The Golden Opportunity With Sunseekers

Wealth management services are essential to high-net-worth (HNW) individuals throughout all life stages. In our recent research study of 770 wealthy investors, we recognised a specific segment of these HNWIs – the Sunseekers.

Typically retired or looking to relocate to Spain or Portugal, they are ready to put their feet up and enjoy pursuing their hobbies and passions again.

 

At this stage of their lives, they have accumulated their wealth and require support from their wealth managers to ensure a hassle-free cross-border move. A golden opportunity lies here as only 13% of Sunseekers feel that the advice they receive in relation to their international assets is high quality – and when it comes to sourcing advice for their relocation concerns, friends, family and lawyers come to top of mind rather than wealth managers.

 

Click on the following image to download our e-book about the relocation journey:

 

 

 

Wealthy And Sunseeking

Migrating to a warm country after a long, fulfilling career might be the ultimate treat. In our research with 770 high-net-worth (HNW) individuals, we unearthed a certain profile of wealthy investors – the Sunseekers. They are typically retired and / or looking to relocate to Spain or Portugal from Denmark, Finland, France, Sweden or the UK.

 

Their motivations are to be in a country with a better climate, to have a comfortable retirement and to have the opportunity to get back to the hobbies and passions they love.

 

Find out more about the relocation journey by downloading our e-Book about the wealth manager’s role here:

 

 

International inheritance: rules and taxation

This topic, which is complex for many wealth managers, is more current today than ever. The challenges to be met – a unique family model for each of our clients (recomposed families, etc.) with an international dimension – are many.

One only has to look at recent news (such as the Jarre or Hallyday affairs) to realise how many problems these two components of a unique family model and an international dimension can cause. Not to mention the lengthy judicial proceedings initiated by the heirs to determine the law applicable to the inheritance.

 

Is life assurance an ideal solution for passing on an estate?

The advantage of an investment within a life assurance product from a Luxembourg insurance company is that it enables your assets to be managed and passed on totally serenely and in a highly flexible way.

 

Why Luxembourg?

For its international expertise and a “tailor-made” solution allying clients’ personal and financial situation.

Also for its fiscal neutrality, in particular in respect of inheritance tax.

Our experts will accompany you to enable you to draw up your inheritance solution.

 

Inheritance rules and practical application: how does this work?

Let us take the example of a French couple married under the regime of wholly shared assets and close to retirement with an integral attribution clause and a capital of €2 million in assets.

They wish to plan their inheritance for their three children – Jean, who lives in Sweden, Paul, who lives in Portugal, and Jeanne, who lives in Belgium.

As a Luxembourg life insurance company, the couple will be advised to take out a joint life assurance policy governed by French law to be redeemed upon the death of the second party.

After the death of the first insurance policyholder in France, the surviving spouse, who in the meantime has moved to the south of France, will regain control over the life insurance policy until their death and when the policy is redeemed each of the children will then receive equal shares of the insurance proceeds.

 

What tax will their children pay?

As the premiums were paid before the couple turned 70, when they die all the beneficiaries will be subject to a sui generis tax (article 990 I of the General Tax Code, GTC). They will benefit from a tax allowance that may be as high as €152,200 per beneficiary.

It should also be noted that for deaths occurring after 31 July 2011, the 20% levy will be due if:

At the time of death the beneficiary is resident for tax purposes in France within the meaning of article 4B of the GTC and that this was true for at least six of the ten years preceding death.
Or if the policyholder, at the time of their death, is resident for tax purposes in France within the meaning of the same article 4B, which is true in our case.

 

  • For Jean, who lives in Sweden and is 30 years old

According to Swedish regulations no inheritance tax applies, Jean simply has to pay the tax due in France.

 

  • For Paul who lives in Portugal and is 25 years old

According to Portuguese law, no taxation will be applied to Paul who will have to pay only the French tax.

 

  • For Jeanne who lives in Belgium and is 20 years old

According to Belgian legislation, insurance policies may or may not be liable for inheritance tax; it all depends on the construction of the policy.

For Jeanne, inheritance tax will apply, the rate of which varies depending on the region in which she lives (article 8 of the Inheritance Code).

 

Apart from the degree of kinship, the value of the estate and the residence for tax purposes of the deceased will also play a role.

 

Onelife can provide you with tailor-made solutions adapted to your personal situation and your requirements to enable you to plan for the passing on of your estate or simply manage your assets.

 

Article by LinkedIn_logo_Small  Nora Belarbi, Legal Advisor at OneLife

 

HNW Travellers Who Think Ahead

Having relocated five times on average, Travellers are arguably the most adventurous profile of HNW relocators we have uncovered in our recent cross-border research! They are well-versed in the unexpected challenges that may arise during their relocation journey.

As such, 35% of them seek advice from specialist relocation agencies as well as their current or future employers (38%). However, it appears that advisors are missing from the relocation A-team.

 

Worry not, Travellers are already thinking ahead! Thirty percent of Travellers are keen to work with wealth managers who have strong advice capabilities and expertise. Clearly there is potential for advisors to step in and add a financial perspective to the nuances involved the planning and execution of a move.

 

To learn more about the relocation journey and the role that advisors have to play, download our e-Book here:

 

 

 

IDD Insurance Distribution Directive OneLife

New transposition date

The Commission has confirmed the delay in transposition to 1 July 2018.

However, the application date remains unchanged: 1 October 2018.

Given that the European Parliament and the Council are not expected to adopt the Amending Directive before March 2018, the delay will apply retroactively from 23 February 2018.

To know more, get a grasp of this directive, and see how OneLife has been preparing for the changes in collaboration with its partners, watch this video!

 

Wealthy Wanderers And Their Needs

From our recent research of 770 European high-net-worth (HNW) investors, an interesting segment of clientele emerged – Travellers. Any wealthy wanderers who have relocated more than three times fall into this category, with an average of five relocations over their lifetime. They are generally younger and more financially successful than the overall sample, perhaps due to the career opportunities offered by an international lifestyle. Despite their strong aptitude to upheave their professional and personal lives, the most sought after attribute in a new wealth manager abroad is stability.

Furthermore, our insights revealed that Travellers play the relocation game a little differently to other HNW personas. One of their main motivations for relocation is to maximise their earnings in a low tax jurisdiction (23%) and surprisingly, 38% of them turn to their current or future employer for support with relocation concerns.

 

Grasping how best to serve these individuals should be at the top of an advisors agenda.  Interested in learning more?

Click on the image below to download our e-book #Success in #Relocation!

 

 

Managing Wealth For The Jet-Setters

As international relocation becomes a lifestyle for high-net-worth individuals, wealth managers must adjust to the needs of these global jet-setters. Our most recent research involving 770 wealthy individuals found that only 8% of relocators felt their wealth managers were helpful in the process.

As a result, 41% of millennials would have no reservations about changing to a new wealth firm following a move. The main reasons being the perception that their current wealth manager would not understand their international financial needs and that the digital services on offer would not enable them to manage wealth remotely.

 

 

By understanding the needs of various client demographics such as Sunseekers, Entrepreneurs and Travellers, the products and services offered can be expanded to meet their essential international requirements.

 

Read more by clicking on the Slide Share logo:

 

 

 

Know Your Client: Wealthy Relocators

Increasingly, wealth managers find themselves trying to keep up with the wealthy who are enriching their lives with international travel. Whether these relocations are related to career progression, lifestyle changes or retirement, their financial needs become increasingly complex as more jurisdictions are crossed.

We recently researched 770 high-net-worth individuals to gain more understanding into the role which wealth managers can play supporting clients in this process.

 

 

Our insights reveal different profiles of wealthy relocators and their distinct needs – the TravellersSunseekers and Entrepreneurs have all relocated for different reasons.

 

Click on the Slide Share Logo to read about what they say is missing in their current wealth management relationships: 

 

 

Judgement relating to the concept of fiscal residence in Spain for individuals

On 28 November 2017, the Spanish Supreme Court passed a judgement relating to the concept of fiscal residence in Spain for individuals.

 

In this judgement, the Supreme Court reiterates that true residence outside of Spain that is recognised by the Spanish Tax Agency and exceeds 183 days during the calendar year, which corresponds with the tax year, is an objective fact that should prevail over elements that are subjective in nature and whose interpretation is left to the Tax Agency to decide. In fact, the Supreme Court also confirms that a subjective element such as that of future intention to reside in another jurisdiction is difficult to demonstrate in practice in advance, especially in the current context where there is a high level of geographical mobility of people.

 

This information is relevant for clients with an international profile and high geographical mobility whose fiscal residence (or non-residence) in Spain is difficult to determine according to the current criteria set by the Tax Agency in practice. In fact, in our opinion, this new judgement clarifies that the time criterion of residence based on physical presence in Spain (i.e. an objective criterion determined by the “183 day” rule) should prevail over other elements that are subjective and intentional in nature, upon which the Tax Agency may act with a certain degree of discretion.

 

Therefore, in conclusion, we believe this constitutes a jurisprudential position that enhances legal certainty for those clients that might have this problem.

Finally, we would like to remind you that we offer this type of client, with high geographical mobility and significant net worth, tailored solutions that can be “portable” and also avoid the “Exit Tax” (“Impuesto de salida”), where applicable, in multiple jurisdictions – including Spain.

We of course remain entirely at your disposal to clarify any doubts you may have regarding the possible implications of this judgement by the Supreme Court or any other element relating to estate planning through “unit-linked” insurance policies for your clients resident in Spain or abroad with the intention of relocating to Spain.

Author: LinkedIn_logo_Small José Manuel Tara, Regional Director Iberia & Latam, at OneLife

 

 

Should you need additional information in relation to unit-linked products for Spanish resident investors, do not hesitate to contact our Sales representatives:

LinkedIn_logo_Small Luis De La Infiesta, Regional Sales Director Iberia & Latam, at OneLife at OneLife

LinkedIn_logo_Small Gonzalo Garcia-Perez, Wealth Planner Manager for Iberia and Latam markets, at OneLife

 

How was 2017 and what can be expected/hoped/feared in 2018 ?

January is the month of Janus, the two-faced Roman god, and it’s a good time to look both ways: how was 2017 and what can be expected/hoped/feared in 2018 ?

 

2017 was definitely a grand cru year for equity investing: nearly all stock markets delivered double digit returns, in local currency terms that is of course. In Euro terms, it was a little harder since the relative political tranquillity meant that the common currency was never really under pressure during the past year and thus it strengthened versus nearly all major currencies.

Fears of populist victories in countries like the Netherlands didn’t come true, and in the countries where they did progress and had an impact on government building (Germany, Austria), the market didn’t seem to care that much. The big change on the European political level turned out to be the newcomer: Emmanuel Macron not only realised a complete reshuffle of the political landscape in France, but looks set to become a major force at the European level too. He might even succeed in implementing some real economic reforms in his country, where they were more than overdue.

One country that still struggles with both politics and (lack of) real reforms seems to be Italy. Nothing catastrophic in 2017, but most observers feel that in the longer run we might encounter difficulties. Not so much the rise of the Cinque Stelle movement or even the return of phoenix Silvio Berlusconi in the upcoming elections cause undue worry, but much more so the loss of productivity compared to the rest of the Eurozone: over the last decade Italy has built a gap of over 30% versus the likes of Spain, France or Germany. Quite unsustainable in the long run, especially when combined with the largest public debt within the Union at >130% of GDP (only preceded by Greece, who is “hors categorie” in this field of course).

 

That brings us to an area where making profits in 2017 was slightly harder than in equities: bonds.
Even if consensus had it that rates in the Eurozone will remain « lower for longer », no one will deny that the risks for rates are now on the upside. A change in ECB leadership in 2019, inflation gradually shifting higher, unemployment substantially lower and economic growth rates reaching potential: all of these factors will eventually lead to a shift in central bank policy. Whether it will be a further gradual lowering of the monthly amounts used to buy bonds, or indeed a first minor hike in short-term rates, that remains to be seen. Either way it will mean the end of Quantative Easing as we know it and might temporarily shock markets, as did the “tapering” comments in the US a couple of years ago.

But so far, so good: despite rates having a rising tendency, even euro area government bonds turned in a modest positive total return over the calendar year 2017. It is not certain that this will be the case in 2018…

In the US there seems to be a large consensus around a continued gradual rise in short-term rates (2, 3 or 4 hikes for 2018 ?), but the effects on long-term rates remain uncertain. Over the full year, that was not sufficient to unnerve markets or result in negative 2017 returns. Only very recently did markets seem to get a bit nervous around the 2.60% mark. Somewhat amazing, since a scenario with 3 or 4 hikes on the short end for the next 12 months will inevitably see long rates go well above 2.50%.

Unless the market prices in an inversed yield curve? That might give more reason for concern, since it has historically often announced the beginning of a recession. And frankly, after having witnessed a bull market soon headed into its 10th year (remember the post-global financial crisis trough was in March 2009), one shouldn’t be surprised to see some signs of fatigue or even fear popping up.

 

 


Which brings us to the 2018 part of the two-faced look on markets. There seems to be a large consensus that equities are still the place to be for decent returns in the new year. Expectations are high for European markets, that might be entitled to a catch-up with US markets since they did lose some 3 years in the post-financial crisis rebound process due to the Eurozone worries in 2011-2013.
Emerging markets are clear favourites as well. Even if the market at times seems nervous about rising US rates,  these countries today look a lot better equipped to withstand the traditional downturn we saw when they had mainly debts in USD, rather than today’s sometimes enviable FX reserves.

And even Japan is on the radar for quite some observers as an attractive destination for international equity investors. Not only does the Yen really look like it should go up from here, but on top of that Abenomics are now supported by a shift in corporate governance that should benefit shareholders.

The US has fewer fans today: it’s true the markets have had quite an impressive run with new all-time highs nearly every week, which creates some fear of heights. And despite the expected (and sometimes feared) rise in interest rates just about everybody warns on USD weakness in 2018. A factor that might be detrimental for returns for non-USD based investors, especially with FX hedging becoming more expensive with the rising interest rate differential.

Maybe this should be pointed out as the major risk for 2018: consensus seems so big on a large number of assets and markets that the danger might be hidden there. What happens to all those crowded trades if all of a sudden market sentiment turns around? Maybe due to the inevitable moments of surprise and nervousness around themes like Brexit discussions, North Korea aggression, or the unknown unknowns we might encounter in 2018. Until then, the phrase that in our view best describes the attitude of most market participants is probably “rational exuberance”…   

 

  Ruben De Roover