IRALOGIX provides the tools and insights needed to streamline your IRA program costs and create a fee structure that enables your institution to remain competitive and responsive to client needs.
The fee structure for a financial institution’s IRA program plays a significant role in meeting both revenue and client retention goals. Balancing these sometimes competing interests is critical for a successful IRA program. The challenge lies in designing IRA fee structures that are transparent, ethical, and aligned with the institution’s goals and clients’ needs. Let’s explore how financial institutions can structure IRA fees to drive profitability while keeping clients engaged and loyal.
Understand IRA Fee Structures
IRA program sponsors, such as financial institutions, brokerages, trust companies and insurance companies, all charge different fees for their IRA offerings. The fees charged depend on the types of investments offered and the sponsor’s role in servicing the IRA program and account holders. Here are the types of fees typically charged for an IRA:
- Custodial fees for safekeeping assets, tax reporting and providing a trading platform
- Administrative fees for recordkeeping, and account maintenance, reconciliation and statements
- Management fees for overseeing the IRA program and/or selecting and monitoring the investments offered
- Trading fees for each investment buy or sell order
- Transaction fees for account holder transactions such as withdrawals or conversions
- Paper fees for printing and mailing paper statements or other documents when clients elect a paper delivery option
- Investment advice fees for managed accounts or advisory services
Financial institutions typically apply these fees using one or more of these fee models:
- Asset-based fees offer scalable solutions reflecting the slide of a client’s portfolio
- Tiered pricing based on account balance thresholds or service levels offer flexibility for various client segments
- Flat fees do not change based on account balance or services provided, offering simplicity and predictability and appealing to clients seeking pricing structures that are easy to understand
Most IRA owners will not see all these fees itemized on their account statements. Some fees may not apply to an IRA program and most institutions bundle certain types of fees on the financial disclosure. This can make it difficult for account holders to determine how much they are paying for certain services or to compare IRA programs if the fees are not clearly explained.
Ethical Considerations
The IRA fee structure is crucial for maintaining credibility within the financial services market. While higher fees can increase revenue and profitability, they can also erode client trust if they’re hidden or mischaracterized. Financial institutions must ensure that their IRA fees reflect the value delivered and do not create potential conflicts of interest. Transparent fee practices can distinguish a firm from its competitors, fostering a reputation for integrity and reliability. Key considerations for ethical IRA fee structuring include
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- Clear explanations of fees and services, and how they will be applied,
- Pricing that is reasonable and commensurate with the services provided, and
- Regular reviews of fee practices considering market conditions, business goals, and client feedback.
Strategies for Maintaining Profitability in a Competitive Market
Put simply, profitability depends on effectively structuring fees to cover more than just the actual costs of operating the IRA program. The costs can include paying for recordkeeping technology and software, print and mailing services, compliance and legal services, and staff compensation and training. These internal costs can easily increase to the point where an IRA program is no longer profitable or can only be offered to account holders with balances large enough to warrant higher fees.
Upgrading technology is one way to reduce some of these costs in the long term, but that typically requires a large up-front investment. New technology alone is not the answer. A competitive IRA program still requires the right features, pricing and staffing to align with client needs and market dynamics.
Another strategy for maintaining a competitive IRA program is offering value-added features that don’t significantly increase internal costs. At a minimum, account holders want a secure, user-friendly online experience for managing their IRAs. But many account holders (and advisors) are now also seeking low-cost investments, rather than retail pricing, for rollover IRAs as a result of regulatory initiatives. It’s the additional features, such as personalized investment or draw-down advice, that enhance the perception of value. Many financial institutions, large and small, don’t have the internal bandwidth or funding to build, maintain and update all the facets required for a competitive IRA program.
As a result, an effective strategy is to partner with a provider that enables the financial institution to enhance its IRA program without increasing internal costs or compromising on services or fee transparency.
Achieve the Right Balance with IRALOGIX
IRALOGIX offers a cloud-native, white-labeled IRA recordkeeping platform that integrates seamlessly with a financial institution’s brand and website. Our online, paperless service includes compliance expertise, a friendly, knowledgeable customer care center, custody, trading, and personalized IRA features. We strive to keep our recordkeeping fees low, and we offer institutional share class investments with no trading fees, aligning with our mission to make retirement saving and investing accessible to everyone, regardless of account balance. We charge a base fee for recordkeeping and compliance services and enable financial institutions to set their own fees using tiered pricing and asset-based fee models.
By embracing innovative outsourced solutions, like IRALOGIX, financial institutions can enhance the value of their IRA programs and retain their clients, without increasing in-house costs and still maintain fee integrity. If you’re interested in optimizing your IRA program and elevating client satisfaction, reach out to us. Together, we can transform these opportunities into lasting growth.