing a ton of money when the Dot-Com bubble burst.

I had no idea that you could lose money in a 401(k) plan and I complained to my boss, whom I trusted. I told him that I didn’t want to lose any more money. He suggested that I buy an indexed annuity. I didn’t know what it was, but when he explained it to me, I thought it sounded awesome. The company we worked for was the largest indexed annuity provider in the country. That made me angry. It didn’t dawn on them to educate their employees so that they could make better investment choices based on their risk tolerance. This motivated me to start my company. I wanted to help people make informed decisions. Now, I think of myself as an indexed annuity cheerleader. I own four annuities.

Who my clients are: We’re paid by insurance professionals: the people who work for home offices, broker-dealers, and banks; by marketing representatives and registered reps. We don’t make money from the advocacy work we do for customers. I’d say that 80% of what we do we’re not paid for. Every day we provide advocacy work and serve as a fact-checking agency for annuity issuers. We work with Congress on legislation that impacts life insurance and annuity issues. We also have educational videos to help people like “Joe the Plumber” understand how annuities work. We don’t endorse any firm or product.

Where I get my entrepreneurial spirit: I’ve always been very hardheaded and driven to change things when they’re not right. I don’t find myself to be a particularly smart business owner. I’m just good at what I know and I put a lot of work into the businesses.

Why I’m committed to corporate giving: We’ve been very active in giving back to our community. We support a number of nonprofits including The March of Dimes, Shriners Hospitals for Children, American Red Cross, Big Brothers Big Sisters, and others. In any given year, up to 40% of our revenues go to charity. We believe in paying-it-forward. This belief has only been strengthened by the death of my son. He was 16 years old when he passed, almost a year ago. He was born with birth defects and health problems and identified himself as gay. As a result, he was the target of bullying and he committed suicide in response to the teasing. The past year was the hardest of my life. But it has only strengthened my commitment to give back.  

My retirement philosophy: I hope that because I started saving early for my retirement, I’ll be able to live comfortably without having to worry about money. But there’s not a snowball’s chance in hell that I’ll ever stop working. 

© 2015 RIJ Publishing LLC. All rights reserved.

CBO predicts 3.8% fed funds rate by 2019

Higher interest rates are evidently on their way—but not soon.

In a blog post this week, the Congressional Budget Office predicts that over the next five years, the interest rate on three-month Treasury bills will rise to 3.5% from 0.1% and the rate on 10-year Treasury notes will rise from to 4.7% from 2.8%. The CBO projects both rates to remain at about those levels through 2024.

After 2014, the projected three-month Treasury rate is a bit below the projected federal funds rate—the interest rate on overnight lending among banks, which is adjusted by the central bank as one of its principal tools for conducting monetary policy—which rises to 3.8% by 2019 and remains there through 2024.

Continuing slack in the U.S. labor market leads the CBO to believe that monetary support for the economy will continue for the next few years and that inflation will stay below the Federal Reserve’s goal.

CBO Projections of 10-year T rate 9/2014

CBO projects that the federal funds rate will remain near zero until the second half of 2015 and then “rise considerably.” The three-month Treasury bill rate is projected to increase in a similar fashion. Those projections are broadly consistent with expectations for short-term interest rates as indicated by prices in financial markets.

The 10-year Treasury rate began rising from very low levels in 2012 and is currently close to 2.4%, still low by historical standards. Investors’ expectations of an improving economy, the rise in short-term interest rates, and an end to the Fed’s purchases of long-term Treasuries and mortgage-backed securities will push that rate up over time, CBO anticipates.

The projected increase in market interest rates would affect the government’s borrowing costs. CBO projects that, under current law, the average interest rate on debt held by the public—calculated as net interest divided by debt held by the public—will more than double, to 3.9% in 2024 from 1.8% this year.

© 2014 RIJ Publishing LLC. All rights reserved.

Do ETFs Increase Stock Volatility?

Money has flooded into exchange-traded funds (ETFs) over the past decade, but there’s been little analysis of whether or how this development may affect the performance of securities markets.

In a new paper, “Do ETFs Increase Volatility?” (NBER Working Paper No. 20071), authors Itzhak Ben-David, Francesco Franzoni, and Rabih Moussawi discover that the stocks that are held within such funds experience substantially higher intraday and daily volatility than stocks without substantial ETF holdings.

The authors suggest that the arbitrage between ETFs and their underlying securities adds a whole new layer of trading to stocks that are held within ETFs, and fosters the propagation of trading shocks that occur in the ETF market. As a result, the non-fundamental volatility of the underlying securities increases.

ETFs, which are low-cost index funds that can be traded like stocks (and change price throughout the trading day, instead of being priced once a day, like traditional mutual funds) were first introduced in the 1980s. They began to gain popularity in the 1990s.

Since the turn of the century, ETFs have experienced explosive growth. By 2012, there were more than 1,600 ETFs worldwide, and at the end of 2013 these funds had more than $2.5 trillion of assets under management. At one point in 2010, exchange-traded products accounted for 40% of all trading volume in U.S. securities markets.

To study how ETFs affect securities markets, the authors combine data from the Center for Research in Security Prices, Compustat, Bloomberg, OptionMetrics, and Form 13F filings. They focus on a sample of ETFs that hold U.S. stocks and that were listed on U.S. exchanges over the period 2000 to 2012.

The researchers explore the effects of ETF ownership on volatility by examining variations in ETF ownership of different stocks, and variation in the divergence between the prices of ETFs and their associated baskets of underlying securities, as well as associated fund flows.

Exploiting the fact that ETF ownership of a stock changes if that stock switches between being included in the Russell 2000 and Russell 1000 indexes, they found that a one-standard-deviation increase in ETF ownership of a stock raises daily volatility and turnover by about 16%. Since much of the variation they study in ETF ownership of stocks is arguably independent of the inherent volatility of the stocks, the authors conclude that rising ETF ownership affects volatility.

The research suggests that the more the prices of ETFs and the prices of their underlying component securities diverge, and hence the greater the arbitrage opportunity, the greater the turnover and volatility of the stocks held in the ETF. The authors also find that increased stock volatility results from the flows into and out of ETFs. The price impact of ETF arbitrage appears to decay after a few days, which is consistent with claims that ETFs add noise to security prices.

© 2014 RIJ Publishing LLC. All rights reserved.

Nationwide’s ‘blue frame’ goes out the window


Nationwide Mutual Insurance Company is replacing its “blue frame” brand mark—a mark whose meaning and logic escaped even Nationwide employees at times—with a refreshed version of its longstanding “N and Eagle” brand mark and will apply the new mark across all its businesses, the company said in a release. 

The company currently operates under multiple brand names, including Nationwide Insurance, Allied Insurance, Harleysville Insurance, Nationwide Financial, Scottsdale Insurance, Crestbrook Insurance and Veterinary Pet Insurance.

The change will begin this week and continue over the next 18 months. It will affect advertising assets, branding on and in company-owned real estate, digital platforms like Nationwide.com, sales collateral, agency signage and other communications channels.

“Customers in many areas aren’t aware of our strength, offerings and size because we feature so many brands that can appear to be unrelated,” said Nationwide CEO Steve Rasmussen, in a release. 

The updated version of the Nationwide N and Eagle brand mark “harkens back to the company’s heritage and the famous 50-year-old tag line, ‘Nationwide is on your side,’” the release said. The new logo is a freshed version of a logo that Nationwide adopted in 1955. According to a Nationwide spokesperson, it was replaced in 1999 with the blue picture frame, which was intended to “symbolize ease of access and customization,” thus inviting customers to picture themselves in the frame, much as they might buy Time magazine “Person of the Year” frames and put their own pictures in it.

On Sept. 4, Nationwide’s new NFL advertising, featuring Denver Broncos quarterback Peyton Manning, airs and will include the new brand mark. The company will also feature the refreshed brand mark on Dale Earnhardt Jr.’s No. 88 car at the Richmond International Raceway NASCAR Sprint Cup Series race on Sept. 6.

© 2014 RIJ Publishing LLC. All rights reserved.

The Bucket

Hancock assumes top job at AIG, as expected

American International Group, Inc., announced that, in accordance with its succession plan, disclosed last June 10, Peter D. Hancock has assumed the role of president and Chief Executive Officer of AIG, and has joined AIG’s Board of Directors. He succeeds Robert H. Benmosche, who retired and now serves as an advisor to AIG.

Mr. Hancock, 56, joined AIG in 2010 and was named Chief Executive Officer of AIG Property Casualty in March 2011, when the division was reorganized into two major global groups: Commercial and Consumer. He had previously served as Executive Vice President, Finance, Risk, and Investments, AIG.

Before joining AIG, Hancock was vice chairman at KeyCorp. He spent 20 years at J.P. Morgan, where he established the Global Derivatives Group, ran the Global Fixed Income business and Global Credit portfolio, and served as the firm’s Chief Financial Officer and Chief Risk Officer.   

Hancock is a member of the International Advisory Board of BritishAmerican Business. He is a William Pitt Fellow of Pembroke College, Cambridge. Raised in Hong Kong, Hancock earned his bachelor’s degree from Oxford University. 

Plan Strategies introduces three new model portfolios for 401(k) plans

Plan Strategies, Inc. (PSI), a retirement plan investment advisor serving 401(k) plan sponsors, advisors and participants, has launched three new portfolio allocation offerings: the Allo(k)ation Plan, Allo(k)ation Plus and Tailored Solution.

The Allo(k)ation Plan offers five portfolio models, ranging from aggressive to conservative, corresponding to varying levels of risk tolerance, which participants determine by completing a questionnaire. The plan models are rebalanced and monitored quarterly.

The model portfolios offer at least ten broad asset classes and feature low-cost investment options from Vanguard, DFA and PIMCO, among others. PSI serves as an ERISA 2(38) Fiduciary on the Allo(k)ation Plan models, assuming fiduciary liability associated with the selection, monitoring and replacement of funds.

The Allo(k)ation Plus Plan offers the same models as Allo(k)ation with the addition of an individual core fund lineup. This allows flexibility for plan sponsors who would like to offer the simplicity of models for some participants and a diversified, low-cost fund menu for others.

PSI also offers the Tailored Solution for companies who want a more customized plan. PSI’s 401(k) investment advisor will work with plan sponsors to develop a list of investment options that aren’t in the standard retirement plan fund lineup. PSI can also create a unique Investment Policy Statement (IPS) that addresses the plan’s goals, selection criteria, investment philosophy and other elements specific to the plan. 

Great-West Financial completes purchase of J.P. Morgan’s retirement business

Great-West Financial has completed its acquisition of the J.P. Morgan Retirement Plan Services large-market recordkeeping business. The combined Great-West Financial retirement organization becomes the second largest provider in the U.S. defined contribution market with nearly seven million participants. It also record-keeps more than $400 billion in retirement plan assets. Terms of the transaction, which was originally announced in April, were not disclosed.

This development follows an announcement in March that the retirement business of Putnam Investments, which specializes in the large-plan corporate segment, is combining with Great-West Financial.

Great-West Financial now serves every segment of the employer-sponsored retirement plan market: small, mid and large-sized corporate 401(k) clients, government 457 plans and non-profit 403(b) entities as well as the private label recordkeeping business, Reynolds said in a release.

Great-West Financial expects to make a series of key organizational and leadership announcements related to the combined retirement organization, the release said.

OneAmerica completes purchase of City National Bank’s recordkeeping business

OneAmerica has completed the acquisition of City National Bank’s retirement services recordkeeping business. Business operations will remain in San Diego. Terms of the agreement, announced in June, were not disclosed.

The acquisition follows 13% year-over-year sales growth (as of midyear) by the retirement services division of the companies of OneAmerica and four consecutive years of record-breaking results for the enterprise. Combined, OneAmerica’s retirement services businesses now serve over 11,000 plans with more than 600,000 participants and hold more than $30 billion in defined contribution retirement assets under administration.

ING Group’s stake in Voya to drop to 32%

ING Group and a syndicate of underwriters have agreed to sell Voya Financial common stock in a public offering, according to a Voya release. Voya won’t be issuing or selling common stock, and won’t receive any proceeds from the offering. 

In connection with the public offering, however, Voya Financial has entered into a share repurchase agreement with ING Group pursuant to which Voya Financial will repurchase directly from ING Group shares of Voya Financial common stock for an aggregate purchase price of $300 million. 

Completion of the public offering and the direct share repurchase is estimated to reduce ING Group’s stake in Voya Financial from approximately 43% to approximately 32%.

The per-share purchase price to be paid by Voya Financial in the direct share repurchase will be equal to the per-share purchase price paid by the underwriters in the public offering. The direct share repurchase is subject to a number of conditions, including the successful completion of the public offering. Voya Financial expects to fund the direct share repurchase using cash on hand.

The total number of shares of Voya Financial common stock to be sold by ING Group, including both the underwritten public offering and shares repurchased by Voya Financial, is expected to equal 30,000,000 shares.

The underwriters for the offering may offer the shares for sale from time to time in one or more transactions on the NYSE, in the over-the-counter market, through negotiated transactions or otherwise at market prices prevailing at the time of sale, at prices related to prevailing market prices or at negotiated prices.

Stuart Parker to succeed CEO Joe Robles at USAA

USAA’s Chief Operating Officer Stuart Parker has been named to succeed current CEO Joe Robles when he retires at the end of February 2015, USAA board chairman Gen. Lester Lyles, USAF (Ret.) announced this week. USAA Capital Corporation President Carl Liebert will succeed Parker as COO.     

Parker served as USAA’s chief financial officer from 2012 to 2014 before becoming COO in May 2014. From 2007 to 2012, he led USAA’s Property and Casualty Insurance Group (P&C). During that time, P&C net written premiums grew from $8.7 billion to $12.5 billion.

Parker joined USAA in 1998 after completing his MBA at St. Mary’s University and earning a Certified Financial Planner designation. He is a graduate of Georgia’s Valdosta State University and the Air Force ROTC program. He entered the EURO-NATO Joint Jet Pilot Training Program at Sheppard Air Force Base in Wichita Falls, Texas and became an instructor pilot flying T-38 aircraft. While at Sheppard, he also became a Wing Flight Examiner. Parker went on to graduate from aircraft commander school for the C-141 Starlifter and was stationed at Charleston, S.C. He flew the C-141 in combat missions during Operation Desert Shield/Desert Storm.

Effective immediately, USAA’s bank, investment, life and property and casualty companies, real estate company and member experience operations will report to Liebert. Before joining USAA in 2013, he served as CEO of 24 Hour Fitness from 2006 to 2013, where he oversaw strategy, operations and financial performance. Liebert is a former U.S. Navy officer, 27-year USAA member and, from 2011 to 2013, served on USAA’s Board of Directors. He graduated from the United States Naval Academy and obtained his MBA from Vanderbilt University, Owen Graduate School of Management.

Franklin Templeton will use LifeYield’s Social Security calculator 

LifeYield, LLC has agreed to develop a customized version of LifeYield’s Social Security Optimizer for Franklin Templeton Investments, which will make it available to financial advisors later this year. 

As Baby Boomers move into retirement, maximizing Social Security benefits has become increasingly important to investors and their advisors. LifeYield’s solution is comprehensive and easy for advisors to use with investors in helping to determine the optimal time to file for Social Security benefits, and it also provides suggested actionable guidance on how make the filing.

“This new tool will enhance the suite of resources we offer through our Income for What’s Next program,” said Michael Doshier, vice president of Retirement Marketing for Franklin Templeton Investments. 

TIAA-CREF to handle Swedish pension fund investments

The second Swedish National Pension Fund, known as AP2, has committed $750 million to the purchase of agriculture real estate in three countries and $265 million to the purchase of US real estate, according to the fund’s half-year report.

The commitments follow AP2’s 2013 decision to increase its investment in unlisted real estate from 10% to 15%.

The larger of the two commitments was made to US fund manager TIAA-CREF, with Australia, Brazil and the US targeted for investment. In 2011, AP2 invested $250 million with TIAA-CREF in a purpose-built venture, buying and managing agricultural assets and focusing primarily on grain production.

At the time, AP2 said it made the decision to invest in agricultural real estate to provide stable returns with low correlation to its existing investments.

The following year, AP2 and TIAA-CREF increased their commitments to the venture to $2 billion, with Canadian investors also joining the Global Agriculture company.

AP2’s second, smaller investment, meanwhile, is part of a joint venture with South Korean pension fund NPS and Tishman Speyer. In late 2012, AP2 bought a 41% stake in property company US Office Holdings, jointly owned by NPS and Tishman Speyer.

© 2014 RIJ Publishing LLC. All rights reserved.

 

 

 

Nominal SPIAs Beat Nominal DIAs—But Perhaps Not for Long

Retirement income planning is difficult and fascinating because it defies easy solutions. Although all retirees seem to want downside protection and upside potential, the right strategy for each particular retiree inevitably varies according to individual circumstances and preferences, not to mention changing market conditions.

Nonetheless, retirement researchers and academics have logged a lot of scuperomputer time trying to create useful planning heuristics—aka rules of thumb—for retirees and their advisers. One of the latest efforts was published by Morningstar’s David Blanchett, CFP, in the August issue of  Journal of Financial Planning.

The article documents Blanchett’s comparison of nominal and inflation-adjusted single premium immediate annuities (SPIAs), which produce income within about a year of purchase, with deferred income annuities (DIAs), which produce income several or many years after purchase.

“The objective of this paper is not to determine whether or not a retiree should annuitize some portion of wealth, but rather, to provide insight as to whether a DIA or SPIA is the better choice,” Blanchett wrote. 

Blanchett’s artticle is timely. Only two months ago, the U.S. Treasury Department expanded the potential market for DIAs by issuing new guidelines related to required minimum distributions. Under the new rule, people who buy DIAs with qualified (tax-deferred) money may delay the income start date until age 85. During the deferral period, they do not have to take the required minimum distributions (RMDs) that normally starting at age 70½. This type of DIA is known officially as a Qualified Longevity Annuity Contract. It may cost no more than $125,000 (or 25% of a person’s tax-deferred savings, whichever is less).

Blanchett considered several variations of SPIAs and DIAs (life-only, life with period certain, nominal, real) and simulated their performance under eight different sets of assumptions or retiree preferences. These included a retiree’s initial withdrawal rate, equity allocation, percentage of income need covered by Social Security, nominal returns, inflation rates, life expectancy, aversion to experiencing a financial shortfall, and desire to leave money to children.  

Blanchett found that nominal SPIAs with a 20-year period certain (age 65 to 85) ranked the highest, with the ranking for each type of SPIA or DIA based on its performance in each of 6,561 hypothetical scenarios. In defining the criteria, Blanchett wrote, “The key objective of this preference model is to weigh the potential benefits of a given annuity type by way of a decreased likelihood of being destitute later in retirement, compared to the potential loss of wealth for the retiree from the purchase of that annuity.” 

To people familiar with annuities, the victory by the nominal SPIA with 20 years certain may not be surprising. This type of annuity satisfies income for life without the risk of losing principal; the period certain guarantees that all or almost all of the premium will be returned to the client or the client’s beneficiaries. When TIAA-CREF participants annuitize all or part of their plan savings, for instance, this is the type of income annuity they often choose.

The study also showed that this type of SPIA performed especially well, relative to SPIAs with other contract options, for clients with low equity allocations and low mortality risk, in periods when nominal returns and inflation were low, and when bequest risk was low. (People with short life expectancies and/or big appetites for market risk obviously aren’t good candidates for SPIAs.)

The nominal DIA (without a period certain and without a cash refund of unpaid premium) performed almost as well as the SPIA. “If DIA rates were five percent higher, they would have been the most attractive annuity type, on average, in this study,” Blanchett wrote. In his hypothetical scenario, the DIAs were purchased at age 65 and produced income at age 85.

“DIAs may also represent a more palatable hedge against longevity risk for retirees than traditional annuities, because they are considerably cheaper and therefore provide significantly more liquidity to retirees.” He expects average DIA payout rates to rise as the DIA market matures and becomes more competitive.

© 2014 RIJ Publishing LLC. All rights reserved. 

‘Changing of the Guard’ Continues in VA Sales

New sales of variable annuities rose 6.3% in the second quarter of 2014, to $35.1 billion vs. $33.0 billion in the first quarter of 2014. The quarter-to-quarter bump up is no surprise, given that second quarter VA sales generally increase over first quarter, as they have for the last ten years. Compared to last year’s second quarter sales of $36.9 billion, this quarter’s sales were down 4.6%. Ignoring seasonality, this quarter’s sales were right at the average of the last eight quarters.

Jackson National garnered an 18.1% market share in the second quarter, down slightly from last quarter but almost double the level of each of the next three carriers individually, who are all closely bunched from 9.0% to 9.3% market share. Continuing a trend, past “big three” VA issuers MetLife and Prudential are managing sales at levels well below prior years. For example, MetLife is selling one-third of what it was two years ago. Prudential is selling half of what it did in the first two quarters of 2012. The biggest gainers during that period include Transamerica, SunAmerica, and Lincoln.

Net asset flows landed in positive territory, with a $1.61 billion positive inflow. Net flows have remained basically flat for the last six quarters, with continued hits due to drawdowns of aged 403(b) business, outflows from companies that have exited the industry and an uptick in tactical offers where carriers trade cash payments for reductions in liability.

Assets under management increased to a record $1.93 billion, up 2.7% compared with last quarter, and up more than 12.6% compared with second quarter 2013. Note once again that the net flow survey was discontinued at the beginning of this year (though the sales survey continues). We have moved to a calculated estimate derived from all reported assets in VA products. Using calculated estimates aligns the VA methodology with others like mutual funds and ETFs. It also ensures a consistent methodology is applied across all VA companies, products, and subaccounts.

© 2014 Morningstar, Inc.