The resurgence of annuities and the DOL rule

The landscape of retirement planning has experienced a significant shift in recent years, thanks in part to the resurgence of annuities as a cornerstone financial product. With the rise in interest rates, annuities have come back into the spotlight, offering financial professionals and advisors renewed strategies to enhance their clients’ retirement outcomes.  There is a shadow on the horizon, though, as the industry wrestles with the impact of the Department of Labor’s Retirement Security Rule.

Annuities historically have been viewed with a mix of skepticism and interest, often due to their complexity and the perception of high fees. However, the recent upward trend in interest rates has shifted this perception. Higher rates translate directly into more attractive annuity payouts because the funds accumulated within these financial instruments can now grow at a quicker pace. This shift is particularly important at a time when traditional bonds and fixed-income investments are offering diminishing returns relative to historical standards.

A significant impact

The new fiduciary rule, however, will have a significant impact on the sale of annuities, especially in how these products are marketed and sold to retirement investors. The rule redefines “investment advice fiduciary” under the Employee Retirement Income Security Act and tightens standards to ensure that financial advisors act in the best interests of their clients, particularly when it comes to rollovers into individual retirement accounts and the purchase of annuities.

Under the new rule, financial advisors who provide investment advice or recommendations for a fee will be considered fiduciaries if they are in a professional relationship where a retirement investor expects to receive recommendations that are in their best interest. This includes advice on buying annuities. The rule aims to protect retirement investors by requiring advisors to adhere to a fiduciary standard, thereby ensuring that the advice given is prudent, loyal, and free from conflicts of interest.

One of the significant changes is the removal of the “regular basis” and “mutual understanding” requirements from the previous five-part test, which allowed advisors to avoid fiduciary status under certain technicalities. Now, any advice that has a significant impact on retirement investment decisions, such as the purchase of an annuity, could place the advisor under fiduciary obligations if the other conditions are met.

Stringent guidelines

Moreover, the rule includes stricter compliance requirements for fiduciaries, including enhanced disclosure requirements about fees, costs and potential conflicts of interest. These changes will require that advisors not only disclose more comprehensive information but also follow stringent guidelines to ensure their advice aligns with the investors’ best interests.

For the sale of annuities, this means that financial advisors and insurance agents will need to carefully evaluate how — and whether — they can recommend specific products, in order to ensure compliance with the new fiduciary standards. 

As we go to press, the new rule is set to take effect on Sept. 23. Legal battles are anticipated. 

Many in the industry expect that the significant changes in the new fiduciary rule will require time and education to master. What many fear, however, is a loss of revenue as the stringent guidelines impact their ability to sell and reduce commissions.

At the end of the day, these strictures may well impact not only advisors, but also many Americans — especially those who are not high net worth — whose financial advisors either can’t or won’t make specific product recommendations based on the new rule. 

This new rule will not only cast a shadow across the industry, but also may well cast that same shadow across the people the industry is there to serve.