
	Three Months Ended June 30, 2020
			Advice & Wealth Management			Asset Management				Annuities			Protection				Corporate & Other			Total Segments	Non- operating Revenue	Total
			(in millions)
Management and financial advice fees:
Asset management fees:
Retail	$	—		$	417	$	—	$	—		$	—	$	417	$	—		$	417
Institutional	—			101		—		—			—		101		—			101
Advisory fees	797			—		—		—			—		797		—			797
Financial planning fees	86			—		—		—			—		86		—			86
Transaction and other fees	86			45		14		2			—		147		—			147
Total management and financial advice fees	969			563		14		2			—		1,548		—			1,548

Distribution fees:
Mutual funds	170			55		—		—			—		225		—			225
Insurance and annuity	196			41		82		23			—		342		—			342
Other products	87			—		—		—			—		87		—			87
Total distribution fees	453			96		82		23			—		654		—			654

Other revenues	47			1		—		—			—		48		—			48
Total revenue from contracts with customers	1,469			660		96		25			—		2,250		—			2,250

Revenue from other sources ⁽¹⁾	86			8		487		232			47		860		(51)			809
Total segment gross revenues	1,555			668		583		257			47		3,110		(51)			3,059
Less: Banking and deposit interest expense	18			—		—		—			1		19		—			19
Total segment net revenues	1,537			668		583		257			46		3,091		(51)			3,040
Less: Intersegment revenues	208			13		90		15			—		326		2			328
Total net revenues	$	1,329		$	655	$	493	$	242		$	46	$	2,765	$	(53)		$	2,712


	Six Months Ended June 30, 2019
			Advice & Wealth Management			Asset Management				Annuities			Protection				Corporate & Other			Total Segments	Non- operating Revenue	Total
			(in millions)
Management and financial advice fees:
Asset management fees:
Retail	$	—		$	871	$	—	$	—		$	—	$	871	$	—		$	871
Institutional	—			215		—		—			—		215		—			215
Advisory fees	1,504			—		—		—			—		1,504		—			1,504
Financial planning fees	153			—		—		—			—		153		—			153
Transaction and other fees	175			93		27		4			—		299		—			299
Total management and financial advice fees	1,832			1,179		27		4			—		3,042		—			3,042

Distribution fees:
Mutual funds	353			117		—		—			—		470		—			470
Insurance and annuity	423			84		160		14			4		685		—			685
Other products	365			—		—		—			—		365		—			365
Total distribution fees	1,141			201		160		14			4		1,520		—			1,520

Other revenues	94			4		—		—			—		98		—			98
Total revenue from contracts with customers	3,067			1,384		187		18			4		4,660		—			4,660

Revenue from other sources ⁽¹⁾	211			18		1,037		503			694		2,463		2			2,465
Total segment gross revenues	3,278			1,402		1,224		521			698		7,123		2			7,125
Less: Banking and deposit interest expense	71			1		—		—			4		76		—			76
Total segment net revenues	3,207			1,401		1,224		521			694		7,047		2			7,049
Less: Intersegment revenues	449			27		179		30			(3)		682		4			686
Total net revenues	$	2,758		$	1,374	$	1,045	$	491		$	697	$	6,365	$	(2)		$	6,363

The Company earns revenue for performing asset management services for retail and institutional clients. The revenue is earned based on a fixed or tiered rate applied, as a percentage, to assets under management. Assets under management vary with market fluctuations and client behavior. The asset management performance obligation is considered a series of distinct services that are substantially the same and are satisfied each day over the contract term. Asset management fees are accrued, invoiced and collected on a monthly or quarterly basis.

The Company’s asset management contracts for Open Ended Investment Companies (“OEICs”) and unit trusts in the UK and Société d'Investissement à Capital Variable (“SICAVs”) in Europe include performance obligations for asset management and fund distribution services. The amounts received for these services are reported as management and financial advice fees. The revenue recognition pattern is the same for both performance obligations as the fund distribution services revenue is variably constrained due to factors outside the Company’s control including market volatility and client behavior (such as how long clients hold their investment) and not recognized until assets under management are known.

The Company may also earn performance-based management fees on institutional accounts, hedge funds, collateralized loan obligations (“CLOs”), OEICs, SICAVs and property and other funds based on a percentage of account returns in excess of either a benchmark index or a contractually specified level. This revenue is variable and impacted primarily by the performance of the assets being managed compared to the benchmark index or contractually specified level. The revenue is not recognized until it is probable that a significant reversal will not occur. Performance-based management fees are invoiced on a quarterly or annual basis.

The Company earns revenue for performing investment advisory services for certain brokerage customer’s discretionary and non-discretionary managed accounts. The revenue is earned based on a contractual fixed rate applied, as a percentage, to the market value of assets held in the account. The investment advisory performance obligation is considered a series of distinct services that are substantially the same and are satisfied each day over the contract term. Advisory fees are billed on a monthly basis on the prior month end assets. Prior to the fourth quarter of 2019, advisory fees were primarily based on average assets for a monthly or quarterly period.

The Company earns revenue for providing financial plans to its clients. The revenue earned for each financial plan is either a fixed fee (received monthly, quarterly or annually) or a variable fee (received monthly) based on a contractual fixed rate applied, as a percentage, to the prior month end assets held in a client’s investment advisory account. The financial planning fee is based on the complexity of a client’s financial and life situation and his or her advisor’s experience. The performance obligation is satisfied at the time the financial plan is delivered to the customer. The Company records a contract liability for the unearned revenue when cash is received before the plan is delivered. The financial plan contracts with clients are annual contracts. Amounts recorded as a contract liability are recognized as revenue when the financial plan is delivered, which occurs within the annual contract period.

For variable fee arrangements, revenue is recognized for cash that has been received when the financial plan is delivered. The amount received after the plan is delivered is variably constrained due to factors outside the Company’s control including market volatility and client behavior. The revenue is recognized when it is probable that a significant reversal will not occur that is generally each month end as the advisory account balance uncertainty is resolved.

The Company pays sales commissions to advisors when a new financial planning contract is obtained or when an existing contract is renewed. The sales commissions paid to the advisors prior to financial plan delivery are considered costs to obtain a contract with a customer and are initially capitalized. When the performance obligation to deliver the financial plan is satisfied, the commission is recognized as distribution expense. Capitalized costs to obtain these contracts are reported in other assets in the Consolidated Balance Sheets and were $108 million and $116 million as of June 30, 2020 and December 31, 2019, respectively.

The Company earns revenue for providing customer support, shareholder and administrative services (including transfer agent services) for affiliated mutual funds and networking, sub-accounting and administrative services for unaffiliated mutual funds. The Company also receives revenue for providing custodial services and account maintenance services on brokerage and retirement accounts that are not included in an advisory relationship. Transfer agent and administrative revenue is earned based on either a fixed rate applied, as a percentage, to assets under management or an annual fixed fee for each fund position. Networking and sub-accounting revenue is earned based on either an annual fixed fee for each account or an annual fixed fee for each fund position. Custodial and account maintenance revenue is generally earned based on a quarterly or annual fixed fee for each account. Each of the customer support and administrative services performance obligations are considered a series of distinct services that are substantially the same and are satisfied each day over the contract term. Transaction and other fees (other than custodial service fees) are invoiced or charged to brokerage accounts on a monthly or quarterly basis. Custodial service fees are invoiced or charged to brokerage accounts on an annual basis. Contract liabilities for custodial service fees, which are included in other liabilities in the Consolidated Balance Sheets, were $29 million and nil as of June 30, 2020 and December 31, 2019, respectively.

The Company earns revenue for selling affiliated and unaffiliated mutual funds, fixed and variable annuities and insurance products. The performance obligation is satisfied at the time of each individual sale. A portion of the revenue is based on a fixed rate applied, as a percentage, to amounts invested at the time of sale. The remaining revenue is recognized over the time the client owns the

investment or holds the contract and is generally earned based on a fixed rate applied, as a percentage, to the net asset value of the fund, or the value of the insurance policy or annuity contract. The ongoing revenue is not recognized at the time of sale because it is variably constrained due to factors outside the Company’s control including market volatility and client behavior (such as how long clients hold their investment, insurance policy or annuity contract). This ongoing revenue may be recognized for many years after the initial sale. The revenue will not be recognized until it is probable that a significant reversal will not occur.

The Company earns revenue for providing unaffiliated partners an opportunity to educate the Company’s advisors or to support availability and distribution of their products on the Company’s platforms. These payments allow the outside parties to train and support the advisors, explain the features of their products and distribute marketing and educational materials, and support trading and operational systems necessary to enable the Company’s client servicing and production distribution efforts. The Company earns revenue for placing and maintaining unaffiliated fund partners and insurance companies’ products on the Company’s sales platform (subject to the Company’s due diligence standards). The revenue is primarily earned based on a fixed fee or a fixed rate applied, as a percentage, to the market value of assets invested. These performance obligations are considered a series of distinct services that are substantially the same and are satisfied each day over the contract term. These fees are invoiced and collected on monthly basis.

The Company earns revenue for selling unaffiliated alternative products. The performance obligation is satisfied at the time of each individual sale. A portion of the revenue is based on a fixed rate applied, as a percentage, to amounts invested at the time of sale. The remaining revenue is recognized over the time the client owns the investment and is earned generally based on a fixed rate applied, as a percentage, to the market value of the investment. The ongoing revenue is not recognized at the time of sale because it is variably constrained due to factors outside the Company’s control including market volatility and client behavior (such as how long clients hold their investment). The revenue will not be recognized until it is probable that a significant reversal will not occur.

The Company earns revenue from brokerage clients for the execution of requested trades. The performance obligation is satisfied at the time of trade execution and amounts are received on the settlement date. The revenue varies for each trade based on various factors that include the type of investment, dollar amount of the trade and how the trade is executed (online or broker assisted).

The Company earns revenue for placing clients’ deposits in its brokerage sweep program with third-party banks. The amount received from the third-party banks is impacted by short-term interest rates. The performance obligation with the financial institutions that participate in the sweep program is considered a series of distinct services that are substantially the same and are satisfied each day over the contract term. The revenue is earned daily and settled monthly based on a rate applied, as a percentage, to the deposits placed.

The Company earns revenue from fees charged to franchise advisors for providing various services the advisors need to manage and grow their practices. The primary services include: licensing of intellectual property and software, compliance supervision, insurance coverage, technology services and support, consulting and other services. The services are either provided by the Company or third- party providers. The Company controls the services provided by third parties as it has the right to direct the third parties to perform the services, is primarily responsible for performing the services and sets the prices the advisors are charged. The Company recognizes revenue for the gross amount of the fees received from the advisors. The fees are primarily collected monthly as a reduction of commission payments.

Intellectual property and software licenses, along with compliance supervision, insurance coverage, and technology services and support are primarily earned based on a monthly fixed fee. These services are considered a series of distinct services that are substantially the same and are satisfied each day over the contract term. The consulting and other services performance obligations are satisfied as the services are delivered and revenue is earned based upon the level of service requested.

Receivables for revenue from contracts with customers are recognized when the performance obligation is satisfied and the Company has an unconditional right to the revenue. Receivables related to revenues from contracts with customers were $347 million and $400 million as of June 30, 2020 and December 31, 2019, respectively.