When I first read this retirement article by Robert Powell at Marketwatch, I thought the advice was useful, but obvious. Subsequent experience has led me to believe that while it may be obvious to a financial professional, it’s not always obvious to clients. Clients, it seems, have pretty fuzzy thinking about retirement.
Here’s a retirement step that to me is obvious—but a lot of clients haven’t done it, or haven’t thought about it in a very complex way. From Mr. Powell’s article:
1. Quantify assets and net worth
The first order of business is taking a tally of all that you own — your financial and non-financial assets, including your home and a self-owned business, and all that you owe. Your home, given that it might be your largest asset, could play an especially important part in your retirement, according to Abkemeier.
And at minimum, you should evaluate the many ways you can create income from your home, such as selling and renting; selling and moving in with family; taking out a home-equity loan; renting out a room or rooms; taking a reverse mortgage; and paying off your mortgage.
Another point that sometimes gets lost in the fray is that assets have to be converted into income and income streams need to be converted into assets. “When we think of assets and income, we need to remember that assets can be converted to a monthly income and that retirement savings are important as a generator of monthly income or spending power,” according to SOA’s report. “Likewise, income streams like pensions have a value comparable to an asset.”
One reason retirement planning is so difficult, according to SOA, is that many people are not able to readily think about assets and income with equivalent values and how to make a translation between the two. Assets often seem like a lot of money, particularly when people forget that they will be using them to meet regular expenses.
Consider, for instance, the notion that $100,000 in retirement savings might translate into just $4,000 per year in retirement income.
I put in bold a section that I think is particularly important. With some effort, clients can usually get a handle on what their expenses are. If they have pension income or Social Security benefits, it’s pretty easy to match income and expenses. But if they have a lump sum in their 401k, it’s very difficult for them to understand what that asset means in terms of income.
After all, if they are just looking for an additional $3,000 per month in supplemental income, their $400,000 401k balance looks very large in comparison. They figure that it will last at least ten years even if they just draw the funds out of a money market, so 20 years or more should be no problem with some growth. At least I can only assume that’s what the thought process must be like.
Sustainable income is an entirely different matter, as clients almost never factor inflation into the thought process—and they are usually horrified by the thought of slowly liquidating their hard-earned assets. No, they want their principal to remain intact. They are often shocked when they are informed that, under current conditions, some practitioners consider a 4% or 5% income stream an aggressive assumption.
And, of course, all of this assumes that they have tallied up their retirement assets and net worth in the first place. Lots of retirement “planning,” it turns out, works on the “I have a pretty good 401k, so I think I’ll be all right” principle. I have a couple of thoughts about this whole problem. What is now obvious to me is that clients need a lot of help understanding what a lump sum means in terms of sustainable income. I’m sure that different advisors work with different assumptions, but they are still often not the assumptions your client is making.
Some practical steps for advisors occur to me.
- Encourage clients to track their assets and net worth, maybe quarterly, either on paper or on a spreadsheet. At least they will know where they stand. A surprising number of clients nowadays are carrying significant debt into retirement—and they don’t consider how that affects their net worth.
- Talk to them about what you consider reasonable assumptions for sustainable income. Maybe you’re still using the good old 4% rule, or perhaps you’ve moved on to more sophisticated methods. Whatever they are, start the conversation long before retirement so the client has a chance to build sufficient savings.
Sound retirement isn’t obvious, and planning for it isn’t simple or easy.
Note: The rest of the article is equally worthwhile.