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No sex please, we’re British

A European Court of Justice decision has apparently made it illegal for insurers to use gender as a factor in calculating premium rates for insurance policies, the Financial Times reported. But experts studying the judgment said it did not cover savers buying an annuity through an employer-sponsored retirement plan.

Their annual premiums of female drivers ages 17 to 25, who had been deemed a lower risk than young men, are expected to rise 25% when unisex rates are imposed in December 2012.

Men approaching retirement will also suffer, with their annuity rates brought down to match those for women, who are usually offered lower rates as they tend to live longer. Male pension income could fall by up to 8%, or £8,000-£10,000 over a 20-year period for a 65-year-old man with a £100,000 pension fund, according to some estimates.

 “The directive clearly states that it should apply only to insurance and pensions that are private, voluntary and separate from the employment relationship,” said Phil Carroll, financial planning specialist with Skandia, the investment group.

“Our initial interpretation is that this could potentially create a disparity between workplace schemes and private pension schemes which would be a poor outcome for pension savers.”

Towers Watson, the consulting group, said: “The judgement itself appears to have direct effect only on the provision of goods and   services…  this includes individual private pension but not necessarily pensions provided in the employment arena.”

There are currently 3.5 million people in defined contribution (or money purchase) plans in the UK, with the bulk of annuities purchased by men.

However, advisers say that any loophole is likely to be temporary. “You can see a situation where men will annuitize with the workplace scheme because the rates are better, while female colleagues go to the market for a better unisex rate,” said Nigel Cooke at the accountancy firm Grant Thornton.

“Any loophole will be quickly closed because we are dealing with the law of unintended consequences.”

© 2011 RIJ Publishing LLC. All rights reserved.

FIAs and SPIAs shine in a let-down year for fixed annuities: Beacon Research

Fixed indexed and income annuities broke sales records in 2010, according to the Beacon Research Fixed Annuity Premium Study.  Annual indexed annuity results climbed 6% to an estimated $31.4 billion, accounting for a record 48% share of fixed annuity sales. Income annuity sales grew 2% to $8 billion, for a record 11% share. 

“Both product types benefitted from growing interest in guaranteed lifetime retirement income and protection from downside risk,” said Jeremy Alexander, CEO of Beacon Research, whose study doesn’t include fixed annuities in structured settlements or employer-sponsored retirement plans.

Fourth quarter indexed annuity sales were an estimated $8 billion, up 16% from fourth quarter 2009.  Income annuity sales of $1.9 billion advanced 4% from the year-ago quarter. But indexed and income annuity sales fell from the third quarter of 2010 by 7% and 11%, respectively.

Allianz Life was the overall fixed annuity leader in the fourth quarter, with sales of $2.003 billion. It had the top selling product, the MasterDex X indexed annuity, which dominated the independent producer channel.

Total U.S. sales of fixed annuities fell year-over-year, however, to an estimated $71.7 billion in 2010. That was 31% below 2009, the second-strongest year in the study’s eight-year history. Estimated fourth quarter sales of $16.7 billion slipped about 14% compared to both the year-ago and prior quarters.

Fixed rate annuity results were negatively affected by 2010’s interest rate environment. Annual book value sales dropped 49% from 2009 to an estimated $26.5 billion, while market value-adjusted products slid 61% to $5.8 billion. Fourth quarter’s book value sales were $5.6 billion, down 38% and 19% from the year-ago and prior quarters, respectively.  MVAs fell 29% relative to both periods, to $1.3 billion.

Although rates increased, the fixed annuity rate advantage diminished, and rising rate expectations were a disincentive to buy. Those who did purchase fixed annuities chose shorter rate terms to avoid locking in fourth quarter’s rates for longer periods.  

“Consumer demand for conservative investments with guarantees continues to be strong,” Alexander said. “We expect fixed annuity sales growth to resume when the rate environment becomes more favorable.”

Allianz led sales for the second consecutive quarter. American Equity (NYSE: AEL) moved up two notches to come in second, replacing Aviva, which came in fourth. New York Life continued in third place. Western National rejoined the top five in fifth place. Fourth quarter results for the top five study participants were as follows:

Total Fixed Annuity Sales (in thousands)

Allianz Life                                                                             2,003,961

American Equity Investment Life Insurance Co            1,554,401

New York Life                                                                        1,340,157

Aviva USA                                                                               1,334,859

Western National Life                                                          1,095,346           

 

Western National once again traded places with New York Life to become the quarter’s top company in book value annuity sales. Allianz continued as the dominant issuer of indexed annuities, and New York Life remained the long-time leader in income annuity sales.

Three of these companies also were distribution channel leaders.  Allianz had top sales through independent agents.  New York Life was the dominant company in the career agent and large/regional broker-dealer channels. Western National led in bank channel sales.  The remaining channel leaders were:  MassMutual, independent broker-dealers; Pacific Life, wirehouses, and; USAA, direct/third party.

Of the 500 products tracked by the Study, both Allianz and American Equity had two indexed annuities in the top five.  The Allianz MasterDex X was the quarter’s bestseller again, while Endurance Plus came in fifth.  American Equity’s Retirement Gold moved up a notch to take second place and its Bonus Gold placed fourth.  The New York Life Lifetime Income Annuity advanced one notch to come in third.

  

Rank     Company Name                    Product Name                                      Product Type

1            Allianz Life                                       MasterDex X                                            Indexed

2            American Equity                            Retirement Gold                                       Indexed                                               

3            New York Life                                 NYL Lifetime Income Annuity               Income

4            American Equity                            Bonus Gold                                                 Indexed

5            Allianz Life                                       Endurance Plus                                         Indexed

 

The New York Life Preferred Fixed Annuity was the new bank channel bestseller. In the large/regional B-D channel, The New York Life Secure Term Fixed Annuity replaced another New York Life product.  The other channel-leading products were repeat performers.

 

Channel                                    Company                        Product                                    Product Type

Banks and S&Ls                       New York Life            NYL Preferred Fixed Annuity             Book Value

Captive Agents                          New York Life            NYL Lifetime Income Annuity            Income           

Direct/Third Party                   USAA                          Flexible Retirement Annuity              Book Value                                                           

Independent BDs                     MassMutual              RetireEase                                                Income           

Indep. Producers                      Allianz Life                MasterDex X                                            Indexed

Large/Regional BDs                 New York Life           NYL Secure Term Fixed Annuity        Book Value

Wirehouses                                Pacific Life                 Pacific Frontiers II                                  MVA

 

About the Beacon Research Fixed Annuity Premium Study

The quarterly Study is the first and only source to track and analyze product-level fixed annuity sales on an ongoing basis. Providing timely market intelligence of the highest quality, it’s designed to report what’s moving in each channel and why

About Beacon Research

Beacon Research tracks fixed, indexed and variable annuity sales, rates and features, and provides web-based systems at www.annuitynexus.com for distributors and insurance companies. Beacon also licenses information and software tools to other platforms, including EbixExchange’s AnnuityNet annuity automation platform. Beacon’s fixed annuity benchmark series — the industry’s first – is available through Ibbotson Associates. Directly and through strategic alliances, Beacon information can be accessed by hundreds of financial institutions and distributors.

 

 


Security Benefit issues first post-crisis annuity

Security Benefit Life Insurance Company, in a co-venture with Advisors Excel and Innovation Design Group, has launched Secure Income Annuity, a new FIA.

The move signals the Topeka-based insurer’s return to retail annuity market place, said Doug Wolff, president of Retail Retirement at Security Benefit. The company and its ratings were hurt by exposure of half its capital to subprime mortgage-backed securities in 2008. Guggenheim Partners purchased and recapitalized the insurer with $400 million in early 2010.  

The new FIA contract offers two typical crediting strategies. The first, a fixed account, pays a guaranteed amount of interest each year. The second type is two strategies, linked to the growth of the S&P 500 Index (excluding dividends), that credit interest to the contract based on increases in the index, up to a cap.

The contract’s maximum purchase age is 80. It can be purchased through a traditional, Roth, or rollover IRA, or with after-tax dollars. The minimum purchase premium is $25,000.

Additional purchase payments made in the first year are credited to the account value. There is an additional 8% bonus (it may be lower in some states) upon purchase of the base product and 10% when the guaranteed lifetime withdrawal benefit rider (GLWB) is selected. There is a surrender period.

The optional GLWB provides a compounded roll-up in the benefit base of 8.2% for each year the client defers taking income, for 10 years or until age 85, whichever comes first. (On the 10th and 20th Contract Anniversaries, for a total of 30 years, the 8.2% Roll-up may be renewed.) For each year the policyholder defers income, his/her lifetime withdrawal percentage payout rate increases by 0.10%. As in similar riders, excess withdrawals can reduce future income.

The rider also offers a Home Healthcare Doubler that, after a two-year waiting period, doubles the payout rate for a maximum of five years if the contract owner is disabled. A physician must certify that the policyholder cannot perform at least two of six basic activities of daily living.

© 2011 RIJ Publishing. All rights reserved.

New Barclays Capital index enables policy arbitrage

Barclays Capital has launched the Barclays Capital iCRYSTAL Index, which aims to extract value from both consistent and divergent monetary policy cycles in the U.S. and Europe.

Monetary policy cycles in the US and Europe have historically exhibited extended periods of synchronous and asynchronous behavior. For instance, in the early part of the 2007 to 2009 slowdown, US monetary policy clearly preceded European policy, causing a divergence in short-term interest rates. As the full impact of the recession hit in the second half of 2009, US and European policy became unified in cutting rates, reducing this divergence.

“The spread between European and US short-term rates has demonstrated trending behavior, reflecting the differences in monetary cycles which present the possibility of extracting value provided we identify the direction in a timely fashion,” said Jose Mazoy, Director, Index Portfolio and Risk Solutions at Barclays Capital. “The Barclays Capital iCRYSTAL Index is designed to make the most of such phenomena.”

Other Barclays Capital indices include the Fixed Income Alpha Indices, which aim to provide systematic alpha from interest rate markets, the Capital Global Target Exceed Index and the PRISM Index.

© 2011 RIJ Publishing LLC. All rights reserved.

Why the Government Should Not Issue Annuities

In the February 27 issue of The New York Times, Professors Henry Hu and Terrance Odean published an op-ed entitled “Paying for Old Age.” After reading it, I concluded that it needs a response.

First, let me say that I am a big fan of Odean’s academic work, including that which uses proprietary brokerage data to provide insights into individual investor behavior. And Hu is also a highly respected law and finance scholar who is well known for his work on financial risk.

But I am afraid that the authors have misdiagnosed the main problem.

In essence, Hu and Odean are suggesting that the U.S. government should issue inflation-indexed life annuities directly to the public. They are not the first to propose this—the Aspen Institute had a similar proposal several years ago.

I understand the motivation of their proposal. After all, we know that counter-party risk is one reason that individuals may be concerned about entering into long-term annuity contracts with insurers, and this is especially true after the recent financial crisis that witnessed the disappearance of venerable financial institutions. 

Perhaps even more importantly, we know that many 401(k) plan sponsors have concerns about fiduciary liability when it comes to choosing an annuity provider. Having the government provide the annuities directly is meant to address this concern. So it is fairly straightforward to write down a simple economic model in which I can show that optimally structured government intervention appears to make people better off.

Even so, I think the proposal is off base, for several reasons.

First, I think they have misdiagnosed the reason people do not buy annuities. While concerns about counter-party risk are certainly heightened today, the demand for annuities was ridiculously low even a decade ago when most consumers were not even thinking about the issue. Nor is there much evidence that lack of inflation protection or high prices are the primary reasons for limited demand.

While these probably contribute a bit on the margin, they are only three items on a very long list of reasons that demand for annuities is limited, which I have discussed at length elsewhere.

Second, I have no confidence in the government’s ability to run this program effectively. The same holds true for the idea of the government providing a government backstop for private annuity providers. Last year I published a book (a collection of papers from an AEI conference that I organized two years ago) that includes analyses of six major government insurance or reinsurance programs, including programs to insure DB pensions (PBGC), bank deposits (FDIC), crops, terrorism, floods and natural catastrophes. 

One of the themes that came out of these analyses is that the U.S. government simply does not seem to be capable of structuring insurance programs in a manner consistent with basic economic principles. They almost universally fail to charge appropriate prices for the insurance (premiums are too low on average, and they are not properly risk-adjusted), which distorts incentives and leads in some cases to excessive risk-taking (a form of moral hazard). They tend to create large unfunded liabilities that put taxpayer funds at risk. There are other problems as well (which you can read about if you read the book!)

So while an optimally designed government backstop would have real value, the U.S. government has an abysmal record of optimally designing such systems. So we are immediately thrust into the world of “second best” policies where it becomes difficult to ascertain whether a poorly designed program is really better than none at all. I am extremely reluctant to run the “experiment” because, to paraphrase Milton Friedman, “there is nothing so permanent as a temporary government program.”

Third, despite the authors’ attempt to sell this as an “everybody wins” idea, I think it is pretty clear that this would crowd-out private annuity provision, and all the future innovation that may come out of it. (Disclosure: I am a trustee for TIAA, one of the world’s largest annuity providers. I have also done work over the years for many other life insurance companies. )

Finally, I believe that other market-based solutions are emerging. There has recently been a lot of discussion, and some activity, of “multi-insurer solutions,” in which a plan sponsor enters into an agreement with multiple insurers who essentially each agree to kick in to cover one another in the event that one provider experiences financial distress. (Of course, this does not help if the whole industry goes down.) The idea is still young and new, and I would hate to kill the innovation by starting yet another government program.

In essence, I do not think that direct government provision of annuities is necessary or desirable. The problem in the private market is not that the products do not exist, it is that people do not buy them. Nothing in this proposal will change that. We would be better off focusing our efforts on policies such as reducing fiduciary risk to plan sponsors that would like to provide annuity options to employees, or reforming our minimum distribution requirements so that they no longer discourage annuities.

Bottomline: Rather than having the government provide annuities, I would like to see the government stop discouraging the use of annuities that private providers would be happy to make available.

Jeffrey Brown, Ph.D., is a finance professor and well-known retirement researcher at the University of Illinois at Urbana-Champaign. Read more of his and others’ comments at this blog.

© 2011 RIJ Publishing LLC. All rights reserved.

Rising oil prices, vanishing stimulus worry hedge fund managers

Hedge fund managers turned more bearish on the S&P500 in February. Only 26% said they were bullish, down from 37% in January, while the bearish segment rose to 40% from 26%, according to the TrimTabs/BarclayHedge Survey.

 “Bullish sentiment less bearish sentiment is negative for the first time since November,” said Sol Waksman, founder and president of BarclayHedge.  “Increased caution might owe in part to excellent recent performance. Our Hedge Fund Index has posted a positive return for six straight months.”

About 37% of hedge fund managers are bearish on the 10-year Treasury note; only 15% are bullish.  On the U.S. dollar index, bears and bulls are balanced at 31%.

Nonetheless, 18% of managers aim to lever up in the near term, while only 15% plan to lever down. 

“Managers still have a large incentive to gamble with borrowed money because short rates round to nil.  If one of the Fed’s goals was to ignite speculation and greed then it has succeeded famously,” said Vincent Deluard, executive vice president at TrimTabs. 

The equity rally owes a lot to QE2, about 52% of hedge fund managers believe; 35% say the end of quantitative easing in June will hurt the rally. The level of the S&P 500 and the size of the Fed’s balance sheet have exhibited a positive correlation of 88.4% since the start of QE1 in March 2009, according to TrimTabs.   

Managers also fret about oil prices. About 24% believe oil is likelier to hit $150 per barrel than the S&P 500 is to reach 1,600.

Deluard disagrees. “We’ll take the other side of that action,” he said. “Oil spiking to $150 from here represents a move of nearly seven standard deviations, while the S&P 500 climbing to 1,600 represents a move of less than three standard deviations. [Those] who agree with us might consider selling long-dated out-of-the-money call options on oil futures.”

The TrimTabs/BarclayHedge database tracks hedge fund flows monthly. The Survey of Hedge Fund Managers appears monthly in the TrimTabs/BarclayHedge Hedge Fund Flow Report, which records hedge fund flows, assets, and returns alongside topical studies. For more, click here

© 2011 RIJ Publishing LLC. All rights reserved.

Morningstar’s ‘Secret Sauce’

When London pedestrians swarmed onto the Millennium Bridge soon after it opened in 2000, a ‘Black Swan’ event occurred. The elegant steel-and-aluminum footbridge spanning the River Thames started to wobble.

Engineers hadn’t foreseen the effect of so many people doing the same thing at the same time. Oddly, the bridge stayed perfectly stable until the number of pedestrians hit a critical mass. Then their “synchronized footfall” caused the bridge to yaw by up to seven centimeters.

Like bridges, financial markets have a tendency to buckle suddenly when too many people do the same thing at the same time, said Rodney Sullivan, CFA, during a presentation at the 2011 Morningstar/Ibbotson Conference in Orlando last week.

Sullivan, who is editor-in-chief of the Financial Analysts Journal, asserted that investors are more prone to herding, more susceptible to moral hazard, and more instinctively shark-like than economists traditionally assume. And that has made markets riskier.

“Markets work best when we’re all doing different things. Markets break down when we all do the same thing,” Sullivan said. “Las Vegas is much more rational than the stock market. If only market was as rational as Las Vegas.”

This annual conference, now in its 10th year, gives money managers a chance to hear the retrospective and predictive insights that analysts at Morningstar and Ibbotson Associates, along with eminent guest speakers, have culled from recent research into the behavior of stocks, mutual funds and markets.

This year the lineup included Roger Ibbotson, founder of Ibbotson Associates and CEO of Zebra Capital Management, along with James Xiong, Tom Idzorek and others from Morningstar Investment Management Services. Guest experts included Sullivan, Martijn Cremers of Yale, John P. Hussman of Hussman Funds, John W. Rogers Jr. of Ariel Investments, and ERISA attorney Marla Kreindler of Winston and Strawn LLP.

How to outperform

If you want to find mutual funds that will outperform, said Idzorek, Ibbotson’s chief investment officer, look for those that contain—by chance or by design—stocks that are both illiquid and show recent gains.

Expanding on research that he, Ibbotson and Xiong first published last August, Idzorek offered data showing that if you categorize mutual funds or stocks by turnover rates and momentum—as measured by recent performance—you find that those with the lowest turnover and most momentum will, if regularly rebalanced, produce consistently higher returns.

“Composites of mutual funds that hold low liquidity, high momentum stocks dramatically outperform those that hold high liquidity, low momentum stocks,” the analysts said in their paper. The effect is achieved, he said, by capturing more gains during bull markets than losses during bear markets.

This advantage, though no secret, hasn’t been arbitraged away yet, Idzorek said. As Roger Ibbotson put it during his presentation, “Someday this will be beta, but right now it’s alpha.” His firm, Zebra Capital Management, is building funds that capitalize on this advantage.

If low liquidity and high momentum offer sure-fire outperformance, then investment in “closet” index funds offer sure-fire underperformance, said Martijn Cremers, a professor of finance at Yale University.

Many funds that call themselves “active” actually hold many of the same stocks that their benchmark index holds. He calls the funds closet indexers if they overlap their index by 40% to 60%.

Prior to 1986, virtually all U.S. equity funds had an active share of 60% or more. Today, about half have a smaller active share than that. Of those, about half fall into the closet indexing range. Because they charge higher fees than index funds, closet index funds tend to underperform their benchmarks by about 90 basis points a year, Cremers said.

Indexing as a risk factor

Contrary to conventional wisdom, indexing itself may not be as benign for investors as is generally thought, said Ibbotson’s James Xiong. In a presentation called “The Impact of Trading Commonality,” he echoed Sullivan’s earlier suggestion that indexing might represent a form of herding behavior that can be destabilizing. 

“When everybody is doing the same thing, the whole thing breaks down,” Xiong said.

In 1980, 54 institutions held the shares of any given NYSE-listed company, on average, he said. But, as a result of the impact of indexing, that average had risen to 125 institutions by 2000, and to 405 institutions in 2010.  

In another possible effect of indexing, Xiong said, betas have been rising and converging. From 1980 to about 1998, betas of large-cap stocks and growth stocks average about .8 and betas of small-cap stocks and value stocks fluctuated around .6. In 2004, however, betas for all stocks merged at about 1.0, making the system as a whole less stable. 

In a remarkable and somewhat mystifying series of slides, Xiong also demonstrated that it was possible to pick up signals that the equity markets are about to enter or leave periods of abnormal volatility.  He offered a “regime switching model” that called for re-allocating from a 60% equity/40% short bond portfolio to a 30% equity/70% short bond portfolio when the likelihood of a normal trading range fell below 80%. 

Another speaker, John P. Hussman of Hussman Funds, offered a dour prediction for the equity markets going forward. Hussman suggested that investors are willing to stay on the sidelines and hold cash equivalents at almost zero interest today primarily because they believe that the values of equities and commodities, after a run-up, have no more room to grow.

That helps explain why Fed policy hasn’t yet produced inflation. “The Fed did something remarkable in 2009,” Hussman said. In preventing a 1929-like collapse in equity values by driving down interest rates, it also pushed stocks to a new equilibrium point and, consequently, eliminated much of the potential for future growth in the equity markets. Taking that into account, a “normal” P/E ratio going forward should be 12.7, he said, rather than the conventional 15.

The single most provocative slide, in a conference thick with data-drenched slides, may have been the one from Rodney Sullivan illustrating that the equity price spikes of the past 15 years were anomalous departures from the gradual 60-year up-trend in U.S. GDP. It  appeared that the 2008-2009 “crisis” was merely a reversion to the mean.

© 2011 RIJ Publishing LLC. All rights reserved.

Government-Sponsored Annuity Proposed

In a op-ed article in the New York Times, a University of Texas law professor and a finance professor from the University of California at Berkeley have called for a new retirement product: a federally-insured, inflation-adjusted annuity that would supplement Social Security and other retirement savings.  

Writing in the Feb. 25 edition of the Times, Henry T.C. Hu and Terrance Odean described the program this way:

“People who wanted to buy this insurance would enroll through one of the qualified retirement savings plans already offered to the public, like a 401(k) plan, and could choose [inflation-adjusted Treasury bonds] instead of or in addition to investments in stocks, bonds or mutual funds.

“Payouts… could be based on a variety of factors, including interest rates on government bonds, mortality tables that… take into account that healthier people are more likely to buy annuities, and administrative costs.” 

Under such a program, they suggested, U.S. savers could replace foreign savers in financing the U.S. government, thus reducing the tens of billions of dollars in interest payments that are sent overseas each year. Foreign lenders own close to half of all outstanding federal debt today—nearly 10 times the proportion in 1970, they wrote.

Instead of crowding out private annuities, they wrote, government annuities would “spur growth in private annuities. Since the inflation-adjusted monthly payments of such risk-free government annuities would be low, many retirees may choose to supplement them with riskier, higher-paying annuities.”

Professor Hu was director of the SEC’s Division of Risk, Strategy, and Financial Innovation from September 2009 to November 2010 before returning to his position at the University of Texas. Professor Odean specializes in behavioral finance.

© 2011 RIJ Publishing LLC. All rights reserved.

 

  

Lincoln Financial expands DC wholesale effort

Lincoln Financial Distributors, the wholesale distribution unit of Lincoln Financial Group, has added Douglas Harding and Troy Jackson as regional sales directors on its Defined Contribution / 401(k) Intermediary team.  

Harding and Jackson will report to Jim McCrory, divisional sales manager for the Defined Contribution / Intermediary 401(k) team.

Jackson has nearly 30 years retirement sales experience in the financial services industry. Prior to joining LFD, he was a pension consultant for The Standard, in Raleigh, N.C. He has also held retirement sales positions with Principal Financial Group and Integon Insurance Corp.

He earned a bachelor of arts degree in history from Wake Forest University, in 1982 and holds FINRA security registrations 7, 24, 63 and 66.

Harding has 20 years experience in the sales and financial services industries. Prior to joining LFD, he was a regional sales representative for Guardian. He has also served in retirement sales capacities at Pacific Life and Mutual of New York/Metropolitan Life Insurance.

He holds FINRA security registrations 6 and 63.

 

AXA Equitable releases latest “Retirement Reality Show”

As part of an ongoing effort to engage the public online at a webpage called The Source, AXA Equitable has released a new video, “In Doubt We Trust?,” in which Chicagoans share their skepticism of and suggestions for the financial system. The interviews are juxtaposed with recent changes in the Chicago Booth/Kellogg School Financial Trust Index.  

“In Doubt We Trust?” extends the company’s “Retirement Reality Show” video series exploring the attitudes, behaviors and experiences of Americans as they prepare for and live through retirement.  

To access “In Doubt We Trust?” and its accompanying online “Financial Trust Survey,” go to  The Source @ AXA Equitable, a multi-media Web room that provides information and hopefully inspiration on a wide array of financial protection and retirement planning topics.

Previous episodes in AXA Equitable’s “Retirement Reality Show” series include:

Series Premiere: “Is Retirement a Shore Thing? Wall Street Hope Meets Boardwalk Reality”

Episode Two: “A Garden State of Mind: Expecting the Unexpected?”

Episode Three: “Protecting Retirement – Not a Walk in the Park”

Episode Four: “In the Long Run”

© 2011 RIJ Publishing LLC. All rights reserved.

Phoenix in FIA sales pact with eight IMOs

The Phoenix Companies Inc. is giving a group of independent marketing organizations (IMOs) exclusive access to its Reflections and Reflections Gold Series of single-premium indexed annuities, National Underwriter reported.

Saybrus Partners Inc., the wholesaling unit of Hartford-based Phoenix, is developing a retirement planning program that provides formats for group seminars and individual discussions between producers and clients.

There are now eight companies in the program, and several more could join this year, Saybrus said.

“Phoenix’s strategy over last two years has been to build a network of IMOs to distribute our products, primarily our annuity products,” said Alice Ericson, a Phoenix executive. “Some of the eight IMOs have already been doing business with Phoenix, while others are new to the fold.”. 

The seminars and the discussions cover retirement planning concerns such as longevity, inflation and market volatility. The discussions also cover the role of various funding vehicles, including annuities, in retirement income planning.

© 2011 RIJ Publishing LLC. All rights reserved.

Public pension funding crisis widespread: Cogent

Only one in five (20%) pension plans is prepared to meet its financial obligations to plan participants, according to Institutional Investor Brandscape, a report by Cogent Research.

Among union and public sector plans, only 10% and 12%, respectively, estimate their current funding status to be 95% or higher, said the report, which is based on a survey of asset managers at 590 institutions with a minimum of $20 million in assets.

A majority (54%) of public pensions report their current funding status to be below 80%, including 16% that are below 60%.  

“These institutions [must] seek additional funding from the general treasury (i.e. tax payers), restructure participation rules or payments to participants, or go broke,” said Cogent Research Principal Christy White

By contrast, no corporate pension reported a funding status below 60%, one in four (27%) are funded at 95% or more, and over half (53%) are funded at between 80% and 94%. 

© 2011 RIJ Publishing LLC. All rights reserved.

Sun Life Financial unveils VA for new LPL platform

The U.S. business group of Sun Life Financial Inc. has launched the Masters I Share variable annuity for independent, fee-based Registered Investment Advisors (RIAs).

Sun Life is one of only five VA issuers with products on the new Fee-Based Variable Annuity (FBVA) Platform set up by broker-dealer LPL Financial for its 12,400 independent advisors.

“Expanding our variable annuity suite to the RIA channel allows us to meet four investor needs in one stroke: a cost effective fee-based model, the desire for guaranteed lifetime income, the opportunity to participate in a possible market upside, and the expertise of active portfolio management at the discretion of the client’s independent advisor,” said Steve Deschenes, senior vice president and general manager for Sun Life’s U.S. Annuities Division.

The Masters I Share contract offers:

  • 0.65% annual mortality and expense risk fee.
  • No surrender charges.
  • Over 60 investment options.
  • 0.15% credit to the contract value every year after the contract value or total purchase payments on a contract anniversary exceeds $1,000,000.
  • Optional lifetime income rider, Sun Income Advisor, which guarantees a 7% annual roll-up in the benefit base during the accumulation stage if no withdrawals are taken, and a 5% withdrawal rate beginning at age 65.

 “We expect RIAs to embrace annuities now that they can offer a key retirement income solution through the low-cost, independent fee-based model that their clients value,” said Terry Mullen, president of Sun Life Financial Distributors.

The Sun Life Financial group had total assets under management of $466 billion at the end of 2010.

© 2011 RIJ Publishing LLC. All rights reserved.

Origins of ‘Obamacare’ Revealed

ProCon.org, a prominent nonpartisan research organization, released its newest research project about the Republican origins of the individual health care mandate.

The concept of the individual health insurance mandate originated in 1989 at the conservative Heritage Foundation. In 1993, Republicans twice introduced health care bills that contained an individual health insurance mandate. Advocates for those bills included prominent Republicans who today oppose the mandate including Orrin Hatch (R-UT), Charles Grassley (R-IA), Robert Bennett (R-UT), and Christopher Bond (R-MO) among others.  In 2007, Democrats and Republicans introduced a bi-partisan bill containing the mandate.

In 2008, then presidential candidate Barack Obama was opposed to the individual mandate. He said in a Feb. 28, 2008 interview on the Ellen DeGeneres show about his divergent views with Hillary Clinton:

“Both of us want to provide health care to all Americans. There’s a slight difference, and her plan is a good one. But, she mandates that everybody buy health care. She’d have the government force every individual to buy insurance and I don’t have such a mandate because I don’t think the problem is that people don’t want health insurance, it’s that they can’t afford it. So, I focus more on lowering costs. This is a modest difference. But, it’s one that she’s tried to elevate, arguing that because I don’t force people to buy health care that I’m not insuring everybody. Well, if things were that easy, I could mandate everybody to buy a house, and that would solve the problem of homelessness. It doesn’t.”

By 2010, the Patient Protection and Affordable Care Act (HR 3590), sometimes referred to as “Obamacare,” had passed in both the House and the Senate with no Republican votes.  On Mar. 23, 2010 President Obama signed the act containing an individual mandate into law.  On Jan. 5, 2011, Republicans in the US House of Representatives introduced The Repealing the Job-Killing Health Care Law Act (HR 2) to repeal the PPACA. One of their main arguments for repeal was that the health insurance mandate was unconstitutional.

© 2011 RIJ Publishing LLC. All rights reserved.

Wedding Bells for TIPS and ALDA

Call it a May–December wedding. Or perhaps a September–December wedding.  Either way, it amounts to a decumulation strategy that PIMCO and MetLife hope financial advisors will find connubial.

The two financial giants (PIMCO manages $1.24 trillion, MetLife sold $15.1 billion in annuities through 3Q 2010) have agreed to co-market products they regard as complementary:  PIMCO’s “Real Income” managed payout funds and MetLife’s Longevity Income Guarantee.

The Real Income funds are designed to provide steady, inflation-protected income for either 10- or 20-year terms. Their underlying investments are ladders of TIPS.  The Longevity Income Guarantee is an advanced life deferred income annuity (ALDA) that pays out monthly income for life starting at age 75 or 85.

Together, they help mitigate two key retirement risks—the risk of losing purchasing power to inflation and the risk of outliving one’s savings. While the two products aren’t bundled—that would be complicated on several levels—wholesalers from the two companies plan to promote them as a natural combination.      

“It’s a cooperative marketing agreement,” said MetLife’s Elizabeth Forget, senior vice president, Retirement Products. “It’s two separate sales, two applications, two tickets. We’ll work to help advisors understand that insurance products are a good complement to traditional investments.”

The two products are aimed at advisors who want protection for their clients but who aren’t regular purchasers of  single-premium income annuities or variable annuities.

“We know that a substantial percentage of advisors have clients at or near retirement and are looking for guarantees or longevity projection, and who are attracted to our inflation protection but who do not normally offer variable annuities. So we are looking significantly beyond the VA-friendly advisor,” said Tom Streiff, executive vice president and PIMCO’s Retirement Product Manager.

The PIMCO Real Income funds offer a target monthly payout consisting of coupon interest, inflation-adjusted principal, and an inflation premium until depleted at their maturity date. When the funds were introduced in late 2009, Streiff estimated that annual payouts per $100,000 investment would start at about $11,200 for the 2019 fund and about $6,200 for the 2029 fund.

Since their introduction, sales of PIMCO’s Real Income funds have been modest. Advisors are said to have found them to be an incomplete solution: they provided income from age 65 to 75 or from age 65 to age 85, but not afterwards.   

PIMCO had hoped all along to solve that problem by pairing them with another product that hasn’t sold well on its own: longevity insurance or ALDAs.  PIMCO’s marketing pact with MetLife isn’t exclusive but MetLife was the first out with longevity insurance products in 2004 and is one of the few big insurers to offer them.

“We don’t introduce products for short-term or opportunistic reasons,” Streiff said. “The retirement business is a long tem business and anybody who thinks differently will be disappointed.”

ALDAs are another product whose time hasn’t come yet. Low long-term interest rates have driven up their costs and discouraged their development. MetLife offers two versions of longevity insurance, a Flexible Access version that starts payments at age 75 or age 85 and has a death benefit and a Maximum Income version that pays out starting at age 85, with no death benefit.

According to MetLife, a Flexible Access contract for a 65-year-old with a $100,000 premium would, starting at age 75, pay out  $14,330 a year for life for a man and $13,340 a year for a woman, at today’s rates. If payments started at age 85, the contract would pay $38,480 a year for a man and $36,180 a year for a woman. If the contract owner died before income began, his or her beneficiary would receive the initial premium, grown at 3% a year.

Given the same inputs, the Maximum Income version would pay an 85-year-old man $69,300 a year for life and would pay a woman of that age $55,570 a year for life.

The death benefit somewhat defeats the premise of longevity insurance—leveraging mortality—but in practice most people balk at an ALDA without one. “With the Flexible Access version you’re giving up a significant amount of income. An economist would probably buy the Maximum Income version. But most people don’t think like economists,” said Forget.

There’s another potential obstacle to longevity insurance: Required Minimum Distributions. Everyone has to withdraw a certain percentage of their tax-deferred IRA, 401(k) or 403(b) savings each year, starting the year after the year they reach age 70½.

If they used all of their pre-tax money to buy longevity insurance starting at age 75 or 80 or 85, they couldn’t meet that obligation. Contract owners can generally avoid this problem by withdrawing the RMD amount from another tax-deferred source.

Advisors may want to compare the benefits of a Real Income/Longevity Income Guarantee strategy with a variable annuity/ guaranteed lifetime withdrawal benefit (GLWB) strategy. Both provide steady streams of income in retirement and protection against outliving one’s savings—but in very different ways.

VAs are likely to appeal to bullish investors who want to maintain exposure to equity markets throughout retirement, but with downside protection. PIMCO’s Real Income fund might appeal to more bearish investors who are worried about inflation and want to protect their purchasing power. 

Investments in equities arguably protect against inflation. But that isn’t always true—take the 1970s, for example. The drag from fees in variable annuities can also make it difficult for the underlying assets to grow fast enough to reliably outpace inflation. 

It remains for some enterprising advisor to crunch the numbers and see how the risks, the rewards, and the expenses of the two solutions compare. 

© 2011 RIJ Publishing LLC. All rights reserved.

Pension Debate Roils Japan

“Uncertainty is rife” over public pension policy in Japan, a country with a high savings rate, a population that’s shrinking and aging rapidly, and a crazy-quilt of public and private pension plans, IPE.com reported.     

Uncertainty notwithstanding, Japan’s Government Pension Investment Fund is the largest sovereign wealth fund in the world, with about $1.3 trillion in assets, as of 2008. Its foreign assets alone are worth about $250 billion. 

In the latest chapter of Japan’s ongoing effort at pension reform, the administration of the Democratic Party of Japan, which came to power in 2009, is clashing with the Ministry of Health Labor and Welfare.

In January, the administration suggested that the public pension should be funded with payroll deductions, and that there should be a taxpayer-funded guaranteed minimum benefit of ¥70,000 ($860) per month for the poor.  

Critics say that’s a “flip-flop” from the administration’s 2009 pre-election promises to fund the public pension with taxes. The government is thought to be compromising with the opposition Liberal Democratic Party, which controls the Upper House.

Prime minister Naoto Kan intends to decide on the broad direction of reform by April and to present a draft plan linked with a tax reform bill by June.

Last August, the Japan Times bemoaned the state of retirement security in Japan with the following editorial:

“In fiscal 2009, the premium payment rate for the kokumin nenkin pension, which is mainly for self-employed and jobless people, dropped to its lowest ever at 59.98%. The rate is 2.1 points less than in the previous year and fell for the fourth straight year. It is an ominous sign that the premium payment rate for people aged 25 to 29 is only 47%. By contrast, the premium payment rate for people aged 55 to 59 is about 73%.

“The kokumin nenkin pension system was originally established for self-employed people. But their participation in the plan has been declining year by year. Now wage earners with one-year or longer employment, temporary employees and part-timers account for nearly 40% of the participants in the kokumin nenkin scheme.

“Permanent workers take part in a different scheme — the kosei nenkin pension. It is safe to assume that the percentage of irregular workers among the kokumin nenkin participants is increasing. Since their wages are low, the monthly premium of ¥15,100 represents a heavy burden. In addition, people who solely rely on kukumin nenkin pension receive only about ¥48,000 a month on average, despite long years of premium payment.

“Private-sector companies entrusted with the job of encouraging people to pay premiums or informing low-income people about the existence of a system of premium exemptions or reductions are not performing well. At 312 places nationwide where such companies are undertaking the task, the goal in premiums collection was achieved only at 13 locations. Drastic reform is in order. Most workers at these companies use the telephone to contact people, but only 4% actually visit them.

“At present, some 420,000 elderly people are pensionless. It is feared that some 760,000 people will become pensionless because they have failed to pay premiums. To become eligible, one has to pay premiums for at least 25 years. The government must immediately reform the pension system, including shortening the minimum required period of premiums payment and expanding the kosei nenkin system to cover irregular workers.”

This excerpt from a 2005 analysis by Tower Watson offers a glimpse of the austerities that Japan began applying to its pension system during the past decade:  

“Under current reforms, the normal retirement age for a basic pension [in Japan] will gradually rise from 60 to 65 by 2013 for men and by 2018 for women. The normal retirement age for the EPI program will reach 65 by 2025.

“Japan has modified its benefit structure to automatically reduce benefits if its pension system becomes financially unbalanced. The 2004 reforms changed the benefit formula and increased future tax rates. The average income replacement rate will drop from 59% to 50%.

“Payroll taxes will increase from 13.5 to 18.3% by 2017. By 2009, the government will pay one-half of basic pension benefits, up from one-third today. There are plans to link the indexing of benefits under both EPI and the basic pension to changes in life expectancy and workforce size, which would result in further cuts to benefits.

“Although the planned benefit reductions are substantial, the cuts may not be large enough to keep the payroll tax from rising substantially in coming years. Moreover, it is not clear how the government will finance its higher share of benefits paid from the basic pension.”

© 2011 RIJ Publishing LLC. All rights reserved.

The Bucket

Principal Funds wants to demystify Social Security

 Noting that an estimated 74% of current retirees are receiving less than they could from Social Security, Principal Funds has created a suite of resources for financial professionals to help their clients make the most of their benefits.

“It’s clear that investors need help to maximize their Social Security income.”

“Understanding the complexities of Social Security is not an easy task,” said Chad Terry, director of retirement solutions at Principal Funds. “It’s clear that investors need help to maximize their Social Security income.”

New resources from Principal Funds help demystify Social Security benefits, encouraging three simple steps to take with the assistance of a financial professional:

  • Know your benefit,
  • Understand your options, and
  • Determine a plan to maximize your benefit.

Resources include:

  • A website that includes videos, a blog written by Chad Terry, director of retirement solutions at Principal Funds, a benefits calculator and other tools.
  • A document entitled, What You May Not Know About Social Security Benefits.
  • An investors guide with a step-by-step process to help clients maximize Social Security benefits, including a planning worksheet for clients to complete before meeting with an advisor.   
  • FAQs that explain key Social Security concepts such as Full Retirement Age, spousal benefits and the calculations used to determine benefit reductions.
  • Access to a team of retirement specialists.

“Many retirees may be missing out on hundreds of dollars each month because they’ve been unable to navigate the intricacies of the Social Security,” Terry said.  

 

Women favor TDFs over risk-based funds: MassMutual

MassMutual’s Retirement Services Division has released data for the fourth quarter 2010 indicating that Female participants in retirement plans administered by MassMutual have shifted an increasing percentage of their retirement savings into asset allocation investments in general (target-date or risked-based options), but are favoring target-date options.

At year-end 2010, women had 24.3% of their retirement assets in asset allocation options while men had 24.0%. Among female investors, average balances in target-date investments are approximately double those of risk-based options. Among men, the split is roughly even between target-date and risk-based options.

Two possible explanations are that women have recognized the need for better diversification and that, historically, men have demonstrated more aggressive investment behavior than women. MassMutual’s data supports the conventional wisdom that men prefer risk-based investment selections and exhibit a preference for having more control over their investments.

 In a recent survey of participants in retirement plans administered by MassMutual, 53.1% of female participants prefer to spend as little time as possible on making investment decisions compared to 35.1% for men. Likewise, 25.9% of women are confident in making their own investment decisions compared to 44.1% for men.

Balances for women continue to trail men by approximately 40% and their deferral percentages continue to trail those of men by 0.5 percentage points.

On a positive note, balances for women gained 5.7% on average for the quarter, compared to 5.5% for men, which also may be explained by their different approaches to investing.

The percentage of participants who stopped or decreased their deferrals during the quarter (3.8%) was at its lowest level since the beginning of the market decline. The number of participant loans, hardship withdrawals, and call center activities declined slightly as well.

The average participant balance in retirement plans administered by MassMutual now exceeds the average balance from year-end 2007 when the market decline began. MassMutual’s data also shows the highest percentage growth in average account balances for the year was experienced by participants in their 40s (10.4%) and 50s (9.8%). Among all participants, retirement assets invested in stable value (24.9%) as a percentage of total assets are now at their lowest level since the start of the recession, demonstrating increased participant confidence in equity markets and increased popularity of asset allocation investment options.

 

‘New generation’ VAs proposed for Australians

“Superannuation”—Australia’s $1.3 trillion national defined contribution pension program—probably won’t provide enough retirement income to participants, because of market risk and longevity risk, says the Institute of Actuaries of Australia.

To correct that problem, the Australian government should take new measures to deal with longevity risk, such as developing a “new generation variable annuities market,” according to the Institute of Actuaries of Australia.

“We urge the Government to prioritize Budget policies aimed at managing Australia’s aging population, including flexible ‘new generation’ annuities, which protect against the risk of outliving your retirement savings and the market risk of losing superannuation capital in retirement,” said the institute’s chief executive, Melinda Howes.

New generation annuities should seek to emulate some features of popular account-based products like allocated pensions, which provided retirees with access to their capital, payment flexibility and potential benefits from a rising share market, Howes said. Innovation around annuities would enable retirees greater access to their capital when needed while protecting against market downturns.

The institute is therefore asking the Government to change the Superannuation Industry Supervision Act Regulation 106, which it described as “unnecessarily prescriptive” and a reversal of the unfavorable treatment of annuities under aged care and Centrelink rules.

The institute also asserted that annuities and deferred annuities should be able to be issued as a component of an account-based pension, and that tax rules on deferred annuities should be changed so that, if taken out in the drawdown phase, the product is regarded as a pension (rather than a non-pension) for tax purposes. There should also be a clear, regulatory regime for variable annuity style products, the institute stated.

© 2011 RIJ Publishing LLC. All rights reserved.

 

Putnam adapts ‘Absolute Return 500 Fund’ for VAs

Putnam Investments plans to launch a version of its Absolute Return 500 Fund, called the Putnam Variable Trust Absolute Return 500 Fund, for use by insurance companies in variable annuities and other variable insurance products in lieu of balanced funds.  

 The new version is designed to seek a return that beats the inflation rate (as reflected by Treasury bills) by 5% over a period of at least three years or more, regardless of market conditions, and with less volatility than that “historically associated with traditional  asset classes that have earned similar level of return.”

The fund combines two independent investment strategies: A beta strategy that seeks to balance risk and provide positive total return through a comprehensively  diversified, multi-asset class market portfolio with broad exposure to  investment markets; and an alpha strategy with a variety of active trading  tactics that employ security selection, tactical asset allocation, ,  currency transactions and options transactions.

The new variable trust offering will join the Putnam 529 for America and  Putnam RetirementReady (lifecycle) funds as investment vehicles that make  Putnam absolute return strategies available to advisors and their clients.     

“This subaccount aims for targeted return with managed volatility  that insurers can use in assembling portfolios to help meet their variable  products’ investment, risk and volatility objectives,” said Putnam’s President and Chief Executive Officer Robert L.  Reynolds.

The trustees of the Putnam Funds have approved the proposed subaccount, and  Putnam has filed the subaccount with the U.S. Securities and Exchange  Commission. Subject to the required review the Putnam VT Absolute Return 500 Fund will be launched in spring 2011.   

The Putnam VT Absolute Return 500 Fund will be managed by the same team of portfolio managers and in the same manner as the retail Absolute Return 500  Fund, led by Jeffrey L. Knight, Head of Global Asset Allocation.

Putnam Investments launched the mutual fund industry’s first suite of Absolute Return Funds in January 2009 with four funds: the “100” Fund (Class A: PARTX) which seeks to beat inflation by 1% over periods of three years or more net of all fund expenses as measured by T-bills, and can be an alternative to short-term securities; a “300” Fund intended to beat inflation by 3% and provide an alternative to bond funds; the “500” Fund,  and the “700” Fund, designed to beat inflation by 7% and provide an alternative to stock funds.      

To manage risk, the funds use short-maturity  fixed-income securities; derivatives to hedge against market declines;  Treasury futures contracts to reduce interest-rate risk; and cash positions  to help stabilize fund performance.

Currently, the Putnam Absolute Return  Funds have almost $3 billion under management and are used by almost 10,000 advisors from more than 500 broker dealers.

At the  end of January 2011, Putnam had $123 billion in assets under management,  including mutual fund assets of $68 billion and institutional assets of $55  billion. Putnam has offices in Boston, London, Frankfurt, Amsterdam, Tokyo,  Singapore, and Sydney.  

© 2011 RIJ Publishing LLC. All rights reserved.

Advisors speak up in Curian survey

Nearly two-thirds of independent advisors plan to use separately managed accounts and variable annuities more in 2011, and more than two-thirds say their clients want more conservative investments and guaranteed income features, according to a survey of financial advisors conducted last November by Curian Capital LLC.

The survey, which covered almost 1,300 advisors at 162 firms with an average of about $38 million under management, also revealed:

Investors are still just as jittery, if not more so, than they were in the aftermath of the financial crisis, and are open to alternative investments and techniques such as tactical portfolio allocation.

Eager to use their time more effectively, advisors want more functionality from their technology platforms. They want to be able to view all of a client’s holdings, incorporate multiple product types, and generate consolidated proposals and reports on a single platform.

Many advisors ignore the wholesaling materials that product providers flood them with. More than a third of respondents said they don’t have time to use the programs offered by manufacturers, and a significant percentage felt programs were delivered ineffectively.  

In other highlights of the survey

• Advisors’ economic outlook is split nearly evenly – 42% believe the recession is over and 46% believe it is not over. However, the vast majority of respondents agree that most clients do not believe the recession is over.

• The recent rise in the equity markets is not enough to impact clients’ risk tolerance; 88% of respondents say their clients’ risk tolerance is either lower or unchanged compared to a year ago.

• More than two-thirds of advisors say their clients are requesting more conservative investments and guaranteed income features. Additionally, nearly half of respondents report a strong demand for income investments and tactical asset allocation.

• 43% of advisors feel that not generating enough income to last through retirement is the biggest threat to their clients’ retirement plans and report that only 36% of their clients feel the same. 37% of advisors say the majority of their clients are even more concerned about market volatility. However, only 16% of advisors share this sentiment.

• To meet increased demands for retirement income, nearly two-thirds of advisors expect to increase their use of separately managed accounts and variable annuities in 2011.

• More than two-thirds of advisors believe inflation is a growing concern that will begin to impact portfolio construction within the next two years.

• Nearly half of all respondents cite time management and efficiency constraints as the biggest challenges they face. To address these challenges, 47% plan to incorporate more technology to eliminate paperwork, while 33% say they will outsource certain functions to a third party.

• 81% of respondents say they will focus on acquiring more affluent clients in 2011, while 59% plan to market their business more aggressively.

• Most advisors value product expertise, investment research and marketing support from product providers; however, they also report that they don’t have time to utilize these services, and delivery is often ineffective.

• 74% of advisors say the ability to view all of a client’s holdings on a single platform is very important, while 68% want a platform that supports multiple product types and investment options.

© RIJ Publishing LLC. All rights reserved.