The Good, the Bad, and the Ugly: Why Your Broker May Not Be Recommending The Most Competitive Annuity

There are over two thousand life insurance companies offering over fifteen thousand different annuities, and they run the gamut from horrific (I wouldn’t offer it to an enemy) to outstanding (I own it myself, and recommended it my parents). To make matters more confusing, annuities can be very complicated, with lots of different hard-to-understand variations. Enter the insurance agent / financial advisor / broker, to whom most annuity sales are outsourced, and who get paid a commission from the insurance company when they sell you an annuity. Let’s look at how they’re paid and how that can create a conflict of interest that can leave you, the investor, with an inferior annuity and less retirement dollars. When a broker sells you an annuity, the broker can typically select from a range of commission structures offered by the insurance company. Let’s say you invest $100,000 in a variable annuity. The insurance company might offer the broker a choice of three commission structures: a) 5% up front and nothing ever again in the future – so the broker dealer would be paid $5,000 on your $100,000 and nothing ever again; b) 4% up-front and 0.25% per year (called a “trail”) for however long you hold on to your annuity – so the broker would make $4,000 up-front and then 0.25% of your account value every year after the 15th month that you hold your annuity; or c) 2% up-front and a 1% trail beginning in the 15th month. These are just typical commission structures, and they vary from insurance company to insurance company, and from annuity to annuity, but you get the gist of it. You may say that option “b” or “c” in the above example – where the broker gets a lower up-front fee and an ongoing trail – is better for you because the broker will work harder knowing that he is actually being paid to service the contract year after year, and it may help the broker think longer term. Furthermore, a long-sighted broker might think, “I’ll take the lower 2% up front commission, and 1% each year thereafter, because if I do my job well and my client’s account doubles over a period of time, then I double my trail.” Then everybody wins, right? For the most part, yes. But enter greed. I’m going to give you two real-world examples that will help you understand why some brokers are not working in your best interest, but in their own. One typical example is when a broker offers an investor a standard annuity, and fails to mention that there is a “bonus” version of the same product that pays the investor an up-front bonus (and hence the broker a lower commission). Take two variable annuities offered by American Skandia: APEX II and XTra Credit SIX. Both have the same options and features, but the XTra Credit SIX pays the investor an immediate 6.5% bonus – meaning the minute you invest $100,000 in that annuity, your account value goes up to $106,500. Furthermore, both annuities have the same fees for the first ten years (1.65% at the time of this writing), but after 10 years the XTra Credit SIX fee drops to 0.65%. You may be asking, “Why wouldn’t my broker recommend the XTra Credit SIX with its bonus and lower overall fees? Well, at the time of this writing the APEX II pays the broker a 5.5% up-front commission and after four years 1.25% annually. But the XTra Credit SIX bonus annuity pays the broker just 4.75% up-front and a 0.25% trail annually after the first year. An unscrupulous broker may not tell you about these bonus products because, in effect, they benefit the investor at the expense of the broker’s commission. Let’s take a second example of how a broker’s greed can keep you from the most competitive annuity. Suppose your investment profile makes you a prime candidate for a variable annuity with a reasonable surrender period and a great living income benefit. Two annuities come to mind: the Allianz High Five and the Ohio National Value. Both are competitive annuities, but I’d typically recommend Ohio National’s Value because it gives has lower fees, a better living income benefit, and no trading restrictions. But guess what? The Allianz High Five pays the broker a whopping 7% up-front commission (no trail). Ohio National Value pays the broker a 5% up-front commission (no trail). An unscrupulous broker may not mention the Ohio National Value to net him or herself an extra 2% commission. The top variable annuities in the marketplace are among the best investment vehicles for helping people achieve their retirement goals, including financial independence and peace of mind. Finding the right people that can, and will, make the right recommendations is the ultimate challenge. How can you make sure your broker is recommending the most suitable and competitive annuity? A few simple guidelines: • Don’t buy an annuity that you don’t understand. If you invest in something you understand, you significantly reduce your chance of being taken advantage of. • Never buy an annuity from someone who cold-calls you. These strangers are the least likely to give you the best recommendation. • Make sure that if your financial advisor is recommending an annuity, they have a lot of experience in working with annuities. The average financial planner who deals mainly in stocks and mutual funds is quite likely to fall into the “trustworthy but unknowledgeable” camp. • Look up your financial advisor’s NASD record (including customer complaints and regulatory actions), free of charge, at http://pdpi.nasdr.com/PDPI. • Be leery of someone trying to sell you “non-registered” products like the now very popular Equity Index Annuities (EIA’s). Many of these so-called financial professionals only have an insurance license, and may bad-mouth variable annuities and mutual funds because they are not licensed to sell them. • Finally, take the annuity recommended by your financial advisor and call a free, independent annuity resource like Annuity FYI (www.annuityfyi.com) and see if you get the same recommendation. If not, ask why. This will start a dialog between you and your financial advisor that will help educate you and give you confidence in your advisor (or expose your advisor’s shortcomings).

Can Annuities Help You?

Are you beginning to think about you’re financial stability for you and you’re partner’s future? Perhaps you’re beginning to wonder just how you can support yourself during your retirement years? If so, then perhaps it’s time you took at a look at annuities and see if they are the answer to you’re concerns.

So what is an annuity and who do you buy them from? Well, annuities are typically sold by the insurance companies. There are many types of annuities available and knowing which the right one for you is can be difficult. With so many different annuity plans, it’s easy to feel confused and a little lost! Before committing yourself to any annuity contract, you should look to consult with you’re financial advisor, he will identify your personal circumstances and help you find the right annuity plan for you.

Ok, so what is an annuity you ask! Well, to put it simply, an annuity is basically a contract between yourself and the insurance company. You agree to pay the insurance company a lump sum of money and the insurance company invests that money and agrees to pay you interest on that sum over a number of years. To put it simply, an annuity is a loan. Of course, this is just a simple explanation and the details and terms will vary according to the type of annuity you do take out.

When choosing a type of annuity, you are also deciding on a certain level of risk which you are prepared to take. A fixed annuity is one of the safest to sign up for, but it isn’t as rewarding as some of the other annuities. One of the more riskier ones available is the ‘variable’ annuity. You can earn some excellent interest with these, but there is also the possible danger of losing all the money you’ve invested if the money is not invested wisely. Again, your financial advisor will help to explain the best options to you and advise you where you should look to invest you’re money.

When signing an annuity, you are signing a contract, a contract that usually isn’t easy to get out of! So, be careful. Never sign an annuity without fully researching the annuity you’re signing up for and also the insurance company that you’re be dealing with. You should never feel pressured about signing an annuity contract straightaway. If they pressure you to do this, then just walk away! This is you’re long term future at stake! Take a few days, discuss it with you’re partner and also you’re financial advisor.

Annuities aren’t for everybody. They can be confusing and any annuity you’re interested in, needs to be researched thoroughly! Whether an annuity is right for you depends on your personal circumstances. Many have found them beneficial and rewarding, but then again, many find themselves stuck in a contract that they are fighting to get out of. So speak with your advisor and see if an annuity is the answer for you.

Annuities Q&A: Understanding Types Of Annuities

What types of annuities are available?

There are basically two types of annuities — fixed and variable.

A fixed annuity earns an assured interest rate in a definite period of time. If the period of times expires, there will be a new interest rate for the next period.

Variable annuities have more funding options than fixed annuities since their performance depends on the option of investment of the principal and return vary.

What is a tax-deferred annuity?

Tax-deferred annuity allows you to not pay taxes until after you make a withdrawal or until you start receiving an annuity. Having a tax-deferred annuity permits you to collect a bigger amount of money over an extended period of time.

What is the difference between a fixed and variable annuity?

Fixed annuities are investments from government securities and corporate bonds. They are offered a fixed or guaranteed rate usually over a period of one to ten years. So, when you receive payments, the monthly release of funds is set to a fixed amount and already guaranteed. This type of investment is preferred by investors who value safety and stability of their money and for those retirees who want their money to be protected against the possible instabilities of the stock market.

Variable annuities allow you to put your investment into a variety of securities like money market securities and interest accounts offering fixed rates. Stock market performance will decide the annuity’s value and the return of your money that you have invested. Though there is a great risk because of unprecedented movement of stocks in the market, some still consider investing in a variable annuity because they are comfortable of fluctuations in the market and get rid of their investment in static position.

What are deferred and immediate annuities?

A deferred annuity is a pay-out plan offered to investors who are willing to receive payments at some later date, commonly at the retirement of the investor. This type of pay-out is advantageous for long-term retirement plans for the following reasons:

• Deferred income taxes payment until withdrawal of the money
• No limits on yearly annuity contributions
• Death benefits are readily available. If the investor dies before he collects his annuity, the beneficiaries get the amount you have put in plus investments earnings.

In an immediate annuity, the investor automatically begins to receive lump sum pay-outs immediately upon investing your money. Payments start usually a month after you have invested into the annuity. This offers financial security in a sense that you will receive income payments for the rest of your life. Also, this annuity permits you to:

• Add your pay-outs received in your current income
• Pay taxes on the portion of the annuity payments that are considered to be earning

Immediate annuities can be fixed or variable. Fixed immediate annuity payments are attached to the amount that you have contributed, your age, and the existing interest rate at the time you have purchased the annuity. These said payments are already fixed. Variable immediate annuities vary according to the type of investments you purchased.

What is a tax-sheltered annuity?

Tax-sheltered annuity is a retirement savings program limited to public educational institution employees and members of non-profit organizations. Contributions to a tax-sheltered annuity are made by the employers of the participating employee. These are deducted from the participant’s income payments and sent to the insurance agency or mutual fund guardian elected by the participant.

What is a lifetime annuity?

A lifetime annuity is a type of immediate annuity wherein upon investing you automatically receive guaranteed income payments for the rest of your life. The income you will receive from the lifetime annuity plan will depend on the amount of money you will invest and the existing rates at the time you made the investment.

Annuities for Retirees: What to Consider Before You Invest

Annuities can be purchased directly from an insurance company or from other financial institutions (including banks) that act on behalf of the insurance company. In exchange for your investment, the insurer agrees to make periodic payments for a set time period. It's important to remember that some annuities may lose value. These products are not insured by the FDIC or the FDIC-insured bank or savings institution that may offer them.

There are different types of annuities. A "fixed annuity" provides a fixed payment, often monthly, until the investor dies. It typically guarantees no loss of principal (the amount invested). A "variable annuity" also guarantees payment for a set period, but the payment amounts will fluctuate based on the market performance of the investment option you choose. With a variable annuity, you also risk losing principal as well as earnings, although some variable annuities guarantee the return of your initial investment for an additional fee.

If the income payments are deferred to some later date, the annuity is typically described as a "deferred annuity." If the payments begin immediately and continue for life, the annuity may be referred to as an "immediate life annuity."

On the plus side, annuities provide another investment option if you've reached your contribution limit on your other retirement accounts, such as 401(k) plans. And, at retirement, the guaranteed payments can provide extra income. But, as with any investment, be aware of the potential pitfalls and make an informed decision.

Know the key features and costs of the product and make sure they fit your needs. Read the literature to understand the most important facts and risks, including the potential for loss, if any.

"A sales representative who talks to you about purchasing an annuity is required by federal law to ask you questions about your investment goals, current finances and future retirement plans," said Kara Ritchie, an FDIC Policy Analyst who specializes in consumer issues. "If the representative doesn't discuss whether the product is suitable for your needs and goals, take your business elsewhere."

Experts generally say that annuities with guaranteed principal and income are more suitable for older investors than annuities that may, through market performance, lose value. The latter include variable-rate, deferred-payment annuities and equity-indexed annuities (those tied to the stock market), which might not make sense for many investors close to or in retirement.

Also, before you sign a contract, make sure you understand the cost of getting your money back early. Many investors with variable annuities are surprised to learn that they must pay hefty "surrender charges" if they try to withdraw money early, cancel their contract, or replace an existing annuity with a new one.

Deal only with a competent, reputable sales representative. Most annuity sales representatives are trained professionals. However, there have been reports of sales representatives who have been poorly informed or have used false or misleading tactics to sell annuities. How can you improve your chances of getting good advice?

Work with a sales representative licensed by your state government's insurance regulator. If the sales representative offers variable annuities, he or she also must be licensed to sell securities. For information on whether a sales representative is properly licensed or has a history of disciplinary problems, contact your state securities regulator and the National Association of Securities Dealers, a self-regulatory group for the securities industry.

"Annuities are generally sold on a commission basis, so it's important to find a sales representative who puts your interests ahead of his or her own," added Ritchie.

Proceed carefully before replacing an existing annuity with a new one. A sales representative may suggest investing in a new annuity paying a higher return or replacing a deferred annuity with an immediate life annuity to provide monthly income now instead of later. These actions may make sense for some people. However, it can be expensive to change annuities. Make sure you consider the contract terms as well as early withdrawal penalties and other charges prior to making a change.

What if, soon after purchasing an annuity, you have "buyer's remorse" or find another annuity with better terms? Your annuity may have a "free look" period during which you can cancel without penalty. If yours doesn't and you still want to cancel, determine all the surrender charges and penalties and proceed with caution.

A Structured Settlement Nightmare: Don't Let This Happen To You.

Accidents happen. Medical malpractice, while difficult to accept, happens. These are just a couple of instances where forces beyond your control can turn your life upside down and change it forever. Unfortunately, it happens every day. Now, it may be that you can't control these occurrences, but there is a legal system in place that can help you lessen the burden of these events in the coming years. If you are the victim of someone else's negligence get a qualified attorney and go to court. The result should be a a "Structured Settlement" that will pay you on a defined schedule over the course of the agreement.

This structured settlement comes in the form of an annuity that a defendant purchases to make the payments due to you. You may ask, "Why can't I get the amount I am awarded in court in one lump sum?". Depending on where you live that may be an option, though more and more states are requiring that structured settlements be used.

The reason for this is to protect you as the person getting the money from spending the money in a careless manner that jeopardizes you future financial well being.

Let's look at a real life example.

In 1973, Tiffany Adams was born in Memphis with severe brain damage that her parents blamed on her doctor. They sued for malpractice and received a cash settlement of $250,000 in one lump sum.

The family's attorney recommended investing the money to create an income that would help take care of Tiffany over the course of her life.

Well, as this is not a success story, you can see where this is going.

Tiffany's parents wastefully put the money in to the father's business. In a little over 10 years the money to care for Tiffany's was gone.

A few years later the parents divorced and Tiffany receives no child support. If that wasn't bad enough, in 1987 Tiffany was in an accident with her wheelchair that caused severe facial injuries. The family won a new settlement from the wheelchair company.

This time, however, Tiffany's mother insisted on a structured settlement for the payments. This allows Tiffany's mother to take care of her daughter without the fear of having someone take advantage of her settlement.

Accidents and malpractice are things you can not control. What you do, however, with the settlement money you receive is something you can.

Be prepared and be informed.

Protect you and your family by finding out more about structured settlements and structured settlement annuities.

A Structured Settlement Annuity: Comparatively Speaking

In earlier articles, we've seen the benefits of structured settlement annuities over lump sum payments. For some, this protects them from the temptation of spending the bulk of their payment on unsound or unwise investments. Protection and incoming cash flow over the long haul are what structured settlement annuities provide. However, not every person faced with a lump sum payment necessarily will be tempted to spend the money rashly. Obviously, there are people who are savvy investors and think that given the opportunity with a lump sum payment over a structured settlement annuity, they will be able to make more money investing on their own.

With that in mind, let's take a look how a structured settlement annuity compares with one of the most popular investment vehicles, the equity income mutual fund.

First, let's look at who issues the annuity and the mutual fund.
A structured settlement annuity is issued by a life insurance company. An equity mutual fund is issued by and investment company that pools the assets of multiple investors in equity securities.

Next, let's look at the long term capabilities of each to provide a lifetime income.
An annuity payment plan is created up front and is a predictable and dependable source of income that can not be outlived. A mutual fund can be a high paying investment. However it can also be highly volatile and unpredictable based on market conditions and can actually lose money and stop your earnings if the fund performs poorly.

What about guaranteeing the payouts?
An annuity is guaranteed by the issuer of the annuity based on the terms of the structured settlement. A mutual fund is solely dependent on market activity and thus can not be guaranteed.

What about costs?
The annuity has no cost associated with it. A mutual fund can be subject to a number of fees, like a sales load, yearly management fee, and marketing expenses. Even the lowest cost index funds have some costs associated with them.

What about keeping up with inflation?
A structured settlement annuity can have a cost of living adjustment incorporated into the annuity at the time it is designed. An equity mutual fund can outperform inflation based on how the underlying securities perform. However it is difficult to predict what the return will be and remember "past performance is not and indicator of future results."

But what about the dreaded T-word....Taxes??
A structured settlement annuity is tax free as long as the money received is the result of personal physical injury or physical illness. As income is earned from an equity mutual fund taxes, capital gains, income etc, must be paid.

What about flexibility?
A structured settlement annuity payment amount and schedule may not be altered at any time. Conversely, money can be moved in and out of mutual funds. However, taxes, sales loads etc may be applicable with each transaction.