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Cold Turkey for Thanksgiving? No Thanks.

When politicians talk about the importance of balancing the budget, about preventing the U.S. from becoming another Greece and about weaning ourselves from Chinese lenders, I get a bit jumpy.

Statements like that suggest a lack of understanding about how a sovereign currency works, and it identifies those politicians as people who could lead us into a spiral of uncontrolled deflation.

Inflation is not my first preference. It sickens me that a ride on the New York subway, a U.S.-made Pendleton wool shirt, and a private college education all cost about 10 times what they did when I was 18 (to name a few homely examples). But I don’t necessarily want to see the value of my house or my investments drop in half next year.

Which is exactly what a sudden, bracing return to “sound money” and “balanced” federal budgets would mean. Anyone who tells you otherwise is either ignorant or trying to fool you.

Conventional wisdom says that the stock market would soar if people invested in corporate paper instead of government paper, and that less federal spending means more spending on Main Street. According to that line of thinking, the U.S. monetary system is a zero-sum game.

But, after three years of reading about our system, I no longer believe that it works that way. Let me channel, for a few paragraphs, the ideas of Warren Mosler, Stephanie Kelton and other proponents of Modern Monetary Theory—which is not a theory so much as a clearer understanding of the way our financial system actually functions. 

As everyone knows, local banks create money out of thin air when they grant lines of credit. We seem to agree that that’s not a bad thing—as long as you don’t overdo it. As everyone may also know, the banks’ bank—the Fed—also creates money out of thin air. That’s not a bad thing either—as long as you don’t overdo it.

Sure, we’ve overdone it. For decades. But now is not the time for the Fed and the Treasury Department and the U.S. Congress to suddenly under-do it. Yes, we’re collectively sitting on a somewhat rotten limb. But we shouldn’t necessarily saw off that limb. And not on the basis of misconceptions.

One of the myths in our politics and our economy—a myth that both presidential candidates seem to honor, more or less—is that the private sector funds the government through taxes that are, as some people like to put it, “confiscatory.”

Not so. Under our financial system, the federal government funds the private sector by spending money into existence. Then it reverses the process and extinguishes part of the money by collecting federal taxes.

As the investor/writer Warren Mosler puts it, “The funds to pay taxes and buy government securities come from government spending.” 

There’s a related myth that we’re in the hole to Chinese lenders. Not true. We aren’t running up a suicidal credit card balance with the Chinese. We pay dollars to the Chinese for inexpensive goods. With some of those dollars, the Chinese buy U.S. Treasuries. The Chinese, in effect, hand us the money with which we will repay them.

When I chat with my neighbors over the back fence, they often segue from complaining about federal taxes to complaining about local property taxes. They don’t see the fundamental difference between the two. Local taxes are the dues we pay to live in a community and use public services. Local governments don’t issue the currency that we use to pay them.

But our federal government, by definition and design, is different.

Financially, it operates counterclockwise to the local government and the private economy. As the chart from economist Stephanie Kelton on this page shows, when the federal government runs a deficit, the private sector experiences a surplus. And when the federal government runs a surplus (as it did at the end of the Clinton administration) a private sector deficit soon follows.

Many people will find it difficult to accept the notion that the run-up in asset prices over the past 30 years—all that “wealth creation” that Boomers plan to retire on—was largely financed by the enormous run-up in federal debt over the past 30 years.  

Believe it. It can’t be otherwise. Every debt has a corresponding asset. And vice-versa. If we balance the budget and shrink the federal debt, we shrink everyone’s assets.

Don’t get me wrong: The current monetary situation isn’t healthy. We’re merely enjoying the false health of a well-supplied addict. But I, for one, would rather not eat cold turkey this Thanksgiving.  

© 2012 RIJ Publishing LLC. All rights reserved.

Major U.S. firms seek to remove DB obligations: Reuters

Two giant telecom companies announced major defined benefit pension de-risking moves last week, Reuters reported. On October 19, AT&T announced that it would move a $9.5 billion stake in its wireless business into its underfunded pension plan.

Earlier last week, Verizon said it would sell $7.5 billion in pension obligations to Prudential Financial Inc., which bought part of General Motors’ pension obligations earlier this year.

In a survey released earlier this year by Aon Hewitt, 35% of about 500 large American employers said they expect to offer a lump sum payout to DB plan participants.

Companies are beginning to believe that interest rates will not rise in the near future, analysts told Reuters. Low interest rates mean lower returns on the investments companies use to pay their pension obligations.

Verizon hopes to remove a quarter of its pension burden with a single upfront payment to Prudential in a terminal funding deal. Verizon has said it would inject $2.5 billion into its pension plan prior to closing it.

Besides the two telecoms and General Motors, at least four other firms—Taco Bell, Yum Brands (owner of KFC), Kimberly-Clark Corp. and Sears—have taken similar steps.   Kimberly-Clark recently told about 10,000 ex-employees not yet receiving retirement benefits that it would offer them a lump sum distribution. Sears Holdings Corp in September contributed $203 million to its pension plan to make it at least 80% funded.

Archer Daniels recently began telling vested former workers they are eligible for a payout. Depending on uptake, ADM estimates it could “reduce its global pension benefit obligation by approximately $140-$210 million and improve its pension underfunding by approximately $35-$55 million.”

Yum said in its filings that it is making a similar decision “in an effort to reduce our ongoing volatility and administration expense.” Funding would come from existing pension assets. It expects a pre-tax non-cash charge between $25 million and $75 million for that purpose in the fourth quarter of 2012.

Major U.S. firms seek to remove DB obligations: Reuters

Two giant telecom companies announced major defined benefit pension de-risking moves last week, Reuters reported. On October 19, AT&T announced that it would move a $9.5 billion stake in its wireless business into its underfunded pension plan.

Earlier last week, Verizon said it would sell $7.5 billion in pension obligations to Prudential Financial Inc., which bought part of General Motors’ pension obligations earlier this year.

In a survey released earlier this year by Aon Hewitt, 35% of about 500 large American employers said they expect to offer a lump sum payout to DB plan participants.

Companies are beginning to believe that interest rates will not rise in the near future, analysts told Reuters. Low interest rates mean lower returns on the investments companies use to pay their pension obligations.

Verizon hopes to remove a quarter of its pension burden with a single upfront payment to Prudential in a terminal funding deal. Verizon has said it would inject $2.5 billion into its pension plan prior to closing it.

Besides the two telecoms and General Motors, at least four other firms—Taco Bell, Yum Brands (owner of KFC), Kimberly-Clark Corp. and Sears—have taken similar steps.   Kimberly-Clark recently told about 10,000 ex-employees not yet receiving retirement benefits that it would offer them a lump sum distribution. Sears Holdings Corp in September contributed $203 million to its pension plan to make it at least 80% funded.

Archer Daniels recently began telling vested former workers they are eligible for a payout. Depending on uptake, ADM estimates it could “reduce its global pension benefit obligation by approximately $140-$210 million and improve its pension underfunding by approximately $35-$55 million.”

Yum said in its filings that it is making a similar decision “in an effort to reduce our ongoing volatility and administration expense.” Funding would come from existing pension assets. It expects a pre-tax non-cash charge between $25 million and $75 million for that purpose in the fourth quarter of 2012.

Decumulation expert Wade Pfau to teach at The American College

The American College of Financial Services has hired Wade Pfau, Ph.D., the award-winning Princeton-educated author of several recent academic and popular articles on decumulation, to teach in its new 12-course doctoral program for financial professionals, which is funded by a new $5 million grant from New York Life.

Pfau, 35, is currently an associate professor and director of the Macroeconomic Policy Program at the National Graduate Institute for Policy Studies in Tokyo, where he has taught since 2003. He holds the Chartered Financial Analyst (CFA) designation.

He received three bachelor degrees (in history, economics and political science) from the University of Iowa in 1999 and received his M.A. and Ph.D. from Princeton in 2003. His dissertation topic was Social Security reform and his thesis advisor was Alan Blinder, former vice chairman of the Federal Reserve.

Pfau’s work on retirement income and decumulation has become familiar recently to readers of his Retirement Researcher blog, wpfau.blogspot.com, and of his articles in the Advisor Perspectives e-newsletter.

Pfau said he will continue until March 2013 in the voluntary position of interim curriculum director for the Retirement Management Analyst (RMA) designation, which is offered by the Boston-based Retirement Income Industry Association, founded by Francois Gadenne.

The American College, located in Bryn Mawr, Pa., is also the home of The New York Life Center for Retirement Income, which sponsors the Retirement Income Certified Professional (RICP) designation—which is aimed at the same audience of financial advisors as the RMA.

“I’ll probably be involved in the New York Life Center,” Pfau told RIJ in an interview last night from his office in Japan. “I did a video for them on safe withdrawal rates last summer.” 

Pfau recently received three awards that suddenly lifted his visibility in the retirement income community. At the RIIA annual meeting in early October, Pfau was co-winner of the organization’s Academic Thought Leadership Award for 2012, in recognition for two articles, “Choosing a Retirement Income Strategy: A New Evaluation Framework,” and “Choosing a Retirement Income Strategy: Outcome Measures and Best Practices.”

He received the Journal of Financial Planning’s inaugural Montgomery-Warschauer Award for 2011, chosen by the editors to “honor the paper that provided the most outstanding contribution for the betterment of the Journal’s readership.” The award is for the paper, “Safe Savings Rates: A New Approach to Retirement Planning over the Lifecycle.” He was also one of six winners of Financial Planning magazine’s 2012 Influencer Award.

Pfau told RIJ that his early goal was to be a U.S. government economist. But after receiving his Ph.D. he took a teaching job in Japan, where he became interested in the evolution of public pension plans in emerging market countries such as Thailand and Vietnam from defined benefit to defined contribution structures.

His first paper for the Journal of Financial Planning, “An International Perspective on Safe Withdrawal Rates from Retirement Savings: The Demise of the 4 Percent Rule?” was published in December 2010.

When he relocates from Tokyo to the Philadelphia area, Pfau will find many like-minded academics and professionals nearby, at The Vanguard Group in Malvern, Pa., at ING’s offices in West Chester, Pa., at Lincoln Financial Group, at the Pension Research Council of The Wharton School of the University of Pennsylvania, and at the Retirement Management Executive Forum, hosted by Diversifed Services Group, Inc.

© 2012 RIJ Publishing LLC. All rights reserved.

Boomers Aren’t The Only Fish in the Sea

Affluent, high-net wealth younger investors, or “Accumulators,” are higher-value targets for the sales efforts of financial services firms and advisors than are traditional bread-and-butter “Pre-Retirees,” according to the Boston-area research firm Hearts & Wallets.

As defined by Hearts & Wallets, Accumulators are mid- and late-career investors, ages 28 to 64, who do not yet consider themselves pre-retirees. They control about half of all U.S. household investable assets.

By contrast, Pre-Retirees are those of any age who consider themselves within five years of retirement. Only 4.8 million households, controlling $3.1 trillion in investable assets, are Pre-Retirees, and only 55% of true Pre-Retirees are 55 to 64 years of age. The rest are younger or older.

“This study reaffirms the importance of including Accumulators in any client acquisition plan,” said Laura Varas, principal of Hearts & Wallets. “For too long the industry has focused on pre- retirees as the golden goose.

“Neglecting Accumulators by leaving them unsatisfied in financial advice will result in this segment creating relationships with other options, perhaps even category newcomers or technology solutions, to the long-term detriment of industry stalwarts,” Varas added.

Accumulators have needs too

Accumulators face even bigger financial advice gaps than older people, according to Insight Module “Trended Engagement Model: Reasons for Seeking Help and Taking Action,” the latest release from Hearts & Wallets’ 2012 Investor Quantitative Panel. It is based on a survey of more than 5,400 U.S. households.           

Four in 10 Accumulators find retirement planning difficult but aren’t getting help. A similar proportion hasn’t yet sought help in getting started saving and investing. The biggest advice gaps for all lifestages are “knowing how to find the right resources” and “handling market volatility emotionally.”

Only 23% of Affluent/HNW Accumulators sought help for choosing appropriate investments in 2012 versus 30% in 2010. The most common action taken after seeking advice was to increase savings.

 “The trend to not seek help with financial tasks continues downward in 2012. This reflects investors’ decreased engagement, which is related to the low trust Americans have in financial services providers,” said Chris Brown, a Hearts & Wallets principal.  “Only one in five Americans places full trust in their primary and secondary providers, down from one in four in 2011. Accumulators are looking for sound financial advice but they are held back from seeking help with financial tasks because they are unsure of whom they can trust.”   

Three ‘screaming needs’

“Our focus groups continue to suggest that until investors’ three screaming unmet needs are satisfied, [investors’ levels of] trust and engagement will remain low,” Brown added. Hearts & Wallets has identified those three unmet needs as questions that service providers aren’t adequately answering: 1) What do you do? (2) How are you paid? and (3) How can I evaluate you?

Accumulators are also at the center of the account consolidation trend. More than four in 10, or 42%, of Affluent/High-Net Worth Accumulators have either consolidated accounts with fewer products or plan to. Accumulator money movement is driven more by what Hearts & Wallets calls the “advice-pricing value propositions” than by pre-retirement simplification.

Overall, investors found financial tasks less difficult in 2012 than in 2011, Hearts & Wallets found. Retirement planning continues to lead as the most difficult task. Getting started saving and investing ranks second.

Though wealthier investors tend to have an easier time with financial activities than their less affluent counterparts, one-third of Affluent/HNW Accumulators said choosing appropriate investments, retirement planning and knowing how to find the right resources are “very difficult.” As with the general population, fewer Affluent/HNW Accumulators sought help with financial tasks in 2012 than in 2011 or 2010.

© 2012 RIJ Publishing LLC. All rights reserved.

Paint It Black

The first speaker at this year’s Big Picture Conference in New York on October 10 was Neil Barofsky, author of Bailout: An Inside Account of How Washington Abandoned Main Street while Bailing Out Wall Street. A special inspector general on TARP along with Elizabeth Warren, Barofsky shared some details from his book of what he considers a failed project.

Rather than pursue its bi-partisan mandate to break up banks and preserve home ownership, he said, TARP rewarded the biggest banks and made them 20% to 25% larger. Very little of the money set aside to help people stay in their homes and pay their mortgages actually went for that purpose. Far from lending or renegotiating the terms of troubled loans, banks actually took more money from consumers in higher fees.

Neil BarofskyBarofsky (left), who now teaches at New York University, said that Treasury Secretary Tim Geithner and the other Goldman Sachs alumni who ran TARP treated him and Ms. Warren as though they were “stupid” because they didn’t have financial institution experience. The bankers also tried to turn Barofsky and Warren against each other, he said.

As for TARP’s mandate to be transparent, Barofsky said the program was anything but. “TARP wasn’t just anti-transparent, it was hostile to transparency,” he said. Geithner et al were more interested in protecting the banks than the people.   

Barofsky still believes the government should break up the largest banks—either through a modified form of the Glass-Steagall Act or by raising banks’ reserve requirements. “An incredible opportunity was lost,” he said. In the end, “Dodd Frank was an illusion of effective regulation.”

Hyperinflation?

The next gloom-purveyor was Dylan Grice, the author of Popular Delusions and a global strategist at Societe Generale, who warned that the Fed’s “quantitative easing” policy may bring hyperinflation. In his view, it debases the currency, destroys trust between debtor and creditor, frays the social dimension of money, erodes the basis of capitalism and invites social unrest.  When you print money instead of raising taxes, he added on a populist note, you benefit the rich at the expense of everyone else.

Dylan GriceGrice (right) quoted Keynes on inflation: “By continuing a process of inflation, governments can confiscate, secretly and unobserved, an important part of the wealth of their citizens. By this method they not only confiscate, but they confiscate arbitrarily; and, while the process impoverishes many, it actually enriches some.”

“We need a recession to help stabilize the future,” he said, in a pitch for the cleansing power of deflation. Otherwise we risk “great disorder” of the kind already manifest in the activities of the Tea Party and Occupy Wall Street movements. Europe has coped with its credit crunch by taking money from pension funds, he said; Japan has been printing money and lagging economically for 20 years.

Call him ‘Lucky Jim’

It was not all fire and brimstone. Jim O’Shaughnessy (below left), chairman and CEO of O’Shaughnessy Asset Management, introduced a positive note by arguing that it’s now a great time to buy stocks because the stock market makes its greatest leaps when the country is emerging from recession.

“I still believe we’re living in a Great Recession and this is the time to make sure you’re fully diversified,” he said.

James O'ShaughnessyO’Shaughnessy’s three-part formula calls for investing on the basis of Quality (Companies with strong financials), Value (Underpriced companies); and Yield (Companies that pay a reliable dividend). Most investors, he noted, do the opposite. Even during the stock market’s worst 20-year period, from 1929-1949, stocks generated an average annual total return of 6%, he said.   

He holds 50% stocks, 19% REITs and 16% high-yield bonds. Echoing Grice’s comments, O’Shaughnessy said inflation is a subtle and pernicious tax; but he believes that even during periods of high inflation stocks, convertible bonds, and high-yield bonds will do well. 

David Rosenberg, the chief economist and strategist at Gluskin Sheff & Associates, a Canadian asset management firm, addressed the New Normal, i.e., the current subpar recovery in which headwinds like the depressed net worth of U.S. households and an unacknowledged jobless rate of 15% continue to buffet the markets—despite government fiscal and monetary responses.

The economy should be growing at a rate of 8%, not 1.8%, he said. Since the ill effects of a credit collapse typically last five to seven years, he added: “I like to think we’re halfway through the credit curve.” But “the world is awash in debt,” he mourned, pointing to Europe’s recession and slower growth in China and Korea.

Time to “short Starbucks”?

Perennial Big Picture guest speaker James Bianco of Bianco Research, an affiliate of Arbor Research & Trading, suggested that the economy should be growing at a rate of 2.5%; instead of hovering close to zero. Year-over-year corporate earnings are in the same ballpark, Bianco (below right) said.

“Earnings suck,” he said. “We’re not increasing wealth, we’re just reducing loss.” There hasn’t been any real deleveraging, he believes, and compares QE 1, 2, and 3 to “trying to drink yourself sober.”  

James BiancoIndeed, the recession may not actually be over, opined Michael Belkin, a financial market strategist and author of the Belkin Report. Despite the healthy-looking stock market, he believes we’re slipping back into a recession. He advises investors to short the broad market, get out of technology and industrial materials, short Starbucks, and load up on consumer staples, health care, utilities and financials—in that order.

As at last year’s Big Picture Conference, speakers warned about high frequency trading, or HFT. Sal Arnuk, co-founder and co-head of Themis Trading and Josh Brown, a reporter for the Wall Street Journal, described the disturbing rise of HFT, which may now account for 70% or more of market turnover.

“HFTs don’t have any of the responsibilities of the exchanges but they’re collecting riskless profits from them—a process that certainly seems rigged,” Brown said. Using specialized order types, they get direct feeds of spreads ahead of the consolidated tape and calculate the best bid and offer before the rest of the nation knows about it.

It’s all in your mind

Barry Ritholtz, who created the conference, is CEO and director of equity research at Fusion IQ. Focusing on behavioral finance, he described the typical bull market investor’s sad journey from initial optimism and excitement through anxiety, denial and, finally, despondency. Investors tend to remember the pleasant and forget the unpleasant, he said.

Barry RitholtzThe more self-confident an investor is, the worse his track record, Rithotlz told his audience of Wall Street veterans. We all have a tendency to seek out facts that confirm our biases. We focus on recent data points and fail to see long-term trends. If a bull market is announced on a magazine cover, Ritholtz reminded anyone who needed reminding, you can be sure that it’s over. “Optimistic people, he said, “are unable to evaluate their own ability and it’s devastating to their investments.”

 

 

 

 

© 2012 RIJ Publishing LLC. All rights reserved. 

Bond funds on track to receive net $300 billion for 2012

Mutual fund investors, already adding more than $1 trillion to their bond fund holdings since the 2008 crisis, continued to search for income and safety in bond funds during September, according to Strategic Insight.

“Insatiable demand for income and a lingering, semi-permanent state of investment anxiety continue to drive the choices for most mutual fund investors,” said Avi Nachmany, Strategic Insight’s Director of Research.

Bond funds gained another $32 billion in September, and are projected to amass over $300 billion in net inflows for the full year, exceeding 2010 and 2011 pace, according to the research firm’s latest report. (Flow data includes open-end mutual funds, excluding ETFs and funds underlying variable annuities.)

Investors in stock funds remained cautious, though, despite stock markets double-digit returns so far in 2012. Equity fund shareholders are taking some of their recent profits “off the table,” as stock fund redemptions during September were at the highest monthly level this year, climbing to $17 billion.

(In contrast, ETFs investing in stocks attracted $33 billion during September, their highest monthly take in four years. More ETF observations are discussed below.)

“We anticipate recent investors’ preference to persist in the coming months, but that a slow rotation towards stock funds may emerge in 2013,” added Mr. Nachmany.

Asset allocation funds attracted nearly $1 billion in net flows during September, bringing quarterly net intake to $3.8 billion. “As advisors and investors observe continued economic uncertainty, they increasingly trust the portfolio solutions offered by investment managers,” added Bridget Bearden, head of Strategic Insight’s Defined Contribution and Target Date funds practice.

Money-market funds moved into net redemptions during the month of $5.5 billion, bringing redemptions in such funds to nearly $150 billion so far in 2012.

Exchange-traded products benefited from $36 billion of September net intake, bringing total ETF net inflows (including ETNotes) to nearly $130 billion for the first nine months of 2012, already exceeding the full-year gain in each of the past three years. U.S. Large and Small Cap, Emerging Markets, Gold and Real Estate, and High Yield Corporate bonds were among the many categories gaining inflows, while a number of high-quality bond categories experienced modest redemptions.

About 60% of ETF assets and flows are now sourced from individual investors while 40% are held by institutional investors, according to Strategic Insight research.

Hedge fund assets down 28.7% from 2008 peak

The hedge fund industry took in $5.1 billion (0.3% of assets) in August, reversing a $9.2 billion outflow (0.5% of assets) in July, according to the TrimTabs/BarclayHedge Hedge Fund Flow Report. Based on data from 2,999 funds, the report estimated that industry assets stood at $1.7 trillion in August, down 28.7% from their June 2008 peak of $2.4 trillion. 

“The inflows we saw in August could not mask the profound troubles facing the hedge fund industry this year,” said Sol Waksman, founder and president of BarclayHedge. “While the industry had inflows in four of the first eight months of 2012, much stronger outflows in the other four months yielded net redemptions of $13.2 billion (2.0% of assets) year to date.”

In addition to losing assets this year, the hedge fund industry continued to underperform the benchmark S&P 500, gaining 1.05% in August while the S&P 500 rose 1.98%.  For the first eight months of 2012, the industry earned a 4.2% return while the S&P 500 rose 10.1%.

Of the 13 major hedge fund categories that TrimTabs and BarclayHedge track, fixed income funds attracted the most assets in all three time horizons measured in the report: Monthly, year-to-date, and over the past 12 months. Fixed income funds also had the best 12-month returns at 7.1% and the second-best y-t-d returns at 6.2% (Convertible Arbitrage funds came in first at 6.8%).

“Fixed income funds significantly bested the hedge fund industry average of 1.3% for the past 12 months,” said Charles Biderman, founder and CEO of TrimTabs.  “We cannot help noting that while the S&P 500 rose 15.4% from September 2011 to August 2012, the best stock-based hedge fund strategy, Equity Long Bias, produced a meager 2.0% return.  As an industry, hedge funds seem to have lost their touch in the stock market.”

Among the eight global regions tracked in the report, hedge funds based in Canada had the highest returns in August at 2.9%, while funds based in Japan performed worst at 0.2%.  Also in August, funds based in Continental Europe had the largest inflows at 0.6% of assets while China/Hong Kong funds and Japan-based funds had the largest outflows at 0.6% of assets for each category.

“It appears investors were unloading Asia funds and investing them in hope of tapping a rebound in euro-denominated securities, which took a strong beating in the debt-crisis sell-off earlier this year,” said Leon Mirochnik, vice president at TrimTabs. 

Meanwhile, the September 2012 TrimTabs/BarclayHedge Survey of Hedge Fund Managers found that sentiment was evenly divided between neutral and bullish on the performance of the S&P 500 for October. Conducted in late September, the survey of 81 hedge fund managers also found that a majority expect Barack Obama to be re-elected and an even stronger majority expect control of Congress to remain divided.

Taking Income, the Russell Way

Someday Rich, the new book by Russell Investments veterans Tim Noonan and Matt Smith, is a must-read for retirement planners, not just because it offers a clear model for evaluating each client’s retirement needs, but also because it shows how this approach can build trust and closeness with affluent clients.

Someday Rich book coverThe book’s authors—Noonan is managing director of capital markets at Russell Investments and Smith is a consultant and former Russell managing director—detail a methodology, linked to ideas published several years ago by their former colleague, Richard Fullmer, that applies the institutional framework for measuring pension liabilities to individuals.

Their “personal asset liability model” yields a ratio that addresses the question that clients care about most: Can I retire comfortably? Clients who have a ratio of 100%—that is, if they have enough invested savings to purchase a life annuity that could cover their important needs in retirement—are considered to be fully funded.

The Russell system gives life annuities a kind of backhanded compliment by using their purchase price as a threshold for staying fully invested. As long as a client has at least enough savings to pay for an annuity that can cover his or her future needs, the authors explain, the client can afford to postpone such a purchase.

If the client never needs an annuity, that’s ideal, they say. If the client merely delays the purchase of an annuity, that would be good too. For one, the cost of a lifetime income stream falls as the client ages. Second, most clients are happy to keep their assets outside an annuity for as long as possible. Finally, a delay lets fee-based advisers keep assets under management that much longer. 

Clients with funded ratios between 85% and 130% (and who have savings of roughly $500,000 to $1.5 million) represent the “sweet spot” for the Someday Rich method. Clients with funded ratios of less than 85% usually have no choice but to buy an annuity if they want to mitigate longevity risk. Clients with funded ratios above 130% tend to be more preoccupied with estate planning than longevity risk. (Editor’s note: These categories correspond more or less to Jim Otar’s “Yellow Zone,” “Red Zone,” and “Green Zone” clients, respectively.) 

By making those in-between clients more aware of their funded ratio, the authors say, advisors can do them a big favor. The funded ratio indicates whether clients should think about working longer, investing differently, saving more, or spending less as they approach or transition into retirement. At the very least, showing clients their individualized funded status can spark a much more meaningful conversation than merely talking in generalities about asset allocation or fund performance. 

How to maintain funded status

A client’s potential for earned income—i.e., their “human capital”—will likely have the greatest impact on his or her funding ratio, the book says. But it’s just one of many factors. How much the clients save, spend and invest also affects the funded ratio, obviously, as do wild card factors like interest rates and share prices.    

As retirement approaches and one’s human capital declines or ends completely, the investment portfolio becomes more vulnerable to those wild card factors. During that transition period—when investment losses can, if not handled properly, do lasting damage to retirement security—advisors need to manage each client’s assets closely and, if possible, improve their funded ratio.

Someday Rich shows advisors how to engage with clients to determine the most effective withdrawal rates during retirement. Advisors can propose a variety of withdrawal rates and asset allocations, and demonstrate the probability that each combination will generate a long-range surplus or shortfall. Armed with that information, clients are better able to decide how much to spend or, alternately, how much to leave to heirs.     

As for the wisdom of increasing a client’s bond allocation as her or she nears retirement, the authors suggest using each client’s funded status as a guide. They recommend an “adaptive asset allocation method in which the advisor dynamically adjusts their [clients’] portfolio risk with respect to their funded status.” This entails buying stocks when stocks go up and selling when stocks go down—a downside-protection strategy that may strike some advisors as counter-intuitive.     

To maintain or improve the funded ratio, the authors also suggest “dynamic hedging strategies,” such as using put options to cover their equity exposures. A very different approach would be to reduce longevity risk by buying a life annuity to cover some or all of the client’s essential expenses, and taking more market risk with the remaining assets.  

Someday Rich covers other many topics. It provides strategies for engaging clients and recommendations for approaching different types of clients. It includes chapters (some contributed by other authors) on building confidence, on Russell’s approach to target date funds, on health, disability and long-term care insurance, and on Fullmer’s work on the measurement and mismeasurement of risk.

In sum, this readable and informative book gives retirement income advisors a framework for evaluating (and increasing) clients’ wealth. It is intended, ultimately, to make clients more likely to recommend the advisor to their friends and family. As the authors put it: “If by closely monitoring their funded status and adaptively managing their portfolio accordingly, you are able to help them sustain their financial security, avoid the cost of annuitization and retain control over their wealth, then you have truly earned your fee and your clients’ loyalty and trust.”

© 2012 RIJ Publishing LLC. All rights reserved.

It’s the health care, stupid

Though they may disagree on the best way to combat rising medical costs—either with means-testing, vouchers or Obamacare—people of all political stripes between the ages of 55 and 65 fear health care inflation with roughly equal intensity, according to research by Allianz Life. 

The Minneapolis-based insurer’s 2012 Retirement & Politics Survey shows that 67% of Americans within 10 years of retirement—64% of Republicans, 69% of Democrats, and 66% of Independents—listed healthcare expenses as their greatest financial anxiety.

Social Security ranked second at 53%, followed by tax payment changes (31%), rising national debt (26%), unemployment (19%) and education (4%) among the threats felt most strongly by people in the pre-retirement group that Allianz Life calls “Transition Boomers.”

Approach to savings varies with party affiliation

Republican Transition Boomers were likelier than Democrats, by 59% to 36%, to identify themselves as “conservative” or “moderately conservative” savers. Democrat Transition Boomers were more likely than Republicans, by 29% to 18%, to describe themselves as “balanced” savers, according to the survey.

Democrats and Republicans will react differently to the outcome of the election, the survey showed. Twenty-nine percent of Republican Transition Boomers said they would probably become more aggressive if Romney wins, while 30% of Democrats would become more conservative. Eighty-one percent of Democrat Transition Boomers anticipated no changes to their retirement approach if Obama keeps his post; 42% of Republicans would become more conservative.

Thirty-nine percent of Independents and 29% of those with no preference identified themselves as conservative or moderately conservative, while 30% of Independents and 34% with no preference identified themselves as balanced in their retirement savings approach.

Asked how they would react if Obama wins, 64% of Independents and 75% of no preference Transition Boomers said they would keep the same retirement savings strategy. If Romney wins, 61% of Independents and 73% of no preference Transition Boomers said they would keep the same retirement savings strategy.

Slightly more Republicans start saving earlier

Seventy-two percent of Transition Boomers began saving for retirement in their 40s or earlier, and 28% started in their 30s. More Republicans than Democrats or Independents or those without party preference started saving for retirement before age 50 (79% to 69%, 71% to 67%, respectively). In total, 17% of Transition Boomers hadn’t begun saving for retirement yet. Only 12% of Republicans, 19% of Democrats, 19% of Independents, and 23% of those with no party preference said they have not yet begun saving for retirement.

The Allianz Life 2012 Retirement & Politics Survey was commissioned by Allianz Life Insurance Company of North America and conducted from Sept. 17-20, 2012 among a random sample of online panelists by Ipsos. The results included 1,209 respondents between age 55 and 65. 

© 2012 RIJ Publishing LLC. All rights reserved.

Wells Fargo reports wagon-load of income

Wells Fargo & Co. reported net income of $4.9 billion for the third quarter, up 27% from the prior quarter and up 22% from 2011, the company reported, noting that it had achieved six consecutive quarters of record net income and earnings per share.

The company’s Wealth, Brokerage and Retirement division reported net income of $338 million, down $5 million from second quarter 2012. Revenue ($3.0 billion, up 2% from 2Q 2012) benefited from $45 million in gains on deferred compensation plan investments. Net income rose $48 million from 3Q 2011.

Excluding deferred compensation, revenue was down one percent primarily due to lower net interest income and reduced securities gains in the brokerage business, partially offset by growth in managed account fee revenue.

Total provision for credit losses decreased $7 million from second quarter 2012 and $18 million from third quarter 2011. The provision in both periods included a $10 million credit reserve release. Noninterest expense increased 3% from 2Q 2012 related to higher deferred compensation plan expense.

© 2012 RIJ Publishing LLC. All rights reserved.

Nationwide repositions annuities for sale to RIAs

With an eye toward growing its share of the fee-based advisory market, Nationwide Financial intends to integrate distribution of certain no-commission variable annuity contracts with distribution of the company’s traditional offerings.

Nationwide will move the distribution of its “America’s marketFLEX Advisor” and “marketFLEX II” variable annuities, which offer exposure to alternative investments, and the “Nationwide Income Architect” variable annuity, which has a lifetime income benefit, from “specialty” to “core” products area, which includes mutual funds, life insurance and retirement plans.

“The move will better align Nationwide’s product offerings with its team-based approach that puts advisors in touch with specialists across a broad range of client solutions” for consultation on retirement income, accumulation and risk management, the Columbus, Ohio-based company said in a release.  

 “The growing success of the fee-based market and increased use of alternative investments has us broadening the distribution of our specialty product offerings,” said John Carter, president of distribution and sales for Nationwide Financial, in a release. “Moving these to our core product line provides advisors a wider variety of tools to help their clients prepare for and live in retirement.”

© 2012 RIJ Publishing LLC. All rights reserved.

Fitch releases analysis of U.S. life insurers investment holdings

At year-end 2011, the general account assets of U.S. life insurance companies were predominately invested in bonds and mortgage loans, according to a new Special Report from Fitch Ratings.

Fixed-income securities on average accounted for 83% of total invested assets. The remaining 17% was comprised of contract loans, cash, stock, derivatives, real estate and other invested assets.

Fitch’s findings are based on statutory information compiled annually from an investment survey of its universe of rated life insurance entities, which represents about two-thirds of the total life insurance industry’s general account invested assets and includes 16 of the largest 20 life insurance groups in the U.S. based on total admitted assets.

Corporate bonds accounted for more than 60% of the total bond holdings. Eighty percent of the corporate bonds were rated BBB or higher and only 11% were below investment-grade. Exposure to foreign government bonds was less than 1%.

Structured securities represented 20% of the investment portfolio among the companies surveyed. These included agency pass-throughs, commercial mortgage-backed securities (CMBS), non-agency RMBS, and asset-back securities (ABS).

Overall quality of commercial loan portfolios remains solid. Ninety-one percent of commercial loans had loan-to-values below 80% at year-end 2011, which represents an improvement from 84% at year-end 2010.

Debt service coverage ratios (DSCR) were also strong; only 6% of commercial mortgage loans had DSCRs below the breakeven point of 1.0x.

Common and preferred equity exposure in life insurers’ general account portfolios remains low. For most life companies, the bulk of their equity market exposure is in non-guaranteed separate accounts tied to variable annuities and pension business. Companies also have additional exposure to asset classes such as common equity and real estate through investments held in Schedule BA.

Cash and short-term investments as a percentage of total invested assets remained unchanged from the end of 2010. Fitch had expected this to decline in 2011 as companies deployed their excess capital accumulated during the financial crisis.

Fitch now believes many companies are holding cash due to long-term interest rate uncertainty. The notable exception was AIG Life, which held 10% of invested assets in cash at year-end 2010 but began deploying it in 2011. By year-end 2011, AIG Life’s cash position fell to approximately 1% of total invested assets.

© 2012 RIJ Publishing LLC. All rights reserved.

Allianz Life re-enhances living benefit rider

The annual “rollup” on the optional Income Protector rider of the Allianz Vision variable annuity will increase to 6% from 5% on contracts issued on or after October 15, 2012, Allianz Life Insurance Company of North America said this week.

The rollup had once been as high as 7% a year. Then it went down, and now it has recovered half of its loss. “The rollup was previously higher,” an Allianz Life spokesman told RIJ. “We reduced the annual increase from 7% to 5% on July 23, 2012 due to market conditions. Because the environment has stabilized, we were able to bring the annual increase back up to 6%,
effective on Income Protector Riders issued on or after October 15, 2012.”

The rollup is a bonus credited to the contract’s guaranteed income base, which is used to calculate the income payout, as long as certain conditions are met. The rollup is not linked to the contract’s cash value.

The Income Protector’s rollup continues for potentially longer than rollups on most VA living benefit riders. As long as the contract owner doesn’t begin taking income, the benefit base goes up by 1.50% simple interest each quarter for up to 30 years or until the contract owner reaches age 91, whichever is sooner. People who buy the contract at age 40, for example, could benefit from the rollup until age 70.

The subaccounts offered to those who choose the rider include four Allianz Fund of Funds, five intermediate bond funds, a PIMCO high-yield portfolio, an Allianz cash equivalent fund, and seven “speciality” funds. The accounts of rider owners are rebalanced quarterly.

The payout rate between ages 60 and 64 under Income Protector is 4% for individuals and 3.5% for couples. For people 65 to 79 years old, the payout rate is 4.5 for individuals and 4% for couples. For those 80 years old and older, the payout rate is 5.5% for individuals and 5% for couples.

Allianz Vision Variable Annuity mortality and expense risk charges range from 1.40% to 1.70% depending on the contract selected. The optional Income Protector rider is available for an additional current annual charge of 1.20% for single or joint Lifetime Plus payments. The annual rider charge is subject to change, but will never be less than the minimum charge of 0.50% or exceed the maximum of 2.50% for single or 2.75% for joint. The rider charge cannot increase/decrease more than 0.50% in any 12-month period.

© 2012 RIJ Publishing LLC. All rights reserved.

The Changing American Family

Whatever happened to the “typical” American family of four: Mom, Pop, and two kids? This is an important question because every time a change in federal health care policy or any retirement program is proposed its impact on that supposedly typical family of four is at the center of the debate.

But lost in that debate is this simple fact: That type of family, a married couple with two children, is a very long way from being representative of U.S. households, if they ever were.  The 2010 Census revealed that married couples are, for the first time, less than half (48%) of U.S. households, those with any children under age 18 are just 20%, and those with two children are 8%, or less than one in 10 households.

Illustration for MetLife Mature Market Insitute storyIn a 50-year period, the number of U.S. households has more than doubled, rising from 53 million in 1960 to almost 117 million in 2010, a 120% increase. At the same time, the number of married couples with children actually slightly declined, from 23.9 million to 23.6 million — not a huge number change, but a notable change in direction for the married population.

What has increased the most is the number of people who live alone.  The 7 million counted in 1960 (then 13% of all households) jumped 350% to 31.2 million, and now accounts for 27% of all households.  People who live alone also now rank as the second largest household type, right behind married couples with no children under 18, who account for 28%.

Bottom Line — There Is No “Typical”

Today, no household category can be described as typical. This is because, unlike 50 years ago, no one type reached even a third of the total, as the charts below show. 


The Impact on Finances and Home Health Care

An accurate picture of the nation’s household structure is essential to gaining a deeper understanding of what resources families and other types of households need for their retirement planning as well as provisions for home health care.

Many retirement programs, such as Social Security, have spousal benefits that are not available to the now majority of households who are not married couples. But equally important is that unmarried individuals must fund their own retirement programs as well as pay all their household living expenses without the benefit of the second income that twothirds of married couples have.

From a health care planning perspective it is harder to control costs when patients can’t convalesce at home because no family members are there to help them. Unlike 50 years ago, many former hospital-based medical procedures are now done in an out-patient clinic, and recovery is expected to be done at home. That can be quite difficult for people who live alone or for those whose spouse must go to work.

Regarding longer term care, many elderly would prefer to be cared for at home rather than spend their retirement savings on a stay at a nursing home or rehabilitation facility. But almost half (45%) of householders age 65 or older live alone, making home health care delivery to them considerably more expensive.

There are no easy solutions to helping the many millions of single individuals plan for their retirement and manage their short- or long-term health care expenses. But it may help to fully acknowledge that Mom, Pop, and two kids are most certainly not the “typical” American family today.

Peter Francese founded American Demographics magazine, now part of Advertising Age.

© 2012 MetLife Mature Market Institute.

Fee Disclosure: Opportunity or Threat for Plan Advisors?

Ever since the Department of Labor’s two new fee disclosure rules went into effect last summer, plan sponsor advisors have been either bemoaning or celebrating the impact of the new rules on their business.  

Excluding for the moment the possibility that many reasonable people can see this issue from both sides, let’s say that a bright line exists between two groups of plan advisors:

  • Those who worry that plan sponsors will become obsessed with reducing fees, even if it means sacrificing quality, and that sponsors will fire good plan advisors in favor of sweet-talking low-bidders.
  • Those who can’t wait to capture new business by demonstrating that a plan sponsor’s existing advisor hasn’t been tough on fees. 

Now, before we sensationalize this matter, perhaps we should acknowledge that its significance could fade fast if Governor Romney defeats President Obama next month. Odds are good that a Romney-appointed Labor Secretary won’t employ an assistant secretary who believes in the disinfecting power of sunlight as zealously as Phyllis Borzi, the current chief of the DoL’s Employee Benefits Security Administration (EBSA).

Having said that, let’s assume that Obama wins the election and that the Labor Department will try to enforce the letter and spirit of ERISA regulations 408(b)(2) and 404(a)(5) in earnest.

In other words, let’s assume that Obama’s crusaders will push plan sponsors to benchmark their plans’ fees, send out requests-for-proposals and, ultimately, purge advisors who, through negligence or complicity, have allowed recordkeepers and fund companies to play the revenue-sharing game at participants’ expense.    

Tom Gonnella, senior vice president of corporate development at Denver-based Lincoln Trust Company, is among those who see fee disclosure as a major opportunity for his firm. He has already used the fee issue as a wedge to win new business. And, far from having to lower his own fees to get new clients, he finds that he can charge a premium because he reduces the costs of other service providers by so much.

“It’s easier to get clients” since the disclosure rules went into effect, Gonnella said at the Financial Planning Association’s Experience 2012 conference in San Antonio two weeks ago, where he served on an panel on this topic.

“Retirement plans are expensive. You’ll find that there are plans that cost over 200 basis points. So we might save somebody $50,000 in fees right away. We made our TPA (Third Party Administrator) clients look like heroes to the plan sponsors. As a result, we’ve actually been able to raise prices,” he said.

But that’s only one side of the story. While Gonnella sees the upside of fee disclosure, Mike DiCenso, president of Gallagher Fiduciary Advisors LLC of Itasca, Illinois, who appeared on the same FPA panel, worries that it will backfire. He sees a potential for fee disclosure to hurt participants by compelling plan sponsors to reduce costs without regard to quality.  Indeed, this is happening already, he said.

“There is absolutely margin compression going on,” DiCenso said with chagrin. To combat it, he said, advisors will need to do two things: get lean and sharpen their value proposition. Sloppy generalists, he inferred, will be vulnerable. “If you don’t identify and go after the right target market, and if you don’t get more efficient, you’ll find that there are enough advisors out there who will undersell you on price and make it up on volume.”

He anticipates lots of pressure from the DoL. “The regulatory environment is increasing,” he said. “The state and federal agencies are not on same page. There will be an increase in the number of auditors and the number of audits, with a huge emphasis on fees.”

DiCenso concedes that the DoL is right to be worried that Americans aren’t saving enough. But he’s not so sure that fee reduction per se is the best solution, or that plan advisors and other providers should be the scapegoats for participants’ own failures to save for retirement.

“If you look at the number of people with low savings, you can see why the government is taking action,” he said. “But, unfortunately, we have a litigious society instead of an accountability society. People aren’t looking inward for responsibility. They look to hold other people accountable, not themselves.”

As in so many other areas of the regulatory world, the slippery word “reasonable” is causing tremendous confusion and anxiety in the realm of retirement plan fees. A fiduciary—and both plan sponsors and advisors are fiduciaries under ERISA—must ensure that plan fees are “reasonable.” But reasonableness is notoriously difficult to define.

On the one hand, plan sponsors can tell fairly easily if a plan’s investment expenses, which make up some 80% of all fees, are higher or lower than average. (The average is 127 basis points, within a range of 87 to 162 basis points, not counting outliers.) But above-average fees can still be reasonable as long as the quality or quantity of the services provided justifies them. 

It’s too soon to say how all this will end, or whether the new regulations will ultimately succeed in making the U.S. workforce better-prepared for retirement. In the meantime 408(b)(2) and 404(a)(5) have put the advisory relationships in many of the smaller 483,000 defined contribution plans in the U.S. into play. The nimble will win. The snoozers will lose.

One useful tip from the members of the FPA panel: Due to a weakness in the regulations, many fund companies still don’t provide plan sponsors with enough information to determine exactly how much (in dollar terms, as opposed to percentages of assets) plan participants pay for each investment option. An advisor, they suggested, can add immediate value by deciphering the data and exposing the actual costs in terms of dollars and cents.

© 2012 RIJ Publishing LLC. All rights reserved.

Capacity Issues

Question: Now that their capacity to issue variable annuities with rich living benefits is constrained, where can major life insurance companies go for growth?

Answer: By redeploying their remaining capacity to lower-risk products—including fee-based VAs without living benefits—and aiming them at the relatively untapped market of registered investment advisors.

That’s one of the findings in Cerulli Associates’ new report, “Annuities and Insurance 2012: Evaluating Growth Capacity, Flows and Product Trends,” an executive summary of which was provided to RIJ this week by the Boston-based research firm. (The full report is available for purchase from Cerulli.)

“The major takeaway is that the top 15 carriers don’t currently have the ability or appetite to extend their [variable annuity] capacity, they do have an opportunity to redeploy some of that capacity,” said Donnie Ethier, a Cerulli senior analyst and the report’s principal author.

“This is why fee-based variable annuities are the immediate opportunity. Not only are they a way to redeploy some of that capacity from the traditional space, but we know for a fact that the fee-based channel is growing,” he added.

“But is there appetite for annuities among RIAs? We know the channel is growing, but is the appetite really there? We don’t know this yet. What we do know is that the guarantees are less important to RIAs than the costs and the underlying subaccounts.”

The new Cerulli report, the sixth in an annual series, focuses on the ability of the life insurance industry to meet the rising risk-mitigation needs of retiring Baby Boomers at a time when depressed interest rates and elevated equity volatility limit its capacity to take on new risk.

With so many carriers dialing down VA sales or exiting the market, capacity is a front-burner topic for life insurers. At the recent annual conference of the Insured Retirement Institute, participants in a panel discussion about capacity generally played down the problem, suggesting that any advisor or consumer who wants a variable annuity with a lifetime income rider can find one.

Judging by Cerulli’s report, the capacity issue isn’t so easily dismissed, nor is the industry taking it as lightly as the panel seemed to suggest. Cerulli puts the VA industry’s capacity at $163 billion. This number “is reassuring as total flows are expected to remain below this figure for several years to come,” the report says. “However, this affords the industry with insufficient room for growth.”

As Ethier explained in an email to RIJ: “Cerulli estimates gross VA sales to increase to about $164 billion by 2015, about $31 billion of that being net sales. Therefore, we believe the industry can handle the demand side with little difficulty until then, pending an improvement and stabilization of interest rates and equity markets. In turn, this would increase the capacity, allowing increased guarantees, new entrants, etc.

“Currently, the important take-away: Supply is effectively meeting consumer demand, and we believe this will remain into the future,” he added. “However, it leaves little room for the industry to significantly expand or improve. Which brings us back to the concept of ‘redeploying levels of industry capacity,’ since extending capacity is largely at the mercy of economic factors.”

According to Cerulli, there’s reason to be hopeful about annuity sales in general. Advisors receive more unsolicited requests for information about annuities than any other financial product, Cerulli says (see chart on RIJ’s home page.) Second, the industry can switch its emphasis to other products. But much depends on the industry’s ability to reach the fee-based advisors, including RIAs and parts of the independent channel.

Here’s how an excerpt from Cerulli’s new report describes the opportunities available to life insurers:

“While capacity cannot be extended, there are numerous emerging opportunities to redeploy capacity by means of additional annuity and life insurance solutions, including contingent deferred annuities, fixed-indexed annuities (FIA), and even indexed universal life insurance (IUL).

“The most imperative necessity is to capture the attention of fee-based advisors with I-share VAs. Collectively, or independently, these solutions may assist in easing the stresses of issuing traditional VA living benefits, as well as, increase net sales.

Europe’s Solvency II regulations and their impact on the reserve requirements of large European-domiciled insurers have the potential to exacerbate variable annuity capacity issues in the U.S., Ethier told RIJ. Solvency II could create a “domino effect,” he said, where the smaller companies that still offer rich living benefits couldn’t absorb the excess demand from customers that larger VA issuers turn away. To protect themselves from taking on too much risk, the smaller firms—say, Guardian or Ohio National, two mutual insurers that have attractive living benefits—might be forced to de-risk their products or close certain contracts entirely.   

SunAmerica, a unit of AIG, is the carrier best equipped to absorb more new business, Ethier wrote:

“SunAmerica represents one of the most optimistic numerical assumptions when calculating Cerulli’s prediction of the industry’s capacity. According to A.M. Best, AIG ranks as the fifth-largest insurer in the world, and number two in the U.S, on the basis of non-banking assets. Furthermore, it’s believed that VA assets make up less than 5% of AIG’s AUM, which is a key factor in forecasting their assistance in alleviating the industry’s capacity concern…  Ultimately, over time, Cerulli is confident that SunAmerica has the product solutions, hedging mechanisms, and distribution capabilities to rise to the top of the leaderboard, if rivals make way and AIG aspires to do so.”

The variable annuity industry’s future evidently depends to a large extent on how well it can pivot from a strategy where wholesalers tried to impress independent advisors with generous commissions and rich living benefits to a strategy that emphasizes the low fees, rich array of investment options and tax deferral that appeal to fee-based advisors.

“Clearly, the traditional pitch of variable annuity wholesalers won’t suffice,” Ethier said. “You can’t go to an RIA and say, ‘We have bigger benefits.’ It’s not that type of sale. Wholesalers need to be more specialized. They’ll need to understand the value proposition of their funds. It may make sense to have a model where wholesalers are CFAs [Chartered Financial Analysts], and have more expertise. But traditional selling will not work with RIAs.”

Ethier points out that Jefferson National has demonstrated that there’s a market among RIAs for a certain type of VA—a flat-fee VA with no insurance riders and lots of investment options. But Jefferson National’s sales, though they now exceed $1 billion, aren’t large enough to prove that that specific niche has vast potential.   

There are an estimated 47,000 advisors in the RIA channel, Ethier said, including about 18,000 who are dually licensed to sell investments and insurance. (The estimate doesn’t include the non-RIA advisors who use the fee-based compensation model.) While the overall financial advisory industry shrank slightly in the past seven years, the compounded annual growth rate of RIAs during that time was 10%, he noted.

According to Charles Schwab’s 2012 RIA Benchmarking Study, released last July, more than 1,000 RIA firms reported in excess of $425 billion in combined assets under management, with 105 of those firms managing $1 billion or more. The median participating firm had 186 clients, $212 million in AUM and $1.3 million in annual revenue.

© 2012 RIJ Publishing LLC. All rights reserved.

Fee disclosure puts thousands of plan advisor jobs in play

Ever since the Department of Labor’s two new fee disclosure rules went into effect at the beginning of July and the end of August, a debate has festered among plan sponsor advisors.

Ignoring for the moment the fact that many reasonable people can see this issue from both sides, let’s say that a trench has been dug between the following two camps:

  • Plan advisors who worry that plan sponsors will become obsessed with reducing fees, even if it means sacrificing quality, and that they will fire good plan sponsors in favor of carpet-bagging low-bidders.
  • Plan advisors who can’t wait to use evidence of higher-than-average plan fees as a way to disenchant plan sponsors with their current advisors, no matter competent and client-centric he or she had been.

Now, before we ratchet up the suspense level, we should acknowledge that this controversy will fade fast if Romney defeats Obama. Odds are good that a Romney-appointed Labor Secretary won’t employ an EBSA deputy who believes in the disinfecting power of sunlight as zealously as Phyllis Borzi does.

Having said that, let’s assume that Obama wins this highly consequential battle-of-straight-arrows and that his Labor Department will try to enforce the letter and spirit of ERISA regulations 408(b)(2), which requires service providers to disclose fees to plan sponsors, and 404a-5, which requires plan sponsors to disclose fees to plan participants, in earnest.

In other words, let’s assume that Obama’s crusaders will push plan sponsors to act in what they believe is the best long-term interest of participants: to benchmark their fees, send out new requests-for-proposals to competing plan advisors if necessary and, ultimately, purge advisors who have been AWOL or have allowed recordkeepers and fund companies to play the revenue-sharing game at participants’ expense.    

Tom Gonnella, senior vice president of corporate development at Denver-based Lincoln Trust Company, is among those who see fee disclosure as an opportunity. He has already used the fee issue to win new business.

“Now it’s easier to get clients,” said Gonnella at the Financial Planning Association’s Experience 2012 conference in San Antonio last week, where he served on an panel on this topic.

“Retirement plans are expensive. You’ll find that there are plans that cost over 200 basis points. So we can save somebody $50,000 in fees right away. We made our TPA (Third Party Administrator) clients look like heroes to the plan sponsors. As a result, we’ve actually been able to raise prices,” he said.

While Gonnella sees the upside of fee disclosure, Mike DiCenso, president of Gallagher Fiduciary Advisors LLC of Itasca, Illinois, who appeared on the same panel, worries that it will backfire. He sees potential for fee disclosure to hurt participants in the name of helping them by reducing the quality of the services they receive.  

“There is absolutely margin compression going on,” he said with undisguised chagrin. “If you don’t identify and go after the right target market, and if you don’t get more efficient, you’ll find that there are enough advisors out there who will undersell you on price and make it up on volume.”

“The regulatory environment is increasing,” he said. “The state and federal agencies not on same page. There will be an increase in the number of auditors and the number of audits, with a huge emphasis on fee disclosure.”

Gallagher concedes that the DoL is right to be worried that Americans aren’t saving enough. But he’s not so sure that fee reduction is the solution, or that plan advisors should take the heat for participants’ own failure to save.

“If you look at the number of people with low savings, you can see why the government is taking action,” he said. “But, unfortunately, we have a litigious society instead of an accountability society. People aren’t looking inward for responsibility. They look to hold other people accountable, not themselves.”

As in so many other areas of the regulatory world, the word “reasonable” is causing tremendous confusion and anxiety in this case. A fiduciary—and both plan sponsors and advisors are fiduciaries under ERISA—fees must be reasonable. But reasonableness isn’t necessarily self-evident. 

Plan sponsors can easily tell whether their plan’s investment expenses, which make up some 80% of all fees, are higher or lower than average. The average is 127 basis points, within a range of 87 to 162 basis points, not counting outliers. But above-average fees can be reasonable if the service quality justifies them. 

It’s too early to say how all this will end, or whether it will produce a workforce that’s better prepared for retirement. In the meantime 408b2 and 404b5 have put the advisory relationships in many of the smaller 483,000 defined contribution plans in the U.S. into play. As always, the nimble will win, and the snoozers will lose.

One useful tip from the panel: Due to a weakness in the regulations, many fund companies still don’t provide plan sponsors with enough information to tell exactly how much (in dollar terms, as opposed to percentages) the plan participants are paying for investments. Plan sponsors will be grateful to an advisor who can decipher the data and show them what their expenses actually are.

© 2012 RIJ Publishing LLC. All rights reserved.

Index annuity from Athene offers five rider-benefits

Athene Annuity & Life Assurance Company has launched ATHENE Benefit 10, a fixed index annuity paired with a rider that provides up to five discrete living and death benefits funded by a benefit base account.

  • Clients can access benefits needed; at death, the remaining account value is paid to their beneficiary.
  • The rider’s guaranteed lifetime withdrawal benefit provides an optional stream of income in retirement.
  • Income is enhanced by 50% if the client becomes unable to perform two of six activities of daily living on a permanent basis.
  • The balance of the rider’s benefit base is paid out over a period of five years if the client is confined to a nursing home,
  • Beneficiaries will receive the remaining value of the benefit base account upon the death of the owner.

According to a release from Athene, a client might start a stream of guaranteed income at retirement, increase that income by 50% if she breaks her hip and requires assistance in dressing and bathing, then activate her confinement benefit if she moves to a nursing home. The amount of each benefit is guaranteed, and determined by the balance in her benefit base account at the time of activation.

ATHENE Benefit 10 features a 6% premium bonus that vests over a 10-year period. The enhanced benefit rider includes early income bonus of up to 10% if lifetime withdrawals are begun prior to the eighth contract anniversary.

The contract includes a fixed account with a 5-year guaranteed rate and two indexed accounts, one monthly additive, the other annual point-to-point, both linked to the S&P 500. These accounts provide safety of principal and interest rate guarantees, along with the potential to earn interest based on the performance of an index.

ATHENE Benefit 10 with Enhanced Benefit Rider is currently available in 21 states.

© 2012 RIJ Publishing LLC. All rights reserved.

22 Vanguard funds switch to FTSE and CRSP benchmarks

To reduce fund expenses, Vanguard said it will stop using MSCI benchmarks and adopt FTSE benchmarks for six of its international stock index funds. The company will also adopt CRSP (the University of Chicago’s Center for Research in Security Prices) benchmarks for 16 of its U.S. stock and balanced index funds, according to a release.

Vanguard chief investment officer Gus Sauter said, “We negotiated licensing agreements for these benchmarks that we expect will enable us to deliver significant value to our index fund and ETF shareholders and lower expense ratios over time.”

Index licensing fees have represented a growing portion of the expenses that investors pay to own index funds and ETFs, Sauter said, adding that Vanguard’s new long-term agreements with FTSE and CRSP will provide cost certainty.

Six Vanguard international index funds with aggregate assets of $170 billion will transition to benchmarks in the FTSE Global Equity Index Series, including the $67 billion Vanguard Emerging Markets Stock Index Fund. This fund and its ETF Shares (ticker: VWO), the world’s largest emerging markets ETF (source: Strategic Insight, as of 7/31/12), will move from the MSCI Emerging Markets Index to the FTSE Emerging Index. While the two indexes are generally comparable, the FTSE Emerging Index classifies South Korea as a developed market.

Sixteen Vanguard stock and balanced index funds, with aggregate assets of $367 billion, will track CRSP benchmarks, including Vanguard’s largest index fund, the $197 billion Vanguard Total Stock Market Index Fund. The fund and its ETF Shares (ticker: VTI) will transition from the MSCI U.S. Broad Market Index to the CRSP US Total Market Index.

CRSP’s capitalization-weighted methodology uses “packeting,” which cushions the movement of stocks between adjacent indexes and allows holdings to be shared between two indexes of the same family. This approach maximizes style purity while minimizing index turnover.

© 2012 RIJ Publishing LLC. All rights reserved.