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Why Not Medicare for All?

Republicans have so far failed to make good on their promise to repeal Obamacare—or even to replace it with a mean-spirited version that would kick tens of millions off insurance. Obamacare itself however left 28 million Americans completely uninsured and tens of millions more with unaffordable copayments, deductibles and uncovered services.

That’s why the Affordable Care Act has been vulnerable to Republican attacks. Obamacare is ultimately politically unsustainable because it relies too much on a private, for-profit insurance system to pay for healthcare. It is time to abandon this overly complex and expensive payments system and reconsider a single-payer system.

Basic healthcare is not insurable

The provision of healthcare is far more expensive (as a percentage of GDP) in the U.S. than in other developed capitalist countries, with no better outcomes. Other nations use a variety of methods of provisioning and paying for healthcare, ranging from full-on “socialization” with government ownership of the hospitals to market-based private ownership of medical practices.

Many use a single-payer system (whether provision of healthcare is nationalized or privatized), with government covering the costs, while some use private insurers. The U.S. is unique in relying so extensively on private for-profit insurers. In other countries that allow participation by private insurers, these are run more like heavily regulated, not-for-profit charities.

It is important to understand that insurance is supposed to be a bad deal for the insured. The idea behind it is that you pay small premiums to cover rare but expensive calamitous events. You pay for fire and auto insurance, for instance, over most of your life and hope that you will never have to collect benefits. Your premiums cover the insurance company’s payouts, plus their administrative costs and profits. Insurance is a good deal only when you’re unlucky.

Healthcare is much different from losses due to fire or automobile crashes. It is not rare. Most of our healthcare needs are routine (prenatal, birthing, and well-baby care; braces for the kids’ teeth; annual checkups and vaccinations) or due to chronic illness. Routine healthcare is not analogous to an “act of god” that destroys your house: it is predictable, welcome, and life enhancing.

Because it is both common and expensive, basic healthcare is not an insurable expense. Pre-existing conditions are not, in principle, insurable either: it is like purchasing insurance on a house that has just caught fire. The premiums that should be charged to cover a chronic, preexisting condition would be equal to the expected cost of treatments plus the insurer’s operating costs and profits. The patient would be better off simply paying for the healthcare costs out of pocket.

Everyone into the pool

Social Security and Medicare provide a model for reform along single-payer lines. Social Security’s old-age retirement plan is nearly universal, with the federal government acting as the single payer. Medicare is universal for those over age 65 and the main part of it is single payer, with the federal government making the payments.

Both of these programs impose a payroll tax and both build reserves to provide for an aging population. This is simultaneously a strength (“I paid in, so I deserve the benefits; it is not welfare”) and a weakness (intergenerational warriors continually foresee bankruptcy).

But we can look at the taxes another way, from the perspective of the economy as a whole. Taxing today’s workers reduces their net income, which reduces their spending. This frees resources that can bedirected to caring for the needs of today’s elderly; government spending on retirement and healthcare ensure that some of the resources are directed to satisfying those needs.

Since wages today account for less than half of national income, it would be better to broaden the tax base beyond payrolls. We should also tax other income sources, such as profits, capital gains, rents, and interest.

What is the right balance between spending and taxes? Let us pose two extremes. In the first case, the economy has enough spare resources to provide healthcare for all. The single-payer government simply spends enough to provide adequate healthcare with no additional taxes required.

In the second case, let us presume the economy is already at full employment of all resources. To move some of the employed resources into the healthcare sector, the government needs to impose taxes sufficient to reduce consumption and investment spending to free up resources for healthcare. It then spends to reemploy those resources in the healthcare sector.

The more likely case is somewhere between those two extremes, so that a combination of increased taxes and spending by the single payer can free up and move resources to provide healthcare for all. This insight can help us understand what’s wrong with a system that relies on a large number of private, for-profit insurers, and how such a system might be fixed.   

Competition among for-profit insurers works to exclude those who need healthcare the most—simultaneously boosting paperwork and billing costs even as it leaves people under-covered. If we do not allow insurers to exclude preexisting conditions, and if we could somehow block insurers’ ability to deny payments for expensive and chronic illnesses, then each insurer needs young and healthy people in the pool to subsidize the unhealthy.

The best way to ensure such diversification is to put the entire nation’s population into a single pool. If the “insured” pool includes all Americans, there is no possibility of shunting high-cost patients off to some other insurer. And total costs are much lower because billing is simplified, administrative costs are reduced, and no profits are required for operating the payments system.

This is essentially what we do with Medicare, albeit only for those over age 65. Medicare for all would provide the truly diversified pool needed to share the risks and distribute the costs across the entire population.

Medicare is a proven, cost-efficient payments system, and it is compatible with the more market-oriented system that Americans seem to prefer. A single-payer Medicare-style universal program is also compatible with the existence of private health insurance that can be voluntarily purchased to supplement the coverage offered by the single payer.

Just a few months ago, few politicians aside from Senator Bernie Sanders were willing to stand up for single-payer healthcare. However, the debate over “repeal and replace” has made it clear that if we are serious about providing universal healthcare to Americans, the only sensible option is single payer.

Randall Wray, Ph.D., is a post-Keynesian economist and Senior Scholar at the Levy Economics Institute of Bard College. This article is adapted from a longer Policy Note published this month by the Institute and republished here with the author’s permission.  

On the Case: Jim Otar Answers Our Income Challenge

Jim Otar, a Toronto-area CFP, has made lasting contributions to the field of retirement income planning. Every retirement income specialist should be familiar with his “aft-casting” technique, his book, his Retirement Optimizer software, and his useful classification of new retirees into green, yellow or red “zones.”   

When RIJ invited Otar to suggest a solution to the case of Andrew and Laura, he replied that the couple is “on the border of the green zone.” In Otar-speak, this means that they can relax. With about $1.24 million in savings and $1.8 million worth of real estate, they’re unlikely ever to run out of money.

“I would not worry too much about complicated strategies,” he wrote after a preliminary review of the information we provided about Andrew and Laura’s finances. (They’re a real couple, ages 63 and 64, whose names we’ve changed.) “They probably don’t need guaranteed income (annuities), a bucket strategy or anything fancy to cover their shortfall,” he said, referring to the difference between the couple’s desired annual income and their income from Social Security and pensions.  

Keep in mind that, two weeks ago in RIJ, Mark Warshawsky, also a much-published explorer of the retirement income space, recommended that Andrew and Laura put about half of their savings into safe income annuities and invest the rest in equities. Otar’s solution takes Andrew and Laura in a very different direction.

Quick take-away

In hoping for a pretax income of about $140,000 per year in retirement starting at ages 65 to 70, Andrew and Laura want more income than their $1.24 million portfolio alone can safely furnish for 25 or 30 years, according to Otar’s simulations. So he ran simulations based on a plan where they withdraw $50,000 per year. He determined that if the couple reduces expenses by at least $15,000 a year (requiring $35,000 from savings) or agree to sell their home at age 85 (if their portfolio looks like it might fail), they can both retire by age 70 or earlier.

RetirementOptimizer’s assumptions

  • Andrew and Laura are in Otar’s “Green Zone,” which means that their retirement is well-funded. They have enough savings and other assets to retire on, assuming they don’t over-spend or retire too early. Green-zoners don’t have to transfer their longevity risk to an insurance company via the purchase of a life annuity—though they have the option to do so if it makes them feel more comfortable or opens up other options (like taking on more market risk).  

People in the yellow zone (“constrained”) must change their plans if they hope to retire safely. They need to work longer, save more, cut expenses, abandon non-essential goals, or consider longevity-risk-pooling products like annuities or reverse-mortgages. People in the red zone (“underfunded”) have little choice but to consider risk-pooling products or simply bear longevity risk. Anyone, regardless of wealth level, can be in any of the zones; it depends on the ratio between their expenses and their income-generating resources.

  • Andrew and Laura want $50,000 a year from their $1.24 million in SEP-IRA and other savings to top up their combined Social Security ($72,000) and pension income ($7,000).   
  • Otar will project the distribution of possible future market performance scenarios through “aft-casting,” a proprietary technique that he uses instead of Monte Carlo simulations. Rather than based on purely randomized sequences of market returns, his projections are randomized among actual historical sequences of returns starting in 1900. In his experience, this method better accounts for the possibility of “black swan” events; it recognizes that “markets are random in the short term, cyclical in the medium term, and trending in the long term.”

Advice point: Invest in a balanced portfolio

Since Andrew and Laura don’t need annuities as a solution to longevity risk (i.e., living long enough to run out of money), Otar recommends a balanced asset allocation for their retirement savings. His analyses are based on a portfolio of 58% equities, 39% bonds and 3% cash, with annual rebalancing to that allocation. In this preliminary analysis, he doesn’t specific individual investments or make assumptions about investment expenses.

Advice point: Provide more detailed list of expenses

Andrew and Laura need to provide more details about their annual expenses than they have so far, especially if they hope to reduce them in retirement. “I normally ask for three pages of line-items of expenses,” Otar said. 

Advice point: Put expenses in a value hierarchy

With a nod toward goal-based income planning principles, Otar recommends that Andrew and Laura categorize their expenses as essential (i.e., food shelter, etc.), basic (i.e., customary or lifestyle-related) or discretionary (“bucket list” items). “If I had more a detailed list of expenses to work with, the outcomes would likely be more favorable,” he said, implying that expense-adjustments can often make or break a retirement income plan.

Advice Point: Clients need to decide how they view their real estate

Adam and Laura need to come to a decision about their homes. That is, are they committed to living in their primary house and second home indefinitely (perhaps as part of the bequest to their two daughters)? Or would they consider including the value of their homes in their retirement income plan, perhaps by planning to downsize or sell one of the homes later in life?

Recommendations

Otar offered three options for Laura and Andrew. They could:

Consider selling their home as a “stop-loss” strategy. They can both stop working by the time Andrew reaches ages 69, Otar said, if they agree that at age 85 they will sell their current home, put the proceeds of the sale into a cash-equivalent account and move into their second home.

They should execute this strategy in 20 years if their investments are in danger of running out before they reach age 95. Historically, there is a 40% chance of that happening. The proceeds of the sale of the primary home should be put in cash because of the couple’s short time horizon.

The first slide below demonstrates the outcomes if the couple intends to sell their house at age 85. The second slide demonstrates the outcomes if the couple holds that option (a 40% likelihood) open.

Otar Slide 3

Otar Slide 4

Reduce expenses and/or find other sources of income. If Laura and Andrew reduce expenses by $15,000 per year, or find an equal source of income (e.g., rent part their home, work part-time or as consultants), or any combination the two, then they can retire at age 70 and stay in their primary home for life without tapping into the value of the home.

Otar Slide 5

Keep working until age 74 or 75. If the couple is determined to achieve an income of $140,000 a year (from Social Security, pensions and withdrawals from investments) and to live in their home for life (and leave it as a bequest), one of them will need to work until age 75 (See first slide below). If they save $25,000 a year over the next ten years, they can both be retired by age 74 (See second slide below).

Otar Slide 1

Otar Slide 2

Bottom Line

Given their good health and the significant possibility of a 30-year retirement, Andrew and Laura need to be a bit more realistic about how much they can spend from savings in retirement, even with savings of $1.24 million.

They will have enough money, however, if they draw on their real estate wealth in retirement and are willing to sell their primary home (or selling both homes and moving into a rental) at age 85. The good news: If future returns are as high or higher than the historical median (as calculated by Otar), their portfolio will be worth at least $2 million in 30 years.

Otar didn’t include nursing home expenses in his plan. The couple has long-term care insurance to protect their wealth, and Otar said he would have included the insurance in his models if he had seen the specific terms of the contract. His plan leaves the value of the second home untouched, so there’s room to absorb uncovered health care costs.

Otar considers this type of work-up to resemble one of the rough drafts of a retirement income plan. “I would use these scenarios as discussion points with the client,” he told RIJ. “In many situations in my practice, once I discuss multiple options with the client, then a clearer solution develops over time.”

Freemire financials 1

freemire financials 2

freemire financials 3

© 2017 RIJ Publishing LLC. All rights reserved. 

Advisors could lose autonomy as a result of regulation: Cerulli

Many brokerage executives believe that home-office discretion will increase as underperforming advisors are identified and persuaded to use portfolios created by the headquarters consulting group, according to the latest research from Cerulli Associates.

“The DOL Conflict of Interest Rule poses risk to a firm if sponsors knowingly allow advisors to manage underperforming portfolios for clients when a better-performing portfolio with a similar risk level is available from the home office,” said Tom O’Shea, associate director at Cerulli, in a release this week.

“As firms add compliance and monitoring capabilities to their rep-as-portfolio manager (RPM) platforms, they are finding that several advisors do a poor job of steering client assets.”

More than two-thirds (68%) of advisors rely on themselves or their practice to help them with portfolio models. Only a minority of advisors look outside their practice for input. Advisors typically look for ideas from their own advisor team rather than a home-office or a third-party strategist.

“Many advisors are emotionally invested in managing their clients’ portfolios and will resist their firms’ coaxing to use third-party models,” said O’Shea. “They have worked hard to acquire certifications such as the CIMA, CFA, or CFP designations. Asking them to outsource portfolio construction and management to a third party is tantamount to questioning their purpose in life.”

Cerulli believes that if managed account firms want to increase outsourcing, they need to introduce it as a compelling alternative for growing an advisory practice. These findings are from the August 2017 issue of The Cerulli Edge – U.S. Edition, which explores how practice management programs, outsourcing portfolio construction, and a value proposition help advisors become more productive.

© 2017 RIJ Publishing LLC. All rights reserved.

Dealing with the Contradictions of Financial Advice

About two decades ago, when Francois Gadenne left the professional ranks of financial services and became a high-net-worth consumer of retirement planning advice, the founder of the Retirement Income Industry Association noticed that the advice he received was inconsistent and sometimes even contradictory.

Under such circumstances, how could a client become well-informed about income planning, and how could he or she decide what the best strategy might be? And, if there are no bedrock principles or unified theories of retirement income planning, what can an advisor recommend with any degree of confidence?     

This problem bothered him 20 years ago, and it still bothers him. A big part of RIIA’s mission, especially after it developed the RMA (Retirement Management Analyst) designation for advisors, has been to establish a “body of knowledge” and “best practices” in the field of retirement income planning.

Easier said than done. RIIA’s eclectic group of members, including some from the world of public policy and broad solutions for aging populations, and some from the profession of advising high-net-worth, tax-averse clients, could not agree on best practices. Some hated annuities, for instance. Others liked annuities but differed strongly on the timing of annuity purchases. 

Gadenne raised this issue during his presentation at RIIA’s 2017 Summer Conference in Salem, Mass., three weeks ago. And he included several of the contradictions in the book that he and advisor Patrick Collins published as a study guide for the conference.

Equities and Hamlet

We’re all familiar with some of the common contradictions in financial planning. For instance, we’re told that the market’s past performance is no indication of its future returns. Yet most projections of likely future returns depend on analyses that rely, in one way or another, on price history.

There are even more controversial contradictions. Jeremy Siegel and many others have told us that stocks pay off in the long run. And we often follow that principle. Anyone who accepts the “bucket” method of retirement income planning knows that clients should put small-cap equity funds in the bucket they won’t tap for two decades or more—as if small-cap equities were a type of wine that matures to perfection after 20 years.

But Zvi Bodie and others say that this is nonsense, just as it is nonsense that an infinite number of monkeys, etc., could ever produce the text of Hamlet. Stocks are more volatile than bonds, and their volatility only compounds over time. “Time, on average, decreases risk over the population average; but, for any given individual, time increases risk. [This] may temper the inclination to advise a client to hold equities if they have a long planning horizon or to hold bonds if they have a short-term planning horizon,” wrote Gadenne and Collins in the conference handbook.

The concept of “utility”—always a puzzle to this writer—is another source of disagreement among retirement income specialists. By definition, it is the amount of satisfaction that a person gets from something—such as a larger portfolio, a better physique or a child on the Dean’s list.

Investment-focused advisors might think of utility purely in terms of wealth and what a client is willing to give up for it (like safety). An advisor who uses behavioral economics might think of utility in terms of achieving emotional or spiritual goals in addition to financial goals. The question becomes: Should the advisor try to make the client richer, or happier? The implications for the retirement planning process are profound.

Other contradictions are easy to find. There is the index-versus-active management conflict, the disagreement over liquidating tax-deferred assets first or last during retirement, the insurance versus investment products dispute, the leverage-home-equity/ignore-home-equity conflict. There’s the question: Does “bucketing” work as a risk management technique, or is it just “mental accounting”?

The match game

RIIA has a big-tent kind of membership philosophy, and Gadenne doesn’t take sides in these controversies. But he assumes that advisors do, and he’s come to the conclusion that they follow three basic schools of thought. As he and Patrick Collins wrote in the latest issue of Investments & Wealth Monitor, the magazine of the Investment Management Consultants Association (IMCA), most advisors will either be “Curves,” “Triangles,” or “Rectangles.”

By these geometric symbols, respectively, he and Collins refer to advisors who focus primarily on investment management and who rely on Modern Portfolio Theory as a guiding principle; advisors who incorporate behavioral finance into their advice and align investments with their client’s personal goals and aspirations; and advisors who incorporate all of a household’s assets and liabilities into each retirement income plan.

Smart advisors will match the right techniques to the right client, or specialize in certain techniques and certain types of clients, Gadenne believes. “This is not a problem of Truth and Proof,” he wrote in an email. “It is a problem of measurement (of outcomes) and fit (to a specific client type).

“The remedy described in our paper seeks to associate prescriptions with descriptions (of specific clients type to whom it applies), We ask the advisor, “Can you describe the ideal client for this (prescriptive) recommendation?”

© 2017 RIJ Publishing LLC. All rights reserved.

An Obama-era retirement savings initiative gets the ax

The Treasury Department has ended the Obama administration’s MyRA plan program, citing its expense. The decision came not long after Congress voted to undo an Obama-era rule that would have made it easier for states to sponsor automatic workplace retirement savings plans for workers whose employers who didn’t offer the plans.

Both initiatives—MyRA and the state plans—were aimed at solving a big problem: At any given time, only about half of U.S. workers have access to a payroll-deferral, tax-deferred savings plan at work. If more workers could save for retirement at work, the Obama administration believed, they would be less likely to need support from Medicaid in their old age.

The program aimed to work in support of private industry, not against it. Under the MyRA program, workers could save up to $15,000 in Roth IRAs. To relieve small savers of market risk, contributions would be placed in U.S. Treasury bonds.

When account balances reached $15,000, a level at which they would be large enough for financial services firms to service economically, the assets would be rolled into private-sector brokerage IRAs and invested in diversified mutual funds. 

Demand for the accounts over their first 18 months was not high enough to justify their expense to the government, said Jovita Carranza, the U.S. Treasurer, in press release. The MyRA program has cost a reported $70 million since 2014 and would cost $10 million annually going forward.

Participants in the program will receive an email on Friday morning alerting them of the closure. Participants can roll the money into a Roth individual retirement account, the Treasury Department said.

Using an idea developed by policy experts Mark Iwry of the Brookings Institution (an Obama Deputy Treasury Secretary from 2008 to 2016) and David John (then of the Heritage Foundation, now at AARP) President Barack Obama ordered the creation of these “starter accounts” three years ago.

They became available at the end of 2015. Since then, about 20,000 accounts have been opened with participants contributing a total of $34 million, according to the Treasury, with a median account balance of $500. An additional 10,000 accounts have been opened but their owners have not made contributions.

The goal of MyRA was to encourage saving, especially among lower-income and minority workers who work at small companies that are less likely to offer retirement plans. Workers could transfer up to $5,500 (or $6,500 if they were age 50 or older automatically from their paychecks, or they could transfer funds to a MyRA from their checking or savings accounts.

The funds were invested in United States Treasury savings bonds, which paid the same variable rate as the Government Securities Fund, available to federal employees through the government retirement plan. There was no minimum deposit and no fees.

A group of Democrats in Congress recently asked Treasury Secretary Steven Mnuchin to support the MyRA program. The program became even more important, they said, after Congress voted to reverse two Obama-era rules that would have made it easier for states to sponsor low-cost workplace savings plans for workers whose employers didn’t offer them. Oregon, California and Illinois are still moving ahead with those plans.

© 2017 RIJ Publishing LLC. All rights reserved.

Three 401(k) providers take aim at Vanguard and Fidelity

American Funds, Empower Retirement and Voya are trying to take market share away from Fidelity Investments and Vanguard in the 401(k) market, according to Retirement Planscape, an annual Cogent Reports study by Market Strategies International.

“While Fidelity and Vanguard have historically dominated the recordkeeping market… the three challenger brands are gaining ground by increasing their consideration potential for new business,” a Cogent release said this week.

Only 15% of plan sponsors say they are thinking about a change in providers in the next year. But American Funds, Empower Retirement and Voya are now joining Fidelity and Vanguard on plan sponsors’ short-lists of potential recordkeepers.

Voya and American Funds are gaining ground in the micro-plan market (under $5 million in assets), while Empower Retirement—under former Fidelity COO Robert Reynolds and other former high-ranking Fidelity managers—is trying to take business from Fidelity and Vanguard in mid-sized ($20 million to $100 million) and large plans ($100 million to $500 million).

Fidelity and Vanguard both have internal sales teams and can tailor their sales and service methods to each segment. Voya has an internal institutional sales team but also sells plans through advisors. [Voya, Empower and American Funds] “have successfully leveraged their advisor networks to reach smaller plans, while empower has made significant investments in technology infrastructure to appeal to the larger end of the market,” said Linda York, senior vice president at Market Strategies and coauthor of the report.

The needs of plan sponsors often vary according to the size of the plan, York said. Micro plan sponsors look for value and trustworthiness while small to medium plans seek greater choice and flexibility with investment options. Large and mega plans hone in on best-in-class participant service and support.

Cogent Reports conducted an online survey of a representative cross section of 1,422 401(k) plan sponsors from March 22 to April 17, 2017. Plan sponsor survey participants were required to have shared or sole responsibility for plan design, administration or selection and evaluation of plan providers or for evaluating and/or selecting investment managers/investment options for 401(k) plans.

© 2017 RIJ Publishing LLC. All rights reserved.

U.S. ‘fintech’ investments quadruple in first quarter

An uptick in venture capital (VC) funding pushed investment in fintech in the U.S. to $2 billion across 129 deals during the first quarter of 2017, up from $500 million in the year-ago quarter, according to KPMG’s Q2 2017 Pulse of Fintech report.

Total global fintech investment more than doubled quarter-over-quarter to $8.4 billion across 293 deals, up from $3.6 billion in Q1’17. Of that VC firms accounted for 227 deals worth about $2.5 billion.

Investor interest in the U.S. shifted to business-to-business (B2B) solutions and companies that offer to improve the cost efficiencies of mid-and-back office functions, according to KPMG’s analysis. Of the first quarter’s top 10 deals, four involved the B2B market, rather than customer-facing initiatives.

“The U.S. continues to lead the way in fintech investment,” said Anthony Rjeily, leader for Financial Services’ Digital and Fintech practice in the U.S., in a release. “In the short term there could be caution as a result of macroeconomic issues and the expectation of rising interest rates.”

© 2017 RIJ Publishing LLC. All rights reserved.

Advisors pivot from high-cost to low-cost active funds

In a sign that the fiduciary rule is discouraging commission-based mutual fund sales, advisors at independent broker-dealers and wirehouses have shifted assets out of high-priced actively-managed “load” funds and into low-fee or institutionally-priced versions of active funds.

Active funds enjoyed a net inflow in the first half of 2017, but most of the net flow stemmed from the conversion of load funds into low-fee and institutional-priced share classes, according to the Fund Distribution Intelligence service of Broadridge Financial Solutions.

As of June 30, advisors at independent broker dealers invested a net $150 billion into the low-fee classes of active funds, while advisors at wirehouses added a net $40 billion. Most of that money came from liquidations of A, B and C-shares of load funds, which shrank by $122 billion at independent broker-dealers and by $37 billion at wirehouses.

The shift hurts purveyors of active funds. (In a sign of the times, Fidelity, whose wheelhouse was traditionally active funds, said Monday that it would reduce total fees on 14 of its 20 stock and bond index funds to 0.099%, effective August 1, the better to compete with Vanguard.)

“Fund manufacturers without a low-cost solution are, at best, being ignored and at worst, getting trampled,” said Jeff Tjornehoj, Broadridge’s director of fiduciary and compliance research, in a release. “While equity mutual funds have collective outflows of $69 billion, those with an expense ratio of just 20 basis points or less have inflows of $93 billion.

“The battle ahead is about how fund sponsors will accept a fraction of what they historically collected. Even channels that traditionally supported premium-priced products, such as wirehouses and broker dealers, have shifted strategies based on fees.”

“We expect to see the move to lower fee share classes continue throughout 2017 as the majority of advisors move to a fee-based practice and the broker-dealer home office realigns the mix of share classes offered to meet both client demand and regulatory requirements related to the DOL fiduciary rule,” said Frank Polefrone, senior vice president of Broadridge’s data and analytics business, in a release.

Advisors continue to invest client assets into passively managed ETFs and index funds at an increased rate, the release said. The net new asset flows into institutional shares of actively managed funds, Polefrone added, demonstrated that “price and performance are the driving factors in advisor fund selection.”

A shift to lower-fee products
Virtually all net new assets in the first half of 2017 flowed to lower fee products – ETFs, index funds, and institutionally priced actively managed funds. AUM increased by $566 billion, or 5.5%. Of that, about $433 billion went into lower fee passive products and ETFs and the remaining $133 billion flowed to lower fee institutional share classes of actively managed products. 

Across all channels—independent broker-dealers, wirehouses and RIAs—actively managed funds experienced net inflows of $87 billion while passive funds gained $48 billion. Net new assets into actively managed funds from all retail channels – independent broker dealer, wirehouse, RIA and online retail – were up $87 billion versus $48 billion for passively managed funds.

The fastest-growing channel on a percentage basis for the first half of 2017 was the direct online channel, led by Vanguard and Schwab. Net new flows of mutual funds increased by $67 billion, or 22%, with more than half of net new assets ($36 billion) going into actively managed funds. 

In the first half of 2017, overall assets for ETFs increased by 11.6% to $3.1 trillion. The largest increase of ETF assets in the first half of 2017 occurred in the RIA channel, with net new assets of $78 billion, up 11.4%. The RIA channel remains the largest channel for ETFs, with over $800 billion invested in ETFs.   

© 2017 RIJ Publishing LLC. All rights reserved.

Honorable Mention

Plan sponsors look past their recordkeepers for TDFs, new study shows

Plan sponsors are increasingly decoupling from their own recordkeepers’ proprietary target-date funds and choosing funds from other providers, according to a new study of the TDF landscape by AllianceBernstein L.P. and BrightScope.

Sponsors are drawn by the “enhanced diversification, lower fees, multiple managers” and other benefits that TDF providers from outside the recordkeeping bundle are able to offer them. Those benefits include access to low-cost collective investment trusts (CITs) or passive offerings.

Between 2009 and 2014 (the most recent year for which data is available), recordkeepers’ proprietary TDFs share of the plan sponsor market has declined to 43% from 59% while the share of non-proprietary target-date funds on platforms has leapt to 41% from 25%.

This reverses the trend that began in 2006, when the passage of the Pension Protection Act gave birth to TDFs as “qualified default investment alternatives.” Recordkeepers who offered prepackaged, proprietary TDFs with prices already bundled with the plans’ administrative costs” had first-to-market advantage.

Today, about 78 firms offer more than 139 different TDF series, but the market is highly concentrated. At the end of 2016, according to Morningstar’s 2017 Target Date Fund Landscape report, Vanguard had TDF assets of about $280 billion, Fidelity followed with $193 billion and T. Rowe Price was third with $148 billion. American Funds was a distant fourth, with $53.6 billion.

Between 2009 and 2014, the number of plans using TDFs grew by 16% and assets grew by 229%, with most of the growth in plans of more than $500 billion in assets.

The use of collective investment trusts (CITs) has gained in defined contribution plans, with some recordkeepers introducing CITs or other passively-managed target-date funds to reduce fees. Since 2009, the use of CITs in TDFs has risen to 55% from 29%.  

Other key findings include:

  • In plans with over $1 billion in assets, the penetration of proprietary target-date funds was 31.7% in 2014, down from 38.4% in 2009 and from 34.4% in 2013. More than 60% of smaller plans (under $100 million in assets) still used proprietary target-date funds from their recordkeeper in 2014.
  • Three plan providers—Nationwide, Empower and Hancock—have increased the use of their proprietary TDFs.  
  • From 2009 to 2014, the use of low-cost target-date collective investment trusts (CITs) nearly doubled as a percentage of TDF assets, to 55% from 29%. Usage of TDF mutual funds fell to 42% from 68% over the same period. 
  • Some recordkeepers, such as Vanguard, T. Rowe Price and Wells Fargo, for example, have broadened distribution by placing their TDFs on other recordkeepers’ platforms. Those firms’ TDF series lost market share on their own recordkeeping platforms between 2009 and 2014, but grew their share of the overall TDF market.

The survey taps BrightScope data that spans more than 6,000 401(k) plans, representing more than $2 trillion in assets and 25 million participants as of 2014. A copy of the report is available at http://bit.ly/2tQQ3wu.

Tom Streiff joins Aria Retirement Solutions

Aria Retirement Solutions, provider of the RetireOne platform, today announced the appointment of Thomas F. Streiff as an independent director of the firm. Most recently he was a Senior Managing Director and head of Retirement Income Products and Distribution for TIAA-CREF & Nuveen. 

Prior to joining TIAA, Streiff spent 6 years as an Executive Vice President and head of Retirement Solutions for PIMCO. Prior to PIMCO he was a Managing Director at UBS where he spent time as Head of Insurance Sector Relationships in the Investment Bank and Head of Investment Solutions at UBS Wealth Management. 

Streiff is a member of the Advisory Board of Vestigo Ventures (Fintech) and an immediate past member of the Board of Directors of the Insured Retirement Institute (IRI). The author of over 100 articles for the financial trade press and co-author of three books, he is a Certified Financial Planner, Chartered Life Underwriter, and Chartered Financial Consultant. He holds a bachelor’s of science in Nuclear & Mechanical Engineering from University of Utah and a master’s in business administration from Pepperdine University.

Place Millennials in decisive marketing roles: Cerulli 

If you weren’t an early-adopter of strategies for selling to Millennials, there’s still time to be a fast-follower. But you’ll have to hurry. And if you think strategies that worked with Boomers will work with Millennials, you’re kidding yourself, according to the latest The Cerulli Edge–Global Edition. 

 “The values, priorities, and expectations of Millennials, currently aged 20 to 35, differ from those of their Baby Boomer parents, currently aged 51 to 69,” according to a release this week from the Boston-based global consulting firm. “Managers that have not started factoring in these differences risk disappearing from the radar of the Millennial cohort, which will be worth an estimated US$19-24 trillion (€22-27 trillion) by 2020.”

Three-quarters of Millennials conduct at least 20% of their engagement with their wealth managers through digital mediums, compared to 54% for Baby Boomers, according to Cerulli’s research. In five years, the proportions are projected to have risen to 95% and 73% respectively.

Asset managers firms should start appointing Millennials to decision-making posts and should start making greater use of data mining and artificial intelligence to learn how Millennials think, the Cerulli release said. 

Betterment triples AUM in about 18 months, to $10 billion

Betterment announced this week that its assets under management have passed $10 billion, up from only about $3 billion at the start of 2016. It claims to be the first independent online financial advisor to reach that mark. The company said it manages investments for more than 270,000 customers, up from about 150,000 customers only 18 months ago.

Betterment charges 25 basis points to 40 basis points on its AUM, depending on the level of service, so its gross revenue on $10 billion would be $25 million to $40 million. Visitors to the site are currently offered a waiver of first-year fees.

The firm, headquartered near Madison Square in lower Manhattan, was launched in May 2010. “It took us a little over a year after our launch to reach $10 million in AUM,” said Betterment founder and CEO Jon Stein in a release. We now typically attract more than that in a single day.”

To attract larger deposits, the web-based “robo-advisor” recently added access to licensed advisors on the phone and through in-app messaging, as well as tools to make investing more tax-efficient.

Betterment offers globally-diversified portfolios of exchange-traded funds (ETFs) with algorithm-generated advice tailored to each investor’s stated risk-tolerance and financial goals. Customers can open and customize regular investment accounts, traditional, SEP or Roth IRAs, trust accounts, and accounts for retirement income. Betterment’s platform also serves advisors and provides 401(k) services. 

MetLife funds research on expanding financial services in emerging markets

Two organizations funded by the MetLife Foundation have released a new report examining how partnerships between mainstream financial institutions and fintechs are expanding access to the formal financial economy to unserved and underserved people in emerging markets.

The report, “How Financial Institutions and Fintechs Are Partnering for Inclusion: Lessons from the Frontlines” was produced by The Center for Financial Inclusion at Accion (CFI) and the Institute of International Finance (IIF). It identifies four key financial inclusion challenges in emerging markets that mainstream financial institutions address through fintech partnerships:

  • Gaining access to new market segments
  • Creating new offerings for existing customers
  • Data collection, use, and management
  • Deepening customer engagement and product usage

The report features successful tech-based collaborations. One partnership sends SMS nudges to bank customers in Colombia and another uses a cryptocurrency-enabled digital ledger to record mobile wallet transactions in India.

The new report is part of a two-year initiative from CFI and the IIF, with support from MetLife Foundation, to help advance the financial services industry’s ability to reach unserved and underserved populations.

The project, titled “Mainstreaming Financial Inclusion: Best Practices,” is intened to help financial institutions reach lower income market segments. The project will identify and transmit practical guidance that financial institutions can use to serve the poor. 

The Center for Financial Inclusion at Accion (CFI) is a think tank dedicated to improving the financial lives of the world’s three billion who are unserved or underserved by the financial sector. Its report was based on 24 interviews with firms and experts from around the world, and highlights 14 partnerships in 14 countries.  

U.S. ETF assets approach $3 trillion in first half of 2017 

Passive funds (and, recently, institutional share classes of active funds) dominate the sales charts today, but some asset managers hope to revive active management by offering environment, social and governance (ESG) funds, according to the July 2017 issue of The Cerulli Edge – U.S. Monthly Product Trends.

The total value of mutual fund assets grew by 9.2% or $152.8 billion in the first half of 2017, to $13.6 trillion. Flows were positive in all six months. ETF assets grew 16.7% or $243.7 billion to just under $3 trillion.   

In response to rising demand from both retail and institutional clients, many asset managers launched ESG investment products or strategies in recent years. Such products could help create opportunities for active managers, despite the continued growth of indexing.

Non-profit organizations and their constituents are asking for ESG investment options, and other institutional investors and even individuals are likely to follow. According to a recent Cerulli survey, half of consultants expect stronger demand for ESG from nonprofits than from any other type of institution.

© 2017 RIJ Publishing LLC. All rights reserved.

Curve, Triangle or Rectangle: What Kind of Advisor Are You?

Retirement advisors can be either “curves,” “triangles,” and/or “rectangles,” but it’s best to corral all three symbols inside a holistic circle and use them as a framework for serving the best interests of the retirement client, said Francois Gadenne at the July 17-18 meeting of the Retirement Income Industry Association (RIIA).

Quick definitions: A “curve” advisor focuses on investment management. A “triangle” advisor helps facilitate a client’s goals and aspirations. A “rectangular” advisor considers a client’s entire household balance sheet, including all assets and liabilities, along with investments.

Advisors who master this entire model—by obtaining RIIA’s Retirement Management Analyst designation, as a start—will survive and prosper in the Ice Age of commoditization, automation, regulation and fee compression now chilling the wealth management industry, said Gadenne: “You can demonstrate compliance just by checking off the boxes of RIIA.”

“The advice industry faces its most disruption ever,” Gadenne (right) told a group of 40 or 50 at RIIA’s 2017 Summer Conference on the campus of Salem State University in Salem, Mass, where he released a workbook, written by Gadenne and investment analyst, educator and author Patrick Collins, Ph.D. He founded RIIA in the Boston area over a decade ago and remains its chief executive.Francois Gadenne

RIIA’s 148-page workbook describes the Curve-Triangle-Rectangle-Circle concept, which Gadenne says advisors can use as a framework for professional education and client communication. It builds on RIIA’s “View Across the Silos” (a cross-sectional map of the retirement industry and market), its “Floor and Upside” strategy (of dedicating assets to a combination of safe income and risky investments in retirement) and its “RMA Procedural Prudence Map,” a process for serving retirement clients.

The shape of things to come

Here’s an attempt to defined the most important elements of the Gadenne-Collins paper that was introduced in Salem:

The Curve. Advisors who are curves limit themselves to portfolio management. The curve is a reference to Modern Portfolio Theory and the efficient frontier. Those two models, along with each client’s answers to questions about risk tolerance and time horizons and the risk-free interest rate, provide the bases for many advisors’ asset allocation recommendations. This type of advisor focuses on risk/return optimization.

The Triangle. Advisors who are triangles practice so-called goal-based planning. Clients describe their essential, desirable and aspirational goals and the advisor helps them finance the achievement of those goals. The image of a triangle refers to Abraham Maslow’s 1943 hierarchy of human needs, a five-level pyramid including, in order of pure necessity: physiological requirements, safety, love/belonging, esteem and self-actualization. This type of advisor focuses on portfolio sustainability.

The Rectangle. Advisors who are rectangles create plans that consider all of the assets and liabilities of the client’s household. The rectangle refers to the Household Balance Sheet (HHBS), use of which is a central to the RMA training. The HHBS includes a family’s real property, social wealth (e.g., the present value of Social Security benefits), human capital (earning power), debts and future liabilities—such as retirement expenses. This type of advisor focuses on portfolio feasibility.  

The Circle. The circle signifies a holistic, comprehensive retirement advisory model that encompasses the rectangle, the triangle and the curve. To put it another way, the advisor who uses this model operates not just in one dimension (asset allocation) or two dimensions (asset allocation plus goal-based planning) but all three dimensions (asset allocation, goal-based planning and the HHBS). The entire model is described in RIIA’s aforementioned Procedural Prudence Map.

Advisors who follow the map can’t help but serve the best interests of the client and thereby comply with the spirit and the letter of the DOL fiduciary rule, RIIA believes. The RIIA process is fundamentally client-centric.

“Procedural Prudence starts with the client and circles back to the client,” write Collins and Gadenne in their paper. “The advisor helps the client organize facts and priorities in order to translate them into actions and outcomes. The fact-patterns originate with client-specific data. 

“The decisions are the client’s to make, not the quant’s or the psychologist’s. Who makes the decision (governance) is as important as what is decided (policy) because a decision becomes successful, in large measure, only when it is willed into existence on a daily basis, by the client.”

Gadenne’s perspective

Will this model help advisors and broker-dealers survive the current crisis and make more money? Presumably yes, because multi-dimensional advisors are less likely to be replaceable with robots and more likely to capture a bigger share of the client’s so-called wallet. But RIIA and Gadenne—the two are nearly synonymous—are at heart more concerned with the client’s well-being than with the advice industry’s.

That’s because Gadenne had first encountered the retail financial services industry from the outside, as a client. After co-creating and selling a kind of robo-advisor during the dot-com boom of the late 1990s, he became, by definition, a high net worth prospect for Boston-area advisors.

An intellectually rigorous, French-born MBA-holder from Northwestern’s Kellogg School of Management, Gadenne was surprised by the conflicting messages he received from advice providers. “Becoming a client myself, with agents and advisors coming at me, I realized that I was getting contradictory prescriptions, sometimes even in the same meetings,” he said in Salem.

On the one hand, he heard that stocks were safe if your time-horizon was long enough. On the other hand, he heard from Zvi Bodie that stocks were not safe in the long run. He was told to trust in bell curves and Monte Carlo simulations, but he knew that averages and normal distributions have little value for individuals. He heard that investors are rational and that they are irrational.

Gadenne decided to start RIIA to make sense out of what he was hearing. The messages were contradictory, he found, because they came from different parts of a fragmented financial services industry, and because they were often merely ad hoc formulations designed for marketing purposes. Many of these contradictions vanished, in fact, when the financial plans began with the needs of the client rather than the needs of the sellers of investments or insurance products.

As evidenced at the conference, RIIA now believes that what’s good for clients will be good for advisors, at least in the long run. It’s trying to take advantage of the current disruption by positioning its educational materials and its RMA designation as a solution for advisors and broker dealers who are trying to stay compliant in a post-fiduciary rule world, trying to make themselves automation-proof in a world of increasingly sophisticated artificial intelligence tools, and how to differentiate themselves and justify their profit margins in a world where financial advice and products have become commodities.

© 2017 RIJ Publishing LLC. All rights reserved.

Symetra Offers Fee-Based Fixed Indexed Annuity

Symetra Life Insurance Company, the Bellevue, WA-based unit of Sumitomo Life, has introduced two no-commission fixed indexed annuities (FIAs) for distribution by fee-based advisors: Symetra Advisory Edge, for accumulation, and Symetra Advisory Income Edge, which offers a guaranteed lifetime withdrawal benefit.

Kevin Rabin, vice president of Retirement Products at Symetra, said the company has been rolling out distribution of the fee-based FIAs since April, starting with major brokerages Merrill Lynch, Commonwealth and Raymond James.

The April roll-out was timed to match the initial effective date of the Department of Labor’s fiduciary rule, whose current version—now under review by the Trump administration—adds regulatory hurdles to the sale of FIAs and variable annuities (VAs) to rollover IRA owners if the manufacturer pays a commission to the advisor and recoups the commission through fees or product pricing.

With some brokerage firms retreating from offering commission-paid FIAs and VAs, and many brokerage advisors switching to a pure fee-based revenue model, some life insurers have designed fee-based products to give them an FIA they can sell. Instead of earning a commission, advisors can charge their own advisory or “wrap” fee for managing client assets, including the annuity value.

“We had contemplated developing this type of product before the fiduciary rule, but the rule tipped us over the edge,” Kevin Rabin, Symetra’s vice president for Retirement Products, told RIJ this week. “Some distribution firms told us they are going advisory-only for qualified dollars.”

Stripping out the commission from the FIA doesn’t necessarily make the product cheaper for investors to own, because advisors add their own charge. But a fee-based design does allow the issuer to raise the limits, or caps, on the maximum amount of interest the issuer credits to the contract each year. That gives the owner more growth potential. 

“Speaking at a high level, when we cut the commission to zero and put that [extra premia] into the caps, we could offer something close to 150 basis points more on [contracts linked to] the S&P 500 Index and 250 basis points more on [contracts linked to] the JP Morgan Efficiente Index, versus the commissionable product. That helps in the marketability of the products,” Rabin told RIJ

The Advisory Income Edge version of the FIA offers a lifetime income withdrawal benefit for an added fee of 1.05% per year. Fixed payout rates start at 2.50% of the account balance per year at age 50 (2% for joint-and-survivor contracts) and increase by 50 basis points for every year post-purchase that the owner or owners defer taking income. The half-percent boost is credited each year for up to 10 years.  

Symetra GLWB payout rate chart

For example, clients who buy the product at age 65 would have an initial payout percentage of 5% (4.5% joint). If they delayed income until age 70 they could take annual withdrawals of 7.5% (7% joint). And they could take withdrawals of 10% (9.5% joint) if they waited until age 75. The minimum initial premium is $10,000.

During the deferral period, the account accrues interest. Clients who want to see their account (and their annual payouts) grow in retirement have the option of keeping their accounts linked to an equity index even after income starts. But the payout rates for that option start at lower levels—for instance, 3.75% for purchases at age 65 to 69 (2.75% joint).  

Symetra made a conscious decision to incentivize contract owners to delay taking income by offering incrementally higher payout rates instead of the common practice of offering annual increases in a notional value (known as the “benefit base”). It makes the income benefit easier to understand and more transparent, Rabin said.

When annuities offer benefit base bonuses to encourage deferral, clients often fail to understand the difference between their account value (which is available as a lump sum) and their benefit base (which is not). They also often mistake the deferral bonus on the benefit base for a guaranteed growth rate. 

Both Advisor Edge and Advisor Income Edge offer two indexing options. Contract owners can link their contract to the S&P 500 Index or the actively-managed JP Morgan ETF Efficiente 5 Point to Point Index.

As of June 2017, the Efficiente Index was composed of an all-ETF (exchange traded funds) portfolio of 20% SPDR S&P500, 20% iShares MSCI EAFE, 20% iShares iBoxx investment-grade corporate bonds, 10% iShares iBoxx high yield corporate bonds, 10% iShares MSCI Emerging Market equities, 15% iShares JPMorgan USD Emerging Market bonds, and 5% SPDR Gold Trust.

The composition of the Efficiente 5 Index changed over the course of 2017, as managers invested at times in the iShares Russell 2000 small-cap ETF, as well as in commodities, real estate and cash.

Interest is credited to indexed accounts using a point-to-point crediting method that compares the value of the index at the beginning of the one-year interest term to its value at the end of the interest term, subject to a cap (maximum), according to a Symetra fact sheet for Advisor Edge.

The indexed interest cap is set at the beginning of each interest term. If the index performance is positive, interest is credited for that term, not to exceed the cap. If the index performance is negative, no interest is credited for that term.

© 2017 RIJ Publishing LLC. All rights reserved.

Has the Fiduciary Rule Lost Its Sting?

In what may turn out to be a Christmas-in-July victory for financial services companies, the Trump administration appears willing to take the stinger out of the Obama Department of Labor’s Fiduciary (or “conflict of interest”) Rule, which went live on June 9 but isn’t enforceable until at least next January 1.

In a joint filing in the U.S. Court of Appeals in Texas on July 3, the Trump Departments of Labor and Justice endorsed the whole Rule—except for a provision ensuring that IRA owners may join class-action suits against financial services companies when those companies are believed to have systematically violated the Rule’s requirement that they act in their clients’ “best interest.”

“The government is no longer defending the BIC Exemption’s condition restricting class-litigation waivers insofar as it applies to arbitration agreements,” government attorneys wrote. “DOL may not interpret its… exemption authority as conferring upon it the specific power to discriminate against arbitration by withholding the BIC Exemption unless fiduciaries consent to class litigation.”

This is what many financial services companies have wanted to hear from the Trump administration: that they can promise to act in the best interests of their clients (and execute commission-based sales to IRA owners) without exposing themselves to the kinds of fiduciary-violation class-action lawsuits that have roiled the 401(k) industry.

If the sentiments expressed in the Texas filing find their way into the final version of the fiduciary rule, brokerages will be able to write service contracts in which rollover IRA clients (a $7 trillion market) waive their right to participate in potentially expensive and reputation-staining class action lawsuits against the brokerages, and settle their grievances or disputes with brokerages through private arbitration panels where industry has more control. That would be a huge win for financial services firms. 

Two reasons were given in the Texas filing for the DOL and Justice Department’s new position on the class-action suit issue. The new position is consistent with the position on the Federal Arbitration Act that the Trump administration’s acting Solicitor General has taken in another, separate lawsuit. Also, the Texas filing said that the right to participant in class-action lawsuits was never considered essential to the Rule. It claims that the “agency would have adopted the rule without the anti-arbitration condition” and that dropping it wouldn’t invalidate the rest of the rule.

(If that suggests that the class-action right wasn’t important to the Obama administration, it is a notion rejected by Phyllis Borzi, the Obama administration Deputy Labor Secretary responsible for the Rule. “Of course it was important,” she told RIJ in an interview last week. “The signed [Best Interest] contract is the primary enforcement mechanism of the rule.”)

For marketers of annuities, the Texas filing didn’t offer much good news. It did not send the signal that manufacturers and distributors of variable annuities or fixed indexed annuities were hoping to hear from the Trump administration. They wanted, and still hope for, a change in the rule’s requirement that sellers of their products must sign the BIC pledge to act in the best interests of rollover IRA clients. They want to be regulated as lightly as are sellers of simple fixed deferred annuities (which are like CDs) and income annuities (which are like personal pensions).

It is too soon for financial services firms to celebrate a victory over the Obama DOL, however. By all accounts (by attorneys Barry Salkin of the Wagner Law Group in New York and Michael Kreps of the Groom Law Group in Washington), the Trump DOL’s statements in the Texas filing don’t necessarily mean that, after reading and weighing the latest round of comments on the Rule that the DOL solicited from the public and the industry) submitted this summer) the Trump DOL won’t allow IRA owners to waive their right to bypass arbitration when they have grievances.

The Trump DOL’s handling of the Fiduciary Rule may depend on the outcome of a case currently before the Supreme Court. In National Labor Relations Board vs. Murphy Oil, which tests whether an employment contract violates the federal law if it requires employees to waive their right to bring a class-action suit against an employer.

When this case was filed, the Obama Justice Department favored employees’ right to sue. The Trump Justice Department recently reversed its position, and now favors employers right to require arbitration. “It is rare for the DOJ to switch positions in a Supreme Court,” said a June 16 article at Politico.com.

A lot is at stake here. The fiduciary rule was always about the right of the brokerage industry to sell products to rollover IRA owners (the $7 trillion market mentioned above) as if their savings were ordinary retail money, as opposed tax-deferred savings intended for retirement income. We’re not talking about a small change, and we’re not talking about small change.

If the Rule has sting in it (via the right to sue), prices on products and services for IRA owners will arguably be lower than if the Rule lacks a powerful incentive for compliance with the pro-consumer spirit of the original Rule. Billions and billions of dollars in corporate revenue (or enhanced retire savings) hang on the outcome of this legal dispute.

© 2017 RIJ Publishing LLC. All rights reserved. 

Income Solutions wins award from RIJ, adds Nationwide SPIA to its annuity sales platform

Nationwide announced this week that it will offer its INCOME Promise Select single premium immediate annuity (SPIA) on the Hueler Income Solutions platform. Income Solutions’ founder, Kelli Hueler, received the 2017 Innovation Award from Retirement Income Journal and the Retirement Income Industry Association at RIIA’s Summer Conference in Salem, Mass., on July 17.

The Income Solutions platform is a website where individual investors can submit requests for competitive bids for single premium immediate and deferred income annuities from a half dozen or so life insurance companies.

The number of bids and their prices depends on the customer’s state of residence, the product type, and the issuers’ appetite for sales at any given time. According to Hueler, competitive bidding gives added control to individuals who are shopping for annuities and reduces the cost of buying retail annuities by as much as 10% or more. Kelli Hueler

Access to the Income Solutions platform is broad but controlled. It can be used by Vanguard shareholders, participants in plans serviced by Vanguard, and to participants in certain large 401(k) plans—IBM, GM and Boeing, for instance—can use it. These plan sponsors use the platform, in lieu of a defined benefit plan, to give their retirees a way to convert qualified savings to a retail personal pension at the least possible cost.     

Hueler (right) describes Income Solutions as the “only institutionally priced, fully automated, multi-issuer platform currently available.” It differs from other annuity sales platforms in that it is not just a point-of-sale or a provider of price quotes, but also the destination point of a virtual pipeline from 401(k) plans whose sponsors support it by educating participants about the importance of lifetime income and providing a link to Income Solutions on their internal websites.

INCOME Promise Select is a fixed immediate annuity from Nationwide. It can be customized to pay income for one or two people, for a specific period or for life, at a fixed amount or with cost-of-living adjustments. Clients who choose a term-certain or cash-refund contract can take lump-sum withdrawals in case of a financial emergency, according to Nationwide.

© 2017 RIJ Publishing LLC. All rights reserved.

The beginning of the end of “leakage”?

Auto-portability—the “routine, standardized and automated movement of a retirement plan participant’s 401(k) savings from their former employer’s plan to an active account in their current employer’s plan”—took another step toward reality last week.

The “roll-in” portion of the system, which is intended to stop so-called leakage from qualified plans when workers change jobs, has now been demonstrated to work, according to Charlotte, NC-based Retirement Clearinghouse (RCH; formerly Rollover Systems, a custodian of unclaimed rollover IRAs), the company that pioneered the process.

In the first live exercise of the concept, RCH worked with Conduent, a business process services company spun off from Xerox this year, and a large health care company that uses Conduent as its 401(k) recordkeeper. Conduent built the interface that allowed RCH to find matches between people in its database of owners of abandoned 401(k) accounts and current participants in the health care company’s plan.

“More than 150,000 safe harbor IRA accountholder records were sent to the plan using RCH’s file transfer protocols, which have been implemented at the plan’s recordkeeper. Among the more than 200,000 active participant accounts in the plan, over 2,800 accountholders’ records were located and matched,” said an RCH release.

“The located and matched records belong to plan participants who have been subject to a mandatory distribution from a prior employer’s plan over a period that spanned one week to 10 years ago. In the coming weeks, RCH will seek the affirmative consent of the matched account holders, and for those that respond, will complete an automated roll-in of their savings to the plan.”

In an interview with RIJ this week, Spencer Williams, the president and CEO of RCH, described the auto-portability process as comparable to turning today’s custodial IRA firms from “landfills” into one big “recycling center” at RCH. The Employee Benefit Research Institute has found that such a system could reduce so-called leakage from qualified plans. Leakage prevents many participants from accumulating adequate retirement savings.

Today, 401(k) plan sponsors and recordkeepers routinely, and legally, purge the small-balance accounts that former employees—many of them low-income or minority workers—leave behind when they leave their jobs.

The accounts are sent to “safe harbor” IRA custodians like RCH or Millennium Trust, in Oak Brook, Illinois. These custodians invest the money in cash equivalents and earn fees on assets-under-management until they track down the rightful owners and release the money.  

Williams envisions replacing this system with a nationwide automated network running through a data exchange run by RCH. When the name of the owner of an old, abandoned account matches the name of the owner of a new 401(k) account at a different company, RCH validates the match, obtains electronic consent from the owner and forwards the assets to the owner’s current plan account.

As Williams said in a recent press release:

“Defined contribution plan sponsors and their record-keepers are swamped with the administrative burdens of small accounts from separated participants, such as excess recordkeeping fees, missing participants, and uncashed distribution checks—all of which have exploded since the advent of auto enrollment.

“RCH Auto Portability addresses the small account problem through systematic consolidation of retirement savings as participants change jobs—attacking each of these problems at their root cause, which will significantly reduce the incidence of stranded accounts, lost/missing participants, and uncashed checks.”

For this system to work smoothly, workers will have to agree to auto-portability when they join a firm’s 401(k) plan, perhaps during the auto-enrollment process. RCH has been seeking an advisory opinion from the Department of Labor that will assure plan sponsors that it is permissible under the Employee Retirement Income Security Act of 1974 (ERISA) to auto-enroll participants into an auto-portability program. 

Eleven Republican members of the U.S. Senate have co-signed a letter to the DOL from RCH on the matter. Tim Scott (R-SC), a friend of RCH owner Robert Johnson, the billionaire who founded and later sold Black Entertainment Television, led the contingent of legislators who signed the letter.

© 2017 RIJ Publishing LLC. All rights reserved.

RetireOne to offer Great-West’s fee-based Smart Track VA with income rider

Great-West Financial’s no-commission Smart Track Advisor variable annuity (VA) is now available to registered investment advisors (RIAs) on Aria’s RetireOne platform, where fee-based advisors can get help evaluating their clients’ existing VA contracts and exchange them for better or cheaper contracts.   

In a side note, RetireOne CEO David Stone told RIJ that selling stand-alone living benefits—lifetime income guarantees unbundled from mutual funds—to RIAs to wrap around their own sets of investments “remains a core part of what we do. We are in development of some new SALB-type products to be launched in early 2018.” 

Great-West describes Smart Track Advisor as “a low-cost dual-strategy variable annuity” with these benefits:

  • More than 90 investment subaccounts
  • Ability to delay adding the living benefit rider after issue to keep costs down until guaranteed income is needed
  • Withdrawal rates as high as 6% at age 65 for life
  • Single and joint riders for the same cost
  • Ability to choose single or joint income
  • Multiple ways to increase income after withdrawals start – including age band income resets

Smart Track Advisor allows advisors to bill for their advisory fee separately or have the fee (up to 1.50%) deducted from the annuity contract without disrupting any guarantees.

The guaranteed living and death benefits offered are similar to those on Great-West Financial’s comparable commission-paying B-share product, Smart Track II – 5 Year Suite. Advisors can choose the share class and fee structure that meets each client’s needs. 

Recently, Barron’s ranked Smart Track Advisor as the top traditional variable annuity for tax-deferred investing, Great-West said in its release.

© 2017 RIJ Publishing LLC. All rights reserved.

Honorable Mention

Jackson appoints Richard White as senior vice president, Government Relations

Richard White has been appointed senior vice president of Government Relations for Jackson National Life Insurance Company, responsible for the strategy and direction of the company’s government relations efforts at the local, state and federal levels.  

Based in Washington, D.C., White will report to Barry Stowe, chairman and chief executive officer of the North American Business Unit of Prudential plc, Jackson’s parent company, as well as Chad Myers, executive vice president and chief financial officer of Jackson, who has general responsibility for the company’s overall government relations efforts.

White will lead Jackson’s engagement with local, state and federal legislative and regulatory organizations and agencies, including collaborating with industry leaders and key members of the National Association of Insurance Commissioners (NAIC) and the American Council of Life Insurers (ACLI).

Most recently, White served as a partner at Thorn Run Partners, a leading federal lobbying and policy consulting firm based in Washington, D.C. Before joining Thorn Run Partners in 2014, White helped to found and manage several boutique federal government relations firms and has represented a broad array of clients from Fortune 50 to small innovative medical technology companies.

Prior to his time in the private sector, White worked in the White House under former President George H.W. Bush and in the United States Senate for the late Senator John H. Chafee of Rhode Island. He earned a BA in government from Franklin & Marshall College in Lancaster, Pa. and a JD from the Columbus School of Law at The Catholic University of America in Washington, D.C.  

eMoney adds web marketing tool to its advisor platform

Many advisors are only just now realizing what early-adopters learned a decade ago: The need to master online marketing. What’s different today is that, with API technology, prospecting functions have gotten easier to add to existing advisor platforms.

Case in point: eMoney has added “Lead Capture,” a plug-in designed to help advisors “attract, engage and qualify leads online” and deliver “an automated, digital financial planning experience” to its wealth management platform at no added cost to current users, the Fidelity unit announced this week.

Lead Capture gives advisors a custom link that, when clicked on emails, social media posts or websites, will send prospects to a landing page where they can enter basic financial information and request a personal consultation. The system alerts the advisor to new hits and automatically adds the leads to the advisor’s eMoney dashboard.

For more information about Lead Capture, visit the eMoney blog.

A new report from Spectrem Group, Using Social Media and Mobile Technology in Financial Decisions, asserts that “the vast majority of investors now use smartphones to read articles and blogs, watch videos and learn about new investment products and services, underscoring the need for advisors to cater to these mobile preferences.”

Key findings in the report include:

  • Two-thirds of Mass Affluent investors (those with a net worth under $1 million) who use Facebook check it at least once a day, with 44% checking it at least twice a day. More than half of Twitter and Instagram users check those sites at least once a day. Users try to connect with their advisors, especially on Facebook, Twitter and LinkedIn.
  • Among Millionaire investors (with a net worth between $1 million and $5 million), 32% watch videos on financial topics, and that climbs to 58% of Millennial Millionaires. Younger investors look for videos on stock tips or investment products. Older Millionaires look for videos on stock market updates or economic news.
  • Those Ultra High Net Worth investors (with a net worth between $5 million and $25 million) who want to communicate with their advisor do so in a variety of ways. Thirty-six percent of UHNW investors under the age of 53 have texted their advisor and 20 percent have communicated with their advisor via Twitter. The interest in being able to text an advisor is growing, even among the oldest investors.

For an extra 15 bps, Betterment offers unlimited smartphone calls to live CFP advisors 

Betterment, the $9.7 billion digital advisory firm, now offers an app that enables anyone with a Betterment account and mobile app to send any financial question to the team of licensed financial experts, and expect to receive a response in about one business day.

Experts can recommend which funds to move to Betterment, and help individuals set goals, choose the right risk level, and decide how much to invest in what type of account.

Anyone with a Betterment account can download the free app at no additional cost, regardless of plan or account balance. To get unlimited calls with Betterment’s Certified Financial Planner advisors, they have to pay 0.40% per year. A basic Betterment Digital robo-advice account costs 0.25% per year.  

Betterment currently serves more than 280,000 customers. They can learn more about the new messaging feature and download the Betterment iOS or Android app at https://www.betterment.com/financial-experts/.

© 2017 RIJ Publishing LLC. All rights reserved.

Two new House bills would alter Obama fiduciary rule

Proposals to kill the Department of Labor’s fiduciary rule were approved by two separate House committees this week in the latest Republican-led assault on the Obama administration’s attempt to protect rollover IRA owners from conflicted brokers, according to Bank Investment Consultant magazine.

The fiduciary rule was issued in April 2016 and became effective (but not enforceable yet) on June 9, 2017. 

The House Committee on Education and the Workforce’s “Affordable Retirement Advice for Savers Act” would replace the existing fiduciary rule with a statutory obligation for advisers to make recommendations in their clients’ best interests, but relying more heavily on disclosure to mitigate conflicts of interest. It now goes to the full House for consideration.

At the same time, the House Appropriations Committee approved a funding bill blocking the department from enforcing the fiduciary rule. The second phase, which includes the controversial “Best Interest Contract” provisions, has a scheduled implementation date of Jan. 1, 2018.

“We completely agree that Americans deserve retirement advice that’s in their best interests,” said Rep. Phil Roe (R-TN), the author of the bill. “But a rule requiring so-called ‘sound retirement advice’ achieves nothing if it means many people will no longer have access to retirement advice at all.”

Roe, a medical doctor, was echoing the argument made by the financial services industry that brokerages will have to stop providing advisory services to middle-income rollover IRA clients if the fiduciary rule hinders them from earning commissions on the sale of products to those clients. In the 2016 election cycle, according to opensecrets.com, Roe received $11,000 in campaign contributions from the Investment Company Institute (which spend almost $5 million as a lobbyist in that cycle), $10,000 from New York Life, and $10,00o from UBS. Most of his largest donors were medical societies, however. 

The commissions, paid by mutual fund companies and annuity issuers, serve as upfront “vendor financing” for financial services when mutual funds and annuities are sold. The manufacturers gradually earn back those commissions from investors by deducting annual fees from the value of their mutual funds or annuity contracts.

The Obama DOL objected to these long-standing arrangements because few investors understand how those arrangements work. The fees are, in effect, hidden from them. Those fee arrangements are disclosed, but only in the fine print of contracts that few investors read.

When investors have large enough account balances, advisors can deduct a percentage—say, 0.50% to 1.5%—of their account balances (“assets under management” in financial industry parlance) each year as compensation for general financial advice and management services.

But the account balances of many middle-class rollover IRA owners, especially those who are retired and about to spend their savings down, aren’t large enough, and may never be large enough, to generate attractive levels of advisor compensation at those percentages.

© 2017 RIJ Publishing LLC. All rights reserved.