Displaying items by tag: annuities
Advisors need to be careful of how they market and sell annuities to clients. The market is rife with annuities demand as the big losses and volatility of the last month have sent many looking for guaranteed retirement income. That said, advisors need to make sure they walk a fine line in selling annuities. In particular, be mindful of wording you use. Particularly, avoid fear-based selling tactics, and even the word “crisis”—though that could be appropriate in some circumstances. Also, don’t only focus on one aspect of the annuity you are selling, as that can easily be misconstrued as misleading selling.
FINSUM: Some selling techniques are always wrong, but in this scary environment, even the most disciplined advisors could accidentally overstep the line in their approach.
Advisors who are receiving inbound interest from clients about annuities might be interested in browsing a list of top recent providers. AIG, John Hancock, Lincoln Financial Group, Pacific Life, and Prudential regularly figure among the top players in the space. That said, data from 2019 has highlighted a new leader of the back—Jackson. “Jackson has dominated the variable annuity market for the past 7 years. In 2019, Jackson diversified its annuity sales to focus on growing its fixed annuity market share, which propelled its overall growth in 2019”, according to an annuities strategist.
FINSUM: One thing that is interesting is that the annuities industry is actually getting a little less consolidated (which stands in contrast to other product sectors, e.g. ETFs). The top three providers only account for 22% market share, down from 25% in 2014.
Fixed index annuities, like other annuities, have developed somewhat of a bad reputation for poor sales practices over the years. Many agents sell fixed index annuities by saying things like “7% annual gains, no downside”, which in reality is a gross misrepresentation of how income riders work. So why should one buy annuities, and how in turn should they be sold responsibly? The reality is that fixed index annuities are best bought for what they guarantee, not what they might offer. That means CD-like returns with full principal protection. Any upside gains are a bonus, but should not be the core reason for buying the annuity, or the principal way they are pitched.
FINSUM: This will obviously be second nature to those experienced with annuities, but there are plenty of advisors whose clients are starting to ask them about the product (given the environment), so this is just a reminder for those dealing with unfamiliar inbound requests.
The term “hybrid annuity” gets thrown around in casual conversation all the time, unfortunately including in sales pitches to clients. However, one would be better off calling it what it is—a fixed index annuity. “Hybrid annuity” gives a false sense of the product, lending the impression that there is full principal protection AND unlimited upside. The reality, of course is that while principal protection full exists, there is quite limited upside that is constrained by the annuity contract.
FINSUM: A contractually limited 4% max annual upside via an option contract on an index is not unlimited upside.
Many people who are thinking about annuities don’t realize that many of them are sellable products—they don’t necessarily have to be held forever (even if that is often the best strategy). So which annuities are sellable and which aren’t? In general, SPIAs (single premium immediate annuities), DIAs (deferred income annuities), and QLACs (qualified longevity annuity contracts) are not sellable; VAs (variable annuities), FIAs (fixed index annuities), and MYGA (multi-year guarantee annuities) are usually sellable. Each of those latter products have surrender charge time periods in them, so it may cost something, but it does mean money is not locked in them forever.
FINSUM: Since selling would usually not be the best idea, this is more of a peace of mind factor than anything else, in our opinion.