≠Success in ≠Relocation: out with the old and in with the new

The modern wealth manager must provide more than just a strong relationship with their clients. To retain their relocator clients, wealth advisers will need to have the right knowledge to satisfy their client’s international requirements and objectives.

 

Notably, we discovered that high-net-worth individuals under 35 are the most likely to change their wealth manager following a move abroad.

 

Disloyal? Unattached?

Not necessarily – many of these millennial magnates simply feel their home-based primary adviser would not be able to fully grasp the complex nature of their international aims. Interestingly, 65% of relocator Baby Boomers are not likely to change their wealth manager. They worry initiating a new relationship abroad will never match the relationship they currently have.

 

Find out more in our recent thought leadership report: “≠Success in ≠Relocation: The Relocation Journey.”

 

≠Success in ≠Relocation: the mind of a HNW relocator

HNWs’ financial needs are constantly changing depending on personal objectives. Add to the mix a move across borders and things can get complicated. Wealth managers must ensure they are aligned to an individual’s goals and avoid adopting a ‘one size fits all’ approach when offering solutions to their clients.

In our most recent research, we identified various types of high net worth personas. By understanding the specific attributes, behavioural traits, and financial objectives that distinguish one high net worth investor from another, we were able to determine specific ways in which wealth managers need to provide tailored solutions to their entire client base.

 

 

 

 

We asked European investors how they would sum up their most recent relocation experience, and the results consisted of both positive and negative reactions.

European HNWs claimed they felt their move abroad had been exciting, challenging and adventurous. So with this in mind – what communication styles and specific solutions can wealth managers adopt and offer in order to best align with the cross-border hurdles these relocator clients inevitably have faced? How can they keep hold of clients as they move further away from their home base?

 

Read more in our thought leadership piece… here.

 

≠Success in ≠Relocation: sentiments towards relocation

The decision to relocate is not easy to execute, especially without an expert guidance.

Individuals must consider the logistics of the move, financial planning, potential tax implications and the impact of moving on social and professional networks. For some, this is enough to put them off relocation!

 

 

In our recent research on ‘≠Success in ≠Relocation: The Relocation Journey.’, we asked European HNWs, who have relocated or are planning to, their true feelings about starting afresh in a new country. The general consensus is that relocation is an opportunity which is facilitated by having a flexible approach.

While those who have international aspirations believe relocation has no bearing on their wealth creation potential, the relocators we surveyed were typically wealthier than those who had never moved abroad.

 

To find out more about what HNW relocators think, click here.

 

“Quote, unquote” – managing well-diversified portfolios with non-traditional assets

These days, investment portfolios reflect the often global and complex lives which the HNW and their families live.  Non-traditional assets such as global real estate, private equity – regulated and non-regulated – and securitisation vehicles are becoming more the norm than the exception when dealing with international wealth.

 

OneLife is well-placed to take on and value non-traditional assets as part of a life assurance contract, integrating them into the client’s global wealth solution no matter how diverse the portfolio. This has the benefit of giving our clients and their advisors a clear overview of their portfolio as a combination of both traditional and non-traditional asset classes.

Our dedicated team of Unquoted experts carefully analyses each asset within the portfolio to ensure it meets tax and regulatory requirements.  A thorough understanding of cross-border jurisdictional matters is necessary to allow us to assess the risks of a broad range of assets.

This is in line with OneLife’s strategy to offer comprehensive, flexible and up to date wealth solutions for its partners and clients.  OneLife’s expertise is backed by Luxembourg’s insurance regulation which not only allows a wide range of underlying investments in internal funds but also regularly updates and enriches the arsenal of unlisted related tools like Specialised Insurance Fund (SPIF), a self-management solution, as well as other structures. The regulator’s pragmatic approach offers interesting and flexible wealth planning opportunities to individuals with different tax jurisdictions by considering the potential benefits and risks.

 

 

 

Non-traditional assets were on the agenda of OneLife’s 10th Investment Forum held on 19th October in Brussels.  This year’s anniversary event gathered together over 550 visitors, 40 fund houses … and included 38 working sessions on diverse themes. 

Anthony Lorrain, OneLife Director Non-traditional Assets and Liana Aghabekyan, OneLife Financial Assets Analyst, held a panel presentation for an international audience giving insight into current topics such as, Why is Luxembourg Life Insurance particularly suitable for the non-listed world?  How can non-traditional assets be integrated into life insurance contracts?  Unlisted in regulated or non-regulated environments: risks associated with non-traditional assets.

OneLife is a member of the Luxembourg Private Equity & Venture Capital Association (#LPEA).  With over 120 members, LPEA plays a leading role in the discussion and development of the investment framework and actively promotes the industry beyond the country’s borders.

 

  To learn more, please contact Anthony Lorrain or Liana Aghabekyan.

 

 

#Success in #Relocation: motivations for HNW relocation

European HNWs are increasingly becoming internationally mobile and over a quarter are already planning their next move. Yet in spite of these widespread aspirations to relocate, the specific drivers for moving abroad are diverse. For 37% of HNW relocators, career progression is the most influential factor, followed closely by lifestyle reasons. Professional development is important for 42% of HNW women alongside the desire to provide their children with better opportunities. By contrast, a primary motivation for men is to have a more comfortable retirement.

 

HNW relocators clearly think beyond the financial reasons for relocation and are driven by opportunities to improve both their careers and their lifestyle. So, it is critical that wealth management providers acknowledge what makes HNW relocators tick and provide services which are aligned with their cross-border motivations.

 

Discover more about the reasons why European HNWs move abroad by accessing our latest research: here.

 

 

≠Success in ≠Relocation: the cross-border agenda

Relocation, whether for work or for leisure, can be an exciting yet stressful time for high net worth (HNW) individuals. Our latest research explores the objectives, attitudes and expectations of these individuals ahead of relocation. Their concerns and motivations vary and for the most part they extend beyond the financial.

During this time of change, wealth providers must adapt a holistic approach to successful wealth management solutions involving managing multiple financial factors to suit HNWs developing needs. To meet HNW expectations, advisors must avoid tunnel vision when it comes to offering cross-border advice.

To understand the financial complexities of relocation we asked European HNWs about their relocation experiences. For many, a new location means new priorities; over half of these individuals said setting up a new bank account was at the top of their to-do-list with tax related priorities following close behind.                   

 

 

Interested in learning more? Get ready for the upcoming launch of our newest research on wealthy relocators!

 

≠Success in ≠Relocation: HNW Relocation – what you need to know

Relocation is a life-changing, somewhat hectic (!) but enriching adventure which many high net-worth (HNW) individuals are choosing to embark on. Around a quarter of HNW individuals have already launched their cross-border adventure and 13% of HNW individuals have plans to follow suit.

As more and more HNW individuals are choosing to relocate, their financial needs and expectations of wealth providers transform. It has become increasingly important that wealth management providers are able to provide dynamic solutions and products which suit HNW relocators’ changing needs.

 

Our upcoming research on cross-border relocation explores some of the key facts, motivations and concerns HNW individuals have, as well as the financial decisions which arise as a result of moving countries.

 

Interested in learning more? Get ready for the upcoming launch of our newest research on wealthy relocators!

 

 

Favourable planning options on the one hand and restrictions on the benefits available to resident non-domiciled individuals on the other

Like a long-awaited sequel to a lacklustre premiere, the second Finance Bill for the year (Finance Bill 2017-2019) was published on 8 September, to little surprise. Much of its content was present in the Spring Budget, but delayed because of the June general election.

The bill is expected to be enacted by Parliament before the Christmas recess and will be known as the Finance (2) Act 2017. New rules (which by now are familiar to most advisers) affecting UK-resident non-domiciled individuals, familiarly non-doms, will have retrospective effect from 6 April 2017.

 

Deemed Domicile rule

Most notably, the bill has reduced the time threshold for acquiring deemed domicile status. Long term non-doms who have been in the UK for 15 of the previous 20 years will now be deemed domiciled for ALL tax purposes. They will lose the benefit of the remittance basis option for income and capital gains and be taxed under the same regime as a UK resident and domiciled person.

In addition, individuals who were born in the UK with a UK domicile of origin, but that at some point acquired a domicile of choice elsewhere, will be prevented from claiming non-domiciled status if they return to live in the UK.

Deemed domicile status will cease after four consecutive tax years of non-residence. However, individuals who wish to return to the UK at some point and restart the clock will need to remain a non-resident for six consecutive years.

This measure is a clear signal by the government of its intention to close the gap between the benefits available under the non-domicile taxation regime and the situation of UK resident and domiciled individuals.

 

 

Transitional relief

Rebasing
In the light of the new deemed domicile rules, the bill offers some transitional relief to non-doms. Individuals who become deemed domiciled for capital gains (CGT) and Income tax from 6 April 2017 will be able to rebase the value of their non-UK assets at that date, provided they have paid the remittance basis charge at least once since its inception in 2008. They will also be able to remit tax-free any gains realised on these non-UK assets after 6 April, as long as the gains are attributable to a period before this date.

Mixed Funds
The bill also offers remittance basis users a two-year exemption from the mixed fund rules to enable them to segregate their capital from the income and gains in their bank accounts. This will facilitate greater certainty around taxation, as well as provide clean capital with which to invest in the future.

Offshore trusts

The bill confirms that excluded property trusts set up before a non-dom acquires deemed domicile status will continue to be outside the UK’s inheritance tax (IHT) net. In addition, settlors of these trusts will be protected from the attribution rules on income and CGT as long as certain conditions are met. As a result, these assets will not give rise to a tax liability unless they are made available to a UK resident.

Personal portfolio bonds

The personal portfolio bond (PPB) rules contained in section 520 of ITTOIA 2005 have been amended slightly. These rules are designed to prevent UK residents avoiding taxation on personal assets by placing them in a life assurance policy by restricting the classes of investment that can be placed in a policy. The bill adds three additional classes of investment which may be held by life policies without falling foul of the UK’s onerous anti-avoidance legislation and incurring what is known as a PPB tax charge.

Inheritance tax on residential property

From 6 April, any UK residential property held by an offshore company or trust will be subject to IHT.

 

Conclusion

Whilst the removal of the remittance basis option means more rain in the weather forecast for the non-doms, the good news is that prudent planning can now proceed under the umbrella of tax certainty.

With these legislative changes combining with the uncertainty engendered by Brexit, non-doms can take comfort in the favourable planning options that remain available to them and that offer the same protection as before, such as excluded property trusts and life assurance products.

 

  To learn more, please contact Paul Pugh. Article by Stacy Lake.

 

The contents of this newsletter are subject to the restrictions and legal provisions indicated on OneLife’s website.

 

A new focus on unit-linked life insurance as a wealth structuring tool for Portuguese tax residents

Portugal has long been known as a tourist destination for its amazing weather, delicious food and world-famous wine. But closer examination of the country reveals that it has much more to offer than codfish, port and holiday sunshine. High net worth individuals should look carefully at the multiple advantages offered by Portugal for establishing residence.
At the meeting point of three continents, the Iberian nation boasts an advantageous geographic location and excellent transport connections both to the rest of Europe and overseas destinations. Once the hub of a colonial empire, it offers touristic sites full of history and impressive architecture redolent of past imperial glory. This period has left a permanent mark in the country’s deep cultural ties with Brazil, India (Goa), China (Macau) and Portuguese-speaking countries in Africa. But today Portugal is a strongly-rooted democracy with a dynamic economy that has emerged from many years of economic struggle.

Whether in the northern Douro Valley wine region or on the southern Algarve coast, the country offers excellent quality of life at low cost and a very attractive fiscal regime with no wealth or inheritance taxes. Portugal has also an extensive double tax treaty network to mitigate the risk of double taxation of income earned in multiple countries. In addition, the government has stimulated inbound mobility by creating the Non-Habitual Residents regime and the Golden Visa programme.
An individual may qualify as a NHR by registering as a tax resident in Portugal, as long as they have not been tax-resident in any of the previous five years. Individuals meeting this condition may benefit from the special regime for a 10-year period, involving a special tax rate of 20% applicable to work-related income from high added value activities as well as tax exemption for foreign-source income.

The Golden Visa programme offers a special residence card for foreigners meeting an investment criterion, including a minimum €1 million capital transfer or the purchase of real estate worth at least €500,000, allowing investors to live and work in Portugal. The residence permit also allows visa exemption for travel within the Schengen Area and the opportunity to apply for permanent residence or citizenship.

Once they decide to move to Portugal, high net worth individuals must meticulously assess the most efficient and compliant way to structure their wealth.

 

 

 

Advantages of a foreign unit-linked life product

Until 2015, it was still advantageous to establish a foreign trust or foundation in order to enjoy untaxed distributions after transferring one’s tax residency to Portugal. However, following major amendments to national tax law, sums distributed by fiduciary structures to Portuguese residents are now treated as investment income subject to a 28% income tax rate. In addition, these structures are fully targeted by CFC and transparency rules for past years.

These changes have necessitated a review of the use of these tools, opening the way for more efficient means to structure the wealth of Portuguese tax residents.

Unit-linked life insurance is a structure fully recognised and compliant in Portugal. Since it entails a savings regime for individuals, it enjoys favourable tax treatment. By comparison with traditional fiduciary structures, it can be a more effective means of investing and transferring wealth in a flexible and tax-efficient way. Although many people in Portugal are not yet very familiar with this structure, demand has been increasing in recent years as the high net worth community and its advisors learn about the product and its benefits for wealth structuring and asset protection.

This dynamic product can offer cross-border flexibility and the unique security of a contract issued in Luxembourg, a leading investment jurisdiction that offers the protection of a rigorous regime popularly known as the Triangle of Security. In addition, Luxembourg offers tax neutrality since taxation is based on the policyholder’s country of residence.

Moreover, contracts can be tailored to provide portability if individuals relocate between various jurisdictions during their lifetime. They can access a flexible and wide range of underlying assets, including external investment funds and internal collective funds, as well as dedicated funds that offer discretionary management according to the policyholder’s personal objectives. Another interesting feature is that clients may withdraw a portion of their original investment if needed.

Regarding taxation, the attractive treatment of unit-linked life insurance in Portugal provides gives extremely broad scope for inheritance and tax planning. For death claims, life insurance benefits are tax-free, not being subject to either income tax or stamp duty. In the case of surrenders, only the portion exceeding the amount initially invested is subject to taxation. If at least 35% of the total premiums are paid in the first half of the policy lifetime, either one-fifth or three-fifths of the income may be excluded from taxation in cases where the surrender takes place after five or eight years respectively of the contractual period, which could result in an effective taxation rate as low as 11.2%.

All these factors mean that unit-linked life insurance may be the best option for individuals to hold financial assets that can produce income to be distributed throughout their lifetime. If properly structured, it can be the most efficient wealth management tool, since it offers great flexibility in terms of investment and a more attractive tax regime than other options.

In a changing world where transparency is de rigueur and control is a priority for investors, unit-linked life insurance facilitates compliance with the evolving legal, regulatory and fiscal environment, at a time when certain traditional structures risk losing competitiveness and relevancy.

 

  To learn more, please contact Andre Piovezan. Article by Taiza Ferreira.

 

 

OneLife has analysed the two reports published by the Financial Services and Markets Authority (FSMA).

The FSMA published two reports on 21 August 2017 on control over compliance with the application of the rules of conduct relating to the duty of due diligence by insurance companies (A) and brokers (B). The aim of these reports is to act as guidelines for all professionals in the sector.The FSMA published two reports on 21 August 2017 on control over compliance with the application of the rules of conduct relating to the duty of due diligence by insurance companies (A) and brokers (B). The aim of these reports is to act as guidelines for all professionals in the sector.

The FSMA prepared these reports by taking sufficiently broad samples in order to obtain a vision of the market trends.

– What is the overall assessment?

 – What should we take from these reports?

– What are the FSMA’s recommendations?

Overall the practices of insurance companies and brokers are good but they present weaknesses in terms of compliance with the duty of diligence.

 

 

A) The insurance companies 
1. The distribution model

This is not always coherent with the distribution network (e.g. network of brokers but the insurance company proposes policy subscriptions to clients by post).

2. Gathering of information 

– Not always correctly carried out

– Not always coherent

– Not sufficiently evaluated

3. The suitability test

– Not always correctly carried out

– The FSMA revisits the responsibility of distribution players in evaluating the suitability of a transaction with the client’s profile.

4. Monitoring and checks

Although these checks and monitoring are not yet fully effective due to the lack of maturity of the AssurMiFID application, the FSMA insists on the importance of their implementation.

5. Information provided to clients

This is not always clear, correct and transparent for the client.Moreover, the FSMA draws the attention of insurance companies to the disclaimers which may contradict their duty of diligence.

6. Training of advisers

The FSMA is calling on insurance companies to strengthen training for better compliance with the duty of diligence..

7. Incentives

The FSMA gives a reminder that the aim of these incentives is to improve the quality of the services provided to clients and that it is the insurance companies’ responsibility to check and demonstrate this.8. Insurance companies’ internal procedures.

The FSMA reviewed the procedures for selecting, approving and selling savings or investment insurance which enable compliance with the duty of diligence to be ensured.The FSMA advises insurance companies to identify a “gatekeeper”: a person who is responsible for checking that the clients’ interests are taken into account throughout these internal procedures but also at the time products are launched.

 

 

B) Brokers
1. Compliance with the conditions of registration and keeping in the register

– The FSMA has observed that the files were not always updated (change of address), number of PCPs (persons in contact with the public), modification of the shareholder base, etc.), whereas keeping these administrative files up-to-date is mandatory.- The FSMA also found that the status of the PCPs was not clearly established, which has led to failings, in particular failure to comply with the registration obligation as an insurance intermediary for independents collaborating with brokers.

– Lastly, to facilitate these declarations, the FSMA has introduced a “Cabrio” platform which will enable brokers to supply and declare all its information to the authorities more easily.

2. The duty of diligence

– The FSMA revisits the use of the questionnaire introduced by the industry enabling so-called “standardised” profiles to be determined which does not, ultimately, enable the client’s individual information to be taken into account.

– This is why the FSMA is calling on brokers to ensure that these “standardised” profiles actually correspond to the client’s profile.

3. The gathering of information

– This is not always correctly carried out, either in terms of the client’s experience and knowledge or of their objectives and their financial situation.

– It is not always coherent and not always sufficiently documented.

4. The suitability test

– The principle is not clear for certain brokers who cannot successfully demonstrate in which way the test has been carried out, which increases the risk of mis-selling; there appears to be confusion between gathering information and carrying out the suitability test.

5. Information provided to clients

– Not always clear, correct and transparent (in particular the accumulation of statuses across sectors: confusion between banking services brokers and investment or insurance brokers) which runs counter to the objective of the regulation, which is to protect consumers.

6. Incentives

– The FSMA offers a reminder that the aim of these incentives is to improve the quality of services provided to clients and of the risk of conflicts of interest, particularly in the context of a policy of minimum thresholds to be achieved to obtain commissions.

– Moreover, the Client must be informed beforehand of any existing remuneration and incentives.

7. Training of advisers

– Lack of professional knowledge about combatting money laundering, especially on the part of RDs and PCPs. Some do not possess procedures or struggle to apply them in practical terms; the FSMA stressed the need to ensure compliance on this point. 

In this regard the FSMA has produced a communiqué on the topic which includes a summary of and an update to the Circular on anti-money laundering obligations. It has also published a special edition (Newsletter) with the Financial Information Processing Unit which recaps on good and bad practice for intermediaries.

– Lagging behind with regard to knowledge recycling obligations.

 

 

Conclusions of the FSMA

– “In general this first wave of AssurMifid inspections constitutes an important step in the application on the ground of the rules of conduct which aim to enhance financial consumers’ confidence in insurance intermediaries. 

– The pedagogical approach used has already enabled conclusions to be drawn, the publication of which provides practical and useful information for all intermediaries on the FSMA’s expectations in respect of the practical application of the rules of conduct on the ground.

 

Wish to know more? Please contact:  Nora Belarbi

 

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