MassMutual Enhances Web Support for Advisers

The firm is launching a new website and digital tools to help advisers market their practice to retirement plan sponsors.

Massachusetts Mutual Life Insurance Co. (MassMutual) has launched AdvisorAdvantage+, a new website that houses MassMutual’s set of practice management tools and guidance for advisers serving plans of all sizes. Here, advisers can access yourvalueprop.com, a new web-based tool that allows advisers to develop a customized value proposition to differentiate their services from that of the competition.  

“MassMutual’s research finds that many advisers who serve the retirement plans marketplace struggle to succinctly state a value proposition when pitching their services to clients,” says Tom Foster, MassMutual’s head of strategic relationships for retirement plans. “It’s an opportunity lost. MassMutual’s yourvalueprop.com tool can help advisers better position themselves for success.”

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Advisers registered to sell MassMutual retirement plans can also access Planisphere, a prospecting database and search engine offering insights into what plan sponsors want most from advisers. Foster says the database also helps advisers sharpen their focus on local employers with plans that need improvement and those that may benefit from their particular services.

In addition, MassMutual’s proprietary tools and resources allow advisers to obtain fiduciary support and gauge the health of retirement plans. The PlanALYTICSSM tool can help them determine whether participants are on target to reach their retirement goals. The ViabilitySM tool helps advisers ascertain the economic value of retirement plans. Advisers can also promote financial wellness through the MapMyBenefitsSM feature and manage benefits through BeneClick!SM.

“The retirement plans marketplace is all about problem-solving,” said Foster “The most successful advisers are those who look to solve problems first and MassMutual is stepping up its capabilities to help advisers do their utmost to help retirement plan sponsors and participants succeed.”

Click on the following links to access MassMutual’s new websites, AdvisorAdvantage+ and yourvalueprop.com.

Couples’ Retirement Health Care Cost Projections Approach $300K

One Fidelity benefits consulting executive describes the inflation in retiree health care expenses as insidious and unrelenting.

Health care remains one of the largest costs for people entering and living in retirement, warns Adam Stavisky, senior vice president, Fidelity Benefits Consulting. And for that reason, he says planning for these expenses is “a critical part of any retirement savings strategy.”

To help people understand and plan for these costs, Fidelity annually estimates what a 65-year old couple, retiring in the current year, will need to cover health care and medical expenses throughout retirement. The 2017 estimate is $275,000, a 6% increase over last year’s estimate of $260,000.

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Stavisky sat down with PLANADVISER to review the findings, observing that the increase in 2017 “reflects general market trends and expectations for health care costs across a variety of expenses an individual could face in retirement.” These include monthly expenses associated with Medicare premiums, Medicare copayments and deductibles and prescription drug out-of-pocket expenses. Further, the analysis assumes enrollment in Medicare health coverage but does not include the added expenses of nursing home or long-term care.

The research points out that the 2017 estimate may only be 6% greater than last year’s estimate, but this year’s figure represents more than a 70% increase since Fidelity’s initial retiree health care cost estimate in 2002. Stavisky agrees that there is little sign that the inflation will slow down, “but at some point something is going to have to give.” As it stands today, the projected health care expense for a retiring couple outstrips the average 401(k) balance measured by Fidelity. While older workers nearing retirement, generally speaking, have greater assets than the average rate, as well as potentially sizable holdings beyond the 401(k), the substantial heath care costs projected by Fidelity will be enough to challenge even those with a strong financial footing.

Responding to these pressures, Fidelity finds an increasing number of companies are offering health savings accounts (HSAs) as part of their benefits platform, “which allow people to put aside money for today’s health care expenses while investing for medical costs they may incur in retirement.”

“The number of clients on Fidelity’s HSA platform increased 38% in the last year, and the number of individual Fidelity HSA holders has increased 46%,” Stavisky observes. “We are focused on improving consumers’ understanding of the way that HSAs are paired with high-deductible health plans (HDHP), which often have lower monthly insurance premiums than traditional health plan offerings. When an employer helps the employee fund an HSA to cover the high deductible, these plans can be very effective in protecting employees’ wealth in a health emergency.”

Stavisky says a key step in maximizing the value of HSAs is ensuring that employees are investing their contributions, which will help them take full advantage of tax-free growth.

“In addition, an increasing number of employers are looking across health and retirement benefits together to see how they can best support their employees during critical life events that can have an impact both inside and outside of the workplace,” Stavisky says. “Taking a total well-being approach, employers are looking to address their employee’s financial, work/life and physical health care needs. This focus on total well-being is expected to increase as more employers recognize how these programs, when coupled with education and targeted efforts to increase participation, can improve employee productivity, health and financial wellness.”

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