Archives: Articles

IssueM Articles

Columbia creates blog to monitor securities law enforcement

Columbia Law School has launched the CLS Blue Sky Blog, a blog on corporations and the capital markets that will offer “analysis of noteworthy developments in the worlds of financial reform, securities regulation, [and] corporate governance.” 

A special column called the “Filter” will also collect each business day’s five most interesting news items or blog posts. 

The brainchild of law professor John C. Coffee Jr., the director of the law school’s Center on Corporate Governance, the blog will be a forum for debate over the effectiveness of SEC enforcement in the aftermath of the 2008 financial crisis.

Coffee’s January 16 post, “SEC Enforcement Rhetoric and Reality,” has already been cited for praise by Compliance Week columnist Bruce Carton, a former senior counsel in the SEC’s Division of Enforcement. 

The CLS Blue Sky Blog is edited and managed by Jason W. Parson, a former corporate and securities law practitioner who is currently a lecturer-in-law and a post-doctoral research scholar at Columbia.

The blog will feature commentary on the Dodd-Frank Act, securities regulation, mergers and acquisitions, finance and economics, corporate governance, and related international developments, as well as a searchable library of memos from leading law firms. 

© 2013 RIJ Publishing LLC. All rights reserved.

Jefferson National VAs to offer Braver Capital tactically managed portfolios

Jefferson National, issuer of flat-fee deferred variable annuities primarily for RIAs interested in tax deferral, has added four new “tactically managed model portfolios” from Braver Capital Management to its VA investment options.

The four portfolios, Braver’s Tactical Balanced, Tactical Core Bond, Tactical Opportunity and Tactical Sector Rotation portfolios, all use “quantitative algorithms applied to asset class price movement to identify trends in numerous asset classes and the broad market, while employing specific stop loss and position size limits for additional risk control. They are completely transparent, with no swaps, no leverage and no derivatives,” according to a release by Jefferson National. 

The Louisville-based insurer’s flagship VA contract, Monument Advisor, already offers 390 underlying investment options, including 70 of the so-called alternative options that advisors increasingly use to help improve the risk/return profiles of their client’s portfolios.

Mutual funds that use tactical strategies characteristically have high turnover, and therefore generate lots of short-term capital gains. That makes them relatively tax-inefficient. Variable annuities, which can accept virtually unlimited amounts of after-tax money for tax-deferred growth, are therefore attractive vehicles for tactically managed investments. 

According to the Jefferson National release, “Morningstar estimates that over the 74-year period ending in 2010, investors who did not manage investments in a tax-sensitive manner gave up between 100 and 200 basis points of their annual returns to taxes.”

The threat of ongoing volatility was cited as a primary concern by more than 67% of the RIAs and fee-based advisors recently surveyed by Jefferson National. “A majority of advisors see tactical management and alternative investments as key to navigating the current market,” Jefferson National said in its release.

“Our research confirms that it is more important to be out of the market during the ten worst days than it is to be in the market on the ten best days—which is why our models seek to stay in the market when it’s rising, but strive to move to the safety of cash when it declines,” said Dave D’Amico, president and chief market strategist, Braver Capital Management, in the release. “As taxes rise following the fiscal cliff and the ongoing budget deficit debate, tax-deferral is only going to grow in importance.”

© 2013 RIJ Publishing LLC. All rights reserved.

Allianz Life Launches New Bonus-Laden FIA

Allianz Life Insurance Company of North America has introduced the Allianz 222 Annuity, a new fixed indexed annuity (FIA) contract. It is available in 44 states to field marketing organizations, broker/dealers, and agents on the “Allianz Preferred” platform.

The new contract offers a 15% bonus to the guaranteed benefit base (“Protected Income Value”) on premiums paid during the first three contract years. During the payout phase, it offers annual bonuses of 50% of the credited interest to clients who have taken no withdrawals for at least 10 years and who use a lifetime withdrawal method rather than traditional annuitization.     

Allianz 222 Annuity is the third FIA offered through the Allianz Preferred platform, joining the previously issued 360 and 365i contracts. Like other FIAs on the market, it offers principal protection, tax deferral and growth potential through indexed crediting methods or from a fixed interest rate. It also offers annuitization options.

Owners of the Allianz 222 Annuity can choose among eight indexed interest allocations and a fixed interest option. The accumulation value can be taken as a lump sum after the 10-year surrender charge period, or the account value can be annuitized after five years.

Contract owners may begin taking lifetime income withdrawals from the Protected Income Value if they’ve held the contract at least 10 years and if they elect income between the ages of 60 and 100.

Owners who are confined to an eligible nursing facility, hospital, or assisted living facility for at least 90 days in a consecutive 120-day period can receive up to double the annual maximum income withdrawal with the Allianz Income Multiplier (AIM) Benefit.

The contract offers two death benefit options. Beneficiaries can receive the full remaining accumulation value as a lump-sum distribution (not including bonuses) or they can receive the value of any remaining benefit base (PIV) – including the premium and interest bonuses – in payments over a minimum of five years.

© 2013 RIJ Publishing LLC. All rights reserved.

Big Blue Longevity Dots

“We went out and asked people a simple question,” says Harvard professor Daniel Gilbert in a commercial for Prudential Financial that will run during this Sunday’s Super Bowl broadcast. “How old is the oldest person you’ve known?”

Shot in Austin, Texas, shortly after Superstorm Sandy hammered the Northeast, the 30-second spot serves as the opening kickoff of Prudential’s spring 2013 “Stickers” ad campaign, which follows Prudential’s award-winning 2012 campaign, “Day One.”

The Newark-based insurer thus joins at least 33 other major firms who are paying up to a reported $4 million per 30-second spot to advertise in America’s annual football extravaganza. Prudential’s ad will appear several times, but primarily during the pre-game show and with all but one spot reaching only the New York and Austin markets.   

The Stickers campaign was created for Prudential by Droga5, the same firm responsible for “Day One.” Both campaigns find a simple but sophisticated way to breathe life into the potentially dry (and even morbid) retirement income story by enlisting the participation of distinctly ordinary people in real-life, real-time events. 

The two campaigns tell the story in different ways, however. Designed to dramatize the fact that 10,000 Baby Boomers are retiring every day, the Day One ads are slow-moving video vignettes that capture the musings of individuals on their first day of retirement.   

The Stickers commercial, which dramatizes the fact that more and more people are living longer, is livelier. On November 3, the filmmakers built a giant white wall in the middle of a park in Austin and recruited hundreds of more or less random passersby to take turns climbing a 20-foot rolling ladder and attaching pie-sized blue stickers to the wall.   

When the camera zooms out to reveal what they’ve created, viewers see that the hundreds of blue stickers have formed a giant Gaussian distribution in which each sticker corresponds to the age of the oldest person that each participant has known.

You’ve heard of populating a chart with data. In this commercial, people literally populate a chart with their own hands.

“When we landed on this idea, it was Eureka,” said Colin McConnell, Prudential’s in-house ad director. “We’re focusing on the idea that we all know people who are living longer. Living longer has usually been positioned as a dark sinister thing. We wanted to say that living longer is a good thing.

“Financial services advertising is very challenging,” he added. “We’re always looking for a type of messaging that can balance the need for emotional and cognitive connection in a way that seems right for our category.” The TV ad is tied to a participatory Web and social media campaign in which people can “dedicate” blue stickers to older people they’ve known.

Prudential is not the biggest financial services advertiser, but it’s among the leaders. Citing SNL Financial figures, LifeHealthPro reported last August that among life insurers, MetLife was the top spender on advertising in 2011, at $540.5 million. Next in order were New York Life ($139.5 million), Mutual of Omaha ($117.5 million) and Prudential ($91.3 million).

According to the 2012 AdAge Financial Services Report, published last October and based on Kantar Media data, Prudential was ninth in spending when benchmarked against investment and retirement-product firms, with $35.2 million in 2011, up 64% from $21.4 million in 2010. Fidelity (FMR Corp.) topped that list with 2011 media spending of $148.5 million.

The “host” of the Prudential Stickers commercial, Harvard social psychology professor Daniel Gilbert, 55, is a celebrity in his own right. Millions know him as the bestselling author of Stumbling on Happiness (Random House, 2007) and as the co-author and host of “This Emotional Life,” a six-part series aired on public television in 2010.  

Prudential’s agency, Droga5, was started by former Saatchi & Saatchi chief creative officer David Droga and others in 2006. It has become one of world’s most admired agencies, with a client list that, besides Prudential, includes American Express, Coca-Cola, Kraft Foods, Puma and Unilever. It was Adweek’s 2012 Agency of the Year.

In a 30-second spot, simplicity is a big asset, and close viewings of the Stickers commercial show how simple its structure is. Using what looks like the kind of basic A-and-B roll technique that first-year film students learn, shots of people receiving their blue dots and attaching them to the white wall are sandwiched between opening and closing shots of Gilbert, whose affable voice-over narration ties the whole piece together.  

The color blue—Prudential’s trademark blue—is used as a brand-reinforcing theme throughout the commercial. Gilbert wears a blue shirt, for instance, as do three of the four people—a young girl, a woman, and two men—who are prominently featured.

At about the midpoint of the commercial, in what might be a subliminal nod to the male-dominated Super Bowl audience, we see a curvy young blond woman in a close-fitting blue dress stooping to affix her sticker to a low spot on the wall. We never see her face, and the image lasts only a second. But at these ad rates, every second counts.   

© 2013 RIJ Publishing LLC. All rights reserved.

CDAs and the Law

“We don’t even know all the questions, let alone all the answers,” said insurance and securities lawyer Joan Boros at the start of the annual seminar on Securities Products of Insurance Companies at the Practicing Law Institute in Manhattan yesterday.

Boros, an attorney of counsel with the Washington law firm of Jorden Burt, who has chaired the event with fellow attorney Jeffrey S. Puretz of the Dechert law firm for many years, was describing the uncertainty that seems to dominate Wall Street and Washington these days.

“This is the present theme of our economy and regulation,” she pointed out to a roomful of lawyers who came to acquire continuing education points and to learn the latest on the regulation of insurance products whose value is linked in some way to the securities markets. She was talking specifically about the difficulty of risk management and risk assessment in the current environment.

For instance, contingent deferred annuities (CDAs), aka stand-alone living benefits, are on the minds of certain life insurers these days, and took up part of yesterday’s seminar. These products, which Prudential and Great-West are impatient to bring to market, wrap a guaranteed lifetime withdrawal benefit around a portfolio of mutual funds for an annual fee of about one percent.

The products have been closely scrutinized by state regulators. A working group of the National Association of Insurance Commissioners (NAIC) removed one hurdle to sales of the product last March by determining that CDAs were insurance products and not financial guarantees, which life insurers can’t sell.

But the group decided that it needed more time to study the consumer protection issues and the solvency (i.e., reserve requirement) issues that the products raise. The working group met again in late November, but the proceedings haven’t been made public. Since CDAs are deemed regulated securities as well as insurance guarantees, the working group has also consulted with the Securities & Exchange Commission (SEC) and with FINRA, the investment industry’s self-regulator.  

James R. Mumford, first deputy secretary of the Iowa Insurance Department, fielded Boros’ questions about CDAs.

“CDAs themselves are very simple products,” he said. “They aren’t as complex as variable annuities, but their administration and regulation is complex. Administration is so complex that only the largest insurance companies can issue them. Smaller companies won’t be able to handle the administration unless they outsource it to third parties” at prohibitive expense.  

He was emphatic in distinguishing CDAs from variable annuities. “You have to be careful in saying that CDAs should be regulated like VAs. They aren’t VAs. In the SEC’s eyes, and in FINRA’s eyes, they are not subject to Securities Act of 1940, and the FINRA variable annuity rules wouldn’t apply to them. The SEC looks at them as securities.”

“We are looking closely at the reserve requirements [for CDAs]. Insurance regulators want to make sure that the reserves are adequate for claims in 40 or 50 years from now. The regulators have learned a lot about reserving for variable annuities since 2008, so they feel fairly comfortable with CDAs. Most of us agree that AG43 is the more appropriate actuarial guideline for CDAs. The recommendations coming from the CDA working group are very important, will set precedent for products coming in future.”

At yesterday’s seminar, Bill Kotapish, assistant director of the Office of Insurance Products at the SEC, was asked about the types of product disclosures that his agency wants to see when it receives so-called S-1 or S-3 filings for new CDA products.

With these products, “there’s a very real risk, and it needs to be pointed out, that [contract owners] might not live long enough to receive the income benefit. If you don’t outlive your assets, you won’t reap the benefit,” Kotapish said. He added that people need to be clearly warned that excess withdrawals can scotch the lifetime income guarantee.  

The SEC has other concerns. “In the case of the CDAs, when there’s a relationship between the insurance company and manager of the assets and the benefit is attached only to assets managed by that entity, what happens if that relationship is terminated for any reason?” he said.

Kotapish also saw a “huge risk” to the contract owner if the insurance company suddenly decides that the underlying assets have become too volatile and says that the investments initially covered by the lifetime income guarantee no longer meets its risk/return parameters. 

CDAs differ from variable annuities, and aim at a different market. In a variable annuity, the underlying investments dwell in a separate account at the insurer. In a CDA, the investments are held in an advisory account at a broker dealer. Significantly, withdrawals from a CDA-protected account aren’t taxed like withdrawals from variable annuities, where gains must come out first and are taxed as ordinary income.

CDAs could open up a huge new market for insurance companies, since they might appeal to Boomers, who currently hold hundreds of billions of dollars in savings in managed accounts or brokerage accounts, who want some protection from running out of money in their old age but who resist buying an annuity for tax or liquidity reasons.

© 2013 RIJ Publishing LLC. All rights reserved.

Europe moves toward financial transactions tax

A month after a majority of multi-employer pensions gave 11 members of the European Union their blessing to introduce a “Tobin tax,” EU finance ministers have given those member states the green light to implement the controversial Financial Transaction Tax (FTT), according to IPE.com. 

In September 2011, the European Commission issued a proposal for the introduction of a directive containing an FTT of 10 basis points (0.1%)for bond and equity transactions and one basis point (0.01%) for derivatives transactions.

While France and Germany, which had originally pushed for the tax, received support from Belgium, Austria, Slovenia, Portugal and Greece, additional member states’ approval had been needed in order to employ ‘enhanced cooperation’.

In October 2012, Italy, Spain, Estonia and Slovakia pledged support for the tax, bringing the number of member states backing the FTT to 11, higher than the minimum of nine countries required under Commission rules to trigger enhanced cooperation.

 “It is a milestone for EU tax policy, as it paves the way for more ambitious member states to progress on a tax file, even when unanimity could not be achieved,” said Algirdas Šemeta, European commissioner for taxation and customs union, audit and anti-fraud. 

“Those who want to move ahead, and who appreciate the merits of working more closely on taxation at EU-level, can do so.”

According to Šemeta, the FTT will be applied regionally by a group of countries representing approximately two-thirds of European GDP.

Under enhanced cooperation, other European member states wishing to implement the tax will be able to do so at any time.

In April last year, a resolution passed by the EU Economic and Monetary Affairs Committee (EMAC) sought to exempt pension funds from the FTT. After a number of MEPs requested various exemptions, the final resolution included a provision waiving the tax on transactions carried out by pension funds.

Last October, the Dutch pensions industry welcomed the new government’s plan to introduce the FTT with an exemption for pensions funds. Harmen Geers, spokesman at APG, the asset manager for civil service scheme ABP, told IPE at the time that APG had emphasised that pension funds should not fall victim to measures meant to curb commercial players and risk seekers.

Geers also pointed out that APG needed to trade derivatives to hedge against risks and protect pension assets. “We are not pursuing maximum profits but stable returns for our clients,” he said.

© 2013 RIJ Publishing LLC. All rights reserved.

Nationwide enhances VA alternative asset options

In response to rising demand for alternative asset classes as variable annuity investment options, Nationwide Financial has added 10 new guidance models and two new fund options sub-advised by Loring Ward to its America’s marketFlex VAs.
The new guidance models, known as Nationwide Guided Portfolio Strategies (GPS), allow advisors and clients to choose among 10 pre-packaged options focused on alternatives. The new GPS models are anchored around Cardinal funds, which are actively managed.
The addition of two new funds sub-advised by Loring Ward will expand upon the existing broad range of marketFLEX investment options, which includes a total of 18 fund families.
In mid- 2012, Nationwide Financial announced plans to integrate its alternative and fee-based annuity solutions sales team with its larger traditional annuity sales force. This move effectively expands the marketFLEX sales force from seven to over 100 wholesalers.
The product enhancements apply to both America’s marketFLEX Advisor Variable Annuity (for fee-based advisors) and America’s marketFLEX II Variable Annuity (for commission-based advisors). The annuities have a minimum investment of $10,000.

© 2013 RIJ Publishing LLC. All rights reserved.

Obama nominates Mary Jo White to chair SEC

On January 24, President Obama is expected to nominate Mary Jo White, a former U.S. Attorney, director of the NASDAQ Stock Exchange, and current white-collar defense lawyer, to be the next chairwoman of the Securities and Exchange Commission.

The White House was also expected to re-nominate Richard Cordray, another former prosecutor, to run the Consumer Financial Protection Bureau, which he has done for the past year under a recess appointment.

White, a partner at Debevoise and Plimpton, spent almost 10 years as the U.S. Attorney in New York, the first woman appointed to that job. She oversaw the prosecution of John Gotti, the mafia boss, as well as the individuals responsible for the 1993 World Trade Center bombing.

In private practice, however, she has defended some of Wall Street’s biggest names, including Ken Lewis, the former head of Bank of America. Debevoise and Plimpton’s list of clients has included AIG, AXA, Deutsche Bank, Goldman Sachs, JP Morgan, MetLife and Prudential Financial, among many others.

White’s husband, John W. White, was head of the S.E.C.’s division of corporation finance, which oversees public companies’ disclosures and reporting, from 2006 through 2008.

As the attorney general of Ohio, Mr. Cordray sued Wall Street companies, including Bank of America and American International Group, in the wake of the financial crisis.

White will replace Elisse Walter, a longtime S.E.C. official, who served as chairwoman since Mary L. Schapiro stepped down as the agency’s leader in December. Mr. Cordray joined the consumer bureau in 2011 as its enforcement director.

The Senate already declined to confirm Mr. Cordray, with Republicans vowing to block any candidate for the consumer bureau, a new agency created to rein in the financial industry’s excesses.  

Other people said to have been considered for the SEC chairman’s job included Sallie L. Krawcheck, a longtime Wall Street executive, and Richard G. Ketchum, chairman and chief executive of the Financial Industry Regulatory Authority.  

Obama nominates Mary Jo White to chair SEC

On January 24, President Obama is expected to nominate Mary Jo White, a former U.S. Attorney, director of the NASDAQ Stock Exchange, and current white-collar defense lawyer, to be the next chairwoman of the Securities and Exchange Commission.

The White House was also expected to re-nominate Richard Cordray, another former prosecutor, to run the Consumer Financial Protection Bureau, which he has done for the past year under a recess appointment.

White, a partner at Debevoise and Plimpton, spent almost 10 years as the U.S. Attorney in New York, the first woman appointed to that job. She oversaw the prosecution of John Gotti, the mafia boss, as well as the individuals responsible for the 1993 World Trade Center bombing.

In private practice, however, she has defended some of Wall Street’s biggest names, including Ken Lewis, the former head of Bank of America. Debevoise and Plimpton’s list of clients has included AIG, AXA, Deutsche Bank, Goldman Sachs, JP Morgan, MetLife and Prudential Financial, among many others.

White’s husband, John W. White, was head of the S.E.C.’s division of corporation finance, which oversees public companies’ disclosures and reporting, from 2006 through 2008.

As the attorney general of Ohio, Mr. Cordray sued Wall Street companies, including Bank of America and American International Group, in the wake of the financial crisis.

White will replace Elisse Walter, a longtime S.E.C. official, who served as chairwoman since Mary L. Schapiro stepped down as the agency’s leader in December. Mr. Cordray joined the consumer bureau in 2011 as its enforcement director.

The Senate already declined to confirm Mr. Cordray, with Republicans vowing to block any candidate for the consumer bureau, a new agency created to rein in the financial industry’s excesses.  

Other people said to have been considered for the SEC chairman’s job included Sallie L. Krawcheck, a longtime Wall Street executive, and Richard G. Ketchum, chairman and chief executive of the Financial Industry Regulatory Authority.  

After 30 years, Ben Nelson returns to NAIC

Former Nebraska Sen. Ben Nelson has been named CEO of the National Association of Insurance (NAIC), the organization announced. News outlets reported that Nelson has already met with Federal Insurance Office Director Michael McRaith and insurance lobbyists. 

Nelson, who has extensive experience in insurance, will lead the NAIC at a time when security products play an increasing role in the offerings of insurance companies and when some have called for federal as well as state oversight of insurance products.  

He has served as an insurance commissioner and has a foundation as an insurance executive. Before retiring from the Senate in 2012 after two terms, he served as governor of Nebraska from 1990 to 1998. He also served as executive vice president and chief of staff for the NAIC (1982-1985); Director of the Nebraska Department of Insurance (1975-1975); and executive vice president and then president/CEO of the Central National Insurance Group (1977-1981). Nelson earned a Juris Doctorate, as well as undergraduate and graduate degrees in philosophy, from the University of Nebraska. 

A Democrat from a “red” state, Nelson irritated many conservative constituents by voting for the Patient Protection and Affordable Care Act. As NAIC CEO, he is expected to face difficult issues, including challenges to the tradition of state-by-state regulation of the insurance industry.  

The NAIC announced in August that then-NAIC CEO Dr. Therese M. (Terri) Vaughan intended to retire. Vaughan left the association earlier than expected, on Nov. 30 rather than the first quarter of 2013, and Andrew Beal became acting CEO for the second time.

Vaughan had been the longest-serving insurance commissioner in Iowa history (1994-2004) as well as a past NAIC president and as a professor of insurance and actuarial science at Drake University. She served on the board of The Principal Financial Group and was a member of the Executive Committee of the International Association of Insurance Supervisors (IAIS).

The NAIC CEO position, which used to have a disclosed salary, no longer does, as the NAIC is exempt from filing a public form 990 with the IRS. In January 2008, the NAIC released pay information for top executives that stated the CEO’s salary at $370,000.  

Can We Survive Four More Years?

President Obama’s intransigence on economic matters is increasingly clear, so compromise seems unlikely and a succession of tax increases and wasteful spending programs seems inevitable. Meanwhile Ben Bernanke’s Fed enables this dangerous course by massive “quantitative easing.”

Assuming Bernanke is succeeded by a like-minded colleague (more on that below), we will thus suffer this economically poisonous combination of policies until January 2017. The U.S. economy is unlikely to make it that far in anything like its present shape.

Neither Obama’s nor Bernanke’s damaging policies would be possible without the cooperation of the other. If the Fed were maintaining short-term rates at above the rate of inflation, without buying large quantities of Treasuries, the Treasury would have great difficulty financing endless $1 trillion deficits without pushing up long-term interest rates to intolerable levels and loading future years with huge debt interest payments.

Without Obama and his deficits Bernanke would have great difficulty purchasing $1 trillion of long-term Treasuries and Agency securities annually, since new Treasury bonds would only be issued to replace retiring bonds. The distortions he created by doing so would disrupt the bond market, feeding rapidly into a level of consumer price inflation that he would have a statutory duty to address.  

Both Obama and Bernanke appear determined to continue pursuing their ruinous policies. Obama has announced he will not permit spending cuts in connection with a debt ceiling hike, while Bernanke on January 14 said the “worst thing the Fed could do” would be to raise rates “prematurely.”

Had we gone over the “fiscal cliff” as this column advocated, more than three quarters of the federal deficit would have been eliminated, and further deficits could have been prevented by the Republican House of Representatives. However the GOP House leadership wimped out, and as a result we are left in a position where taxes on the rich have already been raised substantially, but the deficit has been left almost unaffected – indeed it has been increased in the first year by the disgraceful $60 billion of tax breaks granted to politically favored corporations and scam artists.

Obama is with us until January 2017, but Bernanke has indicated he may retire next January when his term of office is up. In general Bernanke’s is the scalp lovers of sound policy should seek. Obama’s damage has already been done, and while he may prevent any near-term attempt to address the deficit, Republican control of the House means he cannot increase spending more than marginally. Every extra month of Bernankeism, on the other hand, distorts the economy further.

It was not difficult to determine before his appointment that Bernanke would be a disaster as Fed chairman; this column said so in a piece published a week before he was appointed, remarking that “Bernanke’s approach to monetary policy, in which all economic problems can be solved by creating money, is that of the 1919-23 Weimar Republic, which achieved in September and October 1923 inflation rates of 2,500% per month.”

This column can claim only partial credit for prescience; in the event we got the policy, but did not suffer the predicted inflation, being rewarded by an exceptionally deep and prolonged recession instead. Such are the vagaries of economic prognostication!

Next time around, there are few candidates who might move to a tighter policy, although former Fed vice chairman Roger Ferguson, currently CEO of the pension fund TIAA-CREF, is eminently qualified and as a registered Democrat is at least a plausible appointment for President Obama. More likely however is the current Fed vice chairman Janet Yellen, whose published views suggest that she would favor even more easing. However as a known liberal Democrat without Bernanke’s long service she might find it more difficult to attract a majority on the Federal Open Market Committee than has Bernanke. A Yellen Fed would thus probably be a modest improvement over the current one.

One disquieting suggestion I have seen recently is that New York Mayor Mike Bloomberg might want the job; his combination of primitive Keynesianism and proven tendency to meddle obtrusively in everybody’s lives would be truly frightening in a job with such power.

Thus it is highly unlikely that Bernanke’s successor will be much of an improvement. Hence we are for the next four years likely to be subject to ultra-loose monetary policy and trillion-dollar budget deficits.

One area where my crystal ball is now unclear is whether this will cause an outburst of inflation. By monetarist theory it should; M2 money supply has risen at an annual rate of 9.9% in the last 6 months while the St Louis Fed’s MZM, the nearest proxy we have to M3, has risen at 10.6% in the same period. With output rising at only 2%, that should produce inflation of around 8%.

Milton Friedman said “Inflation is always and everywhere a monetary phenomenon,” so where the hell is it? Leads and lags are all very well, but even taking into account a flat stretch between mid-2009 and mid-2010 M2 has been growing at an annual rate of 7.2% since the end of 2007, far in excess of the feeble 2.3% growth in nominal GDP. Monetary “velocity,” that elusive concept, has dropped like a rock (mathematically it had to, given the data), but its ability to do so without any reasonable explanation in itself makes monetary theory look increasingly chimerical.

More likely than a sudden resurgence of Weimar-like inflation is a market crash. Global sub-zero real interest rates have boosted corporate profits to record levels (in terms of US GDP) as well as the value of bonds, commodities and other assets. The Dow Jones index remains about 6,000 points higher, in terms of U.S. GDP, than when Greenspan began easing monetary policy in February 1995. Gold is at double its 1980 high. U.S. house prices have bottomed out and are rapidly reflating. Global foreign exchange reserves have been increasing at 16% annually since the Asian crash of late 1997.

For the current market to be sustainable for another four years the value of capital assets would have to have moved to a permanently higher level in terms of the value of everything else. Capital assets have become the destination for the world’s excess money supply, but it doesn’t seem likely that even Ben Bernanke and his colleagues can sustain this disequilibrium forever. Most likely, like tech stock prices in 1997-2000 and house prices in 2004-06, the overvaluation will persist long enough for a substantial body of dozy opinion to decide it’s permanent and put all their money on it continuing, doubtless leveraging up to the eyeballs to do so.

Once the silly money has piled in, as with housing in 2007 and tech stocks in 2000, valuations will start to slip. Most likely this will be seen first in the Treasury bond market, where even Bernanke’s trillions will prove insufficient to keep the 10-year yield below 2% forever. That will cause a price collapse similar to that of 2007, where previously unassailable financial institutions will be found to have eroded their capital base by overinvestment in T-bonds. Since the Treasury bond market is so huge this in turn will cause a sell-off in the world’s equity markets, with corporate earnings being eroded by the rise in interest rates.

Another example of such a slow-motion collapse is Japan after 1990, where eventually a high percentage of Japan’s most admired corporations were found to have speculated excessively in short-term “tokkin” funds. In that case, the major banks propped up the loser corporations, wrecking the banking system, filling the country with zombie corporations and causing a 20-year period of economic sluggishness.

In the early years of that period, Japan’s policy responses remained fairly orthodox, but since Ben Bernanke’s visit to the country in 1998, dispensing truly awful advice, it has been plagued by misguided Keynesian “stimulus” and money-printing by the central bank, prolonging the downturn more or less ad infinitum. On the Japan analogy, if U.S. policy remains as bad as Japan’s has been, we are due a downturn lasting until 2035 or so.

If the Obama/Bernanke policies do not cause inflation, but instead produce a collapse of markets and a major recession, we will finally have an answer to the century-old battle between monetarists, Keynesians and the Austrian school of economists.

Keynesian economists will be discredited by the failure of $1 trillion annually of deficit “stimulus” to stimulate anything beyond an asset bubble, with unemployment remaining stubbornly high.

Monetarists will be discredited by the failure of Bernanke’s gigantic monetary stimulus to produce economic recovery, and by the corresponding absence of a serious burst of inflation. The winner in the intellectual battle will be the Austrian school, in its pure Ludwig von Mises form, which will have seen monetary and fiscal expansion produce only a mountain of “malinvestment,” the collapse of which will take several years and a major depression to work out.

Of course, that economic victory will be of little consolation to those of us forced to live through the depression, although we can hope that the next such episode in 2070 or so will be solved more effectively, with Keynes and Friedman relegated to the sidelines.

As for the timing, I have said before that I don’t think 2013 will be the year in which the bubble bursts – there is as yet insufficient speculative frenzy, although the market temperature is certainly rising. Moreover, it would be a pity to have such a record-breaking blow-off without a serious speculative bubble in gold similar to that of 1978-80 – which if the $1500-1900 gold price of the past 15 months is regarded as a base, suggests a gold price peaking certainly above $3,000, very possibly above $5,000.

Equally, it would seem impossible for the present bubble to outlast President Obama, and fairly unlikely for it to last into the election year of 2016. The 18-month period between July 2014 and December 2015 would thus be my best guess for the onset of collapse, with a prolonged rolling crisis lasting for the greater part of that period being the most likely outcome. 2016 and 2017 would then be years of grinding depression, benefiting the 2016 electoral prospects of both Republicans and extremist fruitcakes on both ends of the spectrum.

In the very long term, U.S. reserves of cheap energy, the intellectual capital in its research facilities and the political distaste of its people for infinite Washington expansion are pretty good guarantees that we will again see prosperity. But it’s not going to happen within the next four years.

Martin Hutchinson’s work can usually be found at prudentbear.com.

A Primer on Safety-First Retirement Planning

One book I picked up on a whim for my new Kindle is Erin Botsford’s The Big Retirement Risk: Running Out of Money Before You Run Out of Time. I didn’t know what to expect. And I almost stopped reading in the first chapter when she laid claim to creating something she calls Lifestyle Driven Investing.

This is the basic goals-based approach to investing, which is already called Liability Driven Investing when used by pension funds. Changing the word liability to lifestyle is a good idea, because while pension funds think of their future payment promises as corporate liabilities, individuals also have liabilities that are less natural for them to identify as such. These liabilities are their future spending needs to support their lifestyle.

Investing, especially in retirement, shouldn’t be driven by maximizing risk-adjusted returns over a single time period, but by what can best help you to secure your future spending needs.
That being said, I’m glad I finished the book. She did cite other resources, and she does seem to be well-intentioned and not just another snake oil salesperson claiming credit for others’ work.

What she describes in the book is a good example of the safety-first approach to retirement planning. As she is a practicing financial planner, it is nice to be able to add another name to the list of planners using the safety-first approach. 
Usually, the safety-first approach is criticized as being too academic and too unrealistic for the real world. The book doesn’t really contain anything new, but it is a nice overview and introduction to safety-first ideas.

Erin does a good job explaining the safety-first approach to readers who may be unfamiliar with the concept, and whose knowledge about retirement planning may be based mostly on concepts like the 4% rule from the diametrically opposed school of thought of retirement income: the probability-based approach.

First she explains four Wall Street myths: The stock market always goes up in the long-term; the modern portfolio theory concepts of diversification and asset allocation are the keys to retirement success; financial service firms provide a broader range of investment options than are otherwise available to household investors; it is net worth which determines one’s lifestyle in retirement.

The book then takes an excursion about the relationship between investment returns and demographic trends and also the relationship between demography in the social welfare system. It’s a nice overview, but perhaps not all that relevant to the overall purpose of the book.

Next, she returns to safety-first principles by describing how one’s lifestyle spending can be separated into different categories. She identifies four categories in her house of security: Needs, wants, likes, and wishes. Here she is talking directly about the spending, rather than the assets that will cover each of those spending categories, but the overall concept is the same. This is because different assets are used to meet the different spending categories.

For spending needs, she recommends using what she calls lifestyle investments. These are investments that produce income, and that must be considered either safe or predictable or guaranteed. She also suggests that these assets be in a legal entity that will provide protection in the event of a lawsuit.

This is the basic concept of goals-based investing in which you first build a floor to meet basic needs. Investment categories can include bonds and annuities. She describes a variety of different types of annuities, and I think she did a good job in explaining advantages and disadvantages of different approaches.

For wants and likes, she suggests hybrid investments. These are investments that would generally provide an income that is not safe or guaranteed. Examples include preferred stock, publicly traded REITs, covered calls, master limited partnerships, dividend stocks, etc. Once needs, likes, and wants are met, more volatile, [growth-oriented] investments can be used to achieve one’s wishes.

Again, these are all basic tenets of the safety-first school of thought, which provides a stark contrast to probability-based notions like failure rates and “safe” withdrawal rates. Anyone seeking a basic introduction to this school of thought could be well served by reading this book.

This book review was adapted from a post at wpfau.blogspot.com.

Quote of the Week

“When there is a stock-market boom, and everyone is scrambling for common stocks, take all your common stocks and sell them. Take the proceeds and buy conservative bonds. No doubt the stocks you sold will go higher. Pay no attention to this—just wait for the depression which will come sooner or later. When this depression—or panic—becomes a national catastrophe, sell out the bonds (perhaps at a loss) and buy back all the stocks. No doubt the stocks will go still lower. Again, pay no attention. Wait for the next boom. Continue to repeat this operation as long as you live, and you’ll have the pleasure of dying rich.”

Where are the Customers’ Yachts? or A Good Hard Look at Wall Street, by Fred Schwed Jr.

As an Investment, Will Gold Pan Out?

Gold, the value of gold, and the wisdom of owning large amounts of gold today is the topic of a new research paper written by Campbell R. Harvey of Duke University and Claude Erb and published by the National Bureau of Economic Research.

In their conclusion, the authors write, “Investors are faced with a golden dilemma. Will history repeat itself and the real price of gold revert to its long-term mean – consistent with a ‘golden constant’?

“Alternatively, have we entered a new era, where it is dangerous to extrapolate from history? Those are the uncertain outcomes that gold investors have to grapple with and the passage of time will do little to clarify which path investors should follow.”

The paper lists six traditional arguments for owning gold: As an inflation hedge; a currency hedge; an alternative to assets with low real returns; as a safe haven; because the world will return to a gold standard; and because it is “under-owned.” 

Then the authors assess each of these rationales. Goldbugs may not agree with their findings. They write:

We find little evidence that gold has been an effective hedge against unexpected inflation whether measured in the short term or the long term. The gold-as-a-currency-hedge argument does not seem to be supported by the data.

The fluctuations in the real price of gold are much greater than FX changes. We suggest that the argument that gold is attractive when real returns on other assets are low is problematic.

Low real yields, say on TIPS, do not mechanically cause the real price of gold to be high. While there is possibly some rational or behavioral economic force, perhaps a fear of inflation, influencing variation in both TIPS yields and the real price of gold, the impact may be more statistically apparent than real. We also parse the safe haven argument and come up empty-handed.

History buffs may enjoy the article, which offers such nuggets of knowledge as this:

In the era of Emperor Augustus (reigned from 27 B.C. to 14 A.D.), a Roman legionary was paid about 2.31 oz. of gold a year (225 denarii) and a centurion was paid about 38.58 oz. of gold a year (3,750 denarii). Converted to U.S. dollars, the pay of a Roman legionary was about 20% that of a modern day private in the U.S. Army and the pay of a centurion was about 30% greater than the pay of a captain in the U.S. Army.  

And those who relish science or even science fiction may enjoy the following:

The near‐Earth asteroid 433 Eros might contain up to 125,000 metric tons of gold… There are currently 15 near‐Earth asteroids with expected profit greater than $1 trillion. Closer to home, perhaps someday in the future someone will figure out how to implement Nobel prize winner Fritz Haber’s plan to electrochemically recover some of the estimated 8 million tons of gold in the world’s oceans.

My personal fascination with gold and the gold standard stems from a long-ago experience in Europe. In mid-August 1971, while pedaling my pannier-laden Peugeot UO-8 from Fontainebleau to Paris, I stopped at a local bank branch in Melun to change a traveler’s check into francs.

The teller was flustered because she didn’t know how many francs to trade me for my green $20 American Express check. President Nixon had just for practical purposes ended the Bretton Woods Agreement and taken the dollar “off gold.” That eventually left the exchange rate to float… or, as Nixon’s aides might have put it, “to twist slowly in the wind.” For some reason, the teller chose to give me the (higher) previous day’s rate. I continued on my way, and the rest is history.

Correction: Nixon didn’t take the dollar “off gold” in 1971 as suggested above. According to Erb and Harvey, the U.S. did not officially embrace a monetary system of pure fiat money until October 1976. According to “A Brief History of the Gold Standard in the United States, by the Congressional Research Service (June 23, 2011):
“The United States began to halt its redemptions of dollars into gold for international transactions in 1967 and 1968. The actions of 1971 and 1973 were not the adoption of floating exchange rates and fiat money, but the loss of the ability to redeem dollars at a fixed price. Floating occurred by default.”

© 2013 RIJ Publishing LLC. All rights reserved.

DoubleLine repeats as fastest-growing active fund manager

Emerging market bond and stock funds, non-traditional investment strategies, innovative income approaches, and bond fund leadership typified the investment themes of the mutual fund managers (of those managing at least $2 billion) with the highest rate of net inflows in 2012, according to Strategic Insight.  

The list of the fastest growing managers in 2012 includes many small and mid-size mutual fund managers. Each of the listed managers enjoying over $10 billion of net inflows during 2012 has increased their flows from 2011, some more than doubling. (See table of fastest-growing active managers below.)

DoubleLine Capital, a $37 billion Los Angeles firm, was the fastest-growing actively-managed mutual fund firm in the study for the second consecutive year. Of its assets, almost all is in DoubleLine funds and about $35 billion is invested in mortgage-backed securities. (See chart at bottom.)

“During 2012 fund managers across a wide range of strategies and size benefitted from rapid expansion of their assets and clients’ relationships,” said Avi Nachmany, Strategic Insight’s Director of Research, in a release. “In 2013 we expect the range of participating managers to expand further as demand for equity funds increases.”

Managers of index mutual funds and index-based Exchange Traded Products have benefited from dramatic expansion during 2012, as assets managed by such funds eclipsed $2.5 trillion and net inflows exceeded $250 billion.

About half of these annual flows were captured by Vanguard’s managed funds or ETFs, with significant gains also by BlackRock’s iShare unit and by State Street Global Advisors (SSgA).

“Economy of scale allows the largest providers of index strategies to pass costs savings to investors. But a number of smaller managers of index funds and ETFs also grew meaningfully last year,” added Nachmany.

A number of managers of target date strategies beyond the traditional major players experienced substantial growth over the year. “Fastest growing target date managers in 2012 included JPMorgan, MFS and John Hancock,” said Bridget Bearden, head of Strategic Insight’s Defined Contribution and Target Date funds practice.

(Source: Strategic Insight.)


(Source: DoubleLine.com)

© 2013 RIJ Publishing LLC. All rights reserved.

Immediate annuities unattractive today: Journal of Financial Planning

Given today’s low payout rates from immediate fixed annuities (IFA), many retirees would likely be better off waiting until interest rates improve or delaying the IFA purchase decision to an older age.

So concludes an article published in the current issue of the Journal of Financial Planning by David M. Blanchett, CFP, of Morningstar, who also asserted that IFAs appear more attractive for individuals than couples.

“IFAs remain an attractive longevity hedge for retirees age 80 or older, as well as for retirees who have a strong preference for guaranteed income and want to simplify the income-generation process, versus attempting to self-fund from a traditional retirement portfolio,” Blanchett writes.

The article is filled with charts and tables demonstrating the value of an immediate annuity at different ages, different withdrawal rates, and different prevailing interest rates.

© 2013 RIJ Publishing LLC. All rights reserved.

New Cerulli report focuses on the top 1% of U.S. households

High-net-worth investors maintain an average of 3.7 investment provider relationships, up from 3.3 in 2008, according to the latest research from Boston-based global analytics firm, Cerulli Associates.

“High-net-worth investors have more provider relationships and are more likely to change providers than other investors,” said Cerulli director Bing Waldert in a release.

Cerulli’s report, High-Net-Worth and Ultra-High-Net-Worth Markets 2012: Understanding Bank Trust Departments, Family Offices, Private Client Groups, and Other HNW Providers, analyzes the U.S. high-net-worth (investable assets > $5 million) and ultra-high-net-worth (investable assets > $20 million) marketplaces. It covers vehicle usage, fees, and services provided at bank trust departments, family offices, and private client groups.

Despite the high-net-worth market’s competitiveness, it remains appealing to providers and asset managers, said the Cerulli report, now in its fifth iteration. Providers are drawn to the large balances of high-net-worth investors and to their complex situations.   

High-net-worth investors will begin to consolidate their providers and urges providers to consider how to position themselves as the advisor of choice when the time comes, the release said.

Cerulli gathered data from proprietary surveys of bank trust asset managers, bank trust groups, HNW providers, and HNW asset managers. Investor data is drawn from Cerulli’s relationship with Phoenix Marketing International, while advisor data is provided by Cerulli’s annual advisor survey.

According to the Spectrem Group, 1,078,000 U.S. households are worth $5 million or more and about 107,000 people are worth $25 million or more. The $5 million-plus crowd is dominated by senior corporate executives (17%) and entrepreneurs/owners (12%).

© 2013 RIJ Publishing LLC. All rights reserved.

Interested in a D.C. pied-a-terre?

The opulent, historic and highly-secure Washington, D.C., residence of Barack and Michelle Obama has been valued by Zillow, publisher of the Zillow Home Value Index, at $294.9 million, or about 7% more than its appraised value when the Obamas moved in four years ago. Average home values in  the city of Washington rose 13.6% during the past four years.

If the White House were for sale, the official residence of the U.S. president would be the third most highly-appraised home in the world, ahead of the penthouse of One Hyde Park in London and behind the Villa Leopolda on the French Riviera. The most expensive home in the world is the 27-floor “Antilia” in South Mumbai, valued at at least $1 billion.

Zillow calculates the value of the White House as if it were a home that could be bought and sold, using the proprietary Zestimate algorithm, which determines a home’s estimated worth based in part on public data and recent sales.

To determine the White House Zestimate, Zillow looked at the home’s physical characteristics, including 55,000 square feet of indoor space, 132 rooms, 35 bathrooms, 16 bedrooms, three kitchens and 18 acres of premium, downtown Washington, D.C., land.

They then considered the most expensive home sales in Washington, D.C., as well as other historic homes in the D.C. area recently for sale, and calculated the amount historic homes typically fetch over similar homes with no historical significance.

Zillow’s statisticians deemed the White House the most historic home in America and applied a maximum historical premium to their models to determine its Zestimate value.

A standard 30-year fixed rate mortgage on the White House today (assuming 20% down and a 3.276% interest rate) would require a monthly payment (including taxes, insurance, principal and interest) of $1,130,832, according to Zillow. As a rental, the White House would bring more than $1.75 million per month, according to Zillow’s Rent Zestimate.

© 2013 RIJ Publishing LLC. All rights reserved.

Five Questions to Ask about DIAs

In their quest for low-risk yield, investors and advisors have looked into every financial nook and cranny that they can dream of.  That search has helped to turn a former step-child of the annuity world into a Cinderella.

We’re talking now about deferred income annuities (DIA), aka Advanced Life Deferred Annuities (ALDAs), aka longevity insurance. If your client has a good chance of living to age 90 or 95, he or she might consider buying this.

Until mid-2011, few people other than annuity wonks like Moshe Milevsky of York University or Jason Scott of Financial Engines championed DIAs, which allow a person to fund an income that starts up to 40 years after purchase. Advisors and the public largely ignored it. 

Things began to change in 2011, after New York Life introduced a DIA called the Guaranteed Future Income Annuity. Sales rapidly crossed the $1 billion mark, which is lemonade-stand money on Wall Street but a large sum in the income annuity world. Soon MetLife, Symetra, MassMutual, American General (AIG) and Guardian were dusting off existing DIAs or christening new ones. Just last week, Fidelity announced that it had added MassMutual’s RetireEase Choice DIA to its Fidelity Insurance Network platform, along with the New York Life Guaranteed Future Income Annuity II.

Why the surge? Part of the explanation has to be that, in a low-yield era, people can get an attractive discount on future income by buying it a decade or more in advance. A life insurer who issues the contract can offer a discount for two reasons: because the premium generates interest during the deferral period and because (in the case of a life-contingent DIA) the annuitant may not live to collect.

If you’re determined to think of DIAs and other income annuities purely as investments, and you hear an internal voice asking what their IRRs are, they’re probably not for you. But if you think of them as insurance that relieves your client of the need to hoard cash against the possibility that he or she might live to age 90 or 95, then DIAs can make a lot of sense… at least in principle.

Consider the Guardian Life SecureFuture DIA. Today, if a man plops down $100,000 at age 45 for a Guardian DIA, he can get $22,386 a year for life at age 75, with income guaranteed for at least 10 years. The contract pays a cash refund if he dies during the deferral period. Time is money, of course: If your client has just turned 60 and wants to buy that DIA, he will get only about $13,100 a year at age 75, thanks to the shorter deferral period.

To get the maximum value out of a DIA, you should do what few people choose to do in practice: take a life-only DIA contract that doesn’t pay out until after age 85, when a 65-year-old’s chance of still being alive is about 50/50. For instance, for $100,000 at age 60, MetLife will provide a man with a single life-only contract that pays $42,400 (for a woman, it’s $41,000) starting at age 85. 

You can buy a DIA with either after-tax or qualified money, but the required minimum distribution requirements add a wrinkle (though not necessarily a serious obstacle) to the use of qualified money. If you’re looking for a deep-dive analysis of the DIA, and a comparison between DIAs and GLWBs, I recommend papers that Joe Tomlinson, CFP, wrote for Advisor Perspectives in March and April of 2012.

One nice feature of most of the current products is that they allow flexible premiums. A person can open a DIA for as little as $5,000 or $10,000 at age 40, say, and add to it over time. Contract owners don’t have to commit all of the money during today’s low-rate environment.

Given the long-dated nature of the guarantee, you naturally need to buy from a life insurer with stellar financial strength ratings. Independent advisors who make their living from a percentage of AUM may still be able to earn a fee, albeit a smaller one, from the money that goes into the DIA. But that’s a topic for another day.

Questions you might ask your or your client when considering a DIA:

1. Does your client have $500,000 to $1 million in investable assets? If so, he probably has enough liquidity to apply 10% to 20% toward eliminating his risk of living a very long time, and not so much wealth that he can easily self-insure against longevity risk.   

2. Is your client, or your client’s spouse, a healthy, non-smoking woman? If so, there’s a good chance she will be alive for five to 10 years after age 85, and able to collect the benefit. Like diamonds, a DIA can be a girl’s best friend.

3. If you decide to buy, how should you design the contract? DIAs come with most of the same options that you’ll find in single-premium immediate annuities, including cash refunds, joint-and-survivor payouts, periods certain, and inflation adjustments. The product costs the least (and, conversely, has the highest risk of forfeiture) when there’s no cash value and income starts after age 85. Most clients will choose to give up some income in favor of some protection against forfeiture.

4. Does your client have a strong bequest wish? This is a trick question. Under the typical scenario, someone who wants to maximize his bequest to heirs is a terrible candidate for a life-contingent annuity. On the other hand, someone who knows he has an income starting at age 85 may, as mentioned above, feel less pressure to hoard wealth right up until the time he dies. He can be more generous during his lifetime. 

5. Do you think a longevity annuity would allow you to invest the client’s remaining money with more freedom? The biggest benefit of a DIA, or any income annuity, may be the added risk it allows a client to take with the rest of his money. A 60-year-old client with $1 million and no DIA has to be careful with his money. A 60-year-old with $900,000 and an annuity that pays $40,000 a year in 25 years can arguably take on more investment risk and worry less about the future during the interim. The potential gains from greater risk-taking could offset the price of the annuity. On the other hand, if your client intends to be cautious with his $1 million anyway, and has a strong “bequest motive,” there may be little opportunity lost by foregoing the annuity.   

© 2013 RIJ Publishing LLC. All rights reserved.   

Guardian Life launches deferred income annuity

Following through on plans announced late last year, The Guardian Insurance & Annuity Co., Inc., part of Guardian Life, has introduced a deferred income annuity (DIA) that can be created with as little as $5,000 and provide income that starts up to 40 years after the purchase date.    

The DIA product is called Guardian SecureFuture Income Annuity. Along with SPIAs (single premium immediate annuities) and the Guardian Investor II variable annuity with several guaranteed lifetime withdrawal benefit options, the New York-based mutual company now offers clients multiple ways to avoid outliving their savings.

“There are various ways to structure income in retirement, and different people view the need for income in different ways,” said Douglas Dubitsky, vice president of Product Management & Development for Retirement Solutions at The Guardian Life Insurance Company of America. (See chart at right, taken from a SecureFuture brochure, for hypothetical payout amounts.)

guardian payout chart“So we’re creating multiple products. Income products used to be one-size-fits-all. It either fit your needs or it didn’t. It wasn’t a solution; it was a product. Now we have multiple solutions, and an advisor can see what works best for each client,” he added.

Guardian distributes through a captive sales force and Dubitsky envisions agents working with clients to create solutions that provide income at different times during retirement, and where different products offer different strengths—such as mortality credits from income annuities and upside exposure from deferred variable annuities.

“You can ladder a SPIA with a DIA or variable annuity and a DIA. People might say, I want a pay raise at a certain age. There’s such a great need for income-producing products, that there’s no threat of cannibalizing sales” between the Guardian VA and DIA, Dubitsky said.

“You can move the start date forward or back one time during the course of the contract. The low minimum additional premium gives clients the opportunity to make multiple payments. We see scenarios where people add assets to the DIA from different accounts at different times. This is a market we firmly believe in.”

According to the SecureFuture fact sheet, the product can be purchased with non-qualified money at any time up to age 80, and with qualified money between ages 18 and 68. Income must start by age 85 for non-qualified money and by age 70½ for qualified money. The minimum additional purchase premium is only $100.

Guardian has AA+ ratings from Fitch and Standard & Poor’s, A++ from A.M. Best, and Aa2 from Moody’s.

Contract owners can accelerate payments, receiving up to six months at a time once during the life of the contract. Both single and joint contracts are available, and clients can choose life with period certain or cash refund of the unpaid premium. There’s a return-of-premium death benefit if a single annuitant dies during the deferral period. Payments can be increased each year by 1% to 5%. 

© 2012 RIJ Publishing LLC. All rights reserved.