Five Things Your Annuity Seller Won’t Tell You
Some annuity sellers don’t fully explain the costs and tradeoffs, so here’s what to keep in mind if you’re considering buying an annuity.


According to LIMRA, the insurance association trade group, annuity sales totaled over $310 billion in 2022, up 22% from the prior year. Annuities cover a broad universe of financial products, can provide either fixed or variable returns and offer a dizzying array of riders that can provide additional benefits.
Remember, annuities are simply a tool for transferring risk. As with any investment solution, there are tradeoffs you should weigh in determining whether the product recommendation best accomplishes your goal — and at what cost. We advise consumers to keep that in mind, because some annuity sellers don’t fully explain the costs and tradeoffs.
Let’s explore just some of the lesser-known pitfalls of annuities.
From just $107.88 $24.99 for Kiplinger Personal Finance
Be a smarter, better informed investor.

Sign up for Kiplinger’s Free Newsletters
Profit and prosper with the best of expert advice on investing, taxes, retirement, personal finance and more - straight to your e-mail.
Profit and prosper with the best of expert advice - straight to your e-mail.
1. Just wait for the tax surprise.
Annuities are often touted for their tax-deferral. Earnings in annuities are tax-deferred — but only while they are in the account. Once you take money out, any gain is taxed as ordinary income. That may be fine for you, but what about your beneficiaries?
Unlike marketable securities held in a taxable account, your heirs don’t get a step-up in cost basis on annuity assets at your death. Beneficiaries of annuities must pay ordinary income tax on gains and must commence annual distributions (based on their life expectancy) following your death. An investor who bought $500,000 in a S&P 500 ETF and saw it grow to $1 million would pass the entire $1 million to their heirs (assuming no estate tax). That same asset in an annuity would see only $880,000 going to heirs, assuming a 24% tax bracket (the $500,000 gain would be reduced by $120,000 because of income tax).
2. Good luck trying to understand your contract.
A good rule of thumb is “the more complex the investment, the more likely it’s enriching someone other than the investor.” For example, fixed indexed annuity providers offer “point to point” crediting, but the investor must choose monthly or annual valuation, and the fees for each option differ. Then there are crediting caps, participation rates, buffers and floors that also impact the actual return on your annuity investment. Many annuity providers feature a menu of esoteric index options. One product I reviewed offered two “AI-powered” indexes, along with the S&P 500 FC Index.
How the contract credits returns can also be difficult to decipher. Some products offer “annual reset,” while others use a “high-water mark” method. Remember, most indexed annuities only calculate index returns based on the price movement, not any dividends. That means the historical annualized S&P 500 index return (about 10% over the last 50 years) gets reduced by about 2% to 3% when excluding dividends.
3. That rider is a money maker (for the seller).
Riders are “bells and whistles” that add features to a standard annuity — and they come at a cost. Here are just a few of the annuity riders I’ve come across, with the cost noted in parentheses:
- Annual liquidity rider (.95%)
- Strategy charge (1.25%)
- Guaranteed minimum income benefit rider (1.4%)
- Guaranteed death benefit rider (.35%)
- Lifetime income rider (1.5%)
These riders reduce your credited return, which makes it imperative to analyze the cost vs the potential benefit. For example, if you purchased an annuity tied to the S&P 500 with a one-year point-to-point cap of 9% and added a 1% rider, your credited return in any one year would be 8%, even if the S&P 500 returned 12%.
4. You’re more likely to be a redhead than collect that death benefit.
Many annuities offer a “death benefit” rider, which promises that when you die, your heirs will get back your original investment, even if the account is worth less than that. Before purchasing such a benefit, calculate the odds of such an event happening.
For example, the statistical chance a 65-year-old man will die within three years is 4.7%. And historically, the S&P 500 has a 15% chance of experiencing a loss in any rolling three-year period. Combining those odds puts the chances of both happening at less than 1%. Is it worth paying 1% per year (or more) for such a low-probability event?
5. You’re locked in.
To paraphrase the Bard, parting is such expensive sorrow. Want to take your money out of the Athene Performance Elite 15 annuity? It will cost you 15% the first two years after purchase. And the surrender charges last for 15 years!
In addition, most annuities charge surrender fees not only to principal but to earnings as well. Annuities are among the most lucrative products a commission-compensated adviser can sell — so be sure to understand the seller’s motivation in their recommendation.
Trying to remove or control emotion in financial decisions is challenging. If you consider an annuity purchase, understand the risk you are transferring and its probability of occurring. Additionally, be sure to understand the specific features of the contract — don’t blindly accept a seller’s explanation.
Related Content
- Too Heavy in Stocks? Annuities Could Be a Rebalancing Option
- Advisory Annuities Let You Eliminate the Middlemen
- Considering Annuities? Here’s What to Keep in Mind
- Annuities Have an Awareness Problem: Why That Matters
- Why So Many Experts Consider Annuities a Win for Retirees
Profit and prosper with the best of Kiplinger's advice on investing, taxes, retirement, personal finance and much more. Delivered daily. Enter your email in the box and click Sign Me Up.

Mike Palmer has over 25 years of experience helping successful people make smart decisions about money. He is a graduate of the University of North Carolina at Chapel Hill and is a CERTIFIED FINANCIAL PLANNER™ professional. Mr. Palmer is a member of several professional organizations, including the National Association of Personal Financial Advisors (NAPFA) and past member of the TIAA-CREF Board of Advisors.
-
Stocks Edge Higher With Nvidia, Fed in Focus: Stock Market Today
The AI bellwether reports earnings after today's close, while Wall Street is keeping a cautious eye on President Trump's attacks against the Fed.
-
New Trump Tax Bill: Five Changes Homeowners Need to Know Now
Tax Changes Trump’s new tax legislation is reshaping how tax breaks for homeowners work.
-
I'm a Financial Planning Pro: Do Your Family a Final Favor and Write Them a Love Letter
Specify your preferences in this personal document that shares your wishes on how you want to be remembered and celebrated. Your family will thank you for easing an emotional time.
-
The Future of Financial Advice Is Human: Gen Z Trusts Advisers, But AI Skills Matter
Graduates entering the workforce trust human advisers more than AI tools with their financial planning. But AI can still enhance the client/adviser relationship.
-
I'm a Wealth Adviser: If You're a DIY Investor, Don't Make These Five Mistakes
Even though you may feel confident because of easy access to investing information, you may be making mistakes that could compromise your long-term performance. Here's what you should know.
-
Building a Business That Lasts: The Critical Steps to Avoid Blunders
'Another Way' author David Whorton offers advice on how to build an 'evergreen' business that endures by avoiding common pitfalls that can lead to failure.
-
I'm a Financial Pro: Why You Shouldn't Put All Your Eggs in the Company Stock Basket
Limit exposure to your employer's stock, sell it periodically and maintain portfolio diversification to protect your wealth from unexpected events.
-
How Will the One Big Beautiful Bill Shape Your Legacy?
The One Big Beautiful Bill Act removes uncertainty over tax brackets and estate tax. Families should take time to review estate plans to take full advantage.
-
Should You Claim Social Security Early or Late? A Financial Adviser Weighs In
There isn't a wrong age to start claiming Social Security, but there are factors that everyone should consider to avoid leaving money on the table.
-
Three Things Financially Confident People Do, From a Pro Who Knows
If you have any worries about your retirement future, take back control with these three tips.