"The market is down, let's wait"

Waiting is a choice too. Show the income in dollars if the market rises, stays flat or falls, with the client's own numbers.

Do it in Genius

Income rider calculator→ Start income at age

Practice Client, 3 Nov 2026: the top bar shows $150,000. The slider reads "Start income at age 68" and "Defer for 2 years".

Rates change every day, so yours will differ.

Open Income rider calculator in Genius (opens the app in a new tab)

In the app: Calculators → Income rider calculator

(opens full size in a new tab)

1. 1.

   Example: $150,000 planned, $135,000 after a fall. At a 7.5% payout on the balance, income is $11,250 or $10,125: $1,125 less a year.

   Benefit base

   The number the insurer uses to work out income. It is not cash and not the account value.

   Real rows differ. The $15,000 fall already costs $1,125 a year. Waiting can win it back or lose more.

2. 2.

   Open Calculators, then Income rider calculator. Run three balances: $135,000 now, $150,000 if it recovers, $120,000 if it falls again. Write all three down.

   Buying now is not income now: the Start income at age slider sets the start.

   • What waiting does to the income
3. 3.

   Write them as three markets from $135,000: up $15,000 pays $11,250 a year, flat $10,125, down $15,000 $9,000.

   Same three runs, with the 7.5% example rule. Buying now pays $10,125. Ask which of the three the client can live with.

   • Same average, different order of years
4. 4.

   Ask the insurer for its written rate-lock rules and funding deadline. Never assume the application date locks a rate.

   Ask for the written rules first. A client who sees both costs in dollars can decide at the table.