Commenter Chris left this response to my post, A Look at an Equity-Indexed Annuity:
O.K. I’ve read through all of this and the fact is that we’re talking about several different things.
First of all we’re talking about investment vs. insurance. To everybody trying to compare an FIA (Fixed Indexed Annuity), it shouldn’t be done. An FIA is insurance. The risk is taken on by the insurance company. Hence the ability to guarantee that the there will be no loss in the value of the contract, as long as the individual follows the rules.
Secondly, nobody should have all of their money in one type of vehichle. There needs to be diversification. However, as an individual gets closer to retirement the “time horizon” reduces. This requires an individual to reposition their funds from an investment to insurance.
Third, as the individual is getting older and is needing to preserve more of their funds, or in retirement and decumulating their funds, we need to look at the type of vehicle the individual is in. One of the things that I feel everybody can agree upon is that we’re living longer. I feel that we’re going to be looking at many “boomers” needing to take a stream of income. There’s only one vehicle that will GUARANTEE that they can never outlive their funds, annuity.
Fourth, to all the people that state that FIAs are high commission products. I will agree that in the past there were some rogue companies that were paying outragous commissions. However that arguement is outdated. Side note, the MasterDex is not the highest paying FIA.
Fifth, and finally, what is the risk tolerance of the client? What are the goals for the clients funds? How soon do they need to get at the money? We need to look at suitability. We need to take care of the client. We can argue which is better, however no one vehicle can meet all the clients needs.
I’d like to look at some of Chris’ points.
“First of all we’re talking about investment vs. insurance. To everybody trying to compare an FIA (Fixed Indexed Annuity), it shouldn’t be done. An FIA is insurance. The risk is taken on by the insurance company. Hence the ability to guarantee that the there will be no loss in the value of the contract, as long as the individual follows the rules.”
If it is fair to compare the “risk” of the stock market with the “non risk” of the EIA then it is perfectly fair to compare the performance of the two. Also, if Chris’ argument were true then why the heck do all the annuity salespeople start their presentations off by talking about the S&P 500 Index? If it’s not fair to compare an EIA with its underlying index, then salespeople shouldn’t be allowed to even MENTION the index! Once they (the salespeople) mention the index then I think it is fair game to compare the two.
I’ll stop comparing the two as soon as salespeople stop representing their product as a risk-free way to invest in the market.
“Secondly, nobody should have all of their money in one type of vehichle. There needs to be diversification. However, as an individual gets closer to retirement the “time horizon” reduces. This requires an individual to reposition their funds from an investment to insurance.
“Third, as the individual is getting older and is needing to preserve more of their funds, or in retirement and decumulating their funds, we need to look at the type of vehicle the individual is in. One of the things that I feel everybody can agree upon is that we’re living longer. I feel that we’re going to be looking at many “boomers” needing to take a stream of income. There’s only one vehicle that will GUARANTEE that they can never outlive their funds, annuity.”
Notice in the second point Chris states that as a person approaches retirement, their “time horizon” reduces and then in the very next paragraph he talks about how people are living longer. I think the insurance and brokerage industry wants people to look at an approaching retirement as a reduction in your time horizon so that they can justify selling you an annuity. If you retire at 65, there’s a pretty good chance you could still be around at 85, which is twenty years. That’s a long-term time horizon in my book.
Oh, and that GUARANTEE that Chris speaks of is only as good as the insurance company. If the insurance company goes under, guess what happens to that annuity. No, it’s not likely to happen but there’s always a chance that it could.
“Fourth, to all the people that state that EIAs are high commission products. I will agree that in the past there were some rogue companies that were paying outragous commissions. However that arguement is outdated. Side note, the MasterDex is not the highest paying EIA.”
I still say that if annuities are as great as everyone says they are, reduce the commission payout to EXACTLY the same payout as mutual funds. Seriously, why should a salesperson earn a bigger commission from an annuity sale than they earn from a mutual fund sale?
“Fifth, and finally, what is the risk tolerance of the client? What are the goals for the clients funds? How soon do they need to get at the money? We need to look at suitability. We need to take care of the client. We can argue which is better, however no one vehicle can meet all the clients needs.”
Some annuity salespeople scare people into buying an annuity. I would be willing to bet that most (notice I didn’t say ALL) annuity salespeople fail to properly explain market risk to prospect. Instead they get a prospect who is close to retirement, who has saved his money for 30-40 years, built up a nice nest egg and then ask him how much of his nest egg he can afford to lose? When the prospect naturally says, “NONE,” the salesperson is more than happy to point him to a product with a guarantee (and lots of extra fees).
Finally, I wonder how many annuity salesmen on the verge of making a big sale would actually tell a client that the annuity isn’t suitable for them? More likely, they make the sale and justify it later. No, not ALL salespeople would do this but there are those who do.
This is going to sound like a blanket statement, but most people would be better served by avoiding equity-indexed annuities. The only people I have found who even like EIAs are those who sell them.
Original post by JLP