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Revenue from Contract with Customer (Notes)
9 Months Ended
Sep. 30, 2020
Revenue from Contract with Customer [Abstract]  
Revenue from contracts with customers [Text Block]
During the third quarter of 2020, the composition of the Company’s reportable segments changed from five to four segments. The Retirement & Protection Solutions segment includes Retirement Solutions (Variable Annuities and Payout Annuities) and Protection Solutions (Life and Disability Insurance). In addition, the Company moved the Fixed Annuities and Fixed Indexed Annuities business to the Corporate & Other segment as a closed block. Certain prior period amounts have been revised to conform to the current presentation. See Note 19 for additional information on this change.
The following tables present revenue disaggregated by segment on an adjusted operating basis with a reconciliation of segment revenues to those reported on the Consolidated Statements of Operations:
Three Months Ended September 30, 2020
Advice & Wealth ManagementAsset ManagementRetirement & Protection SolutionsCorporate & OtherTotal SegmentsNon-operating
Revenue
Total
(in millions)
Management and financial advice fees:
Asset management fees:
Retail
$— $466 $— $— $466 $— $466 
Institutional
— 122 — — 122 — 122 
Advisory fees
907 — — — 907 — 907 
Financial planning fees
81 — — — 81 — 81 
Transaction and other fees
89 47 14 — 150 — 150 
Total management and financial advice fees
1,077 635 14 — 1,726 — 1,726 
Distribution fees:
Mutual funds186 59 — — 245 — 245 
Insurance and annuity
202 45 75 — 322 — 322 
Other products
91 — — — 91 — 91 
Total distribution fees
479 104 75 — 658 — 658 
Other revenues44 — — 49 — 49 
Total revenue from contracts with customers
1,600 739 94 — 2,433 — 2,433 
Revenue from other sources (1)
77 — 687 132 896 27 923 
Total segment gross revenues
1,677 739 781 132 3,329 27 3,356 
Less: Banking and deposit interest expense
10 — — — 10 — 10 
Total segment net revenues
1,667 739 781 132 3,319 27 3,346 
Less: Intersegment revenues
219 13 110 — 342 343 
Total net revenues$1,448 $726 $671 $132 $2,977 $26 $3,003 
Three Months Ended September 30, 2019
Advice & Wealth ManagementAsset ManagementRetirement & Protection SolutionsCorporate & OtherTotal SegmentsNon-operating
Revenue
Total
(in millions)
Management and financial advice fees:
Asset management fees:
Retail
$— $448 $— $— $448 $— $448 
Institutional
— 135 — — 135 — 135 
Advisory fees
813 — — — 813 — 813 
Financial planning fees
80 — — — 80 — 80 
Transaction and other fees
91 48 16 — 155 — 155 
Total management and financial advice fees
984 631 16 — 1,631 — 1,631 
Distribution fees:
Mutual funds183 59 — — 242 — 242 
Insurance and annuity
226 43 91 361 — 361 
Other products
169 — — — 169 — 169 
Total distribution fees
578 102 91 772 — 772 
Other revenues40 — — — 40 — 40 
Total revenue from contracts with customers1,602 733 107 2,443 — 2,443 
Revenue from other sources (1)
115 681 450 1,254 19 1,273 
Total segment gross revenues
1,717 741 788 451 3,697 19 3,716 
Less: Banking and deposit interest expense
35 (1)— 35 — 35 
Total segment net revenues
1,682 742 788 450 3,662 19 3,681 
Less: Intersegment revenues
240 13 110 (1)362 364 
Total net revenues$1,442 $729 $678 $451 $3,300 $17 $3,317 
Nine Months Ended September 30, 2020
Advice & Wealth ManagementAsset ManagementRetirement & Protection SolutionsCorporate & OtherTotal SegmentsNon-operating
Revenue
Total
(in millions)
Management and financial advice fees:
Asset management fees:
Retail
$— $1,330 $— $— $1,330 $— $1,330 
Institutional
— 308 — — 308 — 308 
Advisory fees
2,558 — — — 2,558 — 2,558 
Financial planning fees
248 — — — 248 — 248 
Transaction and other fees
264 139 45 — 448 — 448 
Total management and financial advice fees
3,070 1,777 45 — 4,892 — 4,892 
Distribution fees:
Mutual funds540 174 — — 714 — 714 
Insurance and annuity
606 129 266 — 1,001 — 1,001 
Other products
334 — — — 334 — 334 
Total distribution fees
1,480 303 266 — 2,049 — 2,049 
Other revenues138 148 — 148 
Total revenue from contracts with customers4,688 2,082 316 7,089 — 7,089 
Revenue from other sources (1)
264 11 1,979 411 2,665 28 2,693 
Total segment gross revenues
4,952 2,093 2,295 414 9,754 28 9,782 
Less: Banking and deposit interest expense
53 — — 55 — 55 
Total segment net revenues
4,899 2,093 2,295 412 9,699 28 9,727 
Less: Intersegment revenues
649 39 319 (1)1,006 1,011 
Total net revenues$4,250 $2,054 $1,976 $413 $8,693 $23 $8,716 
Nine Months Ended September 30, 2019
Advice & Wealth ManagementAsset ManagementRetirement & Protection SolutionsCorporate & OtherTotal SegmentsNon-operating
Revenue
Total
(in millions)
Management and financial advice fees:
Asset management fees:
Retail
$— $1,319 $— $— $1,319 $— $1,319 
Institutional
— 350 — — 350 — 350 
Advisory fees
2,317 — — — 2,317 — 2,317 
Financial planning fees
233 — — — 233 — 233 
Transaction and other fees
266 141 47 — 454 — 454 
Total management and financial advice fees
2,816 1,810 47 — 4,673 — 4,673 
Distribution fees:
Mutual funds536 176 — — 712 — 712 
Insurance and annuity
649 127 265 1,046 — 1,046 
Other products
534 — — — 534 — 534 
Total distribution fees
1,719 303 265 2,292 — 2,292 
Other revenues134 — — 138 — 138 
Total revenue from contracts with customers4,669 2,117 312 7,103 — 7,103 
Revenue from other sources (1)
326 26 2,025 1,340 3,717 21 3,738 
Total segment gross revenues
4,995 2,143 2,337 1,345 10,820 21 10,841 
Less: Banking and deposit interest expense
106 — — 111 — 111 
Total segment net revenues
4,889 2,143 2,337 1,340 10,709 21 10,730 
Less: Intersegment revenues
689 40 319 (4)1,044 1,050 
Total net revenues$4,200 $2,103 $2,018 $1,344 $9,665 $15 $9,680 
(1) Revenues not included in the scope of the revenue from contracts with customers standard. The amounts primarily consist of revenue associated with insurance and annuity products or financial instruments.
The following discussion describes the nature, timing, and uncertainty of revenues and cash flows arising from the Company’s contracts with customers on a consolidated basis.
Management and Financial Advice Fees
Asset Management Fees
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.
Advisory Fees
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.
Financial Planning Fees
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 fixed fee arrangements, revenue is recognized when the financial plan is delivered. The Company accrues revenue for any amounts that have not been received at the time the financial plan is delivered.
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.
Contract liabilities for financial planning fees, which are included in other liabilities in the Consolidated Balance Sheets, were $133 million and $143 million as of September 30, 2020 and December 31, 2019, respectively.
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 $107 million and $116 million as of September 30, 2020 and December 31, 2019, respectively.
Transaction and Other Fees
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 $15 million and nil as of September 30, 2020 and December 31, 2019, respectively.
The Company earns revenue for providing trade execution services to franchise advisors. The trade execution performance obligation is satisfied at the time of each trade and the revenue is primarily earned based on a fixed fee per trade. These fees are invoiced and collected on a semi-monthly basis.
Distribution Fees
Mutual Funds and Insurance and Annuity Products
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.
Other Products
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.
Other Revenues
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
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 $350 million and $400 million as of September 30, 2020 and December 31, 2019, respectively.