Your clients may be preparing for investment market storms but hoping the sun will come out soon.
The battle between the raincoats and the beach towels showed up last week in new annuity issuer sales survey data from Wink.
Overall deferred annuity sales increased just 2.2% between the first quarter of 2021 and the first quarter of this year, to $60 billion.
Sales of the kinds of non-variable products that can protect your clients against loss of account value, even in severe downturns, performed much better than sales of products without account value guarantees — but savers preferred the non-variable products that gave them the most chance to profit from investment market gains.
What It Means
Clients might be buying more non-variable products partly because rising interest rates have made guaranteed products look more attractive.
But clients might also be thinking that any volatility related to Russia's invasion of Ukraine and other geopolitical issues, such as the COVID-19 pandemic, will be short-lived, and that investment prices will soon pop back up.
The Numbers
Here's a look at how sales of some of the types of annuities Wink tracks changed between the first quarter of 2021 and the latest quarter:
- Non-variable indexed annuities: $17 billion (up 15%).
- Multi-year guaranteed annuity contracts: $15 billion (up 9.9%).
- Traditional fixed annuities: $465 million (up 2.8%).
- Registered index-linked annuities: $9.4 billion (down 4.6%).
- Traditional variable annuities: $19 billion (down 12%).
Wink based the new annuity sales figures on data from 16 index-linked variable annuity issuers, 43 variable annuity issuers, 44 traditional fixed annuity issuers and 68 multi-year guaranteed annuity (MYGA) issuers.
Sales of all types of non-variable deferred annuities Wink tracks increased 12%, year-over-year.
Sales of variable deferred annuities fell 6.9%.
Definitions
A traditional fixed annuity locks in a specified crediting rate for up to one year.
