Revenue from Contract with Customers

9 Months Ended

Sep. 30, 2021

Revenue from Contract with Customer [Abstract]

Revenue from Contracts with Customers

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, 2021
	Advice & Wealth Management		Asset Management		Retirement & Protection Solutions		Corporate & Other		Total Segments		Non-operating Revenue		Total
	(in millions)
Management and financial advice fees:
Asset management fees:
Retail	$	—	$	587	$	—	$	—	$	587	$	—	$	587
Institutional	—		143		—		—		143		—		143
Advisory fees	1,189		—		—		—		1,189		—		1,189
Financial planning fees	91		—		—		—		91		—		91
Transaction and other fees	94		57		18		—		169		—		169
Total management and financial advice fees	1,374		787		18		—		2,179		—		2,179
Distribution fees:
Mutual funds	219		70		—		—		289		—		289
Insurance and annuity	246		50		104		—		400		—		400
Other products	96		—		—		—		96		—		96
Total distribution fees	561		120		104		—		785		—		785
Other revenues	46		1		—		1		48		—		48
Total revenue from contracts with customers	1,981		908		122		1		3,012		—		3,012
Revenue from other sources (1)	70		7		712		112		901		(605)		296
Total segment gross revenues	2,051		915		834		113		3,913		(605)		3,308
Banking and deposit interest expense	(3)		—		—		—		(3)		—		(3)
Total segment net revenues	2,048		915		834		113		3,910		(605)		3,305
Intersegment revenues	(261)		(12)		(122)		—		(395)		(7)		(402)
Total net revenues	$	1,787	$	903	$	712	$	113	$	3,515	$	(612)	$	2,903

	Nine Months Ended September 30, 2021
	Advice & Wealth Management		Asset Management		Retirement & Protection Solutions		Corporate & Other		Total Segments		Non-operating Revenue		Total
	(in millions)
Management and financial advice fees:
Asset management fees:
Retail	$	—	$	1,685	$	—	$	—	$	1,685	$	—	$	1,685
Institutional	—		397		—		—		397		—		397
Advisory fees	3,330		—		—		—		3,330		—		3,330
Financial planning fees	272		—		—		—		272		—		272
Transaction and other fees	276		165		52		—		493		—		493
Total management and financial advice fees	3,878		2,247		52		—		6,177		—		6,177
Distribution fees:
Mutual funds	638		206		—		—		844		—		844
Insurance and annuity	738		146		304		—		1,188		—		1,188
Other products	306		—		—		—		306		—		306
Total distribution fees	1,682		352		304		—		2,338		—		2,338
Other revenues	146		9		—		2		157		—		157
Total revenue from contracts with customers	5,706		2,608		356		2		8,672		—		8,672
Revenue from other sources (1)	211		14		2,073		370		2,668		(472)		2,196
Total segment gross revenues	5,917		2,622		2,429		372		11,340		(472)		10,868
Banking and deposit interest expense	(10)		—		—		(1)		(11)		—		(11)
Total segment net revenues	5,907		2,622		2,429		371		11,329		(472)		10,857
Intersegment revenues	(777)		(39)		(356)		(1)		(1,173)		(13)		(1,186)
Total net revenues	$	5,130	$	2,583	$	2,073	$	370	$	10,156	$	(485)	$	9,671

	Three Months Ended September 30, 2020
	Advice & Wealth Management		Asset Management		Retirement & Protection Solutions		Corporate & Other		Total Segments		Non-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 funds	186		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 revenues	44		—		5		—		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
Banking and deposit interest expense	(10)		—		—		—		(10)		—		(10)
Total segment net revenues	1,667		739		781		132		3,319		27		3,346
Intersegment revenues	(219)		(13)		(110)		—		(342)		(1)		(343)
Total net revenues	$	1,448	$	726	$	671	$	132	$	2,977	$	26	$	3,003

	Nine Months Ended September 30, 2020
	Advice & Wealth Management		Asset Management		Retirement & Protection Solutions		Corporate & Other		Total Segments		Non-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 funds	540		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 revenues	138		2		5		3		148		—		148
Total revenue from contracts with customers	4,688		2,082		316		3		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
Banking and deposit interest expense	(53)		—		—		(2)		(55)		—		(55)
Total segment net revenues	4,899		2,093		2,295		412		9,699		28		9,727
Intersegment revenues	(649)		(39)		(319)		1		(1,006)		(5)		(1,011)
Total net revenues	$	4,250	$	2,054	$	1,976	$	413	$	8,693	$	23	$	8,716

(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”) in the United Kingdom (“U.K.”), Société d'Investissement à Capital Variable (“SICAVs”) and other pooled investments sponsored by the Company in Europe, typically 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 customers’ 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.

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 $144 million and $146 million as of September 30, 2021 and December 31, 2020, 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 $115 million and $117 million as of September 30, 2021 and December 31, 2020, 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 $14 million and nil as of September 30, 2021 and December 31, 2020, 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 $500 million and $403 million as of September 30, 2021 and December 31, 2020, respectively.