Are You Talking To Clients About Retirement Planning

​Read this business blog from Lorna Blythe, Investment Strategy Manager at Royal London.

27/04/2017

This blog post is provided by Lorna Blythe, Investment Strategy Manager at Royal London.

More people are using income drawdown than ever before so it's not surprising that for many advisers, retirement planning often accounts for the largest slice of business income.

One of the key conversations you'll have with your drawdown clients is how to sustain a reasonable level of income. This isn't straightforward and involves an appreciation of the risks and trade-offs.

The '4% withdrawal rate' is often cited as a good starting point but it's a broad rule of thumb and once you factor in individual client circumstances, investment strategy and fees, it can start to look quite different.

To help you understand how sustainable 4% is, Royal London has produced a heat map below which shows sustainability scores for different withdrawal rates and different terms.



Royal London have categorised the sustainability scores into different bands so we can understand what good and bad looks like. For example we think 85% or more is highly sustainable because it means that 85% of the time the customer will achieve this level of income or more and 15% of the time the customer will achieve less.

You can see that over all terms a withdrawal rate of 4% is reasonably sustainable and that over a 15 year term a 6% withdrawal rate is highly sustainable. Where it starts to get interesting is really between 4-6%. As term increases beyond 15yrs a 6% withdrawal rate quickly becomes unsustainable.

This is useful to show how term and income withdrawal rates impact sustainability and can be a good starting point for discussion. But we can get more specific than this.

Royal London’s Income Planning Tool will paint a picture of how sustainable different income levels are based on your clients’ individual circumstances. This takes into account how much has been saved, the level of desired income, how long the income is to last, the investment strategy and charges.

The tool will uses this information to calculate a stochastic projection of the probability of achieving the desired income level over the term. This can help you to manage client expectations around income withdrawal rates and avoid any nasty surprises.

What's more, Royal London’s Drawdown Governance Service can help you track client scores each quarter so you can easily see which clients are at risk of running out of money.

What's clear is that there isn't a one size fits all solution. Regular reviews and active management of your client's evolving needs and income requirements can highlight even the smallest adjustment needed to help keep them on track.

Royal London’s range of retirement planning tools can help you understand your client's goals, the sustainability of their chosen income and the suitability of their investment choice.

Next steps

To find out more about the trends impacting on income sustainability and the state of the nation’s retirement planning, sign-up to Round 2 of Bankhall’s Professional Development Days to hear Royal London’s presentation, ‘State Of The Nation’.

This is a Royal London promotion.




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