For
retirement plan advisers working in the public education market, September
through December are the most active times for new clients and increased
contribution levels, according to Jim Kiley, senior vice president and national
sales manager for Security Benefit, covering the Eastern U.S.
“Obviously,
a new teacher or young person starting in a public education profession, should
start saving sooner rather than later,” he tells PLANADVISER. “The profession
itself offers a number of savings vehicles, but the most important is a 403(b).”
Kiley explains that while most employees in the public education market have
pensions available, a 403(b) plan gets them accustomed to saving on a regular
basis, and pensions are not as robust as they used to be. “Becoming a
disciplined saver is necessary for Millennials who may change jobs over their
career and who have the benefit of compounding since time is on their side,” he
adds.
In
addition, returning teachers have likely gotten a raise for the new school
year, and it is a great time to set new goals for systematic savings. Kiley
says it is the ideal time traditionally for advisers in the 403(b) market and
probably their biggest time for sales.
NEXT: Focus on education about saving
A
survey conducted by Greenwald and Associates and commissioned by Security Benefit found Generations X and Y K-12 educators
would prefer to learn about financial planning issues at work, and there are
certain areas in which they need more education. Advisers and plan sponsors need to
educate educators, at the workplace and in some cases online, Kiley says.
He
suggests that education should be more geared toward establishing an overall
savings habit, but, while it should be somewhat generic and include information
about all savings vehicles available, advisers should point out the benefits of
the tax advantage of saving in a 403(b).
Advisers
may speak at the orientation meeting for new employees, and sit down with
everyone and evaluate what they are doing to be on track for a successful retirement.
Kiley adds that more tenured employees are helpful with educating new
participants, especially if they started saving early and have seen the pension plan benefits change over time.
“I
think the most important thing for both advisers and plan sponsors is to focus
on changing behaviors to promote saving,” Kiley says. “This may include breaking
down how they spend their money, as well as directing them into the right
investments and the right path to having comfortable retirement.”
The beginning of the
school year is a time to start new relationships and keep existing employees on
track, he concludes.
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Picture this: A participant in the defined contribution (DC)
retirement plan your client offers comes to work tomorrow and says he made an investment
change during a call to the plan call center five years ago, which was never
implemented. But, the plan has changed recordkeepers (and thereby, call centers)
since then.
Imagine that a former participant in a client’s defined benefit
(DB) plan is questioning the amount of benefits paid to him a decade ago, or the Internal Revenue
Service (IRS) has just notified you that it will be auditing a client’s DC plan for
the 2012 plan year, but the sponsor changed recordkeepers in 2013.
Does the prior recordkeeper have the call center recordings
or notes from five years ago? Do you have access to those recordings or to DB
plan benefit calculations? Will the prior recordkeeper respond quickly to data
requests to verify a participant’s claim or to provide information needed for
the IRS audit now that you are no longer a client, and no longer pay them?
Nancy C. Brower, an attorney at Poyner Spruill LLP in
Charlotte, North Carolina, says plan sponsors need to remember that the rules
and regulations for having adequate plan documentation applies to them. “I
think so often plan sponsors think the responsibility should be on the vendor,
but the government is going to rely on the plan sponsor to show that the plan
has been operated in accordance with the plan document and regulations,” she
tells PLANADVISER. “The plan sponsor may get a little sympathy, but it won’t
get a pass if it finds the prior recordkeeper doesn’t have the information
requested.”
Plan sponsors should check their vendor agreements with their
recordkeeper or third-party administrator (TPA) to understand their rights to
access records, Brower suggests. She says the most natural time to do that is
when first starting a relationship. “I find many [plan sponsors] do a cursory
scan of vendor agreements and don’t understand their rights,” she says.
NEXT: What records to recordkeepers keep and for how
long?
Gary Stamborski, vice president of operations responsible
for new business conversions and deconversions at MassMutual in Enfield,
Connecticut, says top plan providers send very detailed reporting and
historical information to new providers so a conversion to a new recordkeeper
will run seamlessly.
He tells PLANADVISER that MassMutual’s record retention
policy requires that all records be kept for seven years after a deconversion;
however, it never purges its recordkeeping system, so it can accommodate
requests for information farther back than seven years.
“At MassMutual, we keep call center recordings, never delete
them,” Stamborski adds. “Ancient history is hard to find, but not impossible.”
He also says MassMutual keeps actual paper forms submitted by plan
participants, and will provide them in case an audit is performed or questions
arise.
Although he believes these practices are a given for most
providers, he suggests plan sponsors ask their recordkeepers and TPAs about
records retention policies and whether they will be able to support a plan
sponsor if a participant asks for clarity about something over time. Upon a
provider change, plan sponsors should make sure the prior provider will provide
support in case of an audit.
Brower says access to prior records can be a problem for
plan sponsors and recordkeepers of all sizes. For larger plans with big-name
recordkeepers, there is so much more data and dollars at stake, it benefits
plan sponsors to do their due diligence, she says. And, she notes, smaller
plans may have fewer issues because there are fewer transactions.
Stamborski suggests plan sponsors themselves maintain all
plan level information, such as documents and copies of Form 5500s. Brower adds
that this includes executed copies of all retirement plan
documentation, including determination letters and the determination letter
applications, until at least seven years after a plan has been terminated and
all benefits have been distributed. If plan sponsors use a prototype plan
document, they should make sure they have a full copy of the base plan document
that accompanies the adoption agreement, as well as the opinion letter on the
prototype plan.
According to Brower, plan sponsors also need to make sure
they are keeping reconciliations between their payroll department or vendors
and recordkeepers or TPAs with respect to compensation and deferrals and
understand any differences. They should do a special reconciliation when
leaving a vendor.
NEXT: Tips for maintaining adequate records
According to Brower, all vendors have an administrative set
up manual—a set of administrative rules they program into their systems. Plan
sponsors should get a copy of the manual and, along with legal counsel, review
it against the plan document to make sure the plan is being operated correctly.
“This is a great form of self-audit to do now, and when leaving a vendor, doing
so will help plan sponsors realize and correct errors upon exit, rather than
having to request past records later,” she says.
One way to deal with paper forms is have them all go through
benefits staff first. Brower stresses that plan sponsors especially need access
to forms for spousal consent. Another thing to do, she says, is periodically
obtain a sample of forms as a type of self-audit. This way the plan sponsor
gets familiar with how to access forms. It should ask the vendor if that will
change if the relationship ends.
Information requests from prior clients may not be a top
priority for vendors. Brower points out that it takes up vendors’ time, and
plan sponsors should not expect it for free. She suggests offering to pay.
“That will make it more of a priority, and it’s a good use of funds. It
probably won’t cost much, and you will get things more quickly,” she says.
However, sometimes plan sponsors can offer money, but the
vendor just doesn’t have the access to records to give plan sponsors what they
need, Brower notes. The vendor may have been acquired and/or adopted a new
system, and someone decided what would be kept and what would be acceptable to
not retain.
She suggests that when a plan sponsor first hears that a
vendor merger or acquisition is happening, it should discuss with its adviser
what records it wants to make sure it has access to and make an early request.
“The old recordkeeping system may be available initially, but it is not common
that the old system will be around forever,” she says.
“I think plan sponsors sometimes assume if something is
important to the operation of the plan, a prior vendor will keep that in mind
and protect the plan sponsor, but plan sponsors need to be more proactive,”
Brower concludes.