When considering whether or not to buy annuity products from a trusted financial advisor or broker, clients need to feel like they are well-informed and fully educated if there is any chance that they’ll disregard the media smear campaign against the annuity industry and actually pursue their own self-interest by purchasing the security and protection that comes from a structured product like an annuity. There are a few common misconceptions about annuities that should be addressed from the get-go, most of which have to do with the different types of annuities – variable and fixed rate – and the different features of them.
To begin with, any good financial advisor will advise on the difference between a variable and fixed rate annuity, being sure to explain that fixed rate annuities are regulated at the state level and have limited upside through defined payments whereas variable annuities are subject to market exposure but have access to significant growth of principle in the likely scenario that equity indexes record positive returns over the long-run. It should also be noted that there are a variety of ways to ensure against loss of principle in variable rate annuities through the purchase of an insurance contract like an option to sell the equity index at its current price, though the cost of the insurance is high and many variable annuities actually include other structured products or derivatives in their portfolio to hedge against equity prices sliding.
Next, it is worth discussing the difference between deferred and immediate annuities. Whereas immediate annuities will begin paying out immediately, deferred annuities will not pay out until after a set period of time. Deferred annuities are often considered to be a good way to save and build wealth, since interest compounds on the principle before that principle translates into regular annuitized payments.
Third, the distinction between a fixed period and lifetime annuity is worth discussing. Whereas a fixed period annuity might give provide higher current income, the prospect of outliving a fixed period by a decade or even too is enough to make most risk-averse people consider a lifetime annuity, which will continue providing payments to them until they die. (Annuities can even be structured to pay a surviving spouse until he/she dies as well.)
Finally, the taxability of an annuity should always be transparent. Only income from annuities in tax-free accounts is not taxable – these are ‘qualified’ annuities. The rest of income is taxable as normal income, or as a function of underlying investments, depending on the individual.
This sort of clarity should make it easier for all those who might buy annuity products to trust the person selling it to them; and with trust being a commodity in scarce supply these days, clarity is the key to making the sale.
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