"QACA" - One of our favorite acronyms because it sounds so much like a funny duck quack of some sort. In reality it can be a "door opener" for you as an advisor who handles retirement plans.
Do you know any companies who would like to save money? Are any of your prospects or clients interested in contributing more than they have to in order to have a Safe Harbor 401(k) Plan? Probably not, right? If you could show them a way, they would love to contribute less - employees don't really appreciate their contribution that much anyway. Nine out of ten employees don't even understand their matching formula (yes, I just made up that statistic like most quoted statistics). Cannot begin to tell you how many Plan Sponsors I have talked to over the years who just cannot wrap their brain around a match of "100% of the first 3% plus 50% of the next 2%". Guess that sounds too much like the new Common Core math that we are using as a society to make our kids (and their parents) feel stupid. Many people's eyes glaze over when you start to throw an mathematical expression at them.
Well, quite a number of 401(k) Plan Sponsors have what is known as a Basic Safe Harbor Match. The reason for the Safe Harbor Match in the first place is to motivate employees to save for retirement and to allow those employees who are classified by the Internal Revenue Code as Highly Compensated Employees (HCE's) to not be limited in the amount that they may do as salary deferrals. By providing a Safe Harbor Match program, the HCE's can do the maximum $17,500 in salary deferrals (or $23,000 if over age 50).
HCE's are those employees who are greater than 5% shareholders or owners (and certain family members) or those employees who made over $115,000 in the prior year (the $115,000 will be increased later by a COL increase). For plans that do not offer some form of Safe Harbor contribution, HCE's might be limited in what they can do in salary deferrals because of the average deferrals being done by the Non-Highly Compensated Employees. For example, if the NHCE's average 2.5% of compensation for their salary deferrals, then the HCE's would have to average 4.5% or less - otherwise, refunds may have to be made to some of the HCE's. See one of our other posts explaining the ADP testing in more detail.
There is a fairly new type of Safe Harbor plan that could be used in lieu of the Basic Safe Harbor Match. Probably very, very few Plan Sponsors with the traditional Basic Safe Harbor Match have been presented with a discussion of the QACA alternative by their advisors. Maybe you could use this lapse in planning to open up the prospect's door for you in order to try to become the new advisor on the case. Go ahead, call up the prospect and ask them if they know what a QACA is? They won't even know what it is if you call it by its proper name - a Qualified Automatic Contribution Arrangement.
Under the Basic Safe Harbor Match, the matching contribution is 100% of the first 3% plus 50% of the next 2%. So if a participant does a deferral of 3% of pay or less, they would get a dollar-for-dollar matching contribution. If a participant did 5% of pay or more in salary deferrals, then they would get a 4% of pay matching contribution. 100% of the first 3% plus 50% of the next 2% = 4%.
This is a matching contribution program combined with automatic enrollment. Automatic enrollment is no big deal for a company that has a limited number of employees and locations if Human Resources makes sure that everyone is provided with a timely enrollment package and also makes sure that everyone turns in an election form, even if they have decided not to do any salary deferrals. If everyone turns in a form, then automatic enrollment is rendered entirely moot.
The required Safe Harbor Match for a QACA is less expensive at most levels than the Basic Safe Harbor Match. Let me say that again, because that is the whole point here. The required Safe Harbor Match for a QACA is less expensive at most levels than the Basic Safe Harbor Match.
The QACA match is 100% of the first 1% plus 50% of the next 5%. So, at the 1% level of salary deferrals, the match under both types of Safe Harbors is the same 1%. But at the 2% salary deferral level, the QACA Match is 1.5% rather than 2% for the Basic Safe Harbor - a savings for the Plan Sponsor of 0.5%. At the 2% to 5% level of salary deferrals (most participants fall in this category, by the way), the savings is a full 1%. For example, for salary deferrals of 5%, the QACA Match is 3% whereas the Basic Safe Harbor Match is 4%.
The point is if the Plan Sponsor wants a Safe Harbor plan so that HCE's are not restricted in their salary deferrals, but they would like a Safe Harbor Plan that is less expensive by as much as 1% of compensation, the QACA should be considered (and nobody has told them about that alternative). Also, you can have a 2 year vesting schedule: 1 year of service, 0% vested and 2 or more years of service, 100% vested. This would result in having no cost of a match for those employees who stay just long enough to get their first matching contribution, but then leave your client or prospect.
You cannot change a Safe Harbor Match method in the middle of a Plan Year, so assuming a Calendar Year as the Plan Year, Plan Sponsors should use the next several months to evaluate making the change before 11/30/2014 for the 2015 Plan Year. Now would be the ideal time for an advisor to identify and approach Plan Sponsors who appear to be using the Basic Safe Harbor approach.
If you would like to discuss the concept of moving from a Basic Safe Harbor Match to a QACA Safe Harbor, please call our external Consultant who handles your firm - that would be either Chad Johansen (known around our shop as Chaylyn's proud Pop) or Mark Palmini (known around our shop as Maya's proud Pop). They are both struggling golfers (aren't we all) but great consultants for you to work with in marketing retirement plans. Call our main number at (650) 341-3322 and enter our voicemail labyrinth or to avoid that call Chad at his direct dial of (650) 425-7914 or Mark at his direct dial of (650) 425-7663.
Somewhere far in the distance, there are ducks landing on a pond doing marketing for you going "QACA, QACA, QACA"..........
Are we aware this is a very long Post and looks even 10 times longer when viewed on your SmartPhone while you are making your way up the 3rd fairway on your way to another triple bogey - sorry about that - takes a few words to get you properly armed to land a few clients using this ammunition. If you are successful, then how about treating Chad or Mark to some golf lessons?
Showing posts with label marketing. Show all posts
Showing posts with label marketing. Show all posts
Aug 27, 2014
Client/Prospect Making Money "Hand Over Fist" (what does that really mean)?
Making money hand over fist means to make a lot of money quickly. This term has a nautical history. It relates to the practice of climbing a rope hand over hand. This soon became known as hand over fist, with the fist being the hand gripping the rope. The term hand over fist soon evolved from making progress up a rope to making progress generally. Today, it relates only to financial gain. Read more here Click this Link
Okay, so this is not a problem most of us have or will ever be lucky enough to have (except in our best dreams), but there are people out there (they might even be your client or prospect) who are making a lot of money in their business. Think venture capitalist, attorneys, surgeons, manufacturers reps, performers and just plain smart business people who have become successful in their small business.
What are some of your options you can suggest to them to deal with this terrible dilemma of making too much money? You can tell them to make huge charitable donations to the 50 scam charities who called them this year (without checking to see if they are actually legitimate first, of course). You could actually be the friend who gives their name to that pesky wine broker who keeps calling you saying that "a good friend of yours told us you enjoy a good bottle of wine." You know, the wine broker who can never tell you who that friend is. Okay, I am struggling here to come with anything funny. If you can think of something, pass it on to us, will you? Or you could just tell them to go ahead and pay a really large chunk of it to the IRS in the form of Income Taxes. They will love that idea.
Or, you could help them take a look at a Cash Balance Plan to go along with their 401(k) Plan. A Cash Balance 401(k) Combo might allow them to legitimately shelter an additional $100,000 to $200,000 per partner or owner without increasing the cost for employees by a large percentage over their current Safe Harbor Cross Tested 401(k) Plan.
If you are interested in knowing a lot more about Cash Balance Plans, Click Here to Download Our Cash Balance Primer (which is absolutely void of any attempt at humor, at least at this point).
In all likelihood, a Cash Balance Plan could be utilized for 2014. We are here to help (if we are not out playing golf, surfing, wake-boarding, playing with children or grandchildren, but even if that is the case, we will be back in the office at some point) - so just give us a call, send us a text message through FaceBook, send us an Instagram of your client drowning in excess cash. Use these hashtags (#oneluckyclient, #comeandgetmeirs, #yadayadayadamyclientmakesmorethanyou) and we will search for your message. ...... do something to get us working for your client on this issue. And don't forget, that Cash Balance Plan will be invested in a pooled account for all and somebody will need to help the client pick the investments. Might that be you?
Okay, so this is not a problem most of us have or will ever be lucky enough to have (except in our best dreams), but there are people out there (they might even be your client or prospect) who are making a lot of money in their business. Think venture capitalist, attorneys, surgeons, manufacturers reps, performers and just plain smart business people who have become successful in their small business.
What are some of your options you can suggest to them to deal with this terrible dilemma of making too much money? You can tell them to make huge charitable donations to the 50 scam charities who called them this year (without checking to see if they are actually legitimate first, of course). You could actually be the friend who gives their name to that pesky wine broker who keeps calling you saying that "a good friend of yours told us you enjoy a good bottle of wine." You know, the wine broker who can never tell you who that friend is. Okay, I am struggling here to come with anything funny. If you can think of something, pass it on to us, will you? Or you could just tell them to go ahead and pay a really large chunk of it to the IRS in the form of Income Taxes. They will love that idea.
Or, you could help them take a look at a Cash Balance Plan to go along with their 401(k) Plan. A Cash Balance 401(k) Combo might allow them to legitimately shelter an additional $100,000 to $200,000 per partner or owner without increasing the cost for employees by a large percentage over their current Safe Harbor Cross Tested 401(k) Plan.
If you are interested in knowing a lot more about Cash Balance Plans, Click Here to Download Our Cash Balance Primer (which is absolutely void of any attempt at humor, at least at this point).
In all likelihood, a Cash Balance Plan could be utilized for 2014. We are here to help (if we are not out playing golf, surfing, wake-boarding, playing with children or grandchildren, but even if that is the case, we will be back in the office at some point) - so just give us a call, send us a text message through FaceBook, send us an Instagram of your client drowning in excess cash. Use these hashtags (#oneluckyclient, #comeandgetmeirs, #yadayadayadamyclientmakesmorethanyou) and we will search for your message. ...... do something to get us working for your client on this issue. And don't forget, that Cash Balance Plan will be invested in a pooled account for all and somebody will need to help the client pick the investments. Might that be you?
Jul 1, 2014
403(b) Sales Process Is Different from 401(k) Process
If you want to try to enter the hot 403(b) marketplace, you will need a certain level of patience.
On the positive side, you will have less competition in the ERISA 403(b) space. Fewer financial advisors understand 403(b) plans. On the negative side, here is how the sales process usually goes: (1) you gather data and then present to an HR director and perhaps a Controller; (2) if they like what they see, they then ask you come back and present to the Executive Director; (3) if he or she likes it, you are then asked to come back and present to the Finance Committee; and finally if they all like it, you might have to appear in front of the Board of Directors.
After all of this, you may run into a Board Member who has a close friend who is in this business and they might give him or her a shot at the business before saying yes to your offering. Whew! That is a lot different from presenting to the real decision makers at a corporation and getting an immediate "Yes".
Moral of the story - if you want to be successful in the 403(b) space, be patient during the sales process. However, once you get the plan, you could have it for a very long time (if you serve it well) because it is just as hard for someone new to get through this process.
Plan Design Consultants, Inc., understands 403(b)'s, can help you through the presentation process and help you select a good program to present in the first place.
403(b) prospects are not like a 401(k) prospects.
The corporate sponsor of a 401(k) can make a quicker decisions regarding changing their program.
You are usually presenting to one of two people or a small committee in the 401(k) corporate environment and if you show them a better widget, they can make the decision relatively quickly (after a little due diligence).
The corporate sponsor of a 401(k) can make a quicker decisions regarding changing their program.
You are usually presenting to one of two people or a small committee in the 401(k) corporate environment and if you show them a better widget, they can make the decision relatively quickly (after a little due diligence).
On the positive side, you will have less competition in the ERISA 403(b) space. Fewer financial advisors understand 403(b) plans. On the negative side, here is how the sales process usually goes: (1) you gather data and then present to an HR director and perhaps a Controller; (2) if they like what they see, they then ask you come back and present to the Executive Director; (3) if he or she likes it, you are then asked to come back and present to the Finance Committee; and finally if they all like it, you might have to appear in front of the Board of Directors.
After all of this, you may run into a Board Member who has a close friend who is in this business and they might give him or her a shot at the business before saying yes to your offering. Whew! That is a lot different from presenting to the real decision makers at a corporation and getting an immediate "Yes".
Moral of the story - if you want to be successful in the 403(b) space, be patient during the sales process. However, once you get the plan, you could have it for a very long time (if you serve it well) because it is just as hard for someone new to get through this process.
Plan Design Consultants, Inc., understands 403(b)'s, can help you through the presentation process and help you select a good program to present in the first place.
"If you do not see yourself as a winner, then you cannot perform as a winner!" Zig Ziglar
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