Tag Archives: financial insight

Banks Sell Services – OMG what a surprise!

The recent negative publicity afforded to the TD bank about aggresive sales practices has raised questions about Financial Services employees selling their companies products to customers.

Seriously

These stories make me laugh out loud.  The banks in Canada are not altruistic institutions, don’t kid yourself, they are in it for the money.  As a shareholder of almost every major financial institution in Canada, my view is, go for it, sell your products and services for a profit. The more sales the better.

A paid employee is complaining about their employer setting sales gaols and monitoring their progress.  And some are sympathizing with the employees and chastising the employer, really, give your head a shake.

Lets Get Real

When you ask a financial advisor for assistance, whether it is to buy insurance, get a loan or make an investment, or even just give advise, don’t kid yourself, they are not helping you out of the goodness of their hearts.

Probably, selling you a product or service (e.g., advice) to satisfy their performance goals or increase their compensation (like a commission,bonus or tip) is the prime motivator.

That is not to blanket all financial services employees with a single brush stroke.  Of course most do want to be helpful and viewed to be such.  That can after all drive both referals and repeat business ( more sales, commissions bonuses, etc).

That being said, they are still ultimately going to try and sell you something, after all that is what they are paid to do.

Am I schocked TD employees are complaining about sales targets?  Not really, getting paid while not having to work hard is probably easier.

Am I surprised that the public does not seem to be aware that employees working for a company that makes money from product and service sales are expected to be sales people?  It does make me wonder.

Speaking from Experience

Full disclosure, I worked in Financial Services for more than 37 years and sold a lot of products while providing exceptional service and I don’t feel guilty at all.  It was a job I chose and was good at.

It never occured to me to try and figure out if the customer needed the product, only if they wanted it – which really equates to need.  That is, if you want it, you need it. Who am I to question that?

 

Pension Plans, Savings and Income Products – Bringing it all together

And finally, this post continues, and ends,  the theme I started three days ago about the basic tools and practices to reduce or even eliminate financial stress in retirement.

Retirement is about a lot of things.  The most predominant for most people is the end of  working for an income (from an employer or self owned business).   So income from employment stops, do you have any worries about that?

Every year or so, regardless of your current age it makes sense to do a quick estimate of your post retirement income.  I say quick, because there are ton’s of variables and the goal of this exercise is to get a ballpark idea of what your post employment income streams will be.  This gives you the chance to make changes as desired.  Basically you end up with informed decisions and associated actions.   – i.e., do nothing or do something.

Remember if you can’t control it – don’t worry about it and if you can control it, then go ahead and do something – again no worries cause you got it in hand.  Simply put, there are only two categories of things – those you can’t control, no point in worrying about them and those you can control and do so, no worries there.  In the end, you have no worries.

How does this Quick Estimate Work?

The first year takes the longest and then it is quick.  Even the first time should not take more than 30 minutes.   All you do is list your income sources and the amount you estimate each will provide.  Some people will have income from all these sources and in some cases multiple incomes within a single source type (e.g., you might have worked for 3 companies and have 3 defined benefit pensions coming when you declare retirement)

Based on my blogs over the last 3 days here is the list of the potential sources with instruction how to determine how much you get from each.  I am going to use acronyms where they apply and I am not explaining these sources as that is what the previous blogs did.

OAS/GIS/Allowance  –    The amount depends on the number of years as a legal Canadian resident and when you start to receive it.    Get amount estimate from Government of Canada Web Site

CPP –  This depends on your contributions to the plan.  Get amount estimate from your Service Canada Account   You will need to register if you have not done so already.

Company Pension (Defined Benefit)  –  The company has to provide you your estimated income at retirement age by law annually.  You can get this amount from that statement.  (Because it’s defined benefit no estimation needed)

Company Pension (Defined Contribution) – This requires an estimate of the amount saved in the plan on retirement.  Use this estimate to determine how much of a life annuity you could purchase (you might choose a RIF or LRIF but estimating based on an annuity is easiest to do and the most conservative so for estimation makes best sense.  If you go with a RIF or LRIF ultimately you may get more income from this plan).  Use the estimated savings to determine income based on current annuity rates from Canada Trustco annuity comparison website

Estimate Savings Use the amount saved so far (you get a statement on this each year) plus what you contribute each year (that’s on the statement) times the number of years to retirement,  plus use an estimate of annual rate of investment return times the number of years to retirement and the amount in the plan (the statement tells you the historic rate and I usually just use that).   This calculation is best done with a formula, just use google search to find one if you don’t have it on hand or use the calculator Service Canada provides – it’s really easy to use.

Note: if you had a defined contribution plan from a company you have left and chose a LIRA (rather than lump sum) use the amount in the LIRA, adjusted for investment income estimated to retirement date.

Income from RRSP –  This requires an estimate of the amount saved in the plan on retirement.  Use this estimate to determine how much of a life annuity you could purchase (you might choose a RIF or LRIF but estimating based on an annuity is easiest to do and the most conservative so for estimation makes best sense.  (If you go with a RIF ultimately you may get more income from this plan).  Use the estimated savings to determine income based on current annuity rates from Canada Trustco annuity comparison website

 Estimate Savings Use the amount saved so far (you should get regular statement(s) from the institutions where your RRSP(s) are held) plus what you plan to contribute contribute up to retirement,  plus use an estimate of annual rate of investment return times the number of years to retirement and the amount in the plan  (There are simple formula’s you can access through a google search on the internet to do the investment return calculation).

 Income from Investments – Estimate how much savings of after tax money (non-registered or TFSA) you will have at retirement.  Estimate your annual return and this is the amount of income you could withdraw from these savings without deprecating the capital.   For example you will have $750,000 saved and believe you can reasonably investing it with a 5% return so this  would be an income of $37,500.

Note:  If part of the amount earned is from a TFSA (if any) this portion  would be tax free so you you might want to calculate that separately.

And finally

Calculate the tax on this income as that will probably be the largest expense.  That just the marginal tax rate times the annual income,  and your actual amount of income to spend is determined.  For example if your total adds to $75,000 deduct 19% (the marginal tax rate on this amount today) so you spendable amount would be  $60,750.

If your estimated living costs in retirement (food, heat, light, entertainment, housing, etc) are less than $60,750 you are good to go.    If not, don’t worry cause you are in control and can make changes as needed.