Investing in Your 401(k): The Real World of Persuasion

“Rainbows don’t cast reflections. They can’t because they’re not real objects. As we all know from horror movies, vampires don’t have a reflection in a mirror. Neither do rainbows.” Bob Berman of Astronomy suggested this back in October 2009 writing that a rainbow “is a specific set of reflections and refractions within water droplets that essentially appear on the surface of an invisible cone whose radius is 42 degrees, whose orientation is the antisolar point, and whose apex is your eye, and your eye alone” and because of that we don’t see the same thing.

So it goes with investing. How we react and why we do so is being studied with increased intensity in part because what we think we will do, what we say we will do and what we actually end up doing, are wholly different. Over the next couple of posts, we will look at some of the more interesting studies on the effects of our behaviors when it comes to investing and how they will ultimately effect your plans to retire when you want to and with the money you think you will need.

Inside your 401(k)

You have choices inside this tax deferred plan that to some seem daunting; to others a banquet of opportunities. When we are first faced with the choices many of our plans have, we tend to fall back on some latent attractions. Most 401(k) plans are populated with a variety of low-cost index funds, some actively managed funds, balanced mutual funds (which split the investments among stocks – 60% and bonds – 40%) and the newest members of the group, the target date fund (identified by the year you will retire – or hope to).

According to a study conducted by Stanford, the chances of what we choose depends on which sex we are. Men tend to be less choosier that women no matter how big the group is. Women tend to say they look for certain characteristics but when given many choices, they tend to abandon those preferences. This study wasn’t exactly focused on the different way women and men in invest or how they approach their finances. But retirement is a persuasive engagement of time and effort. And we think we know who we are when it comes to making the right choices for our retirement.

This study perked the ears and eyes of marketers who look for these subtle nuances of behavior and try to gear their products towards their customer’s needs. The study found, using speed dating as the test, “Women get pickier about whom they date the more options they have. Moreover, although women say that they rate intelligence over attractiveness in their search for a mate, when they try “speed dating” physical attractiveness leads their list—outpacing intelligence, sincerity, and compatibility—to the same degree as it does for men.”  If women say they want a certain thing from their investment portfolio as men, why do they often choose differently when confronted with the same options.

Our Baseline

We have, according to the study, a baseline of what we find attractive. Yet, if we suggest that this baseline is our guide, why do deviate from it when numerous choices, including the ones we ascribe to the most, are given? Alice LaPlante writes: ”Another interesting finding was that women tended to be choosier the more options they had. In the smaller group (10 men and 10 women) both men and women said they would like to see any given person again approximately half the time. In the large dating group, men kept to the same proportion of yeses (10 out of 20 times). However, women only said yes 6.5 out of 20 times.”

Perhaps we don’t know what the right choice is. Perhaps when it comes to retirement planning using our 401(k) we have the right intentions but when faced with the daunting task of putting our prerequisites to work for us, we flinch and go against what we find attractive. In a 401(k), pick-and-choose situation, we know that retirement at 65 is the goal. yet some of us will opt for a much more conservative investment thinking it is safer. And while we are attracted to safety, the ultimate result of such a choice might mean that we need to forego the goal because we simply haven’t taken the right amount of risk.

We may have no influence over the external factors at play. We know, for instance that we should contribute far more than we are. But when faced with the choice of living a little bit smaller and investing a little bit more – the preference is always invest a little more – we don’t. We’ll lament about the fact later, and according to Itamar Simonson, the Sebastian S. Kresge Professor of Marketing at the Stanford Graduate School of Business, who studied dating preferences along with co-researchers Raymond Fisman and Sheena Iyengar of Columbia University and Emir Kamenica of Harvard University deny our actions.

His study, using speed dating as the test, found “there was a much higher correlation between what men said they wanted and what they actually did. “Men,” his research uncovered,  ”say that appearance is important, and it is. Women do not say that appearance is particularly important to them, but it is, particularly in the context of speed dating.”

Are you speed dating your 401(k)?

Next up: Investing in your 401(k): Are you in charge or is it something else?

Women and The Business Environment: How Diversity Helps the Bottom Line

If every CEO in the country is focused on the financial well-being of the companies they lead, why then isn’t diversity at the top levels of management a priority? In a global survey conducted by McKinsey Quarterly, the respondents believed that the more women in top spots of management, the healthier the financial performance of the company. So why then, do women still lag behind their male counterparts, even as the majority of men surveyed suggests that this is an importnat aspect of their business success?

There are several reasons why some businesses focus on this sort of diversity. First and foremost is a visible agenda. Once something such as monitoring is in place, the chances of women advancing increases. But the effort only goes so far. Citing flexible schedules as the key to this increase in inclusivity. This sort of policy has proven extremely effect in not only retaining female workers but in the recruiting process as well. Once a business environment focuses on this a one of their top agenda items, the amount of women under their employment jumps – along with their financial outlook.

The report suggests that “After flexible working conditions, respondents say that their companies are likeliest to have implemented support programs for reconciling work and family life, as well as programs to encourage female networking and role models, both in equal shares.” Unfortunately, this is much more likely to happen at large companies rather than small.

McKinsey quarterly suggests tow separate policies at work. The hard agenda, most often employed by Asian businesses (the survey was done globally, with Asian/Pacific marketplaces scoring the highest among the respondents) involves setting policies that specifically suggest that women provide a much needed bonus to the future of the company. These policies include gender quaotas and the insistence that women be part of any promotion pool.

The soft policy, often used by North American employers include not only the flexible schedule but the mandate directed at senior officials to mentor the female worker pool. Even as the report suggests “Just 18 percent of respondents say their companies’ CEO and executive team visibly monitor these efforts, though nearly half say visible monitoring has the biggest impact on increasing gender diversity in general—more than any other tactical measure”, North American employers have consistently lagged behind their global counterparts in achieving those goals.

This lack of top management awareness has hindered the advancement of women and in many respects, this has shown fewer promotions of women as a result. In other words, talk about doing something to help the woman worker has been proven to help companies achieve better financial success, few have seriously considered the impact. If “visible monitoring by the CEO, skill building specifically aimed at women, and mentoring, perhaps even on a mandatory basis” has been conclusively proven to help a company, why have so few actually acknowledged this as a factor in the company’s success?

In a paper done by Nancy M. Carter and Christine Silva, the problem is one of hope and promises as yet fulfilled. The adage that if you “Just give it time. Not yet, but soon. When women get the right education, the right training, the right work experience, and the right aspirations—to succeed at the highest levels of business— then we’ll see parity” has yet to manifest itself in the workplace leads them to the conclusion that the pipeline is broken. As Anne Mulcahy, chairman of Xerox suggests, it is where you first land that makes the difference in where you eventually end up. Men with MBAs tend to begin their work careers not only with higher salaries (about $4600 per year) but in a better assignment, with greater responsibilities than their female counterparts.

This hiring practice puts women behind the promotion curve right from the beginning and because of that, they begin their careers already at a distinct disadvantage to their male counterparts of equal education and experience. There are several things a company can do to fix this disparity.

Salary metrics must be questioned in a side-by-side comparison. Once women are hired based on qualifications and promoted with that in mind, they do better in the overall promotional aspect of the job. Yet companies still make presumptions and once that happens, men of equal caliber land in a better position to be recognized. Companies also lag behind developmental programs. As Stephanie A. Streeter, acting CEO of the US Olympic Committee points out, the rungs on the ladder are not as evenly spaced as one might assume.

Does job hopping help? It does but the reasons for leaving one job in favor of another differ. Job hopping is just as likely to happen among women and men. But women were more likely to cite a difficult manager as the reason rather than simply increasing their salary and promotional opportunities. Child-rearing, their report suggested had about equal weighting among men and women and is often considered a non-factor in how long one is employed. But the assumption is prevalent in the hiring process and promotional considerations.

One of the problems the Catalyst report uncovered was the non-traditional career path. Women were more likely to choose to work, albeit briefly, for non-profit organizations, in education, as self-employed or as part-time workers. men who stayed on the traditional path did better pay-wise and promotion-wise than female workers who were quite possibly more diverse because of the experience. Not surprising, this led to more career satisfaction among men than women, even as women chose those enriching experiences off the beaten path.

And although CEOs recognize this lack of parity, they place some of the blame on the very schools where these groups attend. They suggest that if business schools stressed a better placement at their hiring. Once they miss that initial step, they might never recover. This doesn’t leave businesses off the hook. They need to identify talent. As James Turley, Chairman and CEO of Ernst & Young sees it business leaders need to “make sure they’re [women] getting the same development and visibility chances as the men. We need to focus even more on how we’re leading our companies to get the most out of employees.”

Once this happens, the retirement playing field, now skewed towards men, will be leveled with more women achieving healthy portfolios and better financial health. And although the pipeline does seem to be broken, it is not beyond repair.

Women, Business, and Retirement Planning

I just recently began season two of a radio show with Gina Robison-Billups and Kat Bellucci.  Quite often, Gina reminds us what this project is designed to do: help women in business not only achieve their goals but to level the playing field in business. This playing field, it seems, isn’t level for any of the players when it comes to retirement planning.

We have discussed numerous ways for the moms in the her audience to create and maintain a retirement that is both affordable and provides the right incentives for all of their employees.  But while women (and men) concentrate their time and efforts into growing the business itself, what you don’t see or accidentally ignore, could cost in terms of legal fees and quality employees.

Once the business you are in becomes big enough to consider more than just a self-employed IRA for your retirement plan, an IRA suited best for the business owner and employer of one, the decisions seem to suddenly become more complicated and costly.  You might be CEO, chief sales person, plant manager and human resource department among the numerous hats you might be donning as your business grows.  But don’t forget, you will also be the chief financial officer.

CFOs are faced with numerous problems when it comes to creating and maintaining a 401(k) plan.  You will need to hire a plan sponsor. At first, you will wonder if this is a necessary step.  But there are numerous reasons why you should hire what you can afford.

In a small business situation, the simple plan is probably the best.  Often referred to as a prototype, the plan comes with some basic elements in place and some you may not have considered. The best advice in structuring your 401(k) is to separate the elements of the plan.  Mutual fund and insurance companies offer a complete package of services designed to make the plan a sort of one-stop shop sort of affair.  Now, I’m not saying that this is a bad idea and on the surface it may look as if it might be the most cost efficient.  But in the long-run, as your company expands, it might become more burdensome.

As the CFO, you need to consider compliance and regulation issues. This is almost impossible to do in-house. Hiring outside of your company may cost a little more than your typical investment/insurance company might offer, but consider asking yourself these questions when hiring them: are they capable of protecting your plan and its participants from costly mistakes, regulatory penalties, liability exposure and all nature of aggravations that will act as distractions and interfere with the operation of your business or non-profit organization?  They might say yes but the simple truth is, much of those issues fall back to you should they become legal actions.

According to CFODailyNews.com, one of the scariest parts surrounding 401(k) plans, is the participant lawsuit. Why? because if you haven’t done your job, you will probably lose a lawsuit. According to the site: “Recently, there’s been a spike in employee lawsuits over excessive 401(k) fees. The scary part: If you can’t prove that your company did its best to negotiate lower fees from your 401(k) provider, courts are likely to rule against you.”

One of the main reasons employers use 401(k)s, aside from their ability to create retirement wealth that is directed by the employee themselves, is the matching contribution.  This is something the employer provides and people beginning their plans should keep a couple of things in mind when deciding how much to offer or even to offer anything at all.  We have all heard news reports over the last couple of years about companies reigning in the 401(k) matches, citing difficult economic times.  While we have also heard about the huge amounts of cash they are hoarding, taking something away from employees is harder to do than you might imagine.

So when beginning to offer a match, keep in mind that no match or a little match can be improved upon. Small business employees will understand your prudence and might even see it as a wise business choice made by a smart owner. If you do decide to offer something, consider selecting a match that motivates current and potential employees, increases employee participation in your plan, affectively works at appreciation of the 401(k) plan and helps reduce employer contributions needed to pass ADP/ACP tests (actual deferral percentage/actual contribution percentage).

Now you might think that no match or a low match might be considered stingy.  But studies have begun to show that the higher the match, the higher the likelihood your employees will contribute only the enough to meet the match. Another consideration when building these plans is to offer them some sort of way to see the future.  It used to be that a number goal was what we all chased.  Now, we need to know how long the number goal will last.

And most importantly, women business owners can do their female counterparts a huge service by offering a lifetime annuity in their plan choices.  Now, as a rule I am not a fan of the annuity.  They cost a lot and are sold with all sorts of add-ons.  But they are particularly treacherous for women who receive a lump sum at retirement.  Annuities consider length of life and determine the payout based on actuarial assumptions. Shopping for one after retirement, leaves women vulnerable to getting far less than they would had they had access to it while they were working.