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Goldman Sachs Eyes DC Market

Goldman Sachs Asset Management wants to get more of its mutual funds into 401(k) plans, said Scott E. Kilgallen, managing director and head of platform distribution at the New York firm. By year-end, the company plans to have 28 professionals in its defined contribution unit, up from four at the end of 2007.

“We’ve been in the retirement business for 20 years managing defined benefit assets, but are now really ramping up our DC effort,” said Mr. Kilgallen. GSAM executives plan to offer more esoteric investment strategies, such as hedge-fund replication and other absolute-return strategies.

The firm is still a small player in the DC business, with only $10.68 billion under management in DC plans. Goldman Sachs Asset Management, established in 1988, has $343.23 billion in worldwide institutional assets under management. It ranks 16th among the largest institutional managers. 

Drew Carrington, UBS Global Asset Management’s head of defined contribution and retirement solutions, Chicago, said Goldman’s best bet will be large plans, which typically work directly with a fund provider without a third party. “The sale at big DC plans is now more like a DB sale than the record keeper-led sales from several years ago. They’re really focusing on making the right investment decisions.”

Mr. Carrington, whose firm competes with Goldman, added that for Goldman, as with a lot of traditional defined benefit plan providers, “innovation will be very important. They need to provide solutions that plan sponsors can’t usually get out of traditional record keepers. And if they can communicate those solutions, using DC language, and help participants achieve their objectives, they can succeed.”

© 2009 RIJ Publishing. All rights reserved.

Social Security Tax Base Shrinks as Upper Incomes Grow

Executives and other highly compensated employees represent only six percent of U.S. wage-earners but receive more than one-third of all pay in the U.S., the Wall Street Journal found in an analysis of Social Security Administration data. Billions of dollars more in compensation goes unrecorded by the government.

Highly paid employees received nearly $2.1 trillion of the $6.4 trillion in total U.S. pay in 2007, the latest figures show. The compensation numbers don’t include incentive stock options, unexercised stock options, unvested restricted stock units and certain benefits.

The pay of employees who earn more than the Social Security wage base of $106,800 rose 78%, or nearly $1 trillion, over the past decade, compared to a 61% increase for other workers, according to the analysis.

As executive pay has increased, the percentage of wages subject to payroll taxes has shrunk, to 83% from 90% in 1982. Compensation that isn’t subject to the portion of payroll tax that funds old age benefits now represents foregone revenue of $115 billion a year.

Lawmakers over the years have tried to raise or eliminate the taxable wage ceiling, as was done for the Medicare portion in 1993. Lifting the earnings ceiling could result in higher Social Security benefits payments to higher-income individuals, but the additional tax revenue would have decades to grow, thus offsetting the added costs.

Social Security Administration actuaries estimate that removing the earnings ceiling could eliminate the trust fund’s deficit altogether for the next 75 years, or nearly eliminate it if credit toward benefits was provided for the additional taxable earnings.

© 2009 RIJ Publishing. All rights reserved.

What Obama Didn’t Say About Health Care

Because the rising cost of health care can wipe out much of a person’s retirement savings, I’ve been watching the debate over national health care policy closely. In fact, I’ve been paying attention to it for a couple of decades. The debate hasn’t changed much during that time.

In the early 1980s, people began to worry in earnest about health care cost inflation. Corporations responded with workplace fitness programs. HMOs, then still new, promised a thrifty alternative to fee-for-service. The government tried to discourage adjacent hospitals from duplicating equipment. Researchers at Dartmouth pointed to large inexplicable geographical discrepancies in health care spending. The editor of the New England Journal of Medicine, Arnold Relman, railed against his fellow doctors for milking the insurance system.    

Twenty-five years later, we’re in the same hole, only deeper. Workplace fitness programs proliferated, but didn’t reach the hourly workers most at risk for lung and heart diseases. The HMO concept, with its capitation and denial of care, proved unpopular. Hospitals became corporate profit-centers. Those geographical discrepancies in spending went unaddressed. Just recently, Arnold Relman was still chiding his fellow doctors for milking the system.

Mr. Obama has called for change. At a recent press conference, he pointed to the Cleveland Clinic and the Mayo Clinic as models of efficient health care delivery. He referred to countries that deliver better health care for less, as measured by the share of GDP they devote to medicine. His ideas make sense. But he did not mention that many if not all doctors in those clinics and those countries earn a salary. 

To my knowledge, America’s science majors, for the most part, don’t sweat through school and shoulder mounds of debt so that they can work for a salary. They’re entrepreneurial. As Lyndon Johnson discovered at the founding of Medicare, doctors won’t accept price controls. They may choose to donate care to the needy when it suits them, but they won’t let the government turn their profession into a public utility. It won’t happen, not in our lifetimes.

Yet the status quo cannot continue. Doctors and hospitals have compromised their positions of trust. They have been abused by the health insurance system and they feel justified in abusing it back.  I’ve known doctors to brag about billing at high rates for work performed cheaply by a lab or a low-paid assistant. I’ve seen them buy diagnostic equipment and over-prescribe its use. I’ve seen hospitals overbill by 100%  in anticipation of being reimbursed at 50%. As a result, we all spend too much for health care.

To live outside the law you must be honest, Robert Zimmerman said. If doctors want to maintain their “trusted advisor” status, they need to refrain from gaming the system.  When too many people game the system, there is soon no system left to game. It’s a shame that as a nation we’ve reached this point, where we spend much more on health care than other advanced countries but cover fewer people. But here we are. And if we don’t solve this financial cancer, if you will, it will consume our retirement savings. 

Yesterday, I asked Jane Jacobs, a spokesman for the Mayo Clinic, exactly how that world-famous institution in Rochester, Minnesota, saves money. Putting doctors on salary isn’t the whole story, she said. The clinic lowers costs by pooling patient information in a way that minimizes redundant tests and procedures. It also finds ethical ways to manage the care of the very old so that vast sums are not spent during the final months of life. That issue—rationing care to the very old—could be more difficult than the question of physician compensation. The ethical aspects of the health care debate—and of the financial regulatory debate—may prove more intractable than the economic ones.

© 2009 RIJ Publishing. All rights reserved.

Will SEC Rustle Insurers’ Cash Cow?

Not much was permanently resolved last week by a federal appellate court’s decision in the matter of American Equity Investment Life et al. v. the Securities and Exchange Commission, in which the fixed indexed annuity (FIA) industry is challenging the SEC’s right to regulate its product.

Yet the ruling, which sent the case back—“remanded” it, in legalese—to the SEC for revision, was significant.

On the one hand, the D.C. Court of Appeals affirmed the SEC’s primary contention that FIAs are too risky not to be regulated as securities. But the court rejected as “flawed” the SEC’s contention that Rule 151A will stimulate rather than reduce competition in the FIA space.

The decision could push back the anticipated January 2011 start date for Rule 151A indefinitely—and give insurance companies and the National Association of Insurance Commissioners (NAIC) more time to pursue legislation that would put FIAs beyond the SEC’s reach.

For now, the status quo prevails. Insurance agents without security licenses can sell FIAs, which are structured products consisting of bonds and S&P Index options. Insurance-licensed registered reps can sell them too, but must submit their sales to their broker-dealers for approval.    

There’s upwards of $1 billion in commissions at stake. The insurance industry maintains that FIAs are legally its cash cow. It accuses broker dealers and the SEC—privately, not publicly—of using regulatory reform as a pretext to rustle that cow.

Hence the court’s focus on economic factors. “In June of 2008 I wrote, ‘the proposal could result in a loss of $852 million to insurance industry distribution channels,” said Jack Marrion, a behavioral finance consultant and author of Index Annuities: Power and Protection.

“‘Most of this loss would be incurred by small entities, and it would result in a major increase in costs for insurance agents.’ It was on this basis that 151A was sent back for SEC to assess the economic damage 151A might cause,” he added.

The July 21 ruling “is a setback for the SEC,” said Sheryl Moore, president and CEO of AnnuitySpecs.com, which compiles index annuity product profiles and other data. “They are going to have extreme difficulty attempting to prove that Rule 151A improves ‘competition, efficiency, and capital formation.’ Regarding competition specifically, the number of carriers and products in this market has steadily declined since FINRA issued the Notice to Members 05-50 in August of 2005.

“This is not a victory for the indexed annuity industry, but it has given us time,” she added. “Now, it is more important than ever for the indexed annuity distribution to get face time with their legislators; call and write in support of HR 2733 and S 1389. These bills will ensure that indexed annuities continue to be regulated as fixed insurance products.”

Meeting the court’s demand for a demonstration that Rule 151A doesn’t restrain trade will be “a formidable and time-consuming task, and there is no assurance that the court will find that the SEC’s follow-up meets the statutory standard,” agreed securities and insurance law expert Joan Boros, of the Washington law firm, Jorden Burt, said in a prepared statement.

“The task, among other things, may require the SEC to subject its review to still another round of public comment. In view of the current pressures on the SEC regarding proposed financial regulatory reform, it is quite uncertain whether (and when) the SEC will choose to assume these tasks,” she wrote.

Marrion expressed the same doubts. “The SEC could revisit this area and conduct a thorough analysis on the economic effects and try this again, but I don’t think they will,” he said.

“First, the SEC plate is a little fuller than it was last summer with other regulatory needs—since the lack of SEC oversight has been blamed for billions of dollars in securities losses it is harder to justify attacking an instrument that protects against loss. Second, there are active bills in Congress that, if passed, would mandate index annuities are not securities, so SEC could wind up simply wasting their time in an area they may not control.

“Third, the issue that was the real reason 151A was passed—that index annuity sellers are unregulated cowboys—is being handled. FINRA has effectively back-doored putting supervision on index annuities by making broker dealers responsible for supervising rep sales of all products, whether securities or not.

“In addition, NAIC is quickly moving forward on new suitability regulations that could cause the agent and supervising marketing company to lose their insurance license for an unsuitable annuity sale. The unregulated sales issue is being addressed,” he added.

As the FIA industry tries to persuade Congress to protect its product from the securities industry, it’s unclear what weight the appellate court’s ruling that index annuities are risky assets will carry, if any. In their ruling, the three-judge panel of the D.C. Court of Appeals offered the following reasoning. 

“In petitioners’ view, investment risk exists only where the purchaser of a security faces the possibility of a loss of principal.  Petitioners’ view is certainly a defensible one.  However, that is not sufficient to establish that the SEC’s rule is arbitrary or capricious. 

“As the SEC points out, comparing two slightly different annuity products—one with a 5% interest rate guaranteed ahead of time; one with an interest rate that could be between one and 10% determined at the end of the year—the second product is riskier than the first product because its potential return could be lower than the rate of return from the first product, even though it guarantees a minimum return rate of at least one percent.  

“Indeed,” the ruling continued, “the key characteristic of FIAs is that they offer a wide range of potential yearly return interest rates based on the performance of a securities index.  This potential for a greater rate of return is what makes FIAs potentially more enticing than those exempt annuities that guarantee an interest rate ahead of time but at a lower rate.  As we have noted above, this key distinction between these two products shows that FIAs are more like securities from a risk perspective than other annuity contracts.”

© 2009 RIJ Publishing. All rights reserved.

A Summer Crop of Variable Annuities

Judging by the latest wave of variable annuity contracts, insurers have chosen to “de-risk” their products in one of two ways: by simplifying them and slashing prices or by maintaining rich benefits and simply charging more for them. 

In July, several firms have released new products, including John Hancock and MetLife, who appear to have taken the simpler route, and Allianz Life and Genworth Financial, which appear to carry on the tradition of high costs and complexity.

The products are appearing just in time for the summer rally in equities. The DJIA closed just under 9,100 points on Tuesday afternoon, up from a low of about 6,700 last March. Annuity manufacturers say the new products are not trying to time the market.

Simplify, simplify

With its AnnuityNote contract, John Hancock Life has taken a “less is more” approach. AnnuityNote requires contract owners to make no complicated choices. There’s only one investment option, one income option, and one comprehensive fee.

Investors in the contract must put all their money in a diversified, passively-managed 70% stock/30% bond balanced fund from MFC Global Investment Management. Five years after contract purchase, they can take a lifetime income of five percent per year of their initial payment or their account balance, whichever is greater.

The all-in price, including the cost of investment management and the lifetime income guarantee, is 1.74% per year. All contracts are sold on an A share basis, with a three percent commission. There’s no surrender period and no withdrawal charge. 

Tom Mullen, chief marketing officer for annuities at the ManuLife unit, said the product was aimed at the same niche as managed-payout mutual funds, but with a guarantee. “We approached the redesign with the idea that if you could built a mutual fund with a true guarantee, that product would get broad acceptance. While it wouldn’t necessarily fit the mold of the annuity aficionados, it would help us tap into the 80% of the advisors who don’t ordinarily use annuities,” he said.

John Hancock sold $9.6 billion worth of variable annuities in 2008 and $2.1 billion in the first quarter of 2009. Mullen said the company’s damage from living benefit guarantees has been “commensurate with our market share” but that the company had no exposure to mortgage-backed securities. The firm’s S&P strength rating is AA+.

The complex approach

Allianz Life’s new Vision variable annuity prospectus, on the other hand, defies any easy interpretation, even for someone used to reading prospectuses of this type. And the combined annual fees—including a 1.40% M&E fee and fund fees as high as 1.95%—can easily exceed four percent.

The contract offers two main riders, an Investment Protector that costs 80 basis points a year (to a maximum of 2.50%) and that protects the value of the initial investment during a 10-year waiting period. But the owner has to keep track of three values: the actual contract value, the rider anniversary value (the highest value on any contract anniversary), and the target value, which is currently 95% of the target value but could be as low as 80% in the future. It’s confusing.

The other rider is the Income Protector, a guaranteed lifetime withdrawal benefit that costs 1.05% (maximum, 2.50%) for a single life and 1.20% (maximum, 2.75%) for two. The guaranteed payout rates are only 4.5% for owners age 65 to 79, and 5.5% for those aged 80 and over. The payments are based on what seemed like a very complex schedule of enhancements to the contract value, ranging from one percent to 2.5% every quarter during the accumulation period—currently as long as 20 years.

As for investments, there’s a fairly complex table to determine how much of the contract value can be allocated to a four different groups of investment options. But the principle is simple. Generally, the required allocation grows more conservative as the income start date draws closer. The allocation gets more conservative at a much faster rate when the contract value is lower than the target value.

“In March, we suspended the sales of the previous Vision rider because of the turmoil in the market,” said Jasmine Jirele, Allianz Life’s vice president of Product Innovation. “With the new rider, we wanted to make the statement that the VA arms race is over, so we took the pulled benefits back. We wanted to make sure what we was offering was sustainable. The pricing and the products reflect what we’ve learned, and in the industry as a whole we’re seeing early signs of rational pricing.”

GLWB ‘Lite’ 

On July 20, MetLife introduced its Simple Solutions variable annuity with a guaranteed lifetime withdrawal benefit, which features one income option, only four investment options, and a three-page application. Its five-year surrender period starts with a seven percent withdrawal charge.

The prices are modest, at least compared to VA contracts of the past. The M&E fee is 0.75% and the administration fee is 0.25%. The lifetime income rider costs 1.00% for a single life, and 1.20% for joint coverage (maximum, 1.60% and 1.80%, respectively). The investment options—balanced funds with 35%, 50%, and 65% target equity allocations and a money market fund—cost 59 basis points to 112 bps.

“The goal in creating Simple Solutions was to give individuals and the banks which serve them an easy-to-understand, lower-cost variable annuity with solid basic benefits,” said MetLife managing director Kevin Crowe in a release. “Bank representatives may traditionally sell fixed annuities, but this variable product offers additional benefits their clients may need, all packaged in an easy-to-explain product with a simple application.”

During the accumulation phase, the guaranteed income base is stepped up to the account balance, if higher, on the contract anniversary. The payout rates are 4% until age 65, 5% through age 75, and 6% thereafter. The owner can also annuitize the contract on a fixed or variable basis.

Another ‘Income Protector’

Also on July 20, Genworth rolled out its RetireReady One variable annuity. What’s new about this contract, according to a Genworth spokesperson, is its guaranteed lifetime withdrawal benefit rider, called, like Allianz Life’s rider, the Income Protector.

For a 1.10% rider fee (maximum 2.50%), this Income Protector offers a payout schedule similar to its namesake: the lifetime income rate for a single life begins at 3% at age 50 and moves up a half-percent every five years before reaching 7.0% at age 80. The withdrawal percentage for a joint account is a half-percent lower in each age band.

Investment options are constrained to a set of three balanced portfolios, with equity allocations of 40%, 60%, or 70%, or to a group of designated BlackRock funds and a GE Investments Total Return Fund.

During the accumulation period, the Income Protector offers a surprisingly big roll-up—6% per year, compounded daily—for those who are willing to wait for 10 years after the contract date. Until then, limited withdrawals are allowed. If exceeded, the roll-up process stops.

© 2009 RIJ Publishing. All rights reserved.

Martin Weiss on the CalPERS Suit

Martin Weiss, Ph.D, who founded Weiss Ratings and later sold it to Street.com, has been called a “gadfly” in financial circles. As the current president of Weiss Research Inc. and publisher of Safe Money, he is now out of the ratings industry. But he remains a critic of grade-inflation, group-think, and the misuse of incentives within it.

RIJ asked Weiss, whose new book, The Ultimate Depression Survival Guide (Wiley, 2009) reached sixth place on the New York Times Hardcover Business Best Sellers list on June 5, to share his thoughts on the California’s state pension fund’s suit against Standard & Poor’s, Moody’s, and Fitch Ratings. Here’s the result of our Q&A:

RIJ: What was your reaction to the news of the lawsuit against the big three Nationally Recognized Statistical Rating Organizations, or NRSROs?

WEISS: I think CalPERS is very much justified in taking this action. I believe there’s abundant evidence already revealed, and in Congressional investigations and testimonies, that will give them a good paper trail for discovery. Their richest vein in that discovery, in my opinion, will be the depositions of individual analysts-both those who are currently employed and those who have left Moody’s and S&P.

RIJ: And what do you think those depositions will show?

WEISS: I’ve spoken to quite a few analysts, and those have disclosed egregious manipulations and conflicts of interest that go beyond what is generally known. There’s the typical thing, where an analyst felt that bonds should be downgraded and was overruled by principals.

That’s number one. Number two is compensation made over and above published fees, with the understanding that it would result in a better grade. There are payoffs tacitly or implicitly tied to a higher grade. There’s a higher bar to proving that, but I don’t think they will have to prove that to prevail.

The defense will be, ‘We did our best to cover all the available fact. There’s always a judgment we have to make based on our experience.’ So it will be important to depose ex-analysts or analysts, to ask, if the analysts have all those years of experience, why are the principals overruling the them?

RIJ: The suit says the rating agencies helped design the structured investment vehicles, or SIVs. Why shouldn’t the ratings agencies help their clients produce the safest possible product?

WEISS: Consider Consumer Reports, which is the standard to which the rating agencies should be held. Suppose you wanted to build the ultimate cell phone, a phone that would beat the iPhone. Then, suppose Consumer Reports says, ‘We know exactly how to get the ultimate rating from us.’

The cell phone manufacturer asks how, and Consumer Reports says ‘We’ll design it to the specs that meet our standard, and you’ll get the perfect package.’ Any consumer, even without legal training, would say that’s hanky panky.  No matter how you spin it, it doesn’t pass the smell test.

RIJ: During the Enron scandal, didn’t the rating agencies successfully defend themselves from these types of accusations?

WEISS:  In this case there’s more evidence than there was in Enron, and I don’t believe ratings agencies helped design Enron’s derivatives. This business of designing products and rating them has ‘hit the fan.’

RIJ: I can understand the incentive for a rating agency to improve the rating of its own client’s SIV. But why would the other agencies give that SIV the same high rating?

WEISS: It’s ‘scratch my back I’ll scratch your back.’ There has always been very little variation in the ratings between the three top NRSROs. All three use the same conflicted business model. They’re the ‘three musketeers.’ If you had more entrants into the field who aren’t conflicted, and if they had some inroads into market share, you might see more variation and more accurate ratings. But the barriers to entry in that business are too high.

RIJ: The system seems to have worked until now.

WEISS: The general assumption has been that Moody’s, S&P, and Fitch are very smart and know what they are doing. I don’t think anyone realized the depth of the conflicts and the severity of the consequences, in terms of the size of the losses that could accrue. In normal times they get away with it. People don’t notice it because growth reduces the risk and it doesn’t show up. Those fault lines and weaknesses only appear when there are major earthquakes.

© 2009 RIJ Publishing. All rights reserved.

PIMCO Expects Erosion in Value of U.S. Dollar

Over the next few years, investors should focus on the front end of the yield curve, invest in income-producing securities, look outside the U.S. for credit opportunities and hedge against a weak U.S. dollar, according to Bill Gross, CIO of PIMCO, and his colleagues.

“The key assumption of our Secular Outlook is that following the severe shocks to the global economy in the second half of 2008, the world embarked upon a journey of change not likely to be reversed over the next few years,” PIMCO officials wrote in the firm’s third-quarter market outlook report, released in mid-July. They said the journey would be marked by “starts, stops and volatility.”

As such, the firm plans to overweight “duration” and take exposure out to the five- to 10-year part of the yield curve. “However, consistent with our Secular Outlook, we plan to also retain an emphasis on the short end of curves in the U.S., Europe and the U.K. as central banks are likely to tighten more slowly than markets expect,” the report said.

In addition, the firm plans to retain an overweight position in agency mortgages but at lower levels than earlier in the year; PIMCO also will trim its holdings of corporate bonds in the financial sector while retaining a focus on industries such as pipelines, utilities, telecoms and energy companies—sectors that exhibit, in PIMCO’s words, “defensive characteristics and assets that provide strong collateral.”

PIMCO managers also expect to maintain their municipal bond positions focused on longer maturities, “which currently offer the most attractive relative value after recent gains,” the report said.

Finally, the firm is focusing on the currencies of emerging markets like Brazil and Mexico. “In light of an expected long-run erosion in the value of the U.S. dollar, PIMCO will look to take positions in select emerging market currencies that we believe have the most compelling appreciation potential.” the report said.

© 2009 RIJ Publishing. All rights reserved.

Interest Rates To Stay Very Low: Bernanke

The Federal Reserve plans to keep short-term interest rates at “exceptionally low levels for an extended period,” despite signs that the economy is improving, Fed Chairman Ben Bernanke said at a hearing before the House Financial Services Committee on July 21.

The Fed was prepared, however, to withdraw the “extraordinary policy measures” the agency has taken in response to the financial crisis and the recession to avoid a future increase in the inflation rate, he said.

“The [Federal Open Market Committee] has been devoting considerable attention to issues relating to its exit strategy, and we are confident that we have the necessary tools to implement that strategy when appropriate,” Bernanke said.

Bernanke, delivering the Fed’s semiannual economic report to Congress, said the Fed expects economic output to “increase slightly” for the remainder of 2009 after declining in the first half. “The recovery is expected to be gradual in 2010, with some acceleration in activity in 2011,” he said.

Consumer spending has been relatively stable and the decline in housing activity appears to have moderated, which Bernanke said was evidence of improvement. “Businesses have continued to cut capital spending and liquidate inventories, but the likely slowdown in the pace of inventory liquidation in coming quarters represents another factor that may support a turnaround in activity,” he added.

“Despite these positive signs, the rate of job loss remains high and the unemployment rate has continued its steep rise,” he continued. “Job insecurity, together with declines in home values and tight credit, is likely to limit gains in consumer spending. The possibility that the recent stabilization in household spending will prove transient is an important downside risk to the outlook.”

© 2009 RIJ Publishing. All rights reserved.

NAVA Becomes “Insured Retirement Institute”

The trade association formerly known as NAVA concluded its secretive, six-month rebranding process this week with the announcement that it will henceforth be called the Insured Retirement Institute, or IRI.

Judging by its prepared statement, the IRI will try to broaden its membership to include financial advisors. In the past, the membership has reflected the organization’s roots. It began as the National Association of Variable Annuities in 1991, and its members were mainly insurance companies that issued variable annuities and the technology vendors who served them.

The rebranding effort began last October, when Cathy Weatherford replaced Mark Mackey as NAVA’s CEO and president. Weatherford, who had been CEO of the National Association of Insurance Commissioners, then replaced the entire staff except for Deborah Tucker, who has led the organization’s Straight-Through-Processing initiative.

Besides reaching out to financial advisors, who are a crucial link in the variable annuity distribution process, the organization has said it intends to be a stronger lobbying force for its members’ interests. Weatherford and her chief operating officer, former Ohio insurance commissioner Lee Covington, are registered Washington lobbyists. The organization recently relocated its headquarters to Washington, D.C., from Reston, Va.

IRI has also created a new web site, www.IRIonline.org, that “offers IRI members, financial advisors and consumers a central, trusted resource for the latest news and innovative tools for insured retirement planning.”

“This is a critical moment in our industry that requires a new, reinvigorated approach,” said Weatherford. “IRI will be a trusted resource for consumers looking for guaranteed income in an economy and times where there is little certainty. We will provide consumers with the knowledge and confidence in retirement planning that can no longer be taken for granted.”

© 2009 RIJ Publishing. All rights reserved.

Crisis Investigators Appointed

Congress has established a 10-member Financial Crisis Inquiry Commission to help investigate the causes of the U.S. and global financial crisis. But don’t hold your breath waiting for the answer. The commission’s report isn’t due until December 15, 2010.

Former California state treasurer Phil Angelides was appointed by Speaker of the House Nancy Pelosi (D-Calif) and Senate Majority Leader Harry Reid (D-Nev) to chair the inquiry. Brooksley Born, who warned about the impending crisis while serving as head of the Commodities Futures Trading Commission, was also named to the commission.

The other four commission members named by Pelosi and Reid are: former Senator Bob Graham of Florida, Heather Murren, a retired managing director at Merrill Lynch, Byron Georgiou, a Las Vegas-based businessman and attorney, and John Thompson, chairman of Symantec Corp.

Republicans appointed four members: Former House Ways and Means Committee Chairman Bill Thomas, who will serve as vice chairman of the commission, Peter Wallison of the American Enterprise Institute, ex-Congressional Budget Office Director Doug Holtz-Eakin and former National Economic Council Director Keith Hennessey.

© 2009 RIJ Publishing. All rights reserved.

Massive Drop in 300 Large Company Pension Funds: Towers Perrin

The funded status of the typical U.S. pension plan fell four percent in June, according to the Towers Perrin Pension Index. In fiscal 2008, the funds of the companies in the TP 300 fell in aggregate value from a $47 billion surplus to a $339 billion shortfall.

Moderate portfolio returns and a decline in bond yield combined to push the index lower. The results were reported in Towers Perrin’s firm’s latest Capital Market Update (CMU).

The index, which reflects the asset/liability performance of a hypothetical benchmark pension plan, remains up by 1.4% for the year to date.  However, the June results represent a decline of 23% over the past 12 months.

The benchmark investment portfolio used in the Towers Perrin Pension Index experienced a 0.3% return for June and has returned 3.9% for the year to date.  The liabilities used in measuring the index (based on projected benefit obligations) rose 4.6% in June and have increased by 1.8% for the year to date.

Towers Perrin’s monthly update includes an estimate of the aggregated pension financial results for   300 large U.S. companies in the TP 300.  The companies’ aggregate funded position changed from a $47 billion surplus as of the end of their 2007 fiscal years, to an unfunded amount of $339 billion at the end of their 2008 fiscal years-a decline of $386 billion for fiscal year 2008.

The firm’s projection to June 30, 2009 indicates a current unfunded amount of $344 billion for these companies, a slight deterioration in funded status since the close of the 2008 fiscal years.

© 2009 RIJ Publishing. All rights reserved.

Insecurity Grows Among Retirees

The number of retirees who say they are worried about financial security has more than doubled in the past year, and many are tightening budgets or seeking professional financial advice. Forty-nine percent of retirees said they felt less secure than when they first entered retirement, compared with 20% who said so last year.

The findings come from a survey of retirees aged 56 to 77 with $100,000 or more in investable household assets, conducted by LIMRA, the Society of Actuaries (SOA) and the International Foundation for Retirement Education (InFRE). The organizations released the findings July 14 in a report titled What a Difference a Year Makes, highlighting changes in retirees’ attitudes from 2008 to 2009.

Of the retirees surveyed, 43% said their tolerance for investment risk has gone down since last year, and many were concerned about the possibility of inflation.

The retirees whose investment risk tolerance declined in the past year gave the following main reasons:

  • Concern about the economy, 79% 
  • Concern about future inflation, 45%
  • Not enough time to recover from the economic downturn, 39%
  • Change in house value, 28%

“Retirees are definitely feeling the effects of the 2008 financial crisis, and have begun changing their behavior,” said Sally A. Bryck, LIMRA associate research director, who led the project. “While seven in 10 respondents said they can still cover their basic expenses and afford a few extras, the number who said they spend money on whatever they want dropped sharply from 38% in 2008 to 22% in 2009.

“We also see an increase in the number of retirees who have personal financial advisors,” Bryck added. “Today 61% say they have a personal financial advisor compared to 56% in 2008. Seeking professional help shows how severely things have changed and how unsure retirees are about doing things themselves.”

The survey also found a significant decline in the number of retirees who feel very confident they have saved enough money to live comfortably throughout their retirement. Today, only one in four of the retirees are extremely confident they have saved enough, a 12 percentage-point drop year over year.

One way to decrease concern over outliving money, risks of inflation, and other financial hazards is to use some financial assets to generate guaranteed lifetime income.

SOA member Anna Rappaport, FSA, MAAA, noted that, “Unfortunately, many retirees are not thinking long term. Even among retirees for whom Social Security does not cover their basic expenses, a guaranteed lifetime income, such as that provided by an annuity, is not a core focus of the retirement plans of the retirees surveyed. Among retirees whose core expenses are not covered by Social Security, 31% indicated interest in converting a part of their savings into guaranteed lifetime income.”

“To make sure they do not outlive their assets, retirees need to take an actuarial perspective in managing retirement risks and focus on long-term goals and challenges,” she added.

© 2009 RIJ Publishing. All rights reserved.

Hold Brokers and Advisors to One Standard, SEC Chief Says

In testimony before a House subcommittee July 14, SEC
chairman Mary L. Schapiro emerged as a regulatory hawk,
displaying much more passion for government oversight of the
securities business than she did in her previous job as head of the
Financial Industry Regulatory Authority, or FINRA.

 

Among her themes:

  • Registered reps must accept fiduciary responsibility if they give financial advice.
  • Target date funds should make their risks more apparent.
  • Hedge funds have “flown under the radar too long.”
  • The SEC should keep a closer eye on the credit rating agencies.

And, Schapiro pointed out, the SEC won’t be able to enforce those policies without more staff attorneys, more technology, and more funding.

Regarding registered reps, she wants them to put clients first. “We are also closely examining the broker-dealer and investment adviser regulatory regimes and assessing how they can best be harmonized and improved for the benefit of investors,” Schapiro told the House Financial Services Committee’s Subcommittee on Capital Markets, Insurance and Government-Sponsored Enterprises.

“Many investors do not recognize the differences in standards of conduct or the regulatory protections applicable to broker-dealers and investment advisers. When investors receive similar services from similar financial service providers, the service providers should be subject to the same standard of conduct and regulatory requirements, regardless of the label attached to the providers.

“All financial service providers that provide personalized investment advice about securities should owe a fiduciary duty to their customers or clients and be subject to equivalent regulation. I support the standard contained in the bill Treasury recently put forth, which would require broker-dealers and investment advisers to act solely in the interests of their customers or clients when providing investment advice.

On the issue of regulating hedge funds, she apparently rejects the idea that rich investors don’t need the government to watch their backs. “Hedge funds and other unregulated private pools of capital have flown under the radar for far too long,” she testified. “I support the recommendation in the Administration’s white paper that advisers to hedge funds and other private pools of capital should be required to register with the SEC under the Investment Advisers Act.”

Target-date funds, a marketing concept whose flaws were revealed by last fall’s equity market crash, also drew Schapiro’s belated attention. “Target date funds… have produced some troubling investment results,” she told legislators. “The average loss in 2008 among 31 funds with a 2010 retirement date was almost 25%. In addition, varying strategies among these funds produced widely varying results, as returns of 2010 target date funds ranged from minus 3.6% to minus 41%.”

Pro forma, Schapiro recommended more disclosure, despite the fact that few investors read disclosures. “I can assure you that our staff is closely reviewing target date funds’ disclosure about their asset allocations. …We will consider whether additional disclosure measures are needed to better align target date funds’ asset allocations with investor expectations.”

On the topic of the ratings agencies (see this week’s cover story), she said the SEC is committed to “strengthening the integrity of the ratings process, and more effectively addressing the potential for conflicts of interest inherent in the ratings process for structured finance products.”

The Commission, she said, wants to require Nationally Recognized Statistical Rating Organizations (NRSROs) to disclose ratings history information for 100% of all issuer-paid credit ratings and to prohibit an NRSRO from issuing a rating for a structured finance product paid for by the product’s issuer, sponsor, or underwriter unless the information about the product provided to the NRSRO is made available to other NRSROs.

Finally, Schapiro described the years leading up to the financial crisis as a period of weakness at the SEC. “Beginning in Fiscal 2005, the SEC faced three consecutive years of flat or declining budgets, the end result being a 10% reduction in its workforce and a cut of more than 50% in its new technology investments,” she said.

“This occurred at the same time that the securities markets we regulate were growing significantly in size and complexity,” she said. “Since 2005, when these cutbacks began, average daily trading volume has nearly doubled; the investment advisor industry has grown by over 30% in number and over 40% in assets under management; and broker-dealer operations have expanded significantly in size, complexity, and geographic diversity.”

“The SEC currently has only about 450 examiners to oversee 11,300 investment advisers and 8,000 mutual funds. If advisers to hedge funds, private equity funds and venture capital funds were required to register with the SEC, as contemplated by the Administration’s white paper, our staff roughly estimates that approximately 2,000 additional investment advisers would register… Significant additional resources would be necessary for the Commission to take on additional responsibility in this area,” she claimed.

© 2009 RIJ Publishing. All rights reserved.

CalPERS Gives Rating Agencies an FFF

Millions of investors and advisors rely on ratings from Standard & Poor’s, Moody’s and Fitch Ratings when purchasing bonds, bond funds, or annuities. And, for many years, they took the credibility of those credit rating agencies for granted.  

But in a lawsuit filed this month, California’s $180 billion state employees pension fund, CalPERS, claims that the process of rating debt has become biased, and that it led CalPERS to invest $1.3 billion worth of retirement savings in highly-rated but deeply flawed Structured Investment Vehicles, or SIVs. 

Specifically, the CalPERS suit assails the “issuer pay” model, where the agencies are paid by the issuers of the debt they rate, where in some cases they help structure the same debt packages they subsequently rate, and where at least part of their compensation is contingent, in effect, on delivering a rating that will ensure the successful sale of a security.

Exactly where this state-filed, non-class-action suit will lead is not yet clear. It’s very likely that there will be reforms, mainly in terms of disclosures and tougher oversight. Already, the rating agencies have promised to create stronger barriers between research and sales. 

But the agencies don’t appear willing to abandon the issuer-pay model. That could leave their credibility in the area of complex structured investments still in question, and leave institutional and individual investors in a quandary. Martin D. Weiss, founder of Weiss Ratings (now owned by Street.com) and author of the 2009 best seller, “The Ultimate Depression Survival Guide,” told RIJ:

“Until there are structural reforms, and perhaps even radical reform, in the ratings industry, investors need to proceed with extra caution and not take the ratings at face value. Sure, the rating agencies will say, ‘We’ve fixed the problem.’ But they’ve said that before. The bottom line is, you can’t trust the ratings.”

Meanwhile, CalPERS membership, like much of California, is in financial pain. The pension fund, which covers 1.6 million workers, saw its assets drop in value from $237.1 billion in mid-2008 to only $180.9 billion as of last June 30, according to Pensions & Investments. The fund sank to $160 billion in March before rebounding.  

Race to the bottom

In 2006, CalPERS invested about $1.3 billion in medium-term notes and commercial paper issued by Structured Investment Vehicles (SIVs) created by Cheyne Capital Management and Gordian Knot, two London-based firms, and Stanfield Capital Partners in New York. The ratings agencies had given all three SIVs their highest ratings for long-term debt, according to the complaint filed in the Superior Court of California, San Francisco County

But, between August 2007 and February 2008, as the global financial crisis gained momentum, all three SIVs missed payments or sustained capital losses, and suffered an abrupt series of ratings downgrades. They eventually defaulted on their obligations to CalPERS, resulting in a loss CalPERs estimates “in hundreds of millions, and perhaps more than $1 billion.” 

CalPERS now charges the three ratings agencies with “negligent misrepresentation” regarding the creditworthiness of the SIVs that issued the notes. But much of the complaint is devoted to an indictment of the issuer-pay system.  That system, the suit says,  put pressure on analysts to produce favorable outcomes for issuers—particularly for issuers of structured vehicles, who tended to pay much higher fees than issuers of plain-vanilla bonds.

The suit asserts that:

  • “The ratings agencies, who were only paid by the issuer if a deal was rated, employed increasingly lax standards when they rated SIVs. They did so to ensure the SIVs could be successfully peddled to primarily institutional investors like CalPERS, thus permitting the ratings agencies to be paid their contingent fee.”
  • “Competition between the rating agencies led to a market share war, which deteriorated into a ‘race to the bottom’ for standards of quality rating… In an internal S&P email, an employee laments that they had ‘lost a huge Mizuho RMBS deal to Moody’s due to a huge difference in the required credit support level.’”
  • “After 2000, the ratings agencies became actively involved in the creation and ongoing operation of structured finance products like SIVs. Indeed, not only did they help structure the [Cheyne, Gordian Knot, and Stanfield Victoria] SIVs, but they were also actively involved in the creation of the structured finance assets held by SIVs, like RMBS [Residential Mortgage-Backed Securities] and CDOs [Collateralized Debt Obligations].” “The RAs were in effect, rating their own work,” the suit quoted a professor of financial institutions at Columbia University as saying.
  • “Rating a typical SIV commanded $300,000 to $500,000 or more, and some fees for rating SIVs climbed to the $1 million level. Moreover, the SIV rating fee was on top of the fees the rating agency already generated by assigning ratings to the SIV’s underlying assets. What is more, the fees were contingent on the SIV ultimately being offered to investors.”

Free speech

The rating agencies have promised internal reforms, but they haven’t backed away from the issuer-pay model or suggested that the integrity of their analyses of SIVs or any other structured products was compromised by it.

S&P, in an April 10 white paper, blamed the structured finance losses on “natural actions” and “a tough economic environment.” “Much of the recent criticism directed at ratings firms stems from the natural actions that can occur as a firm reassesses, over time, ratings on existing securities,” the report said. 

“Ratings are designed to change if any combination of factors including, for example, the overall state of the economy, and in the case of mortgage securities, the housing market, changes,” the report continued. “In a tough economic environment, companies and individuals alike can experience difficulties in meeting their obligations, and rating downgrades are often the result. This is in spite of the ratings firms’ best efforts to anticipate the severity of a downturn and account for it in the ratings.”

Stephen Joynt, Fitch’s CEO, told Congress on May 19 that “We believe that the manner in which we are paid and the nature of the securities we rate do not affect the essence of what we do or the free-speech rights we enjoy in connection with our work.”

The existing system already protects the public, he said. “Rating agencies are currently liable on the same basis as other market participants for securities fraud.  They may not disregard red flags.  Current law thus gives rating agencies strong reason to use reliable data without the negative consequences of overreaching liability.” 

Immoral, not illegal

On July 20 The New York Times reported that famed attorney Floyd Abrams would defend S&P against various actions related to the financial crisis. He is expected to argue that S&P’s ratings are opinions protected by the right of free speech. One observer doubted that that strategy would work, however.

“I’m not sure how Fitch and S&P can defend on those grounds. They’d have to claim that the ratings were merely opinion and that CalPERS’ reliance on them was unreasonable,” said Robert Toth, an attorney at Giller & Calhoun in Fort Wayne, Indiana, who blogs about benefits law at businessofbenefits.com

“Given the facts—that the underwriters were willing to pay such large sums for those “opinions,” and built their products around those opinions—the agencies will have difficulty claiming they did not know such things were happening,” he added.

Another observer said that the ratings agencies should have been more conservative, but guessed that they, like so many during the boom, didn’t want to miss out on the enormous sums that could be made.

“It’s now widely accepted in pension circles that the ratings agencies exercised some real latitude over the last few years, in the direction of being self-serving,” said a pension official from a state other than California who asked RIJ for anonymity. The official’s investment officer was criticized for choosing not to invest in the SIVs a few years ago, but is now a local hero.    

“I don’t think [the rating agencies’ behavior] was fraudulent,” the official said. “The best analogy I can think of is the Enron case. In both instances, the investors were all just a bunch of sheep. Enron’s business model made no sense. But nobody questioned it because they enjoyed the returns. Nobody took responsibility for saying, ‘This doesn’t seem right.’ What went on was immoral, but not illegal.”

© 2009 RIJ Publishing. All rights reserved.

Separation Anxiety

“Working Longer,” the 2008 book from the Center for Retirement Research at Boston College (CRR), suggested that Americans who reach age 65 without adequate retirement savings should stay on the job for a couple of extra years.

That won’t necessarily be easy, authors Steven Sass and Alicia Munnell acknowledged in the book’s introduction. “It requires thought and planning on the part of individuals. It also requires employers to retain, train, and even hire older workers. Government also has a role to play.”

But in his ongoing conversations with large employers, Sass told RIJ, he has found no suggestion that corporations are preparing to accommodate the special needs of retirement-age workers who say they simply can’t afford to turn in their security badges quite yet.   

That fact might not surprise everyone, but it surprised Sass.

“I thought, ‘You’ll have to do one thing or the other. You’ll either have to create new opportunities for older workers, or you’ll have to tighten performance reviews.’ On the one hand, I did not expect to see a large philanthropic response. I know that terminating people is difficult. But I did expect something, since this was a major function of defined benefit pension plans,” he said.

“One of the original reasons for having a DB plan was to retire people in an orderly and humane way. This is after all a highly charged, major event in people’s lives. Formal retirement took a lot of the emotion out of the process,” he added.

“Now there’s no guidance. There’s a lot of emotional tension there, and many employers are not responsive to any of this. They don’t seem to even care that their own personnel systems will get gummed up.”

The metrics of these findings are documented in a CRR June 2009 Issue Brief,  “Employers’ (Lack Of) Response to the Retirement Income Challenge,” by Sass, Kelly Haverstick and Jean-Pierre Aubry.

“What is surprising is that employers are not responding to the retirement challenge that they themselves face—the prospect of large numbers of employees wanting to stay on the job longer than the employer would like,” the brief said.

“In today’s 401(k) world, employers continue to see retirement-related initiatives as a way to attract and retain employees but are essentially unresponsive to the need to retire employees in an orderly and predictable fashion… Neither their employees’ retirement security nor the prospect of a disorderly retirement process currently influences employer retirement polices.”

In their survey, the CRR investigators asked employers of varying sizes what percentage of their employees might not have enough resources to retire at the traditional age. The median response was 50 percent. They also asked what percentage of those workers might want to stay on for two extra years, and the answer was also about 50 percent.

“That’s where we got a surprise. When we asked about the likelihood that they would create opportunities for those people, about the prospect of keeping people ages 65 to 69, we got a lukewarm response. They hadn’t thought about it that much. I thought there would be a response, that they would be tightening performance reviews or encouraging greater savings or offering additional retirement planning. But they were not responding.  It hasn’t really hit them as a reality.”

One illuminating fact was that employers, overall, have weaker ties to their 50-something employees than they once did. Between 1983 and 2006, Sass said, the percentage of men ages 58 to 62 who had the same employer they had at age 50 dropped from 70% to 45%. “A lot of people in their 50s are not ‘long-term guys’ anymore,” Sass told RIJ. “Most people will change employers after age 50.”

In his study, some employers, when asked, estimated that six to eight percent of their total work force would want to work two to four years past their traditional retirement age. 

“That’s a significant number,” Sass said. “There will be a personnel mess. It may not merit major management attention. But it will be difficult for supervisors.  [The retirement transition] will be managed on an ad hoc basis. There will be plenty of cases where it will be managed poorly. And we did this survey before the ‘crash.’ Today there are many more people who are not prepared for retirement than there were then.”

© 2009 RIJ Publishing. All rights reserved.

 

Top 10 Best-Selling Fixed Annuities Q1 2009

Top 10 Best-Selling Fixed Annuities Q1 2009
Rank Company Product Product Type
1 RiverSource Life Rate Bonus 1 Fixed Rate, Non-MVA
2 New York Life Fixed Annuity Fixed Rate, Non-MVA
3 MetLife Fixed Annuity FA Fixed Rate MVA
4 Aviva – American Investors Life Income Select Bonus 10 Indexed
5 MetLife Target Maturity Fixed Rate MVA
6 Western National Life Flex 7 Fixed Rate, Non-MVA
7 New York Life Preferred Fixed Annuity Fixed Rate, Non-MVA
8 MetLife Investors Fixed Annuity XG Fixed Rate, Non-MVA
9 Western National Life Flex 5 Fixed Rate, Non-MVA
10 Aviva Life & Annuity MultiChoice Income Xtra Indexed

Source: Fixed Annuity Premium Study, Beacon Research, Evanston, IL

Richards To Leave SEC Compliance Post

Lori A. Richards, Director of the SEC’s Office of Compliance Inspections and Examinations (OCIE), plans to leave the Securities and Exchange Commission after more than two decades of government service.

Ms. Richards has been the Director of OCIE since Chairman Arthur Levitt created it in May 1995. She managed the SEC’s nationwide examination oversight programs for investment advisers, hedge fund managers, mutual funds, broker-dealers, clearing agencies, transfer agents, trading markets, self-regulatory organizations and credit rating agencies. 

OCIE Associate Director-Chief Counsel John Walsh will serve as Acting Director of OCIE when Ms. Richards steps down on August 7. Mr. Walsh is a 20-year veteran of the SEC, including service in the Office of General Counsel, the Division of Enforcement, and as Special Counsel to Chairman Arthur Levitt. He has been a member of OCIE’s staff since its creation in 1995.

During her tenure, Ms. Richards helped the agency identify and address abusive trading by exchange specialists, shortcomings in credit rating agencies practices, conflicts of interest by pension consultants, asset valuation problems, insider trading, sales of securities to seniors at “free lunch” seminars, mutual funds’ payments for “shelf space” and many more issues.

Before becoming the Director of OCIE, Ms. Richards was executive assistant and senior adviser to Chairman Levitt. Prior to that, she was Associate Regional Administrator for Enforcement in the SEC’s Los Angeles office.

She received the SEC’s Distinguished Service Award in 2008 (the SEC’s highest award), and the Irving Pollack Award in 1992. She has a J.D. from Washington College of Law, and a B.A. in Political Science from Northern Illinois University.

© 2009 RIJ Publishing. All rights reserved.

Fixed Annuity News Reported By Beacon Research

Most credited rates for fixed annuities fell during second quarter, according to Beacon Research, which maintains the AnnuityNexus database. Average credited rates for 5-year, CD-type/rate-for-term annuities in Beacon’s Fixed Annuity Index were 3.45% in April, 3.21% in May and 3.16% in June.  

Aside from Thrivent’s Multi-Year Guarantee Series, Security One, and Security Plus products, whose guaranteed minimum rates rose to 1.50% from 1.00%, all other announced rate changes were reductions:

  • Minimums for Old Mutual Financial Network’s: Dexterity 3, Dexterity 3 Plus, Fidelity Platinum, and Fidelity Platinum Plus fell to 1.10% from 1.20%. The lowest rate for Penn Mutual’s FPDA product dropped to 1.15% from 1.35%.
  • Genworth of New York reduced rates for its SecureLiving series: Advantage NY (to 2.50% from 3.00%); Advantage Pro NY (to 2.00% from 3.00%); Smart Rate NY (to 2.00% from 3.00%); Stable 5 NY (to 2.00% from 3.00%); Independence NY (to 2.50% from 3.00%); and Liberty NY (to 2.00% from 3.00).
  • Reliance Standard lowered the guaranteed rate on its Apollo MVA, Apollo SP, Eleos MVA, and Eleos SP products to 2.00% to 3.00%.

In other changes:

  • On June 26, Great American Life introduced Safe Return, its first indexed product to offer a bailout cap and return of premium.
  • Effective July 1, Lincoln National Life discontinued Lincoln Classic Flex 8 and Lincoln Classic Flex 12.  
  • On July 1, two 3-year rate bands were added to the ING Guarantee Choice Annuity, a single premium MVA annuity.    
  • On July 6, Integrity Life added a 7-year rate band to its SPDA Series II, a single premium, non-MVA annuity with a seven-year surrender period. 
  • The Great American Life American Freedom Stars and Stripes, American Freedom 10-ST, and Secure American fixed rate annuities have been added to the AnnuityNexus database.

© 2009 RIJ Publishing. All rights reserved.

“Free-Lunch” Seminars Still Baiting Seniors

Despite widely publicized regulatory efforts to suppress the practice of attracting senior citizens to insurance sales seminars with offers of  “free lunches,” the practice apparently continues. And in one recent incident, variable annuity sellers, not indexed annuity sellers, were the accused.

In late June, the Securities and Exchange Commission charged Poughkeepsie, N.Y.-based Prime Capital Services and several of its employees with allegedly pursuing fraudulent and unsuitable sales of variable annuities to senior citizens at free-lunch seminars in Boca Raton, Delray Beach, Boynton Beach and Melbourne, Fla.  

Prime Capital Services (PCS) and its parent company recruited elderly investors to attend the seminars, after which the prospective investors were encouraged to meet privately with PCS representatives who then induced them to buy variable annuities, the SEC said.

The sales presentations allegedly concealed high costs and lock-in periods. The SEC alleges that many of the variable annuities were unsuitable investments for the customers due to their age, liquidity, and investment objectives.

“They used free lunches as the low-tech bait for their high-scale scheme,” said Robert Khuzami, Director of the SEC’s Division of Enforcement. The enforcement action alleges that the variable annuities generally paid approximately six percent in total sales commissions. 

According to the SEC, PCS is a registered broker-dealer owned by Gilman Ciocia, Inc. (G&C), an income tax preparation business in Poughkeepsie that offers financial services in New York, New Jersey, Pennsylvania and Florida.

Certain written disclosures provided to customers and other records in customer files were incomplete or inaccurate, the SEC reported. In some cases, the paperwork allegedly was altered after it was signed by the customer to make it appear that disclosures were provided and the sales were suitable when, in fact, they were not.

© 2009 RIJ Publishing. All rights reserved.