MetLife Tops Annuity Sales

Variable annuity sales—spurred by consumer demand for living benefits riders–grew at a faster rate in the third quarter than the overall financial markets, according to data released this week by LIMRA.

However, fixed annuity sales continued to struggle in a hyper-low interest rate environment, and insurers said they are lowering steps on annuities with living benefit riders in order to protect profitability.

Fixed annuity sales fell six percent in the third quarter and down one percent for the first nine months of 2011, according to LIMRA. AIG Companies paced sales in this category with $6.9 billion in sales in the third quarter.

Total fixed annuity sales equaled $20.2 billion in the third quarter and $61.9 billion in the first nine months of 2011, LIMRA said.

“While third quarter VA sales were two percent lower than second quarter results, VAs performed significantly better than the market, which was down 15 percent,” according to Joseph Montminy, assistant vice president for LIMRA’s annuity research.

He said the “equity markets in the third quarter were the most volatile we have experienced since the financial crisis began in late 2008, yet consumers’ demand for guaranteed lifetime income helped sustain VA sales.”

LIMRA said VA sales have experienced six consecutive quarters of positive growth – the last three in double digits.

In the third quarter, VA guaranteed living benefit riders were elected 88 percent of the time, when a GLB was available at purchase. In the first nine months of 2011, VA sales jumped 18 percent, to reach $120.9 billion.

Total annuity sales hit $60.4 billion in the third quarter, an increase of eight percent compared to prior year, LIMRA said. Year-to-date, annuity sales reached $182.8 billion, improving 11 percent from the first nine months of 2010.

The clear leader was MetLife. Its sales jumped 45.6 percent compared to a year ago, from $4.66 billion in the third quarter of 2010 to $8.56 billion in the third quarter of this year.

At the same time, market reports indicated that the tight market conditions had forced John Hancock, based in Boston, to lay off personnel in its annuities unit, announce moves to pare offers, and will also reduce its offerings of fixed, variable and immediate annuities.

John Hancock eliminated approximately 116 positions at various locations in Boston, due to the restructuring of its annuity business and a streamlining of its infrastructure.

Hancock spokesperson Beth McGoldrick said some employees were also redeployed to our growing mutual funds and 401(k) businesses.

“We are actively hiring and have approximately 110 open positions,” she said.