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geld is een middel, geen doel

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Woekerpolissen hadden nooit (zo) verkocht mogen worden

Posted on July 4, 2014 at 9:55 AM

Wat een ongelofelijke oelemetoet ben ik toch! Dat ik dat nooit zo scherp ingezien heb. Vrijwel alle, zo niet alle beleggingsverzekeringen hadden nooit verkocht mogen worden op de manier waarop het gegaan is! Ik zat te lezen in de stukken van Martin van Rossum en René Graafsma toen bij mij het kwartje viel.


'Bedenk waarin gij wilt beleggen'


Als je als consument GELD OVER HEBT en je dat wil beleggen dan kun je gaan bedenken WAARIN je wilt beleggen. Beleg je het in ‘dit’ dan is het te verwachten rendement ‘zus’ en als je belegt in ‘dat’ is het prognoserendement ‘zo’. Elke soort belegging heeft ook zijn eigen kosten. Kom je er zelf niet uit dan zal een adviseur je op deze manier de weg wijzen.

Omgekeerd: als je over een tijdje een bepaalde hoeveelheid GELD WILT HEBBEN en je belegt in vastrentende waarden zul je waarschijnlijk meer geld moeten inleggen, weg zetten, betalen (noem het zoals je het wil) dan wanneer je het in aandelen doet, waar het te verwachten rendement hoger is. (Maar je ook meer risico loopt)


Inleggen en vervolgens als een haas op de weg gaan zitten om te kijken of er koplampen aan komen is niet verstandig. Nog onverstandiger is om stil te blijven zitten als je die koplampen in beeld krijgt. Dus kijkt een belegger – of diens adviseur – regelmatig naar de portefeuille om te kijken of alles nog loopt zoals bij aanvang gedacht en past eventueel wat aan. Doel wat lager stellen, wat meer gaan inleggen, beleggingsmix veranderen, etcetera.


BIJ DE BELEGGINGSVERZEKERING ZIJN AL DEZE ESSENTIALIA VAN BELEGGEN MET VOETEN GETREDEN!


De consument, die een beleggingsverzekering kreeg geoffreerd, kreeg een papiertje waarop stond welk bedrag er uit zijn verzekering zou komen bij 6% - 8% - 10% rendement, of 8% - 10% - 12% of…. Nou ja in ieder geval een keuze van drie (meestal). Had je als doel om ooit een bepaald bedrag bij elkaar belegd te krijgen (en dat was zeker zo bij een hypotheek: voldoende poen om de aflossing te kunnen voldoen) dan dacht je: “ach, dat bedrag bij dat middelste rendement – veel mensen kiezen bij een keuze van drie de middelste – komt mij wel goed uit, dus daar ga ik voor”. De consument ging dus een bedrag betalen dat er toe zou moeten leiden dat bij dat ‘middelste’ rendement zijn doel bereikt zou worden.


Er zijn ook adviseurs geweest, die klant er op wezen dat ‘een verzekeraar van nature voorzichtig is, dus dat het hoogste rendement ook best wel eens gehaald zou kunnen worden, dus dat je best van het hoogste rendement uit zou kunnen gaan….’ Gevolg: de klant hoefde minder te gaan betalen dan bij het kiezen van een lager rendement…..En zeker bij een hypotheek – waar de consument naar een zo laag mogelijke maandlast streeft – is de consument best bereid om dat rad voor ogen gedraaid te krijgen. Weet die consument veel….


Nu komt het!


Pas bij het AANVRAGEN van de verzekering moest de consument de KEUZE maken, WAARIN de verzekeraar zijn geld zou moeten beleggen. Bij mijn weten werd er vervolgens niet nagegaan of bij die keuze ook het (eerder) gekozen prognoserendement paste!


Stel dat de consument bij het aanvragen een defensieve belegging wilde, dan werd niet gekeken of het eerder gekozen rendement ook haalbaar zou zijn!


Sowieso hadden de meeste assurantieadviseurs geen verstand van beleggen, dus boden de verzekeraars de klanten (maar eigenlijk de adviseurs) massaal mixfondsen aan. ‘Ach, van alles wat; lekker gespreid over vastrentend, obligaties, onroerend goed en aandelen; fijn toch?’ Daarin zaten dus ook elementen die intrinsiek het te verwachten prognoserendement drukten! Zodat je – zeker als adviseur – eigenlijk dan al had kunnen verwachten dat het doel nooit bereikt zou worden.


De haas en de koplampen


Hoe was de follow up? Gingen verzekeraars en adviseurs regelmatig met de klant om tafel om te zien of er nog iets aangepast zou moeten worden in de beleggingen? Geen onderzoek naar gedaan, maar als ik op signalen af ga die ik in die ruim 25 jaar - waarin de beleggingsverzekeringen zijn verkocht - mee heb gekregen durf ik te stellen dat bij een 80 – 20 - regel dit in 80% van de gevallen niet is gebeurd! Ik vrees zelfs in meer gevallen niet.


Recall noodzakelijk


Conclusie: de beleggingsverzekering had nooit verkocht mogen worden zoals ze verkocht zijn. Bij de beleggingsverzekering is nooit de begeleiding gegeven die je als consument – met een enorme kennis-bias- had mogen verwachten.


Dus moeten ze in feite allemaal teruggedraaid worden!


Iedere andere oplossing (inzicht geven in kosten, compensatie bieden op basis van een hele slechte Wabeke-norm, overlijdensrisico er uit slopen en ‘elders’ sluiten) zijn in feite lapmiddelen waar de consument niet bij gebaat is!


Gezien de hoeveelheid verkochte beleggingsverzekeringen, de hoeveelheid huishoudens, de hoeveelheid verzekeraars -die elkaar na-ge-aapt hebben - moet deze recall-actie centraal geleid gaan worden. De overheid kan hier niet stil bij blijven zitten. Ook al niet omdat veel burgers dit soort verzekeringen hebben bij geheel of deels door de overheid gesteunde instellingen. Veel consumenten zijn nu de hazen waar de koplampen op af komen! Dat gaat een grote economische crisis opleveren.

 

Categories: Financiele advisering, Consumentenbelangen

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